Issue link: https://docs.hic.us/i/403552
Creating New Leads Through Effective Networking NETWORKING Networking is advertising in its purest form: "word of mouth". It's not about promoting a product or service rather its about selling yourself. For a business owner, there are plenty of opportunities to meet and network with other people. This might include Chamber of Commerce functions, local business group meetings, seminars, trade shows, etc. In many cities there are organizational groups dedicated to the sole purpose of networking amongst business owners. To take full advantage of these opportunities, you must identify and actively participate in these events. But simply attending a meeting is not enough. To make it worth your while, you must develop a strategy to take full advantage of the setting. This begins with a goal of introducing yourself to as many people as possible. Don't fall into the trap of getting too comfortable with a small group of people, and forgetting about the rest. Almost everyone feels more safe and secure by socializing with familiar faces. But that's not the purpose of joining a networking group. To get the best results, you have to make multiple contacts. Take the initiative to talk to someone new by introducing yourself. Ask them what type of business they own, and why they attended the meeting. Be a matchmaker by introducing and linking people with similar interests. Through your actions, they are going to be appreciative of your efforts, which could result in a returned favor. Networking should become an integral part of your marketing efforts. Everyone is a potential customer, or a lead to a potential customer. You have to work at it, and it should be thought of as a job. In addition, it takes time to turn a lead into a customer, so networking should be an ongoing part of your daily business activities ORGANIZING AND PROCESSINGLEADS Networking doesn't have to be confined to specialized groups and organizations. It should also include everyday acquaintances. Take a moment and write down the names of everyone you can think of from school, church, organizations and associations. Also include friends, neighbors, and relatives. You should end up with several hundred names on your list. Now divide it into the following groups: High Potential, Modest Potential, and Low Potential. For those who are on the High Potential list, send a personalized letter and a nice brochure, then call to follow up within 5 days of sending. For those who are on your Modest Potential list, send a letter and brochure. After waiting 2 to 3 weeks, send another letter as a reminder. Then, follow up with a phone call. This leaves the leads in the Low Potential Group. Obviously, they probably won't lead to much in the www.hsi.us care@hsi.us 122