| Tis the season for parties, gift giving AND marketing. | | | | 4. Spend more time asking questions and listening than |
| While many small business owners think December is | | | | talking. This is a key Guerrilla Marketing tactic. Learn |
| a time to put marketing on the back burner, we think | | | | something about the person to whom you are |
| otherwise. | | | | speaking. Maybe you'll strike up a conversation with, |
| Holiday gatherings can be a good time for small | | | | "How has business been going? What kinds of clients |
| business owners to market. Why? A key Guerrilla | | | | are you looking for these days? What's up for the |
| Marketing tactic is networking, and networking is a | | | | New Year?" You want to make your prospect feel |
| natural during the holiday season. You'll see old friends | | | | unique, cared for and heard. If it's a good potential |
| and colleagues, discuss how the year went and share | | | | relationship, this will be easy to achieve. |
| goals for the upcoming year. Your holiday networking | | | | 5. Be prepared with your own reply to "What's |
| is a time to lay the groundwork for future business | | | | new?"-- something concise but intriguing, such as "I just |
| opportunities. | | | | heard back from my graphic designer about a project |
| The key is to adopt a marketing mindset. Your | | | | I've been working on." If the person's eyes glaze over, |
| marketing goal is to increase sales. Networking is the | | | | move on to another topic. But if they ask questions, |
| ticket to make that happen. When you establish a | | | | continue the conversation with short bits of information, |
| deep connection with customers and prospects and | | | | keeping it a give-and-take exchange. |
| "touch" others so that they know, like and trust you, | | | | 6. Even though you are selling, don't think of yourself |
| you'll set the stage for establishing a relationship and | | | | as a salesperson but rather as a partner to your |
| converting more sales. Customers typically want to | | | | prospect. Realize that while this is a holiday gathering, |
| buy from those they trust. Networking is a key | | | | you still have the opportunity to educate your |
| Guerrilla Marketing tactic to build relationships and trust. | | | | prospects. As soon as possible, learn what it is that |
| And it's easy. | | | | they want to succeed at in the New Year, then show |
| Simply caring about your prospect will establish trust. | | | | him/her how you can help them achieve that goal. |
| The following tips will help you connect with prospects | | | | 7. Develop a strategy to stay in touch after the |
| and customers, develop rapport and close more sales, | | | | holidays. Maybe you'll meet for lunch. Maybe you'll have |
| even during the rush of the holidays. | | | | a formal meeting. When appropriate, get their contact |
| 1. Be prepared. Before attending a holiday event, find | | | | information so that you can follow up. If it's truly |
| out who will be there and how they are connected to | | | | someone you'd like to stay in contact with, say, "I'm |
| the host(s). Mentally prepare some questions that you | | | | doing a new monthly newsletter with red hot |
| can rely on to create an interactive conversation. | | | | marketing tips for small business owners. If you'd like, |
| 2. Greet others warmly and sincerely, using eye | | | | give me your card and I'll put you on my list." |
| contact. Don't come on too strong. Allow the other | | | | 8. Be friendly, outgoing and curious. But, most important, |
| person some time to to talk so you know what is | | | | be yourself. |
| important to him/her. | | | | 9. Take advantage of automation to remain top of |
| 3. Skip the elevator pitch and hand out business cards | | | | mind. Easy, effective systems are readily available to |
| only when requested. Keep in mind that holiday | | | | make follow up a snap. |
| gatherings are different from business networking | | | | 10. Have fun! If you're in the right place at the right time, |
| meetings. While a guest may be from a firm you've | | | | you'll not only enjoy the company and conversation. |
| been wanting to work with, pitching him or her in the | | | | You could make some very profitable business |
| midst of a holiday gathering may not be in your best | | | | connections for the New Year. |
| interest. | | | | |