Steps to Gaining Clients at Networking Events

Believe it or not, and you can actually have fun at the same time. The key is to prepare for the event, and learn some networking skills that can help you meet the right customers.

Here are 5 steps to gaining new clients.

1. Prepare for the event by finding out who will be there, creating a short introduction, and having your business cards handy.

2. Have the right psychology. Use the event to make new contacts and build relationships. Don't think about trying to sell your product or service on the spot. People will get turned off. Your goal should be to meet several new people, and then make plans to meet afterwards with people you want to do business with.

3. Follow up after the event. Send a card, letter, or e-mail. Call to arrange a meeting, or invite the person for coffee or lunch. Without follow-up, nothing happens.

4. Do what you said you would do. If you said you would send some information, or get a referral for someone, be sure to follow through. Show that you are trustworthy and reliable.

5. Think about networking as a way to build long term relationships with clients who can give you continued business, rather than making a quick sale. Remember that everyone you meet has a whole sphere of contacts. The person you meet may not need your products or services, but he or she may know someone who you can call. Try asking: Who do you know who is (add your own information -looking for a new house, just started a new business, has a child in daycare)?

Remember that people want to do business with people they know, like and trust. A business event is the perfect place for entrepreneurs to get to know someone without trying to make a sale

Get Consistent Referrals

When was the last time you communicated with your referring clients? Generally you should be in touch with your clients monthly to bi-monthly, minimally-- depending on your field. If you can't remember the last time you contacted your clients, you may benefit from using a referral marketing calendar. Depending on your preferences, your marketing calendar could be electronic or a hard copy paper calendar.

It can be difficult, stressful, and sometimes completely ineffective to plan and execute marketing activities on a whim. Schedule time each week to review, update, and develop your referral marketing calendar. After you've entered activities on your calendar, print out the current month and hang it near your desk. It is helpful to have something tangible to remind you and help keep you on track. Be sure to also document the following:

1. Money invested.

2. Time invested.

3. Results derived.

4. Repeat activity or reject activity (based on results/return on investment).

Keep special occasions in mind when planning your activities, such as holidays, special client anniversaries, and events related to your particular business.

When was the last time you planned out your referral marketing activities for the year? If you are waiting until your business slows down you are waiting too long. Referrals are a great way to sustain a business, however they take time to nurture and flourish. Plan today for referral success tomorrow and produce a steady, consistent stream of referrals for yourself.