Potential Customers For Networkers | Are You Engaged?
Who loves selling? Really? The truth is, all of us are selling in one way or another. We are ‘selling’ who we are and what we do. We are ‘selling’ possibilities. When we offer products or services, we are selling! So, if ‘selling’ is a turnoff to most individuals and we all have to do it to financially survive and thrive, what’s the answer to this dilemma? I believe the answer is ‘prospecting’ – engaging in ways to find the right potential customer, client or partner.
The key is ‘engagement’. Do you know anyone who got ‘engaged’ on their first date? Who do you know that made that kind of decision without ‘getting to know’ the other person, testing the relationship and feeling confident that moving forward together was right for both individuals?
OK. So you may be thinking, we’re not asking or expecting anyone to make a life time commitment when we’re selling. I agree. We are, however, looking to create relationships that over time could potentially produce increased business. (By the way, this is the critical component to one’s success!) If we handle our behavior, our approach and the sales cycle with integrity, patience and respect, we get past the typical, turned off way of selling that people dislike. This mind shift has the potential of creating significant results.
Prospects are everywhere. You can find people through business card bulletin boards. You can copy information from magnetic signs on cars. You can search for prospects in publications. You can ask for referrals from existing customers. You can post what you’re looking for through social media channels. And, you can network. It doesn’t matter what venue you use. The key to this effort is NOT selling. The real opportunity exists when you recognize the potential that a prospect could offer.
I call this system The 4 C’s:
* Converse: Start with a conversation.
* Connect: That’s the time to discover or uncover what you have in common.
* Collaborate: This is the exciting part of prospecting.
* Create: You’ve differentiated yourself
Converse. Connect. Collaborate. Create. This approach is not “I have what you need!” The respectful and acceptable approach is in thinking, “Do I have the solution, the answer – the product or service – that meets that person’s needs?” This mindset takes selling to an entirely different direction. To be successful in engaging others with what you offer, it has to first start with a conversation. It’s the initial exchange that takes place because of a genuine interest in getting to know one another. Many individuals (I know and so do you) look at this initial step as the selling stage and by hitting hard, miss the mark. NO ONE WANTS TO BE SOLD. And, ironically, people are willing to buy IF it’s the right person, the right product/service AND the right time. Hence, the realization that prospects may not initially be buyers. They are, however, potential possibilities.
If you are still with me (and I hope you are) you have an initial conversation and can conclude it’s headed in the right direction. The door hasn’t closed. The opportunity to sell remains open. Next step: Connect. That’s the time to discover or uncover what you have in common. What are the issues/challenges/ideas that your potential customer has shared that lends favorably to what you offer? Happy with work? Looking for an opportunity? Stressed? Family life? Curiosity? Anything you can learn to move the conversation to a connection keeps you in the game and your prospect open minded.
We are now moving to the best part. By beginning with an initial conversation, you have laid the groundwork for a productive relationship. Step #3 is Collaborate – both parties recognize that moving forward together has mutual value! It’s now your job to figure out how you’re going to share your information, what you want your prospect to do and to guide the process. This is the exciting part of prospecting. You’ve had a conversation and you both recognize there’s a connection. The two of you are on the same page. Congratulations. Because you took a prospect through a respectable and non-selling process simply by sharing information, you have established potential possibilities. Those possibilities are endless.
What follows (Step #4) is ultimately what you Create by working together. You’ve done your job. You’ve prospected without pushing. You’ve differentiated yourself from everyone else who continues to go after sales the traditional – hard selling way instead of prospecting for potential possibilities.
This 4 step system works when you work it. Take your time. Lead with a respectful approach. Listen to learn. Pursue with passion. Not every conversation will produce results. Those that move forward, however, will give you the encouragement and the drive to keep going. Remember, it’s all about the 4 C’s System: Converse. Connect. Collaborate. Create. When you prospect for potential possibilities you are in the driver’s seat.
- Bonnie Ross Parker: networking is all about connecting – find her books online now
