Jonathan Farrington’s Blog

The JF Guest Author Spot

Joan Paul  

This morning when I opened my calendar, everything looked different. Surely someone’s been playing with my computer. I could swear I had appointments booked and paying clients taking every available spot for the next two months. I must be having a bad dream. Pinch myself. Nope. It’s true – I’ve hit the dreaded dry spell!

Entrepreneurs talk about it all the time as part of the game, but being in it is an entirely different thing. If you are like most business owners, you haven’t yet managed to balance the feast and famine phenomenon. The question is, “What do you do when the famine hits?”

First of all, BREATH!!! Preferably without hyperventilating. Don’t panic. Don’t throw in the towel. Don’t check the employment ads. Do remind yourself why you started your business. Do remind yourself of all the successes you’ve enjoyed and will once again enjoy. Do remind yourself if you are just starting up, that it takes time to build an active business. Do park your negative self-talk and replace it with positive affirmations, like “Today I am one step closer to experiencing the wild success that I’ve dreamed about!”

When things are looking a bit slow, do the following:

-Go to your database and call all the people you’ve been meaning to stay in touch with. Arrange to meet and exchange ideas or just have a coffee and find out how you can help them with their objectives.

-Apply a referral selling process. In No More Cold Calling™, The Breakthrough System That Will Leave Your Competition in the Dust, Joanne Black puts forward a practical approach to building your business through referrals. This simple system can propel your business through the roof without wasting business development time.

-Attend to the business planning that you may have been procrastinating about. Revisit your business and marketing plans. It will likely re-energize you.

-Find a coach. Whether hired or a business buddy, it’s very helpful to have a thinking partner, someone to share with and encourage you to keep your eye on preparing for the next delectable feast.

-Learn something new. Take the opportunity to read the last business book you bought and put on your nightstand or attend a training program that’s been on your to do list.

Most of all, remember dry spells are temporary and keeping perspective is critical to your success. The objective is clearly to have fewer dry spells and more feasts. However, dry spells are inevitable for most entrepreneurs. If you find you are stuck in dry spell, do get some guidance from someone who can provide insight for you and be prepared to explore difficult possibilities. As Jim Collins says in “Good to Great,” Confront the brutal facts, yet never lose faith.”

 Joan Paul is a Certified Executive Coach and Sales Strategist. Her company, J. Paul Training Inc., provides customized training, strategy development and is the distributor of No More Cold Calling, TM, The Breakthrough System That Will Leave Your Competition in the Dust, and The Sales Activator®, an international sales management system. Joan can be reached at (403) 607-1979 or through her website http://www.jpaultraining.com

Today’s News: Over at Salesopedia, Clayton Shold is in conversation with “Mr Inside Sales” the very genial, Mike Brooks – “Throw Away Your Funnel” – “Suppose someone told you to throw away your sales funnel. Would you think they are contrarian or just crazy? Mike Brooks suggests the top 20% of sales producers don’t use a funnel, they use a sales cylinder. He explains how to dramatically improve your closing ratio by using a cylinder and disqualifying prospects early. Mike has a special message for the sales leaders in the audience who have grown up with, and continue to promote sales funnels.”  As usual, just click on the banner below.

In “Wall Street And Broken Social Trust” Charles Green articulates very well what most of us are thinking right now – you might enjoy the read.

My own view is that there is only one thing uglier than a fat cat, and that’s a dead fat cat. Once upon a time in the UK, if someone introduced themselves as an estate agent, you would count your fingers after shaking hands – the banking industry has now been passed that baton and is viewed with considerable disdain by anyone with an I.Q. of more than 30.

Tomorrow: In response to the question: “What is THE most important leadership trait?” I provide the answer – for me, it is a “no-brainer” 

Nobody seems to remember who first coined the term elevator pitch, or elevator speech, but I know it’s been around a long time, and I am often asked to help design such speeches for clients.

An elevator pitch is a short presentation that you could deliver to someone in an elevator as it travels from top to bottom, or vice versa. It must be compelling as well as descriptive. It should contain such punch that the other person would love to buy from you. Of course, you can present such a speech in places other than an elevator!

When cold calling in person, it is a good idea to have your pitch ready. When the buyer meets you in the reception area, deliver the elevator pitch with enthusiasm, and he or she is much more likely to agree to allocate time to you. On the phone, you can use this method to obtain an appointment. You may even want to use it in a sales letter where you introduce your company to the prospect.

For those who work trade shows, have your elevator speech ready for people as they approach your booth.

I use my elevator pitch as a networking tool, and I deliver it by way of an introduction of myself and my companies.

The Main Components of the Pitch

An elevator speech should meet the following criteria:

• Keep it brief – long enough to convince, but short enough to hold the other person’s attention.

• Be articulate – use the right tone and speed so that you don’t rush the message.

• Make it sincere – the buyer must feel that you’re a credible source (which of course you are).

• Be enthusiastic. Use appropriate excitement when telling your story. Buyers take their leads from salespeople. Enthusiasm is infectious, and if you are not enthusiastic about your products/services or your company, change jobs!

Your elevator speech should answer these questions: Who are we? What do we do? To whom do we sell? What makes us unique? How do we bring value to our customers?

Do remember that knowing what you want to say and rehearsing it will make this sound natural. This may be the first time the buyer has heard it – but you don’t want it to be the first time you deliver it.

Used effectively, the elevator pitch can be a good salesperson’s foot in the door. Once you get your break, it’s up to you to finish the deal.

Today’s News: I recently completed a couple of interviews with one of my favourite article community sites, Eyes On Sales, and you can listen to the first one by simply clicking on the banner below:

I am often asked if the Top Sales Experts team collaborate much on joint projects – the answer is a resounding YES WE DO. Obviously, if you are going to expose your clients to another consultant, there has to be a very high level of trust, but this week was a typical situation: One of my favourite clients has a small team who needed some specific coaching on how to reach the decision maker via cold calling, so I immediately turned to Leslie Buterin, who is after all, one of the world’s leading gurus in this area.

Leslie delivered a two hour online coaching session. Result? They were bowled over by her and are already reaping the results of her pearls of wisdom. This is where relevant, specific mentoring comes into it’s own and proves the point that I evangelise about so often – “One size fits all” sales team development no longer works, it really has been consigned to the annals of history.

Would you hire the local handyman if you had serious structural problems with your house? I hope you would not! You can catch up with Leslie here

Finally, I tried to find you another good blogpost today, but in vain – I’ll keep searching over the w/e.

I need to thank you for your patience with delayed posts this week and also with the technical issues we experienced with The JF Journal – I have to hope that patience was rewarded.

Tomorrow: My last few days in the UK, so I am getting together with two of my children for some “bonding” - so wherever you are, have a great w/e and be sure to make it back next week – JF

The JF Guest Author Spot

Kendra Lee

Sooner or later it happens to the best of salespeople – a sudden slump that starts slowly and then snowballs.

Conventional wisdom says the best way to break out of a slump is to keep doing the things you’ve always done.

Avoiding the deep slump.

To get back on track and avoid a deeper slump, try these six tactics:

1. Retrace your steps.

Are you leaving anything out of your presentation that’s worked in the past? Maybe it’s a word or phrase, a transition you skipped, or a step you omitted.

Ask yourself if you’re stressing the same things. Or, are you including something that may be turning prospects off?

Compare a call you made before the slump started to one you’re making now. Can you see or hear a difference between the two?

2. Be persistent

Selling, like football, is a contact sport. If you don’t stay in contact with your customers, your competitors will.

Can you trace your slump to a period when you didn’t stay in touch with customers as much as you should?

Maintaining regular contact so you’re there when the customer is ready to buy is a great way to avoid slumps.

3. Try to keep your confidence up

Confidence and morale are usually high when sales are good. When sales are harder to come by, it’s difficult for salespeople to stay up.

You’ve proven that you can sell in the past. Now it’s a matter of finding out what’s missing and getting back on track. Once your confidence is back up, your sales will probably follow.

4. Set specific goals

Yogi Berra once said, “If you don’t know where you’re going, you’re sure to end up nowhere.” The same can be said of a salesperson who tries to break out of a slump without setting specific goals. Maybe you should make more calls or do more prospecting than you did before the slump hit.

5. Plan each step

Salespeople who spell out the steps they’re taking to break the slump are more likely to get results than those who simply go back to the plan they used when things were good. The slump may have nothing to do with you or your sales techniques. Maybe the market has changed, and unless you adjust your plan accordingly, you’ll have difficulty ending the slump.

A plan is not just a means of breaking out of a slump. It’s a process for learning from and building on the past, a confident way of knowing that the steps you’re taking at the moment are actually in a forward direction.

6. Never relax the tension

Some salespeople blame “burn-out” and “stress” as the major cause of slumps. Salespeople who keep up the pressure usually stay ahead of the pack. To never let up may be the smartest way to avoid “burn out,” “stress” and “slumps.”

Kendra Lee is author of “Selling Against the Goal” and president of KLA Group. Specializing in the IT industry, KLA Group helps companies rapidly penetrate new markets, break into new accounts and shorten time to revenue with new products in the Small & Medium Business (SMB) segment. Ms. Lee is a frequent speaker at national sales meetings and association events. For more information, contact the company at +1 303.741.6636 or info@klagroup.com or visit www.klagroup.com.

KLA publishes an industry-leading online newsletter. To subscribe and get a free Quota Gap Calculator ($18.95 value) visit www.klagroup.com. For information on sales training, call 303-741-6636.

You can read more about Kendra here

Today’s News: Over at Salesopedia, Clayton Shold is in conversation with Shannon Smith, the image guru – interesting stuff!! Just click on the banner below:

Thanks to everyone for the fantastic feedback on The JF Journal, it really does make it worthwhile.

Finally, a great blogpost for you:”Is This Describing Your Product Or Service?”

Tomorrow: “How’s Your Elevator Pitch? Mine’s OK!”

There is ultimately no better way to start networking than to try it for real.

The easiest way to do this to commence with the clients you already have, rather than to find new ones.

One highly beneficial task you can undertake at the outset is to map or chart your contacts. This mapping can be done in a number of ways.

Network Mapping Methods:
• Write a manual list of who you know and what they do
• Build an electronic database of contacts
• Keep a journal or diary of who you meet, where and when
• Draw (and keep updating) a contacts map

Mapping Your Network
Whilst you may eventually choose to adopt two, three, or all of these methods, in the early stages it is the last of these options that is often the most helpful and potentially revealing.

A network map is simply drawn (using squares or circles). You start by putting your name in the centre of the page in a circle and commence drawing connecting lines to people you know, before drawing connecting lines from these people to others that they know.

Mapping Conventions
This is very basic map demonstrates how a visual and dynamic chart can be created, which can help both to record quite complex data (and how it is related) and reveal possible avenues that were not obvious before.

One convention is recording four pieces of information for every contact in your network (apart from their name). These are their location, where or how you met, and any other useful information that you think is relevant. Whilst this may seem a bit strange and unnecessary for close family and friends, it is remarkable how useful this will be as you build your network over time.

Finally, don’t forget, these charts can be used three-dimensionally. When one side or part of it gets too big, transfer a major hub name to the centre of another chart and start to use all the new space you now have for extra contacts.

Today’s News: To those of you who listened in to my interview with Kevin Eikenberry last night, I very much hope you enjoyed it? To those of you who couldn’t make it, I will make it available here for you to download early next week.

Now a word from my good friend the “Queen of Cold Calling” Wendy Weiss.

This is your LAST chance to register!  Teleseminar tomorrow!

**  How to Bypass Prospect Stalls, Respond to Prospect Objections and Close the Sale  **

Would you like to know how to speed up your sales cycle?

Would you like to speak only with prospects who are likely to take action and buy?

Would you like to know how to overcome resistance and gain your prospects’ commitment to moving forward?

Would you like to hear “yes” more frequently?

Join us tomorrow, May 22, 2008 at 4:00 PM Eastern for an amazing and thought provoking teleseminar with:

Wendy Weiss, The Queen of Cold Calling.

Don’t delay.  This call is your opportunity to hear valuable information on how to prepare for those objections we all face.

To your success,

Wendy Weiss

PS – Can’t make the live call?  That’s ok!  We’re recording it and sending a copy (along with an exclusive handout) to all those who register here
 

Tomorrow: It is going to be a tremendous pleasure to welcome one of the more recently recruited members of the Top Sales Experts team onto The JF Guest Author Spot, Maureen Blandford.

Before you even begin to look at engaging seriously in lots of networking effort, it is useful to look at your own temperament or disposition. This is the individual’s internal desire to network and to find value and enjoyment from the whole process of building relationships.

For some people this will be an almost irrelevant issue to debate. Their motivation to want to talk to people regularly and to network is naturally high. Talking to strangers in supermarket queues, at bus/train stops or even in the elevators is characteristic of such people.

However, even if you really enjoy talking to people, it is a proven fact that most of us are not highly confident and highly motivated networkers. In fact, statistics reveal that: Only one in ten people is actually comfortable in striking up a relationship with a complete stranger.

Unfortunately, this means that their own misgivings, fears and doubts, potentially hinder the vast majority of people.

Four Networking Types:

In practice, you can divide people who attempt to build networking relationships into four distinct types.

o The Loner (little or no networking)

o The Socialiser

o The User

o The Relationship Builder or Networker

Although our aim is to consider the fourth of these in some detail as the role to which we can all aspire (if we are not already there), let’s briefly look at each of these types in turn.

The Loner:

-  Likes to do most things by themselves (because they do it faster or better)

-  Doesn’t want to bother or worry other people

-  Feels that their knowledge and skills are often superior to most people

-  Only asks for help as a last resort (and when it may be too late)

The Loner is an easily recognisable type, because there are times when we all believe that we will do better ourselves than if we ask others for help. The Loner will not usually want to bother anyone else, or necessarily see much point in doing so, believing that others will be slower and will set lower standards.

Unfortunately, the loner attitude is a major obstacle to effective networking. We need to shift our thinking greatly in this area. We should be more willing to let others assist, and we should even ask for help more often

The Socialiser:

- Tries to make a friend of everyone they meet

- Tends to know people’s names and faces but not what they do

- Is not usually systematic or ordered about follow-up – contact is random

- May not listen too deeply and is quick to move on

Although the Socialiser may have a wide circle of friends and contacts, he or she knows little of substance about personal skills and resources. As a result, Socialisers do not often share their skills.

The Socialiser is also a random networker, following little or no formal contact system.

The User:

- Is likely to collect business cards without really connecting with people

- Tries to make ‘sales’ or ‘pitches’ on the first encounter

- Talks and focuses on own agenda rather than together information

- Has superficial interactions

- Keeps score when giving favours

Unfortunately, people of this type do network widely, but in a way that creates little benefit for themselves or others. Even worse, this kind of networker tends to create a bad impression and therefore can give networking an image of being about selling, taking, bargaining and keeping score.

The Builder:

-  Has a ‘giving’ disposition or abundance mentally

-  Is generally happy to ask others for help or guidance

-  Listens and learns about people carefully

-  Is regularly on the look-out for useful information for which others can also benefit

-  Has a well-ordered and organised networking system

This type of networker is what this article is all about – an individual who takes a long-term perspective on relationships with others and thinks more about what he or she can give or offer, than about the return.

This type is out there for others, or on call to offer help whenever it is needed. If they cannot help in person, they usually know someone else who can.

And Finally: Maintaining High Self-Esteem

Apart from the Builder, one factor connects the other three types in preventing them from networking more effectively. This is the issue of self-esteem.

The Loner believes in himself or herself, but not necessarily in others (especially relative strangers). The Socialiser likes people but also very much wants to be liked by others (and therefore does not want to ask for favours). Finally, the User takes a relatively selfish view of “If I benefit or gain, I might reciprocate, otherwise I won’t.”

Of course, all of these types fear rejection, obligation, being too pushy or even looking weak. All of these fears or concerns about networking need to be lessened or overcome.

In a short post such as this, a topic as largely and potentially complicated as a person’s relative self-esteem cannot be covered at any level of detail. However, it is important to appreciate how low self-esteem can have a major impact on your networking efforts if it is not at least basically understood and addressed.

An individual with high self-esteem is likely to build their own confidence to want to network by having a positive, open and ‘can do’ attitude.

Conversely, an individual with low self-esteem is likely to lack confidence to start with. They will convince themselves (and others) that they have little that would be of interest to others in any network.

Today’s News: Over at Salesopedia the focus this week is on speeding up the sales cycle and you can catch some great articles, plus one from me called ”The Most Important Element In The Entire Sales Cycle” here   

Tomorrow: It gives me immense pleasure to welcome the effervescent Debbie Fay, making her debut on The JF Guest Author Spot

Telling others how you feel and what you think and believe, as well as telling them about your background, is a kind of currency, the currency of self-disclosure. Give out information and usually you will receive a lot back in return.

People swarm, flock and group together by type, background, interests, beliefs, gender, work and so on. And one of the most efficient ways to get close to one another is through self-disclosure.

As we begin to experience a powerful common bond, so too does rapport begin. Mutual interests, ideas, values and beliefs are the wrap and weft of social interaction.

Most people like people who are like themselves!

Biographic Matching:

It is rare for two human beings to be together very long before seeking to discover similarities about themselves. This biographic matching can be social or economic, achieved through outlook, education or background – common experiences of the world.

When you match, you reduce resistance by playing down differences while building on similarities.

Pacing:

Once you are matching one another, you can continue to maintain the rhythm you have created by agreeing with one another, seeing from the same point of view. Pacing is a conscious continuation of matching.

When talking, you can pace:
• Words that are used
• Tone of voice
• Language patterns
• Volume
• Body language used

Don’t overdo it – you may be accused of mimicry. Be elegant – your skills should remain unnoticed.

Leading:

One of the goals of matching and pacing others is to be able effortlessly to lead them in another direction. Once you are deeply in sync. With the other people, a change of pace from you will usually result in a similar change in others.

Matching and pacing help you share someone else’s experience and you will begin to know intuitively when it is appropriate to make suggestions, to influence, to lead.

Mismatching:

You can also influence behaviour in others by mismatching. It is useful to mismatch when:
• You want a meeting to come to an end – clear up papers, put a pen away
• You want to conclude a telephone conversation – minimise responses and noises off
• You need time to think before acting – use the bathroom, make a telephone call, add up figures on your calculator
• What you are doing isn’t working – go for a walk, listen to some music, make a phone call
• Matching is affecting your mood negatively – break off the conversation, change the subject

Networking:

Have you noticed how some people seem to be universally likes, trusted and respected? Chances are that they’re also good at networking – developing a wide network of friends, colleagues, allies and useful contacts.

Networking offers you a structured way of making certain that your ideas are effectively exchanged with others.

And Finally: Networking In Action

How can you get to know your team, other managers and clients better? Are there management associations you could join, luncheon clubs, your local Chamber of Commerce?

Organise team events outside working hours. Be seen at functions, offer to assist whenever you can.

Make yourself known – don’t stand on the edge looking in. Be part of the action.

Today’s News: Here is a message from my good friend Wendy Weiss:

Subject: Cold Calling Preview Call with Wendy Weiss

What would happen to your business if you were able to double the number of qualified, prospects you are able to reach?

How would it affect your bottom line if you met with and/or had comprehensive telephone conversations with twice the number of qualified, decision-makers?

How would it feel to have qualified, decision-makers eager, willing and delighted to meet with you?

Join me, Wendy Weiss, The Queen of Cold Calling, as I discuss cold calling and how I help entrepreneurs, business owners and sales professionals – just like you – prospect fearlessly and schedule more new business appointments in less time.

The Cold Calling Free Preview Call is on April 24, 2008 and details can be found here:

Prospecting is perhaps the most important skill that entrepreneurs, business owners and sales professionals must master to be truly successful. Let’s face it, without customers you don’t have a business, and without prospecting, you don’t have customers!

In this day and age there are certainly many avenues that one can take to reach prospects. No other avenue, however, is as powerful as the one-on-one, personal, direct connection that you can make with a prospect by having a great telephone conversation.

Outsmart and Outsell the Competition

On the telephone, you can instantly build rapport, gather information, show your expertise and move your sales process forward, all of this while your competition is still trying to get in the door.

Many people, however, struggle with prospecting by phone. The reality is that prospecting can be difficult, but it doesn’t need to be. The good news is that cold calling is a communication skill, and like any communication skill, it can be learned and improved upon. In working with my clients, many of them have practiced new skills and are thrilled to see their results change.

If you struggle with prospecting, you too can see amazing change and terrific improvement in your ability to connect with multiple new prospects on a personal level, and have them agree to sit down and have a further conversation with you.

The Cold Calling Free Preview Call is on April 24, 2008 and details can be found here:

The Struggle is Over

Because so many people struggle with cold calling, appointment-setting and new business development, it has become my top priority to help you get your business to where you want it to be.

Here’s what people are saying about ‘Cold Calling College’:

‘I recently called six companies and was able to get four solid introductory appointments on my calendar with minimal effort! If I can keep up this pace I can make more money in less time.’ – Tracy M. Brodd, Account Executive, American Identity

And isn’t that what it’s about? Making more money in less time.

You can do it too.

The Cold Calling Free Preview Call is on April 24, 2008 and details can be found here:

Don’t wait. This preview call is guaranteed to help, right now, regardless of your sales experience or background.

To your success!

Wendy Weiss

Tomorrow: Lee Salz is my guest on The JF Guest Author Spot

Whilst family, friends and other easily identifiable contacts are a good place to start your networking efforts, sooner or later you will need to extend yourself beyond your familiar surroundings and look to attend relevant meetings and/or events.
 
In many ways, the type of meeting or event that you choose is not particularly important. If your hobby is old model trains, and someone advertises an ‘old model train meeting and exhibition’ you are obviously likely to meet lots of people who might become good network contacts. However, this is likely to be the exception rather than the rule.
 
In most cases, meetings or social gatherings of people will be much more general affairs and ones that can only be broadly ‘qualified’ for their possible relevance.
 
 Start The Networking Adventure
 
 The trick in networking (if there is one) is to treat all meetings or events as an adventure.
 
Like any adventure, you may have some fear and trepidation about facing the unexpected, but you should also feel some of the thrill of the challenge and excitement in finding new people with whom you can really connect. By making time in your schedule to attend, you can use early opportunities to watch others networking and to get into the habit of talking to the people you meet.
 
Don’t forget, networking successfully means that we sometimes have to stretch ourselves to the edges of our comfort zones – hard at first but much easier with practice.

Be Prepared
 
Whether it is a formal meeting or event (with one hundred people) or an informal gathering (of only ten or less) being ready or open to network is very important – like the Scout’s motto ‘Be Prepared’.
 
Even if you are shy, introverted, nervous, bored, or tired, you just never know when you are going to bump into interesting and useful people. 
 
Part of this process of ‘being prepared’ is to have crisp information about yourself available so that your communication is short, focused and clear – not totally unlike an elevator pitch. Some of this is provided by a good business card, however, effective networking is rarely achieved by saying ‘Hello’ and merely handing over a business card – you have also got to give something of yourself as a person.

 ‘So, What Do You Do?’
 
 It pays to think hard about what you could and should communicate in what might be only a few seconds. It is amazing how many people respond to the question ‘What do you do?’ with ‘That’s a difficult/interesting question!’ or “I’m an engineer/analyst/administrator/co-coordinator/manager!’ 
 
Such responses do little to educate the person asking. It is far better to give some pre-thought to this question (even if there are two or three versions of reply you’d like to use) and practise using your answer.

 Keep It Short & Simple
  
Many of the books on networking advocate specific advice such as introductions of ’10 words or less’ or ‘no more than two sentences’. However, although keeping it short is important, it is more critical that you are:
 
• Clear – use common words, no jargon

• Concise – use short words and sentences

• Personable – use engaging, friendly and warm words

• Interesting – say something different or distinctive

You typically only have about 5 – 10 seconds to cover these four criteria, but this realistically gives you up to twenty words to use.

Finally – Introduce Yourself

Specific introductions will be very much up to the individual style and personality. However, once again, this is an opportunity to stretch yourself to the edge of your comfort zone and present yourself as positively as you can. A simple example that meets all the above criteria might therefore be:

“Hello, my name is Annabelle Jones. I spend my time designing and running interactive booklets on networking.”

Note that this has to cover what you do in practical terms and not just your name and job title.

Perhaps a more forthright example might be:

“Hello, my name is Annabelle Jones. I produce TV screen advertisements from script to screen and everything in between the two.”

Finally, I must highlight the fact that the warmth of your introduction will determine the outcome of the meeting. Even though you may well be shy and nervous, it is important to make eye contact and smile – it sends out the message that you are confident, relaxed and friendly.

Today’s News: Just heard from my friend Lee Salz that his new venture “Business Experts Webinars” will be launching on Monday, so I will have full details here next week.

Tomorrow: We are gearing up for the re-launch of Top Sales Experts, with an expanded team and lots of new features, so much work to do. As ever, wherever you are, have a great w/e and be sure to make it back on Monday – JF

Networking effectiveness starts with a positive personal attitude and an understanding that successful networking is built on a spirit of giving and sharing and not of bargaining and keeping score.

Armed with this knowledge, we can now look at how the process of good sales networking actually works in practice.

The first thing to realise about networking is that everyone you meet is a useful prospective network contact. This seemingly simple fact is often overlooked, as people engage in their own private screening process before they will talk to anyone.

There is obviously a line to be drawn between talking to anyone and everyone in the street and talking to almost no one. However, if you want to network more and to do so successfully, there are many situations that qualify as “the right opportunity”.

Taking An Interest in Anybody & Everybody

It is often the case that we don’t really know very much about even close people around us (let alone distant contacts). Even if we do know a little, we are less likely to know how far or deep their skill, knowledge or resources extend. If this is true of your knowledge of others, how much do they really know about you?

Herein lays the basic secret of networking success:

• You have to become interested in anybody and everybody

• You have to share more about yourself than you may have done in the past

It is out this mutual exchange of knowledge that network contacts will connect and start to offer support, help, advice, favours, referrals and other benefits on a regular basis.

Core Processes

Developing a conscious understanding of this giving and sharing strategy can take some time and some practice.

In her book ‘How To Master Networking’, Robyn Henderson calls this process earning the right to ask a favour of another person, or giving without hooks. Both of these statements imply two processes that operate pretty much at the same time (and neither of them necessarily our first reaction).

The two processes in earning the right to ask a favour are:

• Giving away information (to be helpful)

• Being open for any help you may need

Let’s look at these two processes in turn.

Giving Away Information

Whether it is accidental or planned, formal or informal, random or structured, in discussion with other people the effective networker offers his or her knowledge, skills, ideas, resources, guidance or data freely – without any ‘hooks’ or expectations that repayment is due in any form. In fact, the only immediate benefit may be the pleasure to be derived from assisting someone with information that was of value to them.

Whilst the giver expects nothing in return, the receiver has a very positive experience and memory of you upon which they can act (if they so choose) in the future. If they do, either directly or indirectly, at some indeterminate time, you may receive some reciprocal benefit.

Along with openly offering any possible help and support, the effective networker does not operate as a one-way helper or super person/white knight/angel coming to the rescue of everyone else, but never personally in need of assistance. He or she also talks realistically about personal goals, tasks, challenges, problems and general issues, and acknowledges feeling vulnerable in not being able to do everything single-handedly. Being open means being receptive to help when it is offered and, on occasions, asking networking contacts if they can suggest ideas, strategies or approaches that could assist you.

Two-Way Process

These two processes operate at the same time and together to create a cycle through which ‘favours’ are continually offered to all who participate. These favours are both offered and taken in order to keep the network strong and capable of growing to include more and more people.

This process is called ‘reciprocity’. It simply means that effective networking is a coin with two sides rather than just one. You can’t have one without the other.

Successful networking is therefore about:

• Giving and receiving

• Contributing and accepting support

• Offering and requesting

• Promoting other’s needs and promoting your own needs

• Trust and persistence

My personal network expands almost on a daily basis, and is built upon strong ethical values, high integrity (It is difficult to network regularly with someone you do not trust) and a total commitment to the principles of ”win-win”

A valued friend recently asked me why I am so good at networking – it isn’t something I had considered to be a particular strength before, it comes naturally if you are interested in people – and having thought about the question for a while, I decided it was because I enjoy helping others, I enjoy giving pleasure, and that may well be the key.

On Christmas Day, do you enjoy unwrapping your own presents, or is it the pleasure you gain from watching your family/friends unwrap the gifts you have given them? Therein lies the key.

Today’s News: I finally connected with a really nice guy called Nigel Edelshain last week, another I have been meaning to catch up with for some time and it appears he had the same thought Anyway, Nigel hosts a great site and runs a company called Sales 2.0 and I urge you to pay him a visit here 

Tomorrow: On The JF Guest Author Spot, I welcome a very bright and switched on lady – Kendra Lee, who is making her debut. We were introduced via my “crazy” sister, Jill Konrath, who is extremely discerning with her introductions, so you should anticipate some very wise words.

The JF Guest Author Spot 

Weaving Your Own Network by Joanne Black

Are you shy? I bet you are, because 93 percent of adults, when asked, will say that they’re shy. It’s not surprising, therefore, that most of us feel uncomfortable at networking events. “Oh my gosh,” we say, “I’ll have to talk to strangers.” What did our mother tell us never to do? Talk to strangers. And this is the message that has been ingrained in us since we were small children. On top of that, we’re not sure what to say. In fact, we’d rather not be there at all.

But although networking has inspired all sorts of analysis and dread, in the end, it’s really just about building relationships and being genuine. You want to be able to network to sell a product, promote your company, find a job, find new clients, learn the latest from others, or gain more visibility in the business community. Networking opportunities exist everywhere—business meetings, professional associations, alumni groups, sports groups, community groups, weddings, parties, and any place people come together.

But don’t forget about your internal network. Build relationships with everyone—no matter what their title. Don’t forget the guy in the mailroom, the office assistant, or the custodian. If you’re the last person to hear that you’re about to have a new manager or that your company is being acquired, you don’t have your own office grapevine.

The trick to maintaining a successful internal network is to keep in touch with individual network members: don’t call someone only when you want something. Sure it’s tough to keep those connections warm, because we’re all busy. We get so involved in our jobs that we don’t make time for networking. But remember Woody Allen’s old adage: “Eighty percent of success in life is showing up.” Showing up counts. The more often you show up, the more visible you become, and the more people will get to know you and recognize you.

Another way to make contacts is through networking groups, where it’s possible—and encouraged—to network like crazy. Your goal should be to attend at least one event per week where you’ll have an opportunity to meet potential clients. In fact, this is a non-negotiable part of my business development strategy. You can attend a breakfast, lunch, or evening event—or all three. I have four goals when attending an event: meet interesting people, learn something, get a new client, and have fun. If I achieve at least three of these goals—and I make a point to do so—I am thrilled!

Decide which groups you’d like to join and show up regularly. A good rule of thumb is to err on the side of joining fewer groups and attending most of the time rather than joining many groups and showing up once in awhile. You need to give people the opportunity to get to know you, like you, and trust you. And even more important is becoming active in a group. For example, when you volunteer, people learn how you work—they’ll learn that you are dependable and contribute innovative ideas—and you’ll begin to develop strong, trusting relationships.

Not sure which events to attend? Find out what meetings your clients attend and go there. Do some research on various professional associations. Check with your local Chamber of Commerce on the events they sponsor. Read your weekly business journal to find interesting opportunities. Attend an event to learn something new from an interesting speaker. The more you learn, the more valuable you are to your clients.

Here are some networking tips for group meetings:

Preparation

• Decide which events to attend
• Put monthly attendance on your calendar
• Set a goal for each event
• Travel solo—if you came with someone, split up—so that you can both meet new people.
• Plan your personal introduction
• Prepare insightful questions

Interaction

• Don’t spend time talking to people you already know
• Look for friendly conversations
• Move graciously from group to group
• Look for a person standing alone
• Ask, “How can I help you?”

Proactive Steps

• Have a system for organizing your contacts—where you met them, what you agreed to send or do, when to follow-up
• Send a note

Tools for Effective Networking

• Wear your name badge on the right
• Read and use the person’s name
• Have a “ton” of business cards—keep them everywhere–in your pocket, your wallet, your briefcase, and in your car.
• Use a firm handshake

A realistic goal at a networking event is to meet one or two really good people and find out about them. Don’t be the person who is the life of the party and is running around handing out business cards to as many people as he can. When Mr. Life-of-the-Party asks for your card in return and wants you to refer him to your clients, why would you? You don’t know anything about him. This person is not genuine, and you can spot him a mile away.

Above all, relax and have a good time. Your shyness won’t matter anymore, because you’ll truly be enjoying yourself.

  Joanne Black is America’s leading authority on referral selling. A captivating speaker and innovative seminar leader, Joanne is changing the business of sales. Referral selling generates revenue faster than any other business development method—while decreasing costs, aceing out the competition, and gaining new clients more than 50 percent of the time.

True to her commitment and philosophy, Joanne has built her business solely on referrals. Visit Joanne ’s website: www.NoMoreColdCalling.com

You can also listen to Joanne in conversation with Clayton Shold of Salesopedia here.

Today’s News:

It gives me great pleasure to introduce you to a real innovator, a guy with so much energy that after just half an hour’s dialogue with him, I need to go and lie down in a dark room for the rest of the day – kidding! Actually, we seem to drive each other to develop brand new ideas and he has become a good friend. He is the brains behind Sales Gravy, a best selling author, sales guru, oh and my new publisher. He is one of the most recent recruits to The Top Sales Experts Team and his name is Jeb Blount - you can read more about him here

Tomorrow: As the year end fast approaches, I have an idea that will get you a huge amount of incremental revenue!

“You will make more friends in a week by getting yourself interested in other people than you can in a year by trying to get other people interested in you” – Arnold Bennett

I truly believe that every individual in the whole world is potentially only five or six contact steps away. This ‘five or six degrees of separation’ shows that even an entire population of over five billion people is still highly accessible.

However, for practical purposes, we don’t necessarily want or need to meet millions, or even thousands of people in different organisations, age groups, religions, professions, culture or places. We are just looking to develop a network that will eventually provide us with additional business.

Ideally therefore, we need some kind of filtering or research system that will help us to build a set of relationships of high quality, or a strong network that can find people and resources both efficiently and effectively.

First Steps:

The first step in the filtering process is to establish what sort of contacts or relationships you think may be of value or benefit to you (or the organisation of which you are a part). This is not to run counter to the idea that networking is primarily about giving, but suggests that some relationships are clearly more valuable in the long-term for both sides, given careful thought in the first place. Only you can determine this ‘value’.

You may already know, or be close to, someone very powerful or influential but gain no benefit from association. On the other hand, you may find someone in the street where you live who can bring you great benefit if you build a relationship with them. You just need to know what you’d like to achieve in order to make reasonable assessment.

Networking Pyramid:

When you start to network more widely, you quickly realise that there is a pyramid, or hierarchy of depth or quality in all of your potential relationships.

Pyramid Levels:

At the base of the pyramid are what we call ‘suspects’. These are people who seem open to an approach to offer support. (remembering my earlier point about giving and reciprocity).

It is usually better to find out more about suspects before approaching them in person. Many are often misidentified and only randomly picked. Only some suspects (when researched more closely) get to the next stage of becoming ‘prospects’.

Prospects are individuals who research confirms meet the effective network criteria, and can usually be approached in person. Once again, initial conversation may reveal that not all prospects have been correctly identified. However, the numbers of people at this level are fewer and you can be much more patient in letting time provide an answer.

Contacts are prospects to whom you have offered support and advice and whose assistance or guidance you have requested on one or more occasions. At this stage, you may have discovered only minor opportunities to call, talk or contact one another, but the potential to do more has been established.

Advocates are contacts that are openly promoting or advocating the benefits of networking (with you in particular) to other prospects and contacts. Although this may not mean frequent contact, it is likely to be more frequent than with general contacts in your network.

Partners are the best and most effective networkers than you know, and the ones you most often call to chat to, to ask advice, or suggest ideas or options. By this stage, the relationship has generally reached a much higher level of mutual trust and understanding.

Using The Pyramid To Look For Opportunities:

To begin to discover who might be your network suspects at the base of the pyramid, an excellent place to start is to read for opportunities much more widely.

This means becoming broadly alert to the many opportunities to network that may present themselves every single day. Many of these opportunities will be posted in newspapers, magazines, on notice boards, in advertisements, on the Internet and many other sources.

An increased alertness will count for little unless you have a well thought through perspective on what you are looking for. There is no point in networking for the sake of networking. To an extent, this will depend upon your overall personal networking aims and objectives.

Possible networking goals:

• To increase market share/customers

• To find new ideas

• To learn and develop yourself

• To find a job/work/career

• To find a new colleagues/friends

• To pursue a hobby or interest

• To gain new perspective on topics of interest to you

• To go into business for yourself

Different Kinds Of Network:

Every one of these networking goals is a worthy aim in itself, but it is usually the case that only one or two goals of this type will apply at any one time. Consequently, your networking research efforts will be invested quite differently if your goals are broadly around work or career options rather than if they are about starting up your own business.

Hence, although a few people will have very wide and diverse interests and a broad array of interesting contacts, our networking pyramids are built according to our specific goals and interest areas. This is often why we talk about a jobs network, a small business network, an education network and so on.

Networking is not a new phenomonem but with the plethora of sites sites now specialising in bringing people together, it is certainly something business people should do well. Personally, I enjoy networking very much

Today’s News: I actually meant to highlight this earlier in the week: My fellow Top Sales Expert and the CEO of Sales Gravy, a superb sales orientated community, have launched an excellent sales jobs section, which you can access here

We had some gremlins in the works last night, but it will be finally launched today by 12 noon EST www.topsalesexperts.com – do have a look around We need to give our thanks to an amazing development team!.

Tomorrow: On the JF Guest Author Spot is C.J Hayden, with “From Prospect To Client In Thirty Seconds”