Fresh rules for networking! Need business? Connect up!

Most of the people I know are networking to generate new business. Some are operating under the belief that networking is a new form of cold calling and start selling too early in the conversation. You know what I mean. I don't know about you, but every time I network, I run into someone trying to sell me something. I am usually not their prospect but they don't ask enough questions to know! They assume everyone is their prospect. Not so!

There is so much available in the information sphere that addresses the 'how to' of networking that it is surprising that so many still are challenged using it to produce consistent results! Check yourself? How do you define the activity?

Let's start with redefining the activity of networking. Instead of simply connecting or building relationships, look at networking as a strategic marketing tactic. As a part of your overall marketing strategy, you would likely be much more specific about where you network, who you connect with, and how you follow up!

Here are a few quick rules for networking strategically...and making contacts that lead to business!
1. Target events that are rich with those with your target market or potential strategic partners.
2. Don't start with selling. Ask good questions!
3. See the big picture. The person you meet may not be in need of your services but could connect you to opportunities you wouldn't otherwise find.
4. Follow up. Do your homework and identify your A prospects & partners (or cool people you meet). When you meet those who fit that criteria or close to it. Take the next step and follow up. This is where the money is made!

Next time you network, try these new rules! What about you? Do you have any tips for networking strategically?

Sizzling Summer Strategies for Busy People

Summer’s here! As temperatures rise, so does the need to keep your business growing despite the challenge of juggling vacation-season schedules to call on prospects.

The good news: This is a great time to plan your fall strategy!

For many businesses, the bulk of business is done in the fourth quarter and has tremendous impact on their annual revenue. If you want to capitalize on the opportunities presented during this prime buying season here are some tips for making this your best fourth quarter ever:

1. Find your starting place: Assess your current revenue position and determine where you need to be to by December 31. Do you have the people, information and plans in place to get you there?
2. Check in against your business/marketing plan: Having a plan in place helps guide your marketing, sales and new product/service development efforts. Are you on target with your customer contact activities, new product development and lead-generation campaigns? Are you following up?
3. Measure your efforts: You can only improve when you know how you’re doing now. What benchmarks are in place to measure your successes (and failures)? Are you using the right tools and are they measuring the right activities to keep you clued in?

Best practices in sales productivity boil down to this bottom line: Do you know how many customers, products, or packages you need to reach your revenue goal? From there, who can help you reach more of that audience?

Tap into your network: Take stock of your relationship with the key players in your network. Knowing who shares your market and connecting with key players in your network can be the catalyst to not only meeting your revenue goals but launching you over the top.

Happy Networking!