After you've figured out who you met and what you discussed, follow up and tell people how much you enjoyed talking to them. Let them know that you'd like to get to know them better, and to find out more about their product or service because you want to be certain you understand how you would recognize a good lead for them. React to any surprise or skepticism you might encounter by explaining that this is just normal operating procedure for you. Let them know that since such a large part of your business comes from referrals, you like to give out at least as many referrals as you get. Make sure they understand you're not looking for anything in return.

Set up a lunch date with your new contact and be true to your word. Learn more about them and never once try to promote yourself. Introduce them to others in your network with whom they might form strategic alliances. By being sincere and diligent in your efforts to send others business you'll develop a well-deserved reputation of being a business "matchmaker," someone "in know," and someone who cares about helping others. You'll be amazed at how quickly you, in turn, will become a referral magnet.

©1999, 2001 Leni Chauvin

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Leni Chauvin is a Certified Professional Coach and an expert in building business through strong referral networks. She works with individuals and groups who want to have outrageously successful careers AND equally phenomenal lives. Visit http://www.superstarnetworking.com to learn more and to subscribe to NETWORKING GAZETTE, Leni’s FREE e-mail newsletter. mailto:leni@superstarnetworking.com

How to Write Benefits and Features for Your Book

On an 8 ½ by 11" paper make a list:

1. Write exact product/service your want your prospect to buy. Write your title. For instance, Ten Ways to Market Your Book Online.

2. Write three features of your book. These are distinguishing facts about your product. For instance, Ten Ways includes 1) simple, step-by-step "how to" exercises to start an eMagazine, 2) useful web site addresses for marketing your book through writing short articles and tips, and 3) specific author's time and money-saving tips throughout book.

3. Write three benefits of your book. These are advantages your buyer gain as a result of features listed above.

Here's a few samples:

1)Creating and sending out an eNewsletter on a regular basis builds credibility, trust and profits.

2) Giving authors links and web site addresses of top web sites help Web site build content, and helps author bring attention to his book through link to where his book is sold.

3) The specific, highlighted "author tips" are short, easy-to-read, saving reader time, while giving valuable information.

Remember, adding practical and emotional benefits to your features will hook your "lookie loos" into a "take-out-the-credit-card" buyer. ============= Judy Cullins: author, publisher, book coach _Write Your Ebook or Other Short Book - Fast!_ _Ten Non-techie Ways to Market Your Book Online_ _Quadruple Your Web Sales in One Month with Free Articles_ http://www.bookcoaching.com/products.shtml Subscribe to FREE ezine "The Book Coach Says..." mailto:Judy@bookcoaching.com