Networking to Heat Up Your Sales Prospects

The answer to this dilemma is turning the cold calls into warm, and eventually, hot calls. This can be done rather quickly through using proper networking techniques. If you make a commitment to yourself to learn the techniques and then use them consistently, you will soon be only working with hot leads, without even touching cold calls.

Take five accounts that you would like to pursue for your company. Check on Linkedin, Facebook or through Google, to see who you are connected to who has worked at these prospective client companies, or who actually work there now. You are half way to turning these cold calls into hot leads. Understand who you would like to talk with at the prospective companies. Now the fun begins.

Start connecting the dots to connect you directly to the decision makers. It may take several phone calls, some emails, some in-person appearances at organizations where you may run into these prospects. Whatever you do, don’t give up-you will eventually make contact with the person you are trying to reach.

Make sure that when networking toward your target customers, you always thank those who help you with the bridge to your targets. Let them know how the process is working and if there is anything else they can do to help. Most feel it is an imposition to ask for help, when in reality, most people enjoy giving others a hand toward success.

Once you get about half way through the first five prospects, add another five to your process, and repeat all the steps above. If you get to three of five contacts, you have done unbelievably well. It’s not easy to do, but it does move things along in the sales process much faster than working cold calls and trying to get compete strangers to respond to you.

What are your challenges when it comes to networking? I look forward to hearing your comments. Until next time...