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The world's largest collection of prices and pricing related support tools for the desktop professional |
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Current rates for writing, editing, graphic design, DTP, prepress, multimedia and website design and development |
| HOW DO I KNOW MY PRICE IS RIGHT? |
 Set your rates using
How to Price Graphic Design & DTP Services
or Pricing Web Services
These books clearly explain how to set prices that work. (Both books also include tips on estimating, bidding and
negotiating jobs.) |
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(How to Work a Room) by Robert C. Brenner, MSEE, MSSM ©1997-2005 Brenner Information Group Continued Working the Room In networking meetings, realize that all of you are in it together--that all of you are there for the same reason. So mingle. Circulate. Your objective is to cover the entire room or area. And you want to meet everyone. If you spend three minutes with each person, you can make 20 contacts in a hour. Spending just two more minutes with each lowers your "hit" ratio to only 12 people. The larger the gathering, the less time you spend with each person. And spend even less time with those you already know. Greet them, smile and shake hands. Make a short friendly statement and then move on. Spend extra time with the "hot" contacts. Your goal is to make contact, generate interest and move on. If you can, set up appointments to call or visit a hot contact. The trick is to make small talk brief, but important. Answer questions succinctly and quickly. You've a lot of gold to mine in that field and you want to work over as much ground as you can.
Walk up to people, extend your hand and introduce yourself. Read their name
tag and use their name as you speak. Ask about their business, it's location
and products, and what they do there. Exchange business cards freely. Then
close the conversation with a statement such as: "Well, it was nice meeting
you, here." And move on. Both of you are there for the same reason, so
everyone quickly learns the rules. Meet. Greet. Exchange (cards). Move on.
As you walk away, write a short note on the back of their card describing
something unique about them or their business. You'll use this later when you
follow up on the event.
You'll be wearing both buyer and seller hats since everyone else is also
trying to sell. Be polite. Never snub anyone. And never say a bad thing about
anyone or any business. You never know if that person you speak with is
connected to the person, product or business that you're bad-mouthing.
Instead, project a positive and winning attitude. If you refer someone, be
certain that the person mentions your name as the source of the referral. You
may even want to call the person that you're sending a referral to. When you
see that person later, ask if the referred person called and how the call
turned out.
As you mingle, keep your ears and mind alert. Listen for problems and
opportunities. Go out of your way to meet as many people as you can. If you
come up to several people who appear otherwise engaged, wait for a lull and
then lead in with, "Excuse me, but I'd like to meet you both." Then introduce
yourself and exchange cards. The networking has begun.
Step out of your comfort zone and take a chance. You've only added business
to gain and nothing to lose.
Every contact doesn't have to become a sale. Useful information, referrals,
trends and business tips can be just as important. The idea is to become
visible to the group, gather intelligence, and to meet potential customers.
Get them to know you so they'll recognize you the next time you meet. Once
they get to know you, they'll be more likely to buy from you.
Follow Up After the event, the next important step is to follow up on the contacts that you've made. Within two days, send each person a promotional piece on your products or services and a personal note telling them how much you enjoyed meeting them. Mention the unique thing that you wrote down on their card--their terrific hair, attire, watch, smile, etc. And include something of personal interest to them such as an article on a subject they're interested in, the name and number of a prospect they could contact, or the Web address of information that they'll find useful in their own business.
Remind them where you met, what you and the person talked about and who you
are. You could write: "It was really nice meeting you at the Chamber of
Commerce gathering on Tuesday. I like your idea for a newsletter Web site.
Here's some info about the work I do. Let's keep in touch." Or you could say:
"Enjoyed our chat. Thought this might interest you. Let's get together."
That's how easy it is.
If they've given you information during the event that was beneficial to
you, tell them how much you appreciate it. If they offered you advice on how
to get in to see another prospect, and you managed an appointment, thank them
and tell them that you're meeting with that person. If they gave you the
address of a useful information site on the Internet, check it out, and
acknowledge how much it helped you. Everyone likes to feel helpful, so tell
them how you used their idea and how good you feel about them for telling
you.
Suppose you want to call a networking prospect. The best time to phone is
before 9 a.m. since most people don't go into meetings until then. If they're
not in, leave your name, the link (met at recent Chamber meeting), and the
time you'll call back. Ask them to let you know if the time is inconvenient
and to suggest a better time. The idea is to make contact and speak
person-to-person.
Today, networking is a key event for owners who want to get ahead in
business. It's often uncomfortable when you start, but as you learn the
ropes, networking becomes easier, and much more successful. As the Chinese
fortune cookie note says: "A wise man knows everything. A shrewd man knows
everyone."
---- About the Author Resources That Help Entrepreneurs Help Themselves ***ATTENTION E-ZINE EDITORS & SITE OWNERS *** <Real Prices Confidential (description page)>
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©Copyright 2001-2005, Brenner Information Group, All rights reserved.
revised on January 14, 2005
