Highly successful sales professionals have extremely valuable networks. They’ve developed them, nurtured them, cultivated them and invested considerable time in maintaining them.
We’re human. We’re all social creatures, hard-wired to seek out a community. In fact, our drive for human connection is so powerful that multiple studies have shown that feeling lonely and isolated is more detrimental to our health than smoking or obesity.
I ask all of you to think about the following. If you build a large and smart network and never engage with conversation, then isn’t it the equivalent of compiling a massive Rolodex and never reaching out to anyone?
The human connection must be placed front and center within your strategic plan for sales success. We’re all wired to connect. It is part of the prescription for health and happiness. It’s how we influence and lead.
In his book, “Social,” Matthew Lieberman explains that peoples’ “need to connect is as fundamental as our need for food and water.” But if we are wired to connect, what’s the implication?
Why is this so difficult when it comes to the sales world?
Requires People
Anything you wish to accomplish in sales requires people. It must include a lot of them and you must take action. Even if you’re an amazing sales professional, without an active network, you will struggle to consistently succeed.
I’m here to inform all of you who have big followers on Twitter or Instagram and tons of connections on LinkedIn, you must engage with your following and connections. Think of providing great big social hugs. You must include an in-person, human component and feel. This is how you build social credibility. You never know when you’ll need it but when you do it’s heavenly!
If you don’t have the network or fail to build one, you’re missing one key ingredient; People. Without people, there’s no one to spread the word, your word, YOU!
I’m concerned that the human connection has been lost in sales. Human connection is the energy exchange between people who are paying attention to one another.
Are you paying attention to your clients and prospects?
You have the power to deepen the connection, inspire change and build trust. My question to you…are you committed to humanizing you?
It’s More Than Clicking Connect
We’ve all heard the saying, “Your network is your net worth.” However, building a network takes more than clicking a “connect” button on LinkedIn. It requires consistent active engagement.
A Selling from the Heart professional brings their heart to their network. They know it’s OK to bring their genuine, authentic and real-deal self; as they throw their arms around their network.
When you add authenticity and heart to your network, watch what happens and who engages back. Build a love fest with your network. Do it because you care.
When it comes to the power of connection, Richard Branson stated, “A confident person will try to improve the relationship; an arrogant person will try to prove themselves.”
Reach and Teach
One will never know when they’ll need their network. Therefore, sales professionals consistently educate their network.
In chapter 1 of one of my favorite books, “Not Taught,” by my man Jim Keenan, he refers to the reach revolution.
“It’s never been easier to market to, connect with, and engage anyone, anywhere in the world in real-time — that is, instantly. Like it or not, the business world has gone global, and the shift has created the greatest new opportunity for success ever.”
Think about this… How are you creating your own reach revolution?
The power of social is human engagement. Start engaging, educating and humanizing your network. Become diligent and invest in your network daily. Do this intentionally and do it in an authentic manner.
Heartfelt Impression
Unfortunately, digital has made many in sales lazy. One can’t hide behind a keyboard forever! A heartfelt professional drives conversation, leaves an impression, adds value and builds relationships. They truly tug on the heart strings of their network.
In order to build a true digital connection, one must engage and invest. Why? Because when you need your network, the network is there. They rally and rise to the occasion to help.
How do you expect to grow if you don’t invest?
What impression are you leaving within your network?
You get out of your network what you put into your network. Those in sales can relate…”Crap in and crap out” when it comes to your customer relationship management software and how you use it. The same can be said for what you do with your network.
A 401K Human Network
Consistent deposits in your retirement funds allow you to live a fruit-filled life in your golden years.
Are you making consistent deposits with your network?
Are you building a network of people who know you?
Are you diversifying your network?
Are you adding value to their lives?
Does your network know the real you?
Are you masquerading online as one person but offline you’re someone else?
Invest in your network, humanize your network and bring your network to life. You’re one degree of separation from your best sales opportunity, many fail to realize this because they fail to connect the social dots.
You can truly leverage your network into an “engine of your wealth.”
Heartfelt Engagement
In today’s business world, we have so many technology platforms to help us do our job better and more efficiently that many have forgotten the heart is at the center of sales.
So few in sales are placing their heart at the center of what they do.
Don’t get me wrong, technology is wonderful and it runs rampant in the twenty-first century but we must not forget to humanize it. Many in sales are leveraging technology as they dehumanize sales.
Think about smashing technology and the digital you together to humanize what you’re all about. Your network will feel it, see it and most all; your network will live it with you.
There’s incredible power behind genuine engagement with other human beings to drive sales success.
Rise Up and Stand Up
How do you make your clients light up when they see you? How well are you connecting in order to build community?
The time is now for all those in sales to take a heartfelt stance. Let’s all shout from the mountain tops…
We are a new class of genuine, authentic sales professionals!
We are not empty suits!
We know our values and live by them!
We make a difference!
We sell from the heart!
If you would like to know more about the incredible value of building your network, please tune into a past episode of the Selling From the Heart podcast.
