Every time you meet another person there is an opportunity to do business. By sharing ideas, leads, contacts and opportunities everyone prospers. The purpose of networking is to give and get information. If you network properly, nobody feels pressured or used. You are not selling, you are telling. You are not asking for favors, you are giving valuable information.
By going to business card mixers sponsored by the local chamber of commerce, starting or joining networking clubs, and generally letting everyone in the world know what you do, you'll be well on your way to getting more clients --- and having fun at the same time.
There are 10 key ingredients to make your networking effective:
Set networking goals - determine the types of people you want to meet, how many you want to meet and what functions you are going to attend.
Be specific - While networking, be very specific about the type of person you want to meet. For example, as a speaker and a trainer, I look for meeting planners, training directors, human resource directors, personnel directors and others. These are the people who hire people like myself.
Develop a "16 second" sizzler - You should be able to tell others what you do in 16 seconds or less. If we go on much longer than this peoples minds tend to wander.
Get involved - Go to meetings of the rotary club and other civic and fraternal organizations, church groups, trade and professional groups and others.
Increase your visibility - Speak before groups at every opportunity. Write articles for trade publications or newsletters. Become an officer in your club. All these add to your credibility and motivate people to seek you out.
Make contacts - Whether it's a business or social situation and you want to meet someone, just do it. Take the risk, what do you have to lose? The more people you know the more opportunities will come your way.
Ask - If you don't ask for what you want, you won't get it. Find the person who can help you … and whom you can help. Then ask.
Keep in touch - Some people are great at networking. They have no trouble meeting people, but when it comes to following up with them they drop the ball. We recommend staying in contact with clients and those in your network at least once every two months. Call them, invite them to lunch, send articles relevant to their business, play golf, send them a copy of your newsletter and so on. Whatever you do, stay in touch.
Always have your networking tools with you --- Make sure you have your business card and promotional material handy. I would also recommend you put your picture on your business card. At the end of the day, you'll be remembered.
The more you give, the more you get - When someone gives you a lead, referral, new business, or an idea make a special effort to return the favor as soon as possible. In addition, always send a handwritten thank you card.
Arnold Sanow, MBA, CSP(Certified Professional Speaker) is a speaker, trainer and the author of 4 books including the critically acclaimed "Marketing Boot Camp". He can be reached at 703-255-3133 or e-mail: speaker@arnold-sanow.com
Jack Deal: (408) 457-8806
DISCLAIMER
The ideas and methods described in this website were developed under unique situations. Since these situations cannot be duplicated, you may get different results. Use and application of any of the site's content is at the user's own risk.
Copyright 1997. Deal Consulting.
The Top Ten Rules of Effective Networking
for Business Professionals
Many of us are discouraged by the networking events that we go to. We feel swamped by people just looking to get money from us, and we rarely feel as though the event was worth our time.
Yet networking should be one of the best ways to bring in new business. The key is learning to network correctly. Even those of us who enjoy networking should remember the following tried and true rules of effective networking.
1) Give, then get.
If you approach a networking meeting with a "what's in it for me?" attitude, you will be just like all those sharks that have kept you away from networking to begin with. Go to a networking event looking for opportunities to help others. When you give this way, your "get" is always bigger.
2) Please, No Fishing.
Don't be that person who offers a cold, limp fish as a handshake instead of a firm grip. Loosen it up just a little for shaking a woman's hand, but never go soft. Otherwise, the people you meet will remember you not for all the great things you had to offer, but for your weak handshake.
3) Direct Eye Contact.
Don't ever stare at someone, but always make sure to meet his or her gaze. A person who continuously averts his will be seen as someone with something to hide.
4) Dress Professionally.
The old adage about making a first impression is still true. As a rule of thumb, dress one step above what you think everyone else will be wearing. It can never hurt you to look as good as the next best dressed person in the room.
5) Have a 30 Second Commercial.
Have you ever met someone at a networking event, talked to them about their business the whole night, and left without knowing what in the world they do? It happens all the time. Remember to state clearly what it is that you do and who you are looking to work with.
6) Write on Business Cards.
As you meet people, write information about them down on their business cards. It's virtually impossible to remember all those little details about the people you meet, and no one will mind if you are so interested in what they have to say that you are taking the time to write it down.
7) Create a Cataloguing System.
As soon as you get back to your office, file your new business cards in an accessible way. I recommend that clients staple business cards to 3 x 5 cards and then write down all of the pertinent information you can. Include on the 3 x 5 card the name of the person, where and when you met her, what she looks like, and what you talked about. Next time you see her, she will be very impressed that you remembered so many details.
8) Nice Meeting you Cards.
It is never a bad idea to send a new contact a quick card that says "nice meeting you." Include your business card as well in case they have misplaced the one you gave them at the networking event.
9) Follow Up!
This step is crucial. If you have told a contact that you would help them in any way, be sure to follow up immediately. Do this consistently, and you will be seen as a man of his word. Don't follow up on your promises, and you will be seen as unreliable and untruthful.
10) Listen.
The number one rule of networking is to listen. In fact, you should only be speaking about 30% of the time. We all love to talk about ourselves, and if you give your contacts the chance to do that they will think quite highly of you without even realizing why.
Following these rules of effective networking should not only make your experiences more enjoyable, but will help you bring in new leads time and time again.
Your Call To Action
Techniques to Boost Sales
You sent out the best direct mail piece you've ever seen. Your catalog belongs in the Smithsonian. Your brochure is so great you framed it and put it next to the pictures of your kids.
So why aren't you getting sales?
Take a look at your call to action. With any advertising materials, it's crucial that you get potential customers to act. Now!
Use the following techniques to create a call to action that will have your phones ringing off the hook and your profits reinventing your sales graphs:
GIVE A DEADLINE FOR ORDERING We've all received some sort of promotional material that has a deadline for ordering. The offer could end on that date.
Or you could use the deadline in conjunction with an upgrade or free gift. For example, order by the 15th and receive.…
Also, try to make the cut off date in the same month as your materials will be received. That way, your potential customers know they only have a limited time to respond and they won't fall victim to the "I'll do it later" syndrome.
ADVISE OF A PRICE INCREASE People want to get in on a good deal. If your price is going up on a specific date, let your customers know. They'll want to buy before your product's price increases.
ESTABLISH A TRIAL/INTRODUCTORY PERIOD Trial periods are a great way to get new customers. Offer a special deal, extra service or a lower price during your trial/introductory period.
FREE GIFT Nothing attracts new customers like free gifts. As an added incentive for ordering, offer your free gift to the first 100 or 1000 people that respond.
"NO RISK" TRIAL People want to know there's no risk involved if they're not satisfied with the product/service. Let new customers know they can cancel for any reason before the trial period expires.
"NOT AVAILABLE IN STORES" Is your product exclusive to mail order? If your product's not available in stores, be sure to tell your customers. They'll know they can only order your product from you instead of visiting the local stores.
OFFER AN UPGRADE One simple line can boost your sales. "Order within 10 days and we'll upgrade you to the deluxe model."
FREE SUPPLIES/ACCESSORIES You've seen this technique used with computer sales. Buy a computer and receive a free printer. This works with a whole range of products. But be sure to include a date on your offer. This politely urges people to take advantage of your offer before time runs out.
No matter how you approach your own call to action, be sure to include action phrases: Call Now. Toll Free. 24 Hours a Day. Mail this coupon today in the postage-paid envelope. Fax your response card.
Be sure to avoid passive phrases like: You know how to reach us. Call when you're ready to order.
