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Making Your Net Work Part 5


Guest articles > Making Your Net Work Part 5


by: Daniel Milstein


In sales it is essential to network and establish contacts in order to become successful. Once you have established a base of reliable contacts, you should look to expand this web.

I gradually expanded my professional network to include attorneys, financial planners, major sports celebrities and their agents, and others. For example, we always ask our clients if they have a will or trust and if not, call the appropriate estate-planning attorney and refer them. When clients are in the process of a divorce, we have the opportunity to contact a divorce attorney with referrals of clients needing assistance. This simple concept of providing value before asking for referrals can easily be adapted to most areas of sales. You just have to find out how to best help your network partners enhance their business. In addition to providing referrals, you may be able to help refine their business plan, survey their customers, or do joint marketing.

I believe a network is enhanced with the inclusion of people of various experience levels. Many salespeople argue that the best way to create an effective network is by working with the top producers in their respective fields, such as the most experienced CPAs, Realtors, attorneys, sports agents and technology consultants. Why waste time with those who haven't yet established themselves? That seems to make sense, but it is actually a short-sighted notion, because many of the newer ones will eventually become successful and you have an opportunity to grow with them.

You have to continually evaluate prospects as if they had just been drafted by a sports team; determine which have the potential of long-term success and then provide the necessary support.

For example, I met a former ice hockey player who retired and became a life insurance agent. He needed help getting established in this competitive field. I explained that I would introduce him to clients needing insurance as well as financial planners and others who might need his service. I wanted to help him get started as others had provided support to me. He has continued to excel and we have developed a mutually beneficial relationship.

You should make contacts with anyone, whether they are established or not. You never know when you will develop a mutually beneficial relationship with another person.


Daniel Milstein is the bestselling author of ABC of Sales. For more information, visit:

Contributor: Daniel Milstein

Published here on: 4-Aug-13

Classification: Sales


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