5 Things Successful Networkers Do

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Successful networkers know that networking can be an incredible way to find referral partners, meet prospects, and make more money. Yet I still meet seasoned sales professionals who think networking is a waste of time. Every time I hear someone complain about how networking doesn’t work, I think, “You’re doing it wrong!”

Successful Networkers Shaking Hands

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I have a goal to attend a networking meeting of some sort every week and recommend the same for my coaching clients. When done right, networking can be an enormous income producing activity. But when you just go through the motions, networking CAN be an incredible waste of time. Successful networkers network with purpose; they attend every event with a specific plan of attack.

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Not Closing Enough Business? You’re Probably Not Doing This

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There’s a lot of possible reasons why you’re not closing enough business, but there’s one critical, yet simple, step that sales professionals often miss. It’s a step that I see over and over again in my coaching and consulting business – even with seasoned salespeople who have amazing skill and make quite a bit of sales (but could be making more).

Frustrated Salesman Not Closing Enough Business

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Here’s a real world example: recently, I was working with one of my coaching clients about a deal he didn’t close.

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Find New Prospects in 30 Seconds or Less

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Have you ever found a prospect in a specific industry and then thought to yourself, “I should prospect to everyone in that industry in my market!”?

New Prospects in 30 Seconds

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Well, you can! In fact, you can find those new prospects in 30 seconds (or less) and the answer is hidden in plain sight, right there in a tool you are probably already using every day!

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When No One’s Looking, Be Like Mike (Phelps!)

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Oftentimes, self discipline boils down to what you do when no one’s looking. Want to see what real self discipline looks like? Check out this recent Under Armour ad:

Even though I’ve never been a competitive athlete, I’ve come to realize that many of the best motivational videos are centered around elite athletes. I get it. I admire the motivation and self discipline it takes to be an athletic champion, because it takes a lot of those same qualities to have an elite career in sales.

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Create a Buying Atmosphere (Avoid the 3 B’s!)

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In-person sales calls can be incredibly valuable when you know how to create a buying atmosphere. Unfortunately, it’s all too easy to start off the meeting (and the relationship) on the wrong foot.

Conductor - Create a Buying Atmosphere

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I spent 13 years of my career in the mortgage business. During that time, I saw far too many loan officers perform some pretty pathetic sales calls on realtors. More recently, in my work as a sales coach, I’ve seen these same poor techniques repeated across many industries.

Here are the most common examples of bad sales call techniques (I call them the 3 B’s):

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Creating Your WOW Statement

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Do you have a WOW statement? No? Then how do you answer this simple question:

“So, what do you do?”

Wow Statement in Skywriting

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It’s the first question asked when sales professionals meet at a networking event. It’s the most common jumping off point when a sales professional meets a potential prospect. It’s your big chance to make a bold first impression. Sadly, most sales people blow it.

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My Birthday Advice: When Selling, Be Yourself!

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I turn 40 years old this week. Perhaps sharing my age isn’t the smartest business move, but I’m going somewhere with this – play along with me. Sales is in my blood; I just love the art (and science!) of selling, I work hard at it and I know I’m good at what I do.

Young Boy at the office - When Selling, Be Yourself

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Unfortunately, I haven’t always felt that I could be myself. I used to wish I was older, more mature or more experienced. I inherited good genes and I’ve never really looked my age. In business, that has often led me to wish I was something that I wasn’t.

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Book Recommendation: Selling to Zebras

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Today, I want to share my review (and recommendation!) of the book “Selling to Zebras” by Jeff & Chad Koser. Shane heard about it on a podcast a couple of years ago and knew I’d want to read it – I’m so glad I did. This book fundamentally changed the way I prospect.

Zebras Drinking Water

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So what’s all this talk about zebras? The first line of the book is, “Ever had a nice fat bonus – the kind that makes your year?” I knew after reading the first line that this book was going to be helpful to me and my clients.

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Why Your To Do List is Overwhelming

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Whenever I discuss time management issues with my clients, sooner or later we always get to their to do list. They feel overwhelmed, they don’t know where to begin, and they never know how to prioritize when their to do list has become “a mile long”.

Barn - A Project is not a to do list item

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I’ll never forget the day I was working with Vic on his to do list. Part of his career plan was moving from his farm back to the city. But as he thought about getting his farm ready to sell, his to do list was so daunting that it had him almost paralyzed.

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Ask Dew: Do I Work Too Much?

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Dew: I get so much done when I work on Saturday and Sunday, but then I feel guilty. If I’m working everyday, is that too much work? -Nigel

Businessman Near Lake Too Much Work

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Nigel, I would guess that if you feel guilty for working on the weekend it’s because you’re not setting proper expectations with your family or you’re not holding yourself true to honoring your time during the week. This can lead to you needing the weekend to “catch up.”

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