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Networking tips and tricks - Tip 4: Save business for the end

Danny Beyer is a sales executive at Kabel Business Services. He is a serial networker and often speaks about networking tips to groups in the community.

When I first started building my professional network I had one goal in mind – sell something.  Every interaction I had was dictated by the desire to sell payroll services to the person I was talking to directly or to someone they knew. The process was always the same: Tell them how great Kabel is, share all of the wonderful payroll knowledge I had obtained through training sessions and experience, then try and close a deal or get to a decision maker. The ABCs of selling – Always Be Closing, right? Wrong.

I quickly realized that people were not listening to me. They didn’t care about my great payroll service or the fact that we could save them money. Most of the time the person I was talking with wasn’t even the main decision maker anyway. Their eyes glossed over, they nodded their heads, and their mind wandered to their next meeting or what was for supper that evening. I was getting nowhere, fast. That’s when I changed my entire strategy and the sales door swung open.

The big change? I stopped talking about business. I started getting to know the person I was actually talking to. What they did for fun, where their kids went to school, how they spent their weekends, where they liked to eat, how many brothers or sisters they had – the stuff that truly matters to people. As soon as I put business at the end of the conversation, and made the meeting about the person I was actually talking to, business started to come my way.

So stop talking so much about business. Instead, get to know the person in front of you. The business will come. 

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