TRAINING YOUR NETWORKERS TO FIND MORE BUSINESS FOR YOU!
One of the biggest challenges facing anyone
using NETWORKING as a marketing tool, is the ability to get across
to your networking group HOW they can help you. If they do not
understand what a good lead is for you and how to spot them, they
will miss the opportunity to refer business your way. Since you
know your field BETTER than we need to know it to help you, it
is important to give us the proper tools to find that work for
The first step in this process is getting
specific with the IMPORTANT specifics. If you say you are in the
field of computer consulting, what does that mean? Do you train
people on the computers? Do you write programs? Do you sell software?
Do you do data entry? These are specifics about your field that
will help us help you. Other specifics, like where you had your
training and schooling, and the total extent of your product line
are important to many people but it is info YOU can easily share
with the prospects we send you. It is not the info in most cases,
however, that will help us get you those prospects.
As another example, look at Life Insurance.
We all know what Life Insurance is but we may not know how people
are using Life Insurance as a financial vehicle. Because of the
many ways policies can be written, a good lead for someone selling
life insurance would be all of the following: persons who just
had a baby, persons who just had a car accident, persons five
years from retiring, persons with children in elementary school
and persons who just bought a house.
We can focus on faces when asked if we
know someone who just had a baby. We will find it more difficult
to focus on the faces of persons who need Life insurance. Getting
specific means breaking it down for us so we can focus on faces.
Two excellent examples are as follows:
1. A person who sold telephone systems
told his networkers to look for a phone cord 1" thick coming
out of the wall. This meant that the telephone system was outdated
and needed to be upgraded. That's real specific!
2. An office equipment representative said
to look for a waste paper basket full of crumpled paper next to
the copy machine. This meant that the copy machine needed to be
serviced or maybe even replaced. That's real specific!
Which brings us to step two.
Give it to us in small pieces. We will
remember more about how we can help you if we get your info in
FREQUENT, SMALL pieces. For instance, one week you ask for persons
who just had a baby. The next week you ask for persons who just
had a car accident Look closely at this example. Not only is the
request easy to focus on, but we are contact FREQUENTLY.
The next step in effective networking is
getting referrals from your networkers of THEIR clients. According
to READERS DIGEST, each one of knows 250 people. Most people read
that and go "No Way". If you were getting married today,
how many people could you invite to the ceremony? If you died
today, how many people would attend your services?
According to readers Digest, the average
number is 250. The goal in networking, is not just to get the
business of your personal networking contacts but also to get
to their contacts. That is true networking.