"I hate cold calls," is one of the most common complaints among sales professionals and business owners alike. Although, the cold call has marginal success there is one way to dramatically increase your sales effectiveness. Working existing sources and their contacts is a great way to build relationships and businesses.

The word networking can evoke interesting visuals. Men and women eagerly shaking hands in the quest for a new beneficial relationship or in search of one sale. This predator approach toward networking is pathetic. The genuine principle of networking lies inside the word itself. Business and sales professionals need to work their net or sphere of influence. Businesses that have already been caught by integrity, quality products and services are a far superior reservoir to network. Existing clients already perceive you with trust. This trust used with wisdom can be spread to potential clients outside your immediate sphere of influence. The intention should be focused on creating new relationships where your business and the other business are in mutual benefit.

This can be done by becoming aware of what your business stands for and how the existing business has been built. Good ground work is also required. Make sure that your rapport and reputation are currently in tact. Research to find ways you could improve your standing with these existing businesses. Always attempt to go above and beyond their reasonable requests. If not, please, run immediately to these businesses and straighten out everything that you can!

Once you have developed a stellar reputation the research needs to begin. Find out who the other business owners are in their area. Does that owner know the name of the other owners? Probably. Research of this nature can be done on the internet. Go to your friends that you service and ask! Tell them that you enjoy spending your time working with them as clients and relationship building. Also let them know that you prefer to spend your time servicing your existing clients. Ask if they know anyone who might need the same great type of service you have provided for them. If you have done a good job servicing their needs this should be easy. If they say yes and hand you a name. Ask them to call for you and introduce you. . You should be able to land an appointment.

Once you have landed an appointment from their referral make sure you do something for them immediately! There are many offerings and an example might be lunch, a thank-you note or even coffee. Just make sure that you do it quickly. The speed of your genuine thanks will greatly increase you ability to further your network through their kindness.

Do an honest service and you should be able to repeat this technique .Networking successfully will allow you to avoid the dreaded cold call. Welcome to the world of networking!

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