Find New Business Within Your Local Business Community

If you are a Realtor, consultant, or service provider, targeting your local business community for leads is a huge opportunity if you understand how to begin the process. There are many different ways to begin prospecting your business community. Here is what I would do if I were in your shoes.

Steps to Prospecting Your Business Community

  • List: all contacts who are friends or acquintences working in your local business community. Prioritize the list by importance or level of executive.
  • Lunch & Learn: create a free lunch and learn curriculum based on your real estate knowledge and what you believe would attract a audience. Partner with an equally valuable affiate for a team lunch & learn.
  • HR: approach HR depts with your offer to perform free lunch (you buy) and learn workshop for their company at their facility. Offer sandwiches remember your food at Open Houses?
  • Media: contact your hyper local newspaper offer same thing for their staff. Contact real estate writers offering interview or blog content they can convert into a news piece.
  • Affiliates: contact your trusted inspector, title insurer, landscaper, stager anyone who works within the real estate industry who you have a relationship with currently. Look for ways to trade referrals.
  • Affiliate program: offer a commission (if legal in your state) to referring affiliates.

Conclusion

It’s all about offering free value to your target prospects. It’s also very important to be liked. Do NOT underestimate the “likeability” factor.

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Are You Prospecting Your Business Community?

Fortune magazine’s “The World’s Most Admired Companies” article focuses on companies that are the most popular workplaces. Most of these employees are paid well. Many of these employees are on the move so relocation is a constant for these companies. With all of these positives, have you ever thought to target these companies in search of business? But how would you start?

Top 10 Most Admired Companies in the World

  1. Apple
  2. Google.com
  3. Berkshire Hathaway
  4. Southwest Airlines
  5. Proctor & Gamble
  6. Coca-Cola
  7. Amazon.com
  8. FedEx
  9. Microsoft
  10. McDonald’s

Human Resources & Your Connections

If you are willing to put the effort into wooing employees from top companies then you should consider two places to begin.

  • Connections: list all of your personal connections to employees, executives are a great source, and begin to make contact with them. Consider a phone call then follow up postal effort
  • Human Resources: if you don’t have any personal connections to employees or executives in your target firm then contact the HR department. Ask if you can provide a free lunch and learn session for employees, provide free estimates, or provide free one on one consultations

Solutions: The Key to Connecting With People

When you are out at a networking event or meeting new people how do you answer the question: “What do you do?” If you are like most people you begin to dust off your elevator pitch in an attempt to dazzle and wow the questioner. Unfortunately your efforts to impress people with your “standard” elevator pitch is often the very reason why you do not connect. Eric Tsai’s “Creating the unforgettable elevator pitch” is a fantastic strategy that will improve your ability to connect and create business relationships.

Are you a Macro or Micro?

Most people when presenting their case for others to connect with them regurgitate two types of answers to the question: “What do you do?”

Micro: a micro pitch  describes a person’s daily tasks, the mechanics of their job or business

Macro: a macro pitch describes the industry a person works within

Using either the Micro or Macro pitch is a mistake because, in most cases, neither pitch provides solutions to the problem(s) the person asking you what you do really wants to hear.

How can you help people?

The way to connect with people when they ask the question “What do you do?” is to “focus in on how you help people- specifically, the problem(s) that you solve.” As Tasai states “The ugly truth is nobody really cares about what you do; it’s about how you do it.”

Conclusion

If you and your business provide solutions to the problems your targeted prospect is experiencing in their business, you should use your  pitch to describe those solution(s). By being succinct and direct with your answer, you will begin to connect and create a curiosity in your prospective networking partner.

Twitter Strategies For Realtors: Twitter Grader’s City Networks

Twitter Grader

Courtesy of Twittergrader.com

ComputerShopper.com published this deansguide article 5-13-09

Twitter Grader is one of the new tools that helps Realtors, entrpreneurs and companies measure their social media presence on the social network, micro-blogging sensation, Twitter.com. Twittergrader.com  is just one in dozens of open source measurement tools available to Twitter users.  What stands out about this new tool is it’s special feature: CityGrader.

What is CityGrader?

City Grader is a listing of the top 10 Cities, calculated by number of Twitter users, with dedicated Twitter users. These users are consumers, companies, entrepreneurs, and public utilities. The list of participants is endless.

Top 10 Cities

1. London
2. Los Angeles
3. Chicago
4. New York
5. San Francisco
6. Toronto, Canada
7. Seattle
8. Atlanta
9. Boston
10. Austin

Twitter Strategies: City Networks

Here are some tips on how to utilize the information provided for each city network of twitter users:

  • Networking: mine city lists within your niche. Example: Los Angeles #12  prominent Twitterer is Jeff Turner Founder of Realestateshows.com
  • Jeff Turner Twitter Grader
  • Leads: mine city lists for prominent entrepreneurs, small businesses, or firms that could use your services. Build a list from these leads for each city and trade with partners who are located in those markets
  • Research: Compile a list of the most prominent consumers, competitors, and possible networking partners in each city and research the information they “tweet” on their markets. Gain a direct understanding of each city’s conditions by reading about the experiences of those professionals in each city network