My internet activity has taken a back seat in the last few days.

Unfortunately, this happens from time to time – due to the reality of “real world” business.

The cool thing is, real world busy-ness usually means there are some big profits around the corner.

Why?

It is still enormously easier to make money as an entrepreneur in the “real world”. If you’re struggling, then use these three tactics to bring in more profits:

1. Find a new reason to have a chat with your customers and their friends/colleagues

This could be anything from a new mail or email campaign… or simply phoning them up for a chat. The “excuse” for the “point of contact” is simple – you’ve just made a “development” that you think they need to know about.

In the world of consulting, this tactic is worth thousands. I regularly use it to meet new people connected to my existing clients.

The phone call goes like this:

“Hey client! How’s things?

I know you weren’t expecting to hear from me for a while, but I’ve just had something come up that I wanted to talk to you about first.

I’m developing a new sales programme and I need some real world expertise… I was hoping I could schedule a coffee with the Sales Manager in your business and pick his brain.

In return for the favour, I thought it’d be cool to do a psychological assessment of the Sales Teams core capabilities and strategies… all for free, as a thank you.

Do you think it’d be appropriate for me to give him a call? What was his number?”

… and just like that, I meet a new potential client. By doing a bit of stuff for free, I’ll have the opportunity to sell them something else.

2. Ask for testimonials

Some people think this is weird – because asking for a testimonial usually signifies the END of a customer relationship.

WRONG!

Giving a testimonial is the thing that happens right before you get some juicy referrals.

While you’re asking your client all about what they loved and didn’t like, you can start to get a clear picture of the kind of people they believe your product is perfect for.

Then ask them if they know any other people like that. Start writing down numbers, business names or emails!

3. Do research and give people cool facts

So you’ve got some spare time.

Why not go on an enormous google mission and put together a “swipe file” of hot resources that will help your customers?

If you’re in the business of helping businesses, this article could be in that swipe file.

If you’re in the cafe business, find a really cool article about how coffee is made and email it out to all the people on your database. (you’ve got a database right?!)

People love information – so long as it is relevant and they’ve given you permission to contact them.

This is just another little trick that makes you look good, while keeping you “top of mind” with your customers.

Difficult to measure, but my experience is that this technique can result in a instant 10% increase in referrals.

Hope these help – if you’re struggling to apply these tactics to your unique industry/niche/business then speak up in the comment section below for some tailored advice!

I’ve recently found myself frustrated to the point of tearing hair out, by clients of mine who believe that generating more word-of-mouth, referral sales is the answer to all their bottom-line problems.

I’ve got to admit, the logic is appealing:

If you (Mr business owner/sales person) could only find a couple of friends within your social network who want what you’ve got, you can meet up with ‘em… sell it to ‘em and you’ll be on easy street!

The problem is, this principal is absolute bull$*%@…. and in the real world, it seldom works.

The reason sales people and biz owners are attracted to this method is that it enables them to feel a little more comfortable about the selling process.

By phoning up old friends or ex-colleagues to schedule a coffee and tell them all about “what I’m up to these days” you’re actually side-stepping around any real selling.

You’ll get a major kick (and a dose of warm fuzzy satisfaction) out of the short term success of setting “appointments”.

Problem is, when you go along to the appointment you’ll discover that your “networks” are filled with people who are keen for a coffee and a catchup… often just as an excuse to get out of the office.

Ready for the harsh truth? They don’t want to buy anything.

A lot of sales-reps use this strategy to keep their schedule bursting with appointments – it really helps them look productive.

Want to know the worst part? By engaging in this type of pseudo-sales networking, you actually risk damaging valuable personal relationships with some of your great contacts.

When you phone up to ask for a coffee date, your buddies don’t expect to be sold… any attempt at doing so is only going to lower the temperature on their lead status (and your personal relationship).

Nevertheless, biz owners and sales people are out there doing this everyday. More often than not, they’re also getting frustrated about their results…. which would be inconsistent at best or (more likely) dismally poor.

Don’t get me wrong…

I believe in networking. I’m positive that word-of-mouth is the most powerful form of advertising in existence!

What I’m really trying to say is that, in order to be succesful, our understanding of how networking works needs to change.

The Facts:

1. The only good-quality referrals (i.e. that make you money) come from people who have already bought something from you

2. Having coffee with the friends of your existing clients/customers is infinitely more profitable, professional and ethically enjoyable than subjecting your real friends to untimely, inappropriate soft-selling.

3. Referred business should be calling you. If you have to chase them up and harass them for a coffee date, then you’re doing something wrong and it isn’t a real referral.

It’s all true – successfully getting your head around numbers 1 through 3 is what sales (and to some extent business) success is all about.

I welcome your feedback, questions or examples-to-the-contrary in the comments section below…