Creating the Network
by David Goldsmith

More Information About the Author: Click Here for the David Goldsmith Home Page

Sales come first. Any manager, owner or CEO knows that without business the company will never develop or have the cash to expand. In previous generations we looked to corporate leadership to be the force "leading the charge" not pointing the finger in the direction for sales people to follow. Most successful sales companies have sales managers who understand the value of networking as a tool, not only find business but to create successful long-term relationships.

Here are 10 tips for making the best out of a gathering of people. This is assuming that one already understands that if you don’t show, you can’t win the sale.

1. Show up early and act as if you are helping to invite people into the event.

2. Place your name badge on your right breast. When you extend your hand people can read the name.

3. Place your business cards in your left-hand packet and when you receive a card place it in your right hand pocket. In this way you are not fumbling around for a card or giving out someone else’s.

4. Come up with a 1-minute explanation of your business. If you can not describe the concept of your business in that time frame, work on presentation until you can!

5. Get in line and talk to the people in front of you. Stick your hand out and become part of another party.

6. Don’t hang with the people you came with; you already know them.

7. Ask questions. This is not your time to sell, its your time to learn. Asking questions helps to clarify if the person is a potential customer and of what use you can be to them.

8. Make meeting people a game. Come up with a reasonable amount of cards you will collect in an evening. Having a goal will keep you moving.

9. Take the minute to reconfirm previous contacts. Set a limit to a few minutes per encounter. Its easy to get lost in time.

10. Follow through with everyone you meet. A quick email keeps your name and services in front of them for future potential business.

The hardest part of networking is showing up. Once you’re there, make the most of your time and keep the cards flowing.