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C-Level Selling Tip 6: Networking, Use Your Resources

Guest post by: Sam Manfer

Article Overview: Everyone needs more business, and the best way to get more is to network your way through the doors to the C-level offices. Learn about networking with this C-level selling tip.

C-Level Selling Tip 6: Networking, Use Your Resources

If you want to get to people, no matter who they are, network to them. You know people. You also know people who know people who can get you through many doors. These are your resources. However, you have to stop and think, and search your mind to realize who and how many people you really know. If you don't, you'll say you don't know anyone. Once you realize all the people you know, then, you'll have to determine who the right contacts are to connect you with the decision makers you want to meet. Finally you've got to know what to say in order to get the right introductions.

When trying to reach a senior executive, etc., or while putting together your prospecting plan, phone someone you do know and ask for help, rather than cold calling, phoning or emailing someone you don't know and trying to pitch. Reach out and people will rally to your aid. Ask for help and introductions and you'll get them. Don't ask and you won't get them.

The people you know, that know the people you'd like to meet, can make your entry smooth and welcomed. Once you're in, establish credibility and start developing a relationship. Then, ask this person for introductions to more and higher level people.

My motto is, "Spread like a virus through your customers' and prospects' organizations." Use networking and everyone will know you. This will help your prospecting and selling effort tremendously.

However, there is a process to networking. Learn it and prospecting will be fun.

Common Situation

Cold Calling for Leads

Most people suffer the rejection and futility of cold calling because they hate to ask people they know for help.

Resulting Problem

Cold Calling is a Demotivator and Ruins Prospecting Efforts

People waste their time making cold calls. Sure every once in a while they get some interest, but the efficiency is terrible. They get nowhere slowly. Even worse, the constant rejection causes them to shy away from prospecting altogether. Consequently, sales slump and that makes them feel terrible. They become desperate and without knowing what else to do, they make more cold calls, and the downward rejection cycle continues. This is why sales people hate selling. There are two kinds of sales people. Those that hate to prospect, and those that say they like to prospect, but lie. That's because they don't use their network of resourceful people.

Check Yourself

Score: 4=Always; 3=Most Times; 2=Usually; 1=Sometimes; 0=Never.

• 1. When you're prospecting or trying to get to more senior people, do you cold call those you've never met? ____

• 2. When you want to meet someone in a target account, do look for someone to introduce you? ____

Scoring: 2 - 1 = ??

Positive is good;

Negative means go to thismy websitefor information about an 8-10 pages E-book with tips, suggestions and actions dedicated to handling this particular selling problem. You’ll also find a FREE E-book "Getting Past Gatekeepers and Handling Blocker" that will help you get to the key decision makers.

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  NETWORKING ISNT SELLING OR IS IT
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  Networking with Online Home Business Owners and Why it is Essential

Article Tags: credibility, decision makers, demotivator, doors, futility, introductions, motto, nbsp, networking, prospects, rejection, relationship, virus



Related Forum Posts
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: 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
Mastermind Article - Thanks Melanie - I'm looking forward to reading your ongoing thoughts on Mastermind groups in the Mastermind Resources blog!
Re: Tough decision, would appreciate your input. - Hi ideasuniversity, Thanks for bringing this thread back to the top with your useful advice. I'm going to start a new thread on the Resources section and add dnscoop.com to it. I just checked it out and it looks like a really useful site.


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