Networking - the second most important thing.
In my last blog I covered the most important part of business – the Close! The reason is most people don't understand that what makes a business successful. They get dollar signs in their eyes and think that either once they get that web designers certificate or open their doors to their business life will change and it will be all down hill from there.
Truth is that is just the beginning. If you want to start a business then you need to focus more on the business, specifically sales and networking end than the service or product end. As I said, you can have the best product or service and if no one knows about it you are going to fail. On the other hand you can have a poor product or service and if you have a good sales person you can make bank. And the key to a good sales person is closing. Getting the deal done.
An important component for the sales professional is networking. And not only the sales professional but the upper management as well. Remember, your business is only going to be as successful as the sphere of people that know about it. The more that know the more that you have the chance of gaining as a client when they need your services. And that is an important point of marketing that I will cover in the next blog. What advertising is really about.
OK, back to the point if this blog – Networking. Ideally everyone that works for your company should feel an important part of the whole and should be proud to work their. That is determined a lot by the way management leads but for this lets assume there is good management. They should encourage all employees to keep their eyes and ears open for business opportunities and interject the business at any and every chance they can. And the business should reward them for doing so by compensating them for the contact once a deal is done.
All of the sales and management staff should always have business cards and be ready to offer it up at the drop of a hat. It is important for people to be in situations where this is likely to happen and that includes being a social butterfly for a variety of things. Meeting people and shaking hands like a politician. They can't stand in the corner of an event or even at a bar or party and not introduce themselves around. One of the first things we ask people when we meet them is “what do you do?” It is a perfect chance to talk about the business.
A popular way to make great business contacts that was popular in the past was joining social groups like the Lion's Club, Eagle's Club, Moose Lodges, Free Masons, and here in Tampa we have what are called Krewes. It is very important for all of the top management and sales staff to partake in these kinds of events even if they are not predisposed to do so. Business is not what you know but who you know. That is why if in your profession you have seen work done by others and were just appalled at the lack of quality knowing you could have done a lot better job; they got the gig because of who they knew.
Another important concept is that often people working for one business will join the same groups. This is not the best use of resources. Everyone should find their own group to join to reach more people.
Once you find the right group for you or if you find yourself at an event or party introduce yourself to everyone within reach. Don't sit there like a lump on a log. You don't have to be a complete nuisance about it but you need to make that sphere as large as possible. If you go to an outdoor concert and are sitting on a blanket introduce yourself to the people around you.
If you are sitting at a bar introduce yourself to the people around you and the bartender. Bartenders are great resources. They know everyone and if they are a good bartender know everyone business. Get on their good side and that will help a lot. Don't always go to the same places but got frequently enough that people recognize you and know you. Make that point to say hello to the staff and shake their hand and look them in the eye and ask them how they are.
NEVER get drunk at a bar. NEVER make a fool of yourself by over indulging at any event for any reason. And do not post any pictures of you online anywhere for any reason of you over indulging even if it is expected. It reflects on you and in return the business.
As I've pounded and pounded here the way to make a business successful is selling and closing the deal. The more people know about your business the more chance you have of being successful. It is important to build relationships with the business community and foster those relationships. And when you do get the chance to make a deal make sure you close it.
Truth is that is just the beginning. If you want to start a business then you need to focus more on the business, specifically sales and networking end than the service or product end. As I said, you can have the best product or service and if no one knows about it you are going to fail. On the other hand you can have a poor product or service and if you have a good sales person you can make bank. And the key to a good sales person is closing. Getting the deal done.
An important component for the sales professional is networking. And not only the sales professional but the upper management as well. Remember, your business is only going to be as successful as the sphere of people that know about it. The more that know the more that you have the chance of gaining as a client when they need your services. And that is an important point of marketing that I will cover in the next blog. What advertising is really about.
OK, back to the point if this blog – Networking. Ideally everyone that works for your company should feel an important part of the whole and should be proud to work their. That is determined a lot by the way management leads but for this lets assume there is good management. They should encourage all employees to keep their eyes and ears open for business opportunities and interject the business at any and every chance they can. And the business should reward them for doing so by compensating them for the contact once a deal is done.
All of the sales and management staff should always have business cards and be ready to offer it up at the drop of a hat. It is important for people to be in situations where this is likely to happen and that includes being a social butterfly for a variety of things. Meeting people and shaking hands like a politician. They can't stand in the corner of an event or even at a bar or party and not introduce themselves around. One of the first things we ask people when we meet them is “what do you do?” It is a perfect chance to talk about the business.
A popular way to make great business contacts that was popular in the past was joining social groups like the Lion's Club, Eagle's Club, Moose Lodges, Free Masons, and here in Tampa we have what are called Krewes. It is very important for all of the top management and sales staff to partake in these kinds of events even if they are not predisposed to do so. Business is not what you know but who you know. That is why if in your profession you have seen work done by others and were just appalled at the lack of quality knowing you could have done a lot better job; they got the gig because of who they knew.
Another important concept is that often people working for one business will join the same groups. This is not the best use of resources. Everyone should find their own group to join to reach more people.
Once you find the right group for you or if you find yourself at an event or party introduce yourself to everyone within reach. Don't sit there like a lump on a log. You don't have to be a complete nuisance about it but you need to make that sphere as large as possible. If you go to an outdoor concert and are sitting on a blanket introduce yourself to the people around you.
If you are sitting at a bar introduce yourself to the people around you and the bartender. Bartenders are great resources. They know everyone and if they are a good bartender know everyone business. Get on their good side and that will help a lot. Don't always go to the same places but got frequently enough that people recognize you and know you. Make that point to say hello to the staff and shake their hand and look them in the eye and ask them how they are.
NEVER get drunk at a bar. NEVER make a fool of yourself by over indulging at any event for any reason. And do not post any pictures of you online anywhere for any reason of you over indulging even if it is expected. It reflects on you and in return the business.
As I've pounded and pounded here the way to make a business successful is selling and closing the deal. The more people know about your business the more chance you have of being successful. It is important to build relationships with the business community and foster those relationships. And when you do get the chance to make a deal make sure you close it.
