Power Networking:
Seven Points of Contact
Jeff Glaze, Guest Author
Have you ever heard that it takes at least seven points of contact before someone will consider doing business with you? I
have heard this many times and I believe that it is true that it takes many points of contact tho, I am not sure that it has to be seven.
The fact is that usually we will not do business with someone we do not know. Of course the exceptions to this rule come
in the form of shopping for personal or home items when we go to the mall, or we stop to get a burger for lunch. I am sure
you do not really know the person that you bought your washer and dryer from, or do you?
Buying decisions for the most part are made up from collective experiences. We might decide to buy from a particular store
because we have shopped there a lot and had a good experience with it. We might decide to visit that store on the
recommendation of a friend. Sometimes just plain old advertising draws us in and out of curiosity we find a new favorite place to shop.
In most of the businesses we encounter in networking, we want to know more about the business before we make a buying decision.
In particular, we want to know more about the person who is talking to us. We want to be able to trust this person before we buy
from them. Why is this? In some cases the product or service that a person is selling does not cost much, yet we need to feel
comfortable in making a buying decision.
In order for someone to trust you enough to buy from you, you have to be able to let them get to know you. You can accomplish
this by making contact many times and being a real person when you do. If you frequent many meetings a month, you should always
take the time to say hello to people whom with you have previously met. Ask them how things are going for them on a more
personal level than just asking, hows it goin?.
Show genuine concern for their answer by listening. Listening and responding will help develop a deeper relationship. Be more
than a passing face in the crowd and you will build deeper more valuable relationships with people.
The biggest mistake that we can make in networking is to be superficial. If we do not let people know more about us than our
name and what we do, we will never be as effective as we can be. As people get to know you, they can make a decision to buy from
you or not. In this realm, price and features have no meaning. It is you that makes your product better.
They may say that seven points of contact are required to make the sale, but the quality of that contact determines the outcome.
Be sure to be yourself when you are out there, be genuine, be concerned, be human, and most of all be comfortable with it. This
will help you to generate success that you never thought was possible.
Copyright © - Jeff Glaze - Reprinted with permission. Register for his FREE newsletters, the monthly NewsWire and the weekly NewsFlash.
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Click on a book cover or book title link to place an order
The Six X-tremes of Power Business Networking: How to Get Your Business Noticed in Crowded Rooms! - Jeff Glaze - This 60-Page e-book breaks
all of the rules of modern business networking. It gives you detailed information on how to stand out from the rest of the crowd when you are
trying to promote your business. Whether you are a seasoned networker or a beginner, this e-book has information that can help you to be
more successful and increase recognition for both you and your business.
Larry's Review: An excellent read for enthusiastic networkers!
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Power Networking: 59 Secrets for Personal & Professional Success - Donna Fisher & Sandy Vilas - Packed with
59 proven networking methods for achieving success in all areas of your life, this inspiring book helps you to discover key networking skills to
show you how to make the requests that get the results you want.
Larry's Review: The importance of making important business connections cannot be understated.
Donna offers sound advice and encourages you to give up your shyness and offer to assist others as you build a network of support; one that
increases your visibility, expands your network and marks you as someone who is willing to do whatever it takes to succeed.
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The Essential Network: Success Through Personal Connections - John L. Bennett - This book is about establishing,
maintaining, and reaping the benefits of connections. It incorporates many personal stories to illustrate
the productive results that can occur from building connections. These include people who have found life-partners,
avoided personal and financial disasters, made career changes, built businesses, and met famous people.
Larry's Review: The principles of business networking in an easy-read and understandable format.
Highly recommended!
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The Networking Guy's Top 50 Tips: A Simple Guide to Networking Success - Dave Sherman - These 50 success-proven tips will change
forever the way you do things, bringing power and purpose to those brief encounters that once were meaningless and unproductive.
Easy to understand and simple to apply, they will show you precisely what it takes to become a comfortable and effective networker
in all situations - and with all persons - you encounter.
Larry's Review: I love this book! A quick-read, no nonsense book with everything you need
to know about being a successful networker! Read it and reap! Highly recommended!
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• If you would like to talk
one-on-one with Larry James about relationship issues related to this article, you are invited to arrange for a
private coaching session by telephone. Go to Networking Coaching
for specific details.
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Networking is. . . using your creative talents to help others achieve their goals as you cultivate a
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