Robert Kiyosaki once said, “The richest people in the world look for and build networks, everyone else looks for work. Marinate on that for a minute.”
Networking and having a strong network is important in sales. But how do you begin? And how do you make sure to continually build it? Many experts have shared their wisdom, and we’re here to break down some of their quotable quotes.
Put yourself out there. Here are some ways to do that:
- Leverage social media. In the professional world, LinkedIn is your best friend. Create a profile and start building connections—from potential customers to possible partners. You can also use your other accounts (Facebook, Twitter, Instagram) to send regular updates about your work or company. (But if you decide to open all your accounts to your professional network, you have to be smart about curating your content.)
- Join a business organization. You can use social media to join some of these professional networks. By joining, you expand your contacts, learn from others, and also share what you know—and therefore establishing your presence in the industry. You can also find organizations offline, like in your alma mater or within your alumni networks.
- Attend events to build contacts and find potential customers. Industry events are common; try to find the best ones and be part of them. Research too on the events your target market goes to.
Invest in intel. The Internet has made it possible for us to research on anything and anyone. Some information you can dig up: movements within a company that could use what you’re selling; data on an executive you want to present to, which you can use to establish some sort of rapport; commendable list of powerful movers that you’d wish to connect with; and much more. You’ll be amazed by the wealth of knowledge and amount of leads you find when you do your homework and Google away.
Don’t be a salesperson 24/7. Networking is all about building relationships—focus on that. Resist the urge to dominate the conversation, talking about yourself, your company, and what you do. Do a lot more listening than talking. With anyone you meet, find some common interests, start a casual conversation, and take it from there. Regardless if you are able to sell to this person or not, remember that what’s more important is to make the connection.
Make sure that you establish a stance of authority and professionalism. When networking, you also have to act like you have an important role in the situation. People are naturally attracted to confident people. Be confident in what you know and share your wisdom. (But be honest about what you know and don’t know!) You have to be someone other people would be interested in knowing. Be friendly, sincere, professional, confident, and proactive.
To establish that stance of authority, you have to train yourself. Check your elevator pitch: what do you really want to say about yourself and what you do? Listen to yourself say it. Does it sound authentic? Or too calculated?
Listen to yourself talk. Do you sound confident? Nervous? Is your pitch too high? Your voice too loud or grating? This doesn’t mean that you overhaul yourself into this new person made especially for networking, but realizing and correcting your weak points will impact how you present yourself in the professional world.
Follow up on a good connection after the meeting. A lot of people make the mistake of doing networking and then not having a follow-through. You can follow up by sending an email; keep it personal, no mention of work or business just yet—just a friendly email saying that it was great to have connected with them and that you’re looking forward to possibly collaborating with them in the future.
Find a mentor. One thing we like about networking is you meet all kinds of people, and if you’re lucky, you’ll connect with someone whose success you’d want to emulate. In almost any field, mentorship is very valuable. Mentors are knowledgeable, experienced, and well-connected. You can learn so much from them and they can open doors for you.
Mentors are not always accessible, so be resourceful. Find a common connection and ask for a referral. Or be bold and send them a sincere email: be honest about how you would love to make a connection and meet them when it’s convenient for them.
