Friday, May 4, 2012

Focus on Others

Being in a leadership role in AmSpirit Business Connections, I've said many times that in order to be successful in networking requires that you focus on others more than yourself.  I've said this, Frank Agin (Owner & Founder of AmSpirit Business Connections) has said this, and other Area Directors have shared this as well.

Why are there still significant numbers of AmSpirit members who ignore this advice?  It's not that they're bad people or that they do not believe in giving to others.  I really think it boils down to how we are trained as salespeople in Corporate America.

Ever attend an internal sales meeting where you're asked, "How many other people did you help with referrals this past month?"  Probably never.  But you're called on the carpet if you didn't hit your own quotas.  We're trained to be selfish and only worry about ourselves.

What's unfortunate is that the more we are perceived as self-interested by others, the less willing anyone is to want to work with us or buy from us.

If you are working as a salesperson for a company, I'm not suggesting you not focus on your quotas.  Because if you don't, you'll be shown the door in short order.  But, network your butt off while at the same time hitting your numbers to satisfy your bosses.

How do I do that, you ask?  You're going to have to continually shift back and forth from prospecting to networking.  You may 'cold call' in your office in the traditional sense, making calls and setting appointments.  But when you attend networking events like chamber mixers work for the room to help connect others.  Stop talking about yourself so much and ask others what you can do for them to connect them to others.  It will pay off for you if you give it a chance.