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How Failing Business Etiquette #101 May Be Your First Obstacle to Increase Sales

Written by: Leanne Hoagland-Smith

Article Overview: If you want to increase sales, then are you demonstrating the right business etiquette? Possibly, you are failing one of these every day behaviors and this maybe why you are still achieving your sales goals?

How Failing Business Etiquette #101 May Be Your First Obstacle to Increase Sales

Business networking is one of the best ways to meet new potential customers (a.k.a. prospects) to Centers of Influence and even possible referral or strategic alliance partners in the ongoing quest to increase sales. As this marketing strategy continues to grow, many of those involved are literally shooting themselves in their feet before opening their mouths because of their poor marketing and sales skills. Sales Coaching Tip: When you change the words you think and speak, you can achieve your sales goals.

Here is a list of seven of the top business networking events poor etiquette N0-Nos that I have observed during my 10 years as a sales coach, business process improvement consultant and human capital talent management specialist:

The most frequently observed No-No is failure to bring or have enough business cards. If the purpose of attending these business networking events is to grow your business (to increase sales), then why would you not use this opportunity to do just that. Failure to have business cards demonstrates that you are truly not serious about growing your business and suggests that your sales skills are lacking as well.

Speaking of business cards, individuals who hand out more than one business card are also committing a serious mistake. When business owners, sales professionals or executives hand more than just one card, what they are presuming is that you are the recipient will become an unpaid sales force. Of course, since you as the recipient do not know them, all you will probably do is throw away the card and leave with a bad feeling about that card passing individual. Sales Coaching Tip: When someone hands me more than one card, I always return it and tell them I only need one card. By taking such action, my goal is this person will have some awareness of their poor business networking etiquette.

Another big business etiquette mistake is the lack of professional dress. When attending these events, remember to look and act as a business professional. Leave the tennis shoes, the jeans and the sweats at home. This may be the only time for you to demonstrate a professional image. People make approximately 10 judgements about you before you open your mouth. How you are dressed is one of those judgements.

Have you ever attended a business networking event where was allowed to give a 5 second introduction such as your name and your company? Did everyone follow the guidelines? Usually, the answer is no. When you go beyond the stated time frame, again, you are demonstrating a lack of professionalism to you fellow attendees and show a basic failure to demonstrate business networking etiquette. Sales Coaching Tip: You are being judged as to your integrity, honesty and worthiness every time you speak.

Not having a concise and tight introduction is another big mistake. Each sentence should follow into the next sentence and build upon what was just said. This way you may have one statement for your first 5 seconds, a second statement for your next 5 seconds and two additional statements for your next 5 seconds. Sales Coaching Tip: Perfect practice increases sales.

Another big business etiquette No-No is not being present when connecting with new contacts. Since business networking events are about meeting people, when doing so you must be present. Looking for that next potential customer when you are currently attempting to connect with the person in front of demonstrates a lack of professionalism and common courtesy. Sales Coaching Tip: Having a pre-determined goal helps to keep focus on being present.

The final etiquette failure is not following up with those you have just met. By taking the time to show that you enjoyed meeting them demonstrates that you are indeed serious about business and a person of integrity. Sales Coaching Tip: Most sales (80%) are made between the fifth and 12th contacts. The follow-up is contact number two. Only 10% of all sales professionals make more than 3 contacts.

If you cannot get business networking event etiquette correct, how can you grow your business? By remembering these etiquette No-Nos you will begin to build authentic relationships and illustrate through your behaviors (sales skills) how you are indeed the Red Jacket in the Sea of Gray Suits.

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Article Tags: business card, business cards, business etiquette, business networking events, business owners, business process improvement, business process improvement consultant, centers of influence, management specialist, marketing strategy, mouths, poor business, professional dress, prospects, sales coaching, sales goals, sales professionals, strategic alliance partners, talent management, top business



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