Get Paid To Write...brochure or you’d like a free audit of your website to see how you can convert more traffic into customers*, just let me know. I’d be happy to have a cup of

This is Video 5.2

in the course:

Get Paid To Write

Module 5:

How to network strategically

(without ‘selling’)

Learning outcomes:

How to:

• Never feel you are ‘selling’

• Be time efficient with how you find

new clients

• Create a personal infomercial

Learning outcomes:

How to:

• Build instant rapport with clients

• Learn while you earn

• Leverage relationships to build joint

ventures

• What do you do?

• Which answer is more appealing:

What do you say when people

ask:

Options:

1. I’m a bit of everything

2. I’m just starting out as a copywriter

3. I write words that help people sell more

What do you say when people

ask:

4. I help people make money from their website

5. I write the words for brochures, sales letters and websites that make people want to buy immediately

What do you say when people

ask:

Tell everyone what you do:

• And then shut up

• When people ask you what you do for a

living, say to them, with confidence and

congruence, ‘I’m a copywriter’. They’ll say

one of two things:

Tell everyone what you do:

• ‘What’s that?’

Or

• ‘And what are you working on right now?’

Tell everyone what you do:

• Seven out of 10 people will opt for the

former. Remember, this is a secret

occupation that most ordinary folks have

never heard about

• That’s when you launch into your

pre-rehearsed ‘Personal Infomercial’

Create a personal infomercial:

• You’ve heard of the elevator speech?

Well, this is similar

• The personal infomercial is a 60-second

‘spiel’ about who you are and what you do

Create a personal infomercial:

• It’s designed to pique your prospect’s

interest so that you get the chance to

extend the conversation with them

Create a personal infomercial:

• When people ask you what you do for a

living, you’ll know it’s time to break out

your personal infomercial

• You can use this script at networking

functions, seminars, parties, anything.

It works like a treat

Create a personal infomercial:

Them: And what do you do for a living?

You: I’m a copywriter.

Them: (pause). Oh… What’s that?

Create a personal infomercial:

You: I write the words for websites,

brochures, blogs - things like that.

What do you do?

Them: I run a business/I work for...

Create a personal infomercial:

You: Oh, that’s interesting. (Chitchat

chitchat). Tell me, how do you normally

promote your business?

Them: Well, it’s a family business…

Create a personal infomercial:

…and the conversation will go from there.

You’ll discover what advertising material

they have (or don’t have) and that’s where

you come back in.

Create a personal infomercial:

You: Here’s my card. If you ever need a new

brochure or you’d like a free audit of your

website to see how you can convert more

traffic into customers*, just let me know. I’d

be happy to have a cup of coffee with you

and discuss how I may be able to help.

Create a personal infomercial:

• *This is a killer phrase. Very few people

are happy with their website and most

would jump at the chance to have a

professional look at it

• This gets your foot in the door and enables

you to build rapport and sell your services

Create a personal infomercial:

• OR:

You: “I have a great eBook on this topic that

shows you how to … – would you like me to

send you a copy?”

Create a personal infomercial:

Them: “Sure.”

You: “Great. Here’s my card - do you have a

card? I’ll send it to you this afternoon via

email and keep you posted on other

resources that might be helpful to you.”

Create a personal infomercial:

• That’s all you have to do. Once you’ve

swapped cards, you can move onto your

next prospect

Create a personal infomercial:

• This technique works well - but there are a

few key things you need to remember:

a) Don’t be desperate

b) Don’t labour the point. Don’t try to

‘sell’ them

Create a personal infomercial:

c) Don’t rush. It’s a conversation, not a

presentation

d) Ask lots of questions about them and

their business

Create a personal infomercial:

e) Don’t oversell. In fact, don’t sell yourself

at all

f) They either need your services or they

don’t

Create a personal infomercial:

g) If they don’t need your services, ask how

you could be of service to them - do they

need a referral to another person?

What appeals to you:

1. “I’ll put you on my database and send you my newsletter every week forever and ever”

How to build your database:

2. “Would you like me to keep you up to date with what we’re doing?”

3. “Would you like me to send you our report on …”

How to build your database:

If they hesitate:

• “You are welcome to unsubscribe at any time.”

How to build your database:

• You don’t want people who don’t want to be on there - don’t push it

• Look at the card - don’t just put it in your pocket

• Get the card and move on if there are other people to see

Tips:

Tips:

• Don’t give out cards willy-nilly the minute you meet a group - rude, and a waste of time (even if everyone else is doing it)

• You pay for every email you send so you only want quality subscribers

Offer to email them some suggestions for help:

• Virtual assistants

• Web developer

• Accountant etc.

If they don’t need copywriting:

Why go to this effort?

• Keeps you in contact with them

• Builds rapport, helps them out

• Makes them remember you

• They’ll refer you even if they don’t need you

• What goes around comes around

If they don’t need copywriting:

• You don’t have to do it for everyone - only if it feels natural to do it and you want to do it

You don’t have to do this

forever:

• Once you build your database, and you do more events, meet more people, more people know you, you won’t have to do so much personal networking

You don’t have to do this

forever:

Rapport = charisma = influence

Leading questions:

• What does your business offer?

• How long have you been in business?

Key questions to ask to build

rapport:

Leading questions:

• How do you normally promote your business?

Key questions to ask to build

rapport:

• What’s the biggest headache you have in your business with regard to getting new clients?

• If you could wave a magic wand over your business, what would you want to happen?

Key questions to ask to build

rapport:

Them: “I would love to have a personal assistant help me with my admin!”

You: “So you think that having someone to help you with all that extra admin work would be a big help?”

Them: “Yes.”

Key questions to ask to build

rapport:

Build rapport by paraphrasing:

“How would that change things for you?”

…and off you go! They’ll confide in you and feel like you care. Instant rapport.

Build rapport by paraphrasing:

• Tip: Don’t launch into your story. Don’t even mention your side. Let them speak

• At the end: “That person was lovely/interesting/really good at what they do” - even if you didn’t speak

Network strategically:

Types of networking:

a) Join a formal networking group

b) Attend a breakfast function

c) Enrol in a seminar

Network strategically:

Types of networking:

d) Do a short course

e) Join a club or association

f) Attend business luncheons

Network strategically:

• Google them and see which ones are in

your area

• Try Googling random words associated

with small business and see what comes

up

Network strategically:

Use the following words to get started:

• Small business groups

• Small business advisory service

• Local councils

Network strategically:

• State government business/economic

departments

• Incubators

• Business hubs

Network strategically:

• Start ups/entrepreneurship

• Home business groups

• Home based businesses

State government

business/economic events:

Local council business events:

Small business networking

groups:

Short courses:

Industry groups:

Industry specific:

This is the end of Video 5.2 in the

course:

Get Paid To Write

Module 5:

How to network strategically

(without ‘selling’)