Despite all the media coverage on this being a bad idea, why do so many people still look to sell to their network?
The chances are that a large percentage of your network aren't your ideal clients, so they won't get the full benefit of your services and you won't be happy because you won't get what you want out of it - sustained revenue, happy clients, testimonial and case study evidence that you do a great job.
If they:
- know what your ideal client looks like
- understand how you've helped similar clients
- like you and trust you
they will do two things:
- actively look out for opportunities to refer you
- come to you for advice and, maybe, your services
When they come to you for help, the relationship is in a better place and the results for both parties will be better - because you've not sold your services to them
Selling to the group without doing any prior qualification I always remind people of the following statement: the people in a networking group are your route to market, not your target market. This means that until they are properly qualified they do not require the hard sell. If you do, the result will be people avoiding you.
http://www.bmmagazine.co.uk/columns/how-to-ruin-your-chances-of-referrals/
unknownx500
