| |
| |
|
Sales Information |
|
|
|
Casual Networking
What comes to mind when you think of networking -- cocktail parties? Shaking hands and exchanging business cards at a Chamber of Commerce events? Endless lines of people anxious to make you a customer? Sweaty palms and panic? Networking is not about how many business cards you can collect -- it's about building a long-term and mutually beneficial RELATIONSHIP with another business person. And it doesn't have to be painful or forced! When you do it the right way -- networking is as natural as starting up a casual conversation. Let me show you how... THE SCENE: MY CHIROPRACTOR'S OFFICE So I'm reading a magazine in the waiting room at my chiropractor's office -- I'm exceptionally early for an appointment. Another patient walks in -- a woman named Susan that I've seen there several times before but never spoken to. She sits down and smiles, and we strike up a non-business conversation. We talk a little about chiropractic, traffic (always a popular topic in Atlanta!), and I eventually ask what she does for a living. It turns out that Susan is a personal coach. I tell her that I'm a Professional Organizer and we spend the rest of my waiting time comparing our experiences with clients. The important point to note here is that our business relationship is starting out as a personal one -- just like any other casual acquaintance. You already know how to do this with people -- you start up informal conversations every day of your life. But the minute you attach the term "network" to your actions, you also attach a boatload of pre-conceptions and EXPECTATIONS. Don't think about where this relationship will lead 5 years down the road -- just be friendly and interested. MAKING THE CONNECTION As the receptionist calls my name for my appointment, I ask Susan for some of her business cards. I tell her that many of my clients are in need of longer term help with their goals than I'm able to give -- and would she mind if I referred folks to her when a need arises. It's highly unlikely that Susan will turn me down, unless she is just overwhelmed with clients. She graciously accepts my offer, and makes the same in return. We exchange business cards and part ways. Notice that I did not say to Susan, "Send me your clients who need to get better organized." Instead, I offered to do something for her. Networking isn't about what you can get, it's about what you have to give. If you don't have a referral for that person, suggest an interesting book or article and offer to call or e-mail with the information. Or offer to hook the person up with another professional you know who might also be a good gateopener. But don't expect anything in return -- the minute you think, "What's in it for me?" you kill the relationship. KNOW YOUR NETWORK I got back to my office later that day and called around to a few other friends I knew who either were coaches or had worked with coaches. Susan's name came up several times, and everyone I spoke to sung her praises. This is important to me -- I don't want to ruin my reputation by referring my clients to someone who provides poor customer service. Be sure to check on the people in your network before sending your clients their way. naive networking can be worse than no networking at all! FOLLOW THROUGH I sent Susan a quick note that afternoon telling her how nice it was to talk to her. I also included referrals for two clients who had been looking for a good personal coach. It's important that you follow-up quickly when you make a new acquaintance. You will really stand out as a conscientious individual if you do what you say you will do when you say you will do it (isn't it sad that it's not the norm?!) They say that you never have a second chance to make a first impression, but that's not always true. Sometimes, the impression that sticks with a person is the one that comes after your follow-up note or call. BUILDING THE RELATIONSHIP It's not required that you refer clients to every networking contact you have. Whether I send any work Susan's way or not, I've laid the foundation for a long and prosperous relationship. I keep in touch with Susan by clipping articles that might interest her, letting her know of business functions that she may want to attend, and getting together for coffee every once in awhile. She thinks fondly of me because I go out of my way for her. And it has paid off handsomely. In the year and a half that we have known each other, Susan has sent me 4 new clients, hooked me up with at least a dozen great gateopeners, and given me countless suggestions for growing and expanding my business. Each new person with whom you strike up a conversation has the potential of doubling or tripling your network over time. That's what casual networking is all about. Ramona Creel is a Professional Organizer and the founder of OnlineOrganizing.com -- a web-based one-stop shop offering everything that you need to get organized at home or at work. At OnlineOrganizing.com, you may get a referral to an organizer near you, shop for the latest organizing products, get tons of free tips, and even learn how to become a professional organizer or build your existing organizing business. And if you would like to read more articles about organizing your life or building your business, get a free subscription to the "Get Organized" and "Organized For A Living" newsletters. Please visit http://www.OnlineOrganizing.com or contact Ramona directly at ramona@onlineorganizing.com for more information.
MORE RESOURCES:
Sales - Google News |
|
|
|
RELATED ARTICLES
Top Seven Ways to Write An Order-Pulling Sales Letter Ready to put your Web pages up? Ready to sell a lot more products and services? If you're not getting the sales, you want you may want to think "makeover." Whether you're just starting or doing a web makeover, you need to Power Write your sales letters. Is Cold Calling Dead? Is cold calling dead? And if laws are being passed to put it to rest once and for all, how do we generate business from now on?Opinions on the subject vary greatly depending on the background of the individual. For example, most of the old-timers are vigilant in preaching their belief that the only possible way to succeed in the world of selling is to make no less than fifty calls each and every day. Web Promotion: 10 Amazing Web Promotion Ways To Jump Start Your Sales Hello, do you have a website and sell something on the internet?If yes, may I offer you 10 amazing web promotion secrets to jump start your sales at your website!1. Find a strategic business partner. Save Your Breath: How To Sell In Trade Shows Without Pitching You stand there, in front of your great presentation material, wearing just the right suit or logo shirt, handing out some gimmick with your company name on it, wearing just the right smile or look of professionalism. You might even have a fishbowl at the table - or some type of contest material - to collect business cards of passers by for later use in your sales process. How to Set Appointments The Importance of setting appointments is crucial to running a business. They are the key to a successful business. How A Simple Greeting Or Post Card Can Turn Into Cash - Guaranteed I've been using a technique that has helped me to get business I otherwise wouldn't. This will get you more business also. Talking To A Prospect As If To A Friend While working with a new coaching client, I asked to hear her sound bite. Everyone needs a good sound bite. Too Much Empathy Will Cost You Money Ever have a prospect start out your sales call by asking you "so how much does this cost?" as the first question out of his mouth? How you handle this question, and subsequent ones like it, will greatly influence the outcome of your sales-call. Right now is an excellent time to examine some of your beliefs about selling. Tapping The Potential Of Your Customers Business owners of long standing know the cardinal rule "take care of your existing customers first". Today especially we see business owners looking constantly for the new customer. Smooth Sailing (Selling) In The Second Half of The Year You can make a difference in the second half! You can't do it by doing the same things the same way.You can make a difference in the second half every year! You can do it by thinking differently and being different. How to Leverage Your Influence Why do we get into sales? Typically it is two reasons for most people. One is to make money, and the other is often that we like working with other people. Are You a Cultivator or a Harvester? As a result of providing marketing consulting, training and coaching to a variety of individuals and industries over the years, I have come to recognize that people generally approach the business building process in one of two ways. Everyone tends to be what I identify as either Cultivators or Harvesters. Success Reloaded: The Matrix So the other day I'm watching the movie The Matrix, again. For some reason I can't get enough of the great special effects. Five Keys to Make Your Cold Calls Sizzle Do you clam up on the telephone? An advertising rep called the other day to sell some ad space in a local news magazine. After I said, "Hello," there was nothing but monotone dialog until I interrupted him a minute later. 7 Pitfalls of Using Email to Sell * Are you sending e-mails to prospects instead of calling them?* Is e-mail your selling medium of choice because it lets you avoid the rejection that you dread when you make real cold calls?* Do you wait and wait for return e-mails from prospects that will give you the green light to move the sales process forward?Sad but true, these days most people who sell for a living spend 80% of their time trying to communicate with prospects via e-mail instead of actually picking up the phone and speaking with them. Are you one of those people? If so, you aren't alone. 10 Mistakes That Reduce Profitability In my professional experience as a sales and marketing coach/consultant, I've had the opportunity to work with a number of small business owners on various issues related to sales and marketing. The owners who are struggling to keep their businesses afloat tend to engage in some, or all, of the following mistakes that reduce profitability. Four Easy Steps To Building A Powerful Employee Incentive Program Want to build a successful incentive program for your company? Have you dreamt about finding ways to have more fun at work and still see BIG results? At the heart of every employee incentive program is the ability to motivate and reward your team for excellent performance. In this article, I will show you four easy steps to build an incentive program that allows everyone to win!Setting objectives: For any type of employee incentive program, your team must feel the goals are attainable and realistic. 101 Ways to Improve Your Direct Mail Response 1. Mail to your customers more often. Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test Business owners should be more like doctors.Forget selling and start asking your customers where they hurt. Want More Sales? Write A Barry Bonds Sales Letter I'm not a baseball fan. Never have been.
|
| home | site map |
| © 2006 |
