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 think I have the time.  I don’t believe that it can be effective.

INTRODUCTION Overview  The ins and outs of networking  Why to do it  Where to do it

INTRODUCTION Overview  When to do it  Who to talk to  What to say  How to do it

INTRODUCTION Overview  Create a system to pull it all together  Database  Newsletter  Target List  Create a word-of-mouth marketing plan  Commitment

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

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.

THE GOLDEN RULE Always 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.

“I keep six honest serving men, They taught me all I knew. Their names are What and Why and When And How and Where and Who.” -Rudyard Kipling

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.

WHY Promotion  Helps build the brand  Gets the word out in the marketplace  Increases awareness  The power of association

WHERE Formal Organizations  Chambers of Commerce  Rotary  Trade groups  Others

WHERE Networking Groups  Paid memberships  Exist to generate leads  Formal monthly meeting  Networking first  Each person presents themselves

WHERE Networking Groups  Business in progress  Member spotlight  Social events  Business card exchange

WHERE Events  Galas/Awards  Charity Events  Socials with a cocktail hour  Your own events

WHERE Methodology  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.

WHEN Commitment  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.

WHEN Timing of Events  Evening functions tend to be better than breakfast/lunch  Important to go to a number of functions  Building the network over time

WHO Networking Targets  Potential clients or customers  Influencers  Referral sources for a fee  You may not know which category each person fits into

WHAT Telling people what you do  Elevator speech  Different one for different occasions  Different one for different prospects  Your elevator speech

WHAT Create a target list  Active vs. passive  15 names month  Ask if someone knows how to “get” to a person  25% hit rate

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.

HOW Build 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.

HOW Invite to your events  Flyers at meetings and events  Ask them to invite people  invitation/sample letter

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.

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.

CONCLUSION  This Works!  It takes time, but isn’t hard.  The results can be dramatic.  Set yourself some goals.  Get out there and mingle!