Distinguishing Networking, Marketing, and Sales*
|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|
©Innovative Leadership International LLC. All rights reserved.
* Excerpted from Seal the Deal: The Essential Mindsets for Growing Your Professional Services Business (HRD Press, 2006) by Suzi Pomerantz.
You and Freddie are a fabulous duo and I came away with some great ideas. Thank you. See you in June.
Thanks, Wendy! I’m delighted you could join us and I’m so glad you walked away with new ideas!