Increase Sales Blog

Posts Tagged ‘B2B’

Now with warmer weather, business people are ratching up their business networking attendance. In their desire to increase sales, these fine folks may be violating common etiquette.  Books abound about effective B2B networking.  One of my favorites is by Lillian Bjorseth – Breakthrough Networking. (I actually wrote a review at Amazon.)

Additionally, the skill sets necessary for great business networking extend into what Daniel Goleman explains in his book – Working with Emotional Intelligence (EQ).  Sheila Savar in a recent posting connects emotional intelligence to Etiquette through EtiquetteEQ.

Credit: www.flickr.com/photos/aidan_jones/1234618279/

One consistent mistake I have consistently observed in business networking events is the lack of appreciation and acknowledgment.  For example, during conversation I may mention a particular article that I am aware of that is pertinent to the conversation. Then I am asked to send the article if possible.  Business cards are exchanged and within 24 hours I honor my commitment.  Common courtesy would suggest a short email saying thank you. Yet very rarely does this actually happen.  My sense is these people have very low EQ scores.

Before you attend that next event, take time to review your own behaviors. Use the recommendations in Savar’s posting as well as just returning to what your mother or grandmother told you about being polite and respectful to others in public. And do not forget to say thank you after someone has made that extra effort to honor her or his verbal commitment. Who knows maybe you will be the Red Jacket, will  increase sales and will establish some long-term relationships in the process?

So what have been your experiences about business networking? Please share with others.