Archive for February, 2012
I always try to recommend great books to people to help them find success in their business and entrepreneurial endeavors. One of those books is “Networking: It’s A Contact Sport” by Joseph Sweeney. What I love about this book is Joseph outlines a very practical, grassroots approach to growing your network using what he calls the “5-10-15 Program,” which consists of doing three tasks that I’ve outlined for you in the slide to the left.
What exactly do we mean by 5 “Encounters” per day, 10 “Written Correspondences” per day, and 15 “Phone Calls?” Well, here it is!
When was the last time you went to Starbucks or the grocery store? My guess is it’s not unlikely that you have visited both places within the past week. The more important question, however, is did you strike up conversations with at least one person while you were there? Probably not!
The point of five encounters per day is to put yourself in a position where you can let someone new know who you are and what you do for a living. Special note on this by the way: this usually doesn’t happen by talking about yourself first! You must show an interest in the other person you are trying to connect with.
I will admit, this second task takes a little work. The point is to get in the habit of sending out ten written correspondences per day. These can be to existing clients, those already in your network, or to prospective customers. Snail Mail, Email, and even posts on Facebook, Twitter, and LinkedIn all count toward your goal of ten per day with one condition: They must be personal!
And now for the last part: working the phones. Unfortunately, this is the least appealing way to prospect for many business owners and professionals, but when it is done regularly AND done right, you can set a lot of appointments and make a lot of sales. Just do it! Pick up the phone and make the calls! You only have to make 15 new calls per day! Yes, even if it feels like the handset weighs fifteen pounds!
Keep growing that network of endless referrals!