Becoming a Master Networker – Step #6 – Being R.U.M

What are some of the traits that you admire or respect in other salespeople?

  • Humor – Relax! Inject some humor!
  • Manners – I was raised in the liberal use of please, thank you, and respect. Put your phone away!
  • Honesty is also a big part of this. Your word is your bond.
  • Rapport – The correct amount of chit-chat is always important and this correct amount is dictated by the customer. You need to be able to read that. You need to be able to mirror your prospects.
  • Do your due diligence! Be prepared – This is one area where the social networks (and the web in general) can be invaluable as a research resource.
  • Personalize your approach – People are lazy and, as a result, everything is mass marketed and nothing is personalized.
  • Educate vs. sell – Establish yourself as the authority
  • Attract vs interrupt –  Social profiles and activity
  • Being assertive vs. aggressive – Be non-threatening while still displaying confidence. Being diplomatic helps. Cushioning, providing reasons before asking tough questions or having to deliver unwanted answers, is a powerful technique!
  • Urgency and responsiveness – Being on time is late. Replying the next day … is late. Don’t be late. Do you want to be viewed as unique, remarkable, and memorable? Start here. When was the last time you heard … “He/she is a great salesperson but, they are just too damn responsive.”?
  • Be Proactive – The absolute last thing that you want to see happen is for the customer to contact you to check on the status. They have been thinking about it for some time prior to reaching out and, when they are thinking about things … it’s never good for you.
  • Mix it up! Don’t be predictable – You have a lot of different weapons in your arsenal so why is it that the only tool you use is a hammer? Additionally, you pop up at the least expected times with unexpected items of value.
  • Practice clear communication – With other team members as well as with clients.
  • Listen – Take notes. Recap. Clarify and confirm.
  • Never be afraid to tell them “no” – This includes when it is in their best interest or when it just can’t be done. You are also not afraid to tell them that  “I don’t know”. This makes you human and it also means that you will always have a reason to go back, even if it is to answer a question.
  • Organization – Always stay ahead! Beware of selling vs non-selling time. Selling time is for being in front of a customer. Non-selling time is for prep and paperwork.
  • Set clear expectations – Let them know what will happen and when and how and also makes it clear what parts they have to play in order to keep things on track!
  • Under promise and over deliver – As a general rule, however much time I am going to tell you that it will take for me to do “x”, is going to allow me enough time to make that date even in the event of … unplanned open-heart surgery. Whatever I agree to give you, in return for your business, I will give you more.

The bottom line is that RUM salespeople will consistently exceed customer expectations and, as a result …

  1. Your sales ratios will increase
  2. You will attract better prospects as your reputation becomes more established and recognized
  3. Referrals and repeat business, from all sources, will increase dramatically.

Note that each of the above will directly support the other two. As an example, referrals, repeat business, and better prospects will ALWAYS result in higher closing ratios. Simple:)

Becoming a Master Networker – Step #4 – Networking Currency

Let’s start with the basic premise that, in order to become a master networker, you are going to have to have leads to share. Leads, referrals, and introductions are networking currency and givers do get. While not all leads are created equally, there are three criteria that will turn any o.k. lead into a potentially great lead …

  1. The information is not widely known. You are giving it out early. It was not found in the newspaper, on a website, or somewhere else. This is an exclusive.
  2. You have the correct contact information including key contact name, phone, and email address.
  3. There is no such thing as too much information.

In terms of lead types … Continue reading “Becoming a Master Networker – Step #4 – Networking Currency”

Becoming a Master Networker – Step #2 – Establish Your Budgets

Last month we created three target personas that will be used to help us to identify our ideal opportunities. They were: Target Buyer, Target Power Partner, and Target Networking Opportunities.

Today we want to establish a budget in terms of time and dollars that we will be willing to invest in networking activities. Note that I said invest and not spend. Any successful networking opportunity will deliver returns in excess of your investment. If it does not, find one/some that will.

While we might mention different types of networking activities, we are not here to discuss those today. We definitely will in our next article and will do so in depth! Not all networking opportunities are created equally.

I’m one of those people who are keenly aware that there is selling time, when you see customers and prospects, and non-selling time, before and after work when you can do paperwork. Networking is a prospecting activity that should be engaged in during both times.

So, let’s start with time and we can look at this a couple of different ways: Continue reading “Becoming a Master Networker – Step #2 – Establish Your Budgets”

Social Networking For Those Of Us Who Are Not Particularly Social

Does social networking work for those of us who are not particularly social? What about those of us who are private by nature or have concerns regarding privacy in general? Are any of these platforms great places for introverts to hang out? The simple fact is, you can be effective on social networking sites and you don’t have to be particularly social in order to be so.

I know this to be true because I meet or exceed all of the above mentioned concerns. My focus tends to be task oriented. I’m intently private with all those who I am not close to. My cynical nature constantly fuels my privacy concerns. That being said, there is a HUGE difference between somebody who is social on the surface and somebody who is relationship oriented to the bone. Who will be more successful in the long run? The social butterfly who flits from person to person at a party or the relationship-builder who has deep and meaningful conversations with the few? Continue reading “Social Networking For Those Of Us Who Are Not Particularly Social”

Instead Of Whining About Your Networking Group … Dial Up Your ROI

This is going to be one of my “tough love” posts 🙂 Let’s start this conversation by defining ROI. That stands for Return on Investment and not Return on Expense. Who expects a return on an expense (ROE) anyway? I’ve never even heard of that term before. However, every day we make investments with the hope, the expectation, of receiving some form of return. How many of you out there have actually invested in yourself? Invested in your own success? Investing in a networking group, any networking group, in terms of time and money, is exactly that. It is an investment and it in no way should this be confused with being an expense.

Still, I hear this all the time … “My company won’t pay my dues”. Assuming that your compensation is at least partially based on your ability to generate new revenues, I’d have to ask … “Why should they?” Of course, if they do, that’s very nice but, if you can invest $100 (time and money) a week and get $200 back in return and you won’t do it because your company won’t pay for your dues, who’s not the sharpest knife in this drawer? If on the other hand, you are a salaried employee, I would expect your company to pay. Enough said about that. Continue reading “Instead Of Whining About Your Networking Group … Dial Up Your ROI”

“I’m On Commission. I Can’t Afford NetWorks! Boise’s Dues!”

First let me state that NetWorks! Boise is not just for salespeople. Some of our best members are business owners & serve in a variety of capacities other than sales. That being said, if you are a commissioned salesperson and you are of the opinion that you can’t afford our dues, is that a joke? It must be because you can’t afford not to belong to NetWorks! Boise Valley! If you are a crummy salesperson, that’s different. Then again, we don’t want crummy salespeople anyway. NetWorks! Boise Valley is, quite frankly, a “no brainer” if you are at least partially compensated on your selling efforts and those efforts include cultivating new business.

Still, I hear it all the time …. “I can’t afford the $29 per week dues ($348/quarter) and my company won’t pay them for me.” Are you compensated, at least partially, by commission? Do you eat out for lunch at least once per week or do you “brown bag” it? How about coffee or a tasty adult beverage with a client or co-worker? Do you ever take clients to lunch?

Let’s talk about priorities and simple math. Your investment in NetWorks! Boise Valley is …. Continue reading ““I’m On Commission. I Can’t Afford NetWorks! Boise’s Dues!””

Sorry But, I Have No Leads To Share

Say what!? Last time I checked this was a leads group and you and everyone else in this room agreed that we would share leads. Weekly. “I don’t have any leads” just don’t work. We don’t do “empty hands” here 🙂 Sure, there are occasions when everyone will have a day when he or she comes up short, however, this should be the very rare exception to the rule and not the norm. Fact is, there are great leads everywhere and all you need to do is to open your eyes and your ears and carry a voice recorder (your phone probably has one) or a notepad. Being open to gathering great leads for others is merely a state of mind.

In my play book, there are three basic kinds of leads and all of them are valuable: Continue reading “Sorry But, I Have No Leads To Share”