Last updated 8/2020Course Language EnglishCourse Caption English [Auto]Course Length 02:49:54 to be exact 10194 seconds!Number of Lectures 12
This course includes:
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Certificate of completion
10 additional resources
The importance of Following Up
Why Follow Up
How to Approach Your Follow Up Strategy
When should you follow up?
The most important goal of a follow-up call is to secure a sale. ... Besides additional sales, a good relationship and trust gained from follow-up calls you've made will encourage consumers to purchase from you again. And if you've done a really good job with follow-up calls—they may just refer some new business your way.Networking is both a Science and an Art. In this Networking Series, I’m going to cover the science of networking including the different types of networking groups, the different type of networking formats, and what to look for in networking groups. I’m also going to cover the Art of Networking so you can choose the right groups to spend your precious time at, build long-lasting relationships, and maximize your impact in your ever growing sphere of influence.This course is for you ifYou just got a job or started a business and need to expand your sphere of influence.You’re in a new position that requires you to meet new people in order to get new business.You’re tired of spending all your time going to networking events without getting any results or you’re tired of dealing with people who just want to sell you things.You want to get better at building long-lasting, solid relationships and a long-lasting referral business.In this training on Networking, we’re going to cover the power of follow-ups. As someone once said, “The gold is in the follow-up.” We’ll discuss some follow-up strategies and techniques you can use to maximize your business and help you find quality business partners to work with.According to a study done by the Association of Sales Executives, 81% of all sales happen on or after the fifth contact. Years ago, IBM did a study that said that sales occur after 7 contacts. If all you do is go to networking events and pass out business cards and then “HOPE” the business will come flooding in, you’re in for a big surprise.Following-up with people, contacts, prospects should be a part of every business strategy if you want to maximize your success. Before you can establish a follow-up strategy though, you have to determine who you’re following up with.There’s another saying out there that goes something like, “People like to do business with people they know, like, and trust.” Of course, this also plays into the 5 or 7 contacts I just mentioned above. And to take it a step further, if they feel like YOU know THEM, then that’s where the magic happens.If you can convince them that you know their situation, you know their challenges, and you can fix it, then they’ll want to work with you. Therefore; it’s important that you have a different message for different people. We call this segmentation. Humans are social animals. Scientists have demonstrated that interaction with other people improves our mental health . Business is also dependent on social interactions. We all need each other for nearly everything. Every time, the "Pay it Forward” strategy works. Give before you get. It is better to help people now than later.Networking is a way to foster teamwork. Working with friends or colleagues in business, sport, or non-profit organizations allows us to accomplish more. Collaboration helps us solve large problems that require different expertise. According to an African proverb, "If you want speed, go alone. If you want to get far, go with your friends." Working with people builds trust and respect. We can leverage our expertise, experience, and networks by working together more intensively and for longer periods of time.Bonus: Each lecture comes with a downloadable MP3 version so you can take us in your car, to the gym, while walking the dog and revisit all the valuable lessons in this course!Who this course is for:EntrepreneursSalespeople
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1 Lectures | 12:54
The Gold is in the Follow-up. According to a study done by the Association of Sales Executives, 81% of all sales happen on or after the fifth contact. Years ago, IBM did a study that said that sales occur after 7 contacts. If all you do is go to networking events and pass out business cards and then “HOPE” the business will come flooding in, you’re in for a big surprise.
Following-up with people, contacts, prospects should be a part of every business strategy if you want to maximize your success. Before you can establish a follow-up strategy though, you have to determine who you’re following up with.
There’s another saying out there that goes something like, “People like to do business with people they know, like, and trust.” Of course, this also plays in to the 5 or 7 contacts I just mentioned above. And to take it a step further, if they feel like YOU know THEM, then that’s where the magic happens. If you can convince them that you know their situation, you know their challenges, and you can fix it, then they’ll want to work with you. Therefore; it’s important that you have a different message for different people. We call this segmentation. So in this training, we’ll discuss how to segment your list and put together a follow-up strategy for you.
8 Lectures | 02:29:56
When you go networking, do you give people a business card? While giving business cards are a simple and easy strategy for you, getting business cards are even more important. Getting a business card allows you to follow-up with that person and contact them.
The question is how do you manage your business cards? Oh let me tell you the ways:
1) Everything into one big shoebox
2) Piles of cards on your desk
3) Business card scanner or App
a. Neat receipts
b. Now it’s all about APPS on your phone
Microsoft Office Lens
Evernote - https://evernote.com - $7.99/mo
https://bizconnectus.com - $6.99/mo
Of course, this doesn’t do you any good unless you have a way of tracking all these contacts.
Listen, no excuses not to get started.
I don’t care if you don’t know how to use technology or don’t have a tool, just use a spreadsheet. Something is better than nothing.
2 Recommended solutions
Google Docs Spreadsheet
BIG MISTAKE people make. Spending time to go to a networking event and then not documenting who was there and why you were there.
Some fields I include when documenting my meetings.
Name of person (Separate First and Last Name)
Date, Time, and Location of Event
Notes about that person - Any distinguishing features, items, services, interests of that person.
What’s their perfect client
Are they a prospect – Hot, Warm, Cold
Do I need to follow-up
If so, when, how?
CRM - Customer Relationship Management Part One
What is a CRM?
Crazy Rich Man?
Congenial Red Manicure?
Custard Rich Moonpie?
Maybe. Could be. And what I’m talking about is a Customer Relationship Management System or CRM System.
We’ve already talked about one or two of them above.
What they do is collect, organize, and manage all your contacts.
Popular ones in the Corporate world are
SAP SE CRM
Microsoft Dynamics CRM
Of course, if you don’t want to pay a million dollars a year, that’s overkill for the average entrepreneur.
Features to look for:
Stores Contact information
Easily accessible via Web and Phone (Cloud-based)
Integrations into an autoresponder system
Sales Pipeline Functionality
Google G Suite
CRM - Customer Relationship Management Part Two
AutoResponders Part One
Autobots Roll Out! No… I mean Autoresponders! Well, first, what are autoresponders?
Autoresponders are messages set to go out automatically after a contact subscribes to your list. They are 'triggered' based on rules and time intervals that you define. And you can send out different messages to different groups of contacts.
Basically, autoresponders will allow you to stay in contact with people on automatic… thus the auto part of the autoresponder. So in a nutshell, someone “opts-in” with you and you automatically send them messages at a pre-programmed interval that YOU set. And these messages should be customized for their “demographic” or “segment”.
And since this isn’t a training on autoresponders, let’s just say that depending upon your business, you don’t want to be sending the same messages let’s say to your friends and family as you do to your business connections. To put it in laymen’s terms, an attorney will speak a different language and be interested in a different message than say a dog groomer. So when you go networking and get a bunch of business cards – and ask for permission to add them to your list first – you can send them a series of follow-up emails and stay in contact with them.
AutoResponders Part Two
Chaffee typically has a Generic follow-up email that is customized with the event that I met them at which I send to everyone from that event. Then I’ll have a series of 3 – 5 emails that I’ll send them to specific to that event (or similar events)… and then I’ll merge them into a main generic list after a period of time.
Here’s an example:
It was great connecting with you at _______ Event! Share additional ways to connect (LinkedIn, FB, Twitter).
Share an External resource or article that might help them in business (Provide value first).
Share an Internal resource or article that might help (establishing your expertise)
Ask them a question about their business – i.e. let me know what your ideal customer would look like.
Tell them what your ideal customer would look like
Let them know how they can purchase your product or service.
Social Media Part one
In today's world, social media is the name of the game. Of course, where should you be focusing your time? Here are just some of the more "popular" social networks that people are using - in no particular order.
So where should you connect with people? Yes.
Seriously though, just some quick thoughts here.
First and foremost, connect with people where you feel comfortable connecting. Many business people use LinkedIn to connect with people because it's like an online Resume. You can really get to know someone professionally on it.
Secondly, Facebook has over 2 billion users worldwide and it's where a lot of people hang out socially. The bonus feature here is that MANY people share their birthday on this site, so you can wish people a happy birthday when that time comes.
If you know how to use Twitter, that too can be a great source of communicating and connecting with people although it's not as intuitive as Facebook to build up a group of dedicated followers.
Instagram and Tik Tok are HOT HOT HOT at the time of this course and what I'll say about those two and the remaining sites are they are great places to share content with and use for attracting people versus conversing with people. Of course, your goal is to send them somewhere that they can buy your products or services which is either with a LIVE conversation with you or on your website.
The bottom line though is that you don't need to be a social media expert. You should be familiar with one or two sites and know how to use them though.
Social Media Part Two
How to behave on social sites.
3 Lectures | 07:04
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