business strategies

business strategies

Busy People Networking Strategies to Work a Room

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A recent teleclass on “Networking that Produces Results Every Time” produced questions that I rarely get a chance to address except in a workshop or coaching session. Here are some of the questions that came up. Here are my thoughts…feel free to add your own comments!

 

1. How many people do you talk to at an event. Say there are 40 attendees (like a WEO meeting), how many new people do you speak to? On average, how long do you speak to each person?

 

My philosophy is that networking is about quality not quantity. Time is still of the essence but collecting a handful of cards that have no meaningful connection is not the goal.
 

 

  • I set a goal to make 3 quality connections at every event. I go prepared to ask questions that will help me create one of six potential successful outcomes. (See blog post “Networking that Produces Results Every Time” )
     

  • I plan to speak to each person 3-5 minutes and ask intelligent directed questions that will determine the next course of actionI follow up with those 3 people.
     

  • I may meet more and hope to have significant conversation. Depending on your business goal, you will determine what is significant for you.
     

2. What are some nice ways to disengage and move on?

 

1. If you’ve ever been stuck with a person who is self-promoting, selling you something, or in general, new to networking, this is your opportunity to model how good networking is done. Some techniques that have been successful for me are…a.)

a) I will ask (I may have to tactfully interrupt) who they would like to meet at the event and see if I can make an introduction.b.)
 

b)If they are in heavy “sales” mode, I will interrupt and gracefully let them know I am probably not a prospect for them. Since I know they are at the event to network I will let them mingle with other folks.

 

We’ve all be stuck in uncomfortable situations networking. My fellow net-workers, what are some of your suggestions?

 

 

More Sales Made Easy! 5 Steps to Boost your Impact

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Sales increase is the buzz in the air this year. Tactics, opportunities, belief, excitement! As a business strategist I find myself dissecting this activity, yet again, to find it is the little things that make a big difference

 

The act of selling is comprised of so many components (not to mention the changing markets) it is an activity that requires continuous attention. Here are some tips to tune up and make the process your own.

 

  1. Map the sales cycle. i.e. lead generation, first contact, second contact, proposal, review, close. Make sure you identify all the steps. (My technique is to get out a chart pad and make a flow chart.) After you have identified the steps, check yourself. Where do you lose prospects? What can you adjust to better connect with the client?
     

  2. Review your sales conversation. Are you using a presentation style, discovery approach or combination of both? Identify the key conversation components and review your vocabulary. i.e. opening questions, developing questions, qualifying questions, closing questions, power statements, follow up questions, sales presentation. Ask a peer for feedback on your process.
     

  3. Check your belief system. What is going on in your head as you work through the steps of the sales process? i.e. Do you find yourself thinking, “Sales is hard”, “Nobody is buying”, “I need sales”, etc? This is an area that can kill your sales results! If you find you are suffering from “stinking thinking”, call a coach, get some training, ask your peers…do something! Until you fix this all the others will not create lasting change.
     

  4. Re-define your target market. Are you talking to the right prospects? If you have been selling, review your best customers. Create a profile of your ideal target market. Focus on their demographics, geographics, and psychographics*. *values, character qualities, and motivators Make sure you are working with the right people!
     

  5. Assess your frequency. Are you performing your highest payoff sales tasks consistently? Why not? Implement systems, block time, and find a way to hold yourself accountable.

 

When you need more sales, whether your sales cycle is short or long, fine tuning any one of these areas will create impact.

 

Need more sales training? Check out Jeff Schneider at Sandler Sales System. Click on the calendar to find out more about his Cold Calling Clinics and Sales Boot Camps.

 

Another great sales resource is the book by Ron Willingham, “Integrity Based Selling for the 21st Century: How to Sell How People Want to Buy”.

 

We are looking for more sales tips! Let us your favorite.so! 

Define your Terms to Create More Sales

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Along my personal development journey I learned the value of defining terms. I use my personal story to illustrate the value of defining terms both personally and professionally.

 

I spent most of my life talking about how “hard” things were. And they were hard! I was a single mother at 22, survived a near fatal auto accident that left me with a handicap at 23, not to mention the other life stuff that goes on every day when you are working hard to make a living and raise a family.

 

 

An amazing thing happened when I redefined the word hard. It’s curious…when I asked myself if my life was truly hard I had to admit, others had it much rougher than I did. What I discovered in truth is that I had some “challenges”. There were some activities that were “difficult” for me. I did have to exert a little more effort to get things done…but I could do them.

 

In that discovery I had an “Aha” moment…I could work with challenges and difficulty but hard things were just plain hard…and my speaking it made things even harder. So, I changed my vocabulary. When I would have habitually described a situation as “hard”, I began replacing the word with a true statement. My attitude changed and, I swear, life got easier.

 

When it comes to doing business, I believe defining terms has been instrumental in building a profitable growing consulting practice, serving my clients, and creating business development curriculum’s.

 

For example, early on in my career I redefined selling.

 

Old definition: Selling is convincing someone to buy something they didn’t need.

 

New definition: Selling is serving customers by discovering and matching a true need with a valuable solution.

 

When I quit trying to “sell” my customers and instead focused on serving, exchanging valuable information and connecting them to resources my sales increased immediately. Of course, I had to complete the sales process by creating an opportunity to purchase but that wasn’t the end game…just part of serving.

 

Same thing with networking.

 

Old , old definition: Networking is schmoozing and positioning.

 

Old, new definition: Networking is relationship building, connecting people to people, and perfect elevator pitches.

 

New definition: Networking is a strategic marketing activity intended to increase exposure, build credibility, and create opportunities in addition to generating leads.

 

What I began to view my networking in light of the bigger picture, my sales increased exponentially. As a matter of fact I doubled my sales in one year using this new definition. Achieving this led me to clearly see and define another type of valuable networking activity; networking to build professional relationships or strategic partnerships.

 

Check this for yourself. How do you define these terms? Is it working for you?

 

Happy Networking!.

 

Fresh rules for networking! Need business? Connect up!

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Most of the people I know are networking to generate new business. Some are operating under the belief that networking is a new form of cold calling and start selling too early in the conversation. You know what I mean. I don’t know about you, but every time I network, I run into someone trying to sell me something. I am usually not their prospect but they don’t ask enough questions to know! They assume everyone is their prospect. Not so! 

 

There is so much available in the information sphere that addresses the ‘how to’ of networking that it is surprising that so many still are challenged using it to produce consistent results! Check yourself? How do you define the activity?

 

Let’s start with redefining the activity of networking. Instead of simply connecting or building relationships, look at networking as a strategic marketing tactic. As a part of your overall marketing strategy, you would likely be much more specific about where you network, who you connect with, and how you follow up!

 

Here are a few quick rules for networking strategically…and making contacts that lead to business!

 

  1. Target events that are rich with those with your target market or potential strategic partners.
     

  2. Don’t start with selling. Ask good questions!
     

  3. See the big picture. The person you meet may not be in need of your services but could connect you to opportunities you wouldn’t otherwise find.
     

  4. Follow up. Do your homework and identify your A prospects & partners (or cool people you meet). When you meet those who fit that criteria or close to it. Take the next step and follow up. This is where the money is made!

 

Next time you network, try these new rules! What about you? Do you have any tips for networking strategically?