How many times have you heard "The only reason he got the business was because he golfs with the owner." Well more than once I am sure. So is that the foundation for a great sales person. Absolutely!! Networking and knowing your customers is the key to success. As you start to build your client base it is a necessary step. Once you determine your target clients, you must get in their and introduce yourself to as many people as possible from the dock worker to the president. This is essential to have a firm foundation as you grow your business. In business, people change jobs all the time and if you only have one contact at a company you will be out the door as soon as your contact is replaced. But if you have done your job and networked throughout the organization you will be a valued resource. Not just another sales person. Offer your services to accounting-make their job easier. A few ideas EDI billing, pre-auditing and batch billing. If they have a billing discrepancy fix it quickly. Get acquainted with the IT personnel. Offer computer solutions to make their day to day work easier. Meet with the people who utilize your product not just the person who is buying from you. Find out what they need to create a better work day. It all goes back to the famous saying if they like you they will buy from you and the more people who like you in an organization the less likely you are to lose the business in fact you will gain as they grow and develop. Selling is a process that networking is a key element. Good luck and good selling!

About the Author

Business Development Executive for Worldwide Transportation Company. 25 years of sales and management experience.