Are You Keeping In Touch?

Most people I meet at various networking events do a good job of following up immediately after meeting you at an event. The sad part is, very few follow-up after that if they do not connect right away or make a sale. The whole premise of networking events today is to meet people for the purpose of building relationships not just to make a sale. And, building a relationship quite often can only happen after a period of time.

I really had this driven home recently when I had someone purchase a health insurance plan from me. While my business is almost all from referrals, I have occasionally in the past purchased some Internet leads to fill in gaps in my schedule. Well, this sale came from a lead I had purchased about 3 years ago. While the individual had some interest back then they were not really a good prospect at that time.

Since late 2002, I have sent out a monthly newsletter to friends, clients and prospects as well as to anyone that has found my website and subscribed through there. So this individual for the last three years has been receiving the newsletter. And when the time was right, she called me to handle things for her. I would not have gotten the call if it wasn't for having kept in touch over a period of time.

This happens all the time because I keep in touch on a regular basis. If you do not have a way of staying in touch, I would suggest that you find a way to do so. You are losing out on sales if you are not.

In a future post, I will go into some detail of how I have set up my newsletter and how it has helped me gain business as well as helped me in the search engines.

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Copyright © 2009, Bill Hurlbut

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Networking: A Great Pick Me Up

My entire career has been in the insurance field. Until 1995 I was always working for a company in some capacity. However that year I ventured out on my own as an independent agent. It was an interesting time as I learned to do everything myself, as I was no longer in an office were much assistance was provided.

Probably the most difficult task I faced was that of keeping myself positive and upbeat with no manager prodding and pushing. It could get rather discouraging at times, especially during a sales slump when it was easy to become negative.

I found though that a good cure for the occasional doldrums was to attend a networking event. It was a great place to meet positive upbeat individuals in a very energetic atmosphere. I made every effort to not miss a weekly meeting so that I could get an attitude boost on a regular basis.

If you are in a business by yourself, where you do not have others to give you a lift and some encouragement when you encounter a down time, try attending a networking meeting and see if you don't get energized.

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Copyright © 2009, Bill Hurlbut

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When Asked "What Do You Do?"

Over the years, I have read a lot of material on answering the question "What Do You Do?". Most of the articles I have seen all want to talk about crafting short, concise "elevator speeches" which contain a USP (unique selling proposition).

My approach has generally been different for a few reasons. The primary reason I didn't like these other approaches was that it started to make it about me. I always like to keep it about the other person so that I may get to know as much about them and as quickly as I can. As stated in earlier articles, I am all about it being about the other person. My intent is to do all I can to help them and not to worry about myself.

The second reason, is having a USP or any other selling proposition just doesn't seem to make sense. You can not sell anyone in 30 seconds or less, at least today, as it is about doing business with people we know, like and trust.

In a new networking group I was asked to help get started, I have had the privilege to get to know Roland DesJardins (@flyingfrenchman in Twitter), a business coach. We share many of the same ideas about the proper way to network. He has written a great entry in his blog, entitled "So What Do You Do?" Take time to read it. I think you will agree, as I do, that it is a great way to answer the question, "What Do You Do?".

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Copyright © 2009, Bill Hurlbut

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The Groundswell of Social Media Marketing by Stephanie Cross

Earlier this year, I had the privilege of meeting Stephanie Cross at a Mastermind Group I was invited to join. The group has had a great impact on my business and the way that I approach it.

Stephanie has a great grasp of how to market on the Internet and I asked her to provide me with an article I could use in an electronic newsletter I put out monthly. Her insight is so "right on" that I thought that I would also publish it here so that even more people could gain from her wisdom.

The Groundswell of Social Media Marketing
by Stephanie Cross

I have been reading a great book called "Groundswell" by Charlene Li and Forrester Research. It refers to the emergence of social media marketing as "the groundswell". With almost 300 million users on Facebook, 14 million on Twitter in the US alone and 40 million on LinkedIn, the groundswell is definitely here.

Why get into social media marketing? Is it really necessary? How is it going to benefit me?

These are questions we hear all the time. Let's address each question.

1. Why get into social media marketing? In the past, before the groundswell of social media marketing, how did people find your website? They either found it through Search Engine Optimization (searched on Google) or they already knew your URL beforehand. Now, Search Engine Optimization is only one of several ways people can find your site now...albeit an important way, it's not the only way. We have Facebook, LinkedIn, Twitter, blogging, enewsletters, articles and YouTube (these are the main outlets, in my opinion). There are many other resources you can use to drive traffic to your site. If you are only relying on Search Engine Optimization, you will be left behind -- WAY BEHIND!

2. Is it really necessary? ABSOLUTELY! Like we discussed above, if you are only relying on Search Engine Optimization and your competitors are using social media, they will have a HUGE advantage over you in regards to exposure, traffic generation and online presence. Think of it this way...if you had the opportunity to speak in front of almost 300,000,000 people, would you take it? Facebook alone gives you this kind of platform...use it to your advantage!!

3. How is it going to benefit me? It will benefit you in several ways.

* It will increase your online exposure on multiple platforms.
* It will drive traffic to your site.
* You will grow your contact list (your potential client base).
* Become known as an expert in your industry, which leads to increased sales, press opportunities, speaking engagements and more!
* You will be able to keep tabs on what the public is saying about your service or product. By keeping up with what the public is saying, you can respond appropriately or make needed changes if you see a trend. This component alone has saved several companies from situations that could have been a crisis. Instead they responded appropriately online and avoided the crisis altogether. Whether you like it or not, people are talking about you and your company...you need to know what they are saying.

Think of it this way, keeping with the "groundswell" theme...the wave of social media is here. You can either embrace, ride the wave, and be on top, or you can stand on the shore and be crushed by the tidal wave. Where do you want to be?

Stephanie Cross
Accounts Supervisor of Click To Client
http://ClickToClient.com
http://Shama.TV

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Copyright © 2009, Bill Hurlbut

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