It is often said that it not about who you know that matters, it’s who knows you. Well I wanted to convey this statement by saying that not just whom you know and who know you, but how well you know them and they with you too.
Business networking is the final form of promotion. This can help you to get new clients, new jobs, or even help you move up the corporate ladder. This is the exact same process it takes to build relationships. Every time you attend meetings, trade shows, or social functions, you are networking and that’s a fact whether you know it or not. This is your relationships with people, prospects or clients who make the difference between success and failure.
Often we have to realize the reason we have to make business an individual or company. In the case of products that we regularly buy, what helps us to make a buying decision? There is a need to buy a particular brand because they trust brand of high quality or durability. There are other people who make purchasing decisions based on price, though it is not often that happens. We often only do business because we feel good about it. Even most of the purchases or decisions to make final business is based on two things. Confidence and comfort. Trust is a very simple emotion or feeling. How are you achieving your desired results?
Trust was measured with the emotions and generated by the process of letting someone get to know more about you, not just product features and price. I know a woman who gives seminars on selling to high level ceo’s. She said selling to the high level ceo’s, you have more than one salesperson to sell products or services. To sell to the ceo’s, you have more than a mentor. You have to find other terms then you can meet and help them to meet those needs. In doing so, you become a mentor and is trusted. They feel “comfortable” that you have their interests in mind more than make quick sales and commissions.
In the process of day-to-day we find prospective clients. We do not tend to just find someone to pitch. Should we spend more time getting to know them before we try to sell?
When we take the time to know one’s wishes, dreams, and needs, and make honest efforts to help them realize that it is important to us. We are building trust, confidence, comfort level, and more importantly the relationship needed to not only make sales, but to make us an unlimited resources for reference.
While we are the people in the community meeting with prospective clients, we must continue to follow in mind. Picture your customers in the same way you would yourself. Customers have needs, so you need to help each customer fulfill that need. Until you understand what the main goal or a dream prospect, you can not meet the need via product or service.
Sales and networking is about relationships. You sell everything you do, whether you realize it or not. The time is now for sellers to build relationships more effectively. Change the way you think about the prospects and outlook will change the way they think about you.