Networking And Trading Leads
Chapter Nine Sample
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Chapter Nine Sample

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Networking And Trading Leads

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This is to express my appreciation for your outstanding efforts with your Sales Training in helping me cope with the challenge of learning how to prospect for sales in the insurance business, and to enjoy a new way of Cold Calling. J.W. Smith, Metropolitan Life Insurance

This is a method whereby you become your own best bird dog. You get the word out about what you do to as many people in your " of influence" as possible. This could be your barber, attorney, auto mechanic, clergy, etc.

Remember, you never know where that next lead or prospect will come from. Street smart salespeople maximize their contacts through networking by joining organizations that will put them in contact with potential clients. These salespeople increase their exposure in these organizations by becoming active members. This may include volunteer work, special committees, or doing pro- work with high visibility. Whatever you do, wherever you go, be sure your business cards are readily available.

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Trading Leads

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An excellent method of prospecting is to set up a system whereby you are able to trade leads with other salespeople who sell in the same market as you do. Perhaps a printing salesperson who sees forty people a week might be an excellent source for the machinery lubricants you are selling.

Another example would be the person who sells home improvement supplies would be a valuable source of leads for an individual who sells appliances. By analyzing who your prospects are, you can list all the other products or services they might utilize. After this list is completed, you can then try to set up a trading network between you and the other salespeople.

1. The Federal Bureau of Labor did a study a few years back indicating that 70% of all new business comes from some form of networking. I think it's higher.

2. So, no matter where you go, the Mall, church, out to dinner, the gym, you better have at least five business cards with you.

3. And be able to give an UNFORGETTABLE personal introduction in 10 seconds, 30 seconds and 6o seconds.

4. When someone on the phone says, "May I ask who's calling?" get excited. Say something unique that makes that person say, "Um, okay, please hold." Be unexpected. Be cool. Be memorable.

5. Get Google alerts on yourself, your company, your area of expertise and your competition. If you don't know what a Google alert is, just Google it.

6. Networking isn't selling, marketing or cold calling. It's the development and maintenance of mutually valuable relationships. Don't mix those things up.

7. The most important four letters in the word NETWORKING are W-O-R-K, because that's exactly what it takes.

8. If you give your business card to somebody and they don't reply, "Hey, cool card!" get a new card. (Thank you, Jeffrey Gitomer.)

9. When attending networking events, come early. Check out the nametags. See if you know anybody, or find people you'd like to meet.

10 Sit in the back so you can scan the room for specific people you'd like to connect with.

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