Top 10 Networking Gaffes
December 16, 2008 at 3:30 pm | Posted in Marketing, Networking, sales | 1 CommentWould the year be complete without a top ten list to countdown? To ring in the New Year, I’ve compiled a list of the top ten networking gaffes. Of course, we’ve all been guilty of one of two of these over the years, but if you’re consistently making these faux pas, you’re missing out on valuable business opportunities.
As we continue to deal with a challenging economy, downsizing, and other less than pleasant business realities, networking has become more important than ever. This “Top Ten” is a reminder of what not to do in 2009 to increase your networking success.
Number 10 – Not Saying Thank You to the Person Who Made the Introduction
An introduction is a gift. Treat it as such. Thank the person who gave it to you, regardless if it leads to a sale or not.
Number 9 – Not Following Up with Introduction in a Prompt Manner
We’re all busy, but following up with an introduction should always be prioritized. Without a timely follow-up, you are sending a clear message that you don’t care, and you very well could miss out on a potentially lucrative opportunity.
Number 8 – Blowing off an Introduction Because You Don’t Think They’re Worthy
Don’t ever make assumptions when it comes to introductions. Often times, it’s those that seem the least plausible that become the most valuable to you. Keep your mind open and treat every introduction equally.
Number 7 – Not Taking the Time to Learn About the Introduction
Do your homework before you pick up that phone. By learning about the introduction beforehand, you’ll have a good foundation for determining how you can help each other.
Number 6 – Being Overbearing or Overreaching
Just as you don’t say “I love you” on a first date, don’t scare away an introduction with being too aggressive. Take your time to determine ways to best work together and let your relationship flourish.
Number 5 – Not Reciprocating with Introductions
Networking is most definitely a two-way street. You should be providing your contacts with as many, if not more leads, than you are receiving.
Number 4 – Being Dishonest About Who You Know
There is no point in bragging about untrue big-wig contacts to impress others. Once they figure out that you’re all talk and no action, you’ll lose credibility and the real contacts who can generate real sales.
Number 3 – Not Closing the Loop
Oops! Did you forget to keep the person who made the introduction up-to-date? This is one of the most common and easy-to-make gaffes. By keeping them in the loop, you’re expressing your appreciation for their networking efforts.
Number 2 – Not Thinking Out of the Box
Develop some networking creativity. Explore new ways to work together and offer unconventional leads. Sometimes, the least likely relationships are the most productive of all!
Number 1 – Not Realizing How Important Networking Is For Business Development
You’re not an island. You need the assistance of others, and they need your assistance. Every business requires new customers and new opportunities, and networking is simply the most cost-efficient, most effective way to grow your business.
Late is as Late Does
December 15, 2008 at 9:09 am | Posted in Customer Service, holiday, Marketing, Networking, sales, Sales Training, small business | 1 CommentIn some social circles, being fashionably late is de rigueur. However, in the business world, being late is not only tacky; it also clearly defines you in a negative light. What does being late actually say to others? Here’s the ugly truth of tardiness.
Disrespect
In a busy business environment, time is money. Keeping others waiting is a profound demonstration of disregard for others. Regardless of the business situation, whether it’s a meeting, email, luncheon, interview, appointment, or scheduled phone call, if you’re late you’re wasting others’ time and costing them money.
Lack of Organizational Ability
In this age of online calendars, day planners, and digital clocks, there’s just no excuse for losing track of time. Frankly, no one cares about your time management issues. If you can’t get to where you need to be on time, you’ll rapidly develop a reputation for being disorganized and inept.
Inefficiency
If you’re chronically late, you’re probably inefficient in other areas of your job, as well. This may or may not be true, but this is what the people who are waiting for you assume.
Ineffectiveness
Are you the boss who is guilty of being late? Well, shame on you! And, guess what? Your employees will mirror your bad habit. Make punctuality a priority and set the example. Otherwise, you’ll be establishing a pattern of ineffective behavior that can have far-reaching ramifications.
Being on time is a hallmark characteristic of a professional, thoughtful, well-organized individual. It quietly speaks volumes about your character that will inspire others to do likewise.
Who Seduced Your Prospect While You Fell Off the Grid?
December 11, 2008 at 8:21 am | Posted in Blogroll, Networking, sales, Sales & Technology, Sales Training, small business | 2 CommentsPatience is a virtue. Sure it’s an age-old adage, but it’s still very relevant when it comes to managing prospects. Too many of us, especially when times are challenging, tend to lose our cool and give up on relationships before they have reached fruition. Prospecting cycles can often be long and tedious. The key is keeping the proverbial slowpokes on the grid so your competition doesn’t take them away. So, cool your jets and read these important tips on maintaining your prospects while they inch forward towards buying from you.
Be Realistic
In a perfect world, you’d make a presentation, and prospects would decide right on the spot that they immediately must have what you’re offering. Unfortunately, little things like budgets, cutbacks, management approvals, and expenditure planning seem to irritatingly get in the way. Often times, your prospects might simply have their hands tied when it comes to buying anything right now, but that doesn’t mean that they won’t when the time is right. Find out what is preventing a decision from being made and when a purchase is likely to happen. Be patient and understanding, and you’ll probably be rewarded with a sale.
Add Value While Biding Your Time
Ok. You’ve made your presentation, and there’s definite interest but no movement yet. That doesn’t mean that you should sit back and wait for them to call you. On the contrary – this is the time to add value in a relationship with a prospect.
Start thinking of ways that you can stay in the forefront of their thoughts without looking like a pushy salesperson. It’s all about providing those little extras that show that you care. What kinds of little extras? Well, start with keeping them connected with a regular newsletter and email blasts that you send to your clients. Send them industry publication articles on topics that might be of particular interest or invite them to an upcoming trade event or networking get-together. You might just provide them with a useful new business strategy or a valuable contact through your efforts.
Hang in There, but Play It Smart
Prospecting cycles can sometimes drag on for years and then result in valuable business. Other times, prospects can keep you hanging without ever having any intention of buying. It’s your job to determine who has real potential and who is just stringing you along. Sometimes, it’s hard to tell, and certainly, the best way to determine their viability is to ask lots of questions and keep them close during the process.
Finally, the worst thing you can do is to simply give up and let them fall of the grid without knowing if there was true potential or not. What you don’t know will certainly be found out by your competition who will more than willingly take the business from you!
Looking for Mr. Goodlead
December 1, 2008 at 9:08 am | Posted in Networking, sales, Sales Training, small business | 1 CommentAren’t we all getting a little tired of hearing the dismal economic news? The endless stream of droning discussions about foreclosures, bailouts, bankruptcies, and, recession is enough to make even the most upbeat, positive salespeople want to bury their heads in the sand. Sure, it’s natural to feel overwhelmed and discouraged when times are tough, but this is NOT the time to slow down. Instead, it’s a clear signal for you to stay in the game and ramp up your efforts.
Keep Close to Your Clients
The economy stinks, and that’s a fact. But, many businesses are still thriving. Don’t assume that your clients aren’t buying. Keep in regular contact with them. Find out what they’re doing to keep business going and how you can help. Don’t forget to cross-sell and up-sell.
Keep Knowledgeable About Your Competition
In challenging times, put extra effort into watching your competition. Are they expanding their offerings, giving discounts or incentives to clients? Do you see any signs that the competition is hurting or possibly even failing? Competitive analysis is highly important right now to how you position yourself in the market.
Network Intelligently
If you’re not taking advantage of networking, you’re missing out on an ever-growing method of acquiring new customers. There are tremendous online and off-line networking opportunities for every industry. Don’t miss out on one of the most effective and cost-efficient ways to grow your business.
Continue Prospecting
The economy is cyclical so stay focused. There are better days ahead. And meanwhile, keep yourself disciplined by establishing a certain number of calls that you make each and every day to reach out to new customers. Inevitably, you’re going to get customers who are hurting financially and can’t buy, but you’ll get others who are glad that you called and are ready to do business with you.
Hang in there!
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