Volunteer for Higher Sales

When your prospecting and cold calling are letting you down, what can you do to freshen things up? How can you get doors to open instead of close?  Volunteer, and do so in a strategic way.

Volunteering is a wonderful way to stay involved in your community, and most communities have literally hundreds of opportunities open to you.  When you participate in a charitable organization, you inevitably meet new people, and strengthen your reputation.  You can sign up as yourself, or as a representative of your company.  I strongly recommend you volunteer in circumstances that will bring you into contact with a lot of people, not situations where you interact with only a couple. Your goal is to meet and interact with as many people as possible.  There are charity walks, charity runs, Habitat for Humanity community projects, and many more places to volunteer where you'll be exposed to dozens or even hundreds of people.  

Choose a cause you believe in and respect.  It's key to participate in community efforts that are genuinely important to you. If you are only volunteering to increase your network, you'll resent every moment of effort, and it will damage your reputation.  Instead, the idea is to aid your organization of choice while you add new members to your network to help you reach deeper into your target market and overall community.  If you’re like most people, there are several groups you’d be happy to help. Find local groups and events on websites like Volunteer Match and Volunteer Connection.  How does it work?

While you're working at your event, make an effort to get to know your co-volunteers. It's a networking opportunity on a much more personal level than the usual.  The fact that you're volunteering shows that you're responsible and hard-working. You and your co-volunteers have an interest in common, and you both care enough to donate your time. You'll have some business cards in your pocket, so you'll be able to share them with your new contacts before you leave. Make sure to take their information, too.

During the next work week, treat your new contacts like you would for any other networking opportunity.  Reach out to your new contacts and remind them of your meeting.  Invite them to coffee or happy hour.  Slowly move your new relationship in a professional direction.

Any of your new connections may be a door to a new level of professional networking.  The more people you know in your community, the more doors will open for you.

Time to Throw Away Your Business Cards

Now that so much has gone digital, is it time to throw away your business card, and move to solely digital representation of yourself, an e-card? Is environmental responsibility, or technology key to your branding? Don’t cards cost us trees? Why would any business want to be represented by 19th century technology? Isn’t that the definition of old school?

Business Card, 1895

When offered an e-card, it’s convenient for me to skip the paper step, but I watch the faces of the people who aren’t familiar with e-cards. They immediately feel excluded when they’re told a business contact doesn’t “use cards anymore.”

In businesses where innovation and technology are the essence of the product, it makes sense not to lead with a paper business card. Nothing gets an early-adopting tech shopper revved up like thinking they’ve missed an important tech development, after all! Environmental groups and agencies should definitely move in that direction, setting an example in every way they can. But if the client asks you for a card, what then? “Electronic, or physical card?” might be a good response. Many business people just need to be introduced to the idea to go along. When you offer your e-card, explain why your company is moving in that direction.

Anytime you’re asked for a card, hand one out, electronic or paper. If you’re thinking of moving to an e-card, do some research. Your e-card can behave like an app, and have your customers able to dial your number or get directions to your office by pressing a button. Your e-card can have the exact same look as your paper card. Using hyperlinks is popular, letting people navigate to specific parts of your website, or send you an email directly through the e-card. Some website designers include e-card design in their packages. Choose functions and a design that will work for your customers. And don’t throw away your business cards. Keep a few with you at all times. After all, your phone battery might die someday!

Networking: Just Do It!

Networking meetings don't have
to be formal.  Make 'em happen!

Networking – verb.  Any process by which you expand your network of business connections.  Conventions, industry happy hours, and professional organization meetings all can be networking activities.   Charity events like fun runs, community events like parades and festivals, LinkedIn, other social media, and attending events where your target market recreates are also networking opportunities.  Don't attend these events blindly!  Target the connections that will be the most useful to you, and cultivate them.

Cattle-call networking event.  Don't!

Recently some sales professionals have been actively preaching against networking. Bad networking is out there, and a total waste of time.  What is bad networking?  Collecting business cards and shaking hands is not networking.  Don’t bother.  Effective networking brings you prospective, customers, job offers, references, referrals, and a bigger paycheck. 

Good networking is establishing a real connection with another business professional.   Customers can be valuable network members, but the most valuable are frequently folks from outside your customer base.  Inside your industry there are key players, and you want to know them.  Make it a mix of the two.

Networks are a
two-way relationship

Why build a network?  There are many reasons.  Connections in vertical markets can help you learn more about your business, and stay on top of changes in the industry.  Keep track of the competition.  Connections can become advisors,  and mentors on tough days.  They pave the way for introductions to hard-to-reach professionals.  Objectivity and different professional circles make network members effective for each other.  These are people you will make part of your professional life.  You’ll maintain contact with them through occasional emails and phone calls, and build your relationship over time.  Their objectivity will help keep you grounded.  Their professional networks will be resources for you, and yours will be for them.  Remember it's a two-way street!   Be there for them.  You'll often need to prove your value before the relationship truly blossoms.

Network members are often the missing
piece of the puzzle!

When you reach out to a network prospect, you'll treat it like a sales call.  (Having a big network is nice, but having the right network makes you money.  Woo them a little!)  You'll talk about them.  You'll focus on their position in their market, and learn what their goals are.  Helping your network members achieve goals is key to a productive relationship.  You'll make an effort to share articles with them, and connect them to appropriate business people in your world.  Follow them on social media.  Recognize their accomplishments and milestones.  As you demonstrate a genuine interest, you'll be securing their loyalty and their interest in you.   

Cultivate strong relationships with professionals in other industries, too.  Outside your industry, there are movers, shakers, and influencers.  Adding them to your network will help you stay ahead of the curve on local and regional business news.  Beyond keeping you "in the know," there is always someone your clients are looking to meet.  Your network members make great referrals to clients who have needs your company can’t meet.  Based on your personal relationship, your client will receive great service from your network members.  If you supply the name of a terrific plumber, landscaper, and dry cleaner to a new home buyer, your value to that home buyer has just gone way up.  A strong network of competent professionals is helpful in every profession.  Think about the connections that will help your customers, and build them.

A strong professional network also will help you when you need a job.  If you’ve been sending them business, and taking good care of the business they send you, your network will be happy to share the job openings they know of.  They will look at you as a competent professional, and will recommend you as such.