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Patience and Persistence Pays Off

Wednesday, June 15th, 2011

Networking (both online and off) is not a quick fix. If you don’t have a good sales pipeline now, don’t expect networking to give you one right away.

Networking is an excellent way to plant seeds for a future sales pipeline, but you must be prepared for it to take time.

I’ve experienced this recently in my own business. I met a potential strategic partner late last year, and we’ve been exploring how to work together. Last month we had a great meeting where we worked out most of the outstanding issues, and I’ve sent him a proposal with some real numbers.

In addition to that strategic partnership, I’ve had two prospects hanging out there for some months. I’ve patiently and persistently dripped on them. One is starting this month. The other should be starting next month.

In all three cases, I was thanked for maintaining communication and working to build the relationship. I could have given up on all of them for not “closing” right away. And if I had, I would have lost all of them.

I have a section in my upcoming book on “bothering” the people in your network. It’s not bothering if you’re adding value and building a relationship. So don’t be afraid so stay in touch with prospects. Respect them and their busy schedule but find ways to add value, and most of them will eventually begin to work with or refer you.

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Tags: communication, Relationship building
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Your Changing Networking Needs

Friday, May 6th, 2011

It’s likely that your networking needs will change over time. Perhaps you were looking for a job and landed it. Or your business has grown over time and you are targeting a different market. Situations like this can lead to you needing to reevaluate your networking goals and sometimes your groups and venues.

It’s not a comfortable decision to leave a group, but it might be the right thing to do.

First, you need to be certain about your decision. Look at the contacts you need. Is this group or venue providing them? If not, check your message. What are you asking for? Have you changed your message? If not, try that first. Maybe your group didn’t realize your needs have changed.

If a change of message doesn’t work, it might be time to leave. You need to be careful. The group may not meet your needs, but you have built relationships, and you don’t want to lose them.

Consider what you say when you leave. Telling them they can’t introduce you to the right people might sound harsh. You might want to look at phrasing it a different way. It might be prudent to give a more complete explanation to key people and send a more general message to the group as a whole.

The most important time is right after you leave. If there are relationships you want to maintain, it’s your responsibility to reach out. The group will likely move on to the next new member, and without any malicious intent, you will slip in their thoughts. Identify the key relationships you want to continue and look for ways to stay in touch. Referrals are always good. Keep referring someone, and he or she will be happy to stay in contact.

Moving on from a group can be done, if you are careful and sensitive. Do it well, and you’ll keep them in your network. Do it badly and you’ll burn bridges you might need later.

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Tags: communication, Giving, Networking Groups, Relationship building
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Review of So What?: How to Communicate What Really Matters to Your Audience

Friday, April 22nd, 2011

I recently read So What?: How to Communicate What Really Matters to Your Audience, and while what he writes is hardly rocket science, it was a good communication reminder.

How would you like to end conversations with people saying “I want that!” or “That’s great. How can I help?” Sounds good, right? Well, that’s what you’ll learn by reading this book.

His basic point is that we tend to forget to communicate what’s in it for the other person. He discusses the “So What?” philosophy of communication and talks very specifically about communicating value to your audience.

This goes along very well with my messages about networking. If you are thinking about the value you are adding to the relationship, you’ll be more successful than the people who always talk about themselves and how great is their product or service.

The book is a quick read, and it has lots of good information. I like the way he follows his own philosophy. In each chapter, he starts by telling us the value we’ll get from each chapter. In other words, he constantly communicates the “So What?” message to the reader.

One of the chapters I particularly liked was “Winging It vs. Orchestration.” In it he talks about preparing your message for each individual or organization by researching their needs before crafting your message. It’s a basic step that many sales people neglect, but often it’s the difference between sending a generic message or one targeted to make people say, “I want that!”

It also applies to networking and elevator speeches. If you do your research in advance on an event, you’ll know who will be there and how to present yourself and your services. A bit of preparation in advance can make an event far more profitable.

I could go on, but why don’t you get the book and start working on your “So What?” messages.

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Tags: communication, Networking, review, sales
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The Enthusiastic Networker

Wednesday, March 23rd, 2011

So far this proposed title for my book is winning. It’s funny. That was what my publisher has taken from my book, and it wasn’t at all what I had been thinking about when I was writing it.

Not that he’s wrong. I have enthusiasm for networking, as anyone who knows me realizes. I know not everyone will love it the way I do, but I think anyone who approaches networking as a chore will be frustrated and give up on it.

So how can you network with enthusiasm?

1. Be clear on what you want to get out of it

If you have clear goals, you have something to communicate to others, and you have something to get excited about. Then when you start to meet your goals, you’ve got something else to be excited about and share with others!

2. Look for activities you enjoy

Are you a morning person? Look for breakfast meetings. Slow to get going in the morning? Maybe lunch meetings are for you. Busy all day but need a way to wind down in the evening? Happy hour events are probably for you. If you network at the times and events that work best for you, obviously you’ll be more excited.

3. Refer others

There’s nothing quite like the charge of making an introduction that leads to closed business or a job for someone. When I make a good referral, it charges me up for the rest of the day. Sometimes even the rest of the week.

4. Follow up promptly on referrals you receive

Of course we all get busy, but when you receive a referral, take the time as soon as possible to follow up on it. If you’ve done your work well as a networker, it should be a good one, likely to lead to a new client. What’s more exciting than getting a new client?

Those are some of the things that make me excited about networking? What about you? Anything else you’d like to share?

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Tags: Networking
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5 Tips For Making the Most From a Conference

Monday, March 21st, 2011

I taught a class last week to participants of the Veterans in Business Conference. I was giving them tips on how to prepare and get the most from an all-day conference. Here are some of the tips that resonated and might be useful for you when preparing for a conference or trade show.

1. Planning In Advance

I spent most of the class on this topic. Too many people pay money and spend a day (or days) at a conference and never plan their goals. No wonder they come back thinking it hadn’t been a good use of that time or money.

Before attending a conference, write down several specific goals. Do you want to meet a specific number of people? Perhaps a workshop will give you continuing education credits. Or maybe you are looking for ideas and best practices. Make sure you write them down and refer back to your goals periodically to ensure you are on track.

2. Business Cards

Bring lots. And I mean lots, like 50 for each each day of the conference. Then there’s no chance you’ll run out and look unprofessional.

3. Listen and Ask Questions

This is a common theme when I talk about networking, and it’s true here too. The more you listen when you talk to people, the more everyone will get from the interaction. Maybe you can help someone meet his conference goal. Or you can make some connections. Being a good listener will make you memorable and easier to follow up with in the future.

4. Introvert or Extrovert?

I got some laughs from this one, but it’s important. Introverts make better listeners, so you’ll do that piece well, but we introverts get tired easily in crowds, so we have to remember to schedule time to recharge alone.

Extroverts have plenty of energy and feed off being in a crowd. But you aren’t as good at listening, and you might flit from conversation to conversation, gathering cards but not starting any meaningful relationships. Remember to take a deep breath every so often and remind yourself to listen.

5. Follow Up

Of course you know you need to follow up, but do you schedule time to do it? I recommend you clear your calendar for the morning after the conference. Give yourself time to categorize business cards, prioritize follow up and then actually do it.

It will take longer than you think. At a minimum, I’d suggest blocking out two hours.

Anyone else have any good tips to add?

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Tags: Follow up, Networking, time management
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It’s About the Relationship, Not the Sale

Monday, February 21st, 2011

One of my clients forwarded me an email last week, and it was a good example of a common mistake sales people make.

He’d met the young lady at a networking event, and she followed up with a (very thinly disguised) request for a sales presentation. Oh, it was gussied up as “I’ll evaluate your existing plan, and if it’s good, you’ll at least know that” kind of offer, but we all know what that means, right? The real kicker? A specific date, time and location suggestion for the meeting. Folks, in case you don’t know, in an unsolicited email, that’s always a sign that you’re going to be sold something.

I actually don’t fault the young lady. I know her industry, and this is what she’s been taught to do. She’s been taught to view everyone she meets as a potential client. Hopefully, she’ll survive long enough to learn some better strategies.

What’s a better way? Easy, view everyone you meet as someone who can open doors for you. Set up meetings to learn about another person, how you might refer each other and to get a feel for who they know. Then you can ask for introductions.

If you speak with passion and knowledge about how you help your clients and who you like to work with, and the person you are meeting with needs your services, he or she will likely ask about working with you. The important thing is that you’ve given the space to self-select. If they don’t need you, no problem. At best, you’ve found a good referral source. At worst, you’ve left a good impression.

So in case you still haven’t heard me, it’s about the relationship. Not the sale. Relationships will lead to sales. Sales don’t always lead to relationships. You need both to survive.

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Tags: communication, Networking, Relationship building, reputation
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Value, Not Glitz

Friday, February 18th, 2011

As you can imagine, I get asked on a regular basis “Do you know…” about people who have a reputation in either business networking or social media. Contrary to popular opinion, I don’t know absolutely everyone (just a pretty good cross section), but I do know how to do research.

When I’m asked about people I don’t know, I head for the Internet to check them out. I’m generally looking to see if they walk their talk, and sadly, I often discover they don’t.

Seriously, just being a New York Times bestselling author or having been interviewed by CNN doesn’t make you amazing. If you’ve done any of those things, definitely talk about them and feature your accomplishments on your web page. But you need to do a lot more than have a book or interview to convince us you’re good at what you do. A decent first step is not scamming us with flash and glitz but no substance.

Yesterday, I was asked to check out someone. She’s a published author, and she’s been interviewed by some names you’d recognize. She’s supposedly an expert in networking and building relationships. My contact asked me to check out a teleseminar series she’s offering.

Off I went to the web. The series was supposed to tell us secrets to networking and business success. She laid out each of the modules in the series. What do you suppose I found? Nothing I haven’t seen written about in books by people who really do walk their talk (like Bob Burg, interviewed on this blog last year).

It was a typical Internet package with lots of “bonus items” and “the first 49 people to sign up will get…” stuff. Yawn. I wasn’t impressed.

And then I got to the price. Call me crazy but deceptive pricing is just wrong. It’s even more wrong from someone who is supposed to teach me “the secrets of business relationship building.”

What’s wrong with this picture?

$497 for the series

BUT, because we understand cash flow is tight for entrepreneurs right now, if you sign up by [specific date] you can pay in three easy installments of only $197 each.

Hmm. $497 now or $591 in installments? Why the heck did she put a time limit on such a sweetheart deal (for her)? Yep, as a struggling entrepreneur, I’m really grateful that good cash flow management is paying almost a hundred bucks extra. And I’m definitely convinced that she can teach me the secret to better business relationship building.

People, please, before you sign up for the “next great seminar to propel you to business success,” use some common sense. If more people used common sense, people like her will have to change their methods.

And if you are a coach, consultant, author or trainer, don’t play cheap tricks. Offer a good product with good value, and you’ll be successful. We’ll refer you to our friends. Honest.

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Tags: communication, reputation
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You Can’t Afford Me

Monday, December 6th, 2010

I heard this story recently. The speaker was talking about wanting to hire a well-known speaker for a conference. The guy said, “You can’t afford me.”

Maybe he was right, but it was the height of arrogance. If you are expensive, say so, but tell your price.

When I sold windows, I made a sale because I told the price. A prospect wanted a very expensive window arrangement. I was mentally going, “Gulp,” but I was ready to measure and quote.

The prospect asked me, “Will you give me a price on these windows?”

“Of course,” I said.

“Good,” she said. “The last sales person told me it was too expensive and I couldn’t afford it. I told him to just give me the price and let me decide. But he refused.”

Stupid salesperson. I quoted the windows. They were expensive. But she bought, and when she filled out the financing paperwork, I saw her income. She was a single woman, but she made six figures. Never tell a person like that “she can’t afford it.”

The moral of the story? Don’t make assumptions. Maybe you are expensive. Fine. Tell us your price. Let us decide what we can afford. We might surprise you. But if you are arrogant and tell us we can’t afford you, I guarantee you won’t get the business. And you’ll leave behind a lousy reputation.

That way leads to business failure.

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Tags: communication, reputation, sales
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Repost: Networking at Trade Shows

Monday, November 1st, 2010

On Friday I was at an all-day trade show. It was good for me, and I’ve got some promising leads to follow up with. I exhibited at the same event last year, and I saw so many mistakes, I blogged about it.

Guess what? I saw the same mistakes this year. I think it’s time to link back to my trade show post from last year. Check it out. I’d hate for you to make the same mistakes.

Anything to add to the list?

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