When I set up KHES Ltd the one thing I didn’t look forward to was the whole sales process. Problem is, without it no business can reach its potential.

 There just seems to be something “wrong” about contacting people out of the blue and trying to persuade them to part with their hard earned cash. Yes I believe I am offering a great service, and yes I have no difficulty in explaining how my service can save time and money for businesses so they can more profitable.  But when I start saying these things how do I get past that glazed look that says “oh god, he’s trying to sell me something” or even worse, the muffled sound when someone puts their hand over the receiver to get on with their busy day while you are left talking into the air!

Some of you may know my sales “guru” Andy Hall from AHEM – Marketing and he was always saying things like “people buy from people” and “when selling don’t pretend to be what you aren’t.” still the question comes “that’s fine but how do I start the discussion that leads to a sale?”

The answer struck me recently, “Don’t”. Just get to know people who may need your service or who know people who might (so that’s everyone then!) talk to them, if they like you, and you like them, they will either buy your service when they need it, or refer you to their friends.

I know it’s not rocket science and a few readers will wonder how such a slow learner got past his 11 plus (yes I am that old), but for me I avoid all the angst by networking. But the next bit of learning only came a couple of months ago. If all you do is go to networking meetings and wait for people to decide to buy your service, your business will grow very slowly indeed. I’ve had to learn to cultivate relationships follow up with people I meet and learn about them, which is just as hard work as any other form of sales, it’s just that I enjoy it more, and it doesn’t scare me.

But what if the thought of going into a room full of strangers fills you with dread, your mouth goes dry, your heart starts pumping and you lose the power of speech?

Well there are several solutions many of them involve alcohol or drugs but networking when drunk is not usually advisable. The thing is that was how I felt at first as I was so desperate to tell people about my services. What I did was change my approach and go to a meeting to find out about other people rather than tell them about me. I found with that approach I still ended up talking about my service, but only when people asked me to, which felt a lot less pushy.  

Anyway, here’s a thought, at a meeting last night I was told by a couple of people how nervous they were of networking, so how about setting up a networking taster seminar where experienced networkers can help new business owners get over these nerves?

Anyone interested? 

Views: 116

Comment

You need to be a member of Oldham Business Network to add comments!

Join Oldham Business Network

Comment by Andy Hall (Moderator) on May 13, 2013 at 1:53pm

I love networking. 
So much so I write a blog on it. 
http://www.ahem-salesandmarketing.co.uk/is-networking-not-working/

Comment by Michael Shelmerdine on May 9, 2013 at 4:25pm
I echo your thoughts on starting the discussion that leads to a sale. I have no problem with networking per se but taking things to a sales discussion is where I struggle.
Comment by Thomas Yates (OBN Co-Founder) on May 9, 2013 at 4:24pm

I would come along :) Cheers Kieron, keep us all posted.

Comment by Michael Shelmerdine on May 9, 2013 at 4:22pm
That sounds like a great idea, count me in
Comment by Stephen Hendren on May 1, 2013 at 8:32pm

That would be great, i'd be pleased to be part of something like that.

Comment by sam riley on April 29, 2013 at 2:49pm

im up for that where and when

Comment by Paul Ruchat on April 29, 2013 at 1:42pm

Hi Kieron

I would be interested. Let me know.

Thanks

Paul

Ruchat

Comment by Lee Whiteside on April 29, 2013 at 11:01am

Hi Kieron

Yes you can count me in. As always, though, I struggle with early mornings or evenings. Daytime/lunch is better but happy to help if you need me

Comment by Jason Caine O'Brien on April 29, 2013 at 9:20am
I would be interested. I have never found it difficult to stand before a group to speak. What discourages me from some network events is the use of my skills and influence (please don't laugh) to line pockets of others rather than helping local businesses.
By seeing what you have set up recently regarding networking I can imagine your ideals being the latter, that of mutual support.
So count on my support.

Badge

Loading…

Forum

What is web development?

Started by Mohaimenul Jowarder in Internet and ICT Oct 7.

Top 10 most inspirational Bruce Lee quotes

Started by Mohaimenul Jowarder in Social Oct 1.

#nationalfitnessday

Started by Chris Moat in Social Sep 26.

CDM Regs / Project Managment

Started by Helen Doolan in Advertise Your Business Here Sep 19.

Videos

  • Add Videos
  • View All

© 2018   Created by CandidSky   Powered by

Badges  |  Report an Issue  |  Terms of Service