While there are contrasts and differences between sales people and networkers, there are just as many similarities. In the past in this space we have always noted the differences, sometimes in opposition. Today we’re looking at the common elements.
A networker:
- Has expectations
- Relies on a network
- Can measure what they do
- And is most concerned with making the connection
A sales person (and keep in mind, we are all in sales):
- Has quotas
- Relies on contacts
- Has to have quantifiable activities and results
- And has to have it all result in a “close”
Putting these factors all together, you can’t help but see the common threads:
- Time
- Trust
- Focus
- Gratification
- Partnership
It takes time to develop and maintain a relationship.
Trust is built not bought.
Patience and persistence and keeping on track will get you to your collective goals.
Gratification is measured in a number of ways: a sale or a contact.
Being a valued partner rather than a “vendor” makes you a trusted source for future contacts and/or sales.
Patience, persistence and remembering it is not about you wins the race.
Relentless
Love the article Paul. And as you have pointed out, Networking (and Sales) is built on how you can help others.