I want to share six important preparations you should make as you launch out that will produce more “fish.”
1. Practice what you’re going to say, your “30 second elevator speech.” Your speech should be so well rehearsed that it sounds and feels like normal conversation, not recitation of a canned script.
2. Know for what or whom you are looking, your best referral sources. Your goal is to make appointments to meet one on one with potential referral sources, not sell your goods and services. Spend your time with those people who will be able to produce for you or are willing to produce for you. Your time is valuable and so is their’s. Choose wisely where to cast your line!
3. Know 3 topics that are specific to the event you’re attending. Your conversation value will rise with the appearance that you are “in the know.” You did the homework, now put it to good use. If you’re not going to use what you have in your tackle box, why go fishing?
4. Look people in the eye when speaking. If you can remember the color of their eyes then you’re getting good eye contact. You’re also focusing on them. If people know that you are interested in them they will be far more likely to give you what you want. Good referral sources want attention. If you help people get what they want, you’ll have what you want!
5. Take 2 – 4 minutes with each person but keep moving. Don’t get tied to one person unless you are making an appointment! There are several techniques I use to “move on” politely and professionally when I get hung up. I will excuse myself because I see someone getting my attention that I promised to speak with. I will introduce the “snag” to another fisherman and move out of the way. I will apologize for taking up so much of their time and allow them to speak to others in the crowd. Use your own personality to maneuver away from people that want to capture your time unless you are making an appointment. These techniques need to be practiced so that your presentation is effective in freeing you from the snag. I’ve spent some valuable time on the lake getting unhooked from a snag or catching fish I wasn’t fishing for because of poor presentation!
6. Write a thank you note or send out a card afterwards to those that gave you their time. This one simple act of professional courtesy can bring you more profit than a $1,000 ad in your local paper. A thank you note requires an investment of your time and the recipient knows it. You demonstrated that they are worth that precious investment, and that act makes them feel special. It is the critical first step in building a successful relationship with this new referral source. Hand written cards are the best with a reference to something that you specifically talked about or learned about them. If you’re going to write generic, “Thanks for your time the other day” kind of cards, don’t waste your time or their’s! Be specific so they know you were paying attention to them. Good referral sources want attention.
