Networking mining social capital for leads
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This business development presentation focuses on the importance of building relationships as a member of a referral marketing group. It uses a mining analogy to explain the key elements you need to be successful when participating in a group like this. The presentation was given to a referral network group sponsored by the Huron Valley Chamber of Commerce. The audience members were small businesses of 1-5 employees.
Networking mining social capital for leads
- 1. Networking: Mining Your Social Capital Joan Witte September 12, 2012
- 2. Mining Leads Requires Development Time Teamwork Nevada gold mines remove .05 ounces, or about $14 worth of pure gold per 1 ton of dirt. Sept. 12, 2012 P. 2
- 3. Prospecting Steps Remove Create trust (be genuine, on-time, give 1st referral, show interest in all) Listen (set up regular appointments, continue to learn about ea. other) barriers Help with other needs (office move, proofread, sounding board) Clear unsafe Provide honest feedback and take action to feedback Drop the whats in it for me attitude spots Tell stories to illustrate a good referral (be specific) Support the Follow-up 48 hrs (compliment, email article, social media, thought) Talk to the right people excavation Look for compatible businesses Go for quality not quantity Prospect Belong and be active (civic, art, religious, sports, hobby) Be early to events, select who you want to meet Greet newcomers; dont always hang with same people Sept. 12, 2012 P. 3
- 4. Chamber of Commerce Ground Support : Ambassador Ribbon cutting Chamber challenges Social activities A referral network is NOT all business; its all RELATIONSHIPS! Sept. 12, 2012 P. 4