Professional networking is a key skill set for successful consultative and direct sales professionals. Unlike cold calling and blind prospecting, professional networking is about building meaningful, mutually beneficial relationships with people in similar or related businesses and areas, then using those professional relationships to gain introductions to potential customers.
Professional Networking Opportunities in Direct Sales
Successful professional networking can make or break you when it comes to professional sales. For many car sales professionals, sitting on the lot and waiting for customers to come to them is where their prospecting skills end. Unless you work for a particularly popular and busy dealership, this is a great way to waste your day and a wonderful way to fail. If you're new to sales and don't have the 20 years of referral business that the old pros have, professional networking can help you quickly build your referral portfolio and bring in customers now. Consider these professional networking opportunities:
Prospect for leads through your service department. In any sales situation, the best place to be is on the front lines, where the customers are. When it comes to car sales, this means in the service department. Your service technicians and service writers are the first ones to know when it's time for a customer to trade in that old clunker for a new hybrid. Get to know them, and you can be sure that they'll occasionally recommend you to those folks ready to buy.Use small business networking and connect with your insurance salesperson. When do you normally talk to your insurance dealer? Probably when you've had an accident. That makes insurance people a great source of potential leads, especially during typically slow times (like winter).Professionally network with your mechanic or a mechanic who specializes in the model you sell. Another potential goldmine of prospects is your personal mechanic or a mechanic who specializes in the model(s) you sell. Network with him, and just like with your insurance salesperson, you two can work in tandem, referring customers back and forth.How to Start a Professional Networking Relationship to Increase Sales
It's important to remember that for a professional sales networking relationship to be successful, it must be mutually beneficial. This means that there has to be something for both "sides" of the relationship. And don't forget your customers: You must provide value to your shared, prospective customer base, too! Do the following to build a solid foundation for your professional networking relationship:
Select people who have client bases similar to yours. For car sales professionals, this means targeting other professionals who work with people who may be in the market for an automobile.Meet and greet. Find a way to meet your potential professional networking partner. If it's someone you already know, this can be as easy as popping in for a quick discussion. If it's someone you don't know, you'll need to find a reason to connect, introduce yourself, and explain your professional intent.Make an appointment to share referrals. Once your new professional networking partner is on board, schedule an appointment so that you can share current referrals with one another and work out a plan for sharing future referrals. This could involve sharing business cards and marketing collateral, so be prepared.Follow up after your sales meeting. Not only is following up sound business practice for any sales professional, on an emotional level it also helps cement the new professional networking relationship that you're building. By following up with your new sales partner in a prompt and professional manner, you're showing how well you'll also treat the leads he is sending and will be sending your way.Maintaining Successful Sales Professional Networking Relationships
Like any strong relationship, building a successful professional network takes time. These relationships aren't built overnight, but by investing the time, thought and energy to get them started and keep them going, you can jump start your sales career and turn it into a well-oiled sales machine.
To keep your professional networking sales machine chugging along, consider the following:
Keep in touch with your professional networking partners. Follow up occasionally by sending thank you notes for referrals, letting them know of recent successes and celebrating milestones.Don't forget to network with past and current customers. Who knows what you can offer better than those you've already done business with? And, if you properly followed The Road to the Sale, you already know what business your client is in and whether there's a mutually-beneficial, professional networking relationship to be had. The best time to ask for customer referrals is right after the sale. Simply point out that you're putting your business card in with their operating and warranty manuals, thank them for their business and remind them that if they know anyone who's in the market for a new vehicle, you're happy to be of help. (And, if your dealership offers a referral bonus, now would be the time to tell them about it!)Learn about your sales partner's business. By learning about your professional networking partner's business needs, you'll be better able to find common sales ground and interests. Just like in your http://gsmfaturaode.com/how-to-save-fuel-for-your-car-without-having-to-sacrifice-a-lot/
