By Richard E. Noll, Esq.
www.nytrialattorney.com
www.meetibo.com

Introduction:  We all share a common goal and desire – how can we improve our lives by improving our businesses.  Highly congested and competitive market – what can we do to distinguish ourselves from the masses.  It’s all about building trust.  Here is a twelve point outline to start you on the road to that success.  Each point warrants a full presentation. Tonight, over the course of 15 minutes,  I will touch on each of them.

I.    Profile Your Specific Target Client/Audience

II.    Unique Selling Proposition/Brand

• Distinguish yourself from others in the same field
• Know your audience/target
• Website Search Engine Optimization (SEO) – very specific

III.    Establish Written Goals and have systematic reviews (Shoot for the Sky- no one else does)

• 5 year, 3 Year, 1 year, 90 day, month, week, day
• Prioritize
• Specific
• Measurable
• Attainable
• Relevant
• Time sensitive

IV.    Gather Your Herd – Avoid the shotgun approach

• Clients, colleagues, family and friends
• Constantly update
• Develop system to add to your herd
• The funnel diagram

V.    Reach Out and Touch Someone

• Systematic
• Phone calls, email, handwritten notes, Birthday cards
• Holiday cards- be different
• Follow Up today
• The newsletter – to be discussed further

VI.    Become the Expert – trust –Lecture, write, blog, publish

• Educational marketing – Answer your target’s questions
• It’s not about you
• Pyramid:  Celebrity,  Certified specialist, Specialist, Generalist

VII.    Give of Yourself – IT BUILDS TRUST

• Do more than you get paid to do
• Don’t look for an immediate return or quid pro quo
• Volunteer – Do what you enjoy
• Be visible
• Help get business for others

VIII.    Cross Market with Others

• Work with someone in your field with a different specialty
• Work with someone outside your field
• Share your “herds”
• Promote each other and the expert/go to guy/gal
• HOW? – newsletters, events, seminars
• Become the hub firm of a power team

IX.    Develop Your Personal Circle of Groupies

• Those who will preach your virtues to others
• Small Business Network Group
• Be accountable to someone

X.    Schedule Networking Time – It is an Obligation

• Calls, goal review, writing, one on one meetings
• It does not just happen
• There is no pixie dust

XI.    Develop and consistently produce a newsletter

• At least bi-monthly
• Make it interesting/educational/entertaining
• Not too dense

XII.    Control the Room – be the Guide

• First impressions Count
• Adopt the Host mentality

Conclusion –     Be bold, be different, think outside the box.

This is what Interchange Business Organization is about.  If discussions such as these interest you – call or email me or Tom Gibson.  The outline is free – take one home. Business development genuinely excites us.  Visit us at an IBO meeting.  IBO is more than hoping for referrals while eating breakfast.  It’s been our pleasure having you at tonight’s event.

Interchange Business Organization
www.meetibo.com

Tom Gibson – President (516) 801-4779
tgibson@meetibo.com

Richard E. Noll, Esq. (516) 307-1199
rnoll@lawnoll.com