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Table of Contents

Lead Story

New moves for more mojo in '09

News

Industry Update

Online shoppers stay the course

Morgan Stanley sues Discover

TARP eases AmEx woes

Is TALF on target?

RBS staves off hackers

Shift4 podcast available

Features

Mt. Snow clear for summit

Getting smart about contactless

Industry Leader

Paul Martaus –
The go-to guy

Selling Prepaid

SellingPrepaid now in print

Prepaid in brief

Going boldly into m-commerce

Achieve wellness with rewards

A new outlook for the unbanked

Views

How to preserve self-regulation

Biff Matthews
CardWare International

A countertop tonic for recession blues

Bulent Ozayaz
VeriFone

Changes afoot, challenges ahead

George Sarantopoulos
The Access One Group

Education

Street SmartsSM:
Become an enterprising networker

Jason Felts
Advanced Merchant Services Inc.

The new age in customer retention

Christian Murray
Global eTelecom Inc.

Rising above recession: 10 tips

Curt Hensley
CSH Consulting

PCI, an aspect of PII

Ross Federgreen, Ken Musante and Theodore Svoronos

PCI: What to hope for in 2009

Tim Cranny
Panoptic Security Inc.

Weathering the coming payment storms

Jeff Fortney
Clearent LLC

Company Profile

Charge Card Systems LLC

New Products

Seek profitable harbor with POS

Harbortouch POS Systems
Company: United Bank Card Inc.

Securing data on the edge

Cipher Security Module
Company: Semtek Corp.

Inspiration

Beyond resolutions

Beyond resolutions

Departments

Forum

Resource Guide

Datebook

Skyscraper Ad

The Green Sheet Online Edition

January 12, 2009  •  Issue 09:01:01

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Street SmartsSM

Become an enterprising networker

By Jason Felts

Do you become anxious at the mention of networking at business functions? If you answered yes, you are not alone. Some sales professionals excel at networking. Others get a bit uncomfortable when it's time to strike up conversations with strangers at business mixers, so they struggle to achieve the number of leads or contacts they desire.

Many others question whether they are using their networking time to maximum effect.

No matter what your situation is, an enterprising spirit can take your networking to new heights.

An enterprising person is one who comes across a pile of scrap metal and sees the makings of a wonderful sculpture. He or she drives through a decrepit part of town and envisions a new housing development. An enterprising person sees opportunity in all areas of life.

To be enterprising is to keep your eyes open and your mind active wherever you are - including networking events. It's to be skilled, confident, creative and disciplined enough to seize opportunities - regardless of the economy or any anxiety you many feel.

A person with an enterprising attitude believes it makes sense to conduct research, be resourceful and do everything possible to prepare for the great future to come. And then take action.

Good doesn't cut it

Often, sales managers encourage their sales teams to attend chamber of commerce meetings, Rotary clubs, BNI groups and other networking opportunities. However, very rarely do they provide the tools needed to excel in these environments. This article should help fill the gap and build your confidence for the next time you walk into a networking opportunity.

Networking doesn't have to be traumatic, scary or a waste of time. When done properly, it can truly make a difference in the amount of business your company generates. With the right approach, you can use it to build a wealth of resources and contacts that will help make your business very successful.

Networking is a form of relationship building. As businesses employ new technologies and grow in different avenues, you, as payment professionals, are challenged to be increasingly creative.

You need to find unique ways of connecting with potential prospects, customers and clients. You should also find witty ways of connecting with business counterparts and learn how to make a great first impression.

Being good in your profession or industry is not good enough. As a professional, you should strive to be excellent in your profession and approach networking as a business art to be mastered.

But how can you be memorable when meeting others at networking events? How can you find the best ways to build significant relationships for business and social success? How can you use your unique personality and skill set to brand yourself?

Take 12 easy steps

While I always extol the benefits of volunteering to speak at events whenever possible, this article is for traditional networking activities at mixers. Following are 12 tips you can use to expand you network and have fun while making the most of your time.

Keep in mind that enterprising people always see the future in the present. They always find a way to take advantage of a situation, not be burdened by it. And enterprising people aren't lazy.

They don't wait for opportunities to come to them, they go after opportunities. Enterprise means always finding a way to keep yourself actively working toward your ambition.

Also, you need creativity to see what's out there and to shape it to your advantage. You need creativity to look at the world in a new way, to take a different approach - to actually be different.

Hand-in-hand with creativity goes courage. You must have courage to act on your creativity, courage to stand alone if you have to and courage to choose activity over inactivity.

And finally, being enterprising doesn't just relate to making money. It also means feeling good enough about yourself to seek advantages and opportunities that will make a difference in your future. By doing so, you will increase your confidence, your courage, your creativity and your self-worth - your enterprising nature.

So, make it a goal in 2009 to become a consummate networker with an enterprising spirit.

Jason A. Felts is the founder, President and Chief Executive Officer of Florida-based Advanced Merchant Services Inc., a registered ISO/MSP with HSBC Bank. From its onset, AMS has placed top priority on supporting and servicing its sales partners. The company launched ISOPro Motion, its private-label training program, to provide state-of-the-art sales tools and actively promote the success and long-term development of its partners. For more information, visit www.amspartner.com, call 888-355-VISA (8472), ext. 211, or e-mail Felts at jasonf@gotoams.com.

Notice to readers: These are archived articles. Contact names or information may be out of date. We regret any inconvenience.

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