Black Sales Journal

Networking is a form of prospect “sourcing” that allows you access and exposure to a number of prospects through some arranged medium. This could be an association meeting, a trade show, or otherwise.  It is a true exposure, meaning you are face-to-face with an influencer or potential buyer as opposed to trying to get past a gatekeeper.

Networking – the Skill

Networking is also a skill set that can yield strong results efficiently.  Quick reads as to whether someone is receptive during the personal contact will help you determine who is an immediate prospect, and whom you need to work on.

That means that although you do not get benefit of racial anonymity, as a Black sales professional you get a chance to impress and inform. If you are solid and you are armed with some of the items below, the networking introduction might be all you need to secure an appointment.

An organization called JUSTSELL put together a quick networking guide for preparing to network that is brief and comprehensive.  I have linked to it so you can review it.

This document is short and to the point and discusses how to prepare for a networking event.  It gives some great guidance about the process, objectives, and preparations.

Networking – the Activity

Networking is an activity that is casual and non-threatening and takes place in many settings. The forums (associations, chambers, etc.) are designed to make these comfortable and easy places to have relevant business discussions.  I would make the statement that if one does not want to be involved with entrepreneurs and sales representatives, they would never attend such  events.

Here are some examples of networking opportunities that are available to sales representatives:

Local Chamber of Commerce Meetings – There is one for each significant municipality.

Trade Association Meetings – Retailers, construction companies, wholesalers, transportation firms, etc. all have some group they are involved with.

Trade Shows – These are great sources of leads with many designed put a particular trade or industry group in the room with those particular organizations that supply and vend to them.

General Networking Events – Usually pre-arranged ‘Meet and Greets’, business cocktail hours, etc.  Usually sponsored by some organization that stands to benefit from getting local organizations together, these allow for easy face-to-face contact with others and can be profitable, yet are not as focused as the others above.

Your event or forum should be thoroughly investigated to avoid wasting your time.  You might ask a couple of relevant questions:

• How many of your current key clients will be there? They can introduce you to many others, and that is a great way to get credibility and get the immediate referral.
• Does the group have your type of prospect/customer there?  Research the group well for your specific target prospect.

Three Minutes of Fame

You only need that brief opportunity, 3 minutes, to be successful if you consider a few very important points:

• Have a solid easy to follow introduction that serves you and your company well.  Practice it!
• Know your ‘elevator speech’, which is your value statement. This is called an ‘elevator speech’ because you have just enough time to tell it between floors to a prospect.
• Have a closing line prepared. This is the one, which gets you further contact or the appointment.
• Have your informational/promotional material to hand out “prepackaged” if possible.
• Keep solid notes and data records.  This is extremely important.

Proper Follow-Up Is the Key

You must do timely and effective follow up to have the whole event be meaningful.  Follow-up with a note or e-mail as soon as is practical.  I prefer a note if possible as I covered in Black Sales Journal 2/3, “Make Yourself Memorable”.

Also follow-up on any promise you have made regarding information or referrals within, or outside, your organization.  Strike while the iron is hot!

Attempt to do these events on a monthly schedule, or try to do one a quarter to increase your scope and prospect base.

Remember as we have said before, be personable and tactical, and you could find yourself sourcing more prospects than you know what to do with.

Give it a try.  Please let us know how it works.

Negotiating salary and other items when accepting a new position intimidates many sales professionals.  Don’t ever believe that this negotiation is an art; it is actually more of an act!  Yes, it can be an acquired skill, but most importantly, you must believe in yourself.

I have written many times on this topic, including a post just a short few months ago.  The trick is to go in prepared.  Always be prepared!

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Negotiating Salary

There are ways to get what you want when it comes to salary and the other spoils, I would suggest that you take a look at these two posts in your effort to get what you deserve.  Combined,  these two posts cover salary, benefits, and sales situations (such as territory, vehicle, expense support, etc.) that could make your job much easier.

Check these two posts out.  They may be worth committing to memory:

Getting the Salary You Deserve! Part I

Getting the Salary You Deserve! Part II

Just lately I shared a post from a sales professional that successfully negotiated salary and other and was quite happy with the result.  He read both posts, and was not afraid to ask for what he wanted.  Read about that one here:

The Successful Salary Negotiation! It Can Be Yours!

More than anything else remember that salary, benefit, and other situations can be negotiated.  It is a timing issue though, so if you neglect to do it early on because you are skittish, you will miss your opportunity and leverage on all counts.

Career Builder Compensation Survey

This interesting article give the impression that many are reluctant to press for more compensation, and just as a matter of conjecture, are probably just as reluctant to press for benefits and other advantages as well.

I found this to be quite revealing and informative, and hope you do as well:

Career Builder Compensation Survey – 8/21/2013

It is good reading for any professional, and when it comes to sales professionals it is a reminder that you should never be afraid to ask for the ‘important’ stuff after the prospective employer has given an indication that you are their candidate.

Important points:

• Men (54 percent) are more likely than women (49 percent) to negotiate first offers.
• Many employers expect a salary negotiation and build that into their initial offer
• If unable to meet the job candidate’s salary requirements, a majority of employers are willing to provide alternative benefits

The new employer expects you to be engaged enough to want to have that discussion, but if you don’t show that bit of courage, it is fine with them.  Show the courage, you deserve everything that you can get.

Use All of the Tools

Remember to use the tools such as GlassDoor.com to understand the salary landscape, and employ fair, but firm, negotiation techniques.  Don’t undervalue your abilities and services as solid sales professionals are hard find.

If you have a salary negotiation story to share let me know.  I would love to hear it!

PS. – Thanks to Career Builder for taking on this topic.