Judy Robinett joins me on this episode of the Salesman Podcast to share her tips on how to become a power connector. Networking is sometimes overlooked by sales people but Julie gives us an overview of how big our network should be, how to leverage it and how to build it in the first place.
I start the show by asking Judy if she thinks that cold calling is a viable method of building a network up from scratch or if internet selling techniques such as social media and email are better approaches.
LinkedIn for network building
We discuss how LinkedIn can be leveraged to build real networks that drive turnover and Judy’s comments may surprise people. In my personal experience it’s generally easier to connect with the people you want to work with than you might imagine at first.
“You just do some research on them and reach out in a gracious manor and I’ve never had anybody turn me down”
Nervous around the C -Suite?
Next I ask Judy is us ‘lowly salesmen’ have a right to feel nervous about stepping up our game and networking with the C-Suite at their level, at their events and adding value on their level. Do they command more respect or are they just people like the rest of us?
Do millennial not communicate as well because of technology?
Judy and I discuss if millennial sales people are missing opportunities by being glued to their phones, texting, emailing and browsing the web when they could be connecting on the phone or in person to person encounters more often.
“Study after study shows that your network equals your net-worth”
We wrap up the show by looking at what you should do when you finally get in front of that person that you want to bring into your network. We go through the importance of a firm handshake, tricking your brain to influence your body language by imagining that you’re best friends and much more.
Judy Robinett is the author of How to Be a Power Connector: The 5+50+150 Rule (McGraw-Hill, May 2014), a book that provides instant, effective strategies for meeting the people you need to know and bonding with them fast to further your goals and theirs. Robinett is a business thought leader who is known as “the woman with the titanium digital Rolodex.” She has been profiled in Fast Company, Forbes, Venture Beat, Huffington Post, and Bloomberg Businessweek as a sterling example of the new breed of “super connectors” who use their experience and networks to accelerate growth and enhance profitability.
In her more than 30 years of experience as an entrepreneur and corporate leader, Robinett has served as the CEO of both public and private companies and in management positions at Fortune 500 companies. Robinett has given hundreds of speeches worldwide for audiences at MIT, BIO, BIO-Europe, CalPoly, AT&T, Westinghouse, and the Department of Energy.