Chapter 1: The Power of Networking

In the quest for your ideal career, surrounding yourself with those who have achieved what you aspire to can be invaluable.

"Hey Susan!" It was Michael, the ultimate sales representative. "Did you miss me? I just returned from Switzerland."

Sherwyn's, the largest health food store on Chicago's north side, hosted numerous sales representatives, and for them, visiting Sherwyn's was essential.

"Of course, I missed you, Michael. You're my favorite rep," I replied, and it was true. He always took the time to explain the products he sold and generously provided samples.

"Bioforce flew all their reps to Switzerland," he continued, excitement evident in his voice. "When they took us out to see the fields of echinacea, I felt like I was in paradise. Acres of plants taller than I am, with flowers as large as your hand. They really excel at herb cultivation there. I’m so thrilled about this company!"

From that moment, my interest in sales reps—especially Michael—grew. I wondered why he devoted time to me, someone who couldn't place orders.

Initially, I was perplexed by Michael's focus on me. I wasn’t a buyer; I had no authority. Most reps didn’t engage much with sales staff. They typically pitched to managers, processed orders, and hurried off to their next destination.

Michael stood out. He organized his products, tidied the shelves, and genuinely engaged with the staff. He reviewed consumer brochures and product details, enlightening me about the various lines he represented—many of which included not just supplements, but also food and body care products.

His extensive product knowledge amazed me. He clarified concepts like homeopathy, educated me on recognizing misleading claims, and explained the differences between Ester-C and regular vitamin C—topics that were quite popular in the early '90s.

Section 1.1: Understanding Influence

One day, Michael noticed me rubbing my eyes. His role was to assist stores in selling the products he represented, and one effective method was allowing staff to try the products.

He handed me an allergy remedy from—surprise—Bioforce. He understood that if it worked for me, I’d recommend it to our customers.

Unbeknownst to me, this was my first lesson in effective salesmanship: never underestimate the influence of retail staff. They are often the first point of contact for consumers and can significantly impact purchasing decisions.

The allergy remedy worked wonders. From that moment on, whenever someone inquired about allergy solutions, I handed them the product. I could genuinely attest to its effectiveness.

Not only did I sell a significant amount of that remedy, but I also promoted other Bioforce products we stocked. Thanks to Michael's investment in my education and our budding relationship, I found success selling his entire range. As a result, both his sales and commissions flourished.

Subsection 1.1.1: Discovering New Opportunities

Chapter 2: The Networking Advantage

I was a true Chicagoan, fully aware of the phrase, “We don’t want nobody, nobody sent.” Despite its double negatives, it conveys an important networking principle: the person who can assist you must know who referred you.

Networking was second nature to me. I secured my job at the health food store by informing everyone I knew of my interest in herbs and my desire to leave the bar industry.

Once I recognized that a sales rep position might suit me, I discreetly asked every rep who visited if they knew of any openings.

Who came through for me? Naturally, my favorite rep, Michael.

"We might have an opening, Susan. Just one little stipulation."

There’s always a catch, isn’t there?

"Would you be open to relocating to Michigan?"

Having spent time enjoying the sand dunes in southwest Michigan, I thought, why not?

"Alright," Michael said. "Share your number with me. It may take a few weeks, but I believe we’ll need someone for the Michigan territory."

I felt an overwhelming sense of gratitude.

Unbeknownst to me, my position at Sherwyn’s granted me credibility. The owner of Michael's company recognized that I possessed the knowledge to represent their manufacturers because Michael had trained me thoroughly.

Consequently, the owner could vouch for me to his clients as a former employee of Chicago's largest independent health food store. Sherwyn's was well-known among manufacturers, providing me with a solid reputation, regardless of the territory I worked in.

Did I land the job? I did.

Did I travel to Switzerland? Unfortunately, no. I missed that opportunity. However, my role as a rep took me to numerous other fascinating locations.

Thanks to Michael—the someone who was connected—I embarked on a new chapter in my health food career, unlocking a world of possibilities.

Conclusion: Embrace Your Inner Networker

To effectively network, cultivate relationships with individuals in your desired field. Embrace the spirit of Chicago: connect with the right people who can assist you.

Never hesitate to ask for opportunities. That is the essence of the Chicago way.

In this video, discover the essential strategies for effectively networking to land your dream job.

Explore six proven methods to expand your network and maximize your career potential.