Top producing business owners, entrepreneurs, and sales professionals share a common trait.  They seem to be natural connectors.  Valeria Maltoni is a self-professed master connector.  Reading her recent post reminded me of the significance of connections in sales.

photo credit: quinn.anya

An outsider looking in might think those master connectors make and juggle those connections without thinking about it.  Of course, that simply isn’t how it works.  It takes a concentrated effort to make and keep those connections.

There are 5 key sales connections that increase sales:

1. Personal one-to-one connections made with the people you interact with or engage.
2. Personal one-to-another connections where you introduce the people you meet to the people they want to meet.
3. Referrals to trusted people, products, and services.
4. Reinforcing connections that demonstrate your commitment to the relationship.
5. Connections that help the people you meet get the outcomes they want.

Connections Demand Engagement

The power of connections comes from the level of engagement.  The more engaged you are with the other person, and they with you, the greater the value of the relationship.  Sometimes those relationships will lead to immediate sales.  Other times those relationships will lead to introductions and connections that lead to immediate sales.

In all cases, the more people you know who know what you can help people get the more sales you’ll get.  The more findable you become.  The less you have to chase after people who don’t want to talk to you… and the more your time can be invested with the people who do want to talk to you.

What do you do to make certain these connections occur on a regular basis?