Sales Information

By Wendy Maynard

Do you have a routine of networking? If you are not reaching out on a regular basis, how will people know about you? You have to show up to networking groups consistently and persistently to build relationships.

Remember, EVERYONE you speak with is a potential client, referrer, center of influence, or joint project partner. Once you start viewing each person you meet as one of these things, it becomes easier and easier to engage in small talk at events.

When people ask you what you do, give them a compelling answer. Don’t be shy – speak form your heart about what you do. It’s what you believe in, so speak with passion. Get out there and TOOT your horn! Why keep yourself a secret?

Join associations and groups where you can rub elbows with your prospects in large numbers. To ensure you are attending regularly, plug meeting times into your calendar for the entire year. Keep in mind, you are building relationships with clients for the long haul. People are mulling your services over – just keep reminding them how remarkable you are – eventually they will do business with you or refer an associate.

One thing that is important for you to realize is that people aren’t waking up in the middle of the night thinking I need a {fill in your profession here}. Instead, they are thinking about their problem: I don’t have enough money, I’m in pain, I need to lose weight, I need to get out of debt, I need to save for my kids’ education, and so on.

Your products or services provide them with a solution. But, services are generally an investment that people want to consider for a while. And so, part of your role as a remarkable marketer is to make sure you stay in front of them to remind them of the value you offer.

Here are a few ideas beyond networking events to help you stay in front of your customers and prospects:

-Give speeches about your area of expertise at the events your clients and prospects attend.

-Give free educational seminars.

-Write articles that give tips and advice to help your clients. Post these on your website in a resource area, send them in a print newsletter, or slip them in a handwritten note to your client.

-Provide free teleseminars online and send out an e-mail invitation.

-Provide a free ezine or newsletter with helpful advice.

-Create a blog that provides valuable information.

-Attend networking events consistently.

-Ask clients, prospects, and referrers for “coffee dates.”

Remarkable networking is not about quantity; it’s about quality. It’s enjoyable, and it enriches the lives of both parties. If you want others to open the door for you, open it for them first. Building relationships takes time and patience, but it will serve you for life. People trust people who are their friends.

Often when we have a goal of making a sale, we try just once or twice and then give up. We say, “Well, I guess it’s just not going to happen.” To be truly successful, keep at it! This is true with networking and reaching out to prospects. Successful business owners are not at the top of their game because they are “naturals.” It’s because they don’t give up. When at first they don’t succeed, they try again and again and again until at last…they realize their goal.

Ultimately, people buy from people they trust and feel like they know. Eventually, you will get work from your networking efforts because you just happen to be in the picture at an opportune time. Or, it may be they have an associate who is looking for a service or product you have to offer, and who better to recommend than you?!

Keep in mind, you aren’t going to stay in business if you keep yourself a secret - so get out there and make sure people know about what you offer when they are ready to buy!