Give First, Then Get: How to Increase Sales by Cultivating Your Network

A long term commitment to building relationships through networking will result in more sales. As a CEO or President, you play the main role in building your network and making sure the people in your organization continue to cultivate those relationships.

My guest today is a construction company President and a tremendous networker. Austin Edwards of Emerald Site Services gives several practical pointers that can help construction leaders in not only expanding their network, but in nurturing those connections to encourage more sales.

Find out how you can cultivate the right network that propels your business to success.

Discussion Points:

0:00 Introduction2:39 The CEO's Role in Business Development 5:14 When Saying 'No' to Big Projects Is the Right Choice6:59 What Networking Actually Is9:53 Networking Vs. Selling12:33 The Right Way to Network15:56 The Mindset for Starting the Conversation19:21 Identifying the Person You Want to Get Introduced To21:08 The Importance of Being Top of Mind23:21 Cultivating Relationships Outside Your Direct Network25:34 Maintaining Your Current Clients (While Growing Your Business)28:09 The Difference Between Good Events and Bad Events30:05 Overcoming Rejection32:20 Why CEOs Should Share their Network with Their People34:32 How to Get Better at Networking36:53 Networking Advice Specifically for CEOs38:38 BONUS: The Must-Visit Restaurant in Budapest

About the Guest:

Austin Edwards is the President and Principal at Emerald Site Services. Based in Sacramento, California, the company offers stormwater compliance services and consulting as well as complete solutions for erosion and sediment control. As President, Edwards oversees a family-owned company which has been in business since 1982.

Edwards supports various charitable organizations and advocacy groups in Northern California. He is also a keen outdoorsman.

Resources:

• Connect with Austin (https://www.linkedin.com/in/austin-edwards-46444b26)
• Work with Emerald Site Services (https://emeraldss.com/)
• Caviar and Bull (https://caviarandbull.com/)

Do Your Project Executives Need to Become Better Leaders?

• Book a 10-minute call with Eric Anderton to see if/how he can help (https://10minutes.youcanbook.me/)

Connect with me on LinkedIn. For more podcast episodes, you may also visit my website. Tune in and subscribe to the Construction Genius: A Leadership Master-Class Podcast on Apple Podcasts, Spotify, and Stitcher.

Thank you for tuning in!