practical sales wisdom


Face-to-Face Networking… Still the Key to Connections


JEFFREY GITOMER


Over the past 22 years, my commer- cial-insurance agent’s business has enjoyed explosive growth. While John is a major business networker in Charlotte, NC, he’s also been a friend, client, and vendor, so I asked him to give me a synopsis of the networking strategy that has led to his enormous success.


First he said, “It has been the foun- dation of my most valuable clients, friends, suppliers, and relationships!” Then he offered details.


“When I started in the insurance business, the first thing I did was join the Charlotte Chamber of Com- merce. Shortly after joining, I was a little discouraged. One day, one of my best friends and I were talking about


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my not continuing to participate in the Chamber. It was about six months after I joined, and he said, ‘Just stick it out, get involved, get on some com- mittees, and see what happens after a year. If you don’t like it, I’ll pay for your membership.’ ” Here is John’s networking and leader- ship history in the Charlotte Chamber: 1. Business Growth Network. John served on committees welcoming new members and meeting other small-business owners. 2. Entrepreneur of the Year Awards. He was a committee member and chairman for three years, involved in selecting, interviewing, and running the event held at the convention center.


3. Charlotte Chamber Business- Owner Peer Group. For five years, he met monthly with noncompeting business owners to discuss business problems, such as hiring, firing, train- ing, and market business. 4. Chamber New Member Orienta-


tion. For two years, John chaired and led a monthly meeting for new mem- bers to explain how the Chamber works. 5. Charlotte Area Councils. John has been involved in this for 10 years, and he’s still active at the monthly lunch meetings, where members listen to speakers and network. 6. Business After Hours. John has cocktails after work with other busi- ness professionals at different venues around town. It’s a great way to keep friendships current.


7. Charlotte Chamber Board of Advisors. He participates in this higher-level membership that at- tracts more of the high-level busi- ness owners and managers.


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