SUCCESSFUL MARKETING STEPS

Giving someone your business card is the easiest thing to do when you meet a social situation. But easy is not most effective.   I would suggest that you discipline yourself never to give a card unless you had a conversation with the opportunity for follow up.

STEP #1 – Use your “Verbal Business Card” to Generate Interest
Discipline yourself to open an initial business conversation with your “Verbal Business Card” (often referred to as your “elevator speech”). It should be delivered to address:  1)  a problem of your potential business customer/client.  2) a solution you have to offer.

An example would be an estate lawyer who said “ I protect your life savings, by creating secure tax and estate structures for you “

STEP #2 – Offer something of value together with your Business Card
After you generated some interest,  you must offer to send something of value (report, article, new research) which is connected to their business. It is that information of value which will give you the reason to call and follow up.

You can say” I have this report I think you will find very useful. It goes into more depth about how to run your business more effectively. Can I send it to you?"

Then ask for permission to be in touch. "After you've read the article, I'd love to talk with you and find out more about your business and how the information it contains would apply to your business. Can I give you a call next week?"  However,  don't expect this person to call you up the next day, salivating to buy your services or product.

This accomplished two important things.  It sets up the principle of reciprocity – that you are sending or giving something and the person will want to respond in kind.  It also, gives you permission and incentive to be in touch in the near future.  

STEP # 3  FOLLOWING UP WITH A TELEPHONE CALL

 A follow up telephone call is one of the toughest things for most people to do because it brings up the fear of rejection and sets off irrational thinking. But, remember that the purpose of your follow-up call is to explore doing business together, it is not a sales call.

A possible script for your l call would be,  “Hi, I am Morris Mann, we met at the networking event a couple of days ago.  I sent you information and wanted the chance to find out more about your business and tell you a little about mine.  Maybe we’ll find some common ground.  Is this a good time to talk for a few minutes ?”

WHAT ARE POSSIBLE THOUGHTS THAT PREVENT CALLING ?

If they were interested they would call me -  that is a very rare occurrence, they don’t. They are busy with their business and lives, and usually don’t want to appear too interested.
I don’t like getting calls why should they -  you don’t like getting cold calls from strangers. In this case, we have set it up that you met the person, sent something of value, and got permission to call.
It will be better if I wait a while – truth is that the longer you wait, the more likelihood the person will forget you.  Strike when the iron is hot.  Two to four days is a good time frame

GREAT REASONS FOR MAKING FOLLOW UP CALLS
You'll discover the following when you start to make follow-up calls:
   
•     It makes you look like a professional committed to service and people appreciate that.
•     You will catch more business that would otherwise have fallen between the cracks.
•       They not only lead to new business from those you call, but to referrals and other connections.

Work on mastering these Networking and Follow up Steps
1.    Be prepared with a Great “Verbal Business Card”
2.    Offer something of Value Together with your Printed Business Card
3.    Make Professional Telephone Follow up Call

When you master the process of networking and following up correctly you will be successfully grow your business at a rate you previously thought was impossible.