Relationship Marketing 201- 12 tips shared to make you a much better networker.

Show up-     This is first and will always be. If you don’t show up ready to network both online and off, you won’t be effective at it. Networking takes effort…hence the word “working”. Take the time to understand how the following ideas fit into your networking world, and you will do well.

Know what you have to offer-    Without a solid understanding of what you have to offer, you will find it much harder to give.  How often do you give any of the following to your network: Time, Energy, Attention, Money, Expertise, Connections or Resources? See, you have a lot more to give than you thought.

Know what you want to receive-    When it comes to networking most people want the same thing: More Business. That’s great! But unless you can tell us what kind of business will be best for you, we will have a hard time giving it to you. The more specific your ASK, the better. People want to help you, but we can’t do so unless you tell us how.

Consider “After You” Networking-      Everyone worries about making a great first impression. Use this to your advantage. When meeting someone new, let them go first. Several benefits are yours with this approach: A. You’ll demonstrate your desire to be interested prior to being interesting.  B. You’ll have a solid understanding of who they are and what they need. C. They’ll be able to actually listen to you when it’s your turn to speak. D.  If they don’t listen to you, you know exactly what kind of person they are.

Use online networking effectively-    So many tools, so little time. The good news is they can help you expand your network FAST. The most important thing about online networking is creating and maintain relationships. The power of “search” is one you must understand. It’s about finding the folks you need while making sure those who need you can easily find you too.

Give when you can-    You already have an idea of what you have to offer, be sure to give it when you can. We have all heard the phrase “Giver’s gain” made popular by Dr. Ivan Misner of BNI fame. It’s time to put it to good use. Give. Give a lot. Give every chance you can. I firmly believe that giving others a clear path (ASK) on how they can help you is an act of giving.

Connect others-     Networking is about levering the relationships you have to create the relationships you need. This requires introductions. Don’t sit and wait for others to introduce you. Make connections for them too. The more proactive you can be in this space, the better.

Know why networking works-    Networking works when people work at it. If you give to me, I’m going to make sure I do my best to give to you…This is the Law of Reciprocity. Similarly if you give to me, I’m going to make sure I pay it forward and give to someone else. This is the Law of Generosity. Universal Laws dictate much of our life and networking is no different.

Ask. Listen. Repeat.-    When it comes to networking, and all good communications for that matter, Asking good questions and listening to the answers is at the heart of it all. Make sure you practice these important skills again and again. If you’ve ever wanted to honor someone, ask them questions about their favorite topic (themselves) and actually take time to listen to the answer.

Make it easy for others to help you-    It’s a big world and you’ve got a lot to do. You’ll do far more with the assistance of others. Don’t make others chase YOU to help YOU. Make your contact information easy to access by putting it on your e-mail signature and social media profiles. When someone does say they will help, call or e-mail them. Don’t make them reach out to you.

Say thank you-    It’s important to update your network on the status of any referral they have given you. It’s vital that you thank them for it.  You can make a phone call and say thanks just slightly easier than you can go by a gift card to their favorite store or restaurant. Just be sure to let them know they and their faith in you are appreciated.

Follow up-    This is the number one area where sales people and networkers blow big opportunities…they fail to follow up. Following up is so crucial that I dedicated the entire last chapter of my book to it. You can follow by letter, e-mail, telephone, video chat, social media or several other ways. How you do it isn’t nearly as important as you actually doing it.

Thank you for taking the time to read these. Proper implementation of these ideas will result in big praise from both your wallet and your network.

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Help us help you.

It’s vitally important that you identify who your ideal client is. Once you’ve created your target client list, you can share it with your network, so they know how they can best help you. They can then connect you with the people who you truly want to work with, and can benefit most from what you have to offer.

Help us help you from Terry Bean on Vimeo.

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Business card etiquette at networking events.

Going to a networking event to collect or hand-out business cards isn’t going to do you any good. Give or ask for business cards when you know there will be mutual benefit, to you and the person you’re talking with. Use them with purpose, or they’re bound to end up in the trash can.

Business card etiquette at networking events from Terry Bean on Vimeo.

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Relationship Marketing Readiness Assessment

You need a clear concept of who your ideal customer is. You need the ability to effectively communicate that to your entire network. You need to fully understand who is in your network. When you have these three things, opportunities to close more business will constantly show up. Businesses THINK they aren’t closing enough business. The truth is there would be a lot more business closed if there were a lot more of the right door opened.

• Do you understand who your IDEAL client is?
• Do you know how to reach more of them with greater frequency?
• Have you ever considered your online and offline business networking strategy?

If you said “NO” to any of these questions, we should talk NOW. I have put together a 130+ question “Relationship Marketing Readiness” assessment that will add tremendous insight to your business. This survey will help small business owners answer these important questions:

• Are you connecting with your ideal audience? Are you sure you even know who they are?
• Are you connected through digital marketing as effectively as you should be?
• Are you connecting to the knowledge you need and attending the events that would most benefit you?
• Are you connected to your past clients, current business partners, vendors and employees in a way that makes them want to refer business to you?

The results of this assessment will be used to assure you’ve identified your target client/business partners, are leveraging online and real world networking effectively and to craft your perfect ASK (if you’re wondering what the ASK is, check out the F/R/E/E download on the homepage of this site).

You will increase the number of QUALITY referrals you receive almost immediately and be able to receive more anytime you want. Even better is that when you execute this system properly you will achieve greater income, with fewer clients in less time.

If that interests you, now would be a great time for us to chat. Pick up the phone and give me a call or use the “contact Terry Bean” function on this site.

Thank you for your time and consideration.

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You have to GRAB their attention

With all of the competing forces right now it is really tough to stand out. This is true whether you’re at a face to face meeting or networking online. How do you grab attention? Take a look at this quick video for four surefire ways to do so!

Here is the video: http://vimeo.com/24245528

 

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