THINKing

New Business Primer - Network It

New Business Primer - Part 1

New Business Primer - Part 2

New Business Primer - Part 3

New Business Primer - Part 4

New Business Primer - Part 5

New Business Primer - Part 6

New Business Primer - Part 7

New Business Primer - Part 8

We talked previously about focus. I told you:

Your first area of focus should be on your contacts. Right now, make a list of everyone you know. Evaluate this list. Who on the list can either bring you the kind of business you want or has the ability to refer the kind of business you are looking for. (Remember when we talked about positioning? In that exercise you defined geographically, demographically and psychographically the kinds of clients you seek. )

Now that you have your client defined and you have looked at your list to identify those folks who can help you, you need to contact them. Let me digress for a moment. Remember the stone falling in the pond analogy? Where the stone hits is - from a marketing and PR perspective - those audiences closest to you. The ripples are those close audiences helping you spread the message outward.

OK, take those close audiences to lunch. Tell them exactly the kinds of clients you want and work best with. Ask for the order. If they agree to help you but can’t think of anyone right then, follow up with them the next day for the contact information they promised.

Next step, work your online networks like LinkedIn, or Jigsaw. (Feel free to use the Jigsaw link to get signed up. Full disclosure: I get points for you signing up through me.)

Find the people and companies in these networks which fit your client definition. Now, ask your analog and digital contacts if there is anyone on this list that they know. Get them to introduce you. A warm introduction is better than a cold one any day.

Here’s a helpful article from BNET on referrals.