One of the very best ways for pre-need sales professionals to obtain workable sales leads is through networking events. Networking groups and events within your community should play a critical role in your overall marketing strategy. Examples of networking groups would include: BNI (Business Networking International), Merchants’ Associations, Chambers of Commerce-After Hours Events, and Business Associations. There are also groups designed to serve the needs and interests of specific segments of business owners such as women, African Americans, and Hispanics.
Many sales representatives always seem to prefer to attend the largest networking events in their area. No large crowd, no gain is their motto. This isn’t always the case. Keep in mind the number attending is inversely proportionate to the amount of time one has to explain who they are to the group. Each organization has its own method for increasing attendee’s awareness of the participants business. Any size event can be a good and productive event, if you make it so.
When attending networking events, not only have your “elevator speech” rehearsed and spot on, but also don’t forget your business cards. Every marketing group will ask you for at least one business card. Some will make copies of all business cards and pass it out to the general audience of attendees. When people hear your elevator pitch, they will often refer to this list of business cards to find out more about you, write down your number, etc.
Show up early and work the room. A lot of networking occurs prior to the event start time. People do business with (and refer business to) those who make them feel comfortable. Don’t put yourself in “sales mode”, just be yourself and genuine. Regardless if you’re normally an introvert, during this time you must force yourself to be eager to “grip and grin.” It may feel awkward at first, but you must force yourself to stand next to two people talking, if only to introduce yourself to them.
Most local networking groups gratefully accept promotional items because it adds to the goodwill feel of the environment. Some will even provide a table for these promo items. Contribute a “giveaway” or door prize to the event. This can be anything with a value of $10-$20. Chambers have networking groups that are especially interested in keeping the atmosphere fun and involved for the participants. If you offer a door prize, you receive twice the recognition because you or your funeral home will be announced as they give it away.