A Six-Step Exercise For Better Networking
Often I find professionals using a ‘shotgun’ approach to networking for business prospects. They attempt to hit all their targets rather than get a single referral from a handful of members in their group meeting. If you want to get new clients then focus on important targets, being specific as to exactly who you want to help.
My favorite example is a chiropractor who says, “Anyone with a back or spine is a good referral for me.” Every one of my 2000 people in my database has a back and spine! When that same chiropractor says, “I want to know the sickest person you know,” my wife and I both think of the same person. Be specific.
A similar example might be used with real estate professionals. Rather than say everyone can use your service, ask your audience if any of them are young newly weds. If you belong to a networking group, ask the members of the group, “Do you know any couples who rent their place of residence?” This focused question will help you get referrals. Be specific.
Use the tools below to develop a clear example of who you want as your customers. When asking the question, “Do you know how’?” be specific as to what problem you solve and be precise as to the solution your product or service provides.
Six-Step Exercise: Developing an infomercial.
On the lines below, design a short commercial. On the 3rd line entitled, ‘Do you know,’ create a question by filling in the blank with a problem you solve. For example, a real estate professional might choose to say, “Do you know there are many people who are looking for affordable housing in nice neighborhoods?”
To complete the sentence using the four words on line 4, the real estate professional could add the solution, “What I do is provide the best selection in the acceptable neighborhoods at the lowest possible price and terms.”
Complete the infomercial for your product or service below:
- My name is ______________
- My company name is ___________________________
- Do you know __________________________
- What I do is _________________________________
- Repeat: My name is: _____________
- Repeat: My company name is: ________________________________________
SMILE
After you have used your new infomercial in a networking setting you will want to find three people who you could develop into Strategic Alliances (your sales force) for your company. For example, a classic strategic alliance is between a real estate professional and a mortgage broker. Each professional can provide work for the other professional when new business is created.
How about your business? Before looking for strategic alliances keep an open mind. Stretch your thinking. Who in the room could find the customers to whom you could sell your product or service? Write the names on the lines below for those who may be Strategic Alliances: _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________
Finally, develop your new sales force by setting appointments with your new strategic alliances to meet for lunch or coffee. Make these appointments before you leave the meeting. When you meet, decide how you can help each other. Arrange to stay in touch on a regular basis.
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
