By Liz Kudwa
A: This is an excellent question and one with whom many people, not just entrepreneurs, struggle. I recently read an article in the January 2009 issue of Entrepreneur Magazine entitled “Make The Sale” by Barry Farber that highlighted 10 tips for making good connections and then maintaining them after your initial introduction. Here is what Barry suggests…
Start off strong: Give new contacts a firm handshake and look them in the eye. An upbeat attitude and a sincere interest in meeting them will be reciprocated.
Listen more than you talk: You can’t really start to build a relationship until you’re locked into the other person’s hot buttons and listening to what makes her tick.
Ask questions to build rapport and understanding: Once you hear her answer, do you ask for more detail? Great salespeople know how to move the conversation forward with the right open-ended questions.
Find common ground: Doing so allows you to connect with contacts on a deeper level, whether it’s sports, hobbies or family interest.
Do your homework: When the customer sees you’ve invested time into understanding her business, there is a certain level of trust that is established right away.
Sell what they sell: You know who your customer is, but do you know who your customer’s customers are and how you can help them sell more to them? Help your customers build their businesses and they’ll end up building yours.
Offer outside help: Can you offer a resource that assists them in an area outside of what you sell? Going out of your way to help can get you in the door and keep you connected.
Keep your network strong: Surround yourself with people your contacts would want to meet. Think about the company your contacts keep.
Be true to who you are: People cannot connect with you when you’re trying to be someone else. Being honest about what you do, who you are, and what you believe says a lot about your character.
Follow up and follow through: In the world of networking, connections and building relationships, this is the glue that holds it all together.
Want to read more about networking and sustaining your connections? Check out these books at the Capital Area District Library.
It’s Who Knows You: Network Your Way To Success By Chien J. Wang
The Wisdom Network: An 8-Step Process For Identifying, Sharing, And Leveraging Individual Expertise By Steve Benton And Melissa Giovagnoli
Elizabeth Kudwa is the Business Reference Librarian at the Capital Area District Library located at 401 S. Capitol Avenue in Lansing, MI. Contact her at 517-367-6301 or by e-mail at kudwae@cadl.org.
