Fleet Maker

Client Attraction Technique #2: Networking

One of the most cost effective ways of generating leads and referrals. However it’s important that you ‘work’ these opportunities in the correct way. The following techniques should make a great difference to your success rate at networking events.

In The Beginning

It’s important to know exactly what you want out of a networking event, as well as why you’re attending? Is it to refine your skills, build relationships, make sales or research the competition? Will you encourage people them to visit your website? Sign up for a workshop? Set up a time for a further meeting?

In fact, you may find you’ll benefit most from networking when you have one intention and stick to it. That way you won’t become sidetracked and instead can concentrate on the job in hand, for example, to build potential joint ventures.

Business Cards

Apart from yourself, these are second most important equipment for any networking event. However, don’t just hand your business card out to all and sundry. In fact, until you know whether or not the person opposite fits a match to your needs, don’t be tempted to exchange cards. No match, no card.

Also keep a pen handy, that way you can write something memorable about the person you’ve just met on the back of their business card before moving on i.e. what was discussed, their interests, needs etc. This can provide a great memory jog for after the event.

Never apologise for your business card. As long as it contains your correct contact details, then your business cards are performing. Remember, ‘business cards do not maketh the man… Or woman.’

First Impressions

What will make more of an impression, your job title or what you actually do? Remember that with any product (and the product here is ‘you’) people want to know about the benefits not the features.

So instead of saying ‘I’m a Financial Planner’, try ‘I help people take control of their finances’. Doesn’t that immediately sound much more empowering and interesting?

Think about how you would introduce yourself, so that you a) tell people what you do, and b) include a perceived benefit.

However the best way to make an impression is to listen. Remember it’s not about you, but them - keep talking about your business and how great you are and you’ve lost them. However by taking a real interest in the person opposite and how your business can help them, well then you’re well on the way to gaining a good contact and maybe even a client.

So what kind of things could you ask or talk about? Here are a few questions to get your started:

* How did you become involved in this kind of business?

* How do you see this event helping you in your business

* What marketing have you found most effective in your business or industry?

* What would a typical client say about you?

* What is your number one need at the moment?

* What business trends do you see affecting you right now (or next year)?

* How do you identify potential customers?

Then see if you can leave a potential contact with something more. For example, do you have a report you could take along, a copy of an article or press release about your business? Something different, something ‘extra’ that could make you stand out and differentiate you from the competition.

It’s Not A Race

You don’t have to meet everyone. Three to four productive discussions will yield far better results, long term, than nineteen ‘grip and grins’. Believe me if you’re intent on meeting as many people as possible it tends to give away two things, a) a sense of desperation, and that b) you’re clearly at the event for one reason: to find work… And quickly!

The Follow-Up

Follow-up within 48 hours of making a contact, either by email, phone or letter. It displays your level of commitment, credibility and professionalism. Yes, we’re all busy people, but honestly how long does it really take to write a quick email? How often have we met people who have promised to ‘get in touch’ and never do? Don’t be one of these.

Andrew Ludlam is a client attraction expert, and Director of Maverick Marketing Solutions. If you’re deadly serious about maximising the potential of your business, then I urge you to visit http://www.maverickmarketingltd.com and sign up for the monthly ‘Maverick Marketing Solutions Newsletter’… where you’ll also receive the FREE white paper “Six Magnetic Ways To Attract More Clients To Your Business In The Next 90 Days..!” (Value $37)

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Sustainable Hopes for Dead Sea

One you glance over the numbers, you realise that it doesn’t take a mathematician to work out that the Dead Sea is under a severe amount stress at the moment. The River Jordan, the sea’s main tributary, has had 95% of its flow diverted for the sake of agriculture and other domestic uses. Mining, specifically for potash and magnesium chloride, is also removing water to the tune of about 150 million cubic meters every year. In addition, worldwide water withdrawals have increased six fold, which is approximately double the rate of worldwide population growth, and the struggle between population growth and the availability of water is expected to be most desperate in generally arid areas, like areas of Israel and Jordan, the countries that border the Dead Sea. The water in the Dead Sea is disappearing as combinations of all these pressures exert themselves upon the water mass. Year on year the overall water level drops by one meter, and in the last thirty years the sea has shrunk to about two-thirds its 1970’s size. This poses a serious threat to both human activity in the area, and also to the flora and fauna of the oases that comprise the Dead Sea’s matchless ecosystem. The rate of water depletion is pushing the shoreline away from established population centres and creating sink holes. Sink holes destroy land, as deep freshwater effectively undercuts the layers of subsurface salt above causing them to collapse and posing threats to infrastructure and agriculture in the areas. In an effort to halt the sea’s fading away there is a planned project to engineer a pipeline that stretches from the Red Sea in the south up to the Dead Sea in the north. The World Bank is expected to help financially on this project, which is expected to cost between $800 million and $15 billion, depending on your sources, and the organisation is currently conducting a $14 million study into the feasibility of the source.In a part of the world hardly characterised by multilateral accord the project is being proposed by Jordan, Israel and the Palestinian Authority. The pipeline will stretch 320 kilometres from the Gulf of Aqaba in the south in order to help replenish the water levels of the Dead Sea, in addition to providing desalinated water for arid Jordan. There are also plans to utilise hydroelectric power into the scheme, which will take the form of either a canal or a pipeline. There has been intense criticism of the scheme so far, as environmentalists and water experts warn that the mixing of water from the Red Sea - which is rich in sulphate - with water from the calcium rich Dead Sea will cause new algae growth in the sea.