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"Helping Service Providers Find Those in Need of Care"
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Events. We all go to them (or should be, if we’re not), and we all hope to get referrals from them. But more often than not, we DON’T! I have had clients who, before working with us, swore they would never go to events anymore because they weren’t getting anything from them. Then we train them, change their minds and…boom…they get referrals! What was the problem? Most people feel that the event itself is going to get them business. Others go to events with the plan to discuss their business with people who they wouldn’t normally get to meet. Both of these are WRONG!!! If you are guilty of this, no wonder you’re not getting referrals.
Instead, we should use events as a place to build a relationship with someone, so that they will want to talk business with us at another time. In the video, I give you an example of when I went to an event with my wife and son. At that event, I wasn’t Steve “The Hurricane”, Marketing Home Care Guru. No…I was Steve, the husband and father! I was meeting other spouses and children. I was there to have a good time being ME, and to further develop those REAL RELATIONSHIPS which will then lead to referrals when we are in a professional and appropriate setting.
You should have fun at events. Socialize, make small talk, relax, and don’t stress yourself out thinking, “I have to get business here.” Use the time to start (or continue) to develop a relationship, and if the opportunity presents itself, BMFM (Book a Meeting From a Meeting) to get together later and talk business then. That’s been my formula for success for YEARS, folks. Events are essential to your business and you MUST go to them…but you have to do them correctly. As I write this blog, I am sitting in a hotel room, after attending a social gathering during a conference where I’m the Key Note speaker. So many people asked about my business and company, but I didn’t even have a business card on me. Instead, we talked about the conference, football (My NY Giants lost AGAIN ☹ ), my wife and kids, and more. Everyone knew who I was…they all want to work with me…they gave me their cards, and are excited to hear me speak. Afterwards, I’ll set up times to talk to people and follow up. That’s where I get my referrals. That’s where I get my business. Everything is about time and place.
Here’s what you need to do:
Find the events in your area
Go to those events
Stop trying to sell at those events
Build relationships and be casual with people
Schedule a time to discuss business at a later date
If you do this, I promise you, you’ll start getting referrals. The best advice I could ever give you, though, is to come to the Hurricane Marketing Boot Camp in February. Why am I getting booked to speak at all these conferences and conventions? Why are my clients having such success? Because the programs and techniques I speak/teach/train on WORK! What are you waiting for? If you’re business is booming, you need to come. If your business is stagnant, you need to come. If your business hasn’t started, you need to come. So no matter where your business is, YOU NEED TO COME!! ☺
