The current economic climate has made this a critical time to strengthen both your sales and networking skills and processes, to see results in your business. A systematic approach to networking will be a strong contributor to distinguishing the people that will thrive in this environment from those that will struggle.
Networking can be used as a sales tool and when used in a systematic method can create new, repeat and referral business for you.
During times that are tight the customer is generally driven by emotion, family and security. To fully strengthen your abilities to secure, maintain and generate referral business you need to be ready with a savvy skill set in assuring the customer that all three of those drives will be met.
Networking should be a planned activity and not an ad hoc must-do because business is slow. A strong traditional networking skill set must contain the ability to follow-up with EVERYONE you meet and a focus on the benefits to a potential customer, not the features of a particular product or service. Develop a high need to be as diligent and consistent in your approach to networking as possible.
In many industries, when times are tight there is a tendency to let go of both training and networking expenses. In fact these are the two areas in which you should continue to invest, as they will keep you ahead and a leader in your field.
Customers want to see confidence and consistency; they want to be certain of both the people and the companies they are dealing with.
A well-structured networking budget is an essential tool, particularly in our current economic climate. Take the time to develop a six-month networking plan and budget.
Follow a simple formula for planning your networking activities by identifying your goals; identifying the most appropriate places to network for you and your business; identifying the activities to do; assigning and delegating time to each activity; and finally creating your budget.
Start by looking at your diary and determining how much time and money you are willing to invest in networking for the next six months.
Secondly, set yourself a definite budget and include as many costs as you can - here are some that are easily overlooked:
Finally, take action. Look for the best return on your investment where time and money is concerned. Research, plan, budget and take action each day - a day that passes without action is a day wasted and potentially the loss of your biggest opportunity!
You might be interested in this upcoming event...
Online webinar - 29 May 2013
How can building your personal brand help you achieve your goals? A strong personal brand allows you to network more easily and to connect with more people (and have them connect with you).
Join us on 29 May when Marny Lifshen, author of Some Assembly Required: A Networking Guide for Women presents a new webinar: Reflect Your Success.
Sue is a small business expert, co-author (Accelerate and Network or Perish) and has worked in small business consulting, training, facilitation, sales and marketing for over 20 years.
She provides information, education and programs in sales, networking, customer service, team buil...
I think most of us are pretty sold on the idea of extending our networks. Knowing more people gives you a greater opportunity to be of service. Like many other marketing activities, networking requires an investment of your money, your time and your commitment. So before paying again for another year's membership, take a moment [...]
Often associated with the business world, the word networking is synonymous with cocktail functions, suits and awkward conversations. In reality, we all have a network of relationships – so let’s look at the importance of a network for mums. Treasure existing networks New mums should keep their networks strong during maternity leave and, of course, [...]
Paula Ward is the Founder and Director of Know the Game, an innovative consulting business focused on educating individuals about Australian sports so that they are able to converse with senior executives, clients and colleagues about the game. In this In Her Shoes interview, we discuss: the concept that a lot of business is done [...]
Does your business need a database? We've all seen it - someone scratching their head, rustling through papers or clicking through files saying, "I know it's here somewhere". Information is the lifeblood of any business - whether it is customer information, supplier details, product listings and stock levels, or just a simple phone number. But [...]
Remember, every ingredient to creating a compelling connection with a prospect has just one purpose - to have them take the next step. Whether that step is to supply your organisation with ongoing referrals, add them to the database for regular news updates or preferably purchase a product is not important - the individual must [...]
Advertisement:
Need finance for your new small business? ANZ has pledged to lend $1 billion to new small businesses over the next 12 months. So whether you need $20,000, $200,000 or more, now’s the time to speak with an ANZ Small Business Specialist.
