It was just about 10 years ago that I began my first real sales job. I didn't know anyone in Cleveland and it was my job to sell our products and services to people...in Cleveland.

I made plenty of cold calls and we did some advertising. After a few months my sales were off to a decent start. But the constant grind of the cold call and knocking on doors was going to lead to some serious burnout and for only "decent" sales? Sales people are a competitive group. Decent wasn't good enough. There had to be a better way.

So I joined SME. I decided that it was time to invest in my network. I needed to meet and get to know people, a lot of people, quickly. I went to all of the events. I joined one of the first Business Connection groups. I met with other members for coffee, lunch and drinks. I learned about their businesses as much as they learned about mine.

After a while...the leads and referrals came pouring in.

I used SME as a tool to help me rise well beyond being a mediocre salesperson. SME was also a lot more fun than cold calling.

Over the years SME has brought me hundreds of thousands of dollars in sales. Some of these sales have been direct sales to other members' companies. Most of the sales, however, were referrals from members.

The networking I have done through SME has also gone beyond the SME membership. An SME member once introduced me to another person who had the same target market as me. We met for lunch and soon...more referrals - more sales. It goes on and on.

Networking is an investment just like a piece of real estate. You have to give up something to get it. Money. Time. Effort. Once you have it, you have to maintain it. You have to develop relationships. Continue to meet new people. Volunteer on a committee. Then you reach the turning point when you've got positive cash flow or, in the sales world, where the leads come pouring in and you own your networking free and clear.

Have you invested in your network? If so, are you maintaining it well?

Ten years after joining SME I have now become the president. One thing that I want to see happen during my tenure is for our new members to do what I did ten years ago and jump into all of the SME opportunities. Don't join and let potential sales pass you by.

Starting in September we have plenty of programming for our new and existing members to take advantage of:

• United Way President Mike Benz will be our keynote luncheon speaker in September
• Skip Murray will speak at our September workshop about how salespeople need to sell on best value and how buyers want to BUY on best value.
• Business Connection groups will be running on the east side and downtown.
• Business-After-Hours at Panini's in Westlake.

That's at least four events in the first month to get your networking off to a fast start. And I haven't even mentioned the committees that you can get involved in.

Do you want to help SME do more and put your own stamp on the organization? Join one of our committees. Recruitment. Marketing. Membership. Events. Sponsorship. There's lots of work to be done in these areas...and plenty of networking while we do it. Don't miss out on your chance to develop relationships by working on an SME committee.

If you are an SME member, think of SME as your outsourced marketing and sales department. By developing relationships with other members you will be able to get word out about your products and services as well as have hundreds of people on the streets with the ability to recognize sales opportunities for you.

I can't tell you how many times over the years another SME member called me and said, "JT...I just met with my client and he was complaining about with his phone system. You should call him."

That's so much better than making a cold call.

SME will get you there. You just have to join and jump in.