The introductory phase is really all about the importance of relationship building and connecting with people.
First things first, you need to find networking opportunities that will get you in front of the type of people that you would like to meet. This includes social media contacts as well as face-to-face contacts. As you’re building your network of contacts, there are going to be certain characteristics and traits you are going to look for.
Some things to look for:
· People that have centers of influence. It’s really all about connecting with people and creating visibility for yourself. In a lot of cases, people don’t know that we exist.
· Individuals that you would like to build a relationship with. It’s always nice to work with people that you readily identify with, ones you would like to stay in touch with and ones that offer a fresh perspective.
· You want to develop relationships with people that compliment what you do. A complimentary business usually is one that is not competitive, but may work in the same arena. An example would be a business attorney that builds an alliance with a domestic attorney.
Some things you should remember:
· You need a strong value positioning statement that will explain to people what you do in short order. An example is Levi Inc. is “in the business of building and implementing sales and growth strategies for emerging businesses”.
· Open up the lines of communication. This will ensure continuity and building trust.
· Do the research and due diligence to determine if any opportunities exist. Keep your funnel of activity full, over time you will build a strong business network.
After all it’s all about building a network of people that you can rely on not only for references but friendship, trust and business.
Next week we’ll continue to add to your portfolio by discussing the essential systems of professional selling.
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