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Making Your Net Work Part 8


Guest articles > Making Your Net Work Part 8


by: Daniel Milstein


Networking is a critical part of becoming a successful salesperson. Obviously, you can't let your network get stale. It's important to continue monitoring the effectiveness so that it produces the results you anticipate.

On a regular basis you should analyze the primary criteria you have established, such as an increase in referrals and closed sales. When was the last time you referred deals to each other? Have you talked with them recently? What can you do to enhance the relationship?

Of course, the networking process has evolved during the last decade, with social media techniques having a major impact on the way salespeople market. For example, there is no question that Facebook and LinkedIn have helped many substantially expand and enhance their network. An increasing number of salespeople at Gold Star and other organizations of which I am aware, have a separate Facebook page solely for business. They use it as a primary way to connect with their customers, and provide product, company and industry information. While younger salespeople may seem to be more comfortable with social media techniques because they grew up in the 'Internet age' all salespeople need to adapt to this newer networking strategy.

Some salespeople remind us that the most basic networking strategies are still quite effective. 'The best way I know is the good old-fashioned smile and dial,' monthly calls to five people you have not talked to in the past 90-120 days,' a long-time salesman told me. 'Networking by picking up the phone and making the call always goes a long way. Maybe you end up scheduling a meeting with a past customer who just started a new company, or an old colleague who can share tips and useful information on your competition. Either way, it is what I find to be the best. There are many ways to network these days, but for me, nothing beats doing it the old- fashioned way. I set reminders in my calendar each month for five folks I want to reach out to that I haven't spoken with or seen in quite a while.'

Each salesperson has a different strategy for creating, expanding, and refining their network. Find the techniques that work best for you and start gaining contacts to propel your successful career.


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

Contributor: Daniel Milstein

Published here on: 25-Aug-13

Classification: Sales


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