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

Transcript of HOW TO GET MORE CLIENTS THROUGH NETWORKING. OBJECTIONS Reasons not to network I don’t know how to...

Page 1: HOW TO GET MORE CLIENTS THROUGH NETWORKING. OBJECTIONS Reasons not to network  I don’t know how to do it.  I don’t know where my prospects go.  I don’t.

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!