Five Star Tips to Networking and Increasing Company Sales
By Melvin Murphy
When networking to increase company sales, the one thing to remember is that it’s all about people. At first, that may seem obvious; but the reality is—it’s not. Many professionals put their ambition over providing a service to potential customers. Here are five specific and very important tips to help build a network, avoid certain pitfalls and increase your sales.
It’s About People, Not Titles
There are professionals who focus on their title or the job they have over showing a real and sincere personality. Achieving success doesn’t happen overnight, it takes work and having a title is important when decisions need to be made. But to increase your sales, get that needed introduction or to close the deal, it takes a real personality. In other words, people do business with people they know and with people they really like. How well liked are you?
It’s About People, Not Being An Individual
No man or woman is an island, we have all heard this saying, and it isn’t anything new. But to many professionals especially sales professionals they often attempt to go it alone. That’s a big mistake. Teaming, partnering, or co-working is the ‘in’ thing and can help make business life easier once you have vetted the potential member. Knowing when to ask for help is a true sign of an effective leader. That said, needing help to close the sale, needing a contact to pull strings or just maintaining your network database is a person who understands the power of one is a negative. Have you ever tried to put a pair of cufflinks on by yourself? Oh, it can be done, but it’s easier when there’s help.
It’s About People, Not Empty Referrals
If you have ever networked in your life or had someone ask you for a referral and you said, tell ‘Jane Doe’ I told you to call. That’s the most emptiness referral you can have or be given. Doing that blatant brush off simply says, you aren’t worth me making a one minute phone call for you. In sales, having a warm introduction is far better than that ice cold one. If you are planning to make an introduction of someone, it is best if you make the telephone yourself. Why? You can set the stage, it’s more sincere and credible to the person being called and for the person doing the calling. Remember it’s about respect and never give someone controls over your network.
It’s About People, Not Procrastination
It has been said that the wheels of justice turns slowly. Well, try getting someone to call in a favor, make a telephone call on your behalf or call a contact that could get you a sales meeting can be like waiting for a pot of water to boil, especially when you are hungry. Why? Often, your agenda is not their agenda. It’s not a priority for them. The best thing to do is ask them to take action sooner rather than later. With our busy schedules it is easy to forget or get caught up in our project. So, don’t procrastinate when your network needs you. After all, you may need your network sooner than later.
It’s About People, It’s About You Too
You are people too and have goals and agendas to meet. It is important to remember to treat your network the way you wish to be treated when it comes to forwarding your agenda. Being well prepared and anticipating questions and problems is the best way to keeping your agenda moving and make less work for contacts that are willing to help you. Juvenal once said that people long for only two things: bread and circuses. In other words, feed your network then entertain them, half the battle is won.
Melvin Murphy is a speaker and author of I’m Somebody, Who are you? Choosing the Right People to Help You Network and Manage Alliances and Partnerships. Comments to mmurphy833@aol.com or 703/ 218.3888. Mark your calendars for March 11, 2009 Melvin will speak at George Mason University…more details to follow.