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Saturday, February 26, 2011

THE SLOGANATOR: Suspect or Prospect

Rhonda L.Sher
Have you ever felt that networking was a waste of time? Wished there was a rule book that could tell you how to get the most bang for your buck and turn around for your time?

The answer lies in the questions you ask and the places you go and knowing how to separate the suspects from the prospects.

Most people spend their time talking to suspects not prospects at networking events. So how do you tell the difference between a suspect and a prospect? In the hundreds of talks I have given over the last eight years, I have shared this story to illustrate the point: My daughter was 16 when she asked me for a “iPhone”. Now, at that time, she was a perfect example of a suspect, not a prospect. Here is why: She did not need an I phone. She had a perfectly good cell phone that got mail, had internet, did texting and made calls. Did she want it? Of course. Did she need it? No The first criteria in separating the suspects from the prospects is NEED/WANT.

The second criteria is ABILITY TO PAY. Does she have the ability to pay for the iPhone every month? Well, she was not much into making money by babysitting but she did have my shopping gene which was a black belt in that department but she did not have the ability to pay the bill or phone for the phone which included as monthly data charges. Again, she is a suspect, not a prospect.

The third criteria is DECISION MAKING. Was she the decision maker when it came to making a purchase for a new phone. At 16 years old, she could not legally sign a contract. I was still the decision maker so she did not have the authority to make the decision to buy. How many times have you spoken to someone at length about your product or service only to learn that they had to speak to their spouse or business partner before they could make a buying decision? Knowing if the person you are talking to has the authority to make a buying decision can save you hours of time. Again, is the person a suspect or a prospect?

Finally, it comes down to TIMING My daughter was in a contract with another phone company for another year. Was this the right time? No. How many times has the timing been wrong when you are making a presentation to someone? So in a nutshell, if you want your networking efforts to work for you, start by asking the right questions to separate the suspects from the prospects.

So how do you make your networking work for you? Take a good look at where you are most likely to find your ideal client or prospect and then find out who else works with those people. The next step is to get prepared with your elevator pitch, have a follow-up system and most importantly, have a solid list of open ended questions that will help you separate the suspects from the prospects. Be real, be interested in others and be interesting and don’t make your meetings with new people a sales pitch, make them an interactive conversation that you are genuinely interested in and you will get amazing results. Have fun networking and remember that your time and the time of the people

Rhonda L Sher: The Sloganator Rhonda L Sher was born talking. She fell in love with words as a child and has never stopped communicating since. Her father once commented that she was vaccinated with a phonograph needle. Not only has Rhonda inherited her father's humor, but it's that quick wit that has become the signature that has helped propel her clients to stardom.Acclaimed Keynote and workshop leader, Rhonda has authored two books, "The 2 Minute Networker" and "The ABC's of LinkedIn," "Get LinkedIn or Get Left Out" as well as numerous action guides, articles, workbooks, jingles and corporate slogans.

In addition to writing, Rhonda uses her gift of gab as a featured keynote speaker, consultant and corporate trainer throughout North America. She has successfully taught hundreds of business men and women on the art of business networking and written hundreds of elevator pitches and slogans.Rhonda's greatest talent lies in her ability to create fabulously catchy slogans that are memorable, upbeat, easy to repeat and create instant brand identification. In addition to the books, audio and video, Rhonda creates slogans and taglines for her clients which are memorable, bring them business and make them, money. She works with you to create a corporate slogan for your business that sets you apart from your competition. Her creativity and energy will tap into your customer's mind and have your phone ringing off the hook with new business.

Rhonda's Products can be previewed at:

The Two Minute NetworkerMingle To Make Money

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The Emergence of The Relationship Economy
The Emergence of the Relationship Economy features TNNWC Founder, Adam J. Kovitz as a contributing author and contains some of his early work on The Laws of Relationship Capital. The book is available in hardcopy and e-book formats. With a forward written by Doc Searls (of Cluetrain Manifesto fame), it is considered a "must read" for anyone responsible for the strategic direction of their business. If you would like to purchase your own copy, please click the image above.


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