I’m writing this quick blog post to share one of the most powerful secrets I’ve been taught in my business career. This secret strategy is helping me generate targeted leads everyday absolutely free, and it can do the same for you if you listen to exactly what I’m about to share with you.
Stop promoting your business at networking events
There, I said it. My business partner Ray Higdon is the one I credit with turning me onto this concept, and it’s certainly not new but Ray is a master at it. I’ve learned so much about identifying which people would (and wouldn’t) be good prospects by asking key questions, then keeping quiet and listening to their responses.
Let me give you an example. I’m going to Vegas on Thursday for the No Excuses 2 summit. I booked my trip 10 days ago as I wasn’t planning on going. But my buddy Gene sent me a message that made me realize it was a mistake not to go. So I booked it.
Now, am I going to promote my business? No. I’m going to learn from top industry leaders, connect with folks, build relationships, make connections and see how I can help solve other peoples needs. Heck, I’ll be happy if I can identify them.
This allows me to answer questions like: Can i recommend someone? Can I refer THEM to someone? Would they be someone I’d like to bring into my business?
Think about it. Everyone is walking around these conferences handing out their business card and looking for someone to pitch. Don’t do that. Strive to be the opposite of that. Be the person taking the business cards and asking “Describe your ideal prospect so I can know if i am speaking to them”.
Alex Mandossian has a productivity tip for networking that is highly effective and I suggest you check out his blog for some tips on effective networking.
After the event when I get home (and this is the important part), I will follow up with them. Bob Burg’s book “Endless Referrals” covers this subject very well. Bob suggests having branded “thank you” flyers that you use for this purpose, but I don’t have them yet so a phone call will also work well.
Another big change that’s been working: I run a bi-weekly lead generation training seminar in Manhattan and provide this service absolutely free. Many I’ve shared this with think I’m nuts, but inside I’m thinking “yeah, crazy like a fox”.
See, I aim to help these people with THEIR needs and they’re genuinely receptive to learning how I can help them further. I’ve gotten a wide range of freelance work out of this one single strategy, and I’ve only had 4 seminars. Tonight is the 5th. It was booked up in 4 days and I’ve had 5 folks email me to ask if they could come. THAT is attraction marketing at work, folks.
As Zig Ziglar taught, the best way to get what you want is to help others get what they want. And it’s true. We use tactics like information products and social media to mass communicate but by refocusing on helping people identify and solve their core business needs I’ve had massive success and I believe you will too.
So, what’s the #1 thing you’d like to improve in your business? Let me know in the comments below.
