Operations

Monday’s Speakers Rode the Wave

LCT Staff
Posted on May 1, 2005

Wouldn’t it be great if you never had to make a sales cold call ever again? Well, that was the main message of speaker Joanne Black, who asked attendees to explore new ways to build referral business, and to let go of cold calls, which she described as highly ineffective. Dale Carnegie trainer John Rodgers explained how to immediately relay to prospects why regular clients do business with your firm. He also explored tips on getting maximum mileage through attending networking events and shared the six practices of effective salespeople.

At its annual meeting, the NLA shared its year in review, which included an increase in membership and funds. When it comes to managing large-scale events, speaker Craig Friedemann of Music Express said perhaps the biggest key to success is well-trained and informed chauffeurs.

Rodgers Recommends a 30-Second “Commercial”

Business owners can optimize networking opportunities by creating a brief speech that answers the question, “Why do my favorite customers like doing business with me?” said Dale Carnegie trainer John Rodgers, Jr., at the seminar, “How to Toot Your Horn and Get Free Publicity.”

This 30-second commercial should be delivered when a potential client asks, “So what is it that you do?”

Rodgers said that getting people to ask the magic question is best done by asking questions yourself.

You have to be interested in other people and ask open-ended questions like, “How did you get started in business?” or “What are some of the challenges you face in your industry?”

Rodgers said that other good topics include why people live where they live, family, travel and hobbies. Bad topics include religion, politics and anything of a sexual nature.

“It’s all about letting people know you are not just trying to sell something, but that you are interested in getting to know them,” said Rodgers, who offered the following six keys to increasing success at a networking event like a chamber of commerce mixer: • Find out beforehand who will be attending so you can target key customers. • Show up early so you can position yourself to meet these people.

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