How to get lucky in Sales
Setting up a Synergistic Networking Group
By Richard Elmes CSP
Your ideal prospect calls you with a problem that you are uniquely qualified to solve, asking you if you can help. There is no competition, no haggling over price, no hard work and no you are not dreaming. By setting up a synergistic networking mastermind group, this dream can become a reality. Here is how you do it:
Step 1 – Determine what your ideal type of customer or your target market is. What characteristics or traits do they have? Make a checklist. In business as in dating we need to list what we want in a date or a customer, in order to ensure that we end up with the right partner for us.
Step 2 – Approach your best customers, the ones that best fit your checklist, explain that you want to make their life easier by setting up this Synergistic Networking group and ask them what other non-competing services they buy. And from who?
Step 3 – Get in contact with those other non-competing sales people approach them with the ideal of setting up a synergistic networking group. Get together to determine if they you would be able to credibly refer them to your customers and if they feel the same about you.
Step 4 – If there appears to be a fit, spend some time educating each other on the products and services that you each provide. Also learn the right questions to ask in order to uncover a need for what they are offering.
Step 5 – During your sales meetings with your customers keep your radar up for signs that there is a need for your networking partner(s) products or services.
Step 6 – When you uncover a need, ask who is providing that service for them now? If they ask you why you are asking, mention that you have someone in your network that might be able to solve that problem. This will position your as and information resource, not only a sales person.
Step 7 – Give your customer the contact information of your networking partner and suggest they give that person a call. As a back-up, call your networking partner to let them know that they may be receiving a call. This does two things: It gives them a heads-up on the situation and it gives them an option to call your customer if they don’t receive a call in a couple of days.
Step 8- Keep in touch with your customer in order to let them know that you are interested in if the problem got solved. This will also remind them that you have done them a favor by giving them a referral and helping them solve their problem.
Step 9 – Keep updating your networking partner on new product/service developments that you offer on a quarterly basis. Also look out for other networking partners that will fill another need that your target customers have.
Step 10 –Reap the rewards, of being an valuable resource for your clients, networking partners and their clients.
By forming and using this synergistic networking group you not will you get lucky with your networking partner’s customers, but you will be able to position yourself as a specialist, but be viewed as a valuable information resource to your own customers. So the customers win, because they don’t have to search out new vendors, who they have no trust or loyalty toward. You networking partners win because they get hot prospects falling in their lap, and you win because not only are you helping people, but you will also get some new ideal hot prospects falling in your lap as well. Now that is what I call getting lucky!!!
Richard Elmes CSP
"The Sales Dating Guy"
specializes in helping organizations become sexier to their ideal customers in order to sell more stuff.
www.richardelmes.com
