Bruce Springsteen’s new song from The Wrecking Ball can (should!) be the motto for Adrian’s Network–we take care of our own!

We have a rich and robust group of business experts and professionals across most every business category and profession. Our members are experienced, often tops in their respective professions and have gained accolades from all that know, work and network with them.

When you have a business requirement that can be filled by someone in A’s Net you truly need to look no further. Reach out to our community FIRST.  And while we’re on the topic of “reaching out” I hope that you do so regularly and make substantive introductions for your fellow networkers in our group.

We take care of our own indeed.

For sure this isn’t the right time to stop doing any form of marketing, to decrease selling initiatives and refrain from going to events, trade shows, networking and other activities in which you grow visibility and presence.

And surely this isn’t the time to accept the status quo and just simply hide “until things gets better”.

Rather, if you snooze during this time, you lose.

Lose customers to your competitors that are actively promoting and prospecting for new business.

Lose visibility amongst your contacts and connections, leaving room for other folks to become the recipients of introductions and leads.

Lose your confidence and edge so that when things pick up you’re running a slower mile than the folks that never broke their stride.

Sure you may have to readjust and reduce some of the dollars that were supposed to be allocated to “non-discretionary” activities. But, that doesn’t mean that ALL such efforts have to be eliminated.

So, wake up.

Don’t hit that snooze button.

Recalibrate, reinvent, reinvigorate and realign how and what you have to do to keep moving forward.

Just don’t snooze.

1. The networking contact with whom you are meeting spends the entire time telling you about their products / services and never once do they turn the tables and ask you to tell them about your business and what it is you do or how you do it.
2. You notice that you have made scads of introductions to a fellow networker but have gotten nothing in return. I don’t mean one, I don’t mean two, but many many introductions that have been welcomed and accepted but not reciprocated. (Note: what goes around may NEVER come around.)
3. A networking contact makes some introductions however the people to whom they are introducing you do not respond to your email or telephone contacts. When you ask the person who made the original introduction, they tell you that the contact is “extremely busy” and just be patient. (Really. And you’re just sitting around reading the NYT and playing on Facebook?!)
4. The person to whom you’re been introduced tells you about the folks that they sell to and/or network with. You listen patiently, ask questions and then when you interject that you too work with and network with the same types of individuals / companies and think that there might be some sort of exchange of contacts, they simply ignore your comment and continue to reference their own needs.

Anyone you know?  No, then count yourself lucky but if in fact you recognize some of these scenarios then stay vigilant and be ready to cut yourself loose before too much time is wasted.

Now I would never (never!) be so presumptuous as to do any sort of Gaga and Adrian comparison. That would be really nuts, right? But for amusement’s sake, let’s play this out a step or two.

You see (like Lady Gaga) I also aim to gain the dedication and loyalty of my clients, contacts, referral sources and prospects extending myself at all times and in all ways by being a trusted ally and friend ready, able and willing (most of all willing) to lend a hand when needed.

The “buzz” around my personal brand has indicated that I’ve been successful in demonstrating my commitment, and it is something that I think about and attempt to improve each and every day.

What about you? Are you like Lady Gaga? How are you growing your base of fans and most of all, do your fans know how much you care? How do you demonstrate your appreciation and respect for their business and / or friendship?

Most of us don’t do a good enough job of this so before you cast aside any thoughts that Lady Gaga can’t possibly be a business role model, think again.

Remember the following three “I” words as you navigate through the sales process to walk that fine line between pushiness and persistence. They will keep you on the radar in a way that positions you as a valuable ally and resource – exactly who you want to be now and as the economy begins to improve.

Invitations

If you’re like most sales professionals, you probably receive more invitations to tradeshows, industry and charity events, seminars, and get-togethers than you could ever possible attend. Don’t let them go to waste! Instead of “circular filing” them, dole them out to prospects and clients.

Of course, they have to be relevant to their particular industry or interests. But, by being generous with your invitations, you’re using a very non-obtrusive tactic to position yourself as someone who will go the extra mile to establish and grow a business relationship.

Don’t stop with the invitations that you’re not using. If you’re planning to attend an event or show, why not ask a potential or current client to join you? It’s the perfect opportunity to spend some quality time together, build the relationship, and learn more about their business needs.

Introductions

One of the most valuable tools in any salesperson’s arsenal is their Rolodex. If you’ve built up an impressive list of contacts, you should be facilitating introductions – either cyber or in-person. You’re golden in the eyes of those you’re selling to if you’re introducing them to someone of value. If you want to garner some positive attention – give a referral. No one deletes an email or ignores a voice mail from a person who sends introductions!

Information

We undoubtedly live in the information age. If you can be a true resource for information that is timely, interesting, and of value, you will not be forgotten. Utilize Google Alerts, and other online tools to stay as current as possible. Sign up for newsletters, journals, and blogs. And, generously pass along information that can help others with their businesses.

As you develop a reputation as a knowledgeable “go to” person, consider starting your own blog or signing up with Twitter where others can check in with what you’re deeming interesting and worth writing about.

What’s interesting about these three I’s is that they are free and readily available to each and every salesperson who is interested in maximizing their ability to provide great service. However, they require the ability to be engaged and interested in partnering with prospects and clients. At the end of the day, it’s not just about making a sale; it’s truly about forming a long-term relationship that is mutually beneficial.

Networking is akin to someone opening a door just a bit. It’s your choice to push the door open to enter into the world of others. If you’re not putting your time in to follow up and form relationships, you’re merely peeking in the “networking” door and closing it in the face of potential opportunity.

Networking is truly a contact sport that requires you to be proactive if you’re going to win. Are you guilty of taking a defensive networking strategy; waiting for others to contact you? If so, the following tips are well worth reading and following if you want to achieve any level of success from your efforts.

Ask How They Want to Be Contacted

Much of the reason why so many of us don’t follow up after a networking event is that we simply don’t know the best way to take that next step. Do you email, write a hand-written note, or give them a call? It can certainly be confusing, but there is an easy solution to this. At your next networking event, ask the individuals that you’d like to connect with again what the best method is to reach them. If they are vague, they probably don’t want to pursue anything further. If they do tell you their preferred contact method, you can be confident about how to follow up, and most likely they’ll be anticipating it, too!

Be Timely

Ok, you now have a stack of business cards, and the thought of contacting everyone can be overwhelming. But, you have to do it, so develop a plan of action. Separate your contacts into two groups – the group of individuals that you want to contact for a specific purpose and those who you simply met but have no specific reason to call. Call back the first group as soon as possible. Then, send a note or email to the others saying how pleased you were to meet them and that you are looking forward to seeing them again soon.  Don’t forget to add everyone’s contact information into your database for future reference.

Be a Sleuth

Thanks to the Internet many of your contacts will have an online presence. Google their name and see what comes up. Then, befriend them on LinkedIn or Facebook. If they have a blog, write a comment and let them know that you enjoyed meeting them.

Focus On Giving

Instead of hoping that someone will contact you with a potential opportunity, make a list of who you met and how you can help them. Do you have a recommendation or a contact for someone? Great! Follow up with the information. If not, consider sending an article of interest, an invitation to an industry event, or even just a note or email that you’ll keep your eyes open for possible opportunities.

Prospects and clients have ALWAYS had the power to prove just how much they want and need your services. They do it by accepting your proposal and then by continuing to work with you and in this environment, heck, in any environment, you need to show the “love” on an ongoing basis.

They’re NOT under your thumb. There’s always competition waiting to eat your lunch and if you want to rest easy (ok, easier) and be confident that your clients are firmly in YOUR court, may I suggest the following:

1. Go over and beyond what is expected. Doing a good job is no longer enough. Strive to be “great” and make your clients raving fans.

2. Don’t BS. Presenting a less than honest picture of what you can do and how you can do it will lead to disappointment on the part of the client and they will go elsewhere.

3. Be on time and on budget. (Nothing more to say about that!)

4. Become a resource and not a vendor. Resources are valued and are not as often subjected to budget scrutiny. Vendors are replaceable; business resources not so.

5. Show your appreciation for their business. Do it frequently.

Take my advice, unless you’re Mick Jagger, you shouldn’t be singing this tune.

1) Be flexible, creative and make an offer that people WANT. Don’t be rigid and stick to what you’ve always done before. These are different times and old tricks just might not work. Do you know what your prospects want, what they crave, what they’ll say “yes” to? You don’t? Then why not do a survey and find out. The best way to increase sales to provide products and services that the market wants. Even if you’re a superstar salesperson, if they don’t want it, you’ll probably have a difficult time getting them to buy. Why work so hard? Ask the right questions and the market will tell you what they want and need and perhaps even what they will pay for it.

2) Have you looked at your existing database lately? The fasted ROT (return on time) comes from your existing clients, dormant accounts and even those prospects that never said “yes” but are still in that undecided stage. So take a close look; do it now! Start with the clients that have given you the least amount of business and find out if that is because they truly have no more sales potential or are they giving a portion (perhaps the larger portion) of their business to your competition. (You didn’t really want to leave business on the table, did you?)

3) How good are you at staying on the grid? If you allow yourself to be “out of sight, out of mind” then you are simply not getting as much out of your prospecting efforts as you should. We are all inundated with marketing messages and if you are “checking in” and “touching base” then you are being banal and not winning the attention and interest of your prospects. Remember the three I’s (information, invitations and introductions). Deploy them and you will be a sales superstar.

Start now; the sooner you take action, the sooner more business will flow into and through your sales funnel.

Any questions, give me a call.

Yep, I’m sitting here and looking at the myriad of beach set-ups. Some folks have umbrellas and elaborate sun blocking paraphernalia; others are lying on chairs and blankets basking in the rays and clearly going for the glow. They’re all making it work for their specific needs…customizing it for themselves so there’s full satisfaction.

Do you do that? Customize I mean or, do you have a “one size fits all” approach?

Sure there are certainly businesses and applications where customization is unnecessary, and where a cookie-cutter approach is just fine and perhaps even preferred (think about it…when you get your Dunkin’ Donuts don’t you want to “know” how they’re going to taste?).

But for us consultants customization is king. We seek to deploy solutions that are specific to the situations at hand, and we do this by exquisite probing. Asking the kind of insightful questions that enable you to uncover exactly what you need to know is a best practice in sales.

I encourage you to do these simple things:

1. Prepare a list of 15-20 questions that you should review prior to every prospect interaction. Add new questions to the list as they become relevant.

2. Practice your probing skills and refine your delivery and timing so you don’t come across as interrogating your prospects. Use your prospect’s answers as a platform for you to provide additional information and benefits statements about your product or service.

3. Listen to the responses that you receive. 80% of the sales dance is listening.

Remember that if in your business one size does NOT fit all it is up to YOU to get to the heart of the situation. You can never count on the prospect to freely disclose their wants and needs.

Sunscreen anyone?

You know the situation.

The project is completed and there is nothing left to do. You did a good job and the client is more than satisfied but you heard me, there is nothing more for you to do.  (And yes, you’ve explored ALL of the tangential projects as well.)

Yes. It’s over and time to move on to other projects and clients however although you are moving on, must you really get “divorced” from your previous, and now, dormant account?

The answer is a resounding no. Separation perhaps, but not divorce, because there is always the potential of a renewed relationship on yet another project further down the line.

But just how will you get that next project / renew the relationship?

Might it be by “keeping the faith”?  Definitely…NOT!

While faith is fab it does little to renew business relationships. You have to continue to add value to the business relationship even when that relationship is in a hiatus period. You want to maintain a connection but you must do it in a way that provides a benefit. That means sharing information and invitations. Extending worthwhile introductions. It doesn’t mean “checking in” or “touching base” and other overtures that will waste your (inactive) client’s time.

Yes, maintaining the relationship in such a manner that your reach-outs are desired.

So feel free to keep the faith but make certain to deploy sound sales and marketing tactics too. Then, and only then, might you see that client again.