I was speaking with a customer about networking, generating leads, and converting those leads into guests. He mentioned that he was mooting whether or not to join a Le Tip networking group. He told me that there were realtors, electricians, and bankers in the group, so he did not suppose it would pay off. He said that it was easier for those types of businesses to induce leads, but for him, as a business trainer, it was not as clear.
A short time latterly he told me that someone he met times ago when he was a member of a BNI networking group had called him out of the blue asking about his programs.
How long does it really take to make a relationship? How long should it take from the time you first meet someone until they come to a customer or client of yours?
I met a woman at a meeting of the NJ Trainers Association. It was shortly after I began guiding, presumably in 2004 or 2005. We got to know each other enough well, and at some point, I asked her if she wanted to work with me. She said no, but I continued to run into her reasonably regularly, and she entered my regular newsletters.
In 2012 I ran a program, and she inked up for it. In fact, she inked up for it doubly.
In order for someone to buy from you, three effects need to be in place.
1. The Know, Like, and Trust Factor.
You have to make connections. There are indeed times where it seems to develop incontinently, and other times it takes a while. There are numerous ways to do this, but in general, suppose of this as developing a fellowship. When you first meet someone, you do not partake in your deepest secrets. You go out with them for coffee, get to know them a little. Also, you go out at an alternate time, perhaps for lunch or regale and partake a bit more. It takes time to make that trust.
Suppose of your gemütlichkeit. Suppose of your business connections. The trust you have in those people did not develop late, and the trust your musketeers and guests have in you did not develop late, moreover. And as you grow to know, like, and trust each other, you’ll find.
2. The Need.
Sure there are times when you incontinently, upon meeting someone, fetes the need that they’ve and how your product or service can fulfill that need, but this is not always the case.
Going back to the customer I told you about before, and I knew her about seven times before she became a customer. She simply did not need me or did not suppose she demanded me before that.
Suppose about a plumber. You may know of a plumber that you know like and trust. But it is not until your Gomorrah is congested that you need him.
3. The Ask.
This is the most crucial part. You need to make yourself available to the people you meet. Let them know what you do, how you help people. What you might be suitable to help them with. Don’t assume that they will raise their hand when they’re ready to work with you. You must ask them to work with you, however, If the timing is not suitable for them. e. the need is not there, make sure to let them know how they can reach you in the future and stay in touch with them. Remain a presence in their lives.
And the customer I introduced you to in the morning decided to join Le Tip. It might not pay off incontinently, but over the long term, it’ll give him new connections that start with getting to know each other, changing the requirements, and eventually leading to the ask.
Now Then is commodity really funny. Going back one other time to the customer I mentioned who did not hire me seven times, she asked me a question during the program she shared in. She asked how long she should keep transferring emails to the people on her list? How long should she continue calling people and networking with the same people?
I asked her how long she had known me. How numerous times had I posted her or spoken to her over the times before she bought anything from me? However, she no way would have been there and would not have fulfilled her need to learn what was being presented in that program If I had given up on her.
The answer to her question is. Stay in touch with the people you meet for as long as it takes. You noway know where a relationship will lead you. Perhaps that person will buy a commodity from you. Perhaps they will relate someone to you who’ll buy from you. And it’s also possible that you’ll find a need that they will be suitable to help you with.
How long do you develop connections with the people you meet? How do you find out their requirements? How frequently do you ask them to work with you?