How usual is it to chose a carpenter right out of the phone book? Not very usual, I assume. Instead you start by asking around for references. Your customers probably do the same to find their way to your business. So why not start taking networking seriously?
Compared to an advertizing campaign, word of mouth (WOM) is a cheep way of marketing your products. Compared to cold phone calls it most certainly is more effective. Some companies rely entirely of WOM. Aussie Haircare is one example of the power of WOM. The initial marketing of their hair styling products was carried out largely through referral marketing in various online communities.
One way to network is to join forces with other professionals with similar or complementary products to your without being competing. For example, if you are an instrument supplier you could ally yourself with a supplier of consumables suitable to use with your instrument. Another way is to network within a society where your potential customers may be members.
In advance your networking event, prepare a short presentation about yourself, your company, who your customers are and your advantages compared to the competition. When you are asked about what you are doing, don’t just tell what you sell. Instead, explain when your products are needed and by whom. This way you facilitate for your reference to remember what you have to offer and when your products or services are needed. In this way, your reference will more likely come to think of you when he or she meets one of your potential customers.
No comments:
Post a Comment