The Five Main Components of Networking
So, you have decided to grow your business. You want to take it to the next level. Great! You have limited marketing dollars and want to get the biggest bang for your buck. Hiring sales people is out. Print advertising is do able, but the return is too long term and expensive. You have heard of word of mouth advertising, and want to know more. Here are some tips to get you more prospects and referrals.
First, look to large organizations where you might find your target market. Those can be found as trade organizations, chambers of commerce and referral groups. The questions are “How can I maximize my networking membership?” and “Where do I start with my networking membership?” The answers are again in finding your target market or being able to engage people who can introduce you to your target market. As example, when joining a chamber of commerce, engage yourself with people who can use your products or services. Can some of these people get you in front of other people who can use your products or services? You may find them at committee, breakfast, or social meetings.
The second consideration is how to attract these potential relationships to you. Ask yourself “Am I someone that I would want to approach?” Wearing your company’s logo and your name on your lapel is important. Did you bring a quality business card with high quality flyers to present to your new acquaintance? What is your style? Are you wearing the clothes of a successful businessperson, representative of your field of business? Do you repel people or attract people? Look for people who need a friend. Approach them with a smile, an extended right hand, and a twinkle in your eyes. Be the host, introducing people to others, even those you have not met.
Third, what have you planned to say to grab the people you meet? Is your message clear and concise? Does your message cover all the areas of your products and services? Is your message consistent, hitting the target market for which you are looking? Memorize your message. Have two or three messages that meet the needs of the people you are speaking. Three to five minutes with each person you meet is normally sufficient to establish a good first relationship. Decide if this is someone who will do business with you or lead you to business or both. Be sure your commercial is gracious not boisterous. Do not sell at a networking event. Ask specifically for what it is you want.
Once you have met this new person, the fourth issue is “How do I stay in contact?” When first meeting, ask for their business card. You should establish if they will do business with you as in a client relationship or if they will send you business or both. Establish a time to meet to understand each other’s needs. Agree to meet over the telephone to assign a meeting time. Be sure to note on the back of the card where you met (date), what you discussed, and how you would help each other, (This is most important after your initial conversation(s). Months could pass between your initial conversation and meeting. Your next interaction may come as an email advertisement, from you to this new contact. Your new contact may receive your email and replies that you are “SPAMING them”. You can then tell them where you initially met.) Enter all the data into your contact database. Continue to follow-up.
Finally, maintain a base of 12 to 16 persons who you exchange referrals. These people will become your Strategic Alliance, or are sometimes known as your Power Partners. The easiest, least cost thing you can do is give a referral. Be in a position to give to receive to give again. When you give your first 12 to 16 referrals, expect to get at least that back and more. You will find that following this philosophy, give to receive to give again, will make you very popular amongst those successful business people in your community.
Gerry Rose runs INTEGRITY Networking Solutions in Oceanside, CA. He works with realtors who want to attract the right prospects and their affinity partners who want to generate more referrals. More than 10,000 businesses have been presented the INTEGRITY Networking Solutions system in San Diego, Riverside, and Orange Counties.
Gerry’s stimulating presentation Unlimited Prospects, Unlimited Referrals is ideally suited for small business owners, home-based businesses, and independent professionals who want clearer direction and want to attract more prospects, develop dynamic systems, and strengthen their companies’ accountability. Gerry does one on one consulting, conducts a range of keynote speeches from thirty minutes to full-day education workshops.
His books, Unlimited Prospects, Unlimited Referrals, 101 Tips to Attract Prospects, 101 Tips to Generate Referrals and Unlimited Prospects, Unlimited Referrals, Giving Your Clients What They WANT, So You Get What You WANT are currently available. Unlimited Prospects, Unlimited Referrals, Using Your Time, Energy, and Creativity to Create Value, will be available in 2006.
Gerry has more than 20 years’ experience directing business owners how to grow their businesses. He is a networking dynamo. Those who know him will assure you that he does a great job of bringing people together’which is why he started Integrity
Involved with networking organizations since 1984, Gerry is an Accomplished Toastmaster, a member of Toastmaster International, and has chaired numerous chambers of commerce and non-profit organizations.
Are you truly committed to attracting the right prospects and generate more referrals? If so then contact INTEGRITY Networking Solutions for availability and information. You can contact Gerry by mail at 1610 Quiet Hills Drive, Oceanside, CA 92056. Direct dial (760) 439-4623; e-mail to gerry@integritysd.com. For more information, go to www.integritysd.com
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