2008 Sales Reluctance Survey Findings Revealed

The five categories in the sales reluctance survey I mentioned focused on: 1) networking events, 2) losing a sale, 3) delivering a proposal or presentation, 4) follow-up and 5) sales slumps.

Here's one of the problems uncovered about networking:

Do you go to networking events without meeting the right, and enough people, like 31.4% of people I’ve surveyed say they do.

But take one step back.

Before you can put effective networking conversations in place, your beliefs about the sales process have to support you in that same direction. It's techniques that allow you to make the value connection without feeling so self-conscious so that then the relationship will develop naturally from there.

Here's a networking strategy to loosen that straight jacket of sales reluctance:

Networking is one marketing strategy that finds you leads and connections. But how often do you go to a network event and have your energy sizzle out for you before you get what you intended to? I bet you've even experienced times when you wanted to turn around before you even arrived! The attitudes, behaviors and emotional methods that work need to be within your comfort zone so that you become energized about going to your next networking event. Really.

My Special Tip For Your Next Event.

First, here's one of my favorite techniques when you do go to a networking event.

Most sales training or even sales coaches might tell you to go to an event and meet as many people as possible. Talk with and get business cards from everyone you can. Then follow up with everyone to find out about your next step.

Whew, I'm exhausted just saying that as an idea.

Here's a little peek at what I know that you can do that you likely aren't already. Or else why would you be so held in the grips of sales reluctance?

So here's a strategy for the sales reluctant:

• Plan to go to an event.
• Decide in advance how many people or even who you want to meet.
• You might even want to ask a friend at the event to introduce you to just those people.
• Get only these people's business cards.
• Ask people to write their birthday on the back of their card – month and day only!
• If other people ask you for your card, give them only if you decide you intuitively know there is some worthwhile connection.
• Then, within two days, systematize your follow up with people and invite them to your next step to connect after the event. Also, use your system to send them a birthday card when it rolls around.

I'm headed to a local networking event this evening and I'll be both doing this myself and thinking that you might be out doing the same.

Listen.

Everyone loves to know you remember their birthday. Here's a great tip I stumbled on to make your telephone do JUST that for you!

Is this networking for the "right people", people you want to meet strategy more doable? Is it within your reach?

Give it a try and let me know how it works for you.

Pat Weber, America's Sales Reluctance Coach
Specializing for Introverts and Shy
http://www.prostrategies.com
Shy? Introvert? Reluctant about any part of the sales process?
Custom TIPAMONTH Marketing is an easy solution!
http://www.remembergreetingcards.com/easyfollowup test drive an account.

PS You can still take the sales reluctance survey! Read more!

Introverts and Balance in Business Networking

If you are an introvert like me, belonging to more than one organization for networking, you want to balance your energy and time. Everyone though wants a balance of give and take in resources, contacts, or clients. This keeps you in a steady flow of receiving. But in particular as an introvert and a salesperson, what are some ways to achieve this balance?

1) In a structured or unstructured event, when you connect with a number of contacts or connections for your specific networking purpose, you take don’t you? You take away something of value for yourself. Do you follow-up with those contacts? Don’t leave it up to them. You can do it easily enough without much extroverting. You can use something like I do, sendoutcards.

2) Do you follow-up with something they want from you? If you can, be on the giving end early in whatever way you can no matter how small. Your reputation will grow to be a connector. Giving is fairly easy for an introvert easy on because of our wanting to have close, but few connections.

3) If you belong to the association or organization participate on a committee. Even if there is one specific thing you know you can contribute for a committee, let someone know what you can do. Yes; you balance your membership with giving.

4) You may have some specific comments for the facilitator of an event to know that it was worthwhile. After all, you got a positive return on your time and energy didn’t you? Pick up the telephone or email that person to thank them.

5) You meet someone you know would be a valuable connector for you. Another take. Balance by talking for a few minutes to build rapport, with an exchange of cards and then move on. As an introvert I love being free to move on and recharge.

6) You got a referral you asked for. Now what do you give back? It’s quite appropriate to write a handwritten note or give a small gift to appreciate the person who opened the door for you.

7) If you always take but are short to give, you will find yourself not reaping all you can. If you always give but do not take, you will find yourself on the short end and maybe resentful. Stay in balance to stay in the flow of networking.

It’s a studied fact that when you balance give and take, you reap more than you would than if you just take. Reflect on how your networking balances give and take. Then act to either be or maintain balance.

Sign up to receive a FREE Report, FREE ezine and FREE Teleclasses from Pat Weber - America’s #1 Coach for Introverts, Shy and Reluctant People Who Sell at http://www.prostrategies.com.

Uncover your personality and #1 selling strategy with quick assessment tools at
http://www.prostrategies.com/free/Type_Assess.php Read more!