There are important things you need to do before, during, and after a networking event in order to make it successful.  

You’ve prepared for a networking event and attended it, now what?

What’s the best way to follow up so you that you make the most of your networking efforts? In this video I share practical tips you can use to follow up and build relationships over time.

The key to making marketing work for your business is to pick a few marketing strategies that fit for you and then do them consistently.

Are you using any of these eight marketing strategies?  Choosing your marketing strategies is the 5th step to attract more clients.  You can get the full report with all seven steps, 7 Steps to Attract More Clients in Less Time, for free at http://www.fireflycoaching.com.

The best way for people to get to know you, and find out how your business can help them, is to offer a complimentary sample of valuable information.  This can be something written, like a special report, or valuable audio tips.

If you don’t already have a valuable give away, then please read more about this topic here. 

In this article I want to share additional ways you can use your valuable give away in addition to offering it on your website.  Leveraging information you already have is simply smart marketing.

Having something valuable to share with people who are interested in what you do is fabulous because you have a gift to offer people.  It is also a way to show your expertise.  In addition, it saves you time because you won’t need to repeat the same information on a one-on-one basis.  Plus, it allows people to review your information when it is convenient for them.

Here are seven ways to promote your valuable give away in places besides your website:

1. Create classified ads which are inexpensive and sometimes free.

2. Use Google AdWords which allow you to control the level of investment.

3. Place postcards (with permission) that promote your valuable give away in lobbies and reception areas where your prospective clients frequent.

4. Promote it when speaking.

5. Offer it at trade shows are fairs.

6. Talk about it at networking meetings.

7. Invite your clients to offer it to their clients.

You can also create a physical version of your give away.  If your valuable give away is something written, you can print out color copies.  If it is audio, you can burn the information on CD’s or download it to memory sticks to give away.

This way, you have something to show people who are interested in your business.  Be sure you always have a few copies of your valuable give away with you when you head out the door.

You can also give a physical copy of your valuable give away to COI’s (Centers of Influence) you know.

If you don’t already have a valuable give away, get started now to create one.  If you do have one, then take action today to get it into the hands of more people.  You will be amazed at how this will help you attract more clients and grow your business.

© Stephanie Ward, 2008

WANT TO USE THIS ARTICLE IN YOUR NEWSLETTER OR WEB SITE? You can, as long as you include this information with it: Stephanie Ward is the Marketing Coach for Entrepreneurs who want to set their profits on fire!  Grab your FREE copy of the special report ’7 Steps to Attract More Clients in Less Time’ plus business building tips, at: http://www.fireflycoaching.com.

As a business owner you know a lot of people, and you continue to meet new people.  This is your network.  But what are you doing with it?  How often do you connect with people in your network?  Do you have a plan to stay in touch consistently and develop your relationships?

If you’ve been neglecting your network it’s time to make some changes.  It’s never too late to begin where you are and start connecting with the people you know.

Networking is about giving first.  It’s about building relationships over time with people.  If you don’t invest in nurturing and growing your relationships with people in your network, then your network will become nothing more than a list of names in a database. 

When you stay in touch and develop relationships with people, your business will be top of mind when people need your products or services.  This also increases the number of referrals people will give to your business. 

To nurture a relationship, you must give it attention and energy. There are loads of ways to connect with people (many of which are very inexpensive).  You can:

* Pick up the phone

* Send an e-mail

* Send a note the old fashioned way (otherwise known as snail-mail using the post)

* Meet in person for coffee, lunch or a drink

Finding a reason to connect isn’t hard to do.  You don’t have to wait for something big to happen; little things can mean a lot too.  Here are just a few ideas:

- No specific reason, just to see what’s new and catch up

- Birthdays or anniversaries

- Sharing an article, book, website, or other resource

How often you touch base depends on the kind of relationship you have with each person.  For some people connecting twice a year is perfect and for others every three months is appropriate.  You might have monthly contact with people you know quite well and for very close relationships perhaps even more frequently.

Think about different types of people you know and how often you’d like to be in touch with:

> New acquaintances

> Current clients

> Inactive clients

> Former colleagues

> Suppliers for your business

The key to successfully nurturing your network is to create a structured plan.  Random acts of kindness and connection never hurt, but to really build a relationship it’s better to have consistent contact. 

To make it easy to stay in touch, you need to use a system to keep track of who you want to contact and when.  If you rely on your memory you won’t get very far.

You can create a system by setting reminders in your own contact database.  Or if you use Outlook, you can use the ‘Tasks’ feature where you can make notes with reminder dates.

The type of system you use isn’t important.  What is important is having a system and taking action.  Find something that works for you and get started today. 

By using a system, nurturing your network will become a regular habit and it won’t seem like such a big task. 

Spending the time and energy getting to know your network is an investment with an enormous return.  Not only is it fun, it will help you expand your business.    

Are you starting to see the value of reaching out to the people you know and building a relationship over time?  Make the decision to create a plan to nurture your network and build connections that will thrive over time.

© Stephanie Ward, 2008

WANT TO USE THIS ARTICLE IN YOUR NEWSLETTER OR WEB SITE? You can, as long as you include this information with it: Stephanie Ward is the Marketing Coach for Entrepreneurs who want to set their profits on fire!  Grab your FREE copy of the special report ’7 Steps to Attract More Clients in Less Time’ plus business building tips, at: http://www.fireflycoaching.com.

It’s a big shock to realize that no one really cares about your business, at least in the beginning of the process.  What people do care about, and want to know, is what your business can do for them.

You can imagine that information about how long you have been in business or why you started your company isn’t the most intriguing introduction.  So why do so many business owners do it?

I know you love what you do and you’re crazy about your business, me too!  It’s just that most other people, including prospective clients, aren’t thinking about your business.  They are concerned with their own lives and what is important to them. 

Think about what you prefer when you are in the position of a being a client.  Would you rather learn about the background of the business or would you like to hear about how the business can serve you?

What we all really want to know is, ‘what’s in it for me’ (sometimes referred to as tuning into radio station WIFM).

This quote by John C. Maxwell sums it all up: “People don’t care how much you know — until they know how much you care.”

So how can you know what your clients care about?  Simply put yourself in your client’s shoes and imagine what it is they want to know.  Think about what issues they are facing and what they need. 

If you don’t know what your clients are thinking, you need to find out.  The best way to find out is to listen to what your clients are already telling you.  You can also ask them directly or with a survey.

Once you know the situation your potential clients are in, you can address it and share how your business can support them.  Speak directly to them and let them see that you understand their situation and how your business can help.

Here’s an example to show the difference between the perspectives of the business owner and the client:

* Perspective of the Business Owner – We are a talented group of tax consultants who have been in business for 12 years.  Our company prides itself on delivering outstanding services to small business owners.  Our consultants are experts in advising on the appropriate tax services and we strive to deliver value throughout the process.

* Perspective of the Client – Are you a small business owner who would love to never have to file a tax report again?  If you would like to spend more time on your core business and end the frustration that comes with filing taxes we would love to talk with you.  Our clients feel confident and relaxed knowing that they don’t have to worry about penalties, mistakes or missed deductions.

Can you feel the difference?  Which company would you hire to do the taxes for your business?

Implement the perspective of your clients into all of your communication, written and verbal.  Think about reducing words like ‘us’ and ‘we’ and use words like ‘you’ and ‘your’ more often.  You can also use questions in your copy to help potential clients identify themselves like the first sentence of the Perspective of the Client example above.

Look closely at all of your communication and see where you can make some changes. Think about areas like:

Written Words (copy)

- Website

- Letters

- E-mails

- Brochures

- Business card (always use the back)

Spoken Words

- Networking

- Telephone conversations

- Speaking

- Videos

Make the shift, turn it around and think about your business from your client’s point of view.  Then get into action and change the words you write and the words you speak when communicating what your business offers. 

Not only will your clients find this much more attractive, it makes doing business a lot easier for you.

© Stephanie Ward, 2007

WANT TO USE THIS ARTICLE IN YOUR NEWSLETTER OR WEB SITE? You can, as long as you include this information with it: Stephanie Ward is the Marketing Coach for Entrepreneurs who want to set their profits on fire!  Grab your FREE copy of the special report ’7 Steps to Attract More Clients in Less Time’ plus business building tips, at: http://www.fireflycoaching.com.

Before we talk about specific networking tips I want to address a critical aspect of networking that is often overlooked.  Sometimes we are so eager to network that we don’t stop to consider whether or not we are investing our energy in the right places. 

Listen, you can go to all of the networking meetings under the sun and collect hundreds of business cards while you’re at it but if you’re not hanging out with people you can do business with, you might make some new friends, you won’t necessarily grow your business.

If you want to grow your business by networking it is imperative that you network with: people who are your ideal clients, people who know your ideal clients, and/or people who do business with your ideal clients.  It’s that simple.  So before you sign up for your next networking event, ask yourself if it is a good fit for your business.

When you network with people who need your products/services (or know others who do) there will be a natural interest in knowing more about your business.  Stop, not so quick – the story of you and your business comes later.  First, let’s walk through what happens at a networking event and I will give you a tip for each step.

Step 1: Meeting People

Enter the room with confidence, stand up straight and smile.  Look for a friendly face and introduce yourself.  If you don’t see an opportunity to meet someone right away don’t panic.  A sure fire way to strike up a conversation is to get in a line (to sign in, for food, for drinks, for the restrooms).

You can also approach the person hosting the event and ask for an introduction.  In addition, if the list of attendees is available prior to the meeting you can identify someone you would like to meet and approach someone to ask if the person you are looking for is at the meeting.

Step 2: Getting to Know People – The Ed Principle

Instead of trying to be interestING (focusing on the ‘ing’) be interestED (focus on the ‘ed’) in the person you are talking with.  You don’t have to worry about what you will say (except for your brief pitch which comes later).

In fact, you can make it a goal to talk as little as possible, I promise you will be remembered as a marvelous conversationalist.  Memorize this phrase: ‘Tell me more about…’ and use it!  Just relax, be yourself and listen. 

Step 3: Giving First

Yes I know, the reason you are networking in the first place is because you want to get something.  You want to meet more of your ideal clients and meet people who can refer to your ideal clients.

But don’t forget, networking is a two way street.  It is about building relationships.  I know you have something interesting to share, so why not give first?  Perhaps you can recommend a great book or website, share an article, or maybe you can make a valuable introduction.

Step 4: Your Perfect Pitch

Eventually the person you are talking with may ask you what you do, so be ready!  Don’t ramble on about how long you have been in business or how your business process works.

Do prepare a fabulous, short, and memorable pitch (10-30 seconds long) that clearly communicates what you do and for whom you do it.

Step 5: Ending a Conversation

Remember, all conversations must end at some point so don’t be afraid to politely excuse yourself and thank the person for her time.

Reasons to wrap up can include going to get another drink, something to eat, going to the restroom, or needing to talk with someone before they leave.  Whatever the reason, be honest and be genuine.

Step 6: Follow Up and Follow Through

This one is so simple and important yet somehow it frequently gets ignored.  If you promise to do something (call, send an article, make an introduction) do it!

Think about making use of these networking tips the next time you plan to do some networking.  The truth is people do business with people they know, like, and trust.  This occurs over time and is all about building relationships, not about collecting business cards.  Be yourself, be real and have fun!

(c) Stephanie Ward

WANT TO USE THIS ARTICLE IN YOUR NEWSLETTER OR WEB SITE? You can, as long as you include this information with it: Stephanie Ward is the Marketing Coach for Entrepreneurs who want to set their profits on fire!  Grab your FREE copy of the special report ’7 Steps to Attract More Clients in Less Time’ plus business building tips, at: http://www.fireflycoaching.com.