How To Turn Your Contacts Into Contracts!
Recently several women and met at the Positively Powerful Breakfast held in Phoenix, AZ 
hosted by Triad West and presenting sponsor Southwest Gas Corporation. The breakfast meeting was the last one of the year. Each person gave and received gifts as well as new business best practices for the new year. The focus was on “How To Turn Your Contacts Into Contracts!” After the kick off speech by Dr. Joel Martin with tips that she has acquired through her marketing and training companies, the participants provided their knowledge. Here are the key take-aways:
- Be persistent. Keep knocking on the door. There are a lot of gate-keepers. Never give up!
- Know the culture of the company you want to work with. Go online, speak to employees, ask what the core values are to be prepared to show your expertise in ways that it will be readily received.
- Project and protect your brand. Whether you are an entrepreneur or a corporate contributor, have a product or a service you are marketing, you have a brand. What are you/it known for? What image do you project? Are you current or yesterday’s news? What are your core values? These are some of the attributes of your brand.
- Make them money! Make the priority the benefit to the company you bring them vs. having the business relationship be about you. Review and renew your skills through education, feedback, and giving back.
- Have a blueprint for your success. Create it first – in your mind. As someone once said, “If you don’t know where you are going any road will get you there.”
- Ask yourself, do your prospective clients “believe you believe?” If no, new contracts won’t happen.
- Know what you are talking about and deliver this in ways that are authentic and genuine. What was meant by authentic? Listen to your inner voice and let it lead you. Share your story. Have the internal voice and external performance match.
- There is a difference between relationships and transactions. Relationships come before the transactions. Stay in contact with them. Call, email, inform, connect with them. Be a member of their families. Put your heart into it.
- Remember, like-ability works. you are contributing value and that is a great asset.
- See the person and advocate for them. (Then they will be an advocate for you.)
- Be engaged in their learning process.
- Make them look great because of their affiliation with you.
- Let them know that they are not the worst ___ (fill in the blank). Give them hope, inspire them. Continue with your support and follow through.
- Get out and meet people. Everyone is important, you never know the gift/opportunity you will receive.
- Bring more joy to the world!
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