Guest Blogger — Angelique Rewers, The Corporate Agent
Last week on our blog we talked about how to Stack the Deck In Your Favor. This week I want to share 5 great ways to get face-to-face with your target market.
1. Speaking. Speaking positions you immediately as an expert and thought leader, and it also allows you to control the conversation as you gradually build up your business case for why what you do is such a powerful transformer for the audience’s life or business.
2. Sponsoring or exhibiting. This is a critical strategy that’s used by smart entrepreneurs to propel quickly to 7-figures and beyond, and I’m always baffled why more business owners who want (and need) clients quickly don’t leap at opportunities to get close proximity to their target market. Here’s the deal, if there are events out there that put you in a room full of your ideal target market: run, don’t walk, to that opportunity. (If you want to find events where the corporate people are, check out www.eventsinamerica.com and www.tsnn.com.)
3. Strategic networking. Note the word “strategic” in there. I’ll be the first to say that it’s not worth running all over town to networking events. The key to effective networking is that you have to find the events where your target audience actually shows up. And you need to do your homework ahead of time and go into events with a goal to meet and mingle with a specific target list of people. Lastly, you have to make follow-up a high priority after these events. Block it on your calendar.
4. “Go sees”. As much as possible, I incorporate “go sees” into my business travel. Whenever I travel to a city, I’m looking to see which companies are based there, and I reach out to make appointments to meet with at least one or two decision makers. The fact that I’m only going to be there for a few days creates a natural sense of urgency so that the meeting is more likely to happen, versus getting postponed. (And by the way, you can also use the opportunity for “go sees” to meet with existing clients as well as potential JV partners or referral partners.)
5. Attend events. One of my clients recently attended a full-day seminar that had a ticket price of a few hundred dollars. At lunch, she was seated with top decision makers from major corporations to both her right and to her left. By the time she got to lunch, she had sat through three different breakout sessions and had a great idea of exactly what to open the conversation with in order to lead to follow-up meetings. Guess what. It worked!
Bottom line? If you’re serious about growing your business, face-to-face conversations MUST be central to how you first meet, get to know about, and close your target clients.
Known as The Corporate Agent, Angelique Rewers, ABC, APR, teaches micro business owners and solopreneurs around the world how to grow their small business by working with Big Business. Get her FREE CD and articles at www.TheCorporateAgent.com.