Posts Tagged Networking
Four Tips to Help You Connect With Those Hard-to-Reach Prospects
Posted by Rick Pranitis in MARKETING on January 25, 2017
Sometimes you just can’t seem to connect with that prospect you’ve been trying to reach. You call, you email, you try social media and it’s not working. Here are four quick tips that may give you hope.
Let me tell you a quick story. One of the sales people I was coaching last year was trying to get into a major retailer and called 42 times. I know the exact number because it became a game with him after the 5th or 6th try.
He had a place in his notebook where he put a check mark each time he called. He didn’t give up at 10 calls, kept going at 20 and finally on the 42nd call he reached the person that was in a position to review his product. The good news was the company not only showed interested in his product they became a customer. His persistence landed him a very large new account.
Here are three other proven methods for connecting
If you have a product that is typically reviewed by purchasing and you are having no luck talking to anyone in that department, then skip the buyer and go directly to someone in product management, operations or marketing. If they like the idea they can make the introduction to the buyer. “Fred you need to connect with Nick and take a serious look at this new product“.
If the person you are trying to reach has a company fax number listed on their website or product literature send them a fax. I have a client that uses faxes for lead generation regularly. Since no one is doing it anymore and most companies still have fax lines and fax machines it’s proven to be a great outbound lead generator for them. They are amazed at how well it’s working.
This is one on my favorites and I used it a lot when I was first starting out. I would send the person a Tim Horton’s gift certificate (it’s a Canadian thing) or other type of gift card in the mail.
The note with the gift card reads:
Hi Nick: It’s very difficult to schedule the time to have a coffee and talk about how _________ may be of value to (your company name) So instead of trying to set up a coffee meeting I’d like to buy you a coffee and give you a call (date, time) and speak to you for 5 minutes. Alternatively if you have a crazy busy phone schedule you can email me at _____________ and I will send you the information directly for your review”.
The coffee gift card is a very inexpensive sales tool and I landed some of my biggest accounts with this simple ice breaker.
Just remember that finding new customers can be one of the most difficult parts of building your business. Use a system, set aside time each day for prospecting and be persistent.
This article was originally posted to the Sales Compass Blog by Robert J. Weese on January 26, 2017.
Fifteen Proven Ideas for Increasing Your Referrals
Posted by Rick Pranitis in SALES BEST PRACTICES on January 1, 2016
We always hear about the power of word or mouth advertising. We love it and should always be looking for ways to increase engagement between your current clients/customers and new prospects. After all if “they tell two friends and they tell to friends” The great news is there are a number of sure fire ways you can increase you word of mouth advertising and its called Referral Marketing.
Now you may ask why I call it referral marketing and not just asking for referrals. Aren’t they the same thing? My reply is no. Too many companies teach poor referral strategies and most sales representatives are not trained or comfortable asking for referrals even when it’s part of their business development (sales) program. Referral marketing is a systematic program designed to help entrepreneurs, small business owners and sales people generate more leads for their business in a very short time.
So I have compiled a list of 15 proven ideas you can implement immediately. Studies have shown that most people are more likely to do business with you if they personally know someone that has had a good experience with you. We are all looking for and relying on social proof before we make decisions. The bigger the price tag the more validation we need before we make that decision.
So here they are; Fifteen Proven Ideas for Increasing Your Referrals
- Ask your current customers for suggestions on who they know that would also benefit from your services.
- Say thank you to the person that provided the referrals regardless of their quality and your success making the sale
- Record birthdays, anniversaries and special events in your CRM and send a quick note on recognition of that special day. (if you remind them in advance you may become a hero)
- Invest in people that help you grow your business by sending them a gift or thank you card
- Volunteer to speak at local events that focus on your target market – give them an excellent presentation and free tips to help them. They will tell others.
- Create relationships with non-competing businesses that have a similar client base to yours. For example if you are real-estate get to know lawyers and mortgage brokers
- Become a connector. If you have a large contact rolodex® then put it to good use. When someone says they have a problem ask them if you can suggest someone to call
- Connect with other professional service providers in complementary businesses and share blogs, articles and social media content
- Connect with local trade and business associations, networking groups and organizations that share a common vision.
- Provide positive feedback on posts, articles, announcements, presentations and press releases from people you know and others you would like to know
- Encourage clients to share your newsletter, articles and blogs with other professionals they know are having the same challenges.
- Volunteer – Find a cause that is shares your value and concerns and become a member so you can meet more like minded people in your community
- Take advantage of LinkedIn to network with other professionals in areas that you share common clients. Ask for introductions, and offer to do the same
- Become a visible expert. The go-to guy, or gal for help in your industry
- Host a networking event. Most local bars have very slow afternoons at specific times of the month. Ask the owner/manager if you can invite 30 or 40 people to come in for a few hours of networking, eating and drinking, before they get busy with their dinner service. Tell the attendees there’s’ a one drink minimum. We’ve had over 100 people attend this type of event and it didn’t costs a cent.
Finally, don’t hand out a bunch of business cards to clients and friends and believe they will pass them along. It won’t happen. This is the worst strategy and will only make your printer money.
This article was originally posted to the A Sales Compass blog by Robert J. Weese on October 1, 2015
Six Steps to Building a Powerful Lead Referral System
Posted by Rick Pranitis in SALES BEST PRACTICES on July 3, 2015
If word-of-mouth is the best way to get new customers then referrals must be a close second. The problem with word-of-mouth advertising is you need a huge network of people who are talking about your products or services. Good Luck with that!
If a prospect does not let their friends know they are looking to buy then the chances of word of mouth advertising working are very slim. On the other hand if you know how to create a great referral network it can mean the difference between no leads and a steady supply of high quality, qualified warm leads.
The Six Steps to Building a Referral System
- Your current customer must be very happy with you and be willing to tell others. Look at your repeat or long time customers first.
- You must frame the referral in the right way. Asking people to hand out your business cards will not work and is only going to make your printer happy.
- You need to position the referral so your clients see the connection as a way to help their friends and associates.
- You must be willing to pick up the phone and ask the new prospect for a meeting.
- You must work your referral program constantly.
- You must follow-up with the person who provided the lead and “if appropriate” give them a gift or at least a thank you card for their help.
The Key is Step three – Position the Referral. Unfortunately, most sales people ask their clients if they could give them the name of three or four friends, relatives or associates that they could contact and “name drop” that you are the person who provides the product or service to them. This method is not very successful and won’t do much to build your business.
On the other hand if you position the referral properly you can almost be guaranteed a steady stream of quality referrals. The key is to think about it in terms of ‘what’s in it for them’. If they help someone it will reflect positively on them. The danger on the other hand is what happens if it doesn’t go well. It will hurt their reputation.
Let me give you an example of how it would work for a company that designs website.
Sales Person – “(Tom) we re-designed your website and according to your feedback on the objectives you wanted to accomplish we have doubled your traffic, added the social media functions you were looking for and created a site that you could edit simply without the need to call someone every time you wanted to make a change or update.”
- Would that be a fair assessment?
- Do you feel we have delivered a quality website within the target budget?
- Has the new website resulted in an increase in business?
If the client is in agreement with your points then it is time to move to the request for a referral.
Sales Person – “I am happy we have been able to help you grow your business and appreciate your confidence in (your company). Tom, I am sure you have an associate that has mentioned they need to upgrade their website in order to generate more business. I would be more than happy to approach them and schedule a chat about their current challenges and what opportunities are available to them.”
Regardless of your product or service, you must create a powerful positioning statement before you ask for a referral. You will be amazed at how well this type of request will work and I guarantee if you use it properly you will be generating more, better quality leads for your business.
This article was originally posted to the Sales Compass Blog by Robert J. Weese on March 3, 2015
Five Practical Tips to Build a Better Network
Posted by Rick Pranitis in SALES BEST PRACTICES on April 27, 2015
For many businesses to continue to grow and thrive, it takes more than just excellent products and services. It takes building awareness and a loyal customer base. It also requires patience and resilience to make it through the difficult times. And it takes building a community of partners, contacts and allies for continued success.
There is no substitute for a great network, even as our definition of what makes a network becomes more elastic as our preferred ways of connecting and sharing information evolve over time and in response to new technology (Twitter follower? Facebook Friend? LinkedIn Connection?). Here are our five favorite tips for networking better this year to help you build that community.
Attend Events Across Industries – If you are looking to build a network in your local business community, don’t limit yourself to events related to your specific business type or industry. You want to broaden your potential network as much as possible and open your business to as many relevant customers as possible. Look for events in industries that are complementary to your type of business, or that also target the same type of customer as you based on geography or demographics. You’ll be more likely to find businesses willing to cooperate and work together, since you are not in direct competition with each other. More importantly, you never know whom your new contacts will know and this is the key to networking. There is enormous unknown potential in every new relationship.
Share Your Story and Listen to Theirs – All business owners and entrepreneurs have at least one thing in common: the courage to take that big risk for something they believe will be successful. Take the time to share your founder story with other business owners and learn about what motivated them to start their business. You may learn that you have a lot in common–similar challenges, suppliers, even customers. Exchanging stories is the first step to building a relationship that can help your business grow.
Reinforce an Offline Connection Online, and Vice Versa – Any time that you meet a new contact at a networking event, conference, or even the coffee shop, make sure to also connect with that person online. Reaching out via LinkedIn, Twitter, or Facebook is a great way to thank the person for their time and remind them of a few points from your conversation. The same advice works for online contacts: if you’ve made a new connection through LinkedIn, make the effort to have a phone call or meet in person to explore how you can work together to make each other’s businesses grow. Bonus tip: Make sure your company’s online presence is memorable and professional. Put your logo on your LinkedIn profile, company Facebook page, or Twitter page for a consistent look online.
Always Be Prepared – Make sure that every interaction is productive by being prepared. Have a stack of updated business cards with you at all times, and keep flyers or postcards with your latest offers or promotions handy as well. These critical marketing materials can be made quickly and affordably online with an online business card maker, so there’s no excuse for being unprepared. Even as our social and professional lives move more and more online, business cards are here to stay. So challenge yourself to share twice as many cards as you did last time. It’s also easy to stay on top of your online presence. Prepare yourself before releasing a new product, service, or offer to your customers. Usually when a business does something new, customers can have a fair amount of questions and feedback. Grab a friend or two to man the phones at your business or saddle up on your Facebook messages page to help handle the rush of comments. Releasing new products should get people excited about your business, not get you too stressed out.
Set Up a Next Step – It’s easy to lose momentum after a networking event; they can be overwhelming at times. But all these events can be worthless if you don’t make plans to communicate after the event is over. Make sure you can gather as many business cards as you hand out, and reach out to these people soon after the event closes. Stay on the top of their minds. Set a date in their calendar, whether it’s for tomorrow or two months from now. All of your networking efforts can be worthless if you don’t follow through. You can’t always depend on the other party to set up the next steps. Take control of the situation and make a name for your business.
This article was originally posted to the Business 2 Community Blog by Dena Enos on April 2, 2015.
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