subject: Turning Prospects Into Clients - Step One! [print this page] Turning Prospects Into Clients - Step One!
People who know how to network know how to turn their prospects into customers. These are the people we call lucky - they are always making their goals, closing sales, gaining new customers and making it all look effortless and stress free. They have fun!
Well let me let you in on a little secret, these people simply understand the value of networking and the role it plays in turning your prospects into customers. I call these people the Master Networkers! Individuals who have embraced and consistently practice the art of using networking to turn their prospects into customers.
So how do they do it? How do they make it look so easy? The make just one simple adjustment and use one little tool. The rest comes easy.
First, they embrace networking as a lifestyle not an event. That seems simple enough, yet this is where most people get derailed. For most of us, networking is simply something to be done and something to marked off a checklist. When in reality, to be good at networking you need to recognize it is a skill, something to be learned and consistently perfected. To truly master the art you have to embrace it as part of who you are and the way you live.
Secondly, they network first to serve others understanding that this process develops a bank of people that will eventually work together for the benefit of the master networker and each other. They approach networking with a servants heart, ask questions to learn about whom they are networking with and keep in touch to build the relationship.
If you approach each day and each event as an opportunity to connect and add value to those you meet and your relationships good things start to happen. You encounter many interesting people, and you begin to get a reputation as someone people need to know, want to know, and want to be around. You become a person who is well connected, is "in the know", and a valuable resource. Think this might make selling easier down the road? But most importantly, you become someone people are familiar with and someone they trust. In today's world, in a changing economy a reputation defined by familiarity and trust is a very valuable reputation to have.
Meet John Locke, head of a major foundation in our community. I call John, the master networker and he is an amazing man. Everywhere we go and every event we attend John really connects with people. More importantly, it is evident by his conversations he is interested and cares about people. He asks questions and he listens. He learns about people - what they do, what is important to them and what they personally need to be successful. He is a master connector.
People describe John as the resource of Western North Carolina. If you need help, support, a connection then John is your guy. The result? He runs an thriving foundation, he serves on the boards of several he very successful organizations, and he continually has his pick of career and job opportunities. While other foundations struggle to raise funds, while many individuals are unable to find jobs, John's foundation and his marketability remain in demand. Why? because in any economy, but especially in a changing economy, people value trust, support and authenticity.
The art of turning prospects into customers begins with the simple step of networking to help others. Let this type of networking become your way of life and sit back and watch good things start to happen - from business results, the more satisfaction in your profession and less stress in your life!
