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How To Make Networking Pay Off

Written by: Laura Posey

Article Overview: We’ve all heard that networking is a great way to generate business yet many salespeople don’t find it profitable. Why do some people make a great living through networking while others struggle to get even one sale from it? The answer is to understand the purpose of networking and use it to your advantage.

How To Make Networking Pay Off

We’ve all heard that networking is a great way to generate business yet many salespeople don’t find it profitable. Why do some people make a great living through networking while others struggle to get even one sale from it? The answer is to understand the purpose of networking and use it to your advantage.

Many salespeople think that the purpose of networking is to get prospects and make sales. Nothing could be further from the truth. The real reason you should be networking, if you want to ultimately make sales, is to create relationships.

Relationships are the most important element in good sales and networking is by far the best way to begin establishing strong relationships. It is a great way of prospecting that allows you face-to-face contact in an environment where the prospect willingly participates in the process.

At a networking event, the prospect has chosen to be there and is much more receptive to meeting new people than he is in his business when you just drop in for a sales call. This openness will allow you to begin the relationship-building process much more quickly and easily.

In addition, the face-to-face aspect of networking is also vital to creating a good relationship. Think about it – all of your closest relationships involve physical contact. Your friends and your family relationships are strongest when you are together in one space, rather than just speaking on the phone or emailing each other. It’s the same with prospecting. Your physical presence impacts the depth of your relationships with your prospects.

Once you have a prospect’s willingness to engage and his physical presence, how do you take it a step further and start the process of creating a lasting relationship? The answer is that you must give him something.

All great connections start with a gift. Your parents gave you life. Your spouse likely gave you a drink or dinner on your first date. Your good friends might have given you an attentive ear when you first met.

It is no different with your prospects. You must give them something if you want to connect with them. That gift can be in the form of asking a question about them and listening closely to the answer. It could be finding out about their business and then offering to introduce them to a potential client. It could be sending them an article that will help them make more sales. You might introduce them to a valuable strategic partner. Or you might just make them feel welcome at the networking event and give them the comfort of having someone to talk to.

Whatever the gift, give it openly and with no thought of reciprocity. Give it because you want to help them and because you care about them as an individual. They will almost always return the favor and look for a way to help you as a thank you. Their help will likely come in the form of interest in your business and helping you grow it by buying from you or referring you to a prospect.

As you network more using relationship building as a foundation, you’ll find that not only is it more profitable for you, but it is more fun as well. The pressure to sell is eliminated and you feel free to engage and connect with other human beings. In addition to new prospects, you might just find you make a few friends along that way.

And isn’t that what having fun selling is all about?

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  Endless Referrals
  Networking Tips for Introverts or How to Break The Ice Without Fear of Falling Through
  NETWORKING ISNT SELLING OR IS IT
  Should you join a networking group?

Article Tags: marketing, motivation, sales, sales tips, small business



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Re: Make Friends...Literally BUILD them! - I agree! Networking is definitely the key word here. What does everyone feel about the different Networking platforms out there? Twitter Facebook LinkedIn what are some others?
Re: Quote of the Day - "The only people witho - Thanks for sharing this Evan, there are some very powerful quotes in there, I particularly like this one:- You are now at a crossroads. This is your opportunity to make the most important decision you will ever make. Forget your past. Who are you now? Who have you decided you really are now? Don't think about who you have been. Who are you now? Who have you decided to become? Make this decision consciously. Make it carefully. Make it powerfully. regards, Mal.
Re: How can a social networking site make serious money? - Hi There, It is quite interesting, that some Social Networking do produce an income. I think testimonials are always a benefit to share. See one below: This Social Network has changed my life! Every night is a Friday night and everyday is a Saturday!! Because of it, I have been able to leave the workforce 10 years early.It has given me back my life. Many of us would like to retire early. I am sure there are many more. The point is of focusing with great determination. The ongoing challenge is to stay focussed and not be sidetracked into a newer scheme or so. Also I have read, during this financial turmoil, more people turn to Social Networking for various reasons.
Re: Make Friends...Literally BUILD them! - [quote="burnsrunner":1zobscwk]I agree! Networking is definitely the key word here. What does everyone feel about the different Networking platforms out there? Twitter Facebook LinkedIn what are some others?[/quote:1zobscwk] I am on Twitter and Linkedin, have not joined Facebook yet as my time is fairly limited and one needs a lot of time to devote to all these various networking platforms. Unless you do this full time (the networking I mean). MichelleJ
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