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I approached her sliding glass window and stood in back of a gentleman whom I assumed she was helping. After about three minutes, I realized he was waiting for the office manager and she could have acknowledged my presence. I stepped up to the window; she did not say good morning; she did not smile; she just glared at me. I started to speak; she pointed a finger at a clip board with a paper to fill out. I placed the completed sheet in front of her, perhaps expecting a thank you or a smile or at least ‘have a seat; the doctor will see you soon’.

I was so intrigued by her manner that I watched her interaction with the other patients. The man sitting next to me started to tell me that even though he had an appointment he had been waiting a long time. He told me he was extremely dissatisfied with the way the place was run and was starting to regret his association with this office. With a bit of humor, I told him I was watching the receptionist and asked if she had uttered a word to him. He started to laugh, and said, “Come to think of it, not a word!”
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I have been trying to think about how I can talk about this subject and address it in a way that would be fair and balanced without injecting too much personal opinion and have decided to first talk about the types of groups and then later on be more specific. It is important to remember that you will have preferences that may not align with mine, but that each of us share a common goal in our networking. More business and possibly more friends.

So lets begin by analyzing the various types of groups. There are many different types of groups, but it is easier to categorize them by the meeting format rather than using individual categories like chambers of commerce or women’s groups.

Most groups fall under one of 4 main categories. These are Social Networking, Business Networking, Leads Groups and Networking with a Program.

Social Networking

Social networking is a part of our daily lives whether we realize it or not. Each time we attend any function that involves a group of people we are networking on a social level. Whether we are attending a charity event, going to a party at a friends house, going to a religious service, or attending an organized social networking event, we are in a networking environment.

In most cases a large part of participation in these groups is not related to business. However, there are always opportunities to meet people who could be or know prospective clients. When you attend these types of functions, it is advised to have some business cards in your pocket in case you meet someone else who is networking for their business, but remember that business networking is not the primary purpose of the function, so be very casual in the way you approach others about your business.

Social Networking Tip:

Never assume that any individual at these functions is not a good prospect for your business. You will find many opportunities there. It is just good to remember that people are there for many reasons and may not want to talk about business.

Business Networking

Believe it or not there are very few groups or organizations that are simply “business networking groups”. This category, for the purpose of our discussion is reserved for groups that do not have speakers or programs. An example of business networking would be similar to a chamber of commerce after hours. In business networking, you simply gather together with other business associates to talk about your businesses.

I find it much better to have a lot of time to talk to people about my business rather than have a brief period to talk and then have to sit down and listen to a program. This format enables you to really get to know people in the allotted amount of time. In some cases you can even do business with someone who you have met for the first time.
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What is a leads group? Leads groups seem to be the most popular form of networking judging that comment by the fact that there are more leads groups in existence that have been around for a long time than most other types of groups.

Leads groups are often referred to as closed groups. This means that there can only be one type of a business represented in a group. Lets say that I am a web designer. In a closed group I would be the only web designer represented in the group. Other web designers would be allowed to visit, but if they wanted to join the organization they would have to find a group that did not have a web designer. If there was no opening in an existing group for a web designer, the person would have to go on a waiting list until an opening became available, or a new group was formed.

Most leads groups meet once a week. There are some that only meet once a month. Leads groups offer something that a lot of people need. Structure and discipline. What do I mean by this?

Structure – In a leads group you do not have to be a master net worker. As a matter of fact, you can be a shy person and still have success in a leads group. Most leads groups allow a given amount of time to tell other members about your business. This usually ranges from one to five minutes. In this allotted amount of time you can go into great detail about your business including describing what type of leads you are looking for. The format is usually accomplished by sitting around a large table, and a leader moderates the time and asks questions. The meetings are generally held early in the morning or at lunchtime.

Discipline – In a leads group you are expected to show up for the meetings. Theoretically, if a leads group had only 15 members and several people did not show up, it would be difficult to have a reasonable meeting. To insure against this happening most groups require that you assign a substitute when you can not attend. This substitute should be a person in the same industry as you so that the balance of the group is not affected. In this situation, if you have a tendency to miss a lot of meetings, it would not be good to join a leads group. If you miss a lot of meetings without a sub, you will be ejected from the group.
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Traditional marketing strategies encourage business owners to continually grow their businesses by adding new customers. In today’s competitive world of business, it is more important than ever to aim for more transactions with existing customers by using the power of customer follow-up and attention to good service.

These second ten tips will help you in turning your existing customers into walking billboards for your business and loyal customers for a lifetime. While we aren’t advocating that you do all ten, choosing your favorite five and making sure they become a part of your marketing efforts will pay off handsomely.

1. Conduct surveys one time per month in order to find out what your clients want and need. Your ability to deliver solutions to current problems will position you as a coach who is solution oriented and who is willing to be flexible to deliver what it is that the client most wants and needs. An online survey tool such as www.zoomerang.com is a fantastic tool for providing online surveys to your current customers and clients.

2. Support your clients by attending their events and by sending them referrals. Are your clients leading a workshop or a teleclass? Are they holding a special “grand opening” or announcing a new product or service? Will your client be playing the piano for a special event or helping with a charity auction? Find out what special events are in the future for your client and attend those events with enthusiasm. This one perk will let your clients know that you are committed to them through and through. In addition, become a walking billboard for your clients, telling others about their products or services, and send them referrals on a regular basis. The building of a strong relationship and strategic alliance begins with you, so let your support be known by “showing up” and “talking your client up to others.” If you cannot attend the event, contact the client on the day of their big event, wishing them well and letting them know how much you wish you could attend.

3. Set aside a 3 hour block of time each week strictly for the purpose of being “on call” for your clients. During this 3-hour block of time, you will be providing “spot coaching” for clients who want to call in for questions, a quick dose of motivation, or to get support in the area of problem solving. Limit each call to 15 minutes so that everyone who wants to talk with you will have a chance to do so.

4. Host a “Client Only” Call one time per month. As you begin to coach more and more of your ideal clients, you will begin to notice “common problems” shared by your clients. Watch closely for these common problems, and use your knowledge to build a “Client Only” call one time per month. The Client Only call will provide your clients with information and value around a particular topic which is on their minds such as how to increase profits, how to get more customers, or how to deal with negative thought patterns which block success. The Client Only Call will also support your clients in extending his or her network, which is a wonderful value add.
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