We're all looking for innovative ways to network and get new leads these days. You can find any number of professional groups that meet for the express purpose of sharing leads with one another. The concept is simple: One person from any one industry is invited to be part of the group, and when the quota is filled, a new group forms. For example, if you're a Realtor, you wouldn't want to join a 50-person lead group that has 20 Realtor members - you'd be much better served in a group in which you're the only Realtor, thus ensuring you get a significant number of the real estate leads that come into the mix.
Lead groups typically meet weekly or monthly to exchange leads and network. As a member, you are obligated to provide a certain number of qualified leads to other members in different industries at each meeting. In turn, other members are theoretically collecting leads from which you can benefit. Members often share the profiles of their ideal customers in the hopes that fellow members will keep an eye out for potential opportunities they can pass along at future meetings.
In theory, lead groups are wonderful ways to build a network of business connections that have the potential to pay dividends down the road. This can be especially beneficial for small business owners and entrepreneurs who often enjoy a significant boost in earnings through the addition of just one or two new clients. The key is in finding the right group and in working the group in such a way that you get the full benefit of the association. Here's how:
Choose the right group
Do a little research and ask around to find out which group is a good fit for you. Ideally, you'd like to be the only people in your industry represented in the group. Ask to attend at least one meeting as a guest before committing yourself, just to make sure it feels like a comfortable fit.
Make a concentrated effort to provide solid leads to others
No one benefits from shoddy leads. Use your professional resources to come up with solid leads for others in your group. You can do this via your social media networks, through your professional meetings and networking, and even through your social contacts. Be on the up-and-up with everyone so there are no surprises. If you know your office manager is looking for a new office supply company, come right out and ask, "Is it OK with you if I ask Jane Doe from my networking leads group to give you a call and discuss some of her company's products?" This way, your office manager will know to be expecting the call, and Jane Doe will know she is working from a qualified lead, rather than making what basically amounts to a cold call. Whenever possible, give a contact's card to your lead group, or even make a personal introduction. This approach lets others know you are serious in providing solid leads, and will make others more inclined to go the extra mile for providing you with real opportunities as well.
Don't be shy about participating
Make the most of your group membership by being very specific about the types of leads you're looking for, and make it easy on your fellow members by providing them with plenty of your business cards. Ask questions about the leads you receive. How do you know this person? May I use your name? What specifically are they looking for? When is the best time to reach them? What kind of price point are they expecting? You might even go as far as to ask for a personal introduction, even if it's by conference call or e-mail.
Always say thank you
It's amazing how often those two magic words are overlooked, but the fact is, everyone appreciates being thanked, and remembering to do so will make you that much more likely to receive qualified leads in the future.
Dave Archer is chief executive officer of Nevada's Center for Entrepreneurship and Technology. Contact him through www.NCET.org.
