Comments on: So, You Know How to Network…But Do You Know How to Sell? http://networking.entrepreneur.com/2008/02/25/so-you-know-how-to-network-but-do-you-know-how-to-sell/ Growing your business through the power of relationships Wed, 20 Aug 2008 19:15:08 +0000 http://wordpress.org/?v=2.1 By: Doug Morgan http://networking.entrepreneur.com/2008/02/25/so-you-know-how-to-network-but-do-you-know-how-to-sell/#comment-395 Doug Morgan Mon, 25 Feb 2008 23:04:34 +0000 http://networking.entrepreneur.com/2008/02/25/so-you-know-how-to-network-but-do-you-know-how-to-sell/#comment-395 We have been members of BNI for eight years and do 90% of our real estate business by referral. We agree completely with developing relationships to sell. In fact, we have joined SendOutCards.com because it gives us a very good way to keep in touch with hand-written notes we order on the Internet. As a BNI strategic partner they are very good. Here is a statisic that makes the point --- 80% of sales happen between the fifth and 12th contact with a client. It is absolutely about relationships. Doug and Joyce Morgan Wenatchee, WA morgans@morganteam.com We have been members of BNI for eight years and do 90% of our real estate business by referral. We agree completely with developing relationships to sell. In fact, we have joined SendOutCards.com because it gives us a very good way to keep in touch with hand-written notes we order on the Internet. As a BNI strategic partner they are very good. Here is a statisic that makes the point — 80% of sales happen between the fifth and 12th contact with a client. It is absolutely about relationships.

Doug and Joyce Morgan
Wenatchee, WA
morgans@morganteam.com

]]> By: Carl Lewandowski http://networking.entrepreneur.com/2008/02/25/so-you-know-how-to-network-but-do-you-know-how-to-sell/#comment-396 Carl Lewandowski Tue, 26 Feb 2008 00:16:11 +0000 http://networking.entrepreneur.com/2008/02/25/so-you-know-how-to-network-but-do-you-know-how-to-sell/#comment-396 Wow, I agree 100%. It is the exact process I use. We are the best educated networkers in the world. We teach our members who we are, what we do, and what we want. … But how do we teach the non-educated community who have said “YES” to your services or produce? I have developed an education process to teach my clients (who own electrical standby generators) how to refer me. The key to this is that they don’t know their doing it. currently, CenterLine is at a tier 7 ref (after 5 years in BNI). Here is something BNI has done for me that was never mentioned at any EC spot, director presentation, director training, etc. Went to visit a home owner who wanted to purchase a Onan Generator, she told me “my neighbor gave me your name” I explained that I had never installed a generator on the street but I would be happy to quote. She was adamant that it was her neighbor that referred me. She made me drive by the house. Again, I said “ I’m sorry, but I did NOT install that generator.” It was not the type I install. She asked “you are Carl Lewandowski of CenterLine Design aren’t you” I replied “Yes I am”. We went back to her home, completed the quote that day and left her house with signed contract in hand.” The “exposed element” is that the generator had been my ask in BNI for approx 30 weeks! Bottom Line is that I was referred by someone who never had exposure to me or my company. She new my name and company. BNI is the only marketing plan and exposure I use. The branding of generator installation in WNY has become CenterLine Design. Nice! I have over a 90% closing ratio using this method. The sales info in this blog is priceless! Carl Lewandowski BNI Director, Team WNY Wow, I agree 100%. It is the exact process I use.
We are the best educated networkers in the world.
We teach our members who we are, what we do, and what we want. …
But how do we teach the non-educated community who have said “YES” to your services or produce?

I have developed an education process to teach my clients
(who own electrical standby generators) how to refer me. The key to this is that they don’t know their doing it.

currently, CenterLine is at a tier 7 ref (after 5 years in BNI).

Here is something BNI has done for me that was never mentioned at any EC spot, director presentation, director training, etc.

Went to visit a home owner who wanted to purchase a Onan Generator, she told me “my neighbor gave me your name” I explained that I had never installed a generator on the street but I would be happy to quote. She was adamant that it was her neighbor that referred me. She made me drive by the house. Again, I said “ I’m sorry, but I did NOT install that generator.” It was not the type I install. She asked “you are Carl Lewandowski of CenterLine Design aren’t you” I replied “Yes I am”.
We went back to her home, completed the quote that day and left her house with signed contract in hand.” The “exposed element” is that the generator had been my ask in BNI for approx 30 weeks!

Bottom Line is that I was referred by someone who never had exposure to me or my company.

She new my name and company.

BNI is the only marketing plan and exposure I use.
The branding of generator installation in WNY has become CenterLine Design. Nice!

I have over a 90% closing ratio using this method. The sales info in this blog is priceless!

Carl Lewandowski
BNI Director, Team WNY

]]> By: The Sales Hub » Referral Networking http://networking.entrepreneur.com/2008/02/25/so-you-know-how-to-network-but-do-you-know-how-to-sell/#comment-413 The Sales Hub » Referral Networking Mon, 03 Mar 2008 21:05:07 +0000 http://networking.entrepreneur.com/2008/02/25/so-you-know-how-to-network-but-do-you-know-how-to-sell/#comment-413 [...] a lot of time on the blog, but I found a couple of interesting posts.  One of which is titled So You Know How to Network. . . But Do You Know How to Sell?  Ivan has this to say to networkers (my emphasis added) I can’t tell you how many times I’ve [...] […] a lot of time on the blog, but I found a couple of interesting posts.  One of which is titled So You Know How to Network. . . But Do You Know How to Sell?  Ivan has this to say to networkers (my emphasis added) I can’t tell you how many times I’ve […]

]]> By: diego http://networking.entrepreneur.com/2008/02/25/so-you-know-how-to-network-but-do-you-know-how-to-sell/#comment-418 diego Wed, 05 Mar 2008 17:16:53 +0000 http://networking.entrepreneur.com/2008/02/25/so-you-know-how-to-network-but-do-you-know-how-to-sell/#comment-418 having worked in a high pressure sales environment for 5+ years, "sell" is a 4 letter word to me. it invokes visions of pushing people into a product/service that isn't right for them and may cause major headaches in the future. i prefer to present potential clients with all their options and help them make an informed decision for their business. this helps build a strong relationship with clients. i'm happy to "leave business on the table" if the person i spoke with made a sound choice. i've received many referrals from people i've never worked with because they were so pleased with this approach. having worked in a high pressure sales environment for 5+ years, “sell” is a 4 letter word to me. it invokes visions of pushing people into a product/service that isn’t right for them and may cause major headaches in the future.

i prefer to present potential clients with all their options and help them make an informed decision for their business. this helps build a strong relationship with clients.

i’m happy to “leave business on the table” if the person i spoke with made a sound choice. i’ve received many referrals from people i’ve never worked with because they were so pleased with this approach.

]]> By: Hazel M. Walker http://networking.entrepreneur.com/2008/02/25/so-you-know-how-to-network-but-do-you-know-how-to-sell/#comment-421 Hazel M. Walker Fri, 07 Mar 2008 13:30:36 +0000 http://networking.entrepreneur.com/2008/02/25/so-you-know-how-to-network-but-do-you-know-how-to-sell/#comment-421 Good Blog, and I loved the last comment. It is funny what people think that selling is and is not. If you walk away from an interaction with business in hand you SOLD something. You may have used one of 100's of different ways to close the transaction but it was a sale. Thanks for the great information Ivan. Hazel M Walker Master Trainer Referral Institute - IN Good Blog, and I loved the last comment. It is funny what people think that selling is and is not. If you walk away from an interaction with business in hand you SOLD something. You may have used one of 100’s of different ways to close the transaction but it was a sale.

Thanks for the great information Ivan.

Hazel M Walker
Master Trainer
Referral Institute - IN

]]> By: Anonymous http://networking.entrepreneur.com/2008/02/25/so-you-know-how-to-network-but-do-you-know-how-to-sell/#comment-1042 Anonymous Tue, 22 Jul 2008 08:12:00 +0000 http://networking.entrepreneur.com/2008/02/25/so-you-know-how-to-network-but-do-you-know-how-to-sell/#comment-1042 <strong></strong> ” If you work hard on your job, you could make a living. If you work hard on yourself, you could make a fortune. Your income is primarily determined by your philosophy, not the economy. Success is something you attract by becoming an attractive perso...

” If you work hard on your job, you could make a living. If you work hard on yourself, you could make a fortune. Your income is primarily determined by your philosophy, not the economy. Success is something you attract by becoming an attractive perso…

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