Networking & Corporate Sales

[Roboframer]

I've decided to take my business to the customer - again. But this time, instead of going to see Mrs Smith in her bungalow, in my jeans and sweater, with a wallpaper table covered in fabric, with moulding corners outside and 4" samples inside, I'l be going to see Mr Nigel Ponsonby-Smythe - FIPP (Fellow of the Institute of Posh Peeps) in his plush office, in a suit, carrying nothing first visit.

I've done Rob Markoff's (A Grumbler) class on selling art and framing to the corporate market and am totally inspired - I know the market here is a whole different ball game.

I've found some local networking clubs here's one and here's another Plus a couple of networking forums. This is where I want to start, rather than just making marketting calls, or sending out junk mail - I hate them personally and assume others do too - never want the word 'junk' associated with anything I send out.

Anyone have any experience with these networking clubs, or corporate sales in general?

[Dermot]

I’m a member of the “Owner Manager” meeting network of the Wicklow enterprise board… http://www.wicklowceb.ie/index/16/0/Own ... twork.html

Hey have six morning meetings a year……where we all get a chance to introduce ourselves to the meeting, you can also bring along samples or details
of what you offer……..the meeting then has about an hour given to a
lecture/discussion on some relevant subject….followed by breakfast …

I will be using the "Owner Managers Network" as a platform to promote my framing business later this year…

Back when I was framing about 40% of my business was corporate work, go
most of that by word of mouth……..I did try just calling on potential customers in
my “suit” with very little success, eventually I got a little business from having left
my card with the receptionist of the facilities I called to…

I think Rob Markoff's formula would be a very hard sell in this part of the world….

Best form of marketing these days for business is the internet and a professional direct mailing….

The day of the cold call sales person is long gone….this is based on over 35 years experience of sales in some shape or other…

[Roboframer]

I will be using the "Owner Managers Network" as a platform to promote my framing business later this year…

So you have not used them yet? Or any other networking group?

I did try just calling on potential customers in
my “suit” with very little success, eventually I got a little business from having left
my card with the receptionist of the facilities I called to…

The day of the cold call sales person is long gone….this is based on over 35 years experience of sales in some shape or other…

Cold calling is not what I want to do and nor will I - 'Mrs Smith' was by appointment and Nigel Ponsonby Smythe will be also - maybe via a lead from a networking club - someone who I already know has a demand for my service - and I'm not totally sure what the extent of that service will be yet.

I also realise that Rob's 'formula' works for him, in his part of the world, but many of his principles can be adapted. Many people, in many areas, are furnishing hotels, offices, restauarants, whatever, with framed stuff ranging from total carp to total class, if we're speaking the latter, or even 20% below that and carp - I'd travel for it.

His class interested me because of my last corporate job - but a photographer did all the groundwork - she just wanted to show a hotel, a very posh one, something different and I turned out to be her man.

I want to be both her and me and I know there's a market, thanks to her.

[Not your average framer]

Hi John,

Most of my corporate sales come by word of mouth, or as a result of an existing domestic customer being an employee of the business which needs some framing done. The only other method I've found which works, is when I contacted some local breweries and was sent some lists of their pubs and hotels together with contact details. That was quite a long time ago and I haven't had much work from pubs for about a year now, that is apart from one made to measure mirror during last summer, but it wasn't a lot of money.

I'm not sure that there's a lot of corporate business to be found in the present economic situation, so I'd be interested to hear how you get on.

[Jonny2morsos]

Here is another you might like to consider:

http://www.bni-europe.com/uk/

I was invited along to a meeting by a photographer customer of mine. Deal is you meet for Brekkie each week and after the meal one of the members gets a slot of about 15 mins. to present their business. The idea being that all the other members act as your agent and pass leads on to you.

At the end of the meeting each member has a minute to sum up their business or give brief details of any new product/services thus reminding the others to keep selling for them. I get the feeling if you don't come up with leads then you may be kicked out especially if you are taking advantage of being passed leads and then not returning any.

It is VERY American!

A couple of guys did say they would find some jobs for me, one a restorer who actually came to see me one time but I did not get any work from him (probably because I never showed up again) and the other a removals company and we all know how good they are at breaking glass etc.

I did not go into costs as I could not see much in it for me and I did not thinkl I would be able to pass many leads on. My photographer friend seems to do OK out of it and has done photos for websites, corporate events etc.

Might be worth the price of a breakfast if you look up the local "Chapter" (typical American term) and go along for a look.

I have just joined to local Arts Committee and went to my first meeting tonight could be useful for networking but I expect they may get more out of me than I gain in new business. Joined the local camera club last year which has been well worthwhile as most of them come to me for their mounts now instead of hacking pieces of mount board with a stanley knife. Plus some framing work as well in fact I just delivered a tapestry tonight to a member as their meeting was at the same location. Nice job with conservation glass etc. I make a point of keeping in touch with art groups and often offer a small prize in return for adverts in exhibition programmes.

I must say I always begrudge paying for advertising as I find the best work comes by word of mouth and its free!

I think the corporate market is a hard one to crack. Do you always look at the mouldings and prints in hotels? Bet they negotiate a low price. Is that business worth having?

Just my thoughts to your question.

john.

[Dermot]

I partake in the Owner Manager Network for my existing business and have done so for about the last four years……..I have not had much out of it yet a few special installations of custom made mats……….the matting products for the most part which my present business sell do not lend themselves to that sort of audience ……however people selling services that would have some similarity to framing get great value out of it….don’t expect a quick outcome from network meetings…….you have to keep your presence there for some time to get results……….and you need to be very clear about what you have to offer…..

If you are out selling who will look after the shop!!!!!………..framing for the most part is a destination business…………marketing needs to be geared towards people finding you………if a corporate customer finds you ……you can do some pre qualify on the phone or email and then decide if it is worth taking time away from the shop….to go visit….

Field selling is very difficult at the best of times………and trying to acquire new customers by some sort of cold calling or unqualified calls is a total waste of time……

The time would be much better spent on some selective marketing like building a website and optimising it….most small business should be putting a few hours a week into there web marketing, and the other marketing worth considering is some professional looking direct mail…a nice letter and a business card to let people know you could be their framer of choice should work very well…

[Roboframer]

At the end of the meeting each member has a minute to sum up their business or give brief details of any new product/services thus reminding the others to keep selling for them. I get the feeling if you don't come up with leads then you may be kicked out especially if you are taking advantage of being passed leads and then not returning any.

This sounds like how that breakfast club in my first link could be, but at least they don't ask you to join until after your second visit, plus existing members' details are avaiable should I wish to save myself some time.

I think the corporate market is a hard one to crack. Do you always look at the mouldings and prints in hotels? Bet they negotiate a low price. Is that business worth having?

At the average hotel I'd stay in - NO WAY!!!

But if you're ever up for a break around the South Downs, and want to impress the other half - book a night or two in this place. There you will see, if you book the higher end rooms, Larson Juhl Ferossa frames, floated inside larger Larson Juhl Ferossa frames, with photos showing local scenes that also match the room theme/decor. Oh, and one or two will also have museum glass.

I was that framer

There are 4 or 5 more hotels in that chain and some young photographer bird, that did no class in Vegas, won the deal for the first.

[DEEPJOY]

This is my cup of tea.
I have attended many business and breakfast meetings, business link events, 'meet the buys' etc. The last one is a bit like speed dating, where you go to each of the buyers and present your pitch in the hope they like what they see. The 'meet the buyers' arrangement is more targeted and focused on electronics (my day job) and generally you would need to travel to be amongst enough industry sectors that may require your products or services. The local business meetings however, usually consist of a wide spread of all types of business, everything from accountants practices to an engineering company of baker. The times I've sat with a bacon roll half buried in my face, gazing blankly into space, like zoony off fireball XL5, wishing I sold stationary or insurance - a product that I could challenge every individual in the room and prospect a meeting. Instead, I reached for more coffee questioning the meaning of life and thinking I have more chance of winning the lottery than meeting someone in this room, in this locality, who may want to buy Printed Circuit Boards and the electronic services the company offers.
Now with framing and this why I get excited, everyone in that room have walls in their businesses, they have walls at home, they have family, mothers, sisters, brothers, grandparents, uncles, aunties, friends and business colleagues. What a FANTASTIC prospect, we framers have probably more prospects and opportunities than many other business sectors. I cannot wait to get amongst then, it will like being let loose in a chocolate factory.

Now don't spoil my dream I just purchased a hot press.

[Roboframer]

WELCOME H-O-O-O-OO-ME

Bugger me - someone else that remembers zoony from Fireball XL5!

Nice to hear such positive comments - like I said, some places have carp, and not all the places are carp that have carp - posh places have carp, they just don't realise it IS carp - I can let them down gently though!

Then there are posh places with posh stuff on the walls - someone's providing it?

[Roboframer]

If you are out selling who will look after the shop!!!!!………..…

Pat, Mike, June, Karen and Sandra!

[Roboframer]

I must say I always begrudge paying for advertising as I find the best work comes by word of mouth and its free!

I don't begrudge a penny of my advertising - I pay 7 grand odd a year for a radio advert (but get about 3 or 4 times that amount's worth as part of a 'brand builder' scheme) It generates word of mouth!

I had a X Stitch framing customer in today from Burgess Hill - you can Google the distance from Angmering - she'd never even heard of Angmering before, let alone Angmering Framing - and she's a member of a needlework group, when she collects she'll be bringing a friend, who has friends, who have friends, who would never have heard of me were it not for my radio ad, and have also never heard my radio ad!!!

I've had customers from muuuuuuuuuuuch further away, who heard my add driving through the reception area one time and remembered the next.

Anyway - wot's this got to do wiv anyfin'?

[Roboframer]

Pat, Mike, June, Karen and Sandra!

Well, actually, any combination of three as long as Pat or Mike is one of them!

[Roboframer]

I will be using the "Owner Managers Network" as a platform to promote my framing business later this year……

It'll be interesting to hear how you get on, especially now approaching it with a totally different business.

people selling services that would have some similarity to framing get great value out of it….don’t expect a quick outcome from network meetings…….you have to keep your presence there for some time to get results……….and you need to be very clear about what you have to offer…..

Great, encouraging stuff.

[WelshFramer]

I've found some local networking clubs here's one and here's another

Does mean getting up early once a month, though.

[ross]

I have tried a couple of these types of morning meetings, BNI being one, but in the end the concept was not for me - the exchanging of leads was such a public exercise that if you didn't have any to pass on, it was obvious you were not participating as you were expected to. A plumber and electrician basically did all the exchanging of leads (and no doubt did very well out of it) - also listening to everyone give short summaries of "what's new in my business", grated a bit are a while if there is not a lot of variation of professions within the club's membership

Last year I was invited to a new group starting up and their first meeting had over 100 participants - very noisy and a guest speaker so full of himself (you know the type who have made millions - don't work now - they employ people to do all the work!!!) that I couldn't wait to get out of the meeting, never to return

So John, my experience with these 'leads" meetings is not very positive - no doubt with your gift of the gab, you will be successful and enjoy the experience - I hope so

Ross

[Moglet]

I must admit that these "networking clubs" aren't me. All that "pressing the flesh" and schmoozing with people that one would never choose to socialise with other than for potentially generating sales. Nope. Not for this girl.

[griff buch]

I tried BNI for one year- sheer purgatory. Once a week; be there by 7 am; say what you do for one minute (how do you talk about being a bank manager for a minute?) and make it sound interesting each week; find somebody to stand in for you if you cant make it; have lots of referrals ready for the other members; find new members etc,etc . It suits the solicitor, accountant, financial and office sector but not the retail or craft type of business. The process, which as J-2-M'os said is very American, is very incestuous with the group in control very much up their own a-ses. Also, very expensive if you include the cost of the (not bad) breakfast although I just got enough framing in the year from the 40 members to cover my costs. As soon as I left I hardly saw any of them again .

p.s. Whilst I was with them they held an open day at the South Lodge hotel to which half the businesses in the Crawley/ Gatwick triangle were invited, although very few attended. Very nice decor but the picture framing was cr-p! Only joking , I was very impressed and thought they must have been done in London.

[Dermot]

I have to say that one of the best things I have done in business was to join the Owner Manager Network (OMN)…..asides from the business opportunity the interaction with like minded owners from different business sectors has been immense…..in many ways but principally for my business confidence it is very reassuring to hear someone from a different business sector discuss the options and issues you may find in your own business…the sense of isolation in business starts to disappear ………..and you also start to see issues or opportunities in your business through other’s eye’s…

We are very fortunate here in Wicklow the enterprise board we have for small businesses is reputed to be one of the best in Ireland……..the CEO is a very talented lady….and one of the consultants they use Blaise Brosnan http://www.mriwex.ie/ ) is a very progressive business person…….he takes the lead at about four of the six secession each year…

He undertook the training on the year long management course I took a few years ago……….which I can only describe as super……..it took a reasonable talented person and turned me into a talented and skilled business person….

John (Robo) I wont launch the framing business at the OMN till September or October I want to have all my ducks in a row…..so that I can deliver a very positive message…so you are really talking about two years till I will have some idea if it will work for my framing business………though I don’t have any doubt that it will…

Regarding these network meetings it is important that you are selective about what you go for…..some of them leave a lot to be desired…..however regardless if you approach them in the correct manner there is a good chance that they might work for you…..

I noticed in this thread that there is a feeling that these meetings are all about what you can get out of them, you need to consider also what you can contribute to them……the better meetings are set up for two way traffic…

[birdman]

We have BNI over here too but it seems very regimented and closed shop. They only have one business from each sector, which is good for that business, but you have to keep attending, market the other businesses and it is expensive. You can normally get along to two meetings as a guest before having to apply for membership. We have five or six Chapters surrounding us so I could go to up to 12 free meetings but I don't want to, yet!

However I am a member of the local network run at the local Business Enterprise Centre. This is low cost, £35 per year, and you only attend one breakfast meeting a month and it is very informal. We have guest presenters from many industries, banks, newspapers, hotels, sports teams and we all get a chance to present our own business, with networking after the meeting. They have just launched their own website and each member has a small area on it at http://www.thebusinessnetwork.org.

What have I gained from it. A wider network of friends. Education both on growing my business, either from the presenters or from listening to what other members have done. Referred business, today we had a local football club ring to talk about framing their photos for a display commemorating 100 years in the sport. If we get the job, and we are the only one's they have asked, we will benefit from the press coverage too. Low cost services from network members. What have they got from me? My witty, sparkling company and quite a lot of framing. We look after the chairman, secretary, press officer and other members. In my turn I refer business their way and bring in new members who I think would benefit the network and their business.

It is also one of the best things I have done, because the practice of speaking and selling your business at the meetings and listening to real professional gurus helps you go out and sell to your clients, including those in the corporate world. You should not ignore other organisations like the Chamber of Commerce, Round Table, Masons, Golf Club, etc because that's where you find the movers and shakers who you can meet and educate. It may not bring immediate benefit, but it's like advertising, if you keep saying it people remember and will come to you.

As has been said earlier you have to contribute as well and in my view it is a little like being a forum member, but with the added bonus of business leads.

Rolf

[Moglet]

You should not ignore other organisations like the Chamber of Commerce ...

... unless you've got a Chamber like my local one. There may be good people who belong to the local chamber, but I found it to be a real "Backscratchers Inc." Conversely, I've heard very good things about Limerick City Chamber of Commerce. I think a lot depends on the area membership: in my case, it seems to be monobrowingly incestuous.

I think the key phrase for successful group membership/participation is "like-mindedness."