DS Boot Camp: Leads

Leads are the lifeblood of any business. In Direct Sales, it is doubly important and at the same time almost twice as hard. DS gets a stigma which shuts down leads before they even have a chance to hear your message. Here are some places to get new leads. Remember, people buy from people they trust. Develop the trust, then develop the lead.

WHERE TO FIND DIRECT SALES LEADS

LinkedIn as a Tool

There is no one step solution to your Social Media Marketing needs but LinkedIn can be a force multiplier to your efforts especially if you are targeting other businesses. It should be a part of your strategy, not your entire strategy. Use it mostly for networking if your targets are consumers and not businesses. If you have content marketing as your primary strategy use LinkedIn as a way to gain credibility. LinkedIn is very versatile and businesses ignore it at their peril.

LinkedIn is a channel to increase, not a tool to replace, your networking efforts, and it is an excellent vehicle to facilitate some facets of your marketing and business strategies.” – Viveka vonRosen (@LinkedInExpe.png

Networking Done Right: The One Rule

The Golden Rule of Networking: Don’t Keep Score. Great advice and the only way to approach networking events. If you worry about who owes you then you don’t get the point of networking. If you approach networking with a service attitude you will get more out of it. Relax, have fun, help out your fellow humans. It will increase your networking capital more than keeping score.

My Golden Rule of Networking is simple- Don't keep score. Harvey Mackay.png

Networking Done Right: Location, Location, Location.

One of the requirements of networking is to meet people. In fact, that is the definition of networking. But where do you find people to network with? Here are 10 suggestions for locations to find potential clients. Make sure you aren’t just showing up to pitch, that’s sales. Network, meet, listen.

Best places to Network

Are you Networking?

The most interesting thing I find about networking is how people don’t know they need you until they meet you. “You do custom software, I always thought of making an app for my business”. “You clean the sidewalks outside of stores? Mine are getting grungy and I hate doing it myself”. These are conversations I have heard and watched deals close. Of course, the longer you network, the better known you are and the more trusted you become. It’s an investment and will pay off over time.

Another reason to put efforts into networking is getting advice. Every networking event I have been to I get asked questions about marketing or sales and I freely give out good information. Almost everyone I interact with at the meetings does the same. I see thousands of dollars worth of consulting being handed out because we know each other and we ask. It’s also how we get more business. I ask a financial adviser for information, it turns out to be great information, who do you think I am going to hire?

For maximum effect, you should spend about an hour a day networking for your business. Dr. Misner found that people who said “networking played a role” in their success spent an average of 6.3 hours a week participating in networking activities.Conversely, the people who claimed that “networking did NOT play a role” in their success spent 2 hours or less per week developing their network.

Networking Done Right

Crafting an Elevator Pitch

Elevator pitch, you must have one. The first 10 seconds of your pitch are the most crucial since that is all you may get, so make sure you grab attention. The first 10 second should have your name, company and what you do. “I’m Jason Porter with My Business Adviser and I help small businesses succeed.” Fast. Simple. Attention grabbing.Handshake

Now that they know who you are and what you do, the second part of your elevator pitch is why they care. “I do that by teaching small business owners how to market and grow their business” This lets them decide if they are interested in you working with them.

The last part of your elevator pitch is to prove it. You have told them what you do so you need to back up those words with a short example “for example one of my clients, Heidy, saw her marketing effects triple within two weeks of her coaching”

Now close it with a call to action, “I’d like to see if I can produce similar results for you, do you have 5 minutes so I can ask you a couple of questions?” Make sure you are specific on how much of their time you will take and when you want to meet. Future meetings are fine as long as you have set a specific appointment.

There it is, a step by step process for creating your elevator pitch. It is set up this way in case you don’t have time to do the whole thing, you get the most important part out first. Remember, practice, practice, practice. This works best when it flows.