In the coming months, salespeople will find themselves with in-person networking opportunities. Although most salespeople are looking forward to these changes, we might be a bit rusty. So, I thought it would be a good idea to write a five-part series with ideas to that can make you an amazing networker. So far, we’ve shared Join the right organizations, Know the difference between socializing and networking, and Take on a leadership role and Master your lobby speech. Today, I bring you our fifth, and maybe most efficient, idea.
Idea #5: Build relationships with respected connectors.
I had been pursuing a specific account to join the Vector Firm Sales Academy for about two years, with zero success. I mean zero, zilch, nada. Not even a “leave me alone”. Nothing. Then my prospect had one drink with a friend of mine who is also a member of Academy, and he was ready to give me his credit card without seeing a demo. Why? Because my friend is a respected connector – he is smart, considers his opinion before offering it, and likes to connect people to success.
Malcolm Gladwell made the term connector popular in his book The Tipping Point, first published in 2000. However, I add the adjective of respected because it’s no longer 2000. In today’s world, we don’t just need people introducing us – we need respected people introducing us. In about seven seconds and with the assistance of Siri, I can find the top five sushi restaurant within 20 miles of me. Why would I listen to some random person recommending a sushi place? Twenty years ago I might because I didn’t have Siri … or Google … or Open Table … or Wi-Fi. However, if a known sushi expert made a recommendation today, I’d go there without taking out my phone.
You need your sushi expert to tell people about your killer Dragon Roll. Find three of them. Make friends. Illustrate your competence. Then find three more and repeat.
