If you had read the Leader blog this week you would have seen our blog about finding contacts on a daily basis and how crucial it is to your business. We talked about how 3 new contacts a day are what it takes to keep your business moving forward. That 3 a day becomes 90 people a month and although the majority of these people you will meet at shows you still need to adapt ways to find more people. Then, besides that you also have to understand your products and your market in general. Let’s say the majority of your products are $50.00 and above plus the commonly purchased product is under $20.00 then you need to find more customers who have enough money to spend at a higher rate and less customers who will spend at the lower rate only. Now don’t go and get rid of customers just understand your business limitations. So let’s look at ways you can find those 90 people and the people right for your business:
- It starts by simply getting out there. Talk to people everywhere you go such as; photocopying, grocery shopping, hotel staff and customers while going to a conference, trade shows and craft fairs, do your mini demo at a cafe,etc.
- do 3 draw boxes at 3 different locations - go to cafe, gym, salon managers and talk about setting up a draw box. The key to doing a successful draw box is letting the staff know that you will be doing a small draw for just the staff for all their help in getting people to enter your draw. Also, it is a good idea to do a mock basket that would sit next to the draw. A mock basket is a draw basket filled with empty boxes/containers that look like products but will not cost you a lot if it walks away. Put out catalogues, business cards and a nice box with a flyer explaining the draw. Lots of draw slips and tie a pen with ribbon which you glue to the box or it will disappear. Go back and refill as needed through out the 7-10 days you leave it there. Once you have your leads then call/email all of them right away with a deal to book and a deal to buy. Keep your leads for future reference and don’t forget to mark on the back all your progress with the customer.
- Join groups/clubs - Join things you enjoy but also think about what type of people might be attending. IE: sports events - lots of people but almost impossible to chat with people, Support groups: might be ok but usually people who have spent the meeting talking about their issues do not want to see or talk to you afterwards. Craft groups and charity groups can be great places to meet people.
- Make sure you are using a referral program at your shows - check out Networking Gals “Referrals” for an example of how to use one.
- Always use Networking Gals “Squared Up” at every show because it can add more in sales but it may give you access to those who did not attend but wanted to take part.
- Go back to school - take some evening classes in a subject that appeals to you. You may want to take some business courses or try learning Calligraphy or scrapbooking, etc.
- Search outside your area - We tend to do parties mostly close to where we live but if you are selling a higher end product that may not work. So try putting up flyers in a different area or city. Drop tons of business cards around the area you think may be your niche market. Do your draw boxes in this area and search for trade shows in that area.Talk to the local paper of the area to see if they offer a welcome basket to new home owners or something and then see if you can put a baggie filled with a catalogue, biz card, a sample or gift.
- Do draws at every Trade show/craft fair - This is very important to do a separate draw for people stopping at your booth. Now the event organizer may want a gift for their promotions but still make sure you do one at your table. Also make sure you do up tons of business cards with a small gift attached and hand them out to everyone.These are great ways of finding more leads.
Sometimes it is as simple as a few draws or a couple of trade shows that can keep you working for several months. The key to this is always keep searching and keep putting those draw boxes out even if you feel you have enough business. The best way to recruit is by increasing the number of people you are seeing/talking to. I hope you find these tips work for you as they always worked for me. Remember…..
Life is too short………..so go out and Party!