1. At the event make sure to meet as many people
as possible. Have a short but meaningful conversation
with each person you meet there. The goal is
not to get a sale, the goal is to get key information.
2. Build rapport, ask questions, and gather
information. Your goal is not to talk about yourself,
although you’ll have to do this a little
bit. Be an active listener.
3. If you don't have a great memory, have a
pen with you and jot down a few notes on each
business card you pick up. Note specifically
what you spoke about.
4. If you find someone clinging onto you and
dominating your time, interrupt politely and
say, “excuse me, I want to hear more about
this. I have a couple more people I need to meet.
Let’s agree to meet later to finish this
conversation.” This is a great way to get
follow up appointments by the way.
Now the real magic begins after the meeting.
5. Take all your business cards with notes and
go back to your office. Put everybody into your
database, and as you do so- send each one of
them a personalized greeting card. You do not
need to write a novel, just mention what you
spoke about. "Dear Bob, it was nice meeting
you at the xyz meeting Thursday. It's great to
meet someone who has been going to the meetings
for over 5 years – you can really help
me make the best contacts."
6. Close with a call to action, "Bob, I'd
really like to sit down with you next week to
talk about how we might be able to do business
together. Could you call me at 555-555-1212 so
we can set up a time."
7. Mail your cards with a live stamp as opposed
to metering them – this helps ensure they'll
get opened.
After a recent networking meeting I got 2/3rds
of the people I met with to call me to schedule
a follow-up meeting. The biggest drawbacks to
this strategy are #1 the time it takes and #2
the expense. Fortunately I have found a solution
to both of these problems.
There's a new web service at http://www.sendoutcards.com/6690
that allows you to upload or enter your database,
address, personalize and send cards online. The
cards are sent with a live stamp and go out immediately.
You can even set up whole mailing campaigns where
people get a series of cards – a great
marketing tool.
The most cost effective accounts are wholesale
or distributor accounts. You can send cards for
under one dollar, including postage. It beats
the heck out of Hallmark for cost, ease of use,
and time savings.
I send cards all the time and have people calling
and emailing me to say thanks. The amount of
good will you can generate from a single card
beats almost any other direct marketing you can
do, and probably costs a lot less.
Give it a try at your next networking event
