Bob Burg, Guest Author
All things being equal, people will do business with, and refer business to, those they know, like and trust.
Effective Tips to Gain Trust and Likeability
1. Discover their needs/ When speaking with a prospect ask questions which will help discover who and what they are, and what they want to accomplish.
3. Send information through the mail. Remind them of who your are, and what you do, in a low-key, non-pushy manner. Accompany this with a letter from another ecstatic client. A a “real quick” handwritten note on your own 8 x 3 postcard, personalized with your photo. We want them to think of use, and picture us as well.
Send handwritten “thank you” notes if you’ve received a referral. If you have received some advice or a compliment, let them know you care.
4. Do you feel you don’t have time to send handwritten thank you notes? YES, you do! Ask the pros. The busier you are, the more consistently they write notes. It is easy to want to put it off until “later.” Effective networkers do it now and often.
5. Focus on them and their needs. If your business is not quite right for your prospect, suggest that you will assist them with a galaxy of possibilities. Arrange a telephone introduction between others that might help them and your customer. WoW!
6. Be creative. I once invited a speakers bureau owner to attend my program as a preview. Afterwards, I introduced her to the meeting planner by explaining that she is a professional bureau owner who could meet all of his future speaking needs (including my future booking with his company!). Do you think she was pleased with that introductions?
Please realize that networking is basically playing the odds. These techniques certainly will not result in direct business and referrals every time. The key is to do enough things right, consistently, and let the law of large numbers work for us.
In order to get, we need to give! Joe Charbonneau once said, “When you take your surplus and give, give, give, that person will have a natural tendency to give, give, give back to you. Do this with enough people and you’ll have a real problem, because you will now have an even greater surplus, and you’ve got to watch out because you could be in danger of being really successful.”
Copyright © 2014 – Bob Burg. Bob Burg is author of “Endless Referrals: Network Your Everyday Contacts Into Sales” and “Winning Without Intimidation: How to Master the Art of Positive Persuasion,” both with over 100,000 copies sold. His newest booklet is “The Successs Formula.” He also publishes a free weekly eZINE newsletter. Visit Bob’s BLOG.
Larry James is a Professional Speaker, Author and Coach. He presents networking seminars nationally and “Networking” coaching by telephone or one-on-one. His latest book is, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”
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