Ultimate Networking Strategies (Part III)
Posted in NETWORK MARKETING, NETWORKING STRATEGIES, RELATIONSHIP MARKETING
Be the first to Comment!
Continuing with The Ultimate Networking Strategies Rules of Engagement
Quick Review: (past Rules 1 & 2)
Your job at a function is to identify links & prospects, qualify them as either connectors to your target market or as decision makers that your services or products would be a good fit for. This is about gathering information so you can follow up after the event. It’s NEVER about selling your product or how wonderful you are …it’s about them always!
Now after you’ve employed Rule 1 (Identifying & Qualifying Links & Prospects) & Rule 2 (Delivering your USP in the “Elevator Speech”) it’s important to now protect your time and value .
Rule #3 : Protecting Your TIME & VALUE
Too often a common error and ultimate time killer is spending too much time with a particular person or group. This is not a social call! Too many waste the opportunity to meet and begin relationships with a great number of new people by focusing on the bar, food or one person they think is a lead.
You have your mission as identified in Rule 1 & 2. Once those are completed it is time to move on to the next person.
Beware of the Diminishing Value Trap!
Often we are programmed to try and impress and please potential new prospects or connections. With that in mind people are all too eager to ask for FREE advice. Giving FREE advice DIMINISHES:
- YOUR Perceived Value
- YOUR Expert Positioning.
- YOUR Chance for setting an appointment.
Remember your monetary value is in the HOW of what you do! NEVER GIVE THIS AWAY!
Your job within your USP (Unique Selling Positioning) in Rule 2 is to effectively communicate the What and the Why! (What you do? and Why They Need it?)
Now as demonstrated in Rule 2: After answering the What & Why will lead them to asking you about the How which is your invitation to ask for the appointment or permission for the follow up contact to discuss this.
It’s time to exchange Business Cards and move on!
Be on the look out for the next post where we’ll review what specific elements you need to have on your business card!
Coming up in following posts….
Rule 4: Turbo Charge Your Business Card …
Rule 5: The Difference Maker ….how you will STAND OUT!
To Your Success!
The Strategic Marketer
p.s. Register Today at www.sbssregistration.com for the Small Business Survival Summit and use the Ultimate Networking Strategies!
