If you know my
story, you know that I filled two different practices by networking. Yet, some
people get frustrated, expecting faster results from networking. So let me
explain how to make the most of the process and set your expectations.
Networking is a
lot like dating - and one of the best ways to attract clients.
I'm going to
use an analogy to help make my point. The first time you meet someone, you have
to get to know each other right? However, many clients who are frustrated with
networking think they can get "married" on the first date, going from
the first kiss directly to the marriage proposal. That's not how things work.
With
networking, it's about collecting referral sources or potential clients, and
then "romancing" them. Here are three easy ways to do this:
1. Add new
contacts to your newsletter. Of course you do this with permission. Then every
time you send out a newsletter, they will learn something new about you and
your design business, keeping you top-of-mind.
2. Start a warm
letter campaign. Everyone knows at least 300 people by first name. When you
send a personalized warm letter, you can help them talk to people about what
you do. This helps contacts start generating referrals.
3. Send out
warm letter updates. When you share your client success stories and what you
have been up to, you create the impression of increase in your business.
Obviously, you need permission from your clients or keep the examples anonymous
to protect their privacy. Telling these stories helps people think of friends,
family or colleagues who could benefit from your services.
You can also
send:
- A letter containing an interview with a client, which provides a case study
- A testimonial from a satisfied client
- An invitation to a product demo or design class
- An update on new employees
Connecting with
your contacts regularly will help them know exactly what you do, who you can
help and what kind of success you are known for. This makes it easy for people
to give you referrals so your network is really working for you.
None of this
happens in an instant. It takes time and courtship. Romance your contacts so
they naturally want to refer people to you. Once you understand that it takes
time to get referrals, you will recognize the possibilities networking does
provide and how well it builds on itself to fill your practice.
Your Client
Attraction Assignment
If you've been
frustrated that your networking activities aren't producing the results you
want, start working the system to romance your contacts. Write your warm
letter, plan future letters and mark the calendar when you will be sending them
out. This type of letter writing campaign builds awareness and relationships
and can really pay off in referrals.
By Fabienne Fredrickson
Image by StockSource
Fabienne
Fredrickson, The Client Attraction Mentor, is founder of the Client Attraction
System, the proven step-by-step program that shows you exactly how to attract
more clients, in record time... guaranteed. To get your F.R.E.E. Audio CD by
mail and receive her weekly marketing & success mindset articles on
attracting more high-paying clients and dramatically increasing your income,
visit http://www.attractclients.com.
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