Let's call this Networking on Steroids.
One of our most frustrating experiences with clients is the number of relationships they believe they have established, based on their many luncheons, golf outings, and membership invitations that NEVER result in even one dime of business. You may call this Networking. You meet a lot of people, but because everyone is polite, you do not talk about politics, religion or money. Well, let me be blunt, if you are not going to talk about money, this is not really Networking. It is avoidance behavior.
But before you even start working on your Networking skills, you really need to identify the right people for your Network. You are looking for the people (and events) that can help put you in the Right Place at the Right Time with your Ideal Client. Here are some of the characteristics to look for:
- People Who Are Outgoing: They always know more people and are usually more willing to make a referral.
- People Who Are Well-Established in Their Field: Their opinions carry more weight with their clients, prospects and centers of influence. A referral from a well-established, successful professional is always better than one from a beginner. Do not overlook the well-established professional who recently left a large firm and is now out on his own. He may have brought a serious book of business with him, and is looking to form alliances to replace the support system he just left.
- Entrepreneurs: That may sound like a funny characteristic to look for in a professional. However, some professionals are very entrepreneurial in their business practice. They will be more open to new ways of making money, serving their clients, and working with you.
- Agency or Company Directors & Managers: People who are responsible for the success of those who work for them often are open to forming alliances that will assist those in their charge. These relationships can be particularly rewarding, because an Agency Director or Manager may “swing” several important professionals who work for him into your referral network.
Learn more about building profitable alliances, at our upcoming webinar:
Strategies You Can Use NOW to Get Your Phone Ringing
Wednesday, July 27 • 12 noon (central time)
Cost: $99
Purchase Your Registration Now
Special Offer: Register now, and if you join The Essential Solution® marketing program before August 31, 2011, we will apply your $99 registration fee to your first month's payment.
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