Never Underestimate Your Customers – Kate Soltoian from New York Life Tells Us Methods to Great Networking and Mindset in Meeting Prospects

The Leader Mentality

We enjoyed a refreshing interview with Kate Soltoian on the show with us to talk about growing a business through networking and never underestimating a prospect. Many sales and business people unintentionally underestimate people. Kate told a story of a salesperson that was telling her that they did not want to pitch small companies because there would not be enough potential income. While it’s understandable to always want to chase the big accounts, Kate shared that often the smaller companies that are growing will often be loyal customers and will lead to more referrals in the long run. We explored other ways that people underestimate prospective customers and then gave tips on how to not get into that less-productive thought process. We also explored Kate’s journey to her current position and her networking methods to get her name and her business out to the public.

Highlights:

-Kate talked about growing up overseas and the differences in communication styles from other areas

-Networking is about consistency – she shared her tips for ways to be remembered by others for when they need your services

-Building trust is critical to earning someone’s business – familiarity is a huge part of building trust and this can be accomplished through effective networking

-Managers can maximize production with their teams from understanding communication styles. Some people are more open, some are more literal, etc – when you know how to speak to someone as they like to be spoken to, it can help in achieving results

-Book Recommendation alert – check out “The Five Dysfunctions of a Team”. We spoke about some of these including the Foundational element of building trust.

-Community relations are huge in several things – namely showing that you are dedicated to more than just internal goals and in getting your name out in the public in a positive manner

-Anytime a Salesperson goes into an appointment without considering a customer’s communication style, apprehensions about the buying process and basic desire for the product – they are likely to fail. Never go into a sales appointment overly confident.

-Listen, pivot, ask, learn, grow.

-Introverts can network deeply as well – in fact, sometimes an introvert style can build the deepest connections. It’s important to keep getting out there even when it does not feel natural!

-Kate is a CCU grad...she is now doing what she loves and applying knowledge she learned there everyday!

For more from Kate Soltoian or New York Life, check her out at: https://www.newyorklife.com/agent/esoltoian