Society of Professional Consultants' Monthly Dinner Meeting

Monday, January 26, 2009, 5:30pm - 9:00pm • Hilton Garden Inn • Waltham, MA

http://www.spconsultants.org/notices/DinnerMeeting/2009/dinner-JAN-2009.html

Carl Harvey www.successandself-esteem.com

class="style1">About 20 people made for an excellent networking event, find out a little about each attendee,  conduct personalized exercise, get feedback.

Carl spoke about cold calling as the way to be proactive and take control of your business development. Can't just sit around waiting for referrals and speaking engagements!

Here are some highlights:

Have to figure out ways to make calls warmer
        Call ppl who’ve attended your speaking engagements
        Are there any issues that you’re seeing in the topics I presented?
        Can you talk about them or tell them someone who could talk to me?

Associations or Chambers
    Get the member list, ID the company’s you might want to target
    Call them up!

Call Linked-In people

When you get them on the phone, your goal is to get a meeting. Don't dip into your spiel, ask questions.

For the prospect to meet with me, prospect has:
1.    Problem that I can solve
2.    Urgency to fix the prob
3.    Current solution hasn’t been working
4.    Clients don’t know what they don’t know

Determine those above criteria by asking questions.

Look for urgency
What happens if don’t fix it?
How make you feel?
How long going on?
If been living w it for long time? Why fix itnow?
When money comes up, ask if it’s a lot of money, don’t presume
If money isn’t the issue, what’s changed?
Asking questions, will lead to the real problem.

A compelling presentation and an extremely congenial group to network with.

Tonight's event: Google Adwords Best Practices, Newton

http://www.semne.org/meetings/google-adwords-best-practices/