Greetings!
Happy Tuesday! I hope you're off to a great start to your week!
This past week I attended a trade expo and met several key people that I can add to my business network. Nothing like a full funnel to keep you going. That's why I'm excited about this week's article. Check it out, put it into action and share with me in my excitement.
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The Power of Networking: Part 1
Giving and Receiving More Business
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 For as long as I can remember, I have been
a networker. My family was recently going through some old photos, cards, etc
and ran across a love letter I wrote to "Kim" back in fifth grade. The letter
told her that I really liked her and asked if she liked me...followed by a box to
check for YES and a box to check for NO.
But here is where the networker in me came
out. After the check boxes, I wrote that if she checked NO, that I would
recommend Shawn or Eric. I knew them to be pretty good guys and thought that if
she didn't like me, she should at least check one of them out instead!
To me, networking is much more than just
accumulating contacts for personal gain. Networking is bringing people
together for mutual gain - even if I am not one of the "people" that is
brought together. Although making personal contacts is essential for gaining
new business, bringing others together can also be very rewarding.
With that in mind, let's take a look at
the Top 10 benefits of Networking:
Click here for The Benefits of Networking...
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Helping YOU!
Answering Reader Questions
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One question that I am asked frequently has to do with quickly telling people what you do. The best way to do this is with a 30-second commercial, also know as an elevator pitch. Look for an article on this in the near future, but here are the basics on how to craft your commercial.
1. Your greeting should just be your name, your company and what your position.
2. Next, tell them what your product or service is. If you have more than one product or service, briefly list them, but pick one that is most commonly used that you will elaborate on.
3. Now, give a brief description of the product or service, but rather than focusing on all of the features, pick the best feature and tell how it benefits your customer. Better yet, if you can provide a typical measurable result that your customer could expect to realize, it carries more weight than a generic claim.
4. Finally, ask them if there is a place within their company that your product or service could be used to realize the benefits you described.
GENERIC EXAMPLE: Hi, my name is Greg Smith and I am the owner of Feel Good Consulting. We work with businesses to improve employee motivation and morale. Through our unique approach of asset based assessments and system implementation, our customers realize a 23% increase in productivity. Chris, where in your company could you see a 23% increase in productivity helping your bottom line?
One thing to keep in mind when crafting your commercial is to make it compelling enough for the person to ask follow-up questions once you're finished. To do this, make your pitch specific enough to convey your message, but with just enough information to imbed it with opportunities for questions to dig a little deeper.
If you aren't getting follow-up questions, they may not need your product or service -- or, it may not be compelling enough for them to care. If this is the case, re-work it until it becomes effective for you. Give this commercial as much attention to detail that you would with anything else you do. An effective elevator pitch can be a gold mine for sales!
Do you have a question, challenge or opportunity that you'd like a little insight on? If so, e-mail it to workinghard@helpingusellu.com.
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Poll Question of the Week
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Referring back to this week's article above, this week's question is...
"What do you consider the biggest benefit of networking?"
Click here to submit your answer.
Last week's question and results...
"If you were hiring someone as a new sales rep for your business, what one factor would be most important in your decision?"
Total Votes: 6
Experience 0
Product knowledge 0
Gut Feeling 0
Ability to tell a story 0
Goal oriented 1
Education 0
Personality 3
Other 2 (initiative 1, proven success record 1)
Do you have a question you'd like to see in a future poll? If so, send it to me in an e-mail. workinghard@helpingusellu.com
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Wrapping Up
Well, I hope you picked up a few good ideas today and I look forward to being with you again next week. In the meantime, if you have a burning question, shoot me an e-mail and I'll shoot you a reply.
Helping You Sell You,
Scott Gillespie
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Copyright (C) 2009 Selling U, LLC - All rights reserved.
Would you like to reproduce this document?
Please call us at 989.546.7355 for written permission by Scott Gillespie before doing so.
However, go ahead and forward this to as many people as you want!
Selling U, LLC ~ 9825 E. Broomfield Rd. ~ Mt. Pleasant, MI 48858
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Contact Information
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Call us any time at
989.546.7355
workinghard@helpingusellu.com
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Quote of the Week
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"It may be those who do most, dream most."
-- Stephen Leacock
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