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Networking is a great way to market your cleaning business, and in order to do it effectively, you need to plan ahead so you know what you want to accomplish at each event. You also need to grow and nurture your network to keep it fresh!
Networking isn't about seeing who can collect the most business cards. How many times have you attended an event, and then let the pile of cards sit on your desk? Have you ever gone back through the cards and wondered what the person looked like who gave you their card? Wouldn't it feel awkward to call that person up when you don't even remember meeting them or what they look like? Chances are, the cards will end up in the trash.
In order to network more effectively, it helps to have a plan of attack BEFORE the event. Here are some ways to plan ahead:
* Set a goal. Perhaps the goal is to connect and have a conversation with 3 people before the event is over. Once you've reached your goal, if you're not feeling comfortable, then give yourself permission to leave. However, if you're enjoying yourself, by all means stay and continue to meet more people.
* Be prepared. Have your business cards ready, know your "elevator speech", and be prepared with your conversation questions", noted in Part One.
* Be proactive. Instead of waiting for people to approach you, take the initiative and walk up to someone who looks like they could use someone to talk to and introduce yourself. Ask them about their business. They'll be relieved someone is taking an interest in their business and will eventually ask about yours.
* Listen, listen, listen! Ask questions about the person you've just met, and then let them talk. The more you let people talk about themselves, the more you learn. Eventually they'll realize that they've been doing all the talking and ask about your business.
* Give referrals. Don't go to the event with the goal of just finding new prospects for your business. People give referrals to people who are generous and offer referrals to them.
* Remember to write comments on the back of the cards you receive. Perhaps someone mentioned they might have a referral for you but need to look up the contact person's information at the office. Or maybe you talked about continuing the conversation over coffee. Jot down these notes - this will help you when it comes time to follow up.
* Plan to follow up. When you get home, don't simply set aside the cards and forget about them. Make a point to follow up with the people you've met within a week. The best way to follow up is with a phone call.
Once you're in the habit of planning for the events you'll attend, you need to come up with a way to keep your network growing. It's not enough to attend the event and perhaps do one follow up call. Your network needs to remain "fresh". Here's some tips for growing your network and keeping it fresh:
* Start a contact database so you have a place to document the people you meet. Enter information into the database soon after meeting someone or attending an event. Make notes in the database about every contact you have with this person, along with the date. This will be helpful to you if you need to refer back to a conversation or if it's been a while since you've connected with this person.
* Go through your database regularly and contact at least 2 people you haven't spoken to in 60 or 90 days. This way they won't forget you.
* Always be prepared by having your business cards with you -- when going shopping, to the hair salon, even at your child's school events. You never know when you might meet someone who could provide you with a referral.
* Spend at least 2 days a month attending networking events.
* Invite someone in your network to attend an event with you, rather than always going alone. Don't stick together at the event though. Each of you should make new connections and then you can talk and compare notes later.
* If you read an article in a magazine, newspaper or on the Internet, clip it or print it out and send it to a person in your network that you think might be interested.
* Don't let your database get bogged down with old information and contacts. Once a year, go through the database and delete any people you haven't connected with during the year.
Copyright (c) 2006 The Janitorial Store
Steve Hanson is co-founding member of The Janitorial Store (TM), an online community that offers weekly tips, articles, downloads, discussion forums, and more for anyone who would like to learn how to start a cleaning business. Visit The Janitorial Store's blog and get inspired by reading cleaning success stories from owners of cleaning companies. |
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