Unclip Your Electronic Leash - Really Be Where You Are and Your Sales and Relationships Will Blossom

Do you want to see your sales soar, your relationships blossom, and your stress level decrease?  Unclip your electronic leash.  That's right, turn off your mobile phone or better yet, leave it in the car when you arrive at a business meeting, networking event, or dinner with a loved one.  Before you immediately dismiss the idea, consider the following.

As hard as it may be to believe, back in the last century there was a time when no one had a mobile phone.  No one had access to the current Tweets from their friends, texts from their co-workers or weather updates from the web.  And people got along just fine.

Opportunity and outstanding situation marketing has driven us to believe that we should not (or cannot) function without our mobile device.  We have been conditioned to believe that we are less effective, less connected, and less important without a mobile phone.  And while recent studies indicate that people feel more stressed if they are without their mobile phone, these same studies indicate that the use of electronic communication is a tool to help people find "real world friends" (Keeping it real... 'Offline' communications still key to connecting with 'Digital Generation' DSSResources) .  In essence, people use mobile phones to enhance, not create relationships that matter.

And in a relationship that matters, what behaviors do you exhibit?  When you are with a premier client, do you answer your mobile phone or text to others?  When sharing an intimate dinner with your mate, do you text to others or receive calls from friends?  If you do, stop it now.

Aren't there times when you intuitively know that you should silence your phone or leave it behind?  Would you answer your phone in a theatre?  At the symphony?  In the library?  Society is changing its tolerance of mobile phones and the abusers who use them.  The signs are everywhere.  In banks, at retail check out counters, and at virtually every governmental agency, mobile phone use is no longer permitted.

The reasons are many, but the simplest explanation is that we no longer wish to be told we are less important than the person who isn't even here.  When you answer a mobile phone call or text a friend in the presence of others, you are telling them that they are not as important as the people you want to connect with who aren't with you right now.

The biggest problem we have with mobile phones is they have become habitual.  Just like yawning, when others look at their phones or are texting, we feel compelled to look or text too.   Mobile phones are arguably the cigarettes of the new society.  We unknowingly light them up by checking for texts, messages, and missed calls.  For many, making a call the moment they get in the car has become a habit, just like lighting a cigarette was in the past.

Clearly there are times and circumstances where keeping your phone accessible is required.  You wife is expecting a child, you are expecting an important call, or you work in a field where you are on call.  The examples of acceptable reasons to keep your phone handy are as ubiquitous as phones themselves.  But stop for a moment and ask,  "Do I really need my phone right now?"

Try this test.  Look back through your call and text log over the past day.  How many calls and texts did you make and receive?  How many of those calls and texts were crucial?  How many were time sensitive?  How many really mattered at that moment?  You'll find that most of the interactions on your mobile device are brain candy.  They keep you occupied.  And occupied while with a significant client or loved one is distracted.  You lose.

When you begin to focus on the people in front of you as much as you do your mobile device, you will begin to change the nature of your relationships.  Better relationships are the source of more sales and less stress.  Lose the leash.


Storytime at the Networking Event - Success Stories Give The Audience a Chance Play a Role

We've all been there.  We are at a networking event and it's time for the elevator speeches.  And one by one they drone one in a rhythmic fashion.  "I'm Bob with Bobs Inc."  "I'm Mary with Mary's Cleaning."  "I'm Steve with Steve's Warehouse."  Each introduction more mundane than the last.  YAWN!

But then something unusual happens.  We find that we're listening to someone more intently.  And before we know it, we're hooked.  We forget about the time and our wonderful buffet lunch, and find ourselves deep inside another world.  In this new world we are experiencing new and exciting things.  What is the difference?  A story.

When delivering your elevator speech (Magical Networking Moment), using stories will capture the imagination and move the audience to take action much faster than the facts.  So present the facts in a success story.  A success story is any recount of an experience a customer has had with you, your product, your service, or your business.  Success stories are extremely powerful.

Most people are thinking about themselves most of the time.  This is the challenge every marketer has when conveying information about their products and services.  How do we break the preoccupation of the audience? People will naturally listen longer and more intently to a story than to a pitch.  What's more, people are naturally curious and want to know how a story ends.

And when a story applies to them, people have the ability to project themselves into the story and really see the success happening for them too.  When they do, you have the rare opportunity to use their self-focus to your benefit. When people are able to think about themselves while using your product or service it translates into more business for you.

Be certain that your story is true as honesty is always the best policy and your integrity and credibility are keys to networking success.  And resist the temptation to embellish for effect.  Those who relate to the story won't need a larger than life experience to be drawn in.  That isn't to say that you shouldn't bring life to the story.  Include sensory words like saw, felt, tasted, and heard to bring the story to life.

And for those who are new to the company, use a story from a seasoned veteran.  Again, confirm the truth of the story but once confirmed, share the success story with audiences until you have your own.  Tell a success story every chance you get.  You may use different stories or the same one over and over again.  Remember there are always new ears listening.

One bit of caution when using stories.  Just as the audience will be drawn in and will loose track of time, so will you if you haven't practiced.  Don't attempt to tell a story off the cuff.  Practice your story in front of a mirror until you have the right facial expressions and you have a handle on the time it takes to share.  Telling the story masterfully is a skill that must be developed and practiced.

Storytelling has been with us since our first words.  Cave dwellers and ancients from all parts of the globe used pictures to tell stories.  Today we continue to share our most powerful lessons through stories.  You can use stories to tell in a more interesting way the story of your product or service and more people will be interested.  Use the success story to win more business and build better relationships. Tell the story.


You've Got Seven Seconds - What Will You Say? The Short Magical Networking Moment

Every once in a while you will be placed in a situation where you only have a few seconds to convey to others who you are and what you do.  It may be at a formal networking event or in a chance meeting.  These short interactions can be extremely powerful if you are prepared.

Have you ever noticed that the volume on your television magically increases during commercials?  Advertisers know that they must grab your attention in the first few seconds of their message and they also know that you are likely to leave the room for a moment or two.  Therefore they increase the volume to lure you back.  Even if you don't return to the room, they want to be sure that they have been heard.

But Magical Networking Moments (elevator pitches or self-introductions) in a group or one on one are different.  While it is important that the volume and pitch of your voice are appropriate for the setting, what you say will be far more important than a commercial advertiser.  You are likely to only have this one chance to make an impression.  Therefore you must plan well what you will say and what you hope to gain by delivering the message.

Remember your desired outcome.  It is impossible to get everyone in the room or every person you meet to be interested in your products or services solely based on a short introduction.  This should be the beginning of a relationship.  Your goal is to craft a message in such a way that the people who are right for you are compelled to ask you for more information.  You'll know you're on the right track when you deliver a short message and people ask you for more information.

Experts tell us that we have between three and seven seconds to grab someone's attention long enough to keep it when they are expecting our message. Starting with a simple question and following with your name is a good technique.  For example, "Have you ever known someone who struggled introducing themselves in front of a group?  I'm Glen and I help people get what they want when meeting people."   Always end with a tag line or your name in the final sentence.  We recommend using only your first name since time is short and one name is easier to remember than two.

In the example above we are seeking people who are struggling to introduce themselves.  And while we are targeting the group in which this message is delivered, we have done it in a way that gives each person who responds deniability.  Few people are willing to admit they have a problem in front of others.  Each person can feel comfortable approaching us without revealing to the group that they have a problem since our message was directed to people who have "known someone who struggled."  If it had asked "have you ever struggled" our responses would be very few.

The key is to take your standard Magical Networking Moment and pull the middle out.  Start with a bang and end with a bang and your time is up. If you haven't crafted your standard Magical Networking Moment yet this shortened message will be the boilerplate for your standard version.  Either way you should remain consistent.

What you say and how you say it will have a big impact on your results.  Having a standard Magical Networking Moment that begins and ends the same will provide you with the ability to shorten your message to fit any occasion.  You will be more consistent and memorable which will deliver better results and help you build deep relationships with your clients and referring partners.


The Moment of Truth: Being Worthy of Referrals - It's All About Follow Up

Something magical happens when you begin to attend networking events.  People begin to give you leads and referrals.  Many have been fortunate to have met someone who wanted to do business right away.  Others have met someone at a networking event that should be a part of their networking circle.  And still others have met that rare individual who just hears what they do and knows someone who needs their product or service.  It happens.  And when it does it is a beautiful thing.

Other times you have worked hard for the opportunity.  You have attended events, met people and delivered a great elevator pitch (Magical Networking Moment).  Through planning your networking and working your plan you have received leads and referrals.

Now comes the moment of truth.  What happens when you meet someone or when someone gives you a lead or referral?  What will you do with what you have been given? Most leads, referrals, and opportunities die.  Most people never follow up or follow through.  It's sad but true.  Nothing will shut referrals down faster than lack of action on your part.  The referral you have received will die.  Worse still, because you will be known as someone who doesn't follow up, you won't receive more referrals either.

The good news is you can stand out in most any crowd by being the exception.  Simply by following up puts you in an elite class.  Following up shows respect for the referral.  It shows respect for the person who gave you the referral and it shows respect for you, your company, and everyone's time.  And following up is easy.  You have tools at your disposal that make managing contacts a snap.  You must use them.

While it is the least effective, a simple email can get the follow up process going.  Be aware that email isn't what it used to be.  Most people get at least fifty emails a day, so your email may not receive priority.  Using email alone is better than most, but not enough to reach the most valuable prospects.  Email does have it's place in the follow up process.  It provides an easy way to connect and it provides a simple management tool for contact information.  Use email to make quick, consistent contact with people.

Incorporate snail mail options too.  Since we get more email today, many forget that regular mail is a powerful tool.  The use of letters, lumpy mail (mail with something inside that makes the envelope beg to be opened), and hand written cards and notes is powerful.  For those who simply cannot seem to get this done, programs like Send Out Cards can do this for you.  Regular mail is an easy way to stand out from the crowd.

One other tool often overlooked is the telephone.  Make use of the phone wisely.  When you call, treat the gatekeeper (if there is one) like you would want to be treated.  Engage them by using their name and by telling them who you are and why you are calling.  It is best to ask for an introductory call when you have been referred. This coupled with courtesy for the gatekeeper will usually ensure your call gets through.  And when leaving messages make them short and to the point.  Your name, your phone number, who suggested you call, your name and phone number again should suffice.  Don't try to sell them on calling you back or your product or service in a message.  The referral should result in a return call.

Having a plan and process that you put every referral through will ensure that you are known as someone who follows up.  Using email, regular mail, the telephone, and courtesy for the gatekeeper will show everyone that you are a professional and worthy of referrals.  Being worthy means more referrals and more business.  So make it happen, follow up.


Consistent Action in a Purposeful Manner is the Key to Networking Success

While most people don't want to hear it, the key to success in networking is consistency.  Nothing will replace consistent action in a purposeful manner.  You must plan your networking success and work your plan consistently, making adjustments as you go to ensure you are getting the most for your efforts.

Most of us have heard of someone who came to his or her first networking event and met a great prospect that became a client.  Many have even heard of someone who has done business at a networking event.  Perhaps you have had the good fortune of meeting someone who was in need of your product or service and you closed the business at the event.  It does happen.

But patience and perseverance are required in networking as in most every other endeavor in life.  Consistency is the key to success.  Joining a health club doesn't make you healthy.  Once you join you have a greater likelihood of going, and once you go you have a greater likelihood of using the equipment.  Using the equipment doesn't ensure health either.  It is the purposeful use of the equipment in the proper fashion and proportion consistently that ensures improved health.

Networking is very similar.  Joining a group increases the likelihood that you will attend a meeting or event.  Attending increases the likelihood that you will actually engage in a conversation with another attendee.  Engaging in conversation increases the chances that you will meet someone who could use your product or service.  But the purposeful planning of which meetings and events to attend and whom you wish to meet, coupled with the successful execution of that plan, will ensure that you are successful in networking and in your business endeavor.

The old saying, "who you are speaks so loudly I can't hear what you are saying" applies in networking.  While your appearance plays an important role,  how often you appear at events is critical.  People will begin to know, like, and trust you when they see you more often.  This increases the odds that they will remember you when they meet someone who needs what you sell.

Therefore, you should plan out your networking for the next six weeks and stick to it.  Measure your success at each event and determine if the right connections are attending the same events you are.  Be honest with yourself.  How well did you connect?  How much did you give each event?  What impacted your results?

Be sure to visit each event or group more than once before you decide to fully engage or eliminate it from your plan.  Then be decisive.  Choosing a few events or groups to fully engage in each month will bring far better results than taking a shotgun approach.  You'll begin to see the same people and they will see you as reliable.  Then they will open up their contact list to you.  This is when networking becomes powerful.  Remember, meeting people and doing business with them individually is great, but the real power comes when you gain access to their contacts and referrals.

Networking success requires a plan and that plan requires consistently attending events and meetings and measuring your success.  When you fully engage and consistently attend you will find better relationships, better use of your time, more referrals, and greater success.  Be consistent.