Monday, January 18, 2010

Spread the wealth. It will pay off

Irene Suchoza, associate at Gantt Huberman Architects (Charlotte, NC), read Marketing Now's coverage in the January 2010 issue of a recent Society of Marketing Professional Services webinar on generating new business and was struck by a comment by one of the presenters, saying she follows the tactic regularly at her own firm:

"I’ve joined several new networking groups over that last three years and find that the best way to network is to give leads to others. They are genuinely so appreciative that they remember you and try to return the favor. This goes hand in hand with Heather Taylor’s comment, 'People do business with those whom they like and trust.' In one case, I was attempting to introduce our firm to a local school district for which we had not previously worked. They were having trouble funding a couple of projects (and who isn’t these days). I gave them information about funds/grants possibly available for sustainable projects and noted our expertise in sustainable design practices. We were granted an interview the following week. This is just one of several cases but I thought it may be of interest."

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