Bullseye...Relationship Marketing

I just sent this blast:

This e-mail brought to you by the 5th annual Bullseye Business Conference on October 27.

I promised I would send a message on Relationship Marketing today and here it is. Interestingly as i started writing this message it quickly became three separate posts. This is actually the third one that will be in a series of at least 5. I will share with you when the others are done on the off chance you would like to see them too. On to the post...

Now that I've shared my experience with and definition of relationship marketing let's take a look at how to execute the getting what you want phase.

The first thing you need is to understand what you seek. (Technically that's the second thing the real first thing is to give to others). Far too often I speak to business owners who aren't fully capable of concisely describing a good lead for themselves. You need to know two things in order to do that:

What do you do?

Who do you serve?

The first one is easy. You know what you do. You do it everyday. It tends to get a little tricky when you do a bunch of different things. Not that the work is tricky, just the ability to communicate it concisely (more on this later in the series).

One thing I've noticed is that folks who share why they do what they so in addition to what they do get a more favorable response. This is because when you talk about the why, there is a lot of passion. Passion is engaging. People like passion. "What you do" without passion isn't exciting to anyone. What you do with passion makes people want to assist you.
Who do you serve tends to be a bit tougher especially for small and/or new business owners. Why? Because most often they are willing to serve anyone who wants to write them a check. Im not saying this is a bad thing. I am saying it harder for your network to target people like that for you.

Lots of consultants and coaches will tell you to pick a niche and own it!! This is decent advice because:

A. You will have an easier time penetrating just one industry because you can really focus your marketing and networking efforts.

B. It becomes a lot easier for you to appear an expert in this space.

I would suggest that its not as important for you to worry about being an expert in their space. And you need to clearly communicate how your being an expert in your area will make them be better in theirs.

This is the foundation for getting what you seek. The next few posts will talk about the ASK (which you can download a 7 page whitepaper on from the TRYBEAN website), building relationships and maintaining them.

Hopefully you will join us at our next MCC Live on Tuesday, October 25 in Royal Oak at the Oxford Inn.

Have a fantastic weekend.

Be connected-

Terry Bean