Client Attraction Basics
Details
Come to learn, network and have fun...
Meeting Agenda:
6:05 pm – Doors Open – Welcome & Networking
6:30 pm – ASBN News & Introductions
6:45 pm – Presentation (10-15 Min)
7:15 pm – Q & A
7:25 pm – End Meeting – Open Networking
Costs:
The cost for this MeetUp is $5.00
Cancelations accepted up to one-day prior
Presentation Topic:
Client Attraction Basics
First things first: your product or service serves a real need in the market, your potential clients see its value after learning about it, and the business pricing, delivery and other operational essential make sense to customers, and a profitable to you.
If those factors are in place, then you are ready to “go to market”.
In this presentation we'll cover many areas:
- Contact Management
Instead of just getting out there, and blasting away at everyone who could be a client, you need to be organized.
- Core message
Don’t guess what people need, then talk to each differently. You need to know what will make your business memorable, in a simple pointed statement. This isn’t a cute headline; it is the idea seed from which you grow all your communications and the reputation that best fits.
- Graphics
Looking good is important, even to a non-graphic service like a lawyer, or a plumber. People will unconsciously judge you in the first few seconds: make sure they like what they see.
- Library of documents
Don’t write the same letter every time you send it – have a template that is appropriately revised for person. Where is the business card artwork? Which photos show your satisfied customers, your products, and your staff? Make sure each of these can be quickly retrieved from you library and professionally used.
- Networking
Showing up isn’t enough. Have you chosen the right set of people to network with; what do you know about them; are any on you “dream client” list; how many can you develop a mutual referral relationship with; are you prepared for 6-12 months of attendance to build relationships?
- Referral Sources
“Givers get” – and you need to make sure you are developing referral relationships in a planned manner, with the right people. Who else is talking to your potential clients? Who do you build trust?
- Lists
I once worked with a junior salesperson who methodically went through the Yellow Pages. She learned a lot, gained a variety of clients and earned a lot. Which lists make sense for you?
- Segmenting
Lists need to be segmented: broken into logical groups. Then you can fine-tune your approach to each group and its members will feel you are talking more directly to them. Which criteria should you use to segment your different lists?
- Time and Territory Management
Contact management can look after your lists, templates and related facts. You also need to manage yourself which the right activities that are aimed at getting specific results.
- Measurements
Driving your business down the bumpy road of competition requires ways to know if you are making progress. Learn to build some efficient ways to measure your activities, results and see if you can learn the cause and effect that become success.
Presentation by:
Francis Waller.
Francis Waller worked many different jobs before going to college. He learned about dining rooms, building roads and houses, repairing machinery, preparing food, operating heavy equipment and lifting heavy tools. Through those years, he learned the many languages of business.
When he graduated from community college in Adverting & Public Relations, his career explored newspaper, TV, radio and magazine advertising. By working with small businesses in the creation of advertising, he learned about the importance of sales training, trade shows, public speaking, market research, writing brochures and website, and went on to develop 4 different business training programs.
Now he brings together those experiences and disciplines to help small service businesses to build their marketing structure.
Please join us in learning and sharing!