Network strength will be the key

Build your network before you need it

 

This has never been more relevant than it is right now. With more people facing redundancies, the market shrinking for sales people, much success for securing new work and getting in the door will come down to the strength of your network.  Gone are the days where we can leave one job, walk next door into a new one with better pay!  And gone are the days when sales people can get away with playing the numbers game – there simply will not be the numbers.

Unless you’re 50, you won’t remember the last recession as an employee.  Unless you’re around 60, you won’t remember owning a business in the last recession.

BUT IT WAS TOUGH.  GET READY NOW.

It’s too easy for us as sales people to become complacent with the clients we have: in retaining and growing those accounts without also planting seeds for our future sales.  We get distracted.  It’s safer, more comfortable and frankly easier to look after what we have.

Growing our network before we need it is a discipline everybody who works or sells needs to develop.   And it doesn’t need to be arduous, overly time consuming or invade your private life too much.  But, it is an investment in your future, so surely you’re worth enough to set aside a few hours a week?  When you do, here are a few tips to help you build your network, nurture that network and deepen your connections within that network:

 

ONE: Build an ecosystem

One of my clients has a business development person who is EXCEPTIONAL at doing this.  His brain works this way.

He and I use a plumbing analogy to describe what he spent his first year in the role doing: laying and connecting the pipes.  He also won a significant amount of business as a side effect of doing this, but he intuitively understood that if he built around him an ecosystem and became an integral part of the way that ecosystem defined itself and functioned, he would be able to simply “turn on the taps” and capture the flow of opportunities.  He just needed to set it up well, and then ensure he had the right receptacle.

He became an influencer in his ecosystem by understanding the problems end customers had, where they went to have those problems addressed and then ensuring he became part of the solution.  He spoke at conferences.  He became an advisor and mentor to start ups alongside the institutions that incubated these embryonic businesses.

He developed collaborative advisory relationships with people who would refer him (because they understood the value he brought), and he continued to deepen his understanding of the people and direction of his ecosystem.  He’s seen as integral in that world.  He’s the go to person.

He’s written over $500k worth of business this quarter which is the result of the previous year’s hard work setting it up that way and will continue to flow.

 

TWO: Categorise your contacts

Not everyone in your ecosystem will be prospective clients.

Some will be referrers.

Some will be people to whom you can refer others that compliment your business or service.

Others may be suppliers that enable you to have greater reach to a market you couldn’t reach on your own.

Within those categories, there’ll be gradings of value to you that will form the basis of the type and frequency of contact going forward.

Whether you use a CRM to help you do this and to set reminders or a spreadsheet or outlook…well, just use something that works for you.  But use something to enable you to systemize your contact with each category and grade.

 

THREE: Dedicate time every week to contacting your network

This is not a one size fits all approach.  There should ideally be a variety of contact like:

Broad brand building contact such as an email or post in your chosen online community
Face to face time spent building insight
Face to face time spent deepening your connection
Face to face time with people/persons you haven’t met with yet
Phone conversations to stay connected and across your networks’ world
Written communication specific to individuals within your network

 

You are important.

 

It’s irrelevant whether the business is yours or you work in someone else’s.  Networks matter.  Like beautiful gardens, it takes constant tending to your network to keep it flourishing, relevant and alive.  Find time.  Get up earlier or stay up later.  Or both.

But do it.

You’ll need it sooner than later.

 

 

View our other posts

Consistent AND Effective

Sales teams must get into action now.    Yesterday in fact.  Waiting for the mythical “return to normal” has well and truly been debunked with further lockdowns, physical restrictions and extended travel restrictions across Australia. But it’s different now.  It...

Are You Listening?

I keep hearing 80’s band Pseudo Echo playing in my head…   ”I say, you say, weren’t you listening?  Now it’s too late, you’re not listening…”Ahh, such wisdom lads….:)   But let me return to the present day!  Once another person feels like they’re not being...

Recurring Theme

It’s fair to say that I speak with dozens of people directly and indirectly each week.   Most of these are salespeople, sales leaders, business owners and C-Level decision makers.  What concerns me is that in conversation after conversation, organisation after...

STOP IT

Everyone knows how to have a conversation, right?    Everyone knows how to create powerful, instant connection with another, right?  Everyone knows how to adjust their behaviour in order to make someone else comfortable, right?  Everyone understands the power of...

Network strength will be the key

Build your network before you need it   This has never been more relevant than it is right now. With more people facing redundancies, the market shrinking for sales people, much success for securing new work and getting in the door will come down to the strength...

Get Cut Through in a Recession

Lockdown restrictions are easing.   People are starting to return to the workplace in some states.  For many sales teams, they’re back on the road, able to see customers and prospects in person – albeit in compliance with distancing regulations. If sales teams...

Is Your Team Ready to Sell to Customers Who Don’t Want to Be Sold To?

Read the room people.    We’re back to work, but not like it was before.  It’s different.  We’re different.  We’ve all changed. COVID has taught us to think about how our actions impact on others.  So now that lockdown restrictions are starting to ease somewhat,...

Growth Happens on the Edge

Growth Happens on the Edge   I’m quoting one of the greats: my dear friend and colleague Natasha Facci here.  It’s true. Whether you’re an organization or an individual, we’re not stretched enough while everything is running smoothly.  After all, if it ain’t...

Go there first

This morning I heard a sobering statistic about the number of suicides in one weekend.  It stopped me in my tracks.  Literally took my breath away. If that stat was about COVID-19 deaths, we’d all know about it.    But it in a way, they are related.  While many...

No touching: the future of retail

Despite a spike in retail sales in March the month ended with most retailers closing their doors, stand down employees, and apply for the Jobkeeper allowance.   Unlike the supermarkets, sporting goods stores, home entertainment stores and those catering to the...