Jonathan Farrington interview – business coach and sales strategist
Jonathan Farrington is a globally recognized business coach, mentor, author, consultant, and sales strategist. He is the CEO of Top Sales Associates, Chairman of The jf Corporation and the creator of Top Sales World and the Top Sales Awards.
Josh Hinds: How do you define Business Networking and why do you feel it is important?
Jonathan Farrington: I cannot emphasize the importance of having good networking skills too strongly: The arrival of online social networking sites has made this task even easier of course, and the whole essence of networking is to reach out and connect with people who one believes they can assist – and of course, those who can be of assistance.
Successful networking is all about “win-win” – or if you prefer, “giving and taking” and the most successful networkers I know, understand this.
Josh Hinds: In your opinion how can someone go about making the type of positive impression that leads to being remembered after the event or initial meeting?
Jonathan Farrington: I talk a lot about the four types of networker, and it is my strongly held view that only someone who takes a long-term perspective on relationships with others and thinks more about what he or she can give or offer, than about the return, will be remembered.
This type is out there for others, or on call to offer help whenever it is needed, and if they cannot help in person, they usually know someone else who can.
Josh Hinds: Can you share a personal “networking” success story with us?
Jonathan Farrington: Yes, around six years ago, when I first decided to create some online sales resources, I very tentatively, and I think bravely, reached out to around a dozen people whose work I admired, to see if they would like to collaborate with me.
Now, it is important to understand that back then, I really was pretty unknown on that side of the “Pond” and although I had begun publishing articles, a Google search for my name would have thrown up no more than one or two entries. As a consequence, I wasn’t exactly confident of achieving a successful response, but amazingly, every single one of them got back to me within twenty-four hours, and that is how the Top Sales Experts team was created – we are still working together today and they are now very good personal friends.
I think more than anything, this story illustrates that sometimes we do have to be bold and brave with our networking goals – shy retiring violets, please note!