Glen Gould

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admin — Wed, 31 Dec 1969 19:00:00 +0000

Networking and connecting can be incredibly rewarding. And as you get the hang of it you may determine that the time has come for you to start your own networking group. While many who choose to will succeed, the risk involved should be measured against the potential reward before jumping in. There are many rewards for starting your own group should it succeed. You may be in a highly competitive field like banking, insurance, or real estate and all the positions in the established closed groups are filled. Starting a group would provide you with an opportunity to participate in a closed or exclusive group. Of course when you start a group you have the added luxury of determining who will be allowed in the group. And by starting your own group you can determine when the group meets, where it meets, and virtually all other logistical aspects of the group. While there are many other benefits to starting your own group, one final benefit is that you have the opportunity to demonstrate your leadership skills. This will make you instantly more likely to receive leads and referrals. Everyone wants to associate with a leader. With benefit we often find risk, and the risks are many when it comes to starting your own networking group. You may not succeed and those you attempt to bring into a group will be disappointed. This may lead to fewer leads and referrals. You may alienate a friend or networking partner if you do not invite them to your new group. There may be power struggles and difficulty moving the group to action from time to time. And if you choose to charge a fee to be apart of the group you will have the headache of maintaining the books for a new business venture that will make little if any money for some time to come. If you don't charge a fee you may find it harder to get participants to take the group seriously. While the risks are many the reward in many cases will outweigh the risk. You should choose to jump in if this is the case. But you should do so after careful examination of all the factors that will impact your success. The most successful launches of new groups always begin by identifying a core group of key participants that will bring excitement to the group. These participants should be people you know well but don't network with as often as you would like. Once you've identified a core group, choose a day of the week and time that works for everyone and stick to it. Have an initial meeting to get the group going and to determine the other business categories you wish to fill. Then plan a launch party with at least four weeks notice. Begin with a bang by inviting more people than you need to fill the group. Each person in the core group should invite at least ten people to the launch party. Make this truly a party atmosphere full of fun and excitement. Plan this meeting well and invite more than one person from each business category. What should result is a competition for the open slots between the invitees. This creates buzz and desire to participate. These newly drafted members will add excitement and enthusiasm to your group. Do this as many times as it takes to fill the group. Don't be overly ambitious about membership. Most closed groups function best with between six and twenty members. You may notice we have made no reference to open groups in this discussion. We believe there is an abundance of open networking groups and no need to create more. If you're looking for an active, powerful, open group, look no further than your local chamber of commerce. If it isn't functioning at a high level, volunteer to super-charge the networking for them. You will have an instant audience and you will be more likely to succeed. Starting a group is typically the last resort or only necessary if you cannot find what you are looking for in another group. It is an option if your category is filled in all the exclusive groups or if there is a lot of competition in your industry. You can set yourself apart by starting a group. Be sure to identify the potential risk involved and measure it against the potential reward before jumping in. Starting your own group can be fun and rewarding so long as you know how to do it and what you hope to accomplish.

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

admin — Wed, 31 Dec 1969 19:00:00 +0000

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.

Persistence Pays Big Dividends – Attend Your Chamber of Commerce Meetings Regularly

admin — Wed, 31 Dec 1969 19:00:00 +0000

People do business with people they know, like, and trust. Being known happens when people become familiar with you through repeated exposure. While being referred by others and advertising helps, being known in a way that leads to being liked and trusted is best accomplished through personal interaction. That means you would be well served by attending events and meetings regularly.

But often times we find the same people attending regular meetings of chambers of commerce and other associations and we mistakenly begin to believe that there is not much of a reason to continue attending those events. After all, we've pretty much fished this pond out, right?

Nothing could be further from the truth. Studies show that less than ten percent of people will do business with someone new in a group within the first three encounters. While the vast majority who will do business with you will do so within the fourth to seventh encounter, additional studies show that nearly one third of all business you will do will occur after the eighth encounter with that person. Why?

It takes time and familiarity for people to believe you are trustworthy. Until we buy your product or service we have to rely on your actions to gauge your effectiveness. Regular attendance provides evidence that you are consistent and consistency is a trait of those we rely upon. We begin to trust people when we can predict their actions. It's like making a deposit in the bank of our trust each time we see you at a chamber event or meeting.

Attending meetings at your chamber puts you in a room with like-minded business professionals. This improves the likelihood that you'll be liked. Attending regularly provides evidence you can be trusted.

Get involved at your chamber and you'll become known by your persistence, liked by your availability, and trusted by your predictable regular attendance.

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admin — Sat, 24 Jan 2009 01:17:14 +0000

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admin — Sat, 24 Jan 2009 01:18:14 +0000

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Glen Gould blog goes live.

admin — Sat, 24 Jan 2009 01:26:14 +0000

It has been several years and a series of fun interesting twists but it has happened. Glen Gould now has a blog and a website with his name as the URL. Indeed its true. A long time ago - I sought to claim my place in the world wide web and all the GlenGould.??? were gone. So wait and wait and then one day my partner emailed me GlenGould.net was available. I claimed it and now I am here to share.

Glen Gould blog goes live.

admin — Sat, 24 Jan 2009 01:27:37 +0000

Observe the Multiple Networking Group Law: No Double-Dipping

admin — Wed, 25 Feb 2009 12:39:37 +0000

As you begin to find success in networking you will undoubtedly expand your network to include more than one group. Becoming active in several networking groups focused on varying interest, geography, or industry is a wise move that will broaden your exposure and increase your effectiveness. We encourage and highly recommend that you are involved in more than one group, chamber of commerce, or both. With expanded exposure comes the opportunity to share your network with a wider variety of people. You will provide more solutions to more people and they will provide you with more connections. Your network will grow. This benefits you, your network, and your new networking partners. However there is one rule that you must never violate if you are to succeed in multiple groups. Never under any circumstances give two people in the same business the same referral. If your friend Sam is buying a new house, you cannot refer Sam to two mortgage brokers in different groups. That is just like double-dipping chips at a party; you just shouldn't do it. It is not cool and everyone gets hurt when you share the same referral with two people in the same industry. Your friend Sam gets a mixed message and begins to feel like he is just a number to you. He is likely to think you are not trying to help him as much as you are trying to help yourself. The two mortgage brokers end up embarrassed and looking like little more than glad-handing salespeople. And you end up with a loss of credibility that will lead to fewer referrals and potential expulsion from both groups. But do not be confused. It is appropriate and desirable to share the same referral with solution providers in similar but different industries. You most definitely should share Sam's name with one mortgage broker, one realtor, one insurance agent, and one moving company provided you know that Sam has an interest or need for these services. Your knowledge of Sam's needs is a direct result of your relationship with Sam. Your relationship with Sam may not be close enough for you to know all his needs and interests. You may have recently met Sam and you only know he is in the market for a new home. It stands to reason he may have a need a mortgage broker, insurance agent, realtor, and mover. But you are not close enough to Sam to know for certain. You should still share Sam's name with one provider for each service from your network. In doing so be clear with each person that Sam is a lead, not a referral. In either case, sending resources to Sam that can solve his problems helps him, the referral partners, and you. Understanding how and when to share referrals is essential to your success in networking and in life. Observing the law of "no double-dipping" will ensure you have greater success.

Observe the Multiple Networking Group Law: No Double-Dipping

admin — Wed, 25 Feb 2009 12:41:22 +0000

Observe the Multiple Networking Group Law: No Double-Dipping

admin — Wed, 25 Feb 2009 12:41:43 +0000

Knock, Knock! Know Who Is There At Networking Events: Morning Groups

admin — Thu, 26 Feb 2009 11:24:10 +0000

Perhaps you are a serial networker. You attend every event you can and you meet a lot of people. And of course you meet other serial networkers. But have you ever stopped to examine the different types of people and which events they frequent? This can be a powerful aid in finding the right prospects for your products or services. Knowing who is there will assist you in determining where your efforts will be best spent. Networking events are held at all hours of the day. In larger cities you can even find networking events twenty-four hours a day. However most networking events fall into one of three time frames; breakfast, lunch and after-hours. While serial networkers will attend all three, the remainder of the crowd will be determined by the time of day the event is held. Most every early morning networking event will be held before 9:00 a.m. You can expect breakfast of some sort, from bagels and pastries to a full plated meal and you can expect to meet a select group of people. Since these events happen before the workday starts, breakfast meetings are often the choice of C-level executives and business owners. Whether a solo-practitioner or a busy corporate executive, breakfast is often the only discretionary time these folks have to participate. Professional people and C-level executives from all fields will choose breakfast networking meetings. Not only are they more available in the morning, but they also know they can control to a large degree the types and number of interactions they will experience. The busiest and hardest to reach people will often arrive just before the program starts and leave promptly upon conclusion. If you are going to connect with them you will need to plan carefully and be realistic in your expectations. Just because you met Jane Mega Company at the breakfast doesn't mean you have the right to call and email her. First determine exactly whom you wish to meet. When the opportunity arises, introduce yourself and ask permission to contact them at a later date (you may even be able to set an appointment right then and there). Remember that most people who are busy are also highly organized. When they come to networking events they are bombarded by sales people. When you handle the interaction as an opportunity to connect and discuss business later you will stand out from the crowd. Of course you can ask a few questions about them and their business, but keep it brief and plan for a meeting in the future. One outstanding way to ensure you meet everyone is to volunteer to be a greeter at the event. Even if you can't serve in a formal role, you can stand near the entrance and exit and welcome people with a warm handshake and smiling face. But consistency is the key. Everyone must be treated as if they are the most important person in the room, after all they are to someone and they just might be to you. Additionally, being a greeter once in a while won't work. Be consistent in greeting people at events and you'll become known by everyone. Breakfast meetings present an outstanding opportunity to meet people that rarely attend events at other times during the day. Including breakfast meetings as a part of your networking plan will maximize your effectiveness and increase the likelihood that you will meet the right people.

Knock, Knock! Know Who Is There At Networking Events: Morning Groups

admin — Thu, 26 Feb 2009 11:25:14 +0000

Perhaps you are a serial networker. You attend every event you can and you meet a lot of people. And of course you meet other serial networkers. But have you ever stopped to examine the different types of people and which events they frequent? This can be a powerful aid in finding the right prospects for your products or services. Knowing who is there will assist you in determining where your efforts will be best spent. Networking events are held at all hours of the day. In larger cities you can even find networking events twenty-four hours a day. However most networking events fall into one of three time frames; breakfast, lunch and after-hours. While serial networkers will attend all three, the remainder of the crowd will be determined by the time of day the event is held. Most every early morning networking event will be held before 9:00 a.m. You can expect breakfast of some sort, from bagels and pastries to a full plated meal and you can expect to meet a select group of people. Since these events happen before the workday starts, breakfast meetings are often the choice of C-level executives and business owners. Whether a solo-practitioner or a busy corporate executive, breakfast is often the only discretionary time these folks have to participate. Professional people and C-level executives from all fields will choose breakfast networking meetings. Not only are they more available in the morning, but they also know they can control to a large degree the types and number of interactions they will experience. The busiest and hardest to reach people will often arrive just before the program starts and leave promptly upon conclusion. If you are going to connect with them you will need to plan carefully and be realistic in your expectations. Just because you met Jane Mega Company at the breakfast doesn't mean you have the right to call and email her. First determine exactly whom you wish to meet. When the opportunity arises, introduce yourself and ask permission to contact them at a later date (you may even be able to set an appointment right then and there). Remember that most people who are busy are also highly organized. When they come to networking events they are bombarded by sales people. When you handle the interaction as an opportunity to connect and discuss business later you will stand out from the crowd. Of course you can ask a few questions about them and their business, but keep it brief and plan for a meeting in the future. One outstanding way to ensure you meet everyone is to volunteer to be a greeter at the event. Even if you can't serve in a formal role, you can stand near the entrance and exit and welcome people with a warm handshake and smiling face. But consistency is the key. Everyone must be treated as if they are the most important person in the room, after all they are to someone and they just might be to you. Additionally, being a greeter once in a while won't work. Be consistent in greeting people at events and soon everyone will know you. Breakfast meetings present an outstanding opportunity to meet people that rarely attend events at other times during the day. Including breakfast meetings as a part of your networking plan will maximize your effectiveness and increase the likelihood that you will meet the right people.

Knock, Knock! Know Who Is There At Networking Events: Morning Groups

admin — Thu, 26 Feb 2009 11:25:43 +0000

Perhaps you are a serial networker. You attend every event you can and you meet a lot of people. And of course you meet other serial networkers. But have you ever stopped to examine the different types of people and which events they frequent? This can be a powerful aid in finding the right prospects for your products or services. Knowing who is there will assist you in determining where your efforts will be best spent. Networking events are held at all hours of the day. In larger cities you can even find networking events twenty-four hours a day. However most networking events fall into one of three time frames; breakfast, lunch and after-hours. While serial networkers will attend all three, the remainder of the crowd will be determined by the time of day the event is held. Most every early morning networking event will be held before 9:00 a.m. You can expect breakfast of some sort, from bagels and pastries to a full plated meal and you can expect to meet a select group of people. Since these events happen before the workday starts, breakfast meetings are often the choice of C-level executives and business owners. Whether a solo-practitioner or a busy corporate executive, breakfast is often the only discretionary time these folks have to participate. Professional people and C-level executives from all fields will choose breakfast networking meetings. Not only are they more available in the morning, but they also know they can control to a large degree the types and number of interactions they will experience. The busiest and hardest to reach people will often arrive just before the program starts and leave promptly upon conclusion. If you are going to connect with them you will need to plan carefully and be realistic in your expectations. Just because you met Jane Mega Company at the breakfast doesn't mean you have the right to call and email her. First determine exactly whom you wish to meet. When the opportunity arises, introduce yourself and ask permission to contact them at a later date (you may even be able to set an appointment right then and there). Remember that most people who are busy are also highly organized. When they come to networking events they are bombarded by sales people. When you handle the interaction as an opportunity to connect and discuss business later you will stand out from the crowd. Of course you can ask a few questions about them and their business, but keep it brief and plan for a meeting in the future. One outstanding way to ensure you meet everyone is to volunteer to be a greeter at the event. Even if you can't serve in a formal role, you can stand near the entrance and exit and welcome people with a warm handshake and smiling face. But consistency is the key. Everyone must be treated as if they are the most important person in the room, after all they are to someone and they just might be to you. Additionally, being a greeter once in a while won't work. Be consistent in greeting people at events and soon everyone will know you. Breakfast meetings present an outstanding opportunity to meet people that rarely attend events at other times during the day. Including breakfast meetings as a part of your networking plan will maximize your effectiveness and increase the likelihood that you will meet the right people.

Knock, Knock! - Know Who is There at Networking Events - Lunch Groups

admin — Sat, 28 Feb 2009 10:59:34 +0000

Whether you realize it or not you have been to a networking lunch. Food, lunch time, and more than one person are the requirements for a networking lunch. Having lunch with a prospect or co-worker is a networking lunch by definition. But for our conversation we will focus on structured, multi-attendee networking luncheons.

Most networking luncheons attract a wide variety of people from all business categories with one common bond; nearly all will be directly or indirectly responsible for sales at the company they represent. For this reason the networking lunch takes on a different personality than all other networking events.

Networking luncheons vary from structured events with a formal meal and keynote speaker to a loosely tied together group where everyone brings their own "brown-bag" lunch. What makes networking luncheons different from networking events at other times during the day (aside from the preponderance of sales people in the room) is the compressed time frame. Most people who attend networking luncheons have scheduled meetings before and after the lunch and therefore have limited time.

Except for the largest groups, most networking luncheons provide an opportunity for the attendees to give their elevator speech or sixty-second commercial. Few people who attend networking luncheons are shy since there are many sales related professionals in the room. You should be prepared to deliver a self-introduction for one-on-one interactions and to the audience that is concise and audience-focused. You have approximately seven seconds to gain the interest of the listener before he or she mentally turns you off.

One of the best things about networking luncheons is that you will easily meet new people if you want to. Even if you attend with a co-worker, sit with someone you haven't met. By the time the lunch is over you will know a lot about your new friend and they will know a lot about you. This is the beginning of a relationship that will lead to more connections. You can't help but get to know people when you share a meal with them.

Since most of the people at networking luncheons are in sales, they will have a vast network of connections and it is highly likely that someone in the room will know the person or people you are trying to meet. Focus on the people you meet and the ways you can help them. When asked, clearly state the benefits you can offer others and the connections you are seeking. You can quickly open doors through the relationships you will forge at networking luncheons.

But heed this one word of caution. Except formal events, a networking luncheon is a relaxed atmosphere. Since there are so many sales people at networking luncheons, you may mistake their candor as sales pushiness. While there will be a few pushy sales people to be certain, the vast majority of the group is there to meet new people and grow their network. Although it does happen, don't go expecting to sell something to someone that day. And bring plenty of business cards but don't hand one out unless asked. Rarely does anyone follow up with someone from an unsolicited card.

Networking luncheons provide an outstanding opportunity to meet a lot of people and to meet many who know the people you need to know. Just remember that the networking luncheon is a time-compressed, full contact, networking event. It requires a clear understanding of the attendees and for you to have a concise, audience-focused message. Be certain to attend, meet new people, and follow-up promptly and you will win big at networking luncheons.

Knock, Knock! - Know Who is There at Networking Events - Lunch Groups

admin — Sat, 28 Feb 2009 11:01:54 +0000

Knock, Knock! - Know Who is There at Networking Events - Lunch Groups

admin — Sat, 28 Feb 2009 11:02:39 +0000

Knock, Knock! Know Who Is There At Networking Events: Business After Hours (BAH)

admin — Mon, 02 Mar 2009 11:53:58 +0000

Perhaps the one event that has done more to ease people into networking is the business after hours. A staple of chambers of commerce and associations, the business after hours usually attracts the largest crowds and the most diverse audience. Knowing what to expect is crucial to success at a business after hours (BAH for short). The major difference between a BAH and all other networking events is alcohol. Most BAHs will have at least beer and wine and many will have mixed drinks as well. This creates a more relaxed atmosphere where people will let their guard down and be more social. Work is over, the drinks are flowing, and people loosen up quite a bit. BAHs can be very powerful opportunities. However BAHs can create the biggest risk as well. Most BAHs will be held immediately following work. Intoxication happens more quickly when you drink on an empty stomach. While it is rare that anyone gets really drunk at BAHs, many will have their judgment impaired by alcohol. So a word of caution: Drink with care and beware of those who have been drinking. Of course there will usually be food available at a BAH. The trick is to manage food and drink all while standing since most BAHs are held in a cocktail-party atmosphere. It is equally important not to appear gluttonous by remaining near the buffet for too long. Since this is a social event, more focus will be put on your social skills. You must be aware that, like it or not, people do watch and people do talk. Everything is amplified when you add alcohol to the mix. Do not be mistaken. This article is not intended to discourage you from attending BAHs. Quite the contrary. BAHs will attract attendees that you cannot reach at any other function. All the high profile executives will attend as will the busy entrepreneurs and solo practitioners. The BAH is the one event where you truly can meet most anyone you wish. Knowing how to meet people, what to say when you meet them, and how to meet the right people at an event will be critical skills necessary for success when attending BAHs. Remember that you should focus on others not yourself and that the conversations you hold should be designed to determine if you are meeting someone that you should get to know better. Be social, meet several people, and then determine the three to five folks that you can help and that can help you. Talk with them a bit longer and be sure to get their business card to follow up. Remember these general rules about business after hours events: Most are powerful opportunities. The smaller the event the more likely you are to make a great connection. The more focused you are the more likely you are to meet the right person. Therefore, eat before you arrive, skip the alcohol, and be clear who you are looking for. By following these rules you will always leave the event with connections that count and a clear head.

Knock, Knock! Know Who Is There At Networking Events: Business After Hours (BAH)

admin — Mon, 02 Mar 2009 11:56:02 +0000

Knock, Knock! Know Who Is There At Networking Events: Business After Hours (BAH)

admin — Mon, 02 Mar 2009 11:56:20 +0000

Knock, Knock! Know Who Is There At Networking Events: Business After Hours (BAH)

admin — Mon, 02 Mar 2009 11:58:49 +0000

Starting Your Own Networking Group - Be Sure to Weigh the Risk and Reward and Begin With a Bang!

admin — Tue, 03 Mar 2009 11:21:09 +0000

Starting Your Own Networking Group - Be Sure to Weigh the Risk and Reward and Begin With a Bang!

admin — Tue, 03 Mar 2009 11:28:12 +0000

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

admin — Thu, 05 Mar 2009 10:33:19 +0000

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

admin — Thu, 05 Mar 2009 10:40:16 +0000

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

admin — Thu, 05 Mar 2009 10:40:34 +0000

Be a Leader – Get Involved in the Operation

admin — Fri, 06 Mar 2009 11:11:37 +0000

Leaders are missing in most every aspect of life. There is a void of leadership that continues to weaken groups in all areas of our society, and networking groups are not immune. We need those who possess skills and enthusiasm to keep the group on task, on time, on purpose, and on going. As with all things in life, successful networking requires careful planning, consistent attendance, full participation, and careful results measurement. But to truly soar you need to do more than just consistently attend events and participate. By volunteering to take a leadership role you will set yourself apart from the masses. Everyone values those who give of their time to ensure the success of the group. Giving of your time in a purposeful way will yield great results. You should seek out opportunities to serve where you can make the biggest impact for the group and for you. Choose a leadership role that aligns with your unique set of skills. Those who facilitate groups in their business lives should facilitate networking groups. Bankers, financial planners, certified public accountants, and other financial professionals should volunteer to assist with management of the finances and financial reporting of the group. Always seek opportunities to showcase your skills when seeking a leadership role. Check your ego at the door. While you may be the captain of your ship, leadership in a volunteer group requires a servant mentality. To lead is to serve others. Bring all your talent and skills to be sure, but resist the temptation to be overbearing simply because you are the expert. Remember that others are serving as well. The last thing any group needs is a dictator. Be empathetic. Perhaps the best thing about being a leader in any group is that you will be considered a leader in all walks of life. People naturally assume that you are a mover and shaker when you are the head of an organization and they will ask you to lead in others. This gives you access to the heads of other organizations. They now represent your peer group. Become known as a leader and you will be amazed at the level of people you meet and how many of them will want to know you.

Be a Leader – Get Involved in the Operation

admin — Fri, 06 Mar 2009 11:20:55 +0000

What the Movers and Shakers Know That You Don't - Volunteering Does More Than Make You Feel Good

admin — Sat, 07 Mar 2009 14:50:39 +0000

One of the best kept secrets of the movers and shakers is that volunteering is a powerful way to improve you business and your life. There is nothing more powerful than a group of people pulling together for a common cause. When you work side by side with another person in an effort you both care about, you will find that forces seen and unseen will work in your favor to bring you closer together. Volunteering differs from taking a leadership role in that volunteers do the heavy lifting. They function in an operational manner. They do the planning, coordinating, and directing others. These are the unsung heroes of the event that went off without a hitch, the issue that was tackled and defeated, and the community that was changed for the better. Volunteers make our lives better and we couldn't live or function without them. You can get started by simply offering to be a greeter at the reception table at the next event you attend. Or you can offer to serve in a role at your local chamber of commerce, service club, or school. There are more opportunities than one can count to volunteer and make a difference. When choosing how to serve, consider the things that you are passionate about. While serving your industry group will reap rewards in your business life, serving with other people who share your passion for a cause will bring you personal rewards and satisfaction. And don't fail to recognize the opportunities you'll be given to expand your business with the people you will meet who will be interested in you since you share a common interest in a cause. But don't be too anxious to do business. You will have access to people that you could never get to through normal business channels. When you serve with others who care about what you care about, you will be amazed at the different people you will easily meet and spend time with. Volunteering gives you access to people you may otherwise never get close to and better still, it gives you the commonality that builds relationships. Do not abuse this opportunity by trying to sell. The best approach is to get to know the people you are volunteering with and let them get to know you. Once they know you, they will like you, and your co-service will lead them to trust you. You won't have to ask for the business, they will naturally bring the business to you. You will be a trusted resource they will go to and lead others to when they find a need for your products or services. Remember that you should volunteer to serve a cause or group you have a passion for and you will find that business will naturally happen. In the process you will find personal fulfillment, new friends, and bigger business opportunities. Friends do business together.

What the Movers and Shakers Know That You Don't - Volunteering Does More Than Make You Feel Good

admin — Sat, 07 Mar 2009 14:58:22 +0000

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

admin — Mon, 09 Mar 2009 09:57:44 +0000

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.

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

admin — Mon, 09 Mar 2009 09:58:17 +0000

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

admin — Mon, 09 Mar 2009 09:58:17 +0000

Getting to Know You - Real Success Cannot Be Achieved Without One-on-One Meetings

admin — Tue, 10 Mar 2009 10:20:18 +0000

Are you ready to make your networking efforts pay huge dividends? There are many things you can and should do to ensure success, but none so important as setting time aside each week and meeting with individuals face-to-face, also known as having a one-on-one. Individual meetings with people are so critical that we believe you cannot truly succeed without them. When it is just you and another person meeting you will have the ability to really get to know each other. You will have a chance to learn about each others personal life, goals, and dreams. In learning more you will also discover things you have in common and you will naturally grow to like each other. That is assuming you have carefully chosen those with whom you meet. One-on-one meetings are where the networking plan you have created really pays off. Since you have carefully considered the people you want to meet and you skillfully asked questions previously, you won’t be wasting your time when you meet discovering if you are a match. You can get right into knowing each other better. Occasionally you will have a one-on-one with someone that you thought would be a match but turns out not to be. When this happens it is best to refer them to someone else and move on. Be polite but honest. The best thing for everyone is to have people in your network that truly belong. Skillful questioning, careful listening, and clearly explaining your needs will clarify the relationship. Both you and your meeting partner will quickly see if there is a good match or not. Meet at a neutral location like a local Starbucks or other coffee house. Meeting at a neutral location keeps the focus of the meeting on the two of you as equals and prevents the conversation from turning one-sided. Neutral locations also provide ease of exit when a match isn’t felt. One-on-ones can be over a meal if you choose. We suggest breakfast as the meal of choice. It’s easy to focus on the food and restaurant when having lunch or dinner, but you want to focus on your meeting partner. Breakfast also provides the lowest cost of entry and the shortest time. One-on-ones should be short and to the point but long enough to become comfortable with each other. You should bring what you believe will be a good lead or referral for the person you are meeting with. As you engage in more one-on-ones you will become skilled at referring others on short notice. You’ll hear what they do and quickly think of someone you just met or have known for quite a while that needs to know your meeting partner. But and in the beginning it may take a bit more thought. Having at least one potential lead or referral means you have done your homework and that you cared enough to come prepared. It also puts into motion the law of reciprocity. Simply stated, you have done something for them, now they feel obligated to do something for you. All too often we leave meetings feeling like we have made a great connection and neither party takes the next step and gives a referral. Coming prepared puts the relationship into action. One-on-one meetings are essential to success. They are the building blocks of relationships that will result in more referrals and closed business. People do business with people they know, like, and trust. One-on-one meetings give you the opportunity to know, like, and trust each other.

Getting to Know You - Real Success Cannot Be Achieved Without One-on-One Meetings

admin — Tue, 10 Mar 2009 10:20:26 +0000

Be One of the Chosen Few Who Meet the Right People - Seven Steps to Networking Success

admin — Tue, 17 Mar 2009 11:23:46 +0000

Regardless of the community, group, or event, there always seems to be someone who meets just the right people at just the right time. While others spend years attending events hoping to meet someone, these seemingly chosen few find it easy to connect and grow their network (and their business). Why? Here are seven simple steps to become more like those "chosen few". First. Remember that you are not there to sell anything right now. Everyone has come to the event or group with the desire to grow their business. And that is why so many people fail to connect. Since everyone expects everyone else to be selling, they naturally put up their protective wall. It's hard to connect with people through a wall. Second: Remember that everyone is thinking about themselves most of the time. You must be aware that people love to hear their own name and things about them. That's why so many people verbally vomit all over others when they meet them. It's not because they think others want to hear about them, it's because they want to hear about themselves. Third: Smile! It's proven that smiling, seemingly happy people are more attractive to us than people who do not smile. People who smile more are more successful. The simple act of smiling can make you happier. What's more, smiling leaves evidence on your face in "smiling lines" that make you appear to be smiling even when you are not. Smiling tells others that you are warm and inviting, and most of all, fun! Fourth: Seek to meet people. Here's a secret: Everyone is scared just like you. It's natural to be apprehensive when in a crowd of strangers. When you take the first step and engage others in conversation, you will subliminally be easing the pain that the other person is experiencing. Everyone is there to meet people. You should make it easy for others to meet you by taking the first step. Fifth: Have a warm handshake, literally and figuratively. If your hands are cold, rub them together to warm them up. Shake hands with people being sure to get a good web-to-web grip. See my previous article "Success in Sales and in Life Depends on a Great Handshake" to learn how to do this. Sixth: Ask questions that show a genuine interest in the other person. One great example is, "how did you get into the work that you are in right now?" Asking questions that go beyond what you do and how you do it will go a long way to building rapport and that leads to a better connection. Seventh: Ask for their business card. When you get their card write down a few notes to remind you about the conversation. Be sure to ask the Million Dollar Question: "As I meet people, how will I know a perfect referral for you?" Write this down and then follow up with a phone call or note. Every group has the chosen few who seem to have the inside track. They know everyone and everyone knows them. Meeting new people comes naturally for them. Follow these seven steps and you will soon be among the chosen few who meet all the right people at just the right time.

Be One of the Chosen Few Who Meet the Right People - Seven Steps to Networking Success

admin — Tue, 17 Mar 2009 11:28:05 +0000

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

admin — Mon, 06 Apr 2009 10:57:28 +0000

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.

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

admin — Mon, 06 Apr 2009 11:02:31 +0000

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

admin — Mon, 06 Apr 2009 11:02:44 +0000

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

admin — Tue, 07 Apr 2009 09:52:11 +0000

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.

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

admin — Tue, 07 Apr 2009 09:57:34 +0000

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

admin — Wed, 08 Apr 2009 10:52:00 +0000

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.

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

admin — Wed, 08 Apr 2009 11:02:05 +0000

The Elevator Speech - How to Ensure Your Message Is Heard in Any Crowd

admin — Mon, 13 Apr 2009 10:10:50 +0000

Attend networking events and before long you will have the opportunity to introduce yourself to a crowd. While what you say is very important, how you say it will determine if your carefully crafted message (your Magical Networking Moment) will be heard. It's not as simple as speaking loudly enough to be heard. Most people intuitively know that they must speak up in front of a crowd, especially in a large room without a microphone. But even the most seasoned speaker has limited experience with different acoustical characteristics. Flooring, ceiling material, furnishings, and wall coverings play a role in how well your voice will carry in a room. A good rule of thumb is to remember that the harder the surface, the more your voice will carry and be reflected. You will need to speak louder in rooms with carpet, soft wall coverings, abundant plush seating, and textured ceiling tile since these materials will absorb sound. Conversely, you will speak softer and more slowly in a school cafeteria where you will find hard floors, chairs, tables, and ceiling materials since your voice will carry and even echo is some situations. Regardless of venue, every event has its share of soft-spoken folks who fail to be heard. Here are a few tips to ensure that you will be heard every time you introduce yourself. 1. Get there early. If you arrive early you can test your voice in the room. This will ensure that you will be loud enough, but it will also ensure that you won't be too loud too. 2. Choose your seat carefully. Choose a seat near the front of the room or at least on the perimeter of the crowd. You don't want to have your back to anyone. 3. Be ready when it is your turn and stand up. Read my previous articles on Stand, Pause, Breathe, Lean Forward, and Speak Loud Enough to be Heard. 4. Slow down! Most people speak too fast and therefore do not enunciate properly. While you know exactly what you are talking about, the audience doesn't. Give the listener time to grasp what you are saying. 5. Remember that less is more. Give the audience only one or two points to remember. Chances are they will not remember much. It is important to remember your goal. You want others to come up to you and ask for more information. You cannot and should not try to be all things to all people. If you carefully craft your message and deliver it with the proper volume and pace, you will find that you will attract all the right people. Following the tips above will ensure that the right people will hear you in every crowd.

The Elevator Speech - How to Ensure Your Message Is Heard in Any Crowd

admin — Mon, 13 Apr 2009 10:15:43 +0000

Stand Out In The Crowd: Sponsoring Gives You Exposure - Hosting Gives You Access

admin — Tue, 14 Apr 2009 09:53:38 +0000

If you are seeking a way to stand out from the crowd, perhaps no better opportunity exists than to host or sponsor an event that brings people together. Whether it's just an intimate group or a large crowd, hosting and sponsoring events provides excellent exposure, however there are significant risks as well. Sponsoring an event is different from hosting an event. To sponsor an event usually means that you are providing financial or in-kind support of an event produced by others. A good example would be if you sponsored a local chamber of commerce luncheon. You could provide financial support that would assist in promoting the event or paying for the lunch for the attendees. Perhaps you could provide meeting space for a chamber mixer. Or you might provide the printed invitations to the annual dinner. In these examples, you would provide financial support either directly through cash payment or indirectly through in-kind service. Both are important to the success of the event and you would be recognized as a sponsor of the event. The chamber would do the rest. Hosting an event is similar in that you would provide financial support through cash or in-kind service, but then you would also be producing the event. You would invite the attendees, coordinate the venue, food, parking, and all the other aspects of the event to ensure it's success. Hosting an event is not for the faint of heart but the rewards often can be greater. When hosting an event, you control who comes to the event since you have invited all the guests. You can create the atmosphere that works best for the attendees and for you. Done well, hosting an event can pay off in a big way. Whether hosting or sponsoring, the exposure you and your company receive is invaluable. Most people assume that sponsor and host companies are better established, more financially sound, and therefore better able to serve customers and clients. Many companies use sponsorships to position their brand as a player in key markets that matter to them most. A local bank is usually a big supporter of the local chamber of commerce while an energy or gas company may be a big supporter of green initiatives and programs. The key is to find the group of people you wish to influence and target them with your sponsorship. Often companies recognize that other organizations produce events better than they can and that they can gain influence through sponsorship of chambers and other cause centric groups. Hosting events gives you the opportunity to reduce the target group to the key people you choose. While sponsorship provides exposure and the opportunity to influence, hosting provides the opportunity to interact. Often the cost of hosting an event is not much different than sponsoring an event, but the cost in hours of planning and executing can easily exceed the financial investment. Nonetheless, if you or your staff have the ability to host an event, your investment will be easier to track than it will be when sponsoring events. Most people and companies begin by sponsoring events. This is a good place to start establishing your brand presence. You will get noticed and we highly recommend sponsoring events that are congruent with your company mission and that attract your target market. But we can't urge you strongly enough to try hosting an event as well. Start with a goal that is small and easily managed. Perhaps you could invite six clients, prospects, or potential networking partners to a get together over coffee at your office. Start small and learn through the experience. Then expand your events to include more people, different formats, and different venues. You may find it easier to spread the responsibility by co-hosting with a few friends, partners, or vendors. And remember, vendors who sell you products that you ultimately sell to others are good prospects for sponsoring your hosted events. You will need to have a few successes under your belt before you will get vendor co-op dollars. A bit of caution: While it does happen, rarely do people hold sponsors accountable when an event isn't a total success. But when you host an event you will be the sole party responsible for the experience of the attendee. If it goes well or if it goes poorly, you will receive the credit. So plan well. Additionally, people are becoming event-fatigued. Unless your event has a unique twist, you may have trouble succeeding. That's why putting a few people together that have a common interest is key. If you are unsure how to put the right people together or what to do to make the event appealing and different, we can help. Just email us. Sponsoring the right event or series of events can put you in front of your target market in a way that no other advertising can but it is hard to measure. Hosting an event with the right invitees can position you and your company as the industry leader regardless of your experience. Remember, people do business with people they know, like, and trust. When they attend a well-run event that you have produced, they will get to know, like, and trust you much more quickly. Try sponsoring or hosting events to make your business grow.

Stand Out In The Crowd: Sponsoring Gives You Exposure - Hosting Gives You Access

admin — Tue, 14 Apr 2009 09:58:59 +0000

Developing Your Close Contact Network Requires Creative Thinking Outside the Box

admin — Sat, 18 Apr 2009 12:17:17 +0000

Most business people intuitively know the types of other business people who will be good sources of referrals for their business. People who sell title insurance, homeowners insurance, and handyman services know that a real estate agent will be a good referral source for them. No doubt there are obvious cross-promotional opportunities in your industry as well. But what most people do not consider are the not so obvious connection sources that we meet every day. People generally think of each person they meet or connect with as a potential customer for their product or service. A handyman knows that a real estate agent is a good referral source because he or she will be working with homeowners and buyers all the time. However a handyman will likely look at an attorney as a potential customer and fail to recognize that the attorney knows well over 200 people who own homes. It requires a shift in thinking. While we do want to do business with the people we meet, the big win is when they refer us to the people they know that we will never meet without their referral. And the same holds true for them. The handyman could provide virtually endless referrals for the attorney, insurance agent, and many other business people. Referrals will come to you for a number of different reasons. Professional, prompt, and price-conscious work will always drive referrals from others. Those who are most active and visible in the community or the chamber of commerce will receive referrals more easily as well as those people who are naturally likeable. And there will always be people in one industry looking for products and services in an industry they rely upon. Our handyman will no doubt have several real estate agents referring business to him. And each real estate agent that refers business to our handy man may have other handymen that he or she refers business to as well. But in every case, no one should give two competitors the same referral. It never works. If you want to rapidly expand your referral network, try the following exercise. Sit down with pen and paper and determine all the potential sources of referrals for you and the potential people for whom you could be a referral source. Then put in place a plan to connect with one person from each industry or profession that is not currently in your close contact network or sphere of influence. A great place to do this is at the chamber of commerce where there will be numerous people seeking connections. You will be amazed how quickly your network and business will grow when you do this exercise and follow through. But remember, you should only have one close contact in each profession. A close contact is your preferred vendor of choice, the one trusted resource you refer business to for that particular category. Our handyman may begin with two or three plumbers to which he refers business. He will refer one job to one plumber only. As he builds his close contact network, he will choose which plumber becomes his vendor of choice. He may still refer work to the other plumbers from time to time, but the vendor of choice is the plumber he refers most often. The jobs he does not refer to his primary plumber will likely be jobs that do not fit for geographic, expertise, revenue, or other reasons. This way he remains a secondary referral source for the other plumbers as well. Everyone wins. Developing a close contact network of referral partners can be as formal or as loosely knit as you desire. You may find it valuable to bring together your referral network for a periodic meeting to help everyone better connect and build their business. One great source of new business is to have an event or meeting where each person in your close contact network is invited and asked to bring two other attendees. While there will be competitors to be sure, the influx of new people and ideas will far outweigh the cross promotion of the competing attendees. Put together a plan to develop your close contact network. Think outside the box to referral sources that may not come to you naturally. You'll be amazed how easy it is to build your business using this technique.

Developing Your Close Contact Network Requires Creative Thinking Outside the Box

admin — Sat, 18 Apr 2009 12:19:27 +0000

Are You Busy Living or Busy Doing? Why You Need a Vacation

admin — Fri, 26 Jun 2009 12:22:13 +0000

How busy are you? Perhaps a better question would be, "Are you busy living or busy doing?" We fill our days with tasks. Important tasks. Things that must be done or...........well or what? The vast majority of people are on auto-pilot. They engage in the same activity day after day. If you charted their week by charting each day, you'd find that they wake up at the same time, brush their teeth the same way, and leave for work about the same time. Their work is mostly routine. They sit in traffic with the same people and watch the same shows on television each night. People are creatures of habit. But what about living? It's been said that you've never lived until you've almost died. Sadly today we have news that confirms that some believe this to be true so much that they try to live through near death experiences. But the inspired life is one filled with wonder and awe of living! Inspired life comes from a combination of truly seeking the magnificence in creation every day and by purposefully engaging in the experience of life. When we fail to see or smell the flowers, we're likely engaged in doing rather than living. Inspired living comes naturally when you live your life congruent with your purpose. Part of every persons purpose is to marvel at God's creation: Dew drops on leaves in the morning, the sunrise or sunset you enjoy with a loved one, the smell of freshly cut grass, hearing from an old friend, and watching children at play are just a few of the things that make up life. All too often we engage in activity to fill our day so that we feel alive, failing to recognize the simplest things that make up living. It's a never-ending battle, a battle that cannot be won. If you're finding yourself busier than ever and feeling less fulfilled, stop for a few moments each day and ask, "Is this what I want to do with my life?" "Is this congruent with who I really am?" One thing is certain. You will fill your day. The good news is you get to choose what you fill your day with. Begin and end each day with gratitude, and fill your day with a sense of purpose and awe. We have a fantastic life. Live it inspired.

Are You Busy Living or Busy Doing? Why You Need a Vacation

admin — Fri, 26 Jun 2009 12:40:04 +0000

Five Steps To Relationship Success - How to Really Stay In Touch With Everyone You Care About

admin — Mon, 03 Aug 2009 10:14:35 +0000

Today we manage more relationships than ever before. And with social media driving the relationship model, we often find ourselves "friends" with people we've never met. Many people today find themselves overwhelmed. Between family, friends, and work, we find ourselves pulled in so many directions we often don't know what to do. This often leads to procrastination. Procrastination is when choice meets confusion. Given options but no direction results in procrastination. Simply put, since we don't know what to do we choose to do nothing. While procrastination in our lives is counter-productive, procrastinating when it comes to our relationships can be devastating. How many times have we thought we ought to call or write a friend or loved one but failed to do so? Keeping in touch with the ones we love is often the hardest thing to do. We know we should, but how? You need a plan. Here's a simple system to stay in touch:

Create your list - list everyone you appreciate, care about, love, and generally wish to stay in contact with
Ask each person for their physical address and their birth date (no need for year)
In your Daytimer, calendar, or Outlook, enter each person's name at the beginning of the month in which their birth date falls and at the beginning of the month six months after their birth date.
Choose two holidays where everyone will hear from you. While it may seem obvious to choose Christmas and New Years Day, consider different holidays (e.g. President's Day, Labor Day, Memorial Day, or even Groundhog Day)
On a day of your choosing near the end of each month send a card to everyone on the list for the coming month. You will be sending a card for birthdays, two holidays, and one day of no significance six months opposite each person's birthday.

Of course you can substitute a phone call if you wish, but be certain to use a card for the birthday. You'll be showing appreciation for each person on your list several times a year. They will know how much you care and you'll find that you feel better about yourself and your relationships. Try this system - it works!

Five Steps To Relationship Success - How to Really Stay In Touch With Everyone You Care About

admin — Mon, 03 Aug 2009 10:24:45 +0000

Create your list - list everyone you appreciate, care about, love, and generally wish to stay in contact with
Ask each person for their physical address and their birth date (no need for year)
In your Daytimer, calendar, or Outlook, enter each person's name at the beginning of the month in which their birth date falls and at the beginning of the month six months after their birth date.
Choose two holidays where everyone will hear from you. While it may seem obvious to choose Christmas and New Years Day, consider different holidays (e.g. President's Day, Labor Day, Memorial Day, or even Groundhog Day)
On a day of your choosing near the end of each month send a card to everyone on the list for the coming month. You will be sending a card for birthdays, two holidays, and one day of no significance six months opposite each person's birthday.

Persistence Pays Big Dividends – Attend Your Chamber of Commerce Meetings Regularly

admin — Tue, 04 Aug 2009 11:21:30 +0000

Get involved at your chamber and you'll become known by your persistence, liked by your availability, and trusted by your predictable regular attendance.

Persistence Pays Big Dividends – Attend Your Chamber of Commerce Meetings Regularly

admin — Tue, 04 Aug 2009 11:31:50 +0000

Get involved at your chamber and you'll become known by your persistence, liked by your availability, and trusted by your predictable regular attendance.

Economic Recovery Is Our Responsibility

admin — Sat, 02 Jan 2010 01:56:22 +0000

Today you can spark an economic revolution. Are you up for the challenge?

It has been said that environment is a direct reflection of the people in it. If you want to change the environment, just change the people. Shouldn't this apply to our economic situation as well? So how do we change the local economy? By changing the way the people interact and do business. When each of us becomes more focused on helping our friends, neighbors, and local businesses, everyone will experience an economic revival and it starts by referring friends and acquaintances to people we know.

And best of all, it's not a new skill to learn. You've already referred people to others before. Maybe you referred a friend to a local dry cleaners or auto mechanic. Perhaps you helped someone find a store in town when asked, or maybe you just conveyed well wishes from one friend to another. These are all forms of networking. Everyone is networking all the time, whether for business, charity or friendship, networking is a part of all our lives.

Networking is and has been one of the most relied upon ways for small and large businesses alike to build their business base. Networking is cost effective, easily measured for success or failure, and often times fun! It brings great joy to know that you have helped someone address a need or solve a problem

Most everyone knows that a customer that comes to us through word of mouth promotion is very likely to be one who will become a loyal customer and one who will send us future referrals. But did you know that a potential contributor to your favorite charity will donate more money more often if they have a personal or networked relationship with that charity? Even our relationships are enhanced when we are referred to a potential new friend. As the saying goes, “Any friend of yours is a friend of mine”. What most people don’t know is they can control to a large extent the quantity and quality of the referrals they receive.

There is a golden rule in networking as there is in life; treat others the way you wish to be treated. In business, local business owners wish for local consumers to shop in their store. As consumers, we wish for businesses to give us excellent service, quality, and value for the price we pay. Whether buying or selling, we wish for others to consider our needs.

Economic Recovery Is Our Responsibility

admin — Sat, 02 Jan 2010 02:04:38 +0000

Today you can spark an economic revolution. Are you up for the challenge?

Economic Recovery Is Our Responsibility

admin — Sat, 02 Jan 2010 02:05:05 +0000

Today you can spark an economic revolution. Are you up for the challenge?

Economic Recovery Is Our Responsibility

admin — Sat, 02 Jan 2010 02:05:05 +0000

Today you can spark an economic revolution. Are you up for the challenge?

One Word To Networking Success - Specialize

admin — Mon, 04 Jan 2010 03:40:34 +0000

This is perhaps the hardest thing to do. When you are given the opportunity to tell people what you do you may think that you must tell them everything you do. After all, this is your one chance and we need to cast a wide net. We live in a multiple-choice society and everyone expects that you will have multiple offerings. And you should. However if you wish to be the top of mind choice, you must be known as a specialist in something. In day-to-day networking efforts, you should focus your message toward a specific solution your prospective networking partners will be hoping to fill. It is important that you make it easy for your networking partners to think of you first when they hear someone has a need that you can solve. You can own that top of mind position in your category by being consistent when you tell people what you do. People will bring you referrals based on the picture you draw for them of your client. Be sure to draw a picture of an ideal client. That way your networking partners will bring you more of what you want and less of what you don't. Resist the temptation to talk about what you do in a way that sounds like you want to sell everyone in the room your product or service. Specialists are rarely seen selling products and services. Specialists are problem solvers. Above all else, keep to one thing. Gone are the days of generalists. When our foot hurts we see a podiatrist. When someone has a need that you can fill, you need to be known as the specialist. Specialists command higher fees, have fewer unhappy clients, and subsequently do better work since they continue to hone their craft in a specific area. Of course you'll have other offerings and you'll do other things, but your specialty will provide you with a steady and reliable source of quality referrals. Being able to provide good service, low prices, and fast turn around is essentially what everyone expects as a minimum qualification to do business. What you must do is provide something no one else does. That something is being a specialist.

One Word To Networking Success - Specialize

admin — Mon, 04 Jan 2010 03:44:19 +0000

One Word To Networking Success - Specialize

admin — Mon, 04 Jan 2010 03:44:34 +0000

Trade Show Success: Five Tips To Make Trade Shows Fun And Profitable

admin — Thu, 13 May 2010 14:33:10 +0000

Exhibiting at a trade show or expo provides your company a tremendous opportunity to gain exposure, capture leads, and develop new business. Attendees benefit from seeing your company and all it offers in one place. Whether you are attending or exhibiting, the essential keys to success at a trade show or expo are the same. What is the purpose? Your exhibit, the staff manning the booth, and your handouts and give-aways will depend on your purpose. Launching a new product, seeking new customers, writing orders, and prospecting all require different strategies. Attendees need to determine what they hope to gain by attending. Do you want to know a lot about a few vendors or a little about all of them? Each requires a different commitment of time and focus. Who is your target? Who you hope to attract will determine your messaging, signage, and pre-show marketing. Understanding the target will require training your in-booth staff to ensure they recognize a good prospect when they see one. Attendees need to determine whom they need to see regardless of time spent at the show. Get a list of exhibitors in advance, choose the ones that are essential, and visit those booths first. Then you'll have time to browse without feeling pressure. Use social media. Drive traffic to your booth using social media and other electronic means. Blog about your experience before, during, and after the show and use Facebook and Twitter to bring attention to your blog. You can even use text messaging to your list of mobile devices that have opted in to your list. You can fill your booth in a very short period of time if you leverage these tools properly. Attendees can use social media to keep track of all that is happening at the show. You can monitor Facebook and Twitter, as well as other social networking sites to learn about show specials and opportunities not published elsewhere. Keep a good attitude and always SMILE! A good attitude and a smile will draw attendees to your booth more effectively than anything else. A bad attitude, folded arms, and poor posture will drive them away just as quickly. Keep a good attitude and a warm smile and you'll be sure to succeed. Attendees need to keep a good attitude as well. Smiling at everyone can help ease the stress of a large crowd, and it begins with you. Follow up Virtually every failure in preparation and execution can be overcome by great follow up. All too often show attendees never hear from the exhibitors after the show. Avoid form letters and emails that don't appear personal. If at all possible, send a card or hand written note thanking the attendees that visit your booth. Say something relevant to each attendee. Attendees can win big by following up with exhibitors after the show. Often there are after-show discounts not advertised and you'll have an opportunity to score big! Trade shows can be fun and profitable. Use these five tips to ensure your time is profitable and well spent.

Trade Show Success: Five Tips To Make Trade Shows Fun And Profitable

admin — Thu, 13 May 2010 14:37:00 +0000

Trade Show Success: Five Tips To Make Trade Shows Fun And Profitable

admin — Thu, 13 May 2010 14:37:18 +0000

Have More Fun And Make More Profit By Asking Those Who Say "No" For Referrals

admin — Tue, 18 May 2010 02:39:22 +0000

Every once in a while you'll meet someone who doesn't click. Perhaps you'll call on a prospect who doesn't buy your product or you 'll have a one-on-one meeting with a prospective networking partner and discover the two of you really are right for each other. Make lemonade. While it is rarely done, often a great source of referrals are those who tell you no. Just because you didn't make a connection doesn't mean that they don't know someone who would work for you. It's your job to make it easy for them to give you the referrals. So be prepared. First, accept the fact that the two of you haven't connected. As we've discussed in earlier articles, be honest. There is nothing wrong with telling the person you are meeting with, "it looks like we don't have that much in common here." When a sales call is going south there's nothing wrong with saying, "It looks like I can't help you right now." Make no mistake, I am not suggesting that you take the first no and run with it. But once you've used all your skill in asking questions and listening carefully you'll know if the conversation is going nowhere. Just accept it. Far too often we waste valuable time trying to find the angle when there isn't one. Next, use the technique discussed in a previous article (Keep Your Pipeline Filled - Ask For Two Or Three Referrals). After bringing to the surface the fact that a connection isn't going to happen, lead in with, "While we didn't connect today, I'm sure you could see a need for what I do, just not for you. Based on what I've told you, would you know two or three folks who (you play golf with, are in an association with, etc) that could benefit from connecting with me?" Then just follow the rest of the process. And be certain to thank them by sending them a card or letter. Everyone knows someone that likes things that they don't. Everyone wants to help people. Why not utilize this knowledge to your advantage? When someone says no to your product or service or when you let them off the hook, they feel relieved that a decision has been reached. It's not knowing that is always the most painful. Mentally your prospect has moved on. Every moment prior to a decision being reached was filled with defensive measures and posturing. A decision brings relief and a more relaxed atmosphere. You can benefit from asking for referrals now that their defenses are down and now that they feel a bit guilty not buying from you or helping you. Everyone wants to help, they just don't want it to cost them to do so. Make it easy. Find a way for each contact to help you by asking them for referrals, especially when they say no. It will be a real eye-opener when you begin to find all those sales and connections that you haven't had so far because you haven't asked. And when you convert their friend, when you sell the people they refer to you your product or become a networking partner with them, they will be more likely to reconsider and buy from you or want to reconnect with you. Ask for referrals from everyone, especially those who say no.

Have More Fun And Make More Profit By Asking Those Who Say "No" For Referrals

admin — Tue, 18 May 2010 02:44:47 +0000