 |
Leads, Referrals, and Networking Partners - Is There a Difference? |
 | 45 |
|
|
Submitted by Jaynine Howard
| RSS Feed
| Add Comment
| Bookmark Me!
You often hear that we need a lead attraction system and you know you need to go to networking events. So when you are sitting at your desk with a mountain of names, email addresses, and phone numbers do you know what to do with them? Your action plan will depend on if the name is a lead, referral, or networking partner. You need to categorize the names into three stacks: Lead, Referral, and Networking Partner.
Leads are names you received from your lead generating tool on your website or names that you received from somewhere or someone. If you received the name from a person and the person expressly stated that the person whose name they were giving you did not know they were giving you the name that is a lead. You may have briefly been introduced to the person but you don't know if they are truly interested in your product or service. Think of a lead as someone you are going to cold call.
Referrals are names of people you received because they expressly asked someone else to pass their information on to you. This person is expecting your call and waiting for you to call. The rapport building relationship has already started because someone else has already spoken highly of you to that person.
Networking partners are people you meet at networking events and you both agree to work together and help each other. You aren't purchasing anything from each other but possibly sharing contact lists or hosting an event together to get more business for both of you. This is a win win situation for both people involved. It is also often times called a Joint Venture.
Your approach to working with the individual will depend on whether they are a lead, referral or networking partner. Remember, people do business with those they like, know, and trust. If the person is a lead you must take extra time to cultivate the relationship. You should not expect to close a sale on the first contact. Leads don't know you yet. If the person is a referral he or she will have already heard about and probably investigated your website and reputation. He or she may be willing to purchase your service or product but you must proceed with caution and not be overly pushy. You don't want to scare him or her off. A networking partner or joint venture partner is someone that you know you want to work with so you will be enthusiastic and very frank when discussing your ideas for the joint venture. You will be very open, honest, and blunt with this person because you know he or she is ready to work with you.
When you know the correct definitions of lead, referral, and networking partner you can see that when you do attend a networking event you have the opportunity to leave the event with leads, referrals, and networking partners. Your follow up strategies must focus on whether the person is a lead, referral, or networking partner. When you recognize this you will be able to better cultivate the relationships and move leads and referrals into becoming clients.
So when you think about it; is a networking event about collecting leads and referrals or joint venture partner? Maybe the name should be changed to Lead Event or Referral Event. Networking Event sounds limiting so you must recognize that it is not just about collecting networking partners. You have the opportunity to gather leads, referrals, and joint partner venture opportunities. Maximize the results of your attendance and take time to develop rapport. Remember people do business with those they know, like, and trust.
Coach Jaynine ensures small business owners and determined individuals turn their Dreams into Reality. She facilitates personal improvement through the use of assessments, self empowerment, and client specific action steps via the telephone and internet. Her clients increase their productivity and earning power while living life on their terms. Experience what Coaching can do for you by registering for a complimentary teleclass at Dream Catcher Life Coaching.
Click for Details --> Dream Catcher Life Coaching <--
|
|
|
|
|
LinkedIn Recommendation:
 Reita Scheidel - Social Media Analyst at General Products - I had Teo create a broadcast page for my site that integrated with YouTube videos. I really like how it works and am working with him on another project called iTVMaker.com - I think this will be a real winner because I have Teo on my team. We're hoping to launch at the end of this month and I know it will be fun for everyone! Teo is easy to work with and I have a great time every time we plan a new phase for our projects! - March 17, 2012, Reita was Teo's client |
|
Featured [Leads] Articles:
|
|
