Five Precious Tips To Help You Get Better At Networking

How to Acquire Paying Customers Via the Web using Target Market Social Media Five Precious Tips To Help You Get Better At Networking

This personal one to one chance meeting at networking   events, industry shows or on purpose can be one of the best opportunities to gain prospects & key recommenders.

The success key is all in how you initiate & manage those conversations. Use a 30 second  “conversation” (Its not an elevator pitch). Its done with 3 objectives:

• to qualify re application value, need

• gain a strong interest

• gain an appointment to explore the concept in depth & how it could be beneficial, discover possibilities, value proposition, process for evaluation, adoption & get a sales process going that can indeed lead to a sale.

It’s absolutely not a “here’s what I do”- product pitch.

Why this approach? – Consider this:

Why sell when you have no idea if the need exists or if the person even cares. You can’t possibly sell in that short conversation because you don’t know the “buyer’s” needs, authority, or direct involvement with the areas that you can fix or solve. In fact, it’s not an opportunity for a sales pitch at all.

So, What’s your 30 second conversation intended to do?

  • Its purpose is to create a link between what the person you meet faces & must solve & what you have that can help. Its objective is to qualify probable need & value for your solution that gets the issue solved or minimized & then get an appointment to discuss the issues & how you may be able to solve them, that’s all.
  • It must get that precise connection made, get interest in what you have that can solve that issue & get the calendars out so you get an appointment to discuss it deeper with the person that you are talking with.

So how do I use a 30 second conversation at a network event that can qualify a genuine prospect quickly & create solid opportunity to acquire a paying customer and work in that way for me at networking events?

Here’s an approach that seems to work:

A)     Your 30 second conversation used to open and manage the conversation has to:

  • get a shared mutual connection going in a very casual, non-threatening conversational way
  • It’s not a sales pitch at all in that sense.

Starting with asking “What do you do” is great because it’s always good to know what the person does before you spend time pitching.

B)  Based on knowing that

  • pick a known problem or challenges that the prospect, because of what they do, always has to grapple with that you offer solutions for.
  • Say “You know how people in your position always seem to have to face xx and the issues it creates?” or say “you know how we always face xxxx”.

They say yes!

C) You say

  • “my company helps deal with those problems”
  • throw out a very quick example that shows how you have done that for folks like he or she & say “I’ve got time on Tues or thurs of next week to discuss how we can do this for you. Which is best for you and I to spend about an hour-Tuesday or Thursday of next week?”

You will get an appointment and then, in the first meeting, the real selling starts not in the30 second conversation.

I have found that this kind of 30 second conversation approach is useful in connecting in person and one to one conversations & gaining “qualified” prospects who want to talk with you about solving or fixing the issues revealed

It works well at:

* groups * casual conversation * reach out phone calls ( it gets calls back because of the message you leave) * reach out cold calls * lead follow-up, * the local chamber of commerce meetings, * social events

You can strike up a conversation because it can manage that conversation into an appointment to discuss your ideas ( ideas sounds a lot better than product or solution) .

Try it out at your next network event. Remember, using what I  described above carefully formulate what you say after the person answers “what do you do” so it sets them up to reveal that what you do could be something they need

Neil Licht, CEO, Founder – Here We Are, Chief Adviser, Acquire Paying Customers Consultancy Group  Cell 508-341-9563 info@how2acquirecustomersonline.com        www.How2acquirecustomersonline.com           LinkedIn  http://lnkd.in/pfgbrn

3 things you can do to get hot qualified prospects at network events

    3 things you should know about to create interest and hot qualified prospects “working” a network event 

RushingcrowdThis personal one to one chance  meeting at networking events,  industry shows or on purpose  can be one of the best opportunities to gain  prospects &  key recommenders.

 The success key is all in  how you initiate &  manage  those conversations.

Use a 30  second  “conversation” (Its not an elevator  pitch or 30 second commercial) 

Its done very differently and with 3 objectives:

• to qualify re application value, need
• gain a strong interest
• gain an appointment to explore the concept in depth & how it could be beneficial, discover possibilities, value proposition, process for evaluation, adoption & get a sales process going that can indeed lead to a sale.

It’s absolutely not a “here’s what I do”- product pitch.

Why this approach? – Consider this:

Why do an elevator pitch-sell when you have no idea if the need exists or if the person even cares about what you offer. This is not the time for a shotgun approach.

You can’t possibly sell anything in that short conversation because you don’t know the “buyer’s” needs, authority, or direct involvement with the areas that you can fix or solve. In fact, it’s not an opportunity for a sales pitch at all.

In fact, it’s not an opportunity for a sales pitch at all.

So what are the 3 things to say that can immediately qualify  a great prospect, can create interest and reveal hot qualified prospects “working” a network event?

How to Acquire Paying Customers Via the Web using Target Market Social MediaRemember your immediate purpose in the 30 second conversation – to see if you have a genuine prospect for what you offer  

• Its purpose is to create a link between what the person you meet faces & must solve & what you have that can help.

  • Its objective is to qualify probable need & value for your solution that gets the issue solved or minimized & then get an appointment to discuss the issues & how you may be able to solve them, that’s all.

• It must get that precise connection made, get interest in what you have that can solve that issue & get the calendars out so you get an appointment to discuss it deeper with the person that you are talking with.

How to Acquire Paying Customers Via the Web using Target Market Social MediaSo what are the 3 things to say that can immediately qualify  a great prospect, can create interest and create a solid opportunity to  acquire a paying customer at networking events?

Here’s an approach that seems to work:

1) Your 30 second conversation used to open and manage the conversation has to:

• get a shared mutual connection going in a very casual, non-threatening conversational way
• It’s not a sales pitch at all in that sense.

Starting with asking “What do you do” is great because it’s always good to know what the person does before you spend time pitching.

2) Based on knowing that

• pick a known problem or challenges that the prospect, because of what they do, always has to grapple with that you offer solutions for.
• Say “You know how people in your position always seem to have to face xx and the issues it creates?” or say “you know how we always face xxxx”.

They say yes!

If they don’t say yes, dont waste your time or theirs. – this one isn’t a prospect so don’t spend time with them “pitching”.  Politely end the conversation and move on to another person to talk with 

3) If you get a yes, You have a prospect so say

• “my company helps deal with those problems”
• throw out a very quick example that shows how you have done that for folks like he or she & say “I’ve got time on Tues or Thurs of next week to discuss how we can do this for you. Which is best for you and I to spend about an hour-Tuesday or Thursday of next week?”

Also ask “who along with them should be in the idea discussion conversation,? lets invite them into our discussion”. Now all the key players needed to evaluate your idea and move it along re there to hear your concept.

How to Acquire Paying Customers Via the Web using Target Market Social MediaAt the very least, You will get an appointment with this new prospect by doing this and then, in the first meeting, the real selling starts not in the 30 second conversation.

I have found that this kind of 30 second conversation approach is useful in connecting in person and one to one conversations & gaining “qualified” prospects who want to talk with you about solving or fixing the issues revealed

It also works well at:

* groups * casual conversation * reach out phone calls ( it gets calls back because of the message you leave) * reach out cold calls * lead follow-up, * the local chamber of commerce meetings, * social events

You can strike up a conversation because it can manage that conversation into an appointment to discuss your ideas ( ideas sounds a lot better than product or solution) .

Try it out at your next network event.
neil_tie180px  Neil Licht, CEO, Here We Are, Chief Adviser, Acquire Paying Customers Consultancy Group

Cell 508-341-9563   info@how2acquirecustomersonline.com

www.How2acquirecustomersonline.com

LinkedIn http://lnkd.in/pfgbrn

Aside

How to find ready, willing, cash in hand genuine qualified prospects via social media who need what you sell?

 

IMG_3289

How to find ready, willing, cash in hand, qualified genuine prospects via social media who need what you sell?

In the face of our Google Search/sourcing world, to get them as customers before they Google Search, You may want to try this approach


A) Take some time to search out where, by title, type of people, issues, concerns that you can solve, folks are actually discussing these things online. That’s hidden but there. That’s where you spend your social media time.

B) Because of what’s being discussed on those types of discussion sites, its probable that you can see real opportunities where what you do or provide is a great solution for what’s being discussed so you know its a good prospect opportunity.

C) Join in the conversation. Don’t sell, just comment, perhaps just a hint at a way to solve the issues like this ” If you tried approach ( service, product, solution) , you might get this result and your issue could be solved”) Don’t sell, don’t elaborate, just make the statement, sign name, company.

D) Keep that up a bit as folks continue discussions on other related issues and do the same with a specific that can resolve that issue.

Result: These genuine qualified prospects become your customers, all without you facing any competition.

A) You directly reach your natural target audience at the moment they are trying to resolve or are facing the issues and concerns that you can solve via your service, product or solution.

 B) Your natural target audiences you have found and now are joined into now look to you as the respected person with some powerful solutions that they can use.

 C) They say as they read your posts, comments “Hey, that’s me! I need to call this person right now and see what they can do for me” and they call you right then and there.

 D) You can also call people in the discussion and they will, because they know and respect you, take your calls – Then you can offer the complete solution and make a sale.

 

IMG_3310It takes some homework, patience, and research via Google but you can find these online gatherings of your natural prospects where they hangout online to discuss issues or talk shop and then, by joining in, leverage them into customers.

Try it out, let us know what your results were.

Be patient however!!!! It takes a month or so to get that go to guru presence, trust and the phone calls that result or the ability to call, be “recognized” and the call accepted so you can leverage your presence into sales.

clip_image002Neil Licht, Founder, Managing Director-Chief Consultant,

“HERE WE ARE”

How to Acquire Paying Customers online w/o competition using target audience specific social media groups & discussions

57 West Main Street,  Marlborough, Ma 01752    (508)-481-8567 

   Cell (508)-341-9563   

   info@how2acquirecustomersonline.com

  www.How2acquirecustomersonline.com

How to Acquire Paying Customers Online without having to face competition using Target Market Social Media

How to Acquire Paying Customers Online without having to face competition using Target Market Social Media – Here’s a path that can work


Because the web is now the new and powerful “word of mouth” knowing how to leverage its many social media aspects to reach and influence the target audiences groups & discussions where your prospects “hang out” is critical for growing business.

Its also how, without any competition, you become the “go to guru” in the right target audiences, get called and acquire paying customers via the web.

I use the following with my clients to help them gain that all important “go to guru” strategic position with genuine prospects and the right target audiences:

While we all want to grow our businesses as painlessly as possible, there is some important homework to be done first in order to see the paths and avenues to take when trying to gain traction for a product, service, and build long term customers so sales can happen.

Look at these key issues in strategic positioning, messaging, understanding your target audiences and actual selling approaches that need to be addressed to get YOU sales: 

• Where is my target audience? Who are they? Where do they “hang out” online?
• What do they care about?
• How do they source?
• Where do they go for industry updates and information and how do you get featured “there”?
• How do I think from the point of view of my target audiences so I can relate and connect?
• What do I specifically “say” that can instantly capture the targeted audiences, prospects so they want to talk
• How do I differentiate myself from the pack so i get called?
• How does my target audience evaluate issues and solutions?
• How can I define my key audiences and position to be of service to each audience so they want what I offer?
• How do I become a featured speaker at events and establish my position as a go to expert?

That reveals where target audiences are, where their “influencers” are and where you should be active via articles, social media, blogs, email, newsletters to create a “go to” national presence and reputation.   

Next, using what you found, apply 2 key sales axioms as the road map for tapping into what you learned, using/leveraging each identified path and for messaging accordingly in each avenue you found that can create calls, buyers, get attention and position you as the go to source:

* Axiom #1: People do things for their reasons, not yours.

* Axiom #2: Imagine the prospect has a sign on his forehead that says “so what?”

These two principles guide the selling process, whether in letters, emails, your web page, blog or in person. If you remember these two axioms, your sales reach outs and what you say in them will come out as grabbers and connectors with issues and concerns that prospects interested buyers have, not as product pitches and then link/position what you “offer” as a way to solve those issues.

Understanding this thinking in target markets and constructing your reach outs based on the 2 sales axioms can get you the desired national presence and reach that you want plus the all important interested “real” prospect that you want.

Neil Licht, Managing Director, HereWeAre

callhereweare@verizon.net
http://www.wix.com/ndlicht/hereweare  (508)-481-8567

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