Networking is without a doubt one of the best and most cost-effective ways to build long-term relationships with potential clients and referral sources. With great networking, you can also build a very strong sales team that will work hard to tell people about your business and services. Their word of mouth is more important than you might think.
Remember that EVERYONE you talk to could be a client, a referral source, a person with a lot of influence, or a project partner. When you start to see every person you meet as one of these things, it gets easier and easier to talk to them. Don't be afraid to talk about what you do from the heart. It's something you care about, so talk about it with passion. Go outside and BLOW your horn! Why hide who you really are?
Here are some things you can do to keep your prospects in mind:
- Go to events that are geared toward your prospects. Join associations and groups where you can meet a lot of your prospects. Come to these often. Fill your calendar with meeting times for the whole year. To make connections, you have to keep going to networking groups over and over again. Keep in mind that you are building long-term relationships with your clients. People are thinking about it. Just keep telling them how great you are, and they will eventually do business with you or tell a colleague about you.
- Get business cards: A lot of people think their goal is to hand out business cards like crazy. So, they run around an event, throw their cards in front of people, and run to the next table. Asking people for their business cards is a much better and more fun way to meet new people. Business cards are ways to get in touch with people, and networking is all about making connections. You would be better off if you got 5 cards from people you really connected with than if you gave your card to 20 people who probably just threw it away.
- Make an impression: When people ask, "So, what do you do?" make a difference. Create a unique marketing message that tells your target audience what you can do for them. Don't forget that this person could become a client or send you your next DREAM client.
- Make notes: When you get back to your table or during the next break, write a note on the back of the business cards you just collected to help you remember what was said. This will help you remember more about the person in the future.
- Send a friendly email to the people you met after the event. You can add a personal touch to each email you send by using the notes on the back of their business cards. If it makes sense, a phone call or handwritten note is even better. Then, keep in touch with each other in the future.
Events for networking can be a great addition to your marketing plan. Make sure you use them to the FULLEST of their abilities. If you follow the tips above, you'll be able to add great people to your contact list, and you'll be amazed at how much these strong relationships will help you. Some of them might be new customers, and others might be your best source of referrals.
