It’s that time of year again the weather is cooling down,
the days are becoming shorter and we are beginning to think of what we can give
this holiday season. One place that we never really consider giving is in our
sales strategy. Too often, we focus more on getting. How many leads can I get,
how many prospects can I find and how many sales can I close? That’s a lot of
“get.” It’s time to switch the tables this holiday season, starting with
networking in unexpected places, like holiday parties.
Networking is often a misused prospecting technique. Most
people all do it the same way. We seek out an individual to whom we can spill
our guts about what we do, with the hope that they have a need and will buy our
product or service. Doesn’t sound very effective does it? Here’s a different
approach to help you stand out among the crowd.
At your next holiday party or networking event, switch out
your sales hat for your helping hat. You’ll catch people off guard by this
unlikely approach and most people will remember you for it. Ask the person what
they do and really listen rather than just searching for words or a sign that
they might need your product or service. Ask them what their ideal prospect looks
like and let them paint you a picture. After they tell you, let them know that
you will keep an eye out for anyone who might meet their criteria. Here’s a
little known secret- Often times they will reciprocate. So at the very least
you’ve doubled your chances of bumping into the right person. The person you
just met now sees you as an ally, they will remember you because you did
something different and best of all they will remember what you do.
The key is to listen to the person and steer an ideal
prospect in their direction. Many will be skeptical at
first, this is natural. The moment you actually do send a prospect their way
that skepticism will melt away and they will look to reciprocate. The best
leads we ever get are referrals. Now imagine getting high-quality referrals
from people you just met.
It’s important to always be fine-tuning your networking
skills, because you may need them in unexpected places. Don’t let your next
holiday party turn into a lost business opportunity. By following the reason
for the season and focusing on giving at networking events, you’ll build great
relationships and enjoy the abundance of what you’ll receive in return.
By John Rosso, founder and CEO
Sandler Training by Peak Performance Management is an international training
organization dedicated to improving sales and management skills
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Check out a great podcast on networking: U.AddressTwo.com
