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Posts Tagged ‘Attention’

Habits of Highly Effective Networking

For most solo professionals, in-person networking is a significant piece of their ongoing marketing strategy.  Getting out and meeting the right people is often the quickest way to enroll new clients into your program and generate additional revenue.

Though networking can open the door to numerous opportunities, that doesn’t necessarily mean it’s one of your favorite activities. I know a fair number of entrepreneurs who dread networking and consider it to be a necessary “evil” of running a business.

Whether you LOVE networking or do it out of sheer necessity, I’m confident you want to enjoy the best possible results at every opportunity. Here are some  Smart, Simple Tips on how to use this strategy effectively to connect with your ideal clients and create opportunities to grow your business:

1. “Fish in the Right Pond” – Don’t attend a networking event just for the sake of doing so. To get the most bang for your buck (and use your time efficiently) make sure you are ONLY attending networking events where your target clients and referral partners are hanging out. Remember, to be extremely successful in business you can’t market to any and everyone. You need to focus your attention on providing specific solutions to your ideal clients. Which means you need to do targeted, focused networking. You’ll enjoy yourself much more, have better conversations and create more opportunities when you’re talking to people who “get” what you do and are already looking for your product or services.

2. Get your head right – Networking isn’t about selling yourself or pitching your services. It’s about making connections with people, getting to know them, finding out what they need and creating opportunities. Be clear about your objectives BEFORE you attend the event so that you “show up” as a friendly, gracious and helpful resource. If you are a person who doesn’t LOVE the experience of networking, adjust your mindset. A lack of confidence and a negative attitude are highly unattractive and will repel others from wanting to connect with you. Instead of dreading the experience, look forward to the opportunity to meet other people and educate others about what you do. Set the intention before you head out the door that you’re going to have a GREAT experience and enjoy yourself!

3. Have reasonable expectations – Don’t attend the event desperate to close new business on the spot. If you do, each person you meet will “sense” it on you and will likely be turned off your approach. Instead, focus on having meaningful conversations with the people you meet and getting to know them so you can follow-up as appropriate.

4. Resist the urge to “work the room” – I know you’ve seen this. There’s always a guy someone at networking events running around the room, almost tossing their business card at every person they pass. Don’t be that person. Take your time. Enjoy meeting various individuals. Allow the conversations you start to develop and end naturally. You’ll feel much more relaxed and have a better experience. Plus you’ll create deeper connections with the people you meet and have a much easier time following up with them after the event. It is far better to have 4-5 fabulous conversations than to run around the room passing out your card to everyone in your path.

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They’re Just Not That Into You!

You’ve tried to get their attention. You’ve read the right books, listened to all the gurus, and freshened up your appearance, but it’s not working.

You aren’t being noticed by the one you love. Your ideal customer isn’t giving you the time of day. They’re ignoring your offers. All of your overtures are rebuffed.

They’re just not that into you.

Today we’re going to cover how to flirt with potential customers, get their attention, and make them fall head over heels with your product or service. It’s a technique that — when implemented together — will attract the most resistant customer.

1. Make yourself desirable

Want to capture your potential customer’s attention? Give them what they’re looking for.

Hunger is the best sauce.
~ Italian proverb

Share valuable information, and make sure you’re offering what they actually want. You can do that by:

  • Checking your search stats to see what terms people use to find your site,
  • Using sites like Twitter and Facebook to “listen in” to conversations about what buyers in your niche want, and
  • Observing what people actually buy (rather than what they think they would buy).

High-quality information will establish your expertise and build your authority over time, and that is irresistible.

2. Show them the goods

You’ve captured their attention with your valuable, optimized content. Now it’s time to get their number so you can stay in touch.

Forget about all those cheap pick up lines you learned in high school. (Or the equally cheap lines that are still taught by sales trainers who apparently think we’re going door to door with vacuum cleaners.)

Instead, dangle something in front of your audience that they’ll find so useful, so compelling, and so tempting they’ll be rushing to type their e-mail address in your opt-in form.

Offer a solution to a problem, or a series of tips. Create a guide or checklist for getting something accomplished. Give them access to a free audio or video product.

It’s the first step in a sales funnel that will lead them along from free, to entry-level, moving through mid-range and on to the top of your price range. A really good free offer will make them fall right into the top of your funnel before they know what’s hit them.

3. Surprise them (in a good way)

Once they’ve signed up for your free offer, surprise them with the high value content you keep delivering. This is the ideal time to establish that you are a class act, and make it known you won’t let them down.

Deliver superior quality content, and present it in a professional-looking package. If it’s blog content, make sure your site looks great and works perfectly. If it’s an e-book, take the time to design it well. If it’s an email auto-responder, create a template that’s polished and easy to read. If it’s audio or video, deliver it with the best production values you can muster.

Because they’re watching your every move at this point. You have their attention. Don’t blow it.

4. Respond to their overtures

After you’ve done steps 1 through 3, some — not all — of your audience will respond to your customer flirtation techniques.

You might start to get blog comments, Twitter DMs or e-mails sent from your website.

When the messages come in, be sure to respond promptly and professionally. Don’t leave your prized customer hanging!

Show potential customers they can count on you to be responsive and trustworthy. Let them know you’ll be there when they need you.

5. Stay faithful

The last step? Repeat the first four over and over.

Consistent, high-quality content delivered over time will establish you as a reliable, authoritative source of information. “Getting their number” and staying in touch (via an email or RSS subscription) will allow you to continue the courting process. And reliable, responsive customer service will seal the deal.

When it’s time to swoop in and make the sale, the stage will be set. Your customers will be all warmed up and ready for action. These techniques will make it easy to sweep them off their feet.

Before you know it, they’ll be in your arms with wallets open — captivated by your content, smitten with your services, and carrying a torch for your products.