To Make More Sales, Get Out There and Network!
Copyright 2006 Marketing Maven
Do you have a routine of networking? If you are not reaching out
on a regular basis, how will people know about you? You have to
show up to networking groups consistently and persistently to
build relationships.
Remember, EVERYONE you speak with is a potential client,
referrer, center of influence, or joint project partner. Once
you start viewing each person you meet as one of these things,
it becomes easier and easier to engage in small talk at events.
When people ask you what you do, give them a compelling answer.
Don't be shy - speak form your heart about what you do. It's
what you believe in, so speak with passion. Get out there and
TOOT your horn! Why keep yourself a secret?
Join associations and groups where you can rub elbows with your
prospects in large numbers. To ensure you are attending
regularly, plug meeting times into your calendar for the entire
year. Keep in mind, you are building relationships with clients
for the long haul. People are mulling your services over - just
keep reminding them how remarkable you are - eventually they
will do business with you or refer an associate.
One thing that is important for you to realize is that people
aren't waking up in the middle of the night thinking I need a
{fill in your profession here}. Instead, they are thinking about
their problem: I don't have enough money, I'm in pain, I need to
lose weight, I need to get out of debt, I need to save for my
kids' education, and so on.
Your products or services provide them with a solution. But,
services are generally an investment that people want to
consider for a while. And so, part of your role as a remarkable
marketer is to make sure you stay in front of them to remind
them of the value you offer.
Here are a few ideas beyond networking events to help you stay
in front of your customers and prospects:
-Give speeches about your area of expertise at the events your
clients and prospects attend.
-Give free educational seminars.
-Write articles that give tips and advice to help your clients.
Post these on your website in a resource area, send them in a
print newsletter, or slip them in a handwritten note to your
client.
-Provide free teleseminars online and send out an e-mail
invitation.
-Provide a free ezine or newsletter with helpful advice.
-Create a blog that provides valuable information.
-Attend networking events consistently.
-Ask clients, prospects, and referrers for "coffee dates."
Remarkable networking is not about quantity; it's about quality.
It's enjoyable, and it enriches the lives of both parties. If
you want others to open the door for you, open it for them
first. Building relationships takes time and patience, but it
will serve you for life. People trust people who are their
friends.
Often when we have a goal of making a sale, we try just once or
twice and then give up. We say, "Well, I guess it's just not
going to happen." To be truly successful, keep at it! This is
true with networking and reaching out to prospects. Successful
business owners are not at the top of their game because they
are "naturals." It's because they don't give up. When at first
they don't succeed, they try again and again and again until at
last...they realize their goal.
Ultimately, people buy from people they trust and feel like they
know. Eventually, you will get work from your networking efforts
because you just happen to be in the picture at an opportune
time. Or, it may be they have an associate who is looking for a
service or product you have to offer, and who better to
recommend than you?!
Keep in mind, you aren't going to stay in business if you keep
yourself a secret - so get out there and make sure people know
about what you offer when they are ready to buy!