The Rainmakers
December 15th, 2006 | by Mitchell Allen |I’m Not Getting Any Sales!
Sometimes, it is as simple as deciding to just do it.
You are in business. You’re in a rut. Your last sale was more remote than your oil change. Oh, and the car note is overdue. What to do?
You don’t have to be in dire straits to realize that referrals equal new business and getting those referrals should be the main focus of your business building strategy. The approach that you take determines how easily you accomplish this on-going task.
I had the pleasure of watching a focus group at work. Team Nimbus, a business-building networking group, has weekly workshops aimed at jump-starting a business owner’s revenue generating activity.
Guests and members, guided by a facilitator (think motivator), consider a specific problem presented by one business owner and hash out a practical solution. That business owner is then charged with carrying out the steps to make that solution happen.
In the two and a half hour workshop, we literally created three action plans for three different businesses.
I’ll tell you about the home remodeling business, since that plan was carried out first.
Can You Help Me?
Jim, the facilitator, asked us to help Michelle, the remodeling business owner, meet prospects. First, we identified her target audience, then we tried to think of people who could introduce her to that audience.
As you might expect, real estate agents, builders and lenders topped the list.
Next, we tried to come up with a non-intrusive way to bring these people together. Remember, these professionals live and die by their networks, so it wasn’t a matter of enticing them, it was more important to search for synergy. We wanted to create something that wouldn’t resemble a sales pitch. Instead, we wanted to bring different industries together so that they would have an opportunity to meet potential contacts.
Finally, we came up with a social get-together – a Meet and Greet. The setting would be Michelle’s showroom. Once that idea was written down, we just tossed around a few logistical ideas. By the time we had finished with Michelle, she had a road map for meeting dozens of new people.
What happened next demonstrated the power of Team Nimbus.
When Is It?
Jim asked Michelle to set a date for the Meet and Greet …
That’s it.
Just Do It.
Who Do You Know?
The next morning, Michelle emailed everyone from the workshop, thanking us for our help and explaining exactly what she needed: RSVP’s from three people that we know that would benefit from attending. She also asked us to bring a bottle or a dessert.
Since we had already discussed the target audience in the workshop, I had my three invites ready. So I invited them, asking them to confirm. Then I went out bought some Sparkling Apple Cider.
All I had to do now was show up.
Hi!
Well, everybody had pitched in! There were quite a few people at the Meet and Greet, the refreshments were plentiful and delicious and the showroom was filled with animated conversations. Michelle had a guestbook and people were encouraged to leave their business cards on the reception counter.
The social atmosphere was very conducive to getting to meet new people and learning about what they do.
Networking Power
There is nothing earth-shattering about the preceding account. We all attend these gatherings periodically. Everyone knows networking is important. However, networking doesn’t just happen. Regardless of the depth and breadth of your networking efforts, you can’t just wish it into existence.
Therein lies the power of Team Nimbus.
What is powerful was the selfless acts of a dozen people, helping a fellow entrepreneur get what she wanted.
What is even more powerful was how Jim pulled us all together and made us care enough to give Michelle our best effort.
What is most powerful is that Michelle, along with her husband and partner, Ken, just hunkered down and got it done.
If you are in the Fredericksburg area and would like more information about how Team Nimbus can help your business, let me know.
Full Disclosure: I ain’t even a member, yet!
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