The ability to make contacts and then turn them into customers is the one of the most important aspects of the business building process. Successful distributors consistently work at meeting as many people as they can in the shortest amount of time. But it’s more than a numbers game. The key to success is knowing how to move someone from being an acquaintance into becoming a customer while still maintaining and growing the relationship. That ability will determine the fate of your distributorship.

Network everywhere

Attending events can be the best way to network. However, you must make an effort to actually get to know people when you attend functions. Establishing rapport quickly with the people you meet in all situations is the key to real business building.  Do these three things when you come in contact with anyone:

1. Make eye contact—No matter where you are or whom you meet, be sure to make eye contact when you talk to someone.  It’s an instant way of showing respect and letting the other person know you are interested in them. Likewise, resist the urge to look around when someone is trying to make eye contact with you. 

2. Smile---The act of smiling should be part of your permanent social routine.  Simply smile at everyone who passes you by or that you meet in any situation.  Frowns and turned down mouths send a subliminal negative message and do not encourage dialogue. 

3. Offer a greeting---Cordially greet everyone that you see.  If you’re walking down the street, say “Good Morning” or “Good Afternoon” to people who pass you by.  If you’re at the gym working out, say something like, “Have a good work out.”  A positive greeting sets the stage for finding new contacts.

Here’s how one distributor finds new customers at his gym:  

I’ve worked out three times a week at my local gym for the last four years.   During that that time, I have generated eight new customers. When I run into someone new who is wearing something imprinted with a college or pro team logo, I ask if that’s his or her favorite sports team.  Ninety-nine percent of the time they say that they proudly start telling me why they support that particular team.   Because I like to keep up with sports, I am able to join them in the conversation and we begin building a bond of friendship. One thing leads to another and I’m eventually asked if I can help them with promotional products for their companies.  It’s a simple strategy that’s helped me make many new friends and pick up some good business to boot.

4. Shake hands firmly—When someone offers you his or her hand, shake it firmly and in a confidant manner. Never use the limp wrist approach when shaking hands with anyone—not even an elderly person.  It will only make you appear weak and insignificant.

5. Repeat the other person’s name---When someone introduces himself to you, repeat his name back so that he knows you are listening. This practice will also give you a better chance of remembering his name at a later date.

6. Stand up---If you are seated and someone approaches you, immediately stand to greet him or her.  It shows that you are respectful and pleased to make their acquaintance.

When the Talking starts

It’s human nature to prefer to buy things from people we like. The faster you strengthen the bond of friendship, the sooner you can approach someone about a potential sale, regardless of the nature of the product or service.  Start developing long-lasting bonds by starting conversations off on the right foot.  You’ll be more successful in a faster period of time if you’ll do the following things: 

• Study the person’s demeanor—By watching people closely, you will learn how best to communicate with them.  If someone backs away when you begin speaking to her, that’s your cue to proceed with caution.  If, on the other hand, that person moves toward you or seems enthusiastic when you speak, then you know that she will be open to discussing a variety of topics with you.
• Ask open-ended questions—The way to keep conversations flowing is by asking people things that are easy and non-threatening for them to answer. Here’s a good example: “How’s your favorite sports team doing so far this year?” A question with a simple theme such as that guarantees a favorable response and sets the stage for some effective conversation.  
• Listen more than you talk—You already know about you; so make sure to be the person asking the questions rather than the one doing all the talking.  That’s the only way you’ll truly get to know the other person and have a chance at building a relationship. Also resist the urge to pontificate when getting to know someone for the first time, regardless of how knowledgeable you are on a particular subject. It’s a huge turn-off to most people and they’ll just tune you out!

• End the conversation smoothly---The way you end conversations is just as important as the way you begin them.  Leave the presence of everyone you meet with on a positive note.  No matter if you’ve clicked with someone or not, conclude your conversations by politely excusing yourself after a short time. Resist the urge to overstay your welcome by monopolizing their time for an extended period of time, regardless of how pleasant your time together seems to be going.

The Pay-off

The most important thing to do after you meet any new person is to follow up with them in a timely manner.  When you do, keep the things you learned about them in the back of your mind.  Long-term business relationships are fostered by the continuation of what you talked about with people the first time that you met.  There are thousands of people selling promotional products, but you can have the competitive advantage with new customers if you tailor your approach around the personal information you gleaned in your first meeting. Not only will you see your bottom line grow from the new sales, but also you’ll be personally enriched by the new friendships forged in the process.