This is Bonus Video 5.2 in the course: Get Paid To Write Copy 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 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:  I’m a bit of everything  I’m just starting out as a copywriter  I write words that help people sell more  I help people make money from their website  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 ten 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 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? 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… …and the conversation will go from there.

Create a Personal Infomercial: 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 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 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:  “I’ll put you on my database and send you my newsletter every week for ever and ever”  “Would you like me to keep you up to date with what we’re doing?”  “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:

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 you send so you only want quality subscribers

Offer to 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 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? 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. 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. 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. Use the following words to get started:

Network strategically: Small Business Groups Small Business Advisory Service Local councils State Government Departments Incubators Business Hubs Start Ups/Entrepreneurship Home Business Groups Home Based Businesses

State Government Business Events:

Local Council Business Events:

Small Business Networking Groups:

Short Courses:

Industry Groups:

Industry Specific:

This is the end of Bonus Video 5.2 in the course: Get Paid To Write Copy Module 5: How to network strategically (without ‘selling’)