[Fredslist] Promo: Closing the Networking Loop

[Adrian Miller]

 From the world according to Adrian Miller:


Closing the Networking Loop


For anyone in sales, being savvy at networking isn’t just a good  
skill to have, it’s necessary for long-term success. Networking is an  
important part to building relationships with clients, vendors, and  
even your competitors. The reality is that people choose to refer  
business to and do business with those they already know and trust.

To build these enduring and hopefully profit-generating relationships  
that will help you in your career, you need to be able to present  
yourself as smart, professional, and sincere. These traits are what  
will give you the edge you need to stand above the countless others  
who are also vying to network to get ahead. Like all other aspects of  
business, networking has unspoken rules of play that are essential to  
follow if you expect any success. Let’s call it networking etiquette.  
Here are the rules you need to know:

Express Your Appreciation
If someone has taken the thought and time to refer you to one of  
their contacts, consider it one of the most sincere forms of  
flattery. Interestingly, many of us often forget to thank those who  
make the effort and take the time to refer.

If you want to continue to receive referrals, thank these individuals  
promptly and genuinely. Express how much you appreciate their  
efforts. While a hand-written thank you note is always appropriate, a  
phone call or even a quick email is much better than letting these  
generous actions go unacknowledged.

Keep Them in the Loop
After thanking a person who has given you a referral, find out if  
they want to be kept in the loop. Because there is a vested interest,  
they just might appreciate being copied on emails or receiving  
updates on how things are progressing. Give them the opportunity to  
tell you what level of involvement they want and then, most  
importantly follow-through with their requests.

Announce When You Win the Business
So you’ve thanked the person who gave you the referral and kept them  
in the loop through the sales process. What’s the next step? Don’t  
keep them hanging; notify them as soon as you win the business. It’s  
a perfect opportunity to once again express your appreciation.

Reciprocate If You Can
Networking is most certainly a two-way street. It’s great to receive  
referrals, but it can be just as rewarding to give them, as well.  
And, it’s not always all about making a referral to someone who needs  
a product or service immediately. Make connections and referrals to a  
wide spectrum of influencers and other great networkers, and your  
consideration and interest will be recognized and rewarded.



Adrian Miller Sales Training
516-767-9288
516-445-1135 (cell)
www.adrianmiller.com
http://www.adrianmiller.com/blog/

http://www.askadrianmiller.com/

www.mysalesquestion.com/

See my book: The Blatant Truth: 50 Ways to Sales Success" at
http://www.theblatanttruth.com/

Follow me on Twitter:
http://www.twitter.com/amst


"What if we train them and they leave? What if we don't train them  
and they stay?"






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