Every time I meet a new business contact or fellow entrepreneur I seem to be faced with the same question: So, how do you meet most of your clients? The question always struck me as odd. To my knowledge, everyone gets their clients the same way: through networking or referrals. So why are we looking for a secret portal that doesn’t exist?
It wasn’t until I'd been asked this question more than a dozen times that it occurred to me that although everyone might be meeting potential clients in the same way, they might not all be translating into sales. And this, turning networking into clients, is a much more valuable secret.
The key, like with anything else in business, is being thorough. If you are not organized or stick to the game plan then you can’t expect results.
First, take 30 minutes before any networking event to do some brainstorming. What is your overall goal for the evening? How many people do you hope to meet? Are you only looking for clients or are you also looking to fill a position? Maybe, you ’re interested in getting invited to more speaking engagements or need to hire a photographer for your shoot next week. Whatever your goal, write it down on a flashcard. You will keep this flashcard with you for the entire evening.
Next, figure our how many people you need to speak to before you can schedule a meeting. For example, I know that out of every five people I speak to one will be interested in meeting with me to find solutions on how to creatively market their business. So, if I want to plan at least two strategy sessions with potential clients that means I need to speak to a minimum of ten people. Write this number on your card and stick to it! Don’t leave the event until you have met your goal.
The second most important component is keeping all the business cards you collect organized. I have met people who write cryptic notes, others who keep them in alphabetical order and those who enter the information straight into their phones. Whatever your tactic, don’t be the person who puts the card at the bottom of their bag and completely forgets about it.
Clear your schedule beforehand and give yourself an hour to send out emails and follow-up with your contacts within the week of meeting them. State something personal that you might have spoken about to jog their memory –odds are they will not remember you. And, that’s ok. Ask them if they might be interested in setting a time up to speak further.
If you do schedule a follow-up time this is not another opportunity to talk about their kids or where they live or why they don’t drink coffee. This is your opportunity to sell. At the end of the meeting be sure to ask if you can send a proposal or pitch. Most people will feel like they have nothing to loose to receive a proposal, and will accept.
There you go, the perfect networking to client cocktail. Just shake, pour and repeat.
Friends Read Free