No matter what business you are, you also have a second job… you are a marketer. This means that you are responsible for letting others know how you can help them. One of the best ways to these opportunities to convert prospects into customers is through networking. Here are some simple strategies for your networking more efficient...
1) Do not describe what you do.
Let your potential customers know how to impact positively or her life. Explain how your product or service is the life of your potential customers.
For example, if someone asks me "What are you doing?" My first thought is almost always to explain, "I am a writer and consultant." Unfortunately, this response will only rarely piques the interest of potential customers. Instead, I learned to answer: "I communicate powerful business news in two ways." This reply does not only their attention, but suggests further questions about how I could help, especially in view.
Action item: Develop your value answer to the question "What are you doing?"
2) Turn on your interest in appointments.
Once you have developed the value response to the action point above, you are well on the way to more effective networking. If you describe what you can do for potential customers, they are more likely to be interested in what you do. After all, it's all about WIIFM - What's in it for me!
My friend Ray is a dynamic person. Random way he runs Interlink a faith-based organization. Recently, I have someone ask, overhead Ray, what he does. Ray quickly replied: "I will help seniors and others remain in their homes as long as possible." The person in question was immediately touched and wanted to know more. By just enough information to curiosity, interest and Ray quickly won a new volunteer for his organization. Ray also learned from a senior in need through this interaction.
You can follow this strategy. Always informed that the value, even if the prospect does not schedule an appointment or need your services right now. The idea is to partner with customers to help them - they are not in any stunt to services they may not want or need.
Action items: Develop a response to further inquiries about your business or service and provide valuable information to prospective customers, which helps turn interest in appointments.
3) Enter prospects more than they expected.
Make sure that your time is valuable, but so is the time your potential customers. Maximize the effectiveness and value of your first meeting by offering to cover Pro Bono (or free). Even if I do not support the services away for free, a free first meeting is a good way to find out whether your services are ideal for customers… and if the customer is right for you.
In recent years, the administrator, an investment brokerage services contacted, a marketing specialist to discuss how it could increase client base. The marketing specialist Wade granted a free advice ½ hours and had proposed that all types of advertising and marketing internships, would have cost to the administrator a lot of money. Instead, the savvy marketing specialist noted that it would be beneficial for the administrator to build networking skills and work in various relations to increase. During this meeting both parties free quickly found that it could probably work together in the future, but the timing was not quite true. Wade was grateful for the honest assessment and has since begun building relations of the local Chamber of Commerce. If he is ready to create a joint marketing campaign to the administrator, he knows of Justice.
Action item: Consider a short free consultations to assess if you are a good fit with a potential customer.
4) Can not help? Try to make a referral source.
Let's face it. It will provide customers can not help because their needs are not within the scope of services you offer. It's a given. There are also customers you do not want to work with (this is the reason why the initial consultation is so important). Regardless of why you are not working together, a reference to another person who could help if you can. This simple gesture to position it in a place of value.
Often, when I first consultation and find services they need I do not (or if we are simply not a good fit), I keep a list of contacts in practice, I can refer them elsewhere. I am trying to at least three contacts so they have a variety of vendors to choose from. Yes, I also to other authors and consultants. I've found that actually helps rather than harms. I think there is enough business to go around.
Action item: Develop a list of referral sources as you can add value to the customer can not help.
5) collection and transfer business cards.
This may seem simple, but often people forget advanced network to collect business cards. Make sure that a supply of its own cards in hand and trade cards with contacts you. It is a good idea to specific notes for the future to remind you on the back of the cards you collect.
For example, I recently met an investment broker. So I would remember our conversation, I made discreet notes on the back of his business card when we were done speaking. I have also noted he was an avid golfer. Well, if I pull up his card, it jogs my memory about our conversation. You never know when the information could be useful.
Action item: Make sure that your own business cards in his hand every time. Collecting cards in networking, and finding potential projects and interests on the back of business cards. Consider creating notes in a "Tickler File, when the cards are two sides to leave no room for notes. Staple your notes on the card itself
6) Remember, follow-up.
It is the simplest yet most neglected step of networking. Many people miss out on future opportunities simply not in the follow-up.
Make it a habit to put aside time for a networking event to follow up with your new perspectives. Once you get used to this step, it will become a second nature. Please contact information in the filing system or software program (ACT or e-mail). Now you can choose to send a brief e-mail know how much you enjoyed meeting and / or send a handwritten note (with some additional business cards). Even if a person is not interested in your services right now, you want them to keep in mind for future projects or references.
Action item: Take a moment to follow-up with a view today. How long it takes to write a note and the small investment of a stamp could pay off other in the future.
7) Further follow-up.
While you do not want to inundate people with unwanted contacts, you want to make sure that potential customers know that you think of them. The key to continuous follow-up is a serious.
One way to subtly follow-up, without pain to be on the lookout for articles or information which might be of interest to potential customers. Clip it out and mail it or e-mail to them with a short note let them know you think. About a week later, give them a quick call to ensure that they receive this information.
Action item: Choose a perspective and send him or her an item of interest. A note on follow-up with a call in a week. The chances are you'll be pleasantly surprised by the response. After all, you are providing something of value for nothing.
8) Do not forget your friends and family.
If your own business, it's easy to get caught up in day to day operations. It is also easy to forget some of our best references and (possibly even clients) are our friends and family. Be sure to stay connected and let them know what you're trying to accomplish.
I was recently on a visit to a childhood friend, Karen. We are friends since we were five years old. Although we are always in contact by e-mail and letters we only see each other every few years, because we live in different states. During the dinner, I learned that Karen is in the early stages of planning a new business venture. I was able to share more about my own business, and we found that we can help each other. Karen resources required for the completion of a business plan and help with marketing ideas. While they knew that I did freelance writing projects, they did not know that marketing and advertising plans are one of my specialties.
Action item: Never assume that everyone knows and understands what you are doing. Make a list of friends and family, perhaps not aware of what you do professionally. Send them a personal touch with business cards to ask for their help in prospecting. You could inadvertently to your top sellers.
9) Always thank you for your contacts references and projects.
One of the first things we learned as children, is to say "please" and "Thank you." Strangely, it is one of the first things that many business people forget.
It's easy to fall into the mentality you are a valuable service and make the work itself is enough. That is simply not true. People need to feel valued and appreciated when you know that they appreciated and valued. Continue to build relationships even after the sale by sending thank you cards and / or gifts. A little kindness is a long way. Also do not forget to thank those who have done the work for you.
Action item: Do you have with you in recent times not thanked. Then follow up right away.
Bonus Point: Thank you!
Thank you for taking the time to invest in themselves and your company. In the spirit of offering more than expected a final networking leader.
Join organizations that help to connect with like-minded people want to be successful. Visit www.yahoogroups.com to find these kinds of groups. Or perform a search using www.google.com for areas of interest. Check out professional groups that you are eligible for locally. Chambers of commerce are often a great source for networking. (If you are a writer, I can recommend to the National Association of Women Writers. I must say, as someone who communicates powerful business news, the results of this organisation was an invaluable networking tool.)
Action item: Create a list of organizations you can help your business grow. Choose a look today!
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