by Admin | Feb 7, 2013 | Networking
Timing is everything. We know that luck can play a huge part in the success of our careers. Yet, when you start knowing people who land great jobs, work with great clients or get the best promotions, you start seeing that these people have a huge network behind them of mentors and supporters. The real question then is: When do you invest in those relationships with your time and energy? When you need them? Or when you don’t? I was having a conversation with one of my current class participants – Frank – and he’s a pretty networked guy. The conversation turns to the biggest pet peeves we have with folks who are great at coming to connectors to ask for help with making a conversation happen. Being generous folks that connectors are, they drop what they are doing and initiate an introduction to a great opportunity for the person making the request. For the requester, the job is landed or the client engaged and happily ever after ensues. Connectors do this regularly, so when doors are opened for someone and that same someone has the opportunity to help someone else, there is an expectation of a level of effort to payback what someone has done for them. It is not about payback; it is about reciprocity. Connectors understand that connections happen when you need them, because you invest in people when you don’t need them. You don’t do it expecting quid pro quo. You do it because you recognize to get what you want, you must help others get what they want. You pay it forward. You establish...
by Admin | Jul 26, 2012 | Networking, Prospecting, Referrals
This topic always strikes up a great conversation when I have it during one our Productive Prospecting workshops and it has been the source of many large and painful train wrecks for professionals in their careers. The rule of “that which gets rewarded gets done” is often understood but the execution is fraught with many potential dangers. From the appearance of impropriety to perceptions of an employee receiving ‘kickbacks’ to potentially someone feeling insulted over ‘just doing the right thing’ leaves a lot of room for error. Too many people think of rewards in terms of monetary compensation only when there are so many other rewards that are often more meaningful (and, frankly, less risky). Today’s post will discuss a couple of options that we have found successful in motivating many quality referrals to our clients and perhaps you can share your experience also. Our first example: An insurance agent who sold P&C (property and casulty) insurance to large employers in the Springfield area partnered with another agent who sold Employee Benefits offered a 50% commission split to provide access to his clients for benefit sales. Much business was written and both producers were happy. The P&C producer retired after a year and a half and the benefits producer got to keep the client relationships. Things to consider: Was there on-going access to additional referrals was gone after the producer retired? What if the Benefits producer got paid 1/2 but still had to do all the work? How would the clients feel knowing that the reason the introduction was made was for sales people to make $, not necessarily...
by Admin | May 15, 2012 | Networking, Prospecting, Referrals, Selling
Are there days you ask yourself why you do what you do? I know many of the professionals I coach will stop and ask themselves this question. Especially if they are experiencing not so great results from a lot of hard work. We spend 1/3rd of our days at work, sometimes more. And that’s ½ of our waking hours. We enter the workforce when we are 20 (sometimes sooner), and we exit at 70+ (remember the ‘new normal’ with retirement planning and social security?). That’s 50+ years you devote to a professional career. God promises us 3 score and 10 (translates to 70 years in non-Bible math) in our life. If we are promised a lifespan of 70 years and more than 2/3rds of that is devoted to our profession, shouldn’t it be something worthwhile? I ask you these questions to get you thinking about what you do in sales. I was visiting with a group of sales professionals who thought by expanding their relationship with their clients it would appear as if they were ‘just selling more stuff’. Is that really what you consider a career of sales? People buy solutions from people they know, like and trust. I don’t know about you, but if someone is ‘just selling something’ they don’t fit into the ‘know, like and trust’ category. There are a few really smart people I know that are always seeking innovation. They adopt new habits, buy new technology and hire the best service providers. I call them when I am looking for a solution. I do this because I – like most business owners –...
by Admin | May 6, 2012 | Networking, Prospecting
I love the lessons learned from the big screen. For the first time in my life, I recently went to see the first showing of a new release. It was The Avengers – a definite must see for children of all ages! During the movie, though, I kept thinking of how many of these plots demonstrate a valuable skill set for us to learn from. Of course, my lessons are around prospecting and networking in particular, so here are my thoughts around the 5 Lessons Learned from the Avenger’s Network… Reach out. Even though you may be super talented and have super powers, you have your own strengths and weaknesses. Others are often able and willing to step in and help you out so reach out! You are stronger as a team. Each member of the Avengers is a bad ass in their own right, but together they are unbeatable. Even when problems may arise and you feel defeated, look to others to help you and you must be there to help them when they are down. Ask for help. It’s OK to not have all the answers and often by brainstorming with your peers and partners you can find answers to the biggest problem the mightiest villain can throw your way. Sometimes your super powers are hidden. The ‘normal folks’ bring great substance to this story. Not to be a spoiler, but one of the key support members of the Shield Team inspired greatness, from his connection with the love interest of Iron Man. He gained her support to engage this critical team member into giving more than...
by Admin | Jan 11, 2012 | Goal Setting and Achievement, Networking, Prospecting, Selling
2012 is here whether you like it or not. This time of year brings reflection, celebration and sometimes regret. Many of the folks I talk to each week have had a mixed bag with the economic challenges, changing market conditions, political uncertainly and overall unwillingness to move forward and make something happen. My clients in construction are challenged with the lending environment, clients in insurance are dealing with the uncertainty of health care reform, financial service professionals have a turbulent market, fill in the blank with your challenge from the above or perhaps you are dealing with you own. What’s a sales person to do? Environments such as the one we are in right now leave you in one of two places: the ‘Waiting Place’ referred to in Dr. Seuss’s the Places You Will Go (a must read, my favorite book this year) or the ‘On Purpose’ place. In the Waiting Place you are at the mercy of circumstances out of control of your own life and destiny. You are at the mercy of your clients, prospects, competition – name the reason for lack of results. In the ‘On Purpose’ place you recognize that while many circumstances may be beyond your control – how you react to challenges is completely in your control. Ready to change your address from the Waiting Place to the On Purpose Place? Here are a few thoughts on how to do just that. Recognize the positive that happens each and every day. What you reflect on will reproduce itself. You think about crummy stuff and all it seems you are surrounded by is crummy...
