Feb 2016 imageSouce Digital Edition
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Business Development<br />
Supplier Index<br />
For product information log onto: www.imagesourcemag.com<br />
Advertiser Category Page<br />
BEI Services Consultants/Training 13<br />
Carolina Wholesale Office Machines & Supplies 27<br />
Cartridge Web Toner Cartridge Supplies 35<br />
“Whoever you’re calling for a networking<br />
relationship should be able to win by<br />
meeting you and knowing you.“<br />
Articulate the win.<br />
In any good relationship there is a win for both parties. You should<br />
be able to anticipate and plan to explain a meaningful win for the<br />
other person. Whoever you’re calling for a networking relationship<br />
should be able to win by meeting you and knowing you.<br />
Clover Technologies Imaging Supplies, Printer Parts<br />
& MPS Solutions 11<br />
ECi/<strong>Digital</strong> Gateway Management System Software 2-3<br />
Digitek<br />
Printers, Imaging Supplies,<br />
MPS & Managed IT Services 17<br />
ECi/FM Audit Print Management Solutions 25<br />
Epson Business Solutions, Scanners 7<br />
Remember that it’s NOT about you.<br />
One of the greatest pieces of advice ever given to me came from my<br />
good friend Darren LaCroix. He said, “Remember, Troy, it’s not about<br />
YOU – it’s about the audience. Don’t worry about looking good,<br />
powerful, an expert on stage. Worry about whether the audience<br />
is getting what they need from the program.” When networking,<br />
it’s easy to start telling your entire professional life story – but don’t.<br />
Instead, give a quick thumbnail to establish your bona fides as a<br />
person that your contact would want to know, and then move on.<br />
It’s about THEM.<br />
Get to the point.<br />
I had a call recently that violated that rule. My cell phone rang 20<br />
minutes before I was to speak at a conference in Las Vegas. I took<br />
the call as I was all set up so had a few minutes to talk. The person<br />
rambled on about his professional history and that there weren’t<br />
many companies that do what he does, Three times I asked, “What<br />
can I do for you?” Alas, he never got to the point and I had to let<br />
him go.<br />
Cold calls can work in networking – but you have to make sure that<br />
you’re doing it correctly by creating a win for the other person. Do<br />
that well and you can greatly expand your contact base.<br />
Great America Financial<br />
Services Finacial Services 36<br />
Greater Philadelphia Equipment Company 19<br />
IBPI Dealer Buying Group 23<br />
ImageSource Advantage Media Opportunities 33<br />
ITEX Tradeshow 30-31<br />
NuWorld Business<br />
Systems New Office Equipment 4-5<br />
NWRS-Nation Wide<br />
Repair Service Circuit Board Repair 15<br />
Pinnacle Sales Supply Fulfillment and Logistics 29<br />
Supplies Network Hardware and Suppliers Distributors 21<br />
Troy Harrison, author of “Sell Like You Mean It!”, “The Pocket Sales Manager,”<br />
and a Speaker, Consultant, and Sales Navigator, helps companies build profitable<br />
and productive sales forces with cutting-edge sales training & methodologies.<br />
For information on speaking, training, consulting, or receiving his weekly E-zine email<br />
Troy@TroyHarrison.com or visit www.TroyHarrison.com.<br />
34<br />
imageSource <strong>Feb</strong>ruary <strong>2016</strong><br />
Be part of the imageSource Community:<br />
@imagesourcemag
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