Tag Archives: network

Study Says Social Media Not Useful to Close Sales. Duh.

10 Apr

Great post by Paul Greenburg in his CRM 2.0 blog entitled, “Study Says Social Media Not Useful to Close Sales. Duh.”

Definitely read the whole article. His conclusion:

“When it comes to social networks and channels re: sales, there is some value, due to reputation and influence garnered when participating in the social networks including those identified above, but not to close deals. Their value is in developing the kinds of relationships that serve you over time, if you’re a sales person, in pursuing opportunities and finding leads and developing the kind of sales intelligence that provides you with the insight in making your job easier and better.”

I could not agree more. Social Media/Networking solutions (and we put Inquisix in this category) are helpful in getting the deal started, not closing it.

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Minding Your Money Interview with Inquisix

25 Mar

Tom Cafarella, Inquisix member, owner of accounting firm CMB Accounting and host of “Minding Your Money” on TV, interviewed Michael Kreppein of Inquisix recently. Tom and Michael spoke about the challenges facing small businesses, specifically how they can find new business.

http://www.viddler.com/simple/59f0d3df/

Networking is for Mentoring, too

14 Jan

I read just a great article today about 6 brothers who are all successful IT sales reps in the Boston area.  You can read the full article at MassHighTech and it’s well worth the read.  They said that the main reason for their success was the mentoring they all did amongst themselves over Sunday dinner.  They did it themselves because they found that “…many companies put less emphasis on mentorship and training than they should.

MassHighTech 6 Murphy Brothers

The brothers not only mentor each other but take pride in mentoring the new hires working for them.

Do you have a mentor?
Who are you mentoring?

Face to Face Networking Revival?

22 Nov

Maybe it’s the recession. Maybe it’s learning first-hand the difference between a friend and a “Facebook friend.” Maybe you’re noticing that the phone’s not ringing and the thought of cold calls is making you take a coffee break. Or maybe it’s just the narrow selection of blogs that I read, but it seems that there’s a plethora of recent blog postings on how to network effectively in the real world.

Adrian Miller, author of The Blatant Truth, is offering a quick primer on improving your networking skills. His key point, “You need to know how to effectively communicate with others, build strong relationships, and make the most out of online and in-person networking opportunities. No, it’s not easy, and it’s certainly time consuming, too. But, the benefits of successful networking can be instrumental in growing your business.” Of his tips, the ones I find people forget about most are “Be Appreciative” and “Follow-up and Follow Through”

Then Erica Stritch of RainToday.com just posted a guide, “Face-To-Face Networking for Professional Services: A Primer for Relationship Building.” You can read an excerpt of it although you need to pay for the full download.

And one of my favorite recent titles is a book from Susan RoAne entitled, “FACE TO FACE: How to Reclaim the Personal Touch in a Digital World” Amazing that people might have forgotten the personal touch when online is so prevalent and easy.

Bottom Line – Successful Networking requires WORK and requires both an ON-LINE and IN-PERSON presence. Do all 3 successfully and you’ll be successful. Drop one and you won’t.

Inquisix, the Online Private Club for Referrals

9 Sep

I was asked recently about the color scheme for Inquisix.  All the other web 2.0 sites have white backgrounds with blue and green borders and text.  But Inquisix is brown and orange.  Are we trying to relive the ’70s?

Inquisix is exclusive, it’s member-invite-only, it’s a place to keep your contacts secure but still give and get referrals.  It’s a place to do business, much like the private club your father was a member of.  Leather chairs, wood paneled walls, fireplace in the corner and pictures of famous dead guys all around.  Members quietly conversing over lunch and a martini.  Our website colors are meant to invoke that environment.

Inquisix provides a secure environment for members to give and get referrals with reputable peers.  Inquisix members give referrals to increase their reputation with their customers.  Not sell referrals.  Not to do the member asking a favor.  Rather, members give referrals because they know their reputation as a trusted advisor increases every time they help their customer.  Members get referrals to increase their business because their reputation in the system says that they’re worthy.  Inquisix reputation is earned from your referral rating.  The more and better referrals you give, the better your reputation.  The better your  reputation, the more likely another member will want to give you a referral to their customer.  It’s why you are invited to belong to the club.

At Inquisix you can

  • Ask for a referral from another member
  • Give a referral when someone asks you
  • Get a referral from a member who wants to introduce their contact to you
  • Pro-actively give a referral

At Inquisix, we promise you

  • No one can see your contacts or your relationship to those contacts without your explicit permission
  • Giving one of your contacts as a referral does not let that member see the rest of your contacts
  • Reputation is earned by real feedback from referrals

Do you know what we do now?  Think you should join us?  Ask a member for an invite!

Marty’s Top 7 Rules Of Networking

14 May

We have a guest author today. Marty Eerhart is an Inquisix member and manages a nationwide mortgage broker and lender business based in Rhode Island. He previously owned a sales and management training company providing networking training sessions coast-to-coast.

Marty’s Top 7 Rules Of Networking

1. Don’t sell at networking meetings. Your goal is to meet people. You don’t have time to do a good sales presentation. Besides, there will be too many distractions.

2. The best way to get something from networking is to give something. Don’t expect to get leads when you never give others leads. Networking is like marriage: You get out of it what you put in it.

3. Remember me? When someone asks you what you do, say something memorable. This way it is easier for the other person to think of you when they meet someone who needs your product or service.

4. Qualify the people you meet into three categories: Potential clients, source of referrals, interesting-but-nothing-more. Realize that not everyone will be a prospect. Networking is more then prospecting. It is also finding people who could lead you to potential new customers.

5. Networking is more like farming then hunting. It takes time to cultivate and harvest. But once the harvest season starts, you will be well compensated.

6. Did you miss me or am I just another number? Remember the first date you went on? You waxed the car. You put on your best clothing, shaved or put make-up on. You opened the door for the other person. You paid him or her a compliment. But after you see them a few times, the extra efforts are gone. Keep all your meetings like the first one!

7. Remember, it is net*work*, not net*eat* or net*play.* It takes energy and effort to make network work for you.