Having Trouble Reaching a Specific Prospect — How to Reach That Hard-to-Reach Prospect in One Try
Having Trouble Reaching a Specific Prospect — How to Reach That Hard-to-Reach Prospect in One Try
Law of 6 Degrees of Separation
“You can reach literally anyone in the entire world through 5-6 steps.”
Let's look at that concept:
Step 1 – 100 people -- Most people know at least 100 people.
Step 2 – 10,000 people -- If those 100 people also know 100 people, then you can reach 10,000 people just by asking everyone you know to ask for you.
Step 3 – 1,000,000 people
You get the point. You are increasing your reach by 100 times at each level.
Step 4 –100 million people
Step 5 – 10 billion people. And keep in mind there are only approximately 6 billion people in the entire world.
The Right Way and the Wrong Way of Networking “So what?” you say. You’ve heard this story before and networking never worked for before. Well….then you were doing it wrong!
Have you been going to networking events and getting nowhere fast? No one seemed to be buying anything.
A networking event is not the place to sell, it is the place to build a network of people that beg for your help and where you help them connect through your extensive network that you continually develop.
Stop seling and start networking building. The way to do that is to offer help to others to reach those they'd like to reach. Of course you need to develop your 30-second elevator speech to the point that everyone you meet with will be compelled to ask you "how in the world do you do that" and then you'll be able to ask them who do they know who just might need that. However.....this is the MOST IMPORTANT part...you aren't tere to sell...you are there to help everyone you meet connect with THEIR MOST IMPORTANT prospect. If you do this over and over you will become the most important person in their network, and....of course they'll refer you.
So, back to our original idea, that you could find someone that knows that very important, and very hard to reach prospect.
Frankly, just ask your 100 people who knows your “most important person” and then ask them to ask for you. If this 100 people trust you and believe in you, they will reach 10,000 people for you.
Virtual Networking
Now, here’s a suggestion that will explode your reach. There are online virtual networks that let you see those principles I mentioned working in real time. Some online virtual networks are a waste of time and others really work. One of those is http://www.linkedin.com
I’ve been able to go on LinkedIn, type in a name, or title, or industry of someone I’ve been dying to meet and find them, or someone like them. And, since this is a network of networkers open to the networking principle, guess what? They’ll take your call, or your request to connect. When I work this network I’ve gotten as many appointments a week as I could handle, 15-20 appointments a week with THE PEOPLE I’d like to meet with. Some have been amazingly powerful and visible people that others would die to meet.
Build your tier 1 LinkedIn network, and the next time you are networking face to face (at the chamber, BNI, or other networking group) you can share connections. And, even if you don't have the information on the tip of your tongue when networking face to face just suggest that you are sure that you may have someone in your network and then go to LinkedIn and find that person for them. You will be a hero and they will refer you.
Also, LinkedIn allows you to send an invitation to the network. Right after a live networking event invite everyone you meet with to LinkedIn and show them how big of a network you have built. Once someone is on your LinkedInd virtual network you can see all of the people they have, or will have in their network.
Networking with the RIGHT People
One key concept is to network with the right people. If your networking with people who couldn’t possibly know directly the people you’d like to reach, yes you would eventually be able to reach them through several steps of your networking, but by raising your tier 1 and tier 2 levels to the economic level, or power socializing level of your targets you’ll be reaching your target in 1-2 steps.
I once asked a contact if he knew someone who would be interested in helping one of my clients develop an Asian distribution system. He seemed to be someone who should know someone that does that, but I didn’t expect him to be the one. His response was that he was a partner with the ex-ambassador to China and they both own a large Asian distribution company. The stories go on and on like this.
Simple Steps
So, here’s the bottom line on how to reach your hard-to-reach prospect:
Ask your current network
Join a virtual network….ask that network.
Build your network (virtual or live)…and keep asking.
Make sure you are networking with others that know someone like your prospect
This isn’t bull….you can literally reach almost anyone you want on the first call….well, maybe not the president of the United States!
Having Trouble Reaching a Specific Prospect How to Reach That HardtoReach Prospect in One Try - To learn more about this author, visit Alan Boyer's Website.
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Wouldn’t it be easier if you were referred to your hard-to-reach prospect instead of becoming one of those dreaded cold calls? If you could get an introduction to that person from someone that you both know and trust what are your chances of getting that appointment? Pretty high, maybe on the first call…right?
Law of 6 Degrees of Separation
“You can reach literally anyone in the entire world through 5-6 steps.”
Let's look at that concept:
Step 1 – 100 people -- Most people know at least 100 people.
Step 2 – 10,000 people -- If those 100 people also know 100 people, then you can reach 10,000 people just by asking everyone you know to ask for you.
Step 3 – 1,000,000 people
You get the point. You are increasing your reach by 100 times at each level.
Step 4 –100 million people
Step 5 – 10 billion people. And keep in mind there are only approximately 6 billion people in the entire world.
The Right Way and the Wrong Way of Networking “So what?” you say. You’ve heard this story before and networking never worked for before. Well….then you were doing it wrong!
Have you been going to networking events and getting nowhere fast? No one seemed to be buying anything.
A networking event is not the place to sell, it is the place to build a network of people that beg for your help and where you help them connect through your extensive network that you continually develop.
Stop seling and start networking building. The way to do that is to offer help to others to reach those they'd like to reach. Of course you need to develop your 30-second elevator speech to the point that everyone you meet with will be compelled to ask you "how in the world do you do that" and then you'll be able to ask them who do they know who just might need that. However.....this is the MOST IMPORTANT part...you aren't tere to sell...you are there to help everyone you meet connect with THEIR MOST IMPORTANT prospect. If you do this over and over you will become the most important person in their network, and....of course they'll refer you.
So, back to our original idea, that you could find someone that knows that very important, and very hard to reach prospect.
Frankly, just ask your 100 people who knows your “most important person” and then ask them to ask for you. If this 100 people trust you and believe in you, they will reach 10,000 people for you.
Virtual Networking
Now, here’s a suggestion that will explode your reach. There are online virtual networks that let you see those principles I mentioned working in real time. Some online virtual networks are a waste of time and others really work. One of those is http://www.linkedin.com
I’ve been able to go on LinkedIn, type in a name, or title, or industry of someone I’ve been dying to meet and find them, or someone like them. And, since this is a network of networkers open to the networking principle, guess what? They’ll take your call, or your request to connect. When I work this network I’ve gotten as many appointments a week as I could handle, 15-20 appointments a week with THE PEOPLE I’d like to meet with. Some have been amazingly powerful and visible people that others would die to meet.
Build your tier 1 LinkedIn network, and the next time you are networking face to face (at the chamber, BNI, or other networking group) you can share connections. And, even if you don't have the information on the tip of your tongue when networking face to face just suggest that you are sure that you may have someone in your network and then go to LinkedIn and find that person for them. You will be a hero and they will refer you.
Also, LinkedIn allows you to send an invitation to the network. Right after a live networking event invite everyone you meet with to LinkedIn and show them how big of a network you have built. Once someone is on your LinkedInd virtual network you can see all of the people they have, or will have in their network.
Networking with the RIGHT People
One key concept is to network with the right people. If your networking with people who couldn’t possibly know directly the people you’d like to reach, yes you would eventually be able to reach them through several steps of your networking, but by raising your tier 1 and tier 2 levels to the economic level, or power socializing level of your targets you’ll be reaching your target in 1-2 steps.
I once asked a contact if he knew someone who would be interested in helping one of my clients develop an Asian distribution system. He seemed to be someone who should know someone that does that, but I didn’t expect him to be the one. His response was that he was a partner with the ex-ambassador to China and they both own a large Asian distribution company. The stories go on and on like this.
Simple Steps
So, here’s the bottom line on how to reach your hard-to-reach prospect:
Ask your current network
Join a virtual network….ask that network.
Build your network (virtual or live)…and keep asking.
Make sure you are networking with others that know someone like your prospect
This isn’t bull….you can literally reach almost anyone you want on the first call….well, maybe not the president of the United States!
Having Trouble Reaching a Specific Prospect How to Reach That HardtoReach Prospect in One Try - To learn more about this author, visit Alan Boyer's Website.
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