calehawley

Posts Tagged ‘networking’

One Man Wolfpack

In entrepreneur, Marketing, networking, Personal Branding, Personal Development, relationships, Sales on June 23, 2017 at 11:00 am

Remember the scene in The Hangover when Allen claims to be a “one man wolfpack”? Sales and entrepreneurship is not much different. Yes it can be lonely, but it does not have to be.

I love working with new or inexperienced sales and marketers. There is a twinkle in their eyes and a burning desire in their hearts. But when that fire starts to flicker and that twinkle dims a little, it can get lonely. I try to be that person with an open ear for these young professionals. Not because I think that I am just that good, but rather because I have empathy for them. More times than not, they just need someone to voice their frustrations to. I’ve been in sales and marketing for almost 20 years and have been an entrepreneur for nearly 6 years. I find it helpful to have someone I’d like mind to talk to when times get tough, and if you do this long enough, you will see tough times.

Start adding members to your wolfpack today.

The Long Road Wisdom

In Personal Development, relationships, Sales on July 27, 2016 at 5:09 pm

The relationship sell. Sales is one of the most simple things on the planet when it is stripped down to the basic principles. You have a product. You find buyers. The buyer makes a purchase. Done.

Of course, it is never this simple in real life. When it is, you are typically selling commodities. If you are selling something other than commodities, you should be in the business of relationships.

Relationships take time. It is a long road. You have to continue to drive that road until you reach your destination. The trick to the destination is that you are rarely there to stay. You have to continue to drive that road and take your relationship to new destinations if you want it to survive because there are others out there driving that road as well. Some get there faster than you. They are just more skilled, not necessarily better than you.

Be warned though, if you try to rush the relationship just to make a sale; you could end up taking a turn for the worst and crash and burn. Once this happens, you rarely get to travel that particular road again.

The Lumineers’ song “Flowers In Your Hair provided the inspiration for this post. The lyrics are: “Cause it’s a long road to wisdom, but it’s a short one to being ignored.” I find these lyrics very profound.

So please be wise and take the long road to relationship building.

Excel at Your Strengths

In Personal Development on July 26, 2016 at 5:04 pm

There is irony in that statement. One of my software weaknesses is indeed Excel. I can use it as a simple spreadsheet with text, but have difficulty using it for much else. I know that Excel is a weakness, so I tend to stay away from it. Instead, I find it more beneficial to myself and my business to focus on what I am good at and excel there. I am great at presenting. I am great at marketing. I am great at sales. I am great at networking. I choose to focus my attention in continuing to develop myself in those areas where I am strong and outsource the rest.

Now if you will excuse me, I’ve got some personal development to continue.

The Networking Ladder

In Communication, networking, Personal Development, relationships on July 20, 2016 at 5:00 pm

I’ve been asked why I spend so much time networking at the bottom of the ladder. First of all, I really do not see networking as a proverbial ladder, but I understand where the question is coming from. In other words, “if you are trying to get to the CEO, why are you spending so much time with the subordinates?”

Clearly the question comes from someone that does not understand the nuances of networking. It takes a strong base to reach the top. If your base is strong, you do not have to worry about tumbling down, loosing momentum while ascending, or the wind blowing your ladder over. Again, this is looking at networking a company, purely as a proverbial ladder.

Yet another example of why to do this is the old Walter Mizner adage: “Be kind to everyone on the way up; you’ll meet the same people on the way down.”

I have spent a great deal of my career in medical sales. Calling on physician, nurses, executives, etc. In my days of calling on doctor’s offices, I learned very quickly that my access to the physician was dependent on the way that I treated the staff. While the physician held all of the prescriptive authority, the receptionist, nurse, and business manger held the power to “pencil me in” to the doctor’s schedule (or not). I became better friends with the staff than I ever did with the physicians that I called on. And as a result, I had better access in the clinic than many of my competitors.

But truthfully, if you really want to know why I spend time networking with individuals that have no control over my business or my sales success here is the answer: BECAUSE IT IS THE HUMAN THING TO DO. I do not talk to people only because they can “do something for me” today or tomorrow or twenty years from now. I do it because people interest me. If it happens to benefit me or my business, great. If not, I still see it as a victory.

People are human regardless of title, maybe it’s time we recognize that. Happy networking.

IMAGINE Marketing Part 5 of 7–Interactive

In Interactive on February 4, 2011 at 10:51 pm

I know, I know…blah blah blah social media blah blah blah. Another schmo telling you about the importance of social media.

Yes and no. While social media plays a part in interactive, it is not the sole platform for interaction. Just because you have a Facebook page or a Twitter, YouTube, LinkedIn, etc. does not mean revenue will fall out of the sky. If used properly though, it can improve your chances.

What do I mean when I say interactive? A simple exchange of ideas between customers and corporations. Social media can aid that conversation. But there are several other ways to interact with your customers. And by interact, it has to be a two-way communication. If it is only one-sided then you are just another “spammy commercial” interrupting my updates of what my friends are cooking for dinner, who needs help on Farmville, and photos of my friend’s friend’s cousin’s kids birthday party at Chuck E. Cheese’s.

What makes interaction work? Again, simply interacting without necessarily doing commerce. If you have a questions/ comments page on your website, respond in a timely manner. And not with corporate/ PR/ HR approved gobbledygook gibberish. Respond as a human being. Engage with others ar networking events (and by networking events, I mean anywhere you might see other people–and for crying out loud, please quit acting like you are networking and be yourself). Make yourself available to speak with customers when they ask for you by name or email you.

Now. If you are not sold on social media, feel free to skip ahead to the next paragraph. OK. They are gone. Since you are still here it is clear that you get it. Facebook, blogs, Twitter can all be effective when used the right way. So what is the right way? remember my post on image? It is going to vary from person to person. Update people on your industry or how you are helping the community. It can be as simple as posting your flavors of the day (FrazzleBerry Frozen Yogurt), updated designs and openings (http://www.facebook.com/nailsforgirlygirlz) events (http://www.facebook.com/lmfao) the options are endless. Some people follow only for exclusive offers. Again, it’s going to vary based on your product and your market.

Think about your interactions with the companies you shop with. You more than likely continue doing business with them based on these interactions, unless you are a bottom line lowest price only shopper. Learn from these interaction.

How are you interacting with your customers?