Leverage What You Have to Get What You Need

Articles, Selling

The inspiration for this post actually came from one of our NetWorks! Boise Valley members who was struggling with his decision whether or not to remain with his group. I’ve heard the arguments (excuses) many times before . “I’m just not getting enough out of the group” or “The people in the group are not really the people that I need to be networking with. I need people (industries) more like …..” As it turns out, this individual consulted others and made the right decision to stay. I have no idea what pearls of wisdom he received but, here is what I have would have told him and others …

NetWorks! Boise Valley is a B2B networking group. A common goal for this group is … “I want to run with the Big Dogs”. Certainly, there are arguments in favor of this. Big Dogs make the decisions, they refer down the chain of command vs. up, and they have a tendency to run with other Big Dogs. However, while these factors may be valid, they comprise a very small part of the total picture.[Tweet “In sales, leverage what you have in order to get what you need!”]

A great place to start this process is in your bathroom. Take a look in the mirror and ask yourself if you are doing everything you can to leverage the relationships and the opportunities you already have. Being honest about this is a plus. While many of these tips are specifically for our group, they also apply to any other group that you may be involved in or even if you are in no group at all …..

  • How is your attendance at meetings? If it is less than 75% , and you are not getting what you want, I would start there. Relationships are built on trust and that starts with others seeing you and doing so regularly. Do you arrive on time or do you like to make a late entrance ensuring that the focus is on you? After all, it is all about you. Right?
  • What do you bring to the group? I’ve found that more often than not the people who do not do well are getting back exactly what they bring. What few leads they do provide are incomplete at best. And they expect more than that from others??? Givers gain and whiners walk.
  • NetWorks! Boise Valley Groups employ a web based CRM for tracking leads. When was the last time you visited it? When was the last time you updated a record so that others could benefit from your discoveries? When was the last time you picked up the phone and asked the member who gave the lead for either more information or for permission to use his or her name? Hell, when was the last time you even followed up and called on one of these opportunities?
  • When was the last time you called another member up and went out to coffee or lunch?  Have you shared contact lists and connections? I’m willing to bet that if somebody knows you and trusts you, they would be more than willing to do both. I am.

Now let’s talk a little more in generalities …

  • Do you regularly engage with others more than just follow them on Twitter, friend them on Facebook, or connect with them on LinkedIn? I’m talking “nose to nose and toes to toes”.
  • How about your existing clients? Not only will you strengthen your relationship with them, they may also be happy to introduce you to others (provided you have earned that right). When was the last time you referred one of your clients to others or referred somebody to them who could help them with a challenge?
  • Have you taken full advantage of Social Media? Your free piece of the “digital pie”? Are you even active on any of the major platforms (Twitter, Facebook, LinkedIn)? If no, why? No time? Contract with somebody to help you achieve your goals. I have members that I can recommend.

So, at the end of the day you still find yourself stuck in a group comprised primarily of “lowly salespeople”.  When was the last time that you asked one of these folks to introduce you to their Big Dog or their key contacts? Before you answer that, please answer this …. have you even earned the right to do so?

Please note – This article was originally written and published by me on my NetWorks! Boise Valley site. If you are a B2B salesperson living in Boise, Idaho and are looking for a top-notch networking group … please visit the site and give us a shout!

Craig M. Jamieson

Craig M. Jamieson

Managing Member at Adaptive Business Services
Craig M. Jamieson is a lifelong B2B salesperson, manager, owner, and a networking enthusiast. Adaptive Business Services provides solutions related to the sales professional. We are a Nimble CRM Solution Partner. Craig also conducts training and workshops primarily in social selling and communication skills. Craig is also the author of "The Small Business' Guide to Social CRM", now available on Amazon!
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