New Sales Managers: How to Network
“It’s not what you know; but who you know”. This is an often-heard saying because there is a lot of truth to it! Networking in business is important; in fact, it’s on the scale of importance right next to marketing (although networking is not the same as marketing).
Marketing is the process of introducing your products or services to potential customers, while networking is the act of making contacts. I know that might seem obvious though not always!
Contacts are often made with other business owners or employees in related industries, with the intention that both people will send referrals to one another whenever possible.
Referrals are the best source of new customers! Referrals will generally already have a certain degree of trust in you (or your business) because you were referred by someone they know. It’s trust by association.
A warm lead is worth so much more than a cold one!
I know that seems so logical and yet we so often overlook our current customers and contacts.
Networking is the perfect way for your sales team to get their name, business, products or services on the minds of people who can provide them with future business.
You never know when a contact you are meeting could lead to the bigesst sale your team member has ever made.
Some suggested Business networking tips for you and your team:
Always carry updated business cards with you to give to people you meet.
Consider putting magnets on the back of your business cards to encourage people to keep them longer (by putting on the fridge or file cabinet); or include a discount code of some kind on the back of the card that people can use if they call you.
Whenever you meet new people, make a point to ask them what they do for a living so that you will have opportunity to share what you do.
Add all of the new people’s contact information into a mailing list database, so that you can send them newsletters on a regular basis.
Ongoing contact with people is proven to develop relationships and trust. It will also make sure that your business or name is on their minds if someone they know mentions they need something that you can offer; and will increase the number of referrals you receive.
Just be sure that the newsletter or information you send them is valuable and helpful so that they look forward to reading it (instead of deleting it!)
Join forces with complementary businesses to extend your marketing reach. When you meet contacts that offer related products or services, generate a combined marketing effort and share the costs and leads that result from it. This is a classic tactic by the famous Jay Abraham. Lets be honest it has never done him any harm
In your downtime, join several networking websites, including www.linkedin.com, and create profiles that allow people to find you when they’re searching for products or services that you offer. You can also set up “connections” with people you know, and build a network of businesses and people which can lead to referrals.
New managers should master the art of networking; that is, the ability to make interact and engage with new people you meet. Knowing how to deal with people both inside and outside of your organisation will give you more effective leadership skills, as well as build your list of resources that can assist you in establishing higher sales volume.
Networking within your own company involves being visible to your team often, and being generally social. Introduce yourself to people you don’t work with directly whenever given the opportunity, and tell them which department or sector you work in.
Don’t assume they know what you’re working on, and be prepared with a few things you can talk about to ease any discomfort you might feel in talking with people you don’t know.
A ceratin guru says that your Networking will be a direct pathway to your networth!
To you and your teams success,
Denise
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