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Relationship Marketing - Rules For Success Part 2
By Joshua Feinberg
Relationship is extremely effective. Last time we talked about relationship and introduced you to the first seven of 14 rules you need to follow to get the most out of your relationship marketing. Here are the final seven:
Look out for potentially golden contacts. When you join a business organization, get to know the office managers, the business managers, and the administrators. Relationship with these people will put you in direct contact with key decision makers.
Watch out for people who are NOT good referral sources. You don't want to waste your time relationship to people who are only there because their boss told them to, people who just want to pick your brain about a computer problem, people who work for Fortune 1000 companies and bankers (they have in-house IT), non profit people (budgets are too low), or those who are trying to aggressively sell you something.
Don't put all your eggs in one basket. Instead of joining just one organization you are better off joining a few organizations and going half as often. Relationship is selective, the more people you meet the higher the chance of developing good bonds and relationships.
Get involved with committees. Educational committees are great because you can influence the topic (IT issues) and suggest speakers (you!). One of the most powerful ways for you to get your name in front of a group and show that you are knowledgeable,
likeable and worthy is to either be the speaker or a member of an expert panel.
Use live demonstrations as much as possible. If you can showcase your expertise through speaking engagements, committee work, discounted work for the organization, etc… you solidify your relationship approach. If you give a good performance people see you as a person they want helping their business.
Take advantage of free and low cost promotional opportunities with the organization. A lot of organizations let you put out a stack of brochures,flyers, or business cards in their offices just by virtue of being a member. In addition, just about every organization will list your name and URL in their online directory.
Put ALL your contacts into your system. Regardless of whether you sense that there is an immediate need or interest, every lead that shows potential should be put into your system and receive follow up. You never know with whom your relationship approach will stick.
The Bottom Line on Relationship Marketing
Relationship is powerful. You have been given the most important rules for success. It is now up to you to go out and use relationship to its full potential. If you do, your business will benefit significantly.
Copyright MMI-MMVI, Computer Consulting 101. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}
Joshua Feinberg, co-founder of Computer Consulting 101, helps you get more steady, high-paying clients. Learn how. Sign-up now for your free access to proven Computer Consulting 101 secrets at Computer Consulting 101
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