Networking is a Process

I heard someone recently say that networking is a process and I just had to put some thought into that statement. Networking is a conscious process, not an accident or coincidence. Anyone who thinks that if they go to just one event and the business will come rolling in are in for a rude awakening. Networking is work, but is can be your most important business skill. Every time you meet people, there is an opportunity to learn from them and be a resource to them, as well. Networking is not about an immediate gain. Sometimes it can take years to cultivate, I said years not days. As important as trust is, it takes time and patience to generate.

Can You Hear Me Now? The Art of Listening

Hearing isn't the same as listening. Listening is the act of hearing attentively.

Listening is an art. Listening is an activity. Listening is being sincerely interested in hearing what the other person has to say. When you listen to people, you're letting them know you value them and their thoughts and ideas. You'll go further in life by being a good listener than by being a good talker. Once people realize you are willing to take the time to listen to them, true communication begins to take place.


Listening involves paying attention and understanding what is being said, even if it means repeating what you heard or asking questions. Nonverbals play as big a role in what is being said as the words themselves, so you watch for body language, too.

Follow-Up is the Name of the Game

A lack of follow-up can kill more businesses than any other factor. We fail to follow up on leads or to stay in touch with current clients and with past clients. I think this causes us to miss out on new sales opportunities, repeat business and referral business.

It's time to do something about these missed opportunities. I looked at solutions as there are many out there. Try some, ask others what are working for them. The point is to do something.

Here are some interesting fact that I found online from several sources:

• 48% of sales people never follow up with a prospect
• 25% of sales people make a second contact and stop
• 12% of sales people only make three contacts and stop
• Only 10% of sales people make more than three contacts
• 2% of sales are made on the first contact
• 3% of sales are made on the second contact
• 5% of sales are made on the third contact
• 10% of sales are made on the fourth contact
• 80% of sales are made on the fifth to twelfth contact

These are pretty inspiring arguments for following up. I guess you could say that once or twice is just not enough.