Instead of trying to meet tons of people (and shove your business card in their hands – do you really think your name will be top-of-mind when they return home with a huge stack?), spend some time early trying to identify the individuals who can really make a difference at the event and with your future goals.
Seek out centers-of-influence – too often, small business owners spend majority time trying to connect one-on-one with prospects. If you build a relationship, rapport and respect with someone (or several people) who can reach out to a large group with needs for what you offer, you’ll gain credibility, save time and avoid cold calling.
“Successful people are always looking for opportunities to help others. Unsuccessful people are always asking, “What’s in it for me?”” Brian Tracy According to Brian Tracy (this guy is serious about thorough research) “As many as seventy five percent of all top salespeople are defined as introverts on psychological tests. They are very easy… Continue reading Would you believe the most effective sales people are introverts?
Call an industry leader who’s respected and invite them to lunch. You’d be amazed at how generous those who have seen success are about giving back. Don’t go there planning to sell them, though. That’s obnoxious and short-sighted. Plan what you want to learn from them about how you can do better, listen and learn. Make sure you follow up with a snail mail thank you.
Provided what you’re offering is good enough for people to boast about on your behalf, here are some ideas to convert a prospect to a paying client quickly with easy justification: