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Hi,
Today’s feature article has been guest authored by fellow Sales Coach and contact of Vanessa’s, Adrian Miller. In it she tackles the issue of dropping the ball while networking. Our clients and seminar delegates will know that here at Zee2A we use the analogy of a relay race and talk of 'dropping the baton.' The principles are exactly the same.
For more top tips on getting the most from your networking, see below. Our best selling Performance Tuned Networking 'Seminar-in-a-Box' is over three hours of powerful instruction you can work through at your own pace, and really start ramping up your results in this area!
Happy reading!
Until next time,
PS: Our next Marketing Edge issue will be published on 17th June – keep an eye on your inbox!!
Are you a Service Industry Professional reliant on word-of-mouth to grow your business, but anxious because you are not getting the volume of referrals that you are hoping for? Our Performance-Tuned Networking Seminar will teach you how to work each and every potential referral source in the most effective way possible, maximising your potential revenue!
The live seminar was held in August 2008, and now you can get your hands on the entire audio recording and workbook as a ‘home study’ course!
Pick up a copy at our online store.
Read some participant reviews below. |
Dropping the ball in the game of networking is akin to not catching a fly ball in baseball. Others are counting on you to successfully execute the play and keep the game going. Let the ball drop too many times, and you'll be booted off of the team.
Networking is entirely about follow through. Just like in baseball, a networking introduction is like a spectacular ball that is heading right for you. You need to keep your eye on it and reach out if you're going to make the most of the opportunity.
Too often, individuals get busy and forget to make contact with leads that were given to them or don't follow up with the individuals who facilitated the introductions. Both slip ups are grievous errors in the realm of networking and can really tick off those who have put time and energy into helping you. If you’re guilty of lack of networking follow up and follow through, don't be surprised if you're given the "three strikes and you’re out" treatment from your colleagues and acquaintances. No one is going to continue to help someone who isn't appreciative.
Don't let yourself be demoted to the minor leagues of networking. Follow these tips and stay in the game:
Say Thank You
As soon as you obtain a lead from someone who has facilitated an introduction, thank them! Don't wait for a week to go by, and don't blow it off as something of little importance. A networking lead is a gift, so be gracious even if you don't think it's going to amount to a new business opportunity. Write a hand-written note or offer to take them to lunch. Don't just send a lame, half-hearted thank you email. Remember, no one is going to go out of their way for you if you're not enthusiastic in your response!
Keep Organized
Use a system for keeping track of your leads and who has provided them to you. Don't let the information get buried in your email or on your desk.
Follow Up Promptly with the Lead
Develop a rule for yourself for the maximum amount of time you will take to contact a new lead. Ideally, it shouldn't take you longer than 24 hours to make that first contact.
Follow Up Promptly with the Facilitator
Your work is not done once you've had that initial conversation. Now, you need to contact the person who facilitated the lead and give them an update. This step is frequently forgotten but vitally important to maintaining good networking relationships.
Reciprocate
Networking is not just about you receiving new contacts. It's also about you reciprocating the favors bestowed upon you. Be generous about helping others, making introductions, and offering assistance whenever you have the chance.
 ©Adrian Miller. Adrian Miller is a sales trainer, consultant, speaker and author. She launched her firm Adrian Miller Sales Training 21 years ago and works in a vast diversity of industries providing real world solutions for real world situations, on-site and through webinars and teleclasses. She recently started Adrian's Network, a virtual business networking community that is gaining new members every day. Adrian can be reached here.
What They Said About the Performance-Tuned Networking Seminar...
'I found the Performance-Tuned Networking Seminar very informative. It was great to get innovative ideas from the guys at Zee2A but also from other delegates from a variety of different businesses. I would recommend these short seminars to organisations looking for a fresh approach to marketing'
– Craig White, Business Development Manager, ACTIVE
'I came away from this seminar with a much better Verbal Signature, a clear strategy for asking for help with referrals, and the confidence to tackle my future marketing efforts more professionally. Vanessa & David brought clarity, energy and encouragement to a sometimes daunting activity'
– Ann Lewis, Leadership Coach.
'In the Performance-Tuned Networking Seminar you gave us proven tools and techniques to increase our chances of fishing in the right ponds for profitable new business. You highlighted planning, persistence and patience as being three of the keys to success, along with, of course a well-honed Verbal Signature. Plenty of great ideas and tips'
– Michael Warner, FCA.
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ISSN 1756-350X
Volume 2 Issue 11
3 June 2009
www.zee2a.com
You have received this newsletter because you signed up for it or registered for one of our programmes.
In This Issue
David and Vanessa,
Your Zee2A Mentors
David and Vanessa work with Executives in the Professional Services Industry that are frustrated and dissatisfied with their current marketing activities, profitability, and business growth.
Through personal one-on-one mentoring they teach them how to become Marketing Masters, by among other things helping them create sustainable and repeatable marketing strategies that actually work!
Click to learn more about our mentoring programmes
Click to find out about our home-study information programmes
Food for Thought:
"The way of the world is meeting people through other people. "
- Robert Kerrigan
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