Keeping in Touch
It’s not enough to simply meet people you have to nurture your contacts by keeping in touch, sharing information and giving without receiving. Networking is not about using people but about keeping them informed about things you find that may be of interest to them even if they are not relevant to you.
It can often be a good while before a contact gives something back, some contacts never give anything directly but they may be a great referrer of opportunities to you. If you are networking effectively you should potentially have generated a huge pile of business cards and masses of detail on the people you have met and would wish to retail contact with. To use this data effectively the details need to be recorded and kept up to date. The type of database you use depends entirely on the type of person you are and the way you network. You may wish to retain a small number of key contacts that meet your networking aspirations. On the other hand you may wish to retain contact with very many people all of whom may be valuable to you or you to them.
Exercise.
• Design a system that works for you to record the information you collect when networking this will enable you to cross refer people. This could be an excel spread sheet a rolodex or a desk-based card system whatever works for you.
• This is not just about finding clients, it is about helping people connect
• Use it! Keep it up to date; add detail when you have 1-1’s to ensure it is current.
• Allocate 15 mins per week to look at the data you have collected and see who you can connect. This can be done by sending an email saying “When we last spoke you said you were interested in …..I would like to connect you with…. I believe you could have something to offer each other ….let me know how you get on.
• Or if you get an email, see something in the news, read an article on line that could help a potential contact let them have it this keeps the relationship warm by giving a lot nicer that asking all the time!!
Networking works but it is not an overnight fix, to make the most of the opportunities you need to be aware of social and business etiquette.
Preparing your networking minute
Your networking minute is not just your opportunity to promote yourself and your business; it’s also your chance to let your fellow networkers know what it is you are looking for.
All successful networks are skilled in communication if someone doesn’t know exactly what you are looking for they are not going to be able to easily identify who they should put in touch with you when the opportunity arises. It can be easy to presume people understand as we all are very familiar with our own business! So remember to be very clear and specific about one thing you want to find from this message and have lots of different messages, this will keep your presentation interesting every month and memorable!
Take tips from watching other people and ask yourself after a meeting who you have remembered and why!
Exercise
- Write a networking minute for your business (you should build up a bank to use in line with your marketing plan and seasonal events)
- Take time to think about what exactly you want to say about yourself and your business.
- Try to avoid saying that you are looking to be referred to anyone and everyone as this is neither specific nor memorable.
- How can you make it memorable? Maybe use props? Have you thought about delivering your message in rhyme? (I saw a VA hold up a bra at one event – her message was that she offers support! It worked I remember her to this day!)
- A monthly minute is just that!! 60 seconds! 120 words – this is the most effective length for a memorable networking marketing message.
- As an indication you can spend ten seconds saying your name, company name and profession, thirty seconds on one area of your business, ten seconds saying specifically who or what it is you are looking for; giving a call for action, and the last ten seconds saying your name and profession again, just in case it was missed the first time round.
Remember
Being prepared will help you feel more confident as well as being more effective.
A common mistake in presenting Monthly Minutes is to try and get too much information across to your audience. Avoid trying to tell everyone about everything you do.
Try to focus on one area of your business. By keeping your message simple and your call for action clear, you have a much greater chance of everyone remembering what it is you said!
Procrastination….
Why do we procrastinate? My experience as a self employed person is that one of the main reasons is that I just don’t know where to start, I can see what I want to achieve but especially when it is something I haven’t done before I can struggle to see the best path to take to get me there….this can be compounded when what I visualise is a brilliant idea but it can appear to be so “BIG” that it is in risk of not happening simply because I question my ability to succeed. But nothing ventured, nothing gained! I tell myself that even if I don’t achieve exactly what I intended, if no one else knows what it was supposed to be like, then what I do achieve will be better than not doing anything!! And think about the experience I will have gained for next time!
Actions
1. Write my list – no matter if this is a small job or a large job if I am procrastinating this works for me , I get out a pen and paper and find out why?!!
2. What is the task? What exactly do I want to achieve – this could be anything from an event to a system / process that will support me in completing a task I do regularly more effectively.
3. When will it be complete? – I write the date in my diary.
4. What needs to be done? – list all the things that will need to happen in order to achieve the task.
5. What would stop me doing this? (That is apart from me procrastinating!!)
6. Do I need to get help? I give myself choices, should I outsource some of the work? And if yes who would be the best person / with complementary skills, to work with for this project?
7. Put each step in my diary on date it needs to be done – and ensure it is complete by asking my coach to hold me accountable.
I suggest you take yourself to somewhere you can’t be distracted to complete this exercise (for me it is the cafe at my gym) I put my phone on silent and give myself an hour. I promise you I am always thrilled at what I can achieve (this also works if I have a proposal to write or some notes to type up that I have been putting off!)
Let’s think about the well used saying “How do you eat an elephant? Answer: in small bites” YUM !!
Would your business benefit from taking another look at the way you work?
When we are employed one of the first things we are shown is “how” to do our new job, what order to do the work, the best way to do it, systems that will ensure you are working efficiently, the tools and resources you require and tried and tested methods which are proven to work.
Often I find that my clients systems have evolved, they have developed over time by being reactive to the demands of work but as their business has developed the way they are working is no longer appropriate, making a few small changes or introducing new systems can seriously affect their business success.
If you have been in business for longer than 12 months it could pay you to put time in your diary and re look at how you work. Everyone is different so there is no simple rule of thumb, but I can guarantee when you have a structure in place that supports your business you will think more clearly and be inspired with new ideas!!
When I started this blog I promised you 30 tips that would help you grow your business….here are the first 3 and every friday for the next 27 weeks I will publish another. Let me know if there is a particular topic that would interest you.
So…are you happy with the way you manage your workflow? if not, why not? and if something is not working change it!
How do you use your diary? Could there be a different way of working that may save you time? For example by taking a couple of minutes every Friday to check my diary for the following week I am confident that I am using my time effectively. A couple of weeks ago I discovered I had an hour free in Ipswich between two appointments, so I made a couple of calls and filled the slot rather than drive back on another day (which would have been a 4 hour round trip in all). So taking two mins gave me four hours and saved fuel J
Do you have trays full of ongoing work in your office? I great way I found to manage this was to put any ongoing paperwork that would be needed again in a manila 31 day diary, ready for the date it would be required. This removes it from my desk and out of my head! (it can also be used for small business invoices, print a copy off for your books and put that in the manila folder on your invoice period date to ensure you have received payment) not a new system, but lots of my clients have found it a big help.
Could you replace any time costly paper systems with online solutions? for example I used eventbrite.com for a recent event I organised, it not only saved me time by giving online receipts, preparing printouts of attendees and making badges but I probably sold more tickets because they market it and it was so much easier for delegates to book … take a look!
All successful business owners take time to work on their business, if you want to ask about anything I have mentioned I would love to hear from you.
Let your business blossom.
Sue
Increase client retention
Do your clients always book follow up appointments?
If not could this be because YOU haven’t explained clearly what they need to do?
Have you ever planned your clients end to end experience with you? not just the consultation and the treatment but included time to explain what happens next and how they can pay for it.
Example – When we visit the chiropractor with a problem they explain how the treatment works and that we will be returning to see them for a total of six appointments and we can pay each time we come booking the next appointment from the last. To get what we want we accept this.
Suggestion – put together a flyer that you can use to help you with your explanation, include tips that will support your client in getting the best from your service, and remember to use it after you have completed your client consultation!
Plan what you will say…..“Thank you, now I understand exactly what the problem is I am confident we can help, everyone is different but I would think six one hour consultations will give you the answers you are looking for” then go on to explain payment terms and offer to put the times in the diary to ensure you are free when they need to see you!
This will result in more appointments with less work, increased client retention and you will feel more professional about your business.
Why follow this blog?
Womens Business Coaching specialises in helping business owners attract the clients they want, to sell their product or service with confidence in a way that feels comfortable and gets results.
Bringing Businesses Together
“Bringing Business Together”
Thursday August 6th 6-9 pm
Five Lakes Golf & Country Club
This unique evening event is open to all
business owners looking for new
Customers, Clients & Contacts
Why you need to be at this event
- 30 Stands120 Delegates 12 speakers
- Find out how to get the results YOU want from your networking
- Forget about hype. Learn specific actions YOU can take right away to
attract profitable new clients.
- Powerful content from start to finish.
- Superb networking opportunity.
- Build new business contacts as YOU learn, be inspired by new ideas
- Athena welcome business men for this evening!
- Fabulous venue for this valuable structured business event.
Charity raffle all proceeds to
Helen Rollason Cancer Charity
Keynote Speaker Jacqueline Rogers
Who is Jacqueline Rogers?
Top businesswoman, Jacqueline Rogers, the founder of the hugely successful Athena Network and serial entrepreneur will be explaining how she regained the work/life balance after working at the highest level in internationally renowned blue chip companies.
To book : http://www.connectingbusiness.eventbrite.com/
For more information call Sue Cotter: 07766 795 804
Welcome to Womens Business Coaching Blog
If you are a female small business owner who would like to grow her business
but cringes at the thought of becoming a sales person, or if you love what you do
but don’t feel you’re getting where you want to go as quickly or easily as you’d like,
I can help
