In today’s highly competitive selling environment, I believe cold calls are the least effective way to get new business. That’s because people are reluctant to switch vendors and want to do business with others they know, like and trust, or who come highly recommended. A far better approach for growing your promotional products sales is targeted networking, quality referrals and strategic alliances.
If the networking you have been doing isn’t getting the results you want, here are three mistakes you may be making and how to avoid them:
- Not targeting your networking. Go to events where the people you are most likely to meet are your ideal prospects or can introduce you to your ideal prospects. Start by creating a profile of your ideal prospects, who they are, what industries they are in and why they would use promotional products. Look for events where people who match your ideal profile are most likely to congregate.
- Focusing on quantity, not quality. Go with the goal of making a few quality connections by have meaningful conversations with fewer people. You’ll enjoy the event more and have better knowledge of your prospects when you follow up.
- Not blocking time for follow up. After every networking event, block at least one hour a week for follow up. A stack of business cards sitting on top of your desk won’t do you any good if you don’t have time to follow up. One effective and easy way to follow up and stay on your best prospect’s radar screen is to use a service like Promo Labs that provides a turn-key and professionally designed promotional marketing newsletter that can be sent to all your best prospects without you having to do the work.
Ready to get great results networking, attract more of your best prospects and get more business?
I have just put together a new Facebook Business page called Promo Biz Coach, I would love for you to ‘LIKE’ it! On the page I have a gift for you, my NETWORKING TOOL KIT. The kit includes a proven self-introduction that will drive business to you, the best questions to ask your hot prospects and a checklist you can use before you attend a networking event to decide if it’s worthwhile. Go to the page, “like it,” and you’ll see the NETWORKING TOOL KIT gift in a post at the top of the page.
I would love to hear from you. Where do you go to network and meet quality prospects? How are you following up? Please comment below.
Promo Biz Coach Rosalie Marcus helps promotional sales professionals sell smarter, attract their most-wanted clients and dramatically increase their sales, profit margins and incomes. Get a free special report: 10 Big Mistakes Promotional Professionals Make and How to Avoid Them and a free Skyrocket Your Sales audio download at http://www.promobizcoach.com. Reach her at [email protected] or 215-572-6766.
