In my last post, I explained why networking needs to be as much a part of your daily routine as checking email, MLS and interest rates. I also shared six ways to become a successful daily networker.
Here are six more tips.
1. Cast a wide net for relationships who can refer clients to you. Does your dry cleaner know what you do, and the type of clients you specialize in? The corner bakery? How about the clothing or gift store you frequent? The more networking relationships you develop, the more referrals you’ll receive.
2. Use the Give to Get networking approach. This approach, discussed in our first article, is so important it bears repeating. This is the key to successful networking. Look first at how you can help the people with whom you’re networking increase their business. The more you help others achieve their goals, the more likely they are to help you achieve yours.
3. Be ruthless about who you meet with in person. Time is by far your most valuable resource. Some salespeople will take anyone they can to lunch or coffee. That’s fine if you’re looking for a new friend, but save those longer in-person meetings for people you know can refer the right clients to you.
4. Always let people in your network know when you’ve referred someone to them. This not only gives you an opportunity to stay top of mind with someone in your network, but it demonstrates that you’re investing in the relationship. This will more often than not resulting in additional referrals back to you. It is as easy as a quick note like, “Hi Gina. Just wanted to let you know I referred you to John Smith of Belmont.”
5. Always thank the person who sends you a referral. Don’t limit your thanks to someone who sent you a referral that resulted in a sale. Say “thank you” for any referral. This is another opportunity for reaching out to your network to stay top of mind. It also demonstrates your gratitude. Personalize your thank you by using the name of the person they referred AND how you hope to help that person. This reinforces your commitment to help the person referred, but it also reminds the other person the type of clients you work with.
6. Don’t miss a day networking. It doesn’t matter if it is the last day of the month, the first day of the month, a Friday or any other day except for holidays, stay committed to being a Daily Networker. This, and the ability to create deep relationships, is what differentiates the best salespeople from the rest.
I’ll share in future posts more ways to develop your personal sales edge that result in more sales and client success.
About the author
Silva Law/QuickSilva CEO Doug Fleener is a former organizational consultant and international keynote speaker who for sixteen years helped thousands of individuals and businesses to improve their sales performance and customer experience. Contact us to learn how Doug can present one of his programs at your next staff meeting.