How To Win Business By Networking

In sales we do tend to become focused upon our own little worlds. Our company, our desk, our clients; but there is a whole world of people out there living their lives in their little worlds too. And they do a lot of business. The purpose of personal networking is to move yourself into these people's networks so that you can do business with them naturally and without cold calling. Now, I am not for one second suggesting that you should stop cold calling but you can use personal networking to greatly increase your chances of success and referrals.

Pareto's Law states that 80% of your business will come from 20% of your clients. Chances are that these are the clients that you have strong relationships with, your "champions" if you like. So start to network with them. Find out who they know, who they can refer you to and who they would approach for business if they were you.

Now you may be thinking, "Well, I cannot do that." Or even, "Well, they would have given it to me if they had any contacts, wouldn't they!".

Wrong! On both counts! People who do not sell for a living do not understand what you want if you don't tell them. They may well think that you do not need or want their help. Approached properly your clients will help you, they will give you leads and they will sell your services for you. I advocate that everyone I coach has a "circle of influence" ? a group of people who always speak well of you, will refer you to other people and who will happily pass leads to you. Start by identifying ten people for yours now and start to network with them. As time passes you can expand this group. You will find that many of your best clients will be people who are referred to you by your existing best clients.

And remember! In sales, none active clients can be "champions" too so keep in touch with them. I have won many large pieces of business from clients who work with my competitors for a variety of valid reasons but then recommended me and not them!!! Why? Because the salesperson who sold them had something specific that they wanted at the right time but I had the networking skills and the credibility so they gave their referral business to me not the other salesperson!

"But Gavin, I have only just started out and I haven't got any clients or any people to get into my circle!!!!"

Well, firstly I don't believe you. Ten years ago I was offered a job with a large financial advisors in the City. I was very tempted. It was more money than I was earning, the commission was incredible and the offices were flash. I decided that it was not the path for me but I do remember their first question in the interview, "When you start with us you have to make a list of 200 people you know. Now you many not think that you know 200 people but you will. Write down all of your family, all of your friends and then everyone you know through them. It may take you a while but you'll get there. Your first job is to ring them all, tell them what you are doing and ask them how they can help. Can you do that?"

So you see you will know people, when you try. Are you ready to try yet?

But there are other ways to get to know people and here are just a few. I am sure that you will have more and better ideas because you know your business better than me?

Business groups, user groups, networking groups (such as BNI), breakfast clubs, Toastmasters, church, rotary, rotaract, the round table, standing in queues, public speaking anywhere, charity work, in restaurants, volunteer service, hotels, at the gym, professional associations (such as REC), your local business link, schools/ colleges / universities, neighbours, friends, family, colleagues, ex-colleagues and many, many more.

And as a final note before you all leave your desks to take your best clients out for lunch or to go and visit BNI! You are running your own business. You are responsible for making the sales that you need to hit target. You need to work out ? by yourself and in discussion with your manager or coach ? the best way to do that. Every networking meeting you attend should have an objective!

Several of my ex staff may well be reading this thinking, "I cannot believe him ? he stopped me going to the XXX user group." Yes, I might have and if you remember I asked you why you were going. If the objective is not clear and not quantifiable ? don't go. It's not a "jolly" or a day out of the office, it's a proven business development method!

For the last 10 years, Gavin Ingham has been helping sales people to explode their sales performance by turning self-doubt, fear and lack of motivation into self-belief, confidence and action. With his inspirational approach to sales performance and motivation Gavin combines commercial experience, personal excellence and communications technologies in delivering personal and business sales success.

Visit http://www.gaviningham.net now to join Gavin's free monthly newsletter packed full of sales secrets, strategies and tactics. Join now and get Gavin's ground-breaking 9-part objection handling course absolutely free.

---

The Pipeline: Curious, Desperate, Inspired?

You do have a "Pipeline" don't you? You know, the... Read More

How a Best Buy Sales Clerk Taught Me the Simple 6 Step Formula to Close ANY Sale!

Follow this story...I went to Best Buy today to get... Read More

Three Fast, Short, Simple Ways to Escalate Your Sales

1. Sell an inexpensive product to sell an expensive product.... Read More

Maximize Sales and Minimize Returns with Learning Styles

In the day-to-day operation of an online business we can... Read More

More Sales - You Must Keep Asking

I bought a second pair of reading glasses from my... Read More

Customers Do Not Know How To Ask Good Questions ? That Is Your Job

Customers will ask you a question and you'll proceed to... Read More

Sneaky Sales Tactics

The reason why you have a job in sales is... Read More

How to Sell to the Devils Advocate

There is a car commercial running were a husband is... Read More

Sales 101

For many individuals in business the hardest part is selling.... Read More

Be Yourself

Here's the thing... you still have to make every marketing... Read More

Sales and the City

It's all about relationships!Here is how a popular TV show... Read More

Making Sales is Easy When You Learn How to Make Friends

Friends buy from friends. Why? Because people trust that their... Read More

11 Proven Sales Strategies to Help You Close The Deal

There are a number of sales closing strategies that you... Read More

Qualifying vs closing

The art of effective question asking (qualifying) determines the effectiveness... Read More

Secrets That Lead To Failure In Sales

Let's be realistic nobody really wants to be labeled a... Read More

Dramatically Increase Sales With The KISS Test

We've all heard the term KISS at one time or... Read More

Evaluating Your Customer

It is one thing to make a sales presentation, but... Read More

Essential Training Skills for Managers

Today's manager lives in a world where change has attained... Read More

Increasing Your Sales FASTER -- Dealing with Ill Think It Over.

Do you frequently hear that from a prospect?"I'll Think It... Read More

Like It or Not... You?re in SALES!

Mention the word sales or salesman and two out of... Read More

Separating Yourself from the Crowd (Part One of Two)

Warren Buffet says that insurance is a commodity and price... Read More

Do You Know the Emotion Behind the Objection?

Prospects have many reasons (you might think excuses) for not... Read More

Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words!

Education plus Motivation is a powerful formula. But how do... Read More

One Simple Persuasion Secret That Will Blow The Roof Off Your Sales

The next time you're shopping for clothes in a department... Read More

How To Attract Buyers Using The Right Sales Terminology

It is always important that you use the right terms... Read More

Sales Leads: 10 Sure Fire Ways To Unleash An Avalanche Of Sales

If you knew a few sure fire ideas that have... Read More

Sales Lessons from Bob Vila

There's more to what he does than meets the eyeWith... Read More

If You Respect Them, They Will Buy -- Closing the Sale

We've all had the unfortunate experience of being convinced by... Read More

How To Get Clients To Take Immediate Action

Are you tired of excuses? Looking for a persuasion technique... Read More

22 Closes For Real Estate Agents To Make The Sale

All closes are not created equal. Top producers realize every... Read More

Dont Read This Issue: Why Saying No Can Make Your Sales Rate Soar!

Yes, it's true. Saying "No" is a great way of... Read More

Selling Yourself - Its Not About You

I recently found myself suffering from a lousy cold; all... Read More

How To Stop Chasing Prospects Forever!

Perhaps the biggest challenge faced by salespeople is the problem... Read More