Face-Time or Phone-Time To Fill Your Sales Pipeline?
by Howard Shore, Date: Mar 22, 2011
Two major mistakes people are making with networking:
- Too much time is allocated to networking. No more than 10% of a salesperson’s time should be spent on networking. If you are in professional services and have to deliver, it should be no more than 5%, in order to allow enough time to get on the phone to properly fill the pipeline and to attend meetings with prospects.
- Too much networking in the wrong places. Do not go to a networking event unless the majority of the people there are the people that you would normally sell your product or service to. Do not go to events consisting of a bunch of salespeople from other companies. An exception is a networking group like Business Networking International (“BNI”), providing that you regularly get referrals from the other people you are meeting with. These relationship-based groups can be valuable if you are surrounded by the right people.
In a newsletter article I posted , I demonstrate the importance of Face-Time vs. Phone-Time . Check it out.