business golf networking
These ‘centres of influence’ people are like the hub of a giant wheel. As you look back, you can see where so very many good things, things like contacts, sales and help just when you needed it most, have come from this one person.
Wouldn’t it be great if you could know that a person was to become a ‘centre of influence’ in your life *before* it happened?
Here’s the good news… you can!!
In fact, we will see today that not only is developing such relationships possible, but that such relationships can be developed without greed or manipulation.
If developing a ‘centre of influence’ relationship sounds good to you, and you want to develop it using win-win methods, today’s article is just for you!
Create a ‘Centre of Influence’
Let’s begin with a short quiz. One question. No pressure.
What is the best type of advertising?
When asked this question many people answer “the kind that works!” While no one can disagree with that, I submit that the BEST type of advertising is the one that is most overlooked.
I’m talking about word of mouth advertising.
While targeted email, banner ads, billboard ads, and even television ads all have their place, nothing compares to the power of word of mouth advertising.
Here’s why.
When one person tells another person about your product or service, the very fact that they are speaking about you constitutes an endorsement. While people might not trust advertising (in fact, they don’t) they do trust people.
If Jane feels strongly enough about what you do to tell Jim, Jim will take notice even if Jane gets the facts wrong. When Jane tells 15 or 20 Jims, she has become a centre of influence.
This is exactly why no serious marketer can afford to overlook social networking for long. Social networking is the perfect place to begin developing relationships – in fact, it’s all about relationships! Unlike paid advertising or article marketing, social sites like Twitter, Facebook and more encourage dialog, not the usual sales letter monologue.
How can we develop a powerful word of mouth advertising campaign in our businesses?
By recognizing, developing and rewarding those people who can become a ‘centre of influence’ in our lives.
It’s done in three steps. Let’s look at each step.
1. Recognition
In order to become a true *centre* of influence, a person needs to be in regular contact with the type of people who can benefit from what you do. This begs a critical question. Do you know what your ideal prospect looks like? Once you know, do this.
2. Development
This is NOT manipulation, but education. Have you ever had someone you know buy what you sell from a competitor because they just didn’t know YOU sold it? We are not at the top of people’s minds. They have kids, mortgages, college to pay for, as well as work pressures, just like you do.
We need to position ourselves at the top of their minds by being in constant contact. We have so many tools at our disposal for this purpose. Here are three to start with.
* Send them an email once a month to announce something new in your business.
* Phone them to say hello and announce your next big event. Ask them how they are first, and keep notes so you have a point of contact for the next call.
* A personal note works very well for developing this type of relationship. Have you written a new article or been in the newspaper? Write a brief note and send it along. Notes take time, which shows that you value this relationship.
3. Reward
No, I am NOT talking about only money here. This relationship goes much deeper than that. What I am saying is that, while you are getting to know them better and educating them about what you do, take the time to LISTEN to their needs.
When you can meet one of their needs, do it immediately, even if there is no immediate return for you. This person is important to your business. Don’t TELL them, SHOW them how important they are. If this relationship does not include reciprocity, it will degenerate into a ‘what’s in it for me’ situation that will not stand the test of time.
Please understand that these relationships must be open and honest in order to work. People like to help other people, especially those they know and trust.
Develop that trust relationship with people who are well positioned to help you. You must earn their referrals. When you do, your marketing will become supercharged with what is clearly the best form of advertising … positive word of mouth.
And that is a beautiful thing indeed!
Business Golf by Suzanne Woo, BizGolf Dynamics
|
|
The Art of the Business Lunch: Building Relationships Between 12 And 2 $7.33 “The quality of your relationship with your client is the determining factor in successful business; this book shows you how to develop this at a high level.” Brian Tracy, Author/Speaker/Consultant “The Art of the Business Lunch is pivotal to the science of selling. I have maintained for years that lunch is the best place to build a relationship and make a sale. Robin Jays book is the … |
|
|
Learn the Golf Videos Online Business Networking Secrets … |
|
|
Learn the Golf Balls Online Business Networking Secrets … |