How To Make Face Time Work For You
Technology has changed the face of business in spectacular ways. It has enabled businesses to embrace a greater community, it has increased productivity, and simplified communication. There are so many positives that they would be hard to name here in this post. There is one aspect of technology that I find sad, and that is how it has made us lazy regarding personal contact or “face time” with customers and prospects. Email makes it so easy and efficient. But, you know what they say, “out of sight, out of mind.” In business this situation can be the kiss of death. If your entire relationship is email and text based, there is virtually no relationship.
Long distance customers take on a different dynamic, but customers within a few hours drive are worth having face time with. Companies like the investment company Edward Jones, does not allow it’s advisors to use email with their customers. They do allow personal, voice and snail mail contact only. This effort is rewarded repeatedly. Here are some other things that I do to make “face time” work for me:
Coffee chat: When a person contacts me to see how we might work together, I typically suggest we meet over coffee. This way I can size them up better and try to understand their motivation. I’ve struck up some terrific business relationships this way.
Networking meet-ups: You can use these events to spruce up your sales skills and put a face to a name. It gives you a chance to help someone on the spot.
In-person presentations: I like to present proposals in person. This shows that I want their business enough to get off my butt and shake some hands. I don’t want our relationship to be entirely virtual. Show you’re a real business.
Ignore email: Purposely visit customers. Showing up to chat WILL get you more business. I can’t tell you how many times I’ve taken something in personally that I could have just as easily emailed only to get other projects given to me on my way out the door. Seeing you reminds them of other ways that you can help.
“I’m in the area” opportunities: Sometimes, when “I’m in the area” I call to see whether I can pop in to say howdie. These friendly requests always brings a smile and some great conversation.
New service meetings: Recently, I emailed a number of old files and offered to bring them a coffee and discuss what I’m offering these days that might be of help to them. I hand a hand full take me up on it, and this effort resurrected some old business.
The point here is not to rely on convenience to grow your business. It’s not about you – it’s about them.
How To Develop A Mini eMail Trade Show!
No matter where you look on the web, the key to making any money online is wrapped up in the list. Without one, you’ve got a major hurdle to clear. The following concept, may be your answer to fast-tracking exposure!
At some point in time, you have probably visited a trade show within your industry. You saw legions of companies within your industry, selling goods from booths and visitors looking to buy or develop leads for themselves. Using this model, why not create your own mini trade show with friends or colleagues who compliment each other’s businesses?
By combining the lists from say five to ten companies, who share the same target audience, put together a promotion to present a series of services to this body of contacts and feed off of each other. Here is how you could approach it:
1: Gather together businesses who have a growing list of emails from contacts that the group as a whole might benefit from. For instance: Accountants, lawyers, business consultants and financial people would all share the same target audience – small business. Put together a joint list. Make it a rule that your list is not for sale, but only to be used within the confines of the trade show arena. The joint list only mails from one location. Once the show is over, all parties return to their own lists.
2: Put together some teazer emails, and start to push them at this joint audience, to prime the pump. Let them know the time span the “Trade Show” will occupy. Also give them the opportunity to opt-out of the mailing if they so wish.
3: The day of the “Trade Show” launch send out the first of many consecutive mailings. Encourage each of the participants to offer something of value to contacts. An example would be to offer something, that could be used to harvest new emails for your own growing list.
4: Once the span of the “Trade Show” has expired, follow up leads, and send out thank you emails with announcements on the date to expect the next one.
5: Send out a web survey to gage awareness of the show and see what needs tweeking.
How ever you do this, be sure to take your best shot as it could expose your product or service to a large audience. In the lead up, your list could be told of your valuable contacts, and your desire to provide meaningful assistance to them from a variety of positions. Benefit from a larger list without the grueling years of building one. It is a great way to boost your brand by helping others to succeed. The true spirit of networking.
How To Snatch The Golden COIN!
COIN – Circle Of Influence Networking.
On a regular basis, I am on the look out for new opportunities for companies and individuals within my circle of influence. Whether they are located within my immediate market, across the continent or around the world, I am keeping their best interests in mind. As you might imagine, I speak with CEO’s from many different types of companies all the time. If for instance, I speak with a manufacturer, I immediately curious as to who supplies their pallets or wood packaging? I have a client contact who does that. What about corrugated packaging? Looking to tie the knot, perhaps it would benefit you to speak with Atlanta’s ONLY Intimate Bridal Salon? No matter what the situation, I love the idea of my clients doing business together.
I subscribe to a service that looks for news sources. Whenever I spot a topic that a reporter is looking to research and one of my clients would fit the bill, then I pass it on. I consider these efforts part of my overall marketing strategy. One thing that it helps to spur is additional business. It keeps me on their radar. We are referring each other. Much of my new business is from referral. I see it as a two-way street.
Don’t forget that branding is all about the relationship. Take a look at your typical week. I’ll bet that you too trip over situations where your customers could benefit. Take for instance a retailer – if you’re smart and you’re building a customer database, find out what they do. Imagine if you were able to link them up with an opportunity? How golden would you be to them?
If you send out a monthly html newsletter to your list, feature a customer. It’s the little things that make a huge impact. When you’re in their company, pay close attention to what they’re saying about their daily lives. An irritant might possibly be addressed by someone within your circle of influence. What you will definitely find happening as a result of this, is that your customers will start looking out for you.
None of us are any different – we are all looking for new business. Ask your customers what they’re looking for?
Make COIN pay off for you!
Hey pal, can ya gimmie a boost up?
When were kids every day was an adventure. The neighbourhood was filled with other kids our age and we played different games all the time. We climbed trees, ran short-cuts through other properties, raided fruit trees – all kinds of kid things. One thing that was consistent was our reliance on one another. There was a kid’s code on everything. How we shared and how we helped one another. One area that strikes me as a great lesson that I took into adulthood was boosting. When ever us kids found it hard to shimmy up a tree, or found the fence just a little too tall, we’d look back over our shoulder and ask our closest buddy, “hey, can ya gimmie a boost?” At the time it was a simple forgetable request. But looking back now, I realize that it was a great lesson in trust, humility and charity.
In the business world, there are networking groups built on the concept of boosting. When you give someone a boost, you are helping yourself as well. When you give a boost, you are giving of yourself for the betterment of someone else. You are not expecting an immediate reward but you will definitely feel good inside from your effort to help someone else. Mentoring programs give a boost to young professionals. For every person that you give a boost up, you build a strong bond. They don’t forget your selflessness in helping them to succeed. They in turn become powerful advocates for you.
I know myself, when someone I see impresses me with their professionalism and honest business ethics, I am more apt to help them out. I work with them and help them to achieve their goals. Sometimes this is at the expense of regular rates, standard time-lines or background reconnaissance. Sometimes you just instantly respect this person, and wish to give them “a boost up”. What ever your motivation for giving a boost, don’t you find you’re all the better for doing it? There are just some individuals who cross your path who deserve a break, a boost. In the scheme of things the boost will mean more to them and frankly that is the way it should be.
BUT, more times than not a boost today will result in something positive coming your way as a result of this effort at some future point. As any strong networking group will tell you – it is best to give first if you wish to receive. Remember Wimpy from Popeye -”I will gladly pay you Tuesday, for a hamburger today?” Give ol’ Wimpy a boost and he will be your advocate forever. Remember your neighbourhood friends – when you gave them a boost over that fence – didn’t they cheerfully share that Coke with you in the shade later in the day?
Giving a boost to someone is good for one’s soul and great for your brand – IT’S WHO YOU ARE.
