On a page of the daily, I saw Mr. Obama shaking hands with a young man at the back of a handful of fans hammering into the president. The young man seemed to be at a height of euphoria and the president almost being dragged by his securities away from the crowd. Pragmatically, there is no correlation between sales and a presidential Campaign, but the image made me think of the essence of successful networking. The American president has certainly nothing much to do with a “Metal Freak” looking young man at his twenties, but he took the pain to be dragged by his bodyguards just to shake his hands!
Approach is the Essence
What approach to take?
Your approach is the basics of networking because it is what that determines how you network. Your aim is not just to make the sale; your aim is to build a relationship — this must be the central theme of your approach to networking. It is the mindset most appropriate to formulate a plan of action, which is the blue print of successful networking. Adopting this mindset will shape up the businessperson in you, while focusing only on short term goals will make you just another “Street-Smart” sales man.
Do not Dismiss Anyone as Unimportant
With a holistic approach towards your responsibility, enlarge your circle of influence. Consider your clients not by what their position is, but by who they are. The best way to attain this is to realize that: You do not know much about them. Therefore, you need to approach every person who can be contacted. Networking is more than a point-to-point connection; it is a Relationship Cloud of accumulated information. Taking with people offers a vantage to reach other potential buyers on their network, even if they themselves might not be interested.
Creating Demand
People need you. But do they know how helpful you could be to them?
Creating your demand when you have none is the key to build contextual relationships. I call it Contextual because networking is driven by objective; else, it would be just seeking help from friends. Demand is created by offering something, which is needed by your counterpart. Therefore, before trying to get something from the person, try to give him something that they value. Find out the ways you can be of help to them, there will be just no way to deny your proposal. Asking, “How can I help you?” before closing any deal results in surprising outcomes. Successful Networkers offers more than they receive.
Attitude Matters a Lot!
Emotional intelligence plays a major role in any business relationship. Being emotionally intelligent is about how much you value your client. Offer genuine answers to every question of your client and make transparency your benchmark.
This creates trust, which itself is a “feel good” factor. Your attitude and behavior are the parameters that determine the perceptions about your personality. Be generous and kind, always maintaining a persuasive but mild tone. Be more open, friendly and honest.
In a nutshell, to be successful in networking, one must know how to grow a relationship and build a self brand through your business interaction. A sales person must be such that people just cannot deny what he or she brings. After all, selling starts from building successful relationships.
Guest Post by Ajay Chauhan, co-founder, Salezshark inc.