Most Salespeople are Troglodytes

"Most salespeople are cave dwellers. They get into their little cave with four wheels, get into a bigger cave with computers and telephones, then drive back to their home cave. And they can't figure out why no one is referring them. Networking is a contact sport; you have to connect with people, build a relationship.

There's a process to effective business networking. VCP, or Visibility, Credibility and Profitability. Only when you've gone through visibility and credibility can you get to the profitability phase, which  is where you are passing reciprocal referrals on a credible basis. If you get a referral, you are giving away a little bit of your reputation."

So says Ivan Misner, Ph.D., founder and CEO of BNI, (Business Network International)

If the concept of "networking" has acquired a bad name, that's because many salespersons approach networking like a scavenger hunt...scurrying around a room collecting business cards without ever actually connecting with a person. A better networking model is based upon sharing knowledge, personal experiences...and leads. Quid pro quo. Networkers who don't give...won't get.

Tomorrow...a story about the best networker that I ever knew. Stay tuned.

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