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Making Your Net Work Part 7


Guest articles > Making Your Net Work Part 7


by: Daniel Milstein


Each of my sales colleagues use different techniques when forming business contact. Some heavily rely on formal networking groups, some form their own informal network associations, and others are more proactive.

One of my sales colleagues creating his own networking group. 'I solicited different trade people along with other professionals whose services I had used or was using and told them that I was forming a group of 'Proven Professionals' looking to see if they would be interested in participating,' he told me. 'I said that they needed to provide me with 200 business cards and share in the expense ($50.00) of getting this off the ground. They would also need to provide stellar service at an affordable price to anyone who contacted them. I then ordered 500 card caddies embossed with my name, company name and cell phone number.

I loaded 45 caddies with a card from each profession, mine being first (in the same order), and scheduled an evening of cocktails and hors d'oeuvres, with attendance being mandatory. I had my assistant greet everyone as they arrived at the restaurant, whose owner was one of the participants. After all of the participants had arrived, I requested everyone's attention and I explained what would be happening. I gave a five-minute introduction/ bio followed by each person in the book and strongly encouraged that each participant make a concerted effort to refer each other. I also explained that I would be handing out one of these at each of my sales; explaining to my clients that these were my 'preferred' vendors and that I had personally used each and every one of them at one time or another. There was electricity in the air and the program proved to be very successful.'

When considering the benefits of group involvement, look beyond your immediate industry. My brother Alex, a highly successful Realtor, has found an effective way to expand his network by participating on the board of directors of several high-profile non- profit organizations. 'This gives me the opportunity to become an 'in-house' Realtor for that group and its members,' he noted. Find what works for you and expand from there.


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

Contributor: Daniel Milstein

Published here on: 18-Aug-13

Classification: Sales


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