TEN TIPS THAT FIRE UP LEADS
Networking is fundamental to lead generation, but many prospects do not know how to network properly.
Ten networking tips, offered by Bob Burg, president, Burg Communications, Inc., give direction to new producers and help veteran producers brush up on points they may have forgotten or written off as useless.
1. Meet 'center of influence' type of people. These people are generally a permanent part of the community. They also know a lot of the same type of people in the local and in other communities.
2. Direct 99.9% of all conversations to asking questions about a person's business. People love to talk about themselves and their business.
3. Ask open-ended questions, not yes or no questions. Open-ended questions allow conversations to flow naturally, although the producer is piloting the route of the conversation.
4. Always ask a prospect, 'What can I do to find out if someone is a good prospect for you?' This question shows that a producer is interested in the new acquaintance and will be on the lookout to find business for this new person. In turn, the new acquaintance will be inclined to locate new business for you.
5. Always give and get business cards. Producers want other peoples' cards more than they want them to have theirs.
6. Send a handwritten note shortly after meeting a new prospect. Include a thank you and reinforce that you will send business their way whenever possible.
7. Send newspaper articles or magazine clippings about issues that relate to or affect prospects.
8. Keep in constant communication with prospects. Try to communicate with prospects once a month.
9. Don't forget the promise you made when you first met a prospect. Send leads. Actions speak louder than words. By helping to match a buyer and a seller, you have endorsed the seller.
10. Whenever a lead is given to a producer, even if it doesn't pan out, send a thank-you note to the person who made the referral.