One of the most common questions professionals ask me is “How do I network so that I actually get more business?” Well, since we don’t have 28 hours (ok maybe it’s just 4 hours) for me to download all that I’ve gratefully learned since 2003, allow me to share one of the simple, yet dreaded, secrets often lost in the networking process. SELLING!
Yes, that’s right. SELLING is an important factor to your networking success. Oh, what’s that you say? You’re not in sales. Are you sure about that? If you are a business owner, you are in sales and you must sell. I often preach that the last thing on your mind while networking should be “the sale.” That is still true and in part, networking is about making new connections, forming relationships, adding value, seeking introductions to “power partners” and asking for referrals.
However, what you do when you have a referral and qualified prospect sitting in front of you is critical. If you’re like most people, you stop the process right before the close. At a recent CERTUS™ seminar, a CERTUS™ Members shared with me that she is comfortable with the entire process until she gets to the end when it becomes appropriate to ask for the sale. Instead of moving forward, she stalls. She simply cannot bring herself to ask for their business.
She’s not alone and, since effective selling isn’t a skill we are born with, many of us feel the same way. We dislike being approached by the stereotypical “slimy, no-good, conniving, door-to-door sales person” type and we’re therefore terrified of being perceived as “that guy.” So we stall and never ask for the business.
What if you could ask for the business in a way that doesn’t feel salesy and uncomfortable? I recently had the opportunity to participate in sales training with international sales trainer, Eric Lofholm. What I value most about Eric is his belief that “selling equals service.” That is right up the CERTUS™ alley! Eric teaches the entire selling process, including establishing rapport and trust, identifying needs, sharing the benefits of your offerings, and then some other stuff in between. But the greatest part is when it’s finally time to ask for the business. Check out Eric’s website where he offers free videos of his 5 Best Closing Ideas. You might also consider joining Eric’s FREE 3-Hour Immersion Sales Webinar on September 28, 2013 at 10am mtn.
Whether Eric’s or another sales coach’s techniques, you must find a way to comfortably ask for the sale once you’ve done your due diligence. Otherwise, you are most certainly leaving revenue on the table and missing out on the sale to someone else simply because they asked for it. Be the one to do the asking!
© 2013 CERTUS™ Professional Network / Behind The Moon, Inc. All rights reserved.
Feel free to share this article and include Sabrina Risley’s Bio information below along with a live link back to this blog post. Thank you.
Latest posts by Sabrina Risley (see all)
- April 2017: Aimee Skillin, Social Media Languages - April 1, 2017
- March 2017: Jeremy Dadah, H.M. Brown & Associates - March 1, 2017
- Initiate and End Networking Conversations With Ease - March 1, 2017