Hello, and welcome to Networking Unleashed, Building
Profitable Connections. Welcome back to the show,
folks. I'm your host, Michael Foreman, and you're
listening to the podcast where networking is
more than just awkward handshakes and bad coffee.
It's an art and a talent. But here's the twist.
It's an art and talent you can actually learn.
Yes, even if you're the person hiding in the
corner at every event, pretending to check emails.
Networking isn't just a nice skill to have, it's
a game changer. And when you get good at it,
you'll wonder why you didn't start sooner. More
connections, more opportunities, more profits.
It's like unlocking a cheat code for life. So
whether you're the life of the party or the just
let me stay home and text type, we've got something
for you. So stick around and let's turn those
awkward small talk moments into big wins. I've
got a guest today. He's a very interesting guest.
His name is Serge Walker, and he's an author
of Book Sales Mastery Guide, Business Growth
Strategist, and Servant Leader. So before I go
any further into his background, Serge, why don't
you introduce yourself and tell us a little bit
about yourself? Hello, Michael. Thanks so much
for having me here. First of all, I would like
to, wow, the intro is really good. It's really
good about networking. So just a few words about
myself. I like to define myself as I'm still
a child into my head. I'm a dreamer, a really
dreamer since the moment I'm born. And until
now, I'm still a dreamer. But again, yes, I'm
an author just because I decide a bit. to change
or to bring something into this life when it
comes to selling because of some past experience,
not good experience sometimes. Sometimes we remember
stuff when they are not working properly. So
I decided to do something about it. This is why
I wrote that book, Sales Mastery Guy. But yes,
I started as a normal person, young guy born
in Cameroon in Africa, Central Africa. Where
I had some challenge at the beginning to work
because in every part of the world, I think people,
they start working at one year old or maybe two
maximum. But it took me four years to be able
to even just stand up and start doing stuff.
Start also playing with my siblings because I'm
the fourth born of a family of five, right? Looking
at the playing and all those stuff, it wasn't
that easy. Then I've been successful to start
working, going to school. Then my parents judged
at a certain stage that it was good for me to
go abroad to study. So I went to Italy where
I took a diploma there. And I started working
in a bank environment, then as a salesperson.
And currently I'm consulting also several telecom
companies, helping them. for topic related to
strategies, sustainability, and all those things.
Yeah, so this is where I am today. And yes. Very
nice, Serge. Welcome. Welcome to the podcast.
Okay, so let's jump right into it. Your book,
Sales Mastery Guide, dives deep into the sales
process. How do you see networking as a key factor
in mastering sales? I would like even to say,
that networking will be the number one priority
in sales. Now, AI, people are saying AI is the
net electricity, right? When we started internet
a long time ago, 2020, 2000, or maybe a little
bit before, everyone was jumping in and it changed
the game completely. Now, AI is doing the same.
pretty much we are still at the beginning but
we never know where we are going to go how far
we will go with this networking become essential
people sell to people it's always a human connection
first because yes you need to trust people to
be able to do business with them people need
to see you Before they start doing business with
you, people sometimes will need to hear from
you because before they start doing business
with you, it becomes extremely important to really
master it. You hit the nail right on the head
with networking. Networking has a mantra. If
they know you, if they like you, if they trust
you, then they'll do business with you. And you
just hit the nail right on the head. What are
the top three networking strategies that have
directly contributed to your business growth?
I will say the first one, the most important
one, is the capability, because it's something
also that can be learned, the capability of someone
to listen first. Because when you approach someone,
even if you are good in asking questions, talking
about yourself, You need also to be able to listen
to that person. Listening. People sometimes,
I like to quote, when I was into the bank industry,
we love to say people look but they don't see.
They hear but they don't listen. Right? You need
to listen. Listening is extremely important.
Then when you listen to someone, it's normal,
empathy, all those type of quality are also extremely
important. But being also able to ask genuine
questions to people, right? A lot of people like
to say, people like to talk about themselves,
but sometimes not, because maybe you can be in
front of an introvert person, but they have a
lot to share. How do you make sure that person
can really network with you, can connect with
you, can, yes, it's extremely important also.
to know how to ask your question to know how
to connect with people in that angle also and
again attending also to event right let's say
in some events in industry or this type of things
can really help to be able to network with people.
It can be either into your industry or into different
industries as soon as it can bring you some kind
of value or you want to bring something to that
environment. So, yes. Again, you hit the nail
right on the head. I can probably talk to you
for three hours about networking, but what you're
talking about is active listening. And if you
listen to the person you're talking with, They
truly believe that you are paying attention to
them and not to something else. So if you listen
to them and then pause after you listen, that
pause becomes so significant because you're actually
listening to them and you respond to what they
were saying, not the next thing that you wanted
to say, but to what they were saying. So it goes
a very long way. Many professionals struggle
with follow -ups. What's your advice on turning
a networking conversation into a long -term business
relationship? Talking about follow -up first
would be like, it's a bit like, I don't know,
I like to use parallel stories. So let me use
one related to a relationship, for example, between
people. Or maybe that a young guy wants to date
another young lady. The lady is cute, really
cute. The lady gave him the chance to approach,
right? To approach her. And he start, yes, he
do his stuff well. Extremely well. So the lady
want to see him again. Or probably there is an
exchange of Instagram, WhatsApp, or those young
guys use TikTok, or I don't know, something,
a contact, a details. Then at a certain stage,
the guy do not follow. What can happen after
that? Nothing will happen, right? Because if
you don't follow up on something, on an opportunity
that has been on your table one week ago, two
weeks ago, one hour ago, your chance reduce,
right? To be able to achieve something. Follow
-up are extremely important. Now, talking about
networking in that sense. And following up within
the networking, let me put it also in another
angle. For example, in a networking environment.
I don't know if it makes sense what I'm currently
saying. In any case, you are going to cut some
pages and add, no? You're going to mount, right?
You're going to edit it. It makes perfect sense.
You're making perfect sense. Okay. In networking
environment, for example. How do people need
to follow up or what will be? Oh, please repeat
the question again. So I make sure that I'm really
answering to what many professionals struggle
with follow ups. And now I personally believe
that the follow up is almost more important than
actually making contact. But many professionals
struggle with follow ups. What's your advice
on turning a networking conversation into a long
term business relationship? Okay, perfect. I
can give some value to people based on my experience,
especially into sales, especially into how you
connect with people first. You use networking
to follow up, but most importantly, why it's
so important. In different environments, let
me use an example for an international sales,
for example. Someone, for example, living in
Paris. doing business with someone in UK or maybe
in Canada or in Germany, this type of example.
Being able not only to make sure the person with
whom you are talking can trust you, being able
also to make sure that, again, following up on
what you started. I helped to grow the business.
I helped also to understand how stuff currently
are. The type of services you were offering,
for example, in the sales environment, the type
of services I was offering. The follow -up is
extremely important. How do customers feel about
it? What type of feedback do I get from it? If
it's a product, it's still the same. If it's
just like a consultative selling, I'm your partner.
I'm your advisor for this type of service or
for what you're trying to do, for the type of
strategy you're trying to put together. How's
it going? What are your next step? Where do you
still want to go? Again, you build confidence,
you build trust, and for a long period of time,
your customer, that prospect, become, let's say,
the customer for your life. I like to call it,
it's like, You serve people when you're doing
that way. You help them. You nurture something
that is going to last forever. You're always
looking to give rather than receive. And if you
go with that thought in mind, then you'll never
fail. You'll never fail. But you've been successful
to this point. What a networking mistake. that
you see sales professionals make, and how can
they fix it? The first one I will say is, the
first one definitely, mistake that I, probably
it cost me a lot of deals, is always linked to
the fact that you don't listen. I was not listening.
It's extremely important. So that one is the
number one mistake. If you don't listen to the
people close to you, in front of you, or the
person you're calling partner today, or probably,
I don't know, your customer, whoever, if you
don't listen, it's the beginning of the end.
Because you will go nowhere with that. Really
nowhere. So folks, it's extremely important to
listen. Listen, ask genuine questions, rephrase,
do whatever you can so that people can understand
that you care. You care about what they're telling
you. You care about what they are asking you.
And always provide value, right? Help provide
value. It's extremely important. That one is
the number one mistake that people need to avoid.
And that one was my mistake. I was just pushing.
In my earlier days, that was my number one mistake.
I didn't listen. I heard them, but I wasn't listening
to what they said. I was thinking about the next
thing that I had to say and try to get my points
across rather than listening to them. So that's
very good. Can you share a personal story where
a single networking connection impacted your
career? Oh, yes. Back in 10 years ago, coming
from, let's say, a finance environment. to another
type of industry was like, Sergio, are you going
to succeed to do that? What will be the challenge?
What are the challenges that you are going to
face? Are you sure? Are you certain that you
are going to overcome this type of challenge?
So I remember, I still remember extremely well,
it was in Italy. We went to see, let's say, a
top three of a company there. Let's say that
meeting, that simple presentation, or during
just the way the verbal, the non -verbal communication,
everything happening into that room, I secure
my seat into the company I was working for, let's
say, a couple more years. How? We are talking
about networking. We are talking about understanding
the culture of people, understanding the way
they behave, because it's extremely important.
How you need to show respect, how you need to
structure sometimes your argumentation, how you
need to listen. Yet we all say it's extremely
important to listen. How do we listen, right?
How do we make sure? Because in France, in Germany,
in Canada, in UK, and I don't know, in Africa,
it's not the same. It's not the same way. That
day, just because I understood a bit of culture,
just because I was able to also communicate in
a particular way, it changed my career forever.
Because the person said, the CEO said of that
company that day, finally, after 12 years, there
is someone listening. There is someone who cares.
I was just sitting on the table like that. Good
job. It changed everything for me from that moment.
Everything I'm still doing as of today, it's
linked to that event. That's beautiful. That's
a beautiful thing. And what a nice story. For
somebody new to networking, how can they approach?
high level decision makers without feeling intimidated.
It's normal to feel intimidated. This is the
first thing. And this is the first good news
also, because the more you are going to be intimidated,
probably you will think twice or you may want
to get prepared first before doing anything.
Because preparation is key in everything we do.
It's extremely good to be well prepared. To give
your best. Again, we are talking about giving
your best also. To be able to approach that person
and to make sure you can serve, you can give
to that person one of the best that you have.
Now, I still remember when I was young, in high
school, there is always, you don't play basketball,
you don't play football, you're an introvert,
you're always on your side. And there is always
that beautiful lady into the high school that,
You would like also to date, right? To take to
the promo. And you're like, no, why me? How can
I do? She will be looking maybe for someone playing
football or for someone at the highest level.
How do I do it? Then you decide to do it and
to be yourself, to be authentic. And you found
out that she said yes. Again, that CEO, that
top level, those C people, they are all human
as we are. They have the same fear as we do have.
It's just a matter of saying to yourself, I can
do this. I can do this. And be authentic. Be
yourself. Get prepared. Make sure you serve.
Make sure you give. And you will see. Confidence.
Confidence is key. And once you're confident
with yourself, you can then go out to others
and show your confidence. So that's a number
one. That's a very important factor that I go
across stages and companies and say confidence
begins with you and then you bring to others.
So you emphasize servant leadership. How does
that philosophy shape the way you build and nurture
your network? Approaching people with the idea
of helping them is extremely good. It's not just
doing something because you're expecting something.
It's really being aligned with that. It's extremely
important. Our customer, our people, the people
we are networking with, they feel it. They feel
if you are just playing a game or you are just
doing like an act of Walt Disney or whatever,
they feel it. Right? Be yourself. Be authentic.
Serve. Help. Give value. This is why being a
servant leader to me also means a lot. And I
think we... It's something we should all, you
can be at the top of the company or at the lowest
level. The more you are at the top, the more
servant you need to become for people to grow,
for your company to grow, or for people also
around you to feel like we are part of this,
right? So it's extremely important. You have
to let others grow. If you want to be an important
leader, or a leader amongst leaders, you have
to let others grow to become leaders. And then
you, so you're always giving, you're never receiving.
And so that's very important. What are some practical
ways business leaders can provide value to their
network without expecting immediate returns?
What we were just talking about. I can give another
example, but mostly linked, let's say. to marketing,
right? Because it's something that is extremely
used in marketing. Leaders may be, how do I do?
Let me talk about myself because I'm not a good
example, but I've seen some few things have succeeded
in some of the fair, I don't know, but helping
people. understand or helping the team or helping
people you're networking with to understand the
importance of being the first into the mind of
someone else when they think about you what is
the first word what is the first word coming
into their mind what is that word it's extremely
important everyone should have a first word when
it comes to who is Serge when they hear about
Serge What is that one word, right? In marketing,
I know a lot of companies use this type of things,
but if I can give, let's say, a practical thing
to people listening, what is that one word that
people define you with or how you want to be
seen, perceived as? Work on it first. If that
one word, It's like towards people, serving,
helping, giving. For sure, they will always remember
you in a good way. If that one word also is on
the opposite, then for sure they are going to
remember you in that sense also, right? But yes,
work on that one word that you want to put in
the mind of the people you're networking with.
It's extremely important. It is extremely important
and very well said. And just to wrap this up,
if you had to give one golden rule for building
profitable and meaningful connections, what would
it be? Serve. One word. Serve. Serve people.
To the sales environment and everything we do
every day. matter of selling not only into companies
but also as a human being right we always sell
we always try to say to someone hey i have this
for you you don't need it yet probably you will
need it but serve this is the most important
serve people serve and then you will sell later
serve us give value help serve people this will
be Very well said. Serge, I can't tell you how
thankful I am that you have come on to the podcast.
You enlightened me and hopefully all of my listeners.
And where is the best way, if we wanted to get
hold of you, whether they wanted you to coach
or to work for them or whatever the case may
be, where would they get hold of you? All the
social media, especially Instagram, Strategies
by Serge Wacker. I do share tips to help people
succeed in business, succeed in sales from different
industries. So every week I share some tips.
Hey, if you're struggling to do this, just try
this technique or this strategy or whatever.
So in all the social media, Instagram strategies
by Serge Wacker. They can find me there, definitely.
Very good. Serge, thank you again. I had a great
time listening to all of your insights. And just
thank you again. I'll speak to you soon. Thank
you. Thank you so much, Michael, for having me.
Thank you for the amazing lesson. Also, I've
learned talking to you with you today. Thank
you. Well, hold on, folks. Don't go anywhere.
Let me just read a few of our sponsors that we
have. Struggling to reach success? Maybe it's
time to quit. In Quit Your Way to Success. by
Rodney Davis. This reveals 27 steps to breaking
bad habits that hold you back. This powerful
book helps you rewire your mindset, take control
of your actions, and turn setbacks into stepping
stones. With real -life examples, motivational
quotes, and actionable lessons, especially for
sales professionals, you'll gain the tools to
quit what's stopping you and start winning. Transform
your future today. So Quit Your Way to Success
by Rodney Davis, available now on Amazon. And
this is a nonprofit called Revved Up Kids. This
is something I believe in wholeheartedly. Revved
Up Kids is on a mission to protect children and
teens from sexual abuse, exploitation, and trafficking.
They provide prevention training programs for
children. teens, and adults. To learn more, go
to revvedupkids .org. That's R -E -V -V -E -D
-U -P -K -I -D -S .org. Well, that's a wrap,
folks. A huge thank you to our special guests
for sharing such incredible insights today. And
of course, a big shout out to you, our amazing
listeners, for tuning in and spending your time
with us. Remember, networking isn't about being
perfect. It's about being present. So take what
you've learned today, get out there and make
some meaningful connections. If you enjoyed this
episode, don't forget to subscribe, leave us
a review and share it with someone who could
use a little networking inspiration. Let's keep
the conversation going. You can find me on Apple,
Spotify, YouTube or my website. Michael A. Foreman,
remember, until next time, keep practicing, keep
connecting, and keep building those relationships.
This is Michael A. Foreman signing off. Take
care and happy networking.