Blog

“The leads are weak. No, you’re weak!”

In the cult classic film Glengarry Glen Ross, Alec Baldwin’s character delivers a fiery monologue to a group of struggling salesmen and utters the iconic phrase: “Always Be Closing.” The message? If you’re not closing deals, you’re not doing your job.

In most business environments, relationships matter more than transactions. It’s time to update the mantra.

Always Be Networking.

Business Networking requires a consistent presence – out of sight is out of mind. Whether you’re a business owner, salesperson, entrepreneur, or job-searcher, here are six reasons why you should always be networking.

OPPORTUNITIES RARELY JUST HAPPEN
You never know who knows who. That person you met at a conference, on a flight, or even in a coffee shop could be your next client, referral partner, or investor. Networking keeps you top of mind in other people’s worlds. The payoff? An open door before others even know there’s a door.

PEOPLE DO BUSINESS WITH THOSE THEY TRUST AND RESPECT
Trust and respect are built through genuine connections and repeated interactions. Networking helps you move from stranger to trusted advisor. “Always Be Networking” suggests relationship-building. Today, those who focus on serving before selling stand out in a world saturated with noise.

YOUR NETWORK IS YOUR BRAND
Your network often vouches for you before you even enter the room. You can “close” a deal, job, or client based solely on who you know and who knows you. But only if you’ve nurtured that network in advance.

REFERRALS ARE THE BEST LEADS
In the Glengarry Glen Ross world, leads were gold. Today, referrals (intros to true prospects) are platinum. Referrals convert faster, trust you more, and spend more because you were recommended by someone they respect. But no one can refer you if they don’t know what you do or how you help. Networking is about educating your network so they can promote you (and you can promote them!) when you’re not in the room.

STAY TOP OF MIND
With so much digital distraction, attention is the scarcest resource. Networking keeps you visible in a sea of sameness. While “closing” may be the end of the sales process, networking is the beginning, and in many cases, it ensures there’s something to close in the first place.

REPLACE PRESSURE WITH PRESENCE
“Always Be Closing” may work in boiler rooms (another great sales movie!) and other hardcore sales environments. But “Always Be Networking” wins in boardrooms, business lunches, and networking events like professional associations, chambers, and golf outings. It’s not about forcing a transaction; it’s about creating traction.

The next time you attend an event, join a Zoom call, or even scroll through LinkedIn, ask yourself – am I building relationships, or just waiting for the close?

Pow!

WHAT IS YOUR FAVORITE SALES MOVIE? 🥊