The No. 1 Networking Misstep

Watch this week's Short Attention Span Sales Tip here.

Good morning!

It’s rare to hear from someone for no reason. I have a select few people in my life that I call to check in: My favorite cousin. My siblings. Best friends from childhood.

Whenever they see my name on their Caller ID, they know I’m just trying to reconnect.

No strings.

No agenda.

So, they pick up.

Then, I do everything I can to make the call about them. I want to hear their news, successes, and stories. So, I listen far more than I talk.

Salespeople see networking as a chance to get something from their inner circle of friends, family, and contacts.

Wrong!

Be a “taker” and you’ll yourself leaving messages on voicemail. They’ve looked at their phones, seen your name, and know what’s coming: A lot of asking for the names of potential contacts.

Be a “giver” and the world is your oyster. Call to inquire about their business and what you can do for them. Ask them to describe their ideal customer so you can send leads their way.

Answer their questions and share information about you but keep the conversation on their side of the phone.

“Work the network” means go to work for your network. It’s amazing how fast that kind of thing comes back to you. People will trip over themselves to reciprocate.

Everyone loves a giver.

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