Power NetworkingMarco Giunta
September 21, 2010 — 967 views
Let's face it. No one really likes cold calling. Cold calling by itself is not going to generate the selling numbers that every salesman dreams of. However, thanks to the infinite amount of networking opportunities available online, someone can know about you and your services in a matter of seconds - and they can do so all over the world.
So, how do you get yourself to stand out and make people eager to listen to what you have to say?
PERSISTENCE. DETERMINATION. HUNGER.
These three words are something that you must feel in order to consistenly drive yourself forward towards your goals. If you are not "hungry" enough, then every detour that comes along the road leading to your goals will stop you dead in your tracks. Therefore, it is important for you to determine that you do have the drive and determination and the hunger to do what needs to be done. Next, you must find and utilize all of the avenues that will allow you to showcase your abilities and sales expertise.
Becoming a master at networking is a skill that needs to be developed and practiced, in your work life, as well as your home life. In power networking you come to the realization that every road you take never ends in a dead end. Around every new corner is the chance for opportunity. And it happens as easily as talking to one person, and this person talking about you with another person or company and before you know it, that one conversation has the potential to take your career further than it has ever been. THAT IS THE POWER OF NETWORKING. Therefore, you must be "on top of your game" at all times - ready for each and every opportunity that comes knocking.
Many strong points in the networking process reflect back to prior articles that I have taken from my book "Rethinking Sales" in that core to any new "contact" or relationship stems from how you come across during your first meeting or phone call with a perspective client. HOW YOU ARE PERCEIVED AS A PERSON AND AS A REPRESENTATIVE OF YOUR COMPANY IS IMPORTANT IN GETTING ANYWHERE IN SALES. People will network with others with whom they feel a connection to, have a bond with, or they feel that you will add value to their business relationship.
IN BUSINESS NETWORKING, ONE WRONG MOVE COULD HURT YOUR CAREER SEVERELY. If someone, for example, ever gets a slight sense that you are full of BS of that you do not portray a genuine interest in who they are, then they will not look up to you with respect, and will then pass their feelings of you and your company on to others, as well.
ALWAYS KNOW WHO YOU ARE AND HOW OTHERS PERCEIVE YOU TO BE. Continue fine tuning your "people skills" and lingo in an ongoing effort to sharpen your abilities and become the best salesman that you can be.
Also, try to network from your heart, so to speak. No, I am not asking you to be all wishy washy here, but what I am trying to say is that you should do your best for anyone you come in contact with WITHOUT EXPECTING ANYTHING IN RETURN. Sincerity in business will get you everywhere.
Your reputation, and how you maintain it, will follow you throughout your life, and now, around the world. So think wisely about every conversation you have and the attitude you take with you into every meeting. Like it or not, we live in a very judgmental society, and people just don't want to be bothered with anyone who doesn't have the right personality or disposition for their company. I've read that Bill Gates speaks about a "trilogy of trust" - the trust that one person has in another, that is then passed on to a 3rd party, and so it goes on and on.
ONCE AGAIN - NEVER TAKE YOUR REPUTATION LIGHTLY!!
How you are remembered now is how you will be seen forever. Think of how many famous people that you have respected then do something wrong; Tiger Woods, for example. No matter how great he was before, you will now look at him with a completely different set of eyes.
Also, NEVER UNDERESTIMATE THE POWER THAT ONE CONVERSATION CAN HAVE.
DO NOT SPEAK NEGATIVELY ABOUT OTHER PEOPLE IN BUSINESS, AS WELL. At some point, it will probably come back and bite you.
Be respectful. Talk to as many different people that you can. Keep in a circle of peers that continue to motivate you and encourage you to move forward.
Don't think about just trying to make that sale. Rather, try to think of how many people you can connect with in a week, and always make them feel as if they matter.
There are no dead ends....Just a bump that may lead you in a better direction. Enjoy the drive.
Article Source: http://www.articlesbase.com/sales-articles/power-networking-3298434.html
About the Author:
As a 30-year industry veteran, Marco Giunta has always had a futurist look at IT, and worked with many of the leading companies in the Outsourcing industry, in the likes of Tata, Accenture, Collective Technologies, Storage Networks, Cordiant Communications, Decision One and IBM.
Marco has held various positions of increasing responsibility in management, sales, technology, and business development covering Information Technology, E-commerce, Data Center infrastructure, Startup Companies and enterprise software and communications.