Meet New People
The depth and effectiveness of your web of influence is directly related to the number of people that you know and the number of people who "know you" or "know of you". So it follows that it is essential that you grow your web of influence by meeting new people. There are a number of ways to systematically meet new people by getting involved in your community. But for now just think about meeting new people in the everyday course of life. You have opportunities to meet people at the barber, the grocer, the gas station, on the train, at lunch, through friends, at your kids ball game, at the PTA meeting. All of these people are part of your web of influence. It is important that you connect with them so that they know what you do and how they can refer business to you.
Dig Deep
Now you may think that you should jump in when you meet someone and start telling them what you do and how they can send you business. Actually, you should do just the opposite. You should start asking them questions so that you can find out how you can send them business. And if they are not in business you want to find you how you can help them.
The first premise behind this concept is simple:
"If you help someone, they will want to help you in return."
The second premise behind this concept is exciting to any salesman who hates cold calling.
"If you start every conversation with a new acquaintence with the goal of finding out how your can help them, selling becomes fun filled and full filling, not fearful."
How to Dig Deep
Start by asking the questions your mother might ask a new acquaintence.
Where are you from? Do you have any brothers and sisters? Do they live nearby? Are you married? Do you have kids?
These questions will lead to a discussion about the persons personal life and you will probably find some area of their life where they may need your help. It may be as simple as referring them to a good piano teacher in their neighborhood, or to a good plumber or electrician. If for example they do need a plumber and you refer them to your friend Ralph the Plumber you have now made to people in your web happy, your new acquaintence and Ralph. Both of the people are now likely to refer customers to you, if they know how.
If you are talking with a business person ask them questions like this.
How long have you been in business? What is your best selling and worst selling product? Who is your target customer? What is the biggest problem you are facing right now in your business?
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Your goal is to find out two things.
- What they are good at and who their target customer is so that you can refer people to them in the future.
- Second, what their problems are so that you can refer them to people you know will be able to offer them solutions.