Going to my first networking event

9 years ago

Tips?

Don't pitch people. If you go enough, you will see everyone there is to pitch everyone.
Forget about telling them that you're a college student & remove the 3 weeks thing.
Offer something of value since you are new.

I would change it all up to: I just started a new digital marketing company (stop using words like SEO/PPC) that helps companies get more leads using the internet (benefit). For the 1st _____ (you pick a number...no more than 3) people here who _______ (what you want them to do i.e. "come see me"), I will ________ (What's in it for them?).

Create your own irresistable offer.

Keep in mind, networking is a long term strategy. If you're not willing to put a solid year into building your network, then stop and go find some other lead gen method. You put a year into it, you will be solid.

Good luck bud.

Thanks

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DaniMc

9 years ago

The most important things you can do, in this order:

1) Be friendly and be more interested in them than yourself. Ask questions about THEIR business. How long. What products. Location.
2) During the convo, follow all rabbit trails and ask questions until you have something in common with them. It's easy with practice.
3) Always ask for their card, and don't give yours until they ask for it.
4) FOLLOW UP - always call the next day and get a time to have coffee or come by and see their great business. Make friends and stay in touch.

When you are in their office, they will definitely ask what you do - and then you can pitch them, just tell them directly what you can do for them.

In local business, keep it friendly. It's good to have friends in business. And, I had a very high closing rate with this method.

[ 3 ] Thanks

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Be kind, for everyone you meet is fighting a hard battle.

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Claude Whitacre

9 years ago

Originally Posted by im2park

Just started my SEO/PPC business last month. Now I'm ready to bring clients on. I'm attending a networking event (costs $26 to attend). Its a regular meeting that meets 2X a month. There will be about 20 business owners. It's at a posh restaurant with a full course meal. The event is described as a "networking round table lunch".

First 20 minutes is just mingling. then we sit down and one person at a time goes around the room explaining for 3 minutes total:

1. Who you are
2. What your company does
3. What is a GREAT lead for you
4. What if any events you have coming up

So this is my first time. I read in another thread that an SEO guy used this line in a networking event and got lots of attention "I choose one business per town and help it grow while putting its competitors out of business". Do you think this is a good line? I think people will laugh at me. I'm a bit shy, but I am going to step out of my comfort zone and go.

I got my hands on the books "Endless referrals" and "referral engine".

I think I'm going to just be 100% brutally honest when its my turn to talk at the networking event:
"My name is Mike. I'm a full time college student and I started my business 3 weeks ago because I've always been passionate about marketing. My business helps other businesses grow, get more ideal customers and get found online while putting its competitors out of business. I've been trained by the leading training company that has helped Thousands of people make this change and be successful.
A great lead for me, is a business owner that truly wants to grow their business and understands the importance of optimizing their marketing."

Any tips?

Way too long. Way too general. It sounds like 1,000 other 'Elevator talks" that fall on deaf ears. What do you do specifically? What can you say in one sentence that tells what you do, and who your target market is?

You were reading the wrong books. These authors feel it necessary to include long "USPs", and longer elevator speeches. These speeches sound great in print, and sound ridiculous in real life.

When I was just promoting my retail store, I would say "I sell $800 vacuum cleaners for $399". and that was it. And you know what? Everyone knew what that meant, and it didn't bore them to tears. And every meeting I would attend, one or two would ask "How do you do that?" or "Describe the vacuum cleaner"...and those were real live prospects.

Later, I started selling my local online marketing services. Now I say "I create quality leads and sales, for businesses that already have a website". And that's all I say. And every meeting, one or two or three ask "How do you do that?" or "Why do I need a website for you to work with me?'....and these are real live prospects.

If you give the dissertation you posted..nobody will know what you do. And if they don't know what you do, they can't ask you to help them.

[ 4 ] Thanks
1 reply

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kirbymarketingconcierge

9 years ago

I would love to give a long lecture on this.

but I won't.

and, don't listen to me.

[Bl]isten to your own heart,
what makes sense(does it seem artificial to you?)
and for inspiration, read some of Oren Klaffs stuff on not being needy.

don't be needy, And don't be like everyone else.[/B]

Yada, Yada, Yada, blah, blah, blah - Unless you are there and others are, for the free meal, booze, and bitching and moaning about business and being PHONEY

I would rather Claude hire a "never quit, talkative salesperson" to come to my home with a vacuum in hand. - That wouldn't suck! my Time

I have noticed Claude has not been here and responding for a time. (i need his input)
Have I mentioned how good his book, and website with video's are?

[ 1 ] Thanks
1 reply

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Claude Whitacre

9 years ago

Originally Posted by kirbymarketingconcierge

I have noticed Claude has not been here and responding for a time. (i need his input)
Have I mentioned how good his book, and website with video's are?

Thanks. My book on Sales Prospecting spends a third of it's content on how to work a networking event.

One of the three most profitable methods to get new clients.

[ 1 ] Thanks
2 replies

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qu4rk

9 years ago

Originally Posted by Claude Whitacre

Thanks. My book on Sales Prospecting spends a third of it's content on how to work a networking event.

One of the three most profitable methods o get new clients.

What are the other 2?

Thanks
2 replies

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kirbymarketingconcierge 9 years ago

I receive no compensation for this post and have no business relationship with pitch anything or oren klaff
also, If I have broken WF rules let me know.
Just trying to help.

Just got an email from oren klaff :

titled - The Six Minute Pitch

in email text (if you know Oren's work or seen/heard him, he has a sense of humor. Hence the funny thing at the end of #3) :

1. don't be just the real you
We want the "you" that has prepared and practiced.

2. STICK TO THE ORGINAL PLAN.
Don’t add new points or new ideas at the last minute, no matter how “brilliant” you think they are. If you insert new and unfamiliar material just prior to the presentation, you will sound confused, and probably say something you haven't even thought of yet

3. BE REALISTIC ABOUT HOW LONG YOU CAN HOLD AN AUDIENCE.
If you have never presented your material before, it’s suicide to plan a 60 minute presentation. Only deliver material in which you are comfortable with, familiar with and can deliver LIVE in front of hostile audiences. For YOU, that may be 5 minutes or less. Get some practice and you’ll graduate to 10 minutes. Remember, a 90 minute preso should only be done by a professional like myself who can handle huge amounts of embarrassment and tough audiences:

AUDIENCE MEMBER SCREAMING: Hey! Pitch-guy, this speech F**^*ng SUCKS!

ME: C'mon Mom, I just got started ...

Link to webinar sign up : https://attendee.gotowebinar.com/reg...20378510041858

During this live event, I will show you how to build a Six Minute Pitch. What goes into to it, when to use it and what to do after you use it. Think about it this way: An elevator pitch is too short, and hour demo is too long. Click here to attend and learn why you need to have a Six Minute Pitch ready to go.
- Oren

hope this helps some members.
- [ 1 ] Thanks
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Claude Whitacre

9 years ago

Originally Posted by qu4rk

What are the other 2?

Referrals and cold calling.

I'm only including personal contact selling. Of course, there are effective methods using direct mail, Facebook, videos, e-mail prospecting, advertising, joint ventures.....

Referrals are by far the best, because you walk in the door, with the prospect 80% sold. And the peer pressure and social proof have already been established. But referrals are the most complex way to market, because of the interpersonal skills involved, and the number of steps you need to take. But it's difficult to prospect only by referrals, because the prospects tend to be in the same pond.

Cold calling work well. Don't let anyone tell you it doesn't. But there is a lot of wasted motion to get to the "one good prospect at the end of the day".

And "working a room" is very rewarding, because you have interested people walk over to you and ask you about how you can help them.

But none of these methods are easy. None are simple. To do any of these methods effectively, you have to learn skills, that you probably don't have now.

Prospecting is the first half of selling. It isn't a separate step. Part of the sale is made, by the rapport, qualifying, and relationship built in the prospecting phase.

Picture sales prospecting as gold prospecting....

With cold calling, it's like you are dynamiting an entire mountain, to get to the gold. It's profitable, it's sure. But you spend a lot of time, sifting through the rubble.

Networking is like panning for gold. You sift through less dirt, to get to the gold, but you spend a lot of time panning, and looking for the best spot to pan for gold.

Referrals from buyers, is like working a vein of gold. It's precise, takes a lot of planning, but is the most efficient way to mine. It's surgical. And one vein of gold leads to another. But you spend a lot of time in the same cave.

[ 2 ] Thanks
1 reply

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What if they're not stars? What if they are holes poked in the top of a container so we can breath?

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qu4rk

9 years ago

Originally Posted by Claude Whitacre

Referrals and cold calling.

I'm only including personal contact selling. Of course, there are effective methods using direct mail, Facebook, videos, e-mail prospecting, advertising, joint ventures.....

Referrals are by far the best, because you walk in the door, with the prospect 80% sold. And the peer pressure and social proof have already been established. But referrals are the most complex way to market, because of the interpersonal skills involved, and the number of steps you need to take. But it's difficult to prospect only by referrals, because the prospects tend to be in the same pond.

Cold calling work well. Don't let anyone tell you it doesn't. But there is a lot of wasted motion to get to the "one good prospect at the end of the day".

And "working a room" is very rewarding, because you have interested people walk over to you and ask you about how you can help them.

But none of these methods are easy. None are simple. To do any of these methods effectively, you have to learn skills, that you probably don't have now.

Prospecting is the first half of selling. It isn't a separate step. Part of the sale is made, by the rapport, qualifying, and relationship built in the prospecting phase.

Picture sales prospecting as gold prospecting....

With cold calling, it's like you are dynamiting an entire mountain, to get to the gold. It's profitable, it's sure. But you spend a lot of time, sifting through the rubble.

Networking is like panning for gold. You sift through less dirt, to get to the gold, but you spend a lot of time panning, and looking for the best spot to pan for gold.

Referrals from buyers, is like working a vein of gold. It's precise, takes a lot of planning, but is the most efficient way to mine. It's surgical. And one vein of gold leads to another. But you spend a lot of time in the same cave.

Just picked up your sales prospecting book bud. It's funny, I opened up my Kindle Cloud reader & there was only one other book in there...by Claude Whitacre.

Thanks

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im2park

9 years ago

Originally Posted by Claude Whitacre

Thanks. My book on Sales Prospecting spends a third of it's content on how to work a networking event.

One of the three most profitable methods o get new clients.

Where can I get that book?

Thanks
1 reply

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savidge4 9 years ago

Originally Posted by im2park

Where can I get that book?

try his Amazon.com: Sales Prospecting: The Ultimate Guide...
- Thanks
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yukon

Banned 9 years ago

If you mentioned you're a student, I would see that as inexperienced rookie. No offense, just the first impression I would get.

I have a friend of the family that once told me what he does, he said he does consulting (he was always secretive)...

I listen to peoples ideas, tell them it will never work (do this instead), they write him a check, then he's on the golf course by noon.

Thanks
1 reply

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kirbymarketingconcierge

9 years ago

Originally Posted by yukon

If you mentioned you're a student, I would see that as inexperienced rookie. No offense, just the first impression I would get.

I have a friend of the family that once told me what he does, he said he does consulting (he was always secretive)...

glad you brought this up.

when I hear student, I think Lower price

Thanks

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Skystar

9 years ago

.
Good for you Mike for reaching out there. Here's my 2¢

- Forget about the 'student' thing. Sounds like you're just learning
- Tell 'em you have a unique way of reaching targeted prospects. (if you do)
- Have innovative business cards and hand 'em out.
- Figure out a 'freebie' - one good marketing tip "Have a recording people can call and listen to your rap about your business."

One I use all the time - take a mini-recorder and record little audio notes. You'd be surprised how everything seems to run together when you get home. I also use this at trade shows.

Good luck!

Earl

Thanks

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Justin Lewis

9 years ago

My most important piece of advice from attending about 120 events last year was to build relationships first.

Instead of pitching and trying to sell right away, just make friendships with business owners. It's so much better, especially if you can provide a valuable service and keep them as friends after you've completed their project.

Relationships first.

Thanks

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My name is Justin Lewis. My digital marketing company has been in business for over 10 years with multiple six-figure years. We do provide a premium web design service.

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9999

9 years ago

Later, I started selling my local online marketing services. Now I say "I create quality leads and sales, for businesses that already have a website". And that's all I say. And every meeting, one or two or three ask "How do you do that?" or "Why do I need a website for you to work with me?'....and these are real live prospects.

Strait to the point, I like it.

Thanks

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mxwealth

9 years ago

I have been to several meetings, offering our web design and SEO services.

Depending on the age of the audience you will get faces like (WFT is this guy talking about?).

This is how I was prepared: first rank our website to the top for "Cityxxx SEO", or "city xxx search engine optimization services".If you can't rank your website how are you going to rank your clients?

The rest is easy, once on the networking do a live demo showing your site ranked and couple of your clients and boom. if there is no internet/screen, ask the people to google you on their phone and show a nice mobile site and sell both services mobile + seo. Practice what you preach

Thanks

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Going to my first networking event

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