The more people you know, the more referrals and repeat
business you will get. In turn, this will lead to more
money that you will earn in sales. What are you doing to
network to meet new people?
I hope you are not saying "been there, done that, don't
want to do that anymore", because in this day and age of
relationship building and consultative selling. This is
the best way to achieve increasing your business (both new
and referral business).
If you have all the business you need and you are doing
your database marketing efficiently, you do not need this
advice. However, most of you are probably not in that
position. Besides, your customers are only getting older,
or they are also networking, so it is likely that they are
meeting new people. Therefore, they may be meeting someone
who can handle their business instead of you.
What can you do to avoid this? First, you should be
checking your local area chamber of commerce (or other
professional organizations) calendar of events at the
beginning of each month for places, meetings and
opportunities where you will be able to network.
Where is your target market 'hanging out'? Are they
stay-at-home moms, who spend a large majority of their time
doing things with their children's school events or sports?
Do those places have meetings? Are they homeowners who
might attend home shows or community meetings? Are they
all realtors? Are you attending their monthly association
meetings?
Consider going to the places where your target market is;
you can find out about any group and what is available
online. If you cannot find something, call us, we can help
you. This is your wake up call; GET NETWORKING!
Now while you are out networking, remember to ask some
important questions; this process will help you break the
ice.
Asking questions is a HUGE, but important step! Whenever
you are nervous or not sure what to say to break the ice,
ask a question. When they answer the question, follow it
up with another question, and so on and so on ....until you
know their whole life story.
Why should you do this? Because it not only builds trust
with the person you are speaking to, but when they walk
away they think you are the greatest, they like you, they
want to do business with you, and they want other people to
know you too (e.g., a good referral source). It really
does work.
Have you ever been to a mixer or an event where one guy or
gal works the room so fast by just basically throwing their
card in your hand no matter what? You do not know their
name, what they do, or why they are there. Where do we put
such cards when we get back to the office? IN THE CIRCULAR
FILE. They are impersonal and do not even try to get to
know us. They just want us to have their card in hopes
that we will call them for business. Similarly, some
circulate around the room asking for everyone else's cards
and then do a mass phone solicitation the next day.
I do not want to do business with people like that do you?
I want to do business with people that genuinely want to
know how I am doing, how my business is doing, or how my
dog is doing. I network to build long lasting
relationships with people like me who I respect and admire
and. You should strive to be this type of person because
it will get you far in business, and in life.
Let us try to be better networkers, listeners and
truehearted professionals. If we do, the world just might
be a better place and we will all gain more business in the
end.
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© Copyright 2008 K.Sawa Marketing
Katrina Sawa is an Award-Winning Relationship Marketing
Coach who's helped hundreds of small business owners take
dramatic steps in their businesses to get them to the next
level in business, revenues and life. She offers one-on-one
coaching, group coaching and do-it-yourself marketing
planning products. Go online now to get started with her
Free Report and Free Audio at
http://www.jumpstartyourmarketing.com !
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