Archives for 2009
How well does YOUR networking work?
Four years ago many small business clients were telling yours truly that:
- The hardest part was to get in front of potential customers
- They didn’t have big marketing budgets to attract them
- They sent out the occasional mail shots and (sometimes, but increasing less so) followed them up with little success
- They’d tried networking and it hadn’t worked for them and
- They hated cold calling yet they saw it as the only option left
Now we can and do help folk who are prepared to e x p a n d their comfort zones enough to learn gentle yet effective sales techniques. But it does take effort and some really don’t want to try. So, for them I thought I’d investigate why networking works really well for some and not others.
Want to know the answer in a nutshell?
“Pay forward” is a term used in networking that’s maybe too glib, especially in the harsh and challenging times many of us find ourselves in right now. Yet those who remember their social skills, meeting people, showing a genuine interest and taking the time to get to know them, rather than: “Oh, help, I’m networking – I must come away with business!” are the ones who do seem to do rather well.
Ready for a shameless plug?
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Originally posted 2009-02-02 12:14:01. Republished by Blog Post Promoter
Linda Mattacks is the author of a series of training courses available at SellingForBusiness.co.uk developed to provide easily accessible training for small businesses who are not in a position (or may not want) to take time out to attend formal training sessions.
Who do you know who likes being sold to?
Answer: (probably) Nobody.
Yet how do you behave when talking to your prospects (whether literally in business networking, face to face or telephone selling situations, or in your written marketing communications)?
Be honest, now. Is it mainly “We do this”, “We do that”, “We’re different because…”?
And are you just a teeny weeny bit frustrated that it doesn’t work too well and that it all seems a bit of an uphill struggle?
Now think of a social occasion.
You meet somebody new. She says hello, you exchange names and a couple of pleasantries and she launches into talking about herself. She’s being totally self centred and you are very swiftly bored. How long do you think it will be before you start looking for a way of escape?
Now, where’s the difference between how you’re behaving in the business situation and the lady you meet in the social one?
You could change that around in the bat of an eyelid just by being genuinely interested in the other party. And the way to demonstrate that interest is to ask sensible, intelligent questions.
In the business situation they would be geared towards uncovering any painful problems that you were in a position to help the prospect solve. Your shift in attitude and the sincerity (don’t even bother trying if you’re not sincere) underlying the questions will come across to your prospect.
You may be able to demonstrate your expertise by offering some free advice prior to moving on to explore whether there is the basis for a commercial ‘fit’. Don’t be afraid to give a little first.
Try it – You might like it (and the results it brings)!
Originally posted 2007-09-25 09:51:25. Republished by Blog Post Promoter
Linda Mattacks is the author of a series of training courses available at SellingForBusiness.co.uk developed to provide easily accessible training for small businesses who are not in a position (or may not want) to take time out to attend formal training sessions.
Thought for the week – 20
Oops!
I seem to have been a bit remiss…
However, I saw this on a website earlier today, hadn’t come across it before and thought I’d share it with you:
Kind hearts are the gardens
Kind thoughts are the roots
Kind words are the flowers
Kind deeds are the fruits
Longfellow
What we think about and feel about and speak about we bring about:
So let’s concentrate on the positives!
Originally posted 2007-03-07 19:00:41. Republished by Blog Post Promoter
Linda Mattacks is the author of a series of training courses available at SellingForBusiness.co.uk developed to provide easily accessible training for small businesses who are not in a position (or may not want) to take time out to attend formal training sessions.
