As you build your daily routine, ensure that you include every stage of your buyer’s journey, namely:
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Describe your TRIBE
I am sure that you know , by now, who your TRIBE is.
This is a perfect customer, who needs exactly what you have to sell and has the perfect demographics that suite your organisations sales process.
Things to look for when describing your “TRIBE”
You know your industry, markets and customers better than I do.
Invest the time to identify, your perfect customer and you will never waste time in the future, canvasing customers, who will never ever buy from you.
Example:
My “TRIBE“, which I have identified for my Sales Enablement Solutions, is as follows:
Describe your TRIBE
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
Where does your TRIBE hang out?
Research to see exactly what networking events are available, where your TRIBE, hangs out
The best option, is always an event that will give you a list of attendees, before the event.
This helps you to identify possible people to meet at the event.
It gives you the opportunity to research these people, before the event, so that you are better equipped to start a conversation with them, at the event and arrange to meet with them after the event.
Where does your TRIBE hang out?
List at least 5 networking events that you will attend over the next six months, below:
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
Get a list of attendees and identify the best three prospects
I find the best type of networking events to attend are ones that supply you with the list of attendees the day before the event.
This helps you to identify three possible perfect prospects, to meet at the event.
You research these people the day, before and go prepared with a printout about things you could use to engage them in conversation. This could be info about a sport or hobby they participate in.
It is not always possible to get a list of attendees, before any event, ut is a great help if you can.
How are you going to ensure that you get a lot of attendees the day before any networking event?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
Research these three prospects
Invest the time, to research each perfect prospect and try to identify things that you could use to initiate a conversation with them
I even go so far, as to print a picture of the tree prospects I have identified. This helps me to identify them at the event.
Describe, below how you intend to research the prospects that you have identified as perfect prospects?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
Attend event and ensure that you meet the three prospects that you identified
Use the info you have researched and the persons picture that you printed to identify your three chosen prospects at the event.
By identifying prospects before the event, you ensure that you get meaningful value from every event.
You get to meet at minimum three perfect prospects and then once you have met the prospects, you can invest the rest of the evening trying to meet other perfect prospects.
How will you identify the three prospects that you chose to research before the event, at the event?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
Invest the rest of the evening into meeting, as many other members of your TRIBE as possible.
Once you have met with and arranged face-to-face meetings with the three people that you chose.
Invest the rest of the evening into chatting to and meeting other possible perfect prospects.
By ensuring that you research at minus 3 perfect prospects before each networking event, you ensure that you will arrange at minimum3 face-to-face meetings, after each event.
Any other meetings that you get to arrange, will be a bonus.
Describe in detail, how you plan to start conversations, with possible prospects, below:
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.