How To Turn Your Connections Into Raving Fans and Clients Without Being Pushy

Guest Blog post by Ely Delaney (an IVAA Online Summit Speaker)

I love to network with people. I’ve been known to sign up for multi-day events just so I can meet one person I know will be attending.

The people you meet are the resources you have to help you grow your business. Both as potential clients but even more so as referral sources. The people you meet can help you skyrocket and give you the resources you need to succeed.

Knowing that, why is it so many people go to events, meet people, collect business cards… and then do nothing after the event?

Follow Up is the key that seems to be missing in most people’s marketing toolbox.

They think just by attending an event they will walk out with new clients, check in hand.

Sorry to say this but it’s just not true. It rarely happens that way.

Think about it, let’s say you met 20 people at an event. Well chances are those 20 people also met 20 people. They have a lot to think about and tomorrow they’ll be back in their own businesses putting out fires.

So it’s up to you to turn that casual connection into a long lasting relationship that shows you’re not only a great potential vendor for them but a resource who is there to help them out in the long run.

You can’t LET them forget about you.

Here’s a few simple follow up steps you can implement immediately and start seeing a rise in the results you get from networking…

Follow Up IMMEDIATELY
The first thing you need to do is follow up as quickly as possible. 48 hours at the latest.

A simple email just touching base to let them know you enjoyed meeting them and you’re there for them if they need any help.
(NOT that you’re there for them if they want to buy your stuff.)

Just a simple email is huge in making a big impact. I can say from my personal experience that in the 19+ years I’ve been in business I’d say less than 5% of the people I meet EVER follow up with a simple touch base. That includes thank you cards, emails, social media messages, phone calls, etc. ALL TOGETHER less than 5% do I ever hear from again.

Remember it’s a long term relationship
You can’t just send one email and expect them to remember you for life. (I doubt any of us can make that good of an impact with a single email)

You’ve got to stay in touch. Put it on your calendar to touch base again in a month. It could be a phone call, another email or even a message on Facebook. Just stay in touch. Let them know what you’ve been up to and ask them to share what they are working on. It lets them know you actually care and are there for them.

And just to add a bit more flare to it, try picking up the phone instead of sending another email. I’m a huge email guy. It’s my best way of communicating, but I KNOW when I make a call to someone to touch base they are totally shocked. Especially when I call and ask how they’ve been instead of pitching my stuff to them.

They usually don’t know how to react. It’s not normal.
The reaction alone is worth the call.
🙂

Become a resource for them
Let them know you’re there for them any time they need help with something. NOT just when it comes to your products and services.

Simply letting them know you’re there to offer advice, share resources, connect with other entrepreneurs, etc is huge and will make a lasting impact on them. I’ve had people who I’ve known for years who ask me a question every now and then to see if I might have an idea on how to help them out. Those are the people who send me referrals and come back when they really need help from someone they trust.

Perfect example… I’ve known this trainer for years. Easily over 10 years. We’ve ran in the same circles but hadn’t actually done business before. Then out of nowhere she calls me up and asks if I’d look at something she was working on.

I gave her some quick feedback which she loved and then she asked if I’d help her with putting it in place. That led to her becoming a client of ours.

What’s even better is that she’s referred me to another client who I’ve been working with for almost a year now. He’s been a great client to work with and pays well for my experience.

That would never have happened if I didn’t build the relationship and stay in touch 10 years ago.

It really does work like that. Sometimes those connections will turn into clients immediately. Some may take years. In the end, you’ll be the go to rock star they know like and trust with their business and their friends.

Ely Delaney

Ely is the co-founder and lead trainer of YourMarketingUniversity.com, a marketing education company designed specifically to teach you how to take control of your marketing, online and offline. Ely simplifies the complex when it comes to marketing your business and becoming THE expert in your industry.  His topic sat the IVAA Online Summit is Become A Follow Up Fanatic & Turn Those Connections Into Clients!

Register today for the summit and be part of this two day virtual conference with many speakers and lots of prizes to win –  IVAA wants to help educate, empower and grow your virtual business!

Kathy Colaiacovo