Networking: A Necessary Skill For Salespeople

     Networking is by far the most essential skill for building a sales career -- and the one most often overlooked. Networking opportunities exist everywhere -- business meetings, professional associations, alumni groups, sports groups, community groups, weddings, parties and any place people come together.

     The trick to maintaining a successful internal network is to keep in touch: don't call someone only when you want something. Sure it takes time and effort to keep those connections warm -- but remember Woody Allen's old adage: "Eighty percent of life is showing up."

     The more often you show up, the more people will get to know you. That will increase your opportunities.

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"Creativity is the power to connect the seemingly unconnected."

William Plomer, English writer, 1903-1973

Where To Start?

• Your goal should be to attend at least one event per week where you'll have an opportunity to meet potential clients, expand your contacts, and your knowledge.
• Decide which groups you'd like to join and show up regularly. A good rule of thumb is to join fewer groups and attend often rather than to join many groups and show up once in awhile.
• Volunteer with an organization. People will learn how you work -- that you are dependable and contribute innovative ideas -- and you'll begin to develop strong, trusting relationships.

Networking Tips

     Decide which events to attend, put monthly attendance on your calendar and set a goal for each event.

• Travel solo. If you go with someone, split up. Meet new people.
• Prepare insightful questions in advance.
• Don't spend time talking to people you already know.
• Move graciously from group to group.
• Ask, "How can I help you?"

The same concepts apply for internal networking -- set goals for the people you will meet with each week, get to know them, exchange ideas, volunteer for special projects. If you are in a senior position, find opportunities to encourage, support and help others develop. Whether you are new to an organization or a veteran, your activities are the same.

Never stop building your network. Remember to connect with people, and you will see your career and your opportunities expand. Enjoy the process, have a great time and be yourself. Your rewards will be infinite.

Source: Sales strategist Joanne S. Black is an authority on referral selling and the author of "No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust".

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