How well do you know your clients?

When I say clients, I mean not only individuals but entire organisations. Do you have one contact in each office or are there multiple people you can reach out to?

If you answered “one” you may have a problem.

What happens if that one person happens to get sick, get in an accident, gets fired, or just plain leaves the organisation? No one else will know who you are and it is very likely that your business may be replaced by someone who seeks help elsewhere merely because they don’t know you exist.

For every organisation you work with you should have a list of contacts above, equal to, or even below the person you work with on a regular basis. That way you’ll always know who to reach out to if the person you usually speak to is unavailable. You may even make a contact in a separate department, with a separate purchasing budget, and increase your bottom line.

Building relationships within offices helps you to protect your bottom line at all times. You’ll never have to worry about losing business just because the group you work for is experiencing change.

So go – now – check your Rolodex! Do you have more than one contact for each client? If not, start forming new relationships today – before it’s too late.

Sean

Sales Expert - Marketing Consultant – Motivational Speaker

I hate to dwell on the fact that the economy has been less than accomodating lately but I have noticed a disturbing trend.

Whenever I attend sales conferences or networking events I find myself having conversations with salespersons who can do nothing BUT talk about how terrible the economy has been treating them.

Now, I don’t mean to be rude, but I have a question.

What is the “economy?” What has the economy done to you as an individual lately? Did the economy force you to get out of bed in a bad mood this morning? Did the economy tell you to stop picking up the phone and attempting to reach new prospects? Did the economy tell you to stop working on your latest marketing campaign, to stop writing that new sales letter, or to stop handing out business cards?

I didn’t think so.

So why on earth must we keep dwelling on the negative aspect of sales? Truth be told, those with positive mindsets can find ways to be successful no mater what the economy is apparently “dictating.”

The next time you go to a networking event make it a point to keep a positive mindset, even if things aren’t going as well as you’d like. Focus on the good things that have happened and the great plans you have for the future.

Do NOT dwell in misery. People won’t want to talk to you and will be less likely to remain in touch after the networking event is over!

Sean

Sales Expert - Marketing Consultant – Motivational Speaker

I love attending business networking functions, but when I was a relatively new entrepreneur I had a huge problem. I would meet a ton of people, put their business cards in my pocket, and then forget about them. Incredibly useless, right?

Believe it or not, this is a problem many new entrepreneurs have when they get started. You have another problem, though. You want to make sure you aren’t the person that’s being forgotten.

So how do you make yourself memorable? It’s really simpler than most people make it out to be. Try a few of these tips and you’re guaranteed to make a few new friends and contacts – the kind that will definitely remember you the next day!

• Participate. This is one of the biggest mistakes people make at networking events. Some people even spend all of their time speaking to people they already know. What a waste of time! Make it a point to introduce yourself to at least two or three new people, actively listen to what they have to say, and have a great conversation. Too many people merely network to hand out business cards, so if you act as if you care about what others are saying you’ll stand out from the crowd.

• Make yourself stand out. A female friend of mine once told me that the difference between a woman who merely walks into a room and a woman who makes a grand entrance is usually in her accessories. She’s got a well-matched outfit or great jewelry that really stands out. It “completes” her look and gives her an air of confidence. Men can use accessories to stand out as well – bright colored ties, unusual jewelry, or a cool (yet appropriate) hat. You can easily do something creative without crossing the lines and becoming unprofessional.

• Repeat Yourself. If nothing else, you want your audience to remember your name, where you work, what type of business you’re in, what you sell, and where you’re located. Repeat these things as much as possible – but only if they can be naturally worked into the conversation. Remember that in advertising a person needs to hear/see your name or product at least 20 times before the memory sticks. Why would marketing yourself be any different? Don’t overdo it, though. Be natural.

Be cool, calm, and collect at each and every networking event you attend. Your unique and professional appearance and attitude will help you to stand out from the crowd and no one will know if you’re attending your 1st networking event or your 100th!

Sean

Sales Expert - Marketing Consultant – Motivational Speaker

When I first started out in business I found networking to be one of the most difficult parts of my job. I knew I needed to go out and meet other professionals as well as introduce myself to potential clients, but I was terrified of introducing myself to people I had never met before.

Unfortunately, you really have no choice when it comes to networking. That is, if you really want to become successful. This morning I pulled together a list of 5 networking tips. They’re great for anyone just starting out, but are particularly helpful to those who may feel a little shy about the process.

5. Start with People You Know

Networking doesn’t always mean approaching complete strangers. It’s perfectly acceptable to approach people you know – family, friends, coworkers – and talk about your career plans. They may be able to introduce you to people, making the transition even easier.

4. Don’t Be Sorry

When I first started out I always apologized for interrupting people, for taking up their time, or for asking questions. Little did I know these were not things I needed to feel sorry about. Not only that, but my constant apologies were not seen as polite but more as a sign of inexperience!

3. Never Be Afraid of Yourself

If you are a shy person you do not have to wake up in the morning and put on the face of an extrovert. Even though you may feel a little awkward or embarrassed, you’ll be yourself, which always displays an authentic intention. Those who try to pretend to be something they are not only come across as arrogant and don’t seem genuine.

2. Choose Comfortable Networking Locations

Networking doesn’t mean simply going to business functions. You can network anywhere you go, whether that means relaxing at the next local sports event, joining a book club, or taking a class at your local college. The point is to get out there and do things you enjoy. Conversation with others will follow naturally.

1. Prepare in Advance

It’s perfectly acceptable to prepare for social situations in advance, especially if speaking to someone new causes your palms to sweat and your tongue to ball up in a knot. Write down a list of ice-breaker questions you might ask someone you don’t know. Practice them in the mirror or in the car. Conversation doesn’t come naturally to anyone, and why wouldn’t you practice speaking just as you would any other skill that needed to be stronger?

Use your common sense and you’ll get through your first networking experience – and the second, and the third – with great results. The more you get out there and try, the easier networking will become!

Good luck at your next networking event!

Sean

Sean McPheat