10 tips to help you become the star of your industry.
By Brian Sullivan
Recently on my podcast (Golf Underground with Co-Host Hall of Famer George Brett), we interviewed Hollywood actor Peter Dante. If you don’t know who Dante is, simply turn on TBS or TNT any weekend and no doubt you will see him as the quarterback in the movie “Waterboy,” or catch him in many other Adam Sandler movies such as “Grown Ups 2,” “Big Daddy,” “Little Nicky” and more. OK, let’s admit it, these movies are not exactly “cerebral cinema” designed to stretch your mind, but they sure are fun.
I asked Pete what his goal was when he left his East Coast life and moved to California on a whim, and was surprised by his response. He said he wasn’t quite sure what he wanted when he moved; he just knew he had to take a chance.
After landing a job on the Larry Sanders show as a production assistant, he began meeting several actors, one of them being Adam Sandler. That led to several other relationships that created a network of high-powered folks in the entertainment industry. It also got him introduced to his wife Cindy, who is Brad Pitt’s manager. When I asked, “What’s the formula to creating such a powerful network?” his answer was amazingly simple. He said, “I like to have fun. I smile and laugh a lot and because of that, I think people like being around me. That alone has opened up more doors than I could have ever imagined. I also don’t expect anything in return. I like a lot of people and a lot of people seem to like me back. Some call it networking, but I’m not sure what I call it. “
What a concept! Here are some other “Grown Up” tips we can learn from Dante that will help make you the star of your company and sales territory:
1. Give, Give and Give…and don’t do it with the intention of getting rich off others. Do it because it’s fun.
2. Ask questions and learn about others before telling them about you, your company or products.
3. Plan your Grown Up Networking by thinking about people you always wanted to meet. Make a list, then put yourself in a position to meet them. Commit to reaching out to one new person each day and be personal with the message. Firing off mass emails hoping to grow deep relationships is NOT very Dante like. Make this a habit and one year later you will know a ton of new people.
4. Go where you haven’t gone. If you aren’t meeting enough new people, it’s because you keep hanging in the same circles. You can keep your existing ones, but to expand your influence, you need new circles. Consider going outside your industry to learn fresh ideas and perspectives. Join associations, local business groups or charitable organizations. Those places are loaded with the type of people you need to surround yourself with.
5. Ask for permission, then ask for help. Don’t be afraid to ask for introductions. One of the biggest problems with below average business/salespeople is they “sit on” the relationships they have. If you sell, ask your current customer “friends” to introduce you to others in that account. Trust me, those people are making decisions that affect your paycheck.
6. Share your network. The most successful businesspeople in any industry are those offering to introduce their friends to others. This leads to introductions that will expand your circle.
7. Follow up. If you make a new relationship, don’t leave it hanging. Give them a call or send an email telling your new buddy you are here to help them anytime. Or better yet, drop a quick hand-written note.
8. Don’t be a complainer. Enough said.
9. Dismiss nobody. What’s worse than somebody who thinks they are above others? Many accounts have been lost because a salesperson treated that “lower level” decision-maker like a second-class citizen.
10. Expect to be in the room. The most successful people in business (or in Hollywood) at some point found themselves in a room full of high-powered people and wondered how the heck they got there. Act like you belong … because you do!
Lastly, if you want to meet more people and build a ton of relationships, be the energy source in every room. And the by-product of your great attitude and above average enthusiasm is … you will meet a ton of people who want you around. And their wanting will often lead to a few extra bucks in your pocket and perhaps a starring role in your company or industry. That’s when you will have become a Grown Up Business Star.
To learn how to become the Star of your industry, visit us at preciseselling.com. And if you love to laugh (whether you like golf or not), head over to your favorite podcast site and check out Golf Underground with Wardo, Sully and George Brett.
As Founder of PRECISE Selling, Brian Sullivan, CSP creates top performers in sales, customer service, negotiations, leadership, and presentation skills through seminars and Internet training programs. He is also the author of the book, 20 Days to the Top-How the PRECISE Selling Formula Will Make You Your Company’s Top Sales Performer in 20 Days or Less. To learn more, go to www.preciseselling.com.