HOW TO GET MORE CLIENTS THROUGH NETWORKING. OBJECTIONS Reasons not to network I don’t know how to...
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Transcript of HOW TO GET MORE CLIENTS THROUGH NETWORKING. OBJECTIONS Reasons not to network I don’t know how to...
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HOW TO GET MORE CLIENTS THROUGH NETWORKING
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OBJECTIONS
Reasons not to network I don’t know how to do it. I don’t know where my prospects go. I don’t think I have the time. I don’t believe that it can be effective.
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INTRODUCTION
Overview The ins and outs of networking Why to do it Where to do it
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INTRODUCTION
Overview When to do it Who to talk to What to say How to do it
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INTRODUCTIONOverview Create a system to pull it all together
Database Newsletter Target List
Create a word-of-mouth marketing plan Commitment
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THE NETWORKING WORLD
Ground Rules Give before you receive Ask about them before you tell them
about you – listen to their needs Focus on how you can help them, not
how they can help you
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THE NETWORKING WORLD
Patience Don’t expect instant results. Don’t rush it. Invest time in follow-up meetings,
even though some may seem to be a waste of time.
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THE GOLDEN RULEAlways have an event planned you can
invite them to Run an event every month. Schedule them 6 months in advance. Put them on your web site 2 months
out. Use them aggressively in networking. Publicize them.
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“I keep six honest serving men,They taught me all I knew. Their names are What and Why and
WhenAnd How and Where and Who.”
-Rudyard Kipling
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WHY
Versatility Keeps a flow of potential candidates in
between marketing campaigns. Easier to replace a member who is
leaving without having to do a campaign.
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WHY
Promotion Helps build the brand Gets the word out in the marketplace Increases awareness The power of association
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WHERE
Formal Organizations Chambers of Commerce Rotary Trade groups Others
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WHERENetworking Groups Paid memberships Exist to generate leads Formal monthly meeting Networking first Each person presents themselves
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WHERE
Networking Groups Business in progress Member spotlight Social events Business card exchange
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WHEREEvents Galas/Awards Charity Events Socials with a cocktail hour Your own events
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WHEREMethodology The more people you know, the more
people you will meet. Go with another networker. Join a group and you’ll always see
people you know.
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WHENCommitment Essential to go to organization meetings
regularly. Get to know a group of networkers and
you’ll meet them all over the circuit. Send them information they can use
regularly.
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WHENTiming of Events Evening functions tend to be better
than breakfast/lunch Important to go to a number of
functions Building the network over time
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WHO
Networking Targets Potential clients or customers Influencers Referral sources for a fee You may not know which category
each person fits into
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WHAT
Telling people what you do Elevator speech Different one for different occasions Different one for different prospects Your elevator speech
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WHAT
Create a target list Active vs. passive 15 names month Ask if someone knows how to “get” to
a person 25% hit rate
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HOW
Build a system When you meet someone, follow-up. Write something about them on their
business card. Enter their information into contact
management system.
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HOWBuild a system Record where you met them and some
brief information. Send them your newsletter to stay in
front of them. Try to refer business to them.
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HOW
Invite to your events Flyers at meetings and events Ask them to invite people E-mail invitation/sample letter
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YOUR COMMITMENT
Suggestions Set a goal for the number of times a
month you will network. Find events and join groups. Set a goal for the number of new
people you will send a newsletter to. Be passionate! Passionate people can’t
help but attract business wherever they go.
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OBJECTIONS
Reasons not to network I don’t know how to do it. I don’t know where my prospects go. I don’t have the time. I don’t believe that it can be effective.
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CONCLUSION This Works! It takes time, but isn’t hard. The results can be dramatic. Set yourself some goals. Get out there and mingle!