Networking: Last Quarter Coasting or Scrambling

As we embark on the last quarter of the year, what are your plans for your business? Are you beginning to coast because you’ve already met quota? Or…are you scrambling to network so you can finish the year on top?

If you are coasting, don’t do that.  Your competition is nipping at your heels.  Start working on next year’s plan.

If you are in scrambling mode, take a deep breath, re-group and tweak your plan.  Some of the things you can do to tweak your plan include:

1. Make sure you have identified everyone in your Connection Circle.  Think about any group that you have become involved in for the first time this year. How well are you connected?  Reach out and connect on a personal level.
2. Look at your Inactive Client list.  Touch base and ask for a new opportunity to work with them.
3. Dust off that pile of business cards on your desk from events you have attended and enter them in your contacts.  Drop them a note and your business card in the mail as a reminder of who you are and what you do.  Ask them what you can do for them.
4. Call existing clients to thank them for their business.  Ask them if they know anyone they can refer to you.  Be bold and ask for a personal introduction.
5. Above all——Don’t be afraid to ask.

Now go out Make Connections – Seize Opportunities.

Peggy P. Edge (c) 2014

Networking – Dale Carnegie style

Dale Carnegie was the consummate networker.  He wrote “How to Win Friends and Influence People” in 1936!  His teachings are still as relevant today as they were when originally written.

Here are 3 excerpts from his book that we can apply when attending your next networking event:

• “Become genuinely interested in other people.”  The moral here is to drop the “what’s in it for me” attitude.  When you engage others and ask them about what they do, why there are there or simply welcome them as a guest, you show that you care about them.
•  “Smile.”  You certainly cannot win many friends if you always go around with a frown on your face.
• “Be a good listener. Encourage others to talk about themselves.”  Many times at networking functions, I see folks spending all of their time talking about themselves and trying to establish their place whereas if they would be a sponge and soak up what other people have to say, they would be much more effective in making an impression.

Dale Carnegie was a genius at teaching folks how to be winners in all aspects of life.  His writings are still very applicable today as they were almost 80 years ago.

Source:  http://en.wikipedia.org/wiki/How_to_Win_Friends_and_Influence_People

Peggy P. Edge (c) 2014

Salesperson: Likability or Credibility–which do you want?

Likability or Credibility:  As a salesperson, do you want to be liked or do you want to be considered credible?

Many sales gurus say that people only buy from those they like.  I’ll be the first to say, I want others to like me.  However, the litmus test for all of us as salespeople is not likability but is credibility.

Just a few pointers that I expect to convey to my prospects and clients:

• • To be considered credible and believable
  • To be regarded as trustworthy
  • To be viewed as an expert in my industry
  • To be relied upon for the knowledge of my products and services to solve a particular application or problem
  • To be recommended to others
  • To be a partner, not just a vendor

If we fail pass the test in any of these areas the likelihood of our making the sale is usually slim to none.

Only when we are perceived as creditable, believable, and trustworthy will we “have THE EDGE !”

Peggy P. Edge (c) 2014