Networking for Strategic Alliance
One of the questions we are often asked by our clients is, “How do I identify myself so I standout amongst other business people?” Our strongest suggestion, label yourself! There are a number of ways to do this.
Wear a name badge in all places you want to be recognized. Often times we discuss where to wear your name badge. As for the location, wear your name badge on your right lapel. When you shake hands with your potential strategic ally, they will be looking at your name and company (This will promote them to ask you to describe your business. It will also help them to remember your name.) Wear your name badge everywhere you do business or want to get business.‘ Dress appropriately. Wear your company’s logo everywhere. This will also get people to ask you about your company. Many people tell me of great success when wearing the name badge or logo while shopping. These are relaxed environments. People’s guards are down. They maybe most interested to talk business. ‘ Always carry business cards. Store a hundred in your car. Carry cards in your planner, glass case, card caddy, and cardholder. ‘ Make a professional statement. If you have not had a professional evaluate your image, do so. Everyone makes a statement when they walk into a room. Be sure your statement says to everyone seeing you “I want to know that person.” Look for strategic allies everywhere you go. As with all your business objectives, have a plan to find strategic allies. The obvious places are business networking events and referral groups. The key to finding strategic allies is looking beyond the obvious. The obvious is the classic example, the real estate professionals. It is easy to see how the mortgage broker aligns with the realtor. However, can you see the wedding planner and how they align with the realtor and the mortgage broker? Have you assembled the right questions to decide how to find and qualify strategic allies? Asking closed ended qualifying questions to find out what people do is an important aspect in identifying your alliances. It is important to be aware of time spent meeting people. It is easy to get lost in a conversation. How fruitful is each contact you make? Is this conversation going to lead to a sale? Will this conversation lead me to a new alliance? All these questions must be asked before arriving at the networking meeting. The answers to these questions should become part of the plan to attract allies. Once you have identified your strategic alliances, what must you do to support them? The answer is communicate. The proper forms of communication are coffee/lunch meetings, telephone conversations, emails, fax and written notes. Contact is required no less than monthly. Weekly is preferred. As a strategic ally, you must become part of their selling system, as you want to be part of yours. You needed to know what are the hot buttons; the words needed to sell their product or service. Choose 12 to 16 persons to align your company. Adopt their products as part of your lines of business. As example, the realtor now has a mortgage broker who is represented as well as real estate. These two professionals will also include the wedding planner’s service as an added benefit as if it were their own. Finally, it costs nothing to give a referral. Going out looking for referral for you allies costs you nothing, other than your time. Be generous with giving and you will reap 10 fold results in what comes back to you.
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. To contact INTEGRITY Networking Solutions for availability and information, call (888) 584-7073. You can contact Gerry by mail at 2103 Wedgewood Drive, Suite 100, Oceanside, CA 92056. Fax to (760) 439-5043; e-mail to gerry@integritysd.com. For more information, go to www.integritysd.com |
