A strong business development strategy requires that your organization is connected into your key clients at multiple levels with multiple relationships sources, i.e. your CEO/Owner, VP of Sales, VP of Marketing, or Director of Customer Service, etc. having developed and leveraged relationships in your key accounts at similar valued levels. Multiple relationships, at various organizational and functional levels, through varied contact points provides offers your organizational broader information, influence and insight. This is a very powerful strategic tool. There are four steps to applying a business development strategy in your existing and key accounts: 1. Build a team and expand your contact base: Sales professionals are very proficient at knowing who their key contact is in an account. Their traditional approach is to strengthen that single point of contact relationship to the fullest. In a revenue expansion strategy that is not enough. Instead of having a lot of connections over several companies, an effective business development strategy requires multiple connections throughout the organization at multiple contact points. A single point of contact or a single contact point from your organization puts all relationships at risk. The definition of business success is growth. Increasing revenue drives most sales organizations. However, there are two aspects the growth formula that are often underlooked; or, at least, underemphasized - client retention and business development in existing accounts. Businesses that grow best, grow intentionally. Intention is the focused, disciplined, and strategic application of a business development process that works. The above business development process works best in your key accounts because you already have a valued relationship with them, you already have access to their team, and they already value what you are providing them. To take this relationship to another level requires the commitment of a team, the productive gathering and sharing of information,Cheap Nick Collins Jersey, and the ability to nimbly and deftly execute a timely growth strategy. Nothing is more productive that growing within an existing account - the trick is coordinating the resources in order to accomplish it. The most efficient channel for increases or improvements to profitable revenues is maintaining the business relationships you have and leveraging those relationships to offer and deliver more. Your best customers are your most efficient channel for new business opportunities. Yet, many organizations struggle to create and discover these opportunities. For the most part it is because they have become so proficient at being satisfied with the existing relationship that they fail to understand or recognize how to expand and build on it. The first place I would look for revenue expansion is with my best, favorite and most trusted clients. Note, I would not be walking in simply trying to "sell them more", I would be working at discovering how I can become a better resource to them and what else I may be able to provide to improve or enhance their business. Accomplishing this requires a focused strategic commitment to enhancing the relationship. 3. Create a metric and meeting rhythm for the team: Being on a key account team means nothing if people do not know their roles or accountabilities. Every team member has accountabilities to the rest of the team for their role in building and expanding their relationship base in a key account. They are also accountable for gathering and sharing information to the team in a timely manner through the "knowledge holder." As a result, I would encourage everyone to establish a metric for "new relationships" and "impactful conversations" that is a measurable accountability tool. 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Assign a knowledge holder for your key accounts: You can utilize a CRM to manage data and information; however, like a reporter, every key account requires a knowledge holder. That knowledge holder is responsible for sharing the news of every single conversation with all others leveraging and developing relationships in that key account. Sharing the information in a timely manner enables the team to make prompt strategic moves in that account and enables the team to be more engaged and proactive to news, information, and opportunity. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

Writing a Catchy Subject Line The scenario is completely different with email. The decision maker, whether or not the email gets junked, will have to glance at the subject line. However, whether the target prospect actually opens the particular email is contingent on a few factors. Below, I've gathered some tips as to how to increase your odds of getting through to prospects via cold-emailing. Getting the decision makers email Monthly emails The majority of the time,Cheap Byron Leftwich Jersey, higher-ups in the organization will not read the body of your email. Personally, my preference, is something like - "If your company is looking for U.S. based Exchange Hosting..." To get a grasp on the best way to word the subject of your email, look at different sales representatives who prospect you via email. So you're able to perfect this prospecting art, take a combination of the subjects that you find catchy and use them to your advantage. Additionally, make sure to take into account the sales emails which you receive on a daily basis that you immediately ignore their respective message. Doing Research on the Company Getting the decision makers email address (for small to mid-size companies) is quite easy. Though, I suggest that you not go after the CEO of a large business because they typically will have internal email addresses which are not given out to the public nor are they predictable. The first step is to go online and find out the names of some of the high level executives. Getting these is nearly 75% of the battle. Due to the fact most companies have a single format for all email addresses such as first.lastname @ companyxyz.com Most of the time,Cheap Paul Hornung Jersey, you can call the secretary, get her or his email and now you're able to get in touch with whomever you desire. Large companies will typically have a separate inbox which is hard to get your hands on, though this is not the story most of the time. If you are in sales and are attempting to prospect via the phone,Cheap Brett Keisel Jersey, you are doomed to a lifetime of assistants cutting you off at the knees, or an empty voicemail machine which may or may not be the real VM of the decision maker. Even if you do get a direct voicemail (one that the C-level executive does listen to) as soon as he knows you are selling a product he will most likely delete the voicemail immediately and completely forget about you. Before prospecting a particular company, make sure you do some research on what the firm does and what responsibilities each person in the firm likely has. You do not want to send a prospecting email to a CFO if you are selling human resource software. Additionally, if you don't know what the company whom your emailing does, that is going to come through in your message and could ruin a great opportunity. Remember, it is going to take time to have these emails work. However, if you stick at it (around once a month) and use a CRM system to your advantage, breaking into these companies is a whole lot easier. Though, make sure not to be annoying. Too many prospecting emails will have the opposite effect. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

Once you establish a reputation for getting all the business in sight, customers will buy from you in preference to a weaker salesman. The man who gets the business gets the general respect of the trade. The salesman who lays down on the job seldom stays around long enough to get the respect of a customer, let alone his business. If you are built of the right kind of material, as soon as you hear of customers and products in your line,Reggie White eagles Jersey, you will say to yourself: "That's mine!" Then you will start after it with full confidence that you are going to give your competitors a run for their money, even if you do not land all the orders. What you want to do is make competing salesmen get "cold feet" when you start out after business. Get a reputation for getting business. Customers will then naturally take your views and will buy your goods. If you can "get under the skin" of competing salesmen by taking business away from them because you are on the job earlier and stay later, you are sooner or later going to make them afraid of your competition. You want to get them afraid of your brains. You want them to be convinced that they have no chance when you are on the job. You will get the competitor salesman's business if you are more tenacious than he, if you are more diplomatic than he, if you understand your proposition better than he does his. To do this you will need every tool you can get your hands on to give you the edge. One invaluable tool is The Psychology Of Advertising. Knowing what works and what doesn't and WHY will give you an unfair advantage over your competition. Win on merit. Get the other salesman afraid of you, and you have him half beaten. He cannot win against you if he fears your competition. And,Cheap St. Louis Rams Jerseys, here is an extra idea for you to consider: Do not under any circumstances fear a competitor. If you cannot get his customers right away, put your "thinking apparatus" to work on the subject, and sooner or later you will get the "inspiration" from "perspiration." Get in the habit of thinking that all business is rightly yours; but, in order to get it, you will prove that you, as a stronger salesman,Cheap Brandon Marshall Jersey, as a more sincere salesman, as a more enthusiastic salesman, are entitled to it. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

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With a sales aptitude test, you will hire winners and experience higher sales, save time, save on training costs, improve management tasks and minimize turnover. Basically, the key to a successful sales force is matching the candidate to the job. A sales aptitude test can be done online at anytime and anywhere in the world to measure different attributes that will help you to even understand your reasoning skills better. With a sales aptitude test,Cheap Steelers Jerseys, you will find people who are outgoing, competitive, highly motivated, have the best personalities and are assertive - top traits a sales person should have. If you are able to find a person with these traits, you will know that the candidate is competitive, motivated, initiative, goal oriented and above all,Cheap Ryan Clady Jersey, an achiever. In simple terms, with a sales aptitude test, you will find successful individuals who will be best suited for various sales roles. People have different levels of patience, cooperativeness and personal diplomacy which make them suitable for different types of jobs. There are different test types conducted to know who the best fit for any given job is. The general profile of a sales person is really not that surprising. With a sales aptitude test, you will be able to do sales profiling which will in turn help you find a sales achiever who will meet and even exceed your sales expectations. If you give accurate answers and are honest when taking a sales aptitude test, you will definitely be able to tell which areas you can excel in, in the future. This does not indicate that taking the test needs you to have an interest in that particular area. Rather, a sales aptitude test can show you which aspects of a sales job you will be able to enjoy more and make your search for choosing the best career easier. This will give you info on if you will be a good match for that sales job or prevent an employer from hiring the wrong person. These tests can also come in handy when one is considering a job change or wants to see if their choice of career will make sense in the long run. This is because a sales aptitude test will measure your capabilities in sales based on your shown abilities. But this test will require you to think when giving your answers if you want to get accurate results as to what your strengths are and how you can possibly improve your weaknesses. Your strength and weaknesses will be measured to explore your understanding and help you know your ability better. A sales aptitude test will usually consist of multiple choice questions which are designed and set under a standardized condition with the aim of determining how you can work under pressure. The results or answers given will be measured to determine how the candidate will perform under pressure and are perfect for occupational screening. Based on the employer's need,Cheap Marion Barber Jersey, the tests may be made to cover a specific area, range or ability. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

Serious Buying Decisions Demand Deep Consideration,Cheap Brian Westbrook Jersey The market too often expects suppliers to jump at any opportunity to bid. Many suppliers conform without really considering how well positioned they are to win or the business viability if they did. Suppliers that professionally hold their ground can gain significant credibility with prospective customers. Sales Coach Tip #4 Many salespeople and often the companies they work for are slaves of comfort zone selling. They go through the same old "hit and hope" sales routine, hoping for the best but winning too little profitable business. This is the best place to start looking when considering ways to improve sales performance. Eliminate Comfort Zone Selling to Improve Sales Performance Imagine your career relied on selecting the right supplier of a business critical service. How much would you be influenced by a likable salesperson and how much by their ability to correctly set and meet your expectations? Suppliers failing to grasp this will find it hard to improve sales performance. If you sell value-add or business critical solutions or services B2B, these top sales strategy tips could be the catalyst to help improve sales performance. Find out how a coach that constructively challenges your strategy and approach could be a key factor for success. Why Let Purchasing Departments Determine Your Sales Strategy? Small companies often have an inferiority complex, however with the right B2B sales strategy, a specialist niche player can often beat larger well known bidders. The key is to determine early on whether a prospect is prepared to break from the herd to go with a lesser known company with a better offering. Too many salespeople just look for a solution match. Ticking the boxes against a specification, RFP or ITT is only one aspect to consider. Any good sales coach will ensure that the primary focus is on access to the key influencers and decision makers - the people who can make things happen. Sales Coach Tip #3 If you can convince a genuine prospect they are in safe hands with your company, that you clearly understand their requirements and will deliver to the expectations that you set, then why would they not select you? Ironically,Cheap 49ers Jerseys, many salespeople only scrape the surface of sales opportunities and thus fail. Few companies stop to calculate the cost of each failed sales attempt, whether a formal tender or a less formal proposal. Consider the total hours lost in meetings and response preparation for a bid that fails. A skilled sales coach will ensure valuable time is spent wisely and only on winnable opportunities. Sales Coach Tip #1 And Finally, Back to Sales Coach Tip #1 A prospective customer requests a presentation, proposal, demonstration or trial and most salespeople are keen to oblige. That's a lot of commitment from a supplier. Effective salespeople qualify well and work to ensure they gain enough commitment in return, before they agree to dedicate time and effort. We often hear that "people buy from people they like." This is just too simplistic when it comes to value-add or business critical solutions or services. In such situations people will buy from people they hold credible to deliver to expectations. Anything else would put their careers seriously at risk. Before you weigh up the merits of using an external coach, think just how much you might be losing by pandering to false price pressures. A good sales coach is a catalyst for the behaviour changes needed to improve margin rich sales performance and any investment here should produce healthy returns. If you lack confidence it's often tempting to slip into pitching mode rather than really engage your prospective customer. You may feel on safe ground talking about the features and benefits of a solution you know like the back of your hand. Your prospective customer may well be more bored than engaged. Business critical purchases tend to be far less price sensitive than prospective customers would ever like to admit. The risk of a poor buying decision is too high for false economies. Yet supplier nerves often trigger unnecessary discount just to get the deal done and thus the margin is often compromised. Assuming the project is real and they will actually spend money with someone soon, there is always a danger you may only be making up the numbers. A smarter B2B sales strategy helps you weed out the false opportunities from the real ones to avoid situations where the odds are stacked against you. When you think about it, comfort zone selling is in many ways at the root of all of the above issues. It is habitual, even self-satisfying in the short-term to be working so hard on so many opportunities. However it is far less rewarding in the medium to long-term when too little of any real value comes to fruit. Sales Coach Tip #5 And if people make serious buying decisions based on how confident they feel in a company's ability to meet expectations, then why do so many suppliers waste time pitching their solutions instead of asking constructive questions and listening well in order to build strong relationships with the key players? Left to their own devices, most salespeople can become habitual and even if they work hard, they may not work smart. A skilled external sales coach will help them identify and avoid the false opportunities they might otherwise chase, whilst honing their ability to qualify,Cheap Brett Favre Jersey, develop and win the true ones. To eradicate comfort zone selling means raising the bar across the board. A business to business sales strategy evolution is more viable than a potentially disruptive revolution. It can be a mistake to try to change too much too soon. An experienced sales coach can help you move towards your goal step by step. Profit is Sanity So Keep the Focus on a Margin Rich Sales Strategy Now think how many of the bids you win are "margin compromised" as opposed to margin rich? Being the price leader in an attempt to improve sales performance may work for the budget shop, but it's a very poor sales strategy if you sell value-add or critical solutions or services business to business. Sales Coach Tip #2 Specialist Niche Player Supplier or Large Generalist Supplier? Prospective customers may operate within their own comfort zones and some will turn away from the better solution in order to ensure the safety of their own derriere. A good sales coach will help you separate prospects that will only ever play safe from those that are prepared to back the best solution. 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Tip # 2: Be prepared to listen Listening is not a simple matter of zipping up. Of course, being quiet is part of listening but so too is investigating. Investigate means to question. This is known as "interactive listening" whereby you use questions to clarify, verify and confirm the information presented to you. This is your chance to speak but only after you have given the client his or her day in court. Using your notes (Step 7), go back and clarify points of confusion or delve into other areas that need addressing. If you don't understand, ask, ask, and ask! Tip #7: Take notes Surprisingly, listening is not all that difficult. But it does require conscious thought. Don't take it for granted. You have to consciously tell yourself "don't interrupt" or "make a note of that." Listening requires effort and practice. Practice these steps and watch your sales grow. At this stage, it is vital that you concentrate on precisely what the client is saying from two perspectives. First, from the client's perspective, understand that most prospects and customers tend to beat around the bush before they get to the heart of the matter. Sometimes it takes a minute or two before the client truly articulates a concern, a need or a key point. Why? Because not everyone is a gifted orator and so they often answer a question from two or three angles. Give them that time. Let them run lose for a while. The best way to listen is to listen with a pen in your hand. Take notes. Tell your client that you'll be taking notes as you go. They'll appreciate it. It gives them peace of mind. It suggests to them that you are thorough. They also have a tendency to slow down a bit which makes listening and note taking that much easier. Write in point form. Don't worry about getting every word in a sentence. If you miss something or you don't understand something, put a circle around it or put a big question mark beside it. When it is time for you to 'investigate' use your notes to guide you. Preface your question with trigger phrases such, "I have a note here on my pad. You said something about... and I did not quite get it. Could you elaborate?" Tip # 1: Stop everything and focus Perhaps one of the best ways to listen is to get into the habit of repeating back or paraphrasing what you have heard and asking for confirmation. Use a phrase like, "Jason, let me see if I've got this straight, you said that...(list the key points the client made)...is that correct?" Here's another great phrase, "Jeannie, let me summarize...Is there anything I missed?" Or how about this, "Jen, so what you're telling me is..., right?" This 'recap and acknowledge' strategy is extremely powerful. First of all, you must tune in, listen and take notes for you to summarize the situation. And second, you create a great failsafe process: if you miss anything, the client can correct, remind or elaborate on the point. Tip #5: Investigate what you have heard Tip # 3: Evaluate what you hear Tip # 4: Concentrate on the Main Message Talk about obvious. Boiled down to it's simplest form, this is where you should 'shut up', not say a word and let the customer sing to his heart's content. This is known is as "active" listen where you are focus on the key and relevant points. Put another way, DON'T interrupt. Of course, the best way to make this happen is to begin your questioning with opened ended questions that get the client to open up so that you can 'actively listen." Use phrases like, "Tell me about..." or "Explain to me..." or "Describe for me..." These questions invite the client to give you information. On the phone, clients communicate in two ways: words and tone. What is significant here is that research shows that as much as 86% of a message delivered over the phone is through the tone of a voice. This is particularly important when it comes to buying signals and objections. For example, suppose you ask a client if improved delivery is important to them and they give you a neutral-toned reply of yes, chances are it's not a big issue. If they give you a more 'resounding' reply of yes, you've struck a key point. This is where you want to dig deeper and explore the implications. The real point here is that you need to be alert to the subtleties of communication. The same hold true with objections. Suppose you respond to an objection and then ask the client, "... does that clear that point up?" If the client responds rather lamely 'yes' you can bet your bottom dollar (and the sale) that you have NOT cleared things up. You need to act on the tone and clarify. Tip #6: Acknowledge what you have heard *Summary Perhaps the single biggest caused of poor listening is that we get distracted and lose our focus. When speaking with a client stop eating, stop drinking,Cheap Christian Ponder Jersey, stop doodling, stop working on that last file, stop checking and reading your e-mails, stop glancing at the antics around the office. In other words,Cheap Oilers Jerseys, stop multi-tasking. Put your head down; close your eyes if you must but focus on the person on the other end of the line. This tip will get you at least a sale or two a week. Taking notes is almost a forgotten art particularly in tele-sales. This is often due to complacency. The rep figures he's 'heard it all before' and the need to jot down notes is not necessary. Big mistake. Writing notes keeps your focus and concentration. From the sales rep's perspective, some reps ask open ended questions but they are NOT listening to the answer. Instead, they have their pitch ready and raring to go and are simply waiting to speak again. This happens to reps that have set their own personal agenda regardless of what the might client might say. In a similar manner, many reps fail to listen because they are preparing a rebuttal to a remark they have just heard. This often occurs when a client tosses out an objection. The rep hears the objection and busily begins to craft an answer instead of hearing out the rest of the concern. All too often vital information is missed because the rep was off in another world composing a reply. The trick is to note the objection (see Step #7) and concentrate the rest of the remark so that nothing is missed. Ask the sales experts and they'll tell you that questioning is the most important selling skill a sales rep could have. But that's not quite right. You can ask questions until you're blue in the face but if you don't listen to what you have heard, the information is next to useless. Listening, i.e., comprehending what you've heard, is not something many sales reps are good at. This is because good listening is not something most people are born with. But the good news is that you can learn to be a better listener, particularly when speaking with a client or prospect by telephone. Here seven tips that will improve your listening and help you make more sales. Have everything you need at your finger tips. Have a pencil or pen that works; have your computer on, have handy catalogs, flyers, special offers or brochures that clients might refer to, have a calculator, price list, or whatever else you need to make a sale or handle an inquiry. Have job aids posted,Cheap Art Monk Jersey, have your script or call guide at your finger tips. If you're not prepared you're distracted while you search and if you're distracted your listening suffers. Scrounging around doesn't seem like much but it doesn't take much to miss a vital point. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

Forecast the early majority Like people, markets learn from experience. Once they see early adopters enjoying the benefits of the new technology- a new set of companies start to consider adopting it, too. This next generation of prospects is the early majority. Early majority buyers are more pragmatic and concerned about the risks of adoption. Fortunately you have your early adopters to use as proof sources for this new set of customers. Early majority prospects are more likely to focus on new opportunities because they have a high desire for potential incremental revenue applications that your new technology enables or are more interested in improving productivity because they are frustrated with legacy constraints. One of the challenges of prospecting for early adopters is that you don't really know who you are looking for. Finding and working early adopter accounts is an iterative process. You will learn something new everyday. You have to constantly revise your theories and be open to new ideas, even if they don't fit in with your existing frameworks. Because you only have the limited perspective of your territory, it is difficult to see key trends and identify emerging business strategies. This means you need to set up a communications network that supports a collaborative learning process between field and staff organizations. Develop a network with your peers in other territories and pick the brains of the "closers" who are working with other sales people so you can keep current on fast-breaking news about new accounts, market changes and the competitive environment. If you have been reading this series of articles about how to Harness Market Energy you understand why a company would buy your solution, so now you need to figure out when they will buy it. To anticipate behavior in technology-driven markets, you need to understand Technology Adoption Lifecycles,Cheap Tracy Porter Jersey, a theory explaining how people incorporate technological innovation into how they work, play and live. If you create a better mousetrap,Cheap Terrell Davis Jersey, does everyone run out and buy it today? No. It takes time for people to hear about it; they need to see it work; they need to have a mouse in their house, etc. before they will buy one. There are going to be some people who will want to buy it as soon as they hear about it; they are early adopters. Other, more cautious people will wait until they see how well it works; they are early majority buyers. Others are too cheap to buy it until they can buy it at the discount mall; they are late majority buyers. These human responses to new ideas, and the changes they bring,Cheap Camouflage Realtree Jerseys, are the essential concepts behind technology adoption. Understanding how people integrate new technologies to improve their business processes, personal lifestyles, etc. is the essence of selling technology solutions. As a technology sales person your success depends on your ability to find the early adopters, so you can establish the successful track record you need to build credibility as the market matures. Early success captures the attention of the broader market and provides proof that your solution works. Like the snowball rolling down hill, your solution builds the momentum required to establish a dominant market position. As a technology market matures, Metcalf's Law dictates that it will grow exponentially. Emerging technology markets balance the promise of enablement with the risk of adopting a new solution. However in every market there comes a time when it is easier to adopt the new solution than resist change. This moment is called the tipping point; when it is reached, market behavior changes dramatically. To find early adopters look for prospects who want to create unique strategic advantage. Look for pockets of tension in the marketplace. Who wants to change and is really frustrated by the status quo? Early adopters like to shake things up. They have a lot of energy and want to use it to make a difference. Find early adopters Early adopters are critical to the long-term viability of your technology solution because they help you build your track record. If you want to be considered a serious contender as the market adopts, you need early competitive wins. Early adopters are customers who are willing to risk the inevitable hassles of trying to implement a new technology in exchange for being the first ones to enjoy its benefits. Early adopters are the key to any technology success story. They teach you why customers will buy your solution. They are a reality check for your value proposition. From them you learn about what customers really need, not what you think they need. You also learn the issues that can stall the sale or the successful implementation of your solution. By paying close attention to the buying behavior of your early adopters you learn what future customers really value The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

How do you consistently improve yourself? First, by being flexible. Things don't always go as planned, you won't get every sale, despite following everything in this book, things happen, so go with it, be flexible not only in your professional life, but in your personal life as well. You will find you feel better; less stressed and enjoy life more if you are flexible to what life throws your way. It pays to consistently improve yourself. One of my favourite quotes is: "the only thing that never changes is change itself." The lesson here is it is a good idea to learn to be flexible and have many option in case there's a change on the way. When a sales person says something like: "It's just become a rat race," or "I can't even get out of bed in the mornings any more,Cheap K.Williams Jersey," then it's time for them to rethink their careers and find new opportunities in their lives. True sales professionals like their jobs, like the challenges and believe that they can consistently improve themselves,Cheap Marvin Harrison Jersey, become a better person and therefore, become a better sales professional. Everyone knows what happens to a beagle when it ventures out into traffic. It's sure death because it has its nose to the ground. Many sales people have 'beagle syndrome.' They only see what's happening today and fail to see what's going on around them. They never seem to change their ways or want to learn new ways,Cheap Brandon Marshall Jersey, new tricks as it were. Take courses on-line or in person to better yourself. There are countless seminars on selling and sales that are not that expensive and certainly are a tax write-off because you are using the seminars to advance yourself in your career. You can ask someone in your office to be a mentor to you. Someone you respect and admire. If they have the time to teach you a few things that would be great and help you improve on some of your techniques. Volunteer yourself to be a mentor. Teaching others what you know gives your self-esteem a boost and that makes your entire image and outlook change for the better. But remember; always be flexible, especially when working with others. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

It is important to ensure that the print shop you select for the job has the right tools and experience for the task. They should have extensive flyer printing design options for example, allow you to create your own look and feel, and provide the professional judgment and success to turn your ideas into an optimized reality. One of the best ways to find a quality print company to work with is through a recommendation. If business people you know have had a good experience they are usually a good benchmark for future service, but of course this isn't always possible. Checking a print company's presence online is useful too. Choosing a quality flyer printing company Starting from nowhere, it is not always easy to select which print shop to go with. Ideally though,Washington Redskins Jerseys, it should be a business with a bricks and mortar presence in the local area, but with a national presence. This ensures a more professional and personal service and protects from any unforeseen issues later trying to find a company you cannot track down. For all sizes of company, from small town stores to major global corporations, getting the marketing strategy right is critical to long-term success. It is all about getting the brand out there, in the public eye and being known, which is why flyers can play such a critical role and help a business stand apart from its competitors. To ensure the message that needs to be said is broadcast in the right way,Reggie White eagles Jersey, it is essential that any flyer printing is of the best quality possible. Well designed and coherent, with a clear statement and call to action, it is this that wins business. Here is how to do it. Effective flyer printing is proven to be one of the most cost effective forms of marketing a company can put in place. This is a major reason why it is the perfect choice for small companies to introduce into their strategy. A multi-use facility too,Sideline Black United Jerseys, flyers can bring in new business in a host of ways. Flyer printing for a cost effective solution As well as being able to meet your precise design specifications, the flyer printing company you choose should have access to a range of materials and equipment available for production. With the right expertise and training, these raw elements will allow the best designs to be created and deliver a final product that will deliver the results you want. Flyers can also be used in store at POS displays, in mailing campaigns or simply presented to customers completing a sale to encourage future business. There are many other ways in which they can be used too, and a responsible flyer printing company will be able to advise on these, ensuring your business is given the best chance of success today, tomorrow and in the future. One of the most effective applications of flyers is through direct marketing on the local streets. Interacting with a client base in this way also gives a personal perspective but, it is important the layout and call to action is clear on the handout, in order to engage immediately and provoke a positive response. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

Now that is sitting down, the very next thing to do is to close your eyes and think about positive things. Just think of something positive. Now, that you've established something very positive thing you're thinking about it in your mind, the next thing to do is think about those positive things in relation to what you do well. What I mean by that is find something that you do well and think about it. Is the feeling similar? This can be done to learn anything. Of course it can be utilized for learning persuasion. That is why I am even talking to you about this simple but powerful exercise. Forget sales closing techniques for now. Instead,Cheap Albert Haynesworth Jersey, focus on improving your own ability to believe in yourself and becoming a more powerful person. After a few days of doing this every day you will notice that your self-esteem grows in your becoming a better persuader already. I'd like to tell you about one exercise I recommend you do if you really want to boost your self-esteem as well as your persuasion power. This is a mental exercise,Cheap Adrian Wilson Jersey, so the first thing you need to do is find the place where he can sit down and relax. A place where you cannot be disturbed. One of the most important things you can do when learning about sales closing techniques is exercises. See, many people just ignore exercises because they simply don't think they are going to work. The fact is that if you do some mental exercises, you will not have a hard time persuading anyone to do anything. If it is, then it is okay. Now, the very next step you need to do is obviously you find something that you're not very good at and to try to transfer that positive feeling to that thing that you're not very good at. No sales closing techniques necessary here yet. This exercise will only work to boost your self-esteem. It doesn't teach you anything as far as sales closing techniques are concerned,Cheap Mike Iupati Jersey, it just gives you the necessary boost in order to really be effective as a persuader and to become a master persuader much faster. See, this exercise utilizes the power of self-esteem and the power of your own mind power. If you do this exercise, you'll notice that your self-esteem grows, you become more powerful when you believe more in yourself. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

If you are really serious about achieving your goal to increase sales, then how many contacts do you make with your potential customers? Learn if you are one of the many or one of the few. This number may just surprise you. Possibly this experienced salesperson keeps his or her nose to the grindstone and gets that third contact. This is not the norm given only 12% of people make 3 contacts. Now is the time to start learning about this potential customer's (a.k.a. prospect) needs and to look for these other qualifiers: The answer can be quickly determined by how many contacts you make with each prospect. Are you one of the many, 90%, who make 3 connections with your potential clients or one of the few, 10%, who make 4 or more? Your answer will determine if you are really serious or one of the many hopefuls. Way too many business people expect and hope for a sale to drop on their doorstep or in front of them at a business networking event. Only problem is that only 2% of all sales are made on the first contact. Sales Coaching Tip: Do not confuse networking with "netselling." The goal of the second meeting is to make a friend and to be asked back so you can learn more about this potential customer. Sales Coaching Tip: Another word for learning is qualifying. Maybe the selling professionals are one of the 25% who secure the second contact and then determine this is not a good fit. Of course, the statistics seem to suggest a lot of people are giving up before they know all the facts. This may also indicate a lack of research by the seller specific to his or her target market. Sales Coaching Tip: Do not confuse selling being simple with selling being hard. Simple it is,Cheap Tony Moeaki Jersey, hard it may be. Finally, the sales happens because the sales professional stuck with it, qualified the client and did not give up. So if you wish to increase sales ask yourself this question: Is this person the real decision maker? Is there an allocated budget for this purchase? Is there urgency to take action now instead of later? How committed is this person to changing the situation? With the downward economy of 2008 and 2009, there is a continued cry from small business owners, single office home office entrepreneurs, independent sales professionals or contractors to even C Level executives about the need to increase sales. Yet,Cheap Willie Brown Jersey, discussions I have with clients and the statistics continue to show just the opposite. Maybe a fourth contact is made to secure even more information and determine where the sales process is going. Now this individual who is the seller is really unique because he or she is one of the 10 who make more than three connections with the prospect. Are you really serious about business or expecting business to drop in your lap or at your feet? The fifth contact rolls around and a decision is made to continue with this potential customer. Additional sharing happens and more importantly the relationship continues to grow. Value added communications such as sending of relevant articles provide ways to stay connected. The lack of follow-up calls still continues to drive poor revenue. With 80% of all sales being made between the 5th and 12th contacts and only 10% of all salespersons going beyond the third contact,Cheap Darren McFadden Jersey, reveals a lot of wasted energy and potentially low hanging fruit on the vine. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

This means that you need to find ways of establishing your credibility. You need to demonstrate that you are reliable and trustworthy. Although you may behave in an ethical manner,Cheap Vince Young Jersey, new prospects may still harbor seeds of doubt until you prove otherwise. Here is a simple way to achieve this. Since the beginning of time people have had to deal with liars, cheats and charlatans. One of the most famous was Charles Ponzi, who in the early 1900's, invented the "Ponzi scheme" which is a scam that relies on a pyramid of investors who contribute money to a fraudulent program. The most recent, high profile cheat was Bernie Madoff who bilked almost 65 billion (yes,Cheap Mark Ingram Jersey, billion!) dollars from investors over a period of twenty plus years. Virtually everyone has encountered a liar, cheat or charlatan in their life. From the curbsider who sells you a used car that is a lemon, to the sales person who says that 'everything' is covered under the extended warranty program, to the person who tells you an expensive system is guaranteed to improve your company's results. We've all been there. And so have our customers and prospects. And in today's highly competitive sales world, there are many people who are willing to stretch the truth, mislead, and misinform prospects in order to capture a sale. It's a safe bet that all of your prospects have encountered at least one of these sales reps. Is it any wonder that they won't take your call or that they are skeptical about your offer? Can you blame them for refusing to listen to your pitch? ALWAYS do what you say you will do. Sounds simple, doesn't it. After all, you're honest and would never consider misleading a customer or prospect, right? Well, let me ask you this: have you ever forgotten to make a follow up call, been late for an appointment, or stretched the truth about a product's capabilities? Then,Cheap Jack Lambert Jersey, my friend, you have just given your prospect a reason to doubt you. Unfortunately, you don't get as many second and third chances as you used to. That means you need to be ultra-aware of the promises and commitments you make, particularly, if they're made in the spur-of-the-moment. Before you agree to something, make sure that you can deliver. If you anticipate challenges in your ability to execute—and this includes your company—think twice before you make that commitment. Even a minor mistake can cause a prospect to label you as a liar, cheat and charlatan. So where am I going with this? Back in the early eighties, a good friend of mine came across an advertisement that stated she could earn several hundred dollars a week stuffing envelopes. My friend was a stay-at-home mom so she thought this would be a great way to supplement her and her husband's income. She sent a 'small' investment of $32 (to cover the mailing & registration costs) and waited patiently for the materials and information to arrive. (You can see where this is going, can't you?). After several weeks of waiting and a call to the Better Business Bureau she came to realization that the ad and the program was a fraud. However, these pitchmen know how to manipulate people, tug on their emotions, concoct a great tale and spin their story to each person's motives which, in many cases, is get-rich-quick. They often develop a close relationship with their 'victim' and know exactly how to convince them to invest. A charlatan is the ultimate sales person although they are incredibly unethical. They possess the ability to persuade, cajole, encourage and convince people to part with hard-earned money. And not just a few dollars, but tens of thousands, hundreds of thousands, and in some cases, even millions of dollars. As an outsider, we shake our head and think, "How could people fall for that?" The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

Sales resilience: is full of optimism and very resilient, persevering in the toughest of situations. Is able to relate to clients or prospects We have identified the following sales skills for growth which are highly relevant in our current business climate. This is all about sales effectiveness and is the foundation of success to growing your sales business. Sales confidence: projecting an air of confidence when dealing with others and portraying outstanding capabilities and talents Adaptability: identifies and adapts the most appropriate style to maximise success in sales situations. Is able to relate to clients or prospects Listening: listens sympathetically to others and vigilantly observes and interprets people behaviour Sales drive: showing drive and enthusiasm, seeming hungry for success,Brett Favre packers Jersey, propelling oneself to meet tough targets These behavioural skills are important in all market conditions, but especially critical when the market sector you are in is slow and opportunities are tight. It is therefore vital to include these in any exercise to recruit sales people. In order to harness the depth of experience in good candidates, you have to continually appraise what works and what doesn't. It's no use taking a highly successful internal sales peson and pushing them out on the road and vice versa with a successful external person. Generally, people have been successful in one particular area of sales because they fit that environment,Cheap Jay Culter Jersey, so don't go changing for the sake of changing. A growing business needs skills and people who are happy delivering those skills. How does the saying go... "when the going gets tough, the tough get going". Well the going is about to get a whole lot tougher and only those organisations who have the bravest, boldest and determined management and employees will survive and hopefully thrive. Whenever there is a market shake-out,Cheap Nick Collins Jersey, opportunity opens its door. Embracing change: ability to quickly adapt to dramatic and continued changes in the workplace or environment or changes in the way things are done You could try and use interview questions to identify the level of these skills, but it would require a lot of thinking and preparation. It is much more efficient to carry out an online sales assessment which highlights the relative strengths of these personality traits in the sales person and to then question around them during a formal interview. To harness the skills for growth in your business during an economic slow down requires a delicate mix of financial and human resources. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

Best 10 tips to overcome the fear of selling,Cheap Bengals Jerseys 8. Stay focused on your goal In this instance, the correct priority is to overcome your fear, and starting with the most important potential client isn't going to help,Cheap Emmitt Smith Jersey! Although we would love to win all the business we try to get, try out your new skills on clients you won't mind so much not winning. This is not damage limitation, it is allowing you to get on with it, in the comfort that it isn't life and death! 5. Start small 7. Have fun Know the source of your fear, or the combination or sources. If we understand sources of the fear we can overcome it. 4. Shift your perspective We are often told in time management training to start with the most important tasks, regardless of how attractive an easier task is to you. This is the only time I am going to suggest that you do NOT do this. If you focus on the ultimate outcome i.e. making the sale, you will lose site of the process. Most often marketing to prospective clients does not produce an instant fee. It is a process. Set yourself sensible minimum objectives from each stage of the sales process, and focus on them. 3. Find the passion for what you offer Addressing the source of the fear is the starting point to taking action to overcome it. Some of this is a mindset change, some is purely a matter of additional training, or finding a way to 'bounce back' after rejection. We all know that business is not personal, as soon as we stop taking any rejection personally, we can move forward. 2. Address the source of the fear Stop thinking selling, and think in a way that makes you comfortable. Think 'introducing yourself',Cheap C.J. Spiller Jersey, think 'sharing your passion', think 'sharing the benefits of your offering'. You are not convincing someone to buy. The best salespeople don't actually push in any way, they listen, share and provide a solution. The most successful business people are those who interact in a personable, authentic and passionate way. Find a way that is comfortable for you and stick with it. When you are happy with your style, move onto bigger clients. The self talk is something like this "I'm a professional, not a salesperson"..... Does this sound better to you - "I'm an effective professional business developer and marketer"? Aren't the two the same thing with nicer language? 10. Practice, practice and then practice some more Most of us take action and achieve our goals by staying focused on the benefits of doing so. Remind yourself of what you want, why you are doing it and what you want to do next. Why is it that the word sales fills most of us with dread and fear? Is it the pushy, poorly skilled people we try to avoid in the high street, or the seemingly constant cold calls we receive at home just as we are putting the kids to bed or sitting down to eat? 9. Focus on the effort, not the outcome Keep a 'wins' diary, or a success journal and record your successes every day. This is a great feedback mechanism and will help you see how much you do right. It is easy to get caught up in seeing the fails, rather than the wins. Fails we disregard after taking note of anything we could do to improve next time. 1. Recognising where your fear comes from. I find that with all new skills, the more I do it, the more natural and comfortable I become with it. Cold calling, introducing yourself to a prospective client, or asking for a referral gets easier and easier the more you do them. Do it, and do it some more. And before you know it, the fear has gone and the success is your focus. The fear of selling can come from many places. We worry about being rejected, or not being liked. We worry about being perceived as pushy, or that (secretly) our service might not live up to our client's expectation. Or maybe we just don't feel comfortable with doing something we have not been trained to do. This is outside our comfort zone. Tap into the passion and enthusiasm that you have for what you offer. Do something simple like making a list of the benefits and success you have had with previous clients and then put it somewhere you can read it everyday before you start to sell. Here are my best 10 tips to overcome the fear of selling and turn you into an effective, confident and winning marketer. I'm going to use the word 'sales' here so that we become more comfortable and happier using it. Effective business development and marketing We all know that we need to market (sell) ourselves and our firms to attract more clients. It's the doing that is the tough part. We are confident, well trained and experienced professionals, so where does this anxiety come from? 6. Track your success Please do not treat selling or marketing yourself as a task you have to struggle through. There are plenty of ways to enjoy these tasks. Some of my clients and former teams have used internal competitions, thrown parties, used invites to corporate jollies, or give-aways to spice up selling days. All of these are fun, easy and income generating. What would you enjoy doing? We believe in ourselves and what we offer. We know we are good at what we do. Find the enthusiasm in you for this and put it to the front of your mind. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

What might happen over the next five years?,Cheap Brandon Graham Jersey Tell us your tales of 'procurement in a cool climate'. Visit our blog at And don't forget the four basics to profitability that you may be able to leverage in new ways to beat your market: reduce your costs, sell more, alter the product mix - as well, of course, as trying to increase your price. If you are an established public sector supplier, chances are that government will still require the services that you currently perform. They may require higher volumes, less frills and you can expect to have to sharpen your pencil - in these straightened times price matters more than ever. They mark a major and to my mind highly welcome and overdue realignment of public spending - towards value for money, impact, fairness to future generations and investment for the future. With five years of steadily reducing public sector spending, what do suppliers to the public sector have to look forward to? Thin gruel you may think. And new business doesn't start and stop with the public sector. Much business to business selling (B2B) now goes down the professional procurement route where similar rules to public sector supply apply. There's still investment going on Delivering more, across a wider geography or to sectors presently unfamiliar to you may make you hesitate to bid for larger opportunities. Of course this may involve greater management challenge and risk - but have you considered bidding with others to address a larger opportunity or to achieve greater economies of scale? The numbers, depending on your viewpoint, were dangerous/damaging/alarming/necessary or even inadequate. But beneath the froth we can all appreciate the significance of these decisions that will shrink the State - if only by a little. Perhaps you have a better way of doing things that will save costs and improve outputs. Tell the public sector through your tender. Consortium bidding is a complex area and requires careful commercial as well as legal consideration. Can you work effectively together; are your services complementary: how will you handle overlapping areas? Will you bid solely as a consortium or individually as well? What steps will you take to avoid any subsequent accusation of collusion with regard to pricing between bids? Maybe there are new combinations of service and supply that can cut through existing supply economics: tell the public sector through your tender. Make a friend of public procurement Sharpen pencils and think about scale Try to use your expertise to help steer discussion - from genuine added value for the buying team (e.g. how your industry 'works'), towards the benefits of being 'your kind of supplier'. The supplier in pole position helps to write the tender request - though it won't necessarily mean that they will win through. New entrant opportunities Today, perhaps auspiciously 20.10.2010 ('so good they named it twice' to borrow from the song), the main UK public sector spending decisions were announced and are now out in the open. Perhaps you've never sold to government before. If you are good at what you do and proud of your capabilities then this may be the time to see if you can meet the demanding criteria of public sector. But underneath the headline shock and awe, we can expect to see some changes at least at the edges in the economic makeup of UK over that period: rebalancing of the economy from publicly funded consumption towards greater private sector wealth creation development of traditional and newer industries and technologies, which have laboured in the shadow of a 'services' and especially financial services-based economy for over twenty years encouragement of investment and entrepreneurship with appropriate rewards to capital, innovation and risk taking Even amidst the reductions in budgets,Cheap Wes Hopkins Jersey, there's investment going on - looking to balance the economy towards future industries and growth such as green energy (wind farms, insulation), science-based innovation, major transport infrastructure. What might this mean for your business if you supply to or are considering supplying to the public sector? And how can you put together strongly worded bids to contend effectively at tender, even if your competition is larger than you are? Don't forget that the public sector is a dynamic market. It might seem as if nothing happens but in reality there is a lot going on all the time. Find out about public procurement and tender opportunities in your industry - through sector procurement sites, trade press and keeping your ear to the ground. Nearly every public sector contract has to be published on the internet. Take steps to get onto the tender lists of those businesses and public bodies you'd really like to work with. Who are they; who are their key people; what is your contact message? Don't forget that getting onto their tender list is a great first step on the road to becoming their supplier - follow the tender process once it gets under way,Cheap Jake Locker Jersey, being very careful to excel at each subsequent stage! 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Sales lead tracking software and sales lead management software can take the hard work out of the follow up process. By keeping track of buying behaviors, past projects, customer feedback, customer profiles, queries and interests, you can focus your efforts on your most important clients. It just makes sense, better lead management means more sales. Coming back to the original problem of losing track of long-term sales opportunities,Cheap Peyton Hillis Jersey, while the sales organization knows the importance of keeping tabs on sales leads they have no incentive to focus on anything long term. Sales reps are measured and compensated on short-term results. They know that many sales leads can be converted into potential clients but they earn a living on what they sell today. A sales lead management system solves the problem of short-term focus by keeping track of customers and nurturing them until they're ready to buy. According to a recent survey, businesses are able to find prospective clients, but during the sales process most leads aren't followed up on. Many businesses are losing out on significant business potential because of the lack of follow up. The question is: what are you doing to insure you aren't losing business because of lack of follow up on your sales leads? The answer lies in a lead tracking and sales lead management system where an existing database of clients is consistently monitored for potential business and value added services. That is why more businesses are turning to sales lead tracking - a vital part of Customer Relationship Management. The role of lead tracking is to consolidate, maintain, assess and manage sales leads. By evaluating sales leads and the needs of potential clients, you can determine which deserve more sales resources. You can identify those leads that are occupying your resources without adequate return. The idea is to allocate fewer resources on prospects that are further out in the sales cycle. In today's business environment tracking sales leads helps convert more leads into sales. However, sales people like to be where the action is: making sales rather than tracking leads. Once a sales lead tracking system is introduced to the sales organization it becomes a critical component to increasing sales. The lead management system is where the action is. If you still haven't tried lead tracking software and sales lead management software,Cheap Ryan Grant Jersey, don't you think it's about time you gave it a try? Every business has information on their clients, but it is often scattered among disconnected databases, personal emails, and spreadsheets. What's missing is a system that allows companies to consolidate this information,Saints Jerseys, evaluate it and consistently act upon it. The problem is not one of lacking potential clients but rather the lack of an efficient sales tracking system to nurture them. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

It is a small world. Each of us can reach anyone in the world (all six billion souls) through a maximum of six other people. The six degrees of separation has been widely publicised and talked about. A scientific study demonstrated the truth of it. By way of letters, researchers asked people to forward a polite request to whoever amongst their contacts was most likely to know a particular person. They found they were able to get a message through to randomly selected people via only a few links. The calculated maximum distance between any two people in the world is 5.5, in terms of the number of people it will take to pass on a message. The success of LinkedIn depends on members trusting the system and encouraging their contacts to join. The authors of LinkedIn have taken great care to construct a trustworthy system, or at least a system that I have come to trust. The more people who use it for professional networking, the more effective it will become. Thousands of new people join every day,Cheap Karlos Dansby Jersey, giving it the momentum to become the most used online networking tool. At this point, the remnants of my doubt about the usefulness of LinkedIn evaporated. I immediately began developing my LinkedIn network. While this is a time consuming activity, I found it very rewarding. By uploading a list of my contacts to LinkedIn, I found that many of them were already members who I could immediately invite to join my network. I was delighted and more than a little surprised to succeed at the first attempt. There on the screen, near the bottom of the list, appeared the name of a senior IT manager in the company we searched on. He was only two links away. In other words, one of my 37 contacts knew him. This sparked a rush of requests for specific searches from the other course participants. In my view,Deion Branch seahawks Jersey, LinkedIn provides an exciting method for contacting sales prospects who are difficult to reach. It makes networking a viable is an alternative to making a cold telephone call however; it is no magic short cut. Constructing the right message is just as important for success with either approach. It is a topic that warrants study and justifies the one day training course we run on the subject. What has changed is the advent of online networking tools such as LinkedIn, Spoke, and Ryze. One in particular solves the problem of discovering how you are connected to the person you want to reach. Finally, after six months as a member of LinkedIn (linkedin.com), I came to understand the power this tool offers. When I had reached only one hundred contacts, my immediate network gave me access to over 450,000 other LinkedIn members. About a fifth of these people were in the UK. As people in my immediate network added contacts, my extended network grew. We teach sales people how to increase success rates for contacting senior people in prospect organisations using a letter and call. For companies who can express their value in definite, verifiable commercial terms, the approach is very effective. Perhaps surprisingly, the hard part is for companies and sales people to articulate their value and present it in a way that will win attention from busy senior executives. Knowing someone who knows the person you want to reach and arranging an introduction, is a much easier route to making contact. In fact senior executives rank an internal introduction to a sales person as the approach they are most likely to respond to. 'The old adage, "It's not what you know, but who you know," could, paradoxically, be the motto for the Information Age'. This is a quote from a paper by Bonnie Nardi, Steve Whittaker and Heinrich Schwarz. Bonnie and Steve are from AT & T Labs. Heinrich is at M.I.T. If you want more evidence that personal professional networks are increasingly important to success, read their conclusion at firstmonday.org. LinkedIn's effectiveness as a tool for contacting sales prospects will depend on your ability to write a compelling message that expresses clear benefit for the person you want to reach. If the end recipient is two or three links away, your message also has to convince each intermediary. This is no easy task. The demonstration couldn't have had more impact. A few days later, while explaining to a friend how LinkedIn worked, I invited him to test the system in the same way. He asked me to search for contacts in a particular division of a major company. My confidence in achieving a repeat of the earlier success slumped, because he had chosen a company outside the industry that most of my contacts are associated with. I need not have been concerned. The search produced a list of twelve people. Eleven of them had worked for the company concerned and one was a Director of the division my friend was interested in. You may have learnt that a smart networking approach is to list out all of your contacts and try to find out who they are all connected with, where their contacts work, and what they do. If you could do this, you might expand the number of people whom you can reach, through intermediaries, from a few hundred to tens or even hundreds of thousands. This is a great idea on the face of it. Initially I was concerned that once hooked on using the tool, I would be required to pay for the service. LinkedIn's FAQ states that the basic services will remain free and that after the beta period is complete there will be charges for premium services. This should be no surprise. If there is genuine value in the service, paying for it will not be an issue. Many benefits accrue to those who get ahead of the game by investing time in this new solution to an old problem. Early on I was sceptical about numbers of people that the LinkedIn web site claimed were in my extended network. With the LinkedIn web site projected live on the wall in front of a classroom of sales people, I invited a participant to suggest a prospect company name to search on. After a couple of seconds a list of names appeared. These were all people linked through my network (only 37 people at the time). The search tool looks for contacts who are in your extended network (up to three links away) and in the entire LinkedIn network. You can search by name, company, industry etc. When you find a person you are interested in contacting, the system shows you who among your contacts is linked to this person and how many links they are away from you. Then to contact someone who you don't know, you compose a request to your contact and your message to the person you want to reach. Each person in the chain of links can decide whether or not to pass on your request. If you knew someone who knew the person you wanted to reach, you might try this approach before beginning a cold call or letter plus call campaign. In most instances however, you won't know if you have a contact who can help. As astonishing as this may be, it is not of much practical use unless you can identify the right links. If you were to ask any but your closest contacts to give you a copy of their address book,Cheap Brian Dawkins Jersey, you would probably get the bold reply of silence. If you sought out these same contacts and while eyeball to eyeball, asked again for the favour, you are likely to have your request refused or side stepped. Everyone who becomes a LinkedIn member is invited to complete their profile showing their professional history. When a person agrees to become a link in your network, they can see the names and brief information about role and position, for each of your contacts. You can hide your list of contacts although I think this defeats the purpose. Likewise, if their list of contacts is open, you can see who they are connected with. It is 'who you know' that makes a difference when it comes to the right introductions. It always has been easier to reach a person who you don't know if someone he or she respects is prepared to make an introduction. Don't get left on the back of this wave. Put your network in order and regularly spend time developing it. You will reap the rewards over the full span of your career. Now I spend a couple of hours each month developing my immediate network which as risen to about 600 people (February 2010). This gives me access to over 6,000,000 LinkedIn members from a total membership of about 50 million. Each time I log in, thousands of new contacts have been added to my extended network. The LinkedIn system makes it easy to send invitations to members and non members. You can use your own words or standard messages. It also tracks who you have invited and provides an easy way to manage your invitations. Because those I invite are amongst the people who I feel I know well and trust, most accept the invitation. The most rewarding part is rediscovering friends and colleagues in other people's networks whom I have lost contact with. While I can't see their contact details I can send a request via the links I have. Again, LinkedIn makes the process simple and easy to manage. If my rediscovered contact agrees to be reconnected, I receive a message containing his or her email address. You might be able to persuade a contact to pass on a message to whomever they know who might know a person who you would like to contact, and then ask their contact to pass on the message to the person you are trying to reach. At this point you may be protesting at the convolutions this approach could force you to deal with. 'I know a man who can' is far from an empty phrase. 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