There Has Never Been a Better Time to Check Out NetWorks! Boise!

Since March 18, in response to the health crisis, NetWorks! Boise has moved to a virtual setting. I am pleased that our meetings, while different, have remained powerful and they have allowed us to explore new avenues that have resulted in some innovative long-term additions to our already full suite of services.

Once things get back to normal, our weekly lunches will resume. Until that time, we have reduced our dues schedule to reflect this. It seems like a good time to review what our standard and enhanced services, part of your dues structure, includes …

  • 48 meetings annually – Virtual for now, but the weekly lunch is included when it becomes once again feasible

Continue reading “There Has Never Been a Better Time to Check Out NetWorks! Boise!”

Becoming a Master Networker – Step #11 – Tracking Your Results

Speaking for myself, I am all about R.O.I., Return On Investment. As such, I look at my networking activities as investments rather than expenses. While I can tell you that I can credit millions of dollars in projects directly to my networking efforts, you are going to want and need to track your own results.

It’s not difficult, there are only a few key metrics to monitor, and the tools to do so range from zero cost to whatever you want to spend. If this is the only thing that you want to track … free is more than adequate.  Continue reading “Becoming a Master Networker – Step #11 – Tracking Your Results”

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 #3 – Evaluate Networking Opportunities

There are a number of different networking opportunities out there so let’s talk about some of the most common and give each some pro’s and con’s. Before that, we will start with this general statement. The best opportunities for you will be found in the same places that match your target personas. Different personas may yield different results.

This is critical … any attempt to do business with any other member of any of these networking opportunities should only occur once a relationship to do so has been established. These opportunities are earned. They are not given and they are not entitlements.

It is also only fair to say, and we will discuss this in depth in a future article, that any results will be in direct proportion to your efforts. Certainly some activities are designed to yield higher returns but, I have personally achieved great results from some really terrible organizations while I have also seen people fail miserably in desirable settings as a direct result of their lack of effort.

A few options …

Leads groupsWeekly (frequency) – NetWorks! Boise is a traditional networking, or leads, group that is entirely focused on generating business opportunities for its members. The strength of groups like this is found in the membership and whether or not your fellow members share your marketplace, goals, and target personas. Continue reading “Becoming a Master Networker – Step #3 – Evaluate Networking Opportunities”

Becoming a Master Networker – Step #1 – Define Your Opportunities

It’s been said that it’s going to be difficult to get where you are going without some sort of map to plot out your course. The same can be said for selling and networking. In fact, you will have multiple maps that together should be used to create a part of your sales process.

Today we are going to focus on the creation of Target Personas and I am going to suggest that you will want to create three …

  1. Your Target Buyer/Market Persona – What does your best buyer look like and where will you find them? You are going to want to network with those who share at least some of these commonalities.
  2. Your Target Power Partner Persona – That’s what I call these folks but, I have heard others refer to them as strategic alliances. These people are from non-competing industries who will most likely refer you to potential business since they are folks who call on your same target buyers and markets.
  3. Your Target Networking Opportunity – There are plenty of meetings and events out there but, you will want to set certain criteria that will allow you to narrow your search.

Continue reading “Becoming a Master Networker – Step #1 – Define Your Opportunities”

The 12 Steps to Becoming a Master Networker – Series Intro

When I first began to write, it was on this site. Later, as my business began to morph, this site was repurposed to supporting our leads group and my writing focus was redirected to Adaptive Business Services. Well, I’m mixing it up again!

Since this is the home for our professional networking group, and as we strongly believe in all forms of networking … I wanted to start a new educational series toward maximizing those goals. At the same time, these articles will become a foundation for training sessions for our current and future members.

I’ve written down 12 steps that I feel are important and that will become the topic of individual articles. To be honest, I picked the number 12 randomly and primarily because it is a popular number for these types of programs. That and I’m addicted to networking. We might actually end up with 10 steps or maybe even 20. Continue reading “The 12 Steps to Becoming a Master Networker – Series Intro”