ROI – Business Networking

What you see is what you get!  How many times do we apply this little statement to things we do or think?  Yet when it comes to Business Networking, do you really know what you are getting out of your networking efforts?  It’s not all about $$/cents.

A few of Peggy’s Pointers on networking could net really great results:

• Have clear cut goals for your networking activities.
• Set aside time to develop the connections you make at events so that they become relationships, not just someone on a list of people you know.
• Work on your 30-second commercial so that others will know exactly what you do and how they might help you.
• Create a core of strategic partners in synergistic fields that can be your “go-to” person when you need to make referrals.
• Be willing to serve others.  Networking is about giving first and the rewards will come back to you.
• Be professional at all times.  Remember the saying that people make up their minds about you within the first 5 minutes after an introduction.  Make sure you dress the part and act the part of whatever it is that you do for a living.
• Be attentive and listen for opportunities.
• Remember networking events are the place to make connections, not sell your products and services.

Peggy P. Edge (c) 2013

Peggy’s Pointers – GateKeepers and How to get Past

How do you to Get Past the GateKeeper?

Being in sales for over 30 years I’ve had my fair share of cold calling and furthermore my fair share of trying to get past the GateKeeper…that person who holds the keys to the door to the most important person on my call list for the day.

The most interesting conversation with a GateKeeper I’ve ever had involved me walking into a company one day and asking the receptionist who I would need to talk to who purchased their packaging products.  The lady said, “Well that would be Joe Bob.”  So I asked, “Would it be possible to visit with him today?”  Her response was, “Do you have an appointment?”

Now I had just walked in cold off of the street and asked her who I would need to speak with regarding my products.  She had told me who it was.  I know I must have been speechless and had a “deer-in-the-headlight” look about me as well as the question mark on my face as to “duh” if I don’t who I need to talk to, then how on earth would I possibly already have an appointment with them?

Bless her little heart, she was so programmed to give that “canned” answer that she had no clue what she had said.  But being the wild crazy redhead that I am, I said, “I’m not sure but I don’t think so!  Would you check for me?”

Here are just a few pointers on getting thru:

*  Remember it is their job to keep the gate closed.

*  Act like you are senior to them….not superior to them.  For example, if they think you are someone of importance or someone who the boss would want to see then there is more likely of a chance you will get into to see him.  This doesn’t mean that you should ever act as if you are above them.  There is a fine line in the difference.

*  They have a wealth of knowledge about the person you are trying to see.  Your job is to use your wits and charm to find out what you need to know that they know.

*  Never, ever pre-sell to them.  In other words, if they ask what it is that you want to speak to Joe Bob about, keep it brief.  Do not go into sales pitch mode.

*  Learn to ask for folks on a first name basis.  Don’t ask for Mr. Jones, ask for Joe Bob.

*  If Joe Bob is on the phone, just say, I’ll wait a few minutes to see if he is available.  Quite often people will see you if they know you have had to wait on them for some reason.  This tip works for either an in-person cold call or a phone call.

*  Always, always, always, be thankful before and after.  Most especially after you have met with Joe Bob as you are leaving the premises, make sure that you find Lucy Jane and thank her for helping you today.

These are just a few techniques that I’ve used over the years.  By all means they are not all inclusive but you might be able to use one or two of these tips to help you get your “Edge Over Your Competition.”

Peggy P. Edge (c) 2013.  All rights reserved.

“The Edge” Over Your Competition!

Good Morning Everyone,

This blog is going to be all about tips, tricks, and pointers on how to have “The Edge” over your competition.

For 30 years, I have attended sales seminars, heard some of the best in the industry of leadership, management, sales and training.

I realized recently when my husband and I downsized our home that many things that we had collected over the years were going to have to be sold, given away, thrown away, or stashed in the attic.

One of the things that I discovered in cleaning out my office was folders on top of folders of notes from these many seminars that I have attended over the years since I graduated from college in 1976.

Back in those olden days, personal computers had not even hit the market.  They would not come along until in 1983-84 thereabouts.  At least that was my first recollection of their existence.

Therefore, when you went to any type of seminar, you received a handout of some sort and you took copious notes.

Some of you younger folks who are in sales might say, “What in the world can I learn from tips that are 37 years old?”  Well, oddly enough, the basics of selling one-on-one have not changed too terribly much.

For example, many sales organizations still rely heavily on cold calling.  They require even their senior account executives to do a certain amount of what we call “dialing for dollars.”

Now days, companies purchase lists of prospective clients that have been tailored made for their particular products and services, streamlined to reach their target market and have been given the name of the contact person to call.

Whether you have been in sales for 40 years or 4 days, your main objective that you have been given by your sales manager is “to go sell something today!”

I will be intertwining a variety of: sales techniques, do’s and don’ts of prospecting, examples of my many years of experience…some are quite humorous…like the time my boss was chewing on my leg as I drove him around to see some of my clients and I threatened to put him out on the side of I-35 in Dallas if he kept berating me!  Yes, that is a true story and I was a serious as a heart attack that day, even if it meant that I got fired.

© Peggy P. Edge, 2013