Distinguishing Networking Marketing and Sales: The Chart from Seal the Deal

Distinguishing Networking, Marketing, and Sales*

NETWORKINGMARKETINGSALES

*Relation*	*Preparation*	*Implementation*
Pipeline building	Positioning yourself	Prospecting
Genuine interest in others	Market research	Understanding sales process
Meeting people	Strategy, conceptual approaches	Knowing your hit rates and numbers
Talking to people and getting to know them better	Planning activities for acquisition, retention, or reacquisition of buyers	Tracking progress
Getting out there and creating relationships of all kinds	Alone in your office, in front of your computer	Making calls
Asking to meet other people – asking for introductions	Providing information about who you are and what you do: shameless self-promotion!	Setting up appointments with the express agenda of finding out about the current issues a prospect is facing
Follow up	Showing people what you do, perhaps including pro bono work	Client meetings to tell people what you do
Manners, etiquette, social graces	Creating text, writing letters, researching clients and prospects	Proposals
Introducing people to each other with an eye to expanding others’ networks	Writing and publishing articles, columns, books	Follow-up
Activities that yield human connection and interaction, not necessarily related to business	Speaking engagements, teaching opportunities	Moving people through your pipeline
Nine Mindsets of Networking	PR and Media, Advertising	Activities that directly yield clients, contracts, business dollars
Finding out what people do, where they do it, why they do it and what they want to do	Website or brochure building, fine-tuning, management	Action Selling System
Connection-Seeking	Image and collateral things: logo, letterhead, business cards, etc.	Asking for the buy
Informational interviews	Branding (sustainable, consistent, recognizable, uniqueness)	Contracting