Networking Tip #3 Start the Business Relationship
You have prospected, you have taken notes, you have made your introduction, and you have had some dialogue with this person. Now it's time to demonstrate to them how your business or service can add value to what they are already doing. People are reluctant to start anything new, especially if it is at an added cost to them. So you have to offer them value that pays for itself over a short period of time while it simultaneously improves their bottom line. What people want is immediate value when it comes to business.
Questions that you want to ask yourself are:
How can my offering increase their profits?
How can my offering save them money?
How can my offering save them time?
Profits, Money and Time (PMT) the financial acronym for PAYMENT.
Answer those questions and you have your proposal. Regardless of what method you use to deliver it you should always write it, so that the objective is clear to you.
Delivery:
If you are strong in writing then email it. If you are better on video or audio send a video or audio message. If you are great on the phone give them a call.
Now here is a side note: If the prospect would like to speak to you and you know that you are terrible on the phone or new to the program or business and not prepared, be sure to get someone on the call with you who are better equipped to handle telephone contacts. Be sure to give them all the details from your notes and previous contacts. Three way calls are extremely effective. Now are you beginning to see how important notes are?
How to be more comfortable during telephone meetings:
Have your written proposal in front of you with your notes handy. Make references to previous text conversations and most of all listen. Let them talk as much as they want to. I walked away from so many opportunities because the presenter just would not shut up long enough to find out what I needed. Remember that even if they like your product they have the option of getting it from someone else and they will if you turn them off. Are you now beginning to see why silence is a more powerful position to be in? Let them talk if they want to talk and you take notes. Give them what they want. Ask them questions about their existing business. Present your PMT proposal and give your own personal testimony or story about it. People like a good story. Stories sell. Last but not least have questions prewritten, questions are great fillers for any awkward silences in conversation, and gives you an opportunity to learn more about how you can be of service.
Close the deal and start the business relationship
After you have listened and made your proposal now it is time to give them a way out if they are not happy. Let them know how they can painlessly change their mind. Once they know that they can get out without pain they are more comfortable at the next step which is "how would you like to make your payment and get started". Explain acceptable payment methods.
Stay tuned for tip #4 The Sponsors Responsibility.
Bloggers feel free to expound on these tips and add to them. Your participation is encouraged.
Derrick Henry
Black business Builders Club Member
