The blog entry below are some ideas I picked up from a phenomenal sales trainer that I met recently named Lawrence Sharpe. He is a principal in a company called Neo-Sage (www.neo-sage.com).
Lawrence Sharpe is a director with Manhttan BNI - a franchise of Business Network International (BNI).
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First things first, here is what to say to people:
"I get together every month with other small business owners and sales professional to share ideas and to pass referrals to each other. We work together to help each other build our respective business - get more sales. Would you be interested in joining us at our next event?"
Disclaimer: You can take a horse to water, but you can't make him drink. These are some things that are within YOUR control, so these are the things that you can do to boost attendance at your networking events.
- Who are your current vendors and service providers?
Follow your dollar. Who do you spend money with? Who does... your taxes, your lawn, your housekeeping, your dry cleaning, your stationery, fixes your car, etc.
You are their customer, and in a world of endless choices, they want to keep your business and get more referrals, right? - Who already gives you referrals?
They will add to the energy as they already endorse you. - Who is in your social circle?
Let them come see what you do to grow your business when you're not knocking back tequila shots (Oops! Told on myself) - Who are your customers?
Ask them to come out to support you - they may see you in a new light, and meet someone that can fill one of their needs. - Who would you like to have as a client (i.e. your prospects)?
Who are people that are your 'must-have' customers? Instead of trying to cold call them or trying to get a meeting with them, how about inviting them to an event by sending them an invitation letter or card then following up with a phone call. If you bring them to a setting where they may also build their business, it is a lot less threatening.
I hope that this helps.
For a calendar of upcoming networking events hosted by me and my partners in Grassroots Business Network, go to www.GbnLLC.info.
