Networking: Last Quarter Coasting or Scrambling
As we embark on the last quarter of the year, what are your plans for your business? Are you beginning to coast because you’ve already met quota? Or…are you scrambling to network so you can finish the year on top?
If you are coasting, don’t do that. Your competition is nipping at your heels. Start working on next year’s plan.
If you are in scrambling mode, take a deep breath, re-group and tweak your plan. Some of the things you can do to tweak your plan include:
- Make sure you have identified everyone in your Connection Circle. Think about any group that you have become involved in for the first time this year. How well are you connected? Reach out and connect on a personal level.
- Look at your Inactive Client list. Touch base and ask for a new opportunity to work with them.
- Dust off that pile of business cards on your desk from events you have attended and enter them in your contacts. Drop them a note and your business card in the mail as a reminder of who you are and what you do. Ask them what you can do for them.
- Call existing clients to thank them for their business. Ask them if they know anyone they can refer to you. Be bold and ask for a personal introduction.
- Above all——Don’t be afraid to ask.
Now go out Make Connections – Seize Opportunities.
Peggy P. Edge (c) 2014
What is your Edge over your Competition?
If you can’t put a Square Peg in a Round Hole, then what is your EDGE over your competition?
Too many times sales organization try to emulate what their competition is doing. They create products and services that are “me too” and that dilutes your ability to be unique, special, innovative, i.e., different.
I sell products that are highly standardized. As a matter of fact, my clients can purchase many of the brands that I sell elsewhere.
So what makes me different? What is my “Edge” over my competition? It is my red hair, my wild and crazy personality; it is the Brownies that I have made for my clients each year during the holidays.
Brownies! Seriously, that is what one client told me several years ago. I asked, “Kyle, why do you do business with me?” He said, “It’s those wonderful brownies that you bring me every Christmas.”
Usually around July, he and some of my other guys will start in on me by asking, “Isn’t it about time for some of those Brownies?” I answer, “It ain’t Christmas yet!”
In the marketplace, when all things appear to be equal, there are just a few little details that can make you stand out and shine to your clients. So share with me, what is your Edge?
Peggy P. Edge (c) 2013
Professionalism in the Market Place
I have been asked to speak to the Nursing students at a local college. I look forward to sharing my 30+ years of war stories in sales with these young people.
Most likely they will roll their eyes at some of my fuddy-duddy ideas of being a professional in the marketplace. However, some rules never go out of style like, dressing for success not dressing to your own desire–pants-on-the-ground, pink hair, body piercings, etc.
Every industry has prescribed guidelines for what is professional in their market. Before you go to that first interview you should be aware that you will be meeting someone who is going to make a judgment about you and your character within the first 5 seconds you walk into the room.
Recently a young friend of mine interviewed for a job at a major telecommunications manufacturer here in the DFW area. Prior to her interview, she was told by the agency that she was working with that she would not be allowed to carry a cell phone into the facility—it must be left in the car. Oh my, what would she do if someone needed to call her during that time? Well, duh, they would just have to leave a message.
Yes, some corporations do not allow personal cell phones in the office. Can you imagine 8 hours of not being in touch with your friends?
I think very few young people coming out of high school and college these days have a sense of what it takes to be successful in a job. I’m not trying to negative here just realistic.
The bottom line is that if you want to be considered as a professional, you must first look and act the part.