How to work a room…

Networking is one of the best ways of marketing your business these days. With all the con artists these days people would just rather work with someone they know. When you walk into a networking event like a chamber event or small business luncheon or Convention and Visitors Bureau most of the time you will know very few people, but you have spent a lot of time getting there and paying for the event… so what do you do? Here are some tips…

1. Make sure you have plenty of business cards… Nothing says unprofessional as, “Well I just ran out of cards…”

2. Make sure you have a line about what you do in one or two sentences. When you are asked what do you do and you ramble for 6 minutes, no one will talk to you again. They again think you are unprofessional. Be ready to state what you do in 2 sentences… “I am a professional speaker. I speak at banquets, seminars and conventions.” See how quick and easy that was. Or you can say, “I work with individuals and small businesses who want to grow and make changes.”

3. Make sure you dress simple, neat and clean. The professional look is very important. And always dress for the job you want not the job you have.

4. Scout for a friend. If you live in a small city or have been to networking events before chances are you know someone in the room. Just walk up and stand next to your friend. Eventually they will turn to you and introduce you to the person they are talking to.

5. Look for the host of the event. At every networking event there is a sponsor. A CPA firm or Law firm. They are easy to spot because they have their name on a big sign somewhere. Simply go up and thank them for hosting the event. This is simple courtesy and will get you introduced to a couple of new people.

6. Usually there is a loud, young and good-looking person who just started in sales. You can spot them walking up to everyone and passing out lot of business cards. It is real easy to say to that person, hey I’m collecting business cards. They will be glad to talk to you.

7. Look for wallflowers. If you look around the room, you will see several people standing along the edge of the room. They are a little shy about meeting people, but they paid a lot of money and time to be at the event. Walk up to them and extend your hand and say hi. They will respond. This also works well with any minorities in the room.


Quote of the Day
The greatest discovery is that a human being can alter his life by altering his attitudes of mind. -- William James.

4 Types of Prospects

My friend Marc LeBlanc describes 4 types of prospects

The Achiever: This is the person who is focuses on what will happen once they buy your product or service. They are looking for a partner, a team player and a resource. If you can provide this you will have a lifetime client.

The Thinker: is someone thinking about buying your product. The best thing you can do is offer them information. Don’t try to sell. They cannot buy until they do their due diligence.

The Doer: This is someone who has made up his or her mind and is ready to buy your product or service. What these people need here is the process. Tell them how they can buy, what a reasonable order is and what will happen once they say yes.

The Struggler: is someone who is momentarily struggling with buying your product. They will say, What is the price? What kind of deal can I get? Give them information that will ease their pain. Make sure they know what will happen after the sale. But most of all do not get caught up in their struggle. It is easy to become like them.


Quote of the Day
"Truth is the most valuable thing we have." -- Mark Twain

How is your marketing? PT II

Here is a 2nd part of a list of current marketing techniques that many companies are using today. How many of them is your company using? Which one can you start using today?

1. Publicity: -- If you don’t want to pay for advertising you can get a lot of free advertising by creating publicity. To get publicity you have to do something news worthy like open a business. Or you can write articles that will get your name in the right places.
   
2. Advocate: -- Find 25 people who love you and what you do. Send them a sample of your product: a post card, your latest brochure or even flowers. Make sure they know what you are doing and how they can sell you.
   
3. Database:-- Get a list of your best clients, prospects, network friends and family and keep in touch with them 6 times a year. When they are ready to buy they will remember you.
   
4. E-zine: -- Collect 1,000 email address and write something of value that you can send to them once a week. This will provide something of value and keep your name in front of a lot of people.
   
5. Website: -- Make sure you have a great website and make sure it has stuff of value that people will want to come to.
   
6. Mag-a-logue:-- This is a magazine you write that has many articles about your business and industry that people will want to read. Then instead of selling advertising space, you advertise your own products and services. This will only cost you time and the cost of printing.
   
7. Blog:This is the electronic web version of a journal. You can publish articles for the people you want to reach. I have a blog and you can read it online at: http://thedreamersedge.blogspot.com/

Conway


Forwarding this newsletter to someone you know is always appreciated.


Quote of the Day
"We must be the change we wish to see in the world." -- Gandhi