Follow up Archives - Dr. Ivan Misner®
Master the Art of Networking

Master the Art of Networking

Networking is more than just shaking hands and passing out business cards, it is about building your “social capital.” Networking is more about “farming” than it is about “hunting.” It’s about cultivating relationships with other business professionals. It’s about realizing the capital that comes from building social relationships. Master the art of networking with these ten tips:

1. Follow up on referrals.

If you present an opportunity, whether it is a simple piece of information, a special contact, or a qualified business referral, to someone who consistently fails to follow up successfully, it is no secret that you will eventually stop wasting your time sending referrals to this person.

2. Have a positive attitude.

A negative attitude makes people dislike being around you and drives away referrals. However, a positive attitude makes people want to associate and cooperate with you. Positive business professionals are like magnets. Others want to be around them and will send their friends, family, and associates to them.

4. Remain trustworthy.

When you refer one person to another, you are putting your reputation on the line. You have to be able to trust your referral partner and be trusted in return. Neither you nor anyone else will refer a contact or valuable information to someone who cannot be trusted to handle it well.

5. Practice good listening skills.

Our success as networkers depends on how well we can listen and learn. The faster you and your networking partner learn what you need to know about each other, the faster you’ll establish a valuable relationship. Communicate well, listen, and learn.

6. Always network.

Master networkers are never off duty. Networking is so natural to them that they can be found networking in the grocery store line, online, and while working from home. After this “Great Pause”, we will soon be able to network again at chamber mixers and networking meetings.

7. Thank people.

Gratitude is sorely lacking in today’s business world. Expressing gratitude to business associates and clients is just another building block in the cultivation of relationships that will lead to increased referrals. People like to refer others to business professionals that go above and beyond. Thanking others at every opportunity will help you stand out from the crowd.

8. Help others.

Master networkers keep their eyes and ears open for opportunities to advance other people’s interests whenever they can. Helping others can be done in a variety of ways, from literally showing up to help with an office move to clipping a helpful and interesting article and mailing it to an associate or client.

9. Be sincere.

If you are not sincerely interested in the other person, they will know it. Those who have developed successful networking skills convey their sincerity at every turn. One of the best ways to develop this trait is to give your undivided attention to the people you are networking with.

10. Work the art of networking.

Master networkers do not let any opportunity to work their networks pass them by. They manage their contacts, organize their e-mail address files, and carry their referral partners’ business cards as well as their own. They set up appointments to get better acquainted with new contacts so that they can learn as much about them as possible so that they can truly become part of each other’s networks.

Do you see the trend with these ten points? They all tie into long-term relationship building. People who take the time to build their social capital are the ones who will have new business referred to them over and over. The key is to build mutually beneficial business relationships. Only then will you succeed to master the art of networking.

converting prospects into customers

Converting Prospects Into Customers

Your referral source has done her job and emailed you a referral. If she is a BNI member, she passed you the referral via BNI Connect. Now it’s time to contact the prospect. But be careful: The purpose of your first contact call is not to make a sale or even ask the prospect if he has questions about your business. If, and only if, the prospect asks, should you present your products or services during this first contact call. Remember, when converting prospects into customers, you must first build a relationship. It may take a while, but if you follow these recommendations, you’ll speed up the process of closing the deal.

Do your homework.

First, contact the referral source who passed you the referral. Ask the referral source for any relevant information. As we are currently practicing physical distancing globally and working from home, the first contact meeting cannot be a face-to-face meeting at this time. Instead, the preferred format for this first meeting is to do a video conference call. However, ask the referral source to contact the prospect on your behalf to determine if the prospect wants to be contacted by you via telephone or video conference call for the first call.

If the prospect prefers this first contact call to be a telephone call, do not delay. Make your first contact telephone call with the prospect within 72 hours.

If the prospect prefers this first contact call to be an online video conference call, send an email to the prospect requesting possible dates, times, and their preferred video call platform (Facetime, Zoom, MS Teams, Gotowebinar, etc..). Please confirm the time zone if the prospect if not living in your area.

If the referral source can be present, invite the referral source to attend this video conference call with you and the prospect. This way, the referral source can introduce you in person to the prospect at the start of the video call with a more thorough briefing about you, your business and your products or services.

First Contact Telephone Call / Online Video Conference Call

Before the first contact call, look up the website and the various social media pages for the prospect’s business for additional information. Review their website to understand their business better. Use these sources of information to get to know the prospect better and to prepare questions to ask about them on the first contact call.

Reminder: The purpose of your first contact call is not to make a sale or even ask the prospect if he has questions about your business. If, and only if, the prospect asks, should you present your products or services during this first contact call.

The purpose of the first contact call is to:

  • Begin to build the relationship;
  • Get to know the prospect better;
  • Help the prospect get to know you better;
  • Find out how you can help them;
  • Position yourself to make your next contact; and
  • Judge if the prospect fits your source’s description of her.

You’ve Got Mail

Within 24 hours after the first contact call, it is recommended to email the prospect with a summary of the call, fun facts about the prospect, any information requested by the prospect, a brief note of gratitude, the next steps, and your contact information.

When you start composing your email, start by naming your referral source–a name the prospect will recognize.

Writing this email gives you a better, more controlled opportunity to convey what you’ve learned about the prospect. It helps develop your relationship to let your prospect know you find him interesting enough to have taken the time to learn a few facts about him. Express an interest in meeting him again, and advise him you’ll be calling to schedule a mutually convenient appointment for the next online video conference call.

Do not attach and send your business literature with this email unless requested by the prospect. This will avoid giving the impression that you’re interested in him primarily as a prospective customer.

Make the Call

Give the prospect a week to process this email before you follow up with a telephone call. When you telephone the prospect, ask if he has any questions from the first contact call. Plus, offer to send more information via postal mail. If the prospect indicates that he would want this, send it right away. Finally, schedule a second video conference call while on this telephone call. Hopefully soon, we will once again be able to meet people face-to-face again.

Following Up When Converting Prospects Into Customers

When building relationships, it’s always important not to let much time lapse without following up on the first contact. Within two to three days of the follow-up telephone call, you should send your prospect a note via postal mail expressing your pleasure in communicating with him. It’s still too early, though, to automatically send business literature unless requested above or to make any move toward sales promotion.

So follow up early, but don’t push beyond the prospect’s comfort level. Once the prospect has expressed an interest in your products or services, you can provide information about them, but don’t force it on him. Continue presenting your products or services, but avoid the hard sell. Focus on fulfilling his needs and interests. Your goal should be to keep your prospect aware of your business without annoying him.

If you have prepared your referral sources well, your efforts may pay off on your very first call. Most often, the prospect from a referral will need more time. Many people were financially affected by the changes from the viral outbreak. Therefore, this may not be the ideal time for them to hire you for your services. They may express an interest in talking later about your products or services and hiring you when the situation improves. Be patient when converting prospects into customers.

Emotional Intelligence

Build a High (EQ) Emotional Intelligence

Building your “Emotional Intelligence” also known as “Emotional Quotient” or “EQ” is extremely important right now. Emotional Intelligence is the ability we have to manage our relationships with other people. EQ is the skill we developed as business owners before the pandemic to network with others face-to-face and build our “social capital”.

However, physical isolation and working from home has led to changing the way we are networking these days. We currently cannot network in person nor meet with clients at our places of business. Instead, our networking is online and our businesses are virtual. Therefore, managing our relationships with other people by building a high-EQ is even more important than ever.

The higher your Emotional Intelligence is, the more natural your ability to network will be. You can improve your EQ by understanding and applying some important online networking concepts.

Develop a dynamic online networking style

Networking is so much more than attending the typical face-to-face meet-n-greet routine events. These days, we are not attending face-to-face events; we are networking online and by telephone. Therefore, your networking style needs to also change to maintain your social capital. Developing an online networking style that is deliberate, dynamic, and habitual will help you to build higher Emotional Intelligence.

This can be done while working from home by reading books and other internet articles about online marketing and learning from others their techniques for applying your previous word-of-mouth networking skills to networking online. Adapting your networking skills will take conscious practice and application before they become habits. Build a high-EQ by creating a dynamic plan to network online these days.

Network online appropriately 

Be sensitive to the fact that we are all in this together when building your online networking style. Businesses not used to networking online promote their company with an almost vulture-like intensity. They flood social media with direct sales ads and posts about their business to people they hardly know. This will result in lowering your Emotional Intelligence. Furthermore, the business world has changed and networking has adapted to a virtual market. We are no longer able to attend face-to-face networking events to pass out our business cards, obtain transactional leads, and ask someone the ubiquitous “what do you do?”.  Instead, we need to post regularly on our social media pages, build our relationships with others, pass referrals, and ask others “How can I help?” Understanding how to network appropriately online is another sign of a high-EQ networker.

Stay connected and follow-up with others

Picking up the phone and staying connected with clients, customers, and colleagues is an area where the high Emotional Intelligence networker excels. A skillful online networker will never miss an opportunity to follow-up after an introduction to a new business contact. I recommend that you write testimonials on the social media business pages for your referral partners. Plus, reach out and do the same for those businesses you have used both personally and professionally over the years. Leave a comment on a few of their social media posts too. I also recommend that you request your clients, customers, and colleagues to write testimonials and reviews on your social media pages too. Now is a great time to create a newsletter that you can email to all your clients about the current changes to your business, special promotions, how you are helping others, and include the URL links to all your social media pages. Ask them to like and follow each of your pages in addition to a request for testimonials from them about your business.

Following up with others on referrals (received & given) is not our favorite thing, but it is something that needs a lot of finesse and demands diligence. Pick up the phone and call. Many business people are working from home alone and do not have other people to talk to. Keeping your name, your business’s name and your expertise in front of others is very important these days. And it’s important to follow up more than once. High-EQ networkers use their telephones, social media pages and emails to network online and re-connect with each other often to build a strong long-lasting relationship.

Maintain customer loyalty

Many entrepreneurs focus so much on bringing in new business that they miss the boat on maintaining customer loyalty with gratitude. Keeping current customers coming back and referring others to you is important for business success and growth! The entrepreneur who understands this makes their customers feel valued and appreciated. They will come back and refer others to you, even if you are working from home. Becoming friends with each person with whom you do business is an indicator of a high-EQ networker.

Business owners will be referred to and promoted by others because of Emotional Intelligence and their ability to develop social capital. With online networking these days, high-EQ networkers can maintain a strong word-of-mouth based business.

Don't be this guy

Don’t Be This Guy

A BNI Director once told me about a member who called him and said he was quitting his group because he wasn’t getting enough business.  That very same day, the Director received a call from the Membership Committee of that same chapter. He asked if they could remove that member. He wasn’t following up on the referrals he was being given by other members. Don’t be this guy!

When I hear stories like this I just shake my head in disbelief.  Referrals don’t equal more business.  Following up on referrals leads to more business. And yes, doing a good job and providing good customer service are important in order to keep getting referrals. 

If you get referrals and don’t follow up on them – you’re not going to get more business. 

When you give a referral, you give a little bit of your reputation away.  If you give a referral with a strong recommendation and then the service provider doesn’t actually follow up with the contact – the service provider not only looks bad – you look bad for giving the referral!

By the way, the group removed the member who wasn’t following up.  I heard he now has a job at the Department of Motor Vehicles. Repeat after me, “If you don’t follow up on referrals, you’re not going to get more business.”  And then, you might have to take a job at the Department of Motor Vehicles.

Following up on the referrals you get – – – is it me, or does that seem incredibly obvious?  Please tell me – that’s incredibly obvious right?

Truluck's

You Achieve What You Measure – A Truluck’s Story

Since I moved to Austin Texas, I’ve discovered a number of restaurants that I really enjoy.  One of them is Truluck’s in downtown Austin.  The first time my wife and I went to Truluck’s we couldn’t help but notice how engaged the host was when we walked up to check in for our reservation.  He was welcoming, friendly, and conversational.  It was unusual in that the host seemed more engaging than the normal friendly host you might get when you enter a good restaurant.  He was incredibly personable and it stood out to me. I took a mental note and wondered if the rest of the experience would be the same.

I sat down and the wait staff was very attentive (but not too attentive).  They were right on the spot when I needed something but they didn’t interrupt constantly.  The wine list was great (see this blog to know why that’s important to me).   Then, the meal came out.  It was phenomenal.  For me, a great meal paired with a great wine and great service are the proof of the existence of a divine being.  OK, maybe I exaggerate a little but it was really good.

My wife and I had a nice long dinner and a great experience.  When we were ready to go, the wait staff brought out the bill and a computer tablet.  The tablet had a series of survey questions on it.  The first is the screenshot on this blog.  They asked if I received a hospitable welcome from the host when I arrived!  Voila!  I now understood why the host really went out of his way to make us feel welcome.  (By the way, I scored it as “Absolutely!)”  The restaurant had about six questions in total relating to the experience during the evening and I checked each one of them at the highest possible level.

Truluck's

Trulucks measured key factors in their restaurant experience and the management got an immediate, real-time result for each of these areas.  This is a perfect example of “Achieving What You Measure.”  In their case, there was no delay in getting the results.  They could tell exactly how people felt about the experience before the customer even left the restaurant.  On one of my visits to Trulucks, I spoke to the manager, Thomas, about the survey system at the restaurant.  He said that the previous month they received a 98% positive rating from the customer surveys.  I told him that was outstanding.  I love his response.  He said, “actually, we always shoot for 100%.”

We could all learn from this type of management control system.  Well done to Trulucks.  I look forward to going back again soon.

 

five ways to better networking

Five Ways To Better Networking

Last year, I gathered almost 3,400 survey responses from business people around the world.   I gave them a list of almost 20 different characteristics on networking and I asked them to pick the top behaviors they’d like to see in a great networker.  From those responses, I have identified the top characteristics of what people believe makes a great networker and have listed the five ways to better networking in this video.

Good Listener.

At the top of the list is being a good listener.  Our success in networking depends on how well we can listen and learn. The faster you and your networking partner learn what you need to know about each other, the faster you’ll establish a valuable relationship. A good networker has two ears and one mouth and should use them both proportionately.  Listen to people’s needs and concerns and find opportunities to help them.  You can’t help others if you don’t know what they need, and you find that out by listening. In many ways, networking is about connecting the dots but to do that you have to listen so that you can help people make the connections they are looking for.

Positive attitude.

The first thing that people see from you is your attitude, how you take things in general. A consistently negative attitude makes people dislike you and drives away referrals; a positive attitude makes people want to associate and cooperate with you. Positive business professionals are like magnets.  Others want to be around them and will send their friends and family to them.

Helps Others/Collaborative.

People don’t care how much you know until they know how much you care.  Helping people shows that you care.  One survey respondent said that “people want to network with individuals who have a collaborative attitude.”  Helping others can be done in a variety of ways. For example, clip a helpful article and email it to someone. Furthermore, put them in touch with a person who can help them with a specific challenge.  Several respondents commented about not wanting to network with people who are “in it for themselves.” A willingness to collaborate and help others is essential. It builds trust and helps establish a strong relationship.

Sincere/Authentic.

You can offer the help, the thanks, the listening ear, but if you are not sincerely interested in the other person, they will know it!  Those who have developed successful networking skills convey their sincerity at every turn.  One respondent stated that “it’s all about the authenticity” that someone shows you.  We have all seen people who are seemingly good at networking but lack sincerity.  Faking it isn’t sustainable.

Follows Up.

If you offer opportunities, whether a simple piece of information, a special contact, or a qualified business referral, to someone who consistently fails to follow up, you’ll soon stop wasting your time with this person.  One respondent said that when it comes to networking, “the fortune lies in the follow up” and many people just “don’t follow up anymore.”

Click here to watch the video

stay in touch

Seven Strategies to Stay in Touch

People often ask me, “how can I get back in touch with people or stay in touch with people that I haven’t seen or spoken with recently?”

If you want to connect or reconnect with others, do what is best for you, but go to where these people want to meet with you. So, here are seven strategies that will help you improve in this area — now. If you can’t do them all — do what works for you.

Don’t be a cave dweller. Please watch this video

1. Sort through your list.

You can’t stay in touch with everyone. Who do you want to make sure to stay connected with and why? It could be personal, it could be professional, but create a list that you want to focus on.

2. Use the system they use.

It doesn’t have to be Facebook or LinkedIn — use Pinterest or other programs, Snapchat, What’s App — whatever they use. Each of my children use different systems.  If I want to connect with them — I need to go where they are. For my oldest daughter, it’s texting or a phone call. My second daughter, it’s What’s App or texting. For my son, it’s an online game called Steam. I have some business associates who only reach out to me on Facebook or LinkedIn. Others are strictly emailed. The key here — is to go where the people you want to talk to, hangout.

3. Use social media platforms.

Use social media platforms like Facebook, LinkedIn or Twitter to your advantage by sharing news and reading updates without having to reach out to people on an individual basis. Social media is fantastic. Instead of starting your next call with, “What’s new?” you can jump to, “You cut off your hair!” “You have a new job!” If you need help with this, contact Brian Bentzen, my social media coordinator.

4. From time to time, use snail mail.

Yes, OMG, send a letter or a card.  It’s so “old school” and it’s almost guaranteed that someone will read it.

5. Skype or other instant message systems.

I’m not a big fan but — it’s not about me, it’s about the other person. What are they using? I see many people using messaging systems online? If you want to stay connected, connect where they are.

6. Periodic phone calls.

I know, crazy idea, actually talk to people. Your smartphone has a green button — use it. If appropriate, set up regular calls. My wife and her sister have done that for many years.

7. Face to face.

Don’t be a “cave dweller.” Nothing beats actually meeting someone face to face and having a conversation. You have to eat breakfast and lunch every day, so why not do this a few times a week with a good referral partner? You can kill two birds with one stone by strategizing with your referral partner about how to help each other over a meal.

Benign neglect is a horrible thing when it comes to building social capital.  Start today to stay in touch. Pick a few of the techniques I listed above and “touch” someone. You have to start by making a commitment to improving in this area. If you haven’t been good at this in the past, start to focus on improving today. I would love to hear any more that you might have. Do you have a strategy to add? Or an example of how you use one of the seven? Share it in the comments.

Followup System

The 24/7/30 Followup System

Today’s topic comes from Dr. Misner’s book Avoiding the Networking Disconnect. Dr. Misner’s co-author Brennan Scanlon came up with this system for following up with new contacts after meeting them at networking events. It’s called the 24/7/30 Followup System.

The 24/7/30 Followup System.

When you meet someone at a networking event, drop them a note within the first 24 hours.  It can be a personal handwritten note or an email, just make sure to use whatever approach that you will do consistently.

Within 7 days, connect with them on social media.  Make a connection via LinkedIn or Facebook.  Follow them on Twitter or join them on Google+.  Find ways to connect and engage with them via the social media platform(s) you are most active on.  Do NOT do this as a way to “sell” to them, do it as a way to start to establish a meaningful connection with them.

Within 30 days reach out to them to set up a 1-2-1 meeting.  If you live near each other, meet in person (that is almost always best).  If you are far from one another, set up a meeting via Skype or by phone.  At this meeting find out more about what they do and look for ways to help them in some way.  Don’t make it a “sales call” make it a relationship building opportunity.

If you do the 24/7/30 approach to your follow-up, you will establish a powerful routine that will help you to make your networking efforts meaningful and successful.

“Avoiding the Networking Disconnect: The Three R’s to Reconnect”

by Ivan Misner and Brennan Scanlon
This book is for business people wanting to increase their business through the “three Rs.” Similar to the three Rs of education (reading, writing, and arithmetic), the three Rs of business networking—relationships, referrals, and results—must be consistently cultivated to avoid the networking disconnect. The book provides you with the five steps for building and maintaining strong business networks—steps that go far beyond just showing up at events and passing out your business cards! It will take some effort, and the process won’t always flow smoothly, but with the aid of Avoiding the Networking Disconnect, you’ll soon be reaping the generous benefits of a business approach based on sharing and trust.
Avoiding the Networking Disconnect: The Three Rs to Reconnect

https://www.amazon.com/dp/150789032X/ref=asc_df_150789032X5493881?tag=shopz0d-20&ascsubtag=shopzilla_mp_1430-20&15291655955211594887110090302008005&creative=395261&creativeASIN=150789032X&linkCode=asn

 

 

Voicemail Email Messages

Tips on How to Return Voicemail and Email Messages

Tiffanie Kellog and Jason Avery discuss how behavioral styles affect how we respond to voicemail and email messages.

So you received a message and you do not know exactly how to return it. Based on the book, Room Full Of Referrals, it depends on how people want to be treated, their behavioral style.

Behavioral styles are affecting your referability. When you receive a voicemail or email message, pay attention to the length and pace of that message.  Was the message long, detailed and full of information, or was it short and to the point? Know how to respond based on the behavioral style of the person who SENT the message. There are little clues in their message to identify what is the behavioral style of the person you are communicating with.

Go-Getter

“Hey it’s Tiffanie, call me”. The person leaves a short message that is very direct and to the point or only a few sentences. They are a fast-paced busy-busy person without a whole lot of time and they expect the same from you. When you call them or reply to their email, start with “I am sure you are very busy, I only need a moment of your time. Here is what I got for you”. Get straight to the point with the relevant information listed in bullet points.

Promoter

The message is upbeat and enthusiastic. The person is talking about having a good time. They are the “Fun Loving” people. They use in their message ALL CAPS, emojis and lots of exclamation points !!!!!! When you call them or reply to their email, use words such as  “Super, Great, Fantastic, or Awesome”.

Examiner

The Message is very detailed with page numbers, questions and full of details. They want all the information. If they give you a long list, do not reply with just one or two short sentences. They might become offended and question your credibility. When you call them or reply to their email, start with “I am tied up at the moment but I will get to all these questions and I will respond by this date with all the information you requested”. Be specific.

Nurturer

The message has indecisiveness. They need more options to compare before making a decision or they want to consult with someone else first. When you call them or reply to their email, start with “Here is what you need to know about the impact on their business, family or community”.

Once you know their style, you can adapt. Mirroring is a good way to start. You behave the way that they are behaving and they will appreciate you. Another option is to have four different employees representing each of these four behavioral styles to reply to the various messages based on the sender’s behavioral style. 

Not Following Up

Not Following Up

Do you know one of the biggest mistakes you can do when networking?  It’s when you give a networking partner a referral and they do not follow-up on it. This drives me crazy and is so frustrating because it is so easily preventable.
 .
If you are not following up when your referral partners call you or you are not following up on the referrals you are giving to others, you’re not just losing business, you’re also losing your credibility. That is something which is extremely difficult to earn back once lost.  So why not take time today to follow-up with someone. If you make following up your number one networking priority this year, I guarantee it will pay off in big ways.
 .
Most businesspeople love working with someone who is considerate, and your follow-up etiquette is an easy way to show just how considerate you can be. Your follow up technique can leave a lasting impression on someone who may not have thought you were memorable at first. Remember, thoughtfulness always counts in the end.
 .
Have you had an experience where you gave a referral to someone and they didn’t follow up on it?  If so, will you continue to give that person referrals?  Or, have you dropped the ball on following up on a referral before?  If the answer to either question is yes, did you learn a lesson from it?  Please share your experiences in the comments below.  Thanks!
Kai Bjorn

Comment concrétiser des opportunités d’affaires avec des suivis et un Merci?

Follow-up tips from various BNI leaders for International Networking Week

Submitted by Kai Bjorn, Président de BNI Canada. 

Please scroll to the bottom of this post to read the English version

Le monde des affaires ressemble à celui du sport : certains entrepreneurs sont de vrais athlètes dans leur discipline et connaissent un franc succès. D’autres performent bien, sans toutefois élever leur entreprise à un autre niveau. Mais qu’est-ce qui les différencie? Et bien, il s’agit de plusieurs actions simples, mais rentables, à commencer par les suivis durant les activités de réseautage. Pour vous aider à performer, voici 2 conseils très efficaces que tout entrepreneur devrait maîtriser pour laisser une forte impression et favoriser le développement de ses affaires.

Developpement des affaires : où, quand et pourquoi?

Sans développement des affaires, une entreprise ne peut survivre longtemps. De fait, les réseaux professionnels sont un excellent moyen de bâtir des relations avec d’autres experts et d’offrir ses services. Les entrepreneurs et travailleurs autonomes doivent donc participer à des activités de réseautage quotidiennement.

Reconnu à travers le monde entier, BNI est le plus grand réseau professionnel avec plus de 210 000 membres. Cela représente plus de 1.6 milliard $ en références et en ventes par année : imaginez le potentiel et les opportunités de vente! Il va sans dire que certains professionnels, qui sont de vrais experts en développement des affaires, en profitent plus que d’autres. Ces athlètes du référencement maîtrisent l’art de dire merci et de faire des suivis pour chaque rencontre. Oui chaque rencontre, qu’elle soit positive ou non. Et croyez-moi, en tant que Président de BNI Canada et ancien athlète olympien, les suivis et le développement sont aussi importants en affaires qu’en sport.

Activités de réseautage et suivis

Soyons francs: dans une activité de réseautage, 50 % de l’échange se fait durant la rencontre face à face et l’autre 50 % s’effectue après ladite rencontre. Il s’agit là des suivis professionnels : ces gestes font toute la différence et vous placent en priorité. Tout comme un sport, vous pouvez simplement être sur le terrain ou vous pouvez compter un but. La différence est dans l’action, la rigueur et la discipline.

Comment faire un suivi de développement des affaires?

Après votre activité de réseautage, conservez les cartes d’affaires ou coordonnées des gens avec qui vous avez échangé. Ne faites pas de sélection, conservez-les toutes. Oui, même celles qui ne vous procureront pas de vente directe. Gardez en tête qu’en affaires, vous ne savez jamais qui connaît qui. Un professionnel peut vous recommander à ses proches ou contacts.

Ensuite, écrivez un courriel à ces personnes dans les jours suivant la rencontre. Prenez le temps de leur dire «Merci» pour la belle rencontre et discussion. Surtout, n’hésitez pas à faire un tel suivi. Vous gagnerez beaucoup :

  • Vous serez en tête de liste : Ce contact professionnel pensera à vous au moment de référer ou d’acheter vos services et produits.
  • Vous aurez laissé une forte impression : Prendre les devants en faisant un suivi renforce positivement l’image qu’on garde de vous.
  • Vous rehausserez votre réputation : Faire un suivi et dire merci sont des preuves directes de votre leadership et professionnalisme. Vous aurez bâti une solide réputation dans ce réseau.
  • Vous bâtirez des relations positives fortes : Dire merci et faire des suivis aide à bâtir des relations entre professionnels : vous ouvrez la porte à une conversation et à entamer une réelle relation. C’est là que se trouve la différence entre rencontrer une personne dans une activité de réseautage et avoir un collaborateur potentiel dans son réseau.
  • Vous agirez avec éthique : Beaucoup de leaders disent merci et sont reconnaissants envers les gens qu’ils rencontrent. Entreprise en démarrage ou entrepreneur prospère, peu importe. Il s’agit avant tout d’une relation entre deux personnes. Soyez éthique et professionnel. Vos suivis et votre aptitude à dire merci deviendront une marque de commerce de votre code d’éthique.

BNI et les suivis

Les BNI ont d’ailleurs remarqué la force des suivis et d’un simple merci. Cela est si ancré dans leurs processus qu’ils ont mis en place des outils comme des cartes de remerciement. Les membres peuvent inscrire sur une note ou dire à haute voix: «Merci pour la référence et l’opportunité d’affaires concrétisée. La référence était excellente et nous avons pu collaborer ensemble.»

Les suivis de référence

Par ailleurs, les suivis sont utiles à tous les niveaux de votre développement des affaires. Non seulement après une activité de réseautage, mais bien après toute rencontre ou référence. Si un collaborateur vous réfère un client potentiel et qu’il se concrétise en opportunité d’affaires, par exemple, prenez le temps de dire merci. Vous renforcerez votre relation et démontrerez de la reconnaissance. Et cela risque fort bien d’ouvrir la porte à d’autres références.

Si toutefois un collaborateur vous réfère un client et que celui n’adhère pas à votre service ou produit, faites aussi un suivi pour le remercier. Même si la rencontre n’a pas été positive ou que le client ne correspondait pas à votre clientèle cible, faites-le. Vous ouvrez ainsi la porte à une discussion. Vous pouvez alors réajuster le tir et préciser à nouveau qui est votre client idéal. Et si vous êtes celui qui réfère un client à un collaborateur, tentez aussi de faire un suivi. Vous pouvez lui demander si tout a bien été et si la référence répondait à ses attentes. L’important est de faire un suivi et de discuter avec vos collaborateurs, que ce soit positif ou non. En affaires, il est impossible que toutes les recommandations deviennent des clients.

Saisissez les opportunités d’affaires

Surtout, rappelez-vous qu’un suivi et qu’un simple merci vous ouvrent une foule d’opportunités d’affaires. Peut-être avez-vous devant vous un futur collaborateur, un client, un représentant, un admirateur, etc. Vous ne savez jamais où cela peut vous mener. C’est une aventure qui commence par un suivi et un merci. Et heureusement, ces gestes sont simples, sans frais et rapides à effectuer. Ne vous en privez pas.

Please click on the link below to read the English version

https://www.linkedin.com/pulse/successful-business-development-starts-thank-you-ivan-misner

International Networking Week 2017

Related Posts Plugin for WordPress, Blogger...
1 2 3 4
   Follow Me

Get every new post delivered to your inbox