Selling Yourself - How Quickly the Lack of Business Ethics Surfaces at Business Networking Events

Business networking events generate a lot of first time marketing opportunities. These events range from the simple chambers of commerce luncheons to the more formalized trade shows to even sales training workshops and seminars.

Yet these opportunities to meet and greet showcase the basic ethics and values (behaviors) of those involved. A recent post by Kevin Callahan of the COO Bulldog addressed how some less than ethical salespersons to small business owners see business networking as a one way street. These folks could care less about you, but truly only want to either sell you or use your extensive contact list for more potential sales. Kevin does share his values by this question: How can I help you? Sales Training Coaching Tip: I, too, have found this a great question to sincerely learn about others.

Social media is another place where this appears to be happening. From folks using LinkedIn discussions to either soft sell or hard sell their products or services to direct messages where again the goal is not to know about you, but is rather all about them. And what is even sadder, some of these folks are truly clueless about how those selling yourself behaviors.

The sales process combines both marketing skills and selling skills. In today's highly competitive global marketplace, it is critical to distinguish yourself from everyone else. The demonstration of key positive core values is a must if you truly want to stand out in the crowd and as I often have said or written in be the Red Jacket in the sea of gray suits.

One simple way to be true to your own ethics is to write out a Values Statement. These are truly the non-negotiable behaviors that you will demonstrate 24/7. Additionally, it might make sense to write out the behaviors associated with the words within this extremely important professional and personal document.

For example, possibly you used the word integrity. Then specific behaviors for this word might be:

• I will return all voice mails with 24 hours.
• I will reply to all email within 48 hours.
• I will not speak against the competition.

One final closing thought. People buy from people they know and trust. Ask yourself or better yet ask others who will be honest with you this question:

Are my business networking behaviors demonstrating that I am a trustworthy individual with positive core business ethics and values?

When you receive their answers, then return to your values statement and make any necessary revisions as you work to achieve this goal of selling yourself.

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Executive sales coach and consultant, Leanne Hoagland-Smith partners with innovative leaders who want to improve team results. Call 219.759.5601 CDT USA to just have a conversation about the results you are seeking.