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Wednesday, October 5, 2022

Sales Focus – Networking Tips to Heat Up Your Sales


Networking, one of our eight high payoff activities, is a primary business activity for anyone who drives revenue. But how are we supposed to Network with the litany of mandates and requirements to avoid gatherings of people?

Many networking groups have survived COVID including BNI and “Meetup” groups. Naperville and Lisle Area Chambers of Commerce both have virtual networking events, and have started doing hybrid combo live and on-line Ribbon Cuttings, Business After Hours, and Lunch-time workshops. By now we should all understand and be comfortable with the technology. It doesn’t matter what platform you use—Zoom, Google Hangouts, Microsoft Teams, or Facebook Live. When attending in-person or on-line meetings the most important thing is to show up early and be ready for the scheduled start.

When online, ensure your name is how you want it to be seen. Include your company name if possible because quite often there will be many folks with similar names, like “Mike.”

Check out your online identity on all your online properties. Keep photos of yourself consistent so folks will recognize you when they look you up; avoid pictures of cats or dogs. You want people to connect with you, not your pet.

You want to connect with strangers. They will refer you to your next best customer. Review the attendee or participant list and target a few people to meet. Follow up immediately when you meet someone interesting on-line and schedule an in-person or a virtual coffee. Start by asking what the Networking Guru, Bob Burg taught me, “How would I know if I’m talking to your ideal client?”

When reaching out, don’t be afraid to mention the pandemic and the effect it may be having. If you are both 50% of pre-pandemic revenue, it will be nice to know they are not alone. Find out everything you can about your new connection. Research them on Facebook and LinkedIn.

Ask them questions about their favorite job. Some successes they are proud of. How they ended up in Naperville. How they find new customers. You want to know, like and trust this person. They will be part of your community sales team, referring you future clients. And you will be part of their sales team, referring people you know who are close to being their ideal client.

Other places to network include your Health Club (network and exercise), Trade Shows or Career Expos (success hint: don’t just attend the Trade Show, conduct a workshop), and Pubs with a dance floor (network and have fun).

Networking is hard. It’s work; not play. Always be networking and Heat Up Your Sales.

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Mike Cooper
Mike Cooper
Mike Cooper is Certified Sales Coach at Sales Kitchen and Board Member at RideAssistNaperville.org. Contact him at Mike@SalesKitchen.com.

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