contact us

Use the form on the right to contact us.

You can edit the text in this area, and change where the contact form on the right submits to, by entering edit mode using the modes on the bottom right.

           

123 Street Avenue, City Town, 99999

(123) 555-6789

email@address.com

 

You can set your address, phone number, email and site description in the settings tab.
Link to read me page with more information.

Blog

Praesent commodo cursus magna, vel scelerisque nisl consectetur et. Curabitur blandit tempus porttitor. Fusce dapibus, tellus ac cursus commodo, tortor mauris condimentum nibh, ut fermentum massa justo sit amet risus. Cras mattis consectetur purus sit amet fermentum. Cras mattis consectetur purus sit amet fermentum.

3-Way Impressions

Wendy Kinney

At last count, there were 281,421,906 people in the United States. It doesn’t matter so how many of them have met one of your sales people, but how many remember meeting a representative from your company.

Pass on this 3-way strategy to make your sales force more memorable:

START WITH YOUR EYES

To speak with someone you don’t know, start communicating with your eyes. The 10-foot rule is a good one. From about 10 feet away, make eye contact and smile before you say anything. Don’t rush it. Allow time for a visual first impression.

HOW YOU LOOK MATTERS

In his book “Networking with the Affluent,” Dr. Thomas Stanley argues that people recognize their peers by how they’re dressed. Check your hair, tie, make-up. Be pressed and polished. Check front and back. Be sure that the people you want to do business with recognize you as “one of them.”

CHECK NEGATIVITY AT THE DOOR

A critical remark, whining tone, or a comment that belies frustration can be a real turn-off to someone you’re just meeting. Even if you’ve been stuck in traffic or exasperated by poor service, vent your frustration at the gym, not at a meeting. Give people strong reasons to want to know you better – not to avoid you as a crank.

More than a few of the 281 million people in the country are your competition. Make sure your sales pros outpace them with a strong first impression.

Holiday Networking

Wendy Kinney

 

“After the holidays, I’m going to …”

“At the first of the year, I’m going to …”

“When things get back to normal, I’m going to …”

Don’t let your sales pros use the holidays as an excuse to stagnate. Instead, encourage them to use the season of parties and fun to meet next year’s best clients and gate openers. Pass on these tips:

Holiday parties are terrific face-to-face opportunities to reconnect with people we know, who introduce us to people we don't. And because the atmosphere is festive, there’s time to have real conversations, get longer responses, and offer thoughtful suggestions. In fact, parties may be second only to the golf course as a great place to find out if you like someone, if they share your values, and if you can meet their requirements.

Kinda makes you want to go to a party, doesn’t it?!

Be sure to:

HAVE CARDS HANDY.

If a new acquaintance wants to get in touch after the holiday, make it easy.

LEAVE THE BROCHURES AT THE OFFICE.

Parties are for eating and drinking and talking and laughing. If you hand someone a brochure, they'll use it as a coaster. Save promo material for your follow through.

HAVE AN INTERESTING STORY READY.

You can count on people asking what’s new. Be ready with an interesting answer. “Oh, you know, same old, same old” is a missed opportunity.

FIND OUT WHAT YOU HAVE IN COMMON.

Having a conversation with someone you've never met before can seem uncomfortable. Work to find out what you have in common, and you've made a friend.

Lurking Isn't Networking

Wendy Kinney

In the world of networking, just like the online world, it’s easy to lurk at the edge, learning and observing but not really participating. But that’s not networking!  Business networking is “high touch,” and it requires full engagement. Pass on these guidelines to ensure your sales people are really taking advantage of their networking opportunities:

JOIN THREE DIFFERENT TYPES OF BUSINESS NETWORKING ASSOCIATIONS.

Maximize your networking time by participating in one weekly and two monthly groups. You’ll benefit in different ways from each. From some you’ll get industry education, business referrals, and community involvement. From others, you’ll be rewarded by social recreation and personal growth.

CONTRIBUTE AS AN OFFICER OR COMMITTEE MEMBER.

Once you join, don't just lurk! Ensure your networking success by serving in a visible position, so other members see you as a reliable, responsible, and contributing participant.

SHOW LURKERS HOW TO NETWORK.

Everyone knows how difficult it can be to join a group already in progress. That’s why people lurk. Make it your mission to help those who come in after you by inviting new members to serve on your committee, introducing them to each other, scheduling a three-way lunch, or hooking them up with a prospective client.

Make a name for yourself: Networker.