By Joe Felperin Director of Sales - 2003 Maryland Technology Expo

As the business climate to generate sales gets tougher, it is imperative that sales professionals and organization executives work together with a "think out of the box" mentality to help one another to be successful.

One of the most effective means of generating sales or improving any organization is the fundamental resource of Networking. How can you succeed at Networking?

First of all…..What is the definition of Networking? Meeting with people in your own field or in other fields, formally or informally to give and receive business leads.

Second, let's list some fundamentals of Networking;

1. Attend events that are relevant to your industry and/or where your prospects will be.

2. You have to give in order to receive: Too many people think that they are entitled to receive referrals without giving any referrals in return.

3. Networking isn't only about business: When meeting people, try to discuss other topics besides business. It is amazing how common interests that people have is a great way to develop a long term relationship. For example, you might go to an event and meet someone that is active with their Youth League. As you talk further with this person, you see that you can help each other in your interest in working to improve your Youth League. The next thing time you see this person at an event, they will remember you. And guess what? Because of the outside interest connects the two, business referrals should follow.

4. Events & Organizations: One of the best places to network is at special events. The list is endless…..Trade Shows, Professional Affiliations, Sporting Events such as Golf Tournaments, Religious Services, Volunteer Organizations such as Youth Leagues, Scouts, Hobby Groups, etc.

5. Resources: Always subscribe to a variety of local e-mail newsletters, publications, etc. to gather information that will help you when you are cold calling or meeting someone in person that you read about. Samples include Digital Harbor Online, The Business Journals, The Washington Post & Baltimore Sun, plus all County and Local Publications. Local knowledge about the business community will go a long way when networking.

6. Strategic Alliances: This will allow you to develop alliances with sales professionals who sell non-competing or complimentary products/services in the same market.

How to Network Successfully

1. First of all, be flexible in your time to network. This includes early morning breakfasts, coffees, lunches, dinners, business, after work hours and JOINING MANY DIFFERENT TYPES OF ORGANIZATIONS AND ASSOCIATIONS.

2. ALWAYS SET GOALS: Includes number of people, cards, when to follow up, etc.

3. NEVER Try to sell anything or appear to be ready to "pounce" on anyone ready to listen.

4. Always attend Networking events ready to give leads as well as receive them.

5. Focus on talking with people on why they are attending the event and what business they are in PRIOR to telling them about you and your business.

6. ALWAYS BE PREPARED for the opportunity to present your 30 second commercial or "elevator speech."

In summary, always remember that Networking is like Holiday Presents…..It's always better to give and then you will receive.

To Network with Joe Felperin, he can be reached at 301.493.5500 x3344 or felperin@ejkrause.com
www.mdtechexpo.com