Blog Archive

"My thoughts are free to go anywhere, but it's surprising how often they head in your direction."

Author Unknown

You know how it is. You go to networking events, you come back with a pocketful of business cards, and ........nothing!

If you're like I was in my early selling days, you'll put the cards on your desk, turn to your computer and say 'Right, where was I?' And you'll forget all about them.

But now let's fast forward to that point where you've diligently followed up, perhaps had a coffee with them and a chat about doing some work together. And then... nothing!

Not again!! But the trick now is a phrase I coined a few years ago - KIT Marketing.

Keep In Touch Marketing is how you turn business cards into sales! Contacts into contracts. Cards into connections.

Here are three great ways to connect and re-connect with people after that initial conversation. After all, you want to be their number one choice when they need what you do. You want to be front of mind. You want to be the spare wheel when the wheel falls of their wagon or gets a puncture. You want to be first off the substitute's bench when their game plan changes.

1. Connect Them to People. It doesn't necessarily have to be a referral, but think about who it would be good for them to meet. I often send emails out with the subject: A Personal Introduction from Rob Brown... and then proceed to give a quick bio on a couple of people with a reason why they should talk. It's a nice way to connect with someone.
2. 1 Min Lifters. I once saw two guys at an airport - the flight was delayed an hour. One guy read the paper for an hour. The other made 20 phone calls. Everything else being equal, who do you suppose was the most connected? The phone is a great tool for keeping in touch. Here's a tip. Phone when you know you'll get their voicemail! You only need to leave a quick message saying 'You just popped into my head and was wondering how you're doing...' They don't need to call back, but they know you're thinking of them and you're on their radar!
3. Send Them Stuff. Examples include cool websites, links, newsletters, articles, event invitations, magazines, books, literature...the list is endless! 'Saw this and thought of you...' I sometimes send literature of their competitors that I've seen at tradeshows with a note saying, 'It's good to know what your competition are up to!'

Keeping in touch is a mark of a great relationship builder and a great networker. So what are you doing to stay memorable, stay connected and stay in touch?

If you want a brilliant resource with loads of ideas and suggestions around how to pick up that phone after a networking event and get things moving, check out this Special Report: Turning Business Cards Into Sales.

Click here for more details>>>

Your elevator speech is one of your most powerful networking tools, providing you get it right.

Alas, few people actually do!

Your answer to the 'what do you do?' question will be asked in 98% of conversations with a stranger! So we know this much:

1. You are going to be asked what you do.
2. You will need to deliver this in the right way first time.
3. Your wealth, you profits, your job security and your livelihood depends on your anwer.

There are a few rules for making your elevator speech. Once you know the rules, you can deliver something that gets results. You want people to listen, pay attention, take some kind of action and hopefully remember what you've said. That way they can tell others. That's called word of mouth.

The ultimate response to your engaging introduction should prompt a FOLLOW UP QUESTION. You know your elevator speech has 'landed' and made its mark when your audience replies with something like:

• That's interesting - tell me more!
• Really? How do you do that?
• So what does that involve?
• I know someone you should talk to...

If they reply by telling you what they do or some other response that has little to do with you or your job, then you've missed your opportunity.

If you are based in the East Midlands and want to get your elevator speech sorted once and for all, here's your answer!

Elevator Speech Masterclass on May 10 3-6pm - three hours of brilliant training and insight on positioning your business, crafting great networking introductions and creating your word of mouth messages!

Book your place now to secure an early registration discount, and reserve your copy of the Elevator Speech Pocket Guide!

Pretty much everyone in business tells you that they love referrals. When you ask them how they build their business, they say 'referrals'. When you ask them what kind of business they want, they talk about one based on referrals. When you quiz them on their chief business development strategy, they say referrals. But very few know what that actually looks like!

What they are really saying is that they'd LIKE more referrals, and by being good what what they do, they think they'll get them. WRONG!

Simply being good at what you do means you won't lose the customers and clients you already have! You've got to be a little better than good as a starting point. Then you've got to find ways to leverage your 'goodness' into positive word of mouth. That's what will bring you the referrals, recommendations and introductions you're looking for.

If you want the easiest way to get more referrals in your business, it's to spend some time educating yourself on how to do it properly. Don't spend wasted time hoping you're going to get more. Invest in yourself and your business with some proper referral education. Here's your answer:

"Abundant Referrals Masterclass"

It's the only way to raise your game and wrap what you do around a proper referral based strategy. It's also the easy way to get more referrals. Book your place here or give Referral Expert Rob Brown a call on 0115 846 2127 today!

There can be no better way to generate abundant streams of high quality prospects than by having other people do it for you! There is no greater way to take yourself out of the prospecting process and still create lots of decent, juicy leads and great business opportunities.

So how come you don't get all the referrals you want?

There are plenty of possible reasons. One of the most common reasons you don't generate referrals is that you're not asking the right people to refer you. Just because someone likes what you do, it doesn't mean they'll refer you. Just because someone's bought from you doesn't mean they'll refer you. And just because someone says they will refer you doesn't mean they'll refer you!

Creating abundant referrals is a science that requires planning and executing. It means deciding who are your chickens that will lay the most eggs.

You can get lucky and do that by accident. Or you can get strategic and do that on purpose.

If you're based in the East Midlands and want to go to a brilliant Masterclass that will help you do this, go here now>>