Name Tags Tips

Name Tags Tips from Tiffanie Kellog (guest blog)

Name Tags Tips from Tiffanie Kellog.

When networking, wearing a name tag is a MUST! However, what you have on your name tag could be hurting you when networking, instead of helping. Join Tiffanie Kellog, author of 4 1/2 Networking Mistakes and consultant for Asentiv, as she discusses what kind of name tag you want to wear when networking. Click here to watch the video. 

 

About Tiffanie Kell0g

For more information on Tiffanie Kellog, please visit her website at tiffaniekellog.com/

Tiffanie Kellog is a professional speaker, coach, and trainer with Asentiv, and is co-owner of a business with her husband.  Therefore, Tiffanie has helped entrepreneurs over the years make more money while saving time. Thus they can have more fun. She is dedicated to helping others make more money in less time.

To contact Tiffanie, call her at 813-263-9690 or email at referrals@tiffaniekellog.com

follow up tips with Tiffanie

guest blog: Follow-up Tips with Tiffanie Kellog

After networking, you often walk away with a handful of business cards and may be wondering, what is the best way to follow up? In this video, Tiffanie Kellog, author of 4 1/2 Networking Mistakes and consultant for Asentiv, explores the best way to follow up after a networking event.

The “Platinum Rule” is a registered trademark of Tony Alessandra. www.TonyAlessandra.com

https://youtu.be/tEnx5iCvq0M

About Tiffanie Kell0g

For more information on Tiffanie Kellog, please visit her website at tiffaniekellog.com/

Tiffanie Kellog is a professional speaker, coach, and trainer with Asentiv, and is co-owner of a business with her husband.  Therefore, Tiffanie has helped entrepreneurs over the years make more money while saving time. Thus they can have more fun. She is dedicated to helping others make more money in less time.

To contact Tiffanie, call her at 813-263-9690 or email at referrals@tiffaniekellog.com

Networking for Millennials, by a Millennial

This article is from guest blogger and BNI Executive Director Dana Gallagher.

For the first time in American history, three generations – Baby Boomers, Generation X, and Millennials – all with different work ethics, values, beliefs and experiences are working side-by side.  One generation stands out from the rest because they have become the largest generation in the workforce.  Who are they?  You guessed it… Millennials!

Let’s take a step back. What is a Millennial?  This term refers to the generations born between 1982 and the early 2000’s.  Born in the year 1990, I am proud to say that I, myself am a Millennial.  In this article I will be focusing on how my generation does business, communicates, and networks.

Face-to-face networking will never go out of style.  This leads me to a common misconception; that millennials would rather network with one another via social media than face-to-face. All of my experiences, and everyone I know, have shown this to be the exact opposite. If we had a choice of either type of networking the answer would be face-to-face every time, hands down.  Human interaction is one of the most powerful ways to network and connect with others.

With that being said, getting out to networking events every night and seeing people isn’t always an option.  Lucky for us, we have other means of building relationships when we are unable to meet face-to-face.  So what are some of the other ways we network and how does our different generational attributes effect the way we communicate?

Communication Style:

On a daily basis, I communicate with people approximately ten different ways.  The most common ways are text messaging, group text messages, phone calls, e-mail, Facebook, Facebook group pages, Facebook Messenger, SnapChat, FaceTime, and LinkedIn.  Many other millennials use apps, like GroupMe, Voxer, Twitter, Skype, and Kik as a means to meet and connect with other people.  Wait a minute, why do Millennials choose to use all these ways to communicate?  Simply put, it’s quick, easy, and switching tasks helps hold our interest.

While referring to our communication style, informality is key.  For the most part we find it completely acceptable to reach out to other business associates, bosses, and acquaintances via text, LinkedIn, Facebook messenger, Google hangouts, or whatever else.  As long as we get in touch with the person we need, why does it matter how we do so?
Building Relationships:

After meeting someone at a networking event, wedding, back yard barbecue, or any other get-together, we will most likely friend them on Facebook, add them on SnapChat, follow them on Instagram, connect with them on LinkedIn, or all of the above.  By having so many resources to connect with each other we are able to build relationships faster (from the mass amounts of information online) and keep our relationships longer because of the ease of staying in touch.  I may not see you for two years but I know you have become engaged, bought a house, went on vacation, and adopted a new dog, all because you friended me on Facebook.  In short, it’s easier for millennials to establish long term relationships.

Team Oriented:

We are a generation that prefers to socialize and work in groups because we grew up in an environment that promoted constant team work.  On a daily basis, our school teachers would have us work in groups to accomplish assignments.  When everyone played their part, we learned that by working together we can achieve more, create a better result, and have fun!  Our grade school teaching style fostered the belief that collaboration is the most effective way to get a job done.

One of the reasons that BNI is so great for millennials is that it accomplishes two things at once.  We are able to socialize in a group setting while also building a network of people who can help accomplish one another’s goals by working together as a team.  There is no better support system for a young entrepreneur or business professional than a group of entrepreneurs, professionals, and field experts that can share their best practices and learn together.

Business Focus:

Our generation is pursuing careers for more than a paycheck and rejecting the old school mentality of the more you work, the more you’re worth.  We believe that success is based on efficiency and results, rather than long hours and harder work.  By completing our work quicker, we are able to get more accomplished throughout the day and fulfill our desire to maintain a healthy work-life balance.

The focus on a healthy work-life balance has caused a change in the beginning stages of networking.  Rather than the typical conversation starter, “Tell me about your business,” you are more likely to hear millennials start a conversation off with, “What do you like to do?” or “Tell me about yourself.” Why is that? Well, we’re pickier about the people with whom we do business. Millennials prefer to work alongside people whose values and interests align with their own.

Of course, it goes almost without saying that every person is an individual, so keep in mind that some of the characteristics we’ve discussed may not be applicable to every millennial. However, the information in this article refers to the millennial generation as a whole and the common trends that will help you to network and better communicate with them in professional circles.

 

 

Keith Ferrazzi: Build Trust by Breaking Bread

As most of you who read this blog are avid networkers, it’s highly likely you are already familiar with Keith Ferrazzi.  If you aren’t, however, I can tell you that if the dictionary had a photo to accompany the definition of “master networker,” the photo would be of Keith.  He is absolutely the epitome of a master networker, and he has the most diverse group of contacts of anyone I’ve ever known.

Keith’s first book, Never Eat Alone, is a bestseller and the entire premise of the book is that networking over a meal is an absolutely amazing way to build rapport and trusted relationships with people.  After I read it, I found myself constantly referring to it in conversation and recommending it to people because it really is true–something magical and companionable happens when people break bread together.

I wanted to share this video with you today because, in it, Keith talks about his own key strategies for hosting networking dinner parties, and I think the “dinner party tactic” is one that not a lot of networkers have dabbled with.  I would love to see networkers around the world, both novice and seasoned, experience the amazing, relationship-building power that hosting a purposeful dinner party can have.

Keith believes that the strongest links have been forged at the table.  Because of this, he has mastered the art of throwing a networking dinner party and, in his networking content, he consistently emphasizes the power that throwing a dinner party can have in creating memories and strengthening relationships.  He is quick to mention, however, that if we continue to have dinner parties with the same people, our circle will never grow.  His solution is to identify and invite “anchor tenants” to your party.  These are people who are related to your core group but who know different people, have experienced different things, and thus have much to share.  They tend to be the people who have had a positive influence on your friends’ lives.  It’s akin to inviting the CEO to the manager’s table, as Ferrazzi says.  Soon other executives will want to be there too.

I had the opportunity to experience one of Keith’s networking parties firsthand and the anchor guest that night was the legendary author Gore Vidal.  Providing the entertainment was America’s oldest collegiate a capella group, the Whiffenpoofs of Yale.  Clearly, not all of us will be able to get Gore Vidal and the Whiffenpoofs at our networking party, but I’m guessing that Keith didn’t have them at his first party either.  However, the strategy is sound and I encourage you to try out the concept as a way of building your visibility in the community.  Keith has paid close attention to how a meal can most appropriately be leveraged for a business networking opportunity; the primary focus should always be on developing the relationship–learning about each other, helping one another with problems, and giving ourselves.

I invite you to visit KeithFerrazzi.com to learn more about Keith, and I highly encourage you to check out his content on networking–it’s absolutely fantastic!

Susan RoAne’s 3 Tenets of Savvy Networking

Today, I’m honored to share with you this video from my friend Susan RoAne explaining the three tenets of savvy networking.  Susan has been a good friend of mine for years, and she is one of the few people I know who I can confidently say is the epitome of a born networker.  Known as the Mingling Maven®, she uses her innate charm, grace, humor, and rare networking know-how to teach people everywhere to communicate expertly and stand out positively in both business and personal situations.

Susan emphasizes in this video that in order to be an effective networker, it is imperative to be savvy–we must be thoughtful, aware, and respectful of the etiquette and the unwritten rules that abound within the networking world.  She reveals that the most important thing overall is to understand what the true definition of networking really is and she provides three important tenets for successful networking both in business and life.

Watch the video now and, if you feel so inclined to share your thoughts on it, I’d love for you to leave your feedback in the comment forum below.  Also, for the record, I’d like to say that I believe Susan consistently puts out some of the most outstanding content on networking around.  I highly encourage you to visit SusanRoAne.com to learn more about Susan and the valuable educational content she has available.

Don’t Be a Networking Nuisance

Today, I’m excited to share with you a fantastic guest post from my colleague, Founder and CEO of CareerHMO, J.T. O’Donnell.  J.T. is dedicated to helping job seekers from all walks of life to land their dream job and an important aspect of what she coaches them on is networking.

In this video, J.T. explains how not to become a networking nuisance and the number one tip she offers is relevant to all networkers in every part of the world–not just those who are networking for the purpose of finding a job.

So, take a few minutes to watch the video and if you or anyone you know is looking for a job, I highly encourage you to check out the CareerHMO website and all of the free videos on their YouTube page–the educational content they offer for job seekers is some of the best I’ve ever seen.

 By J.T. O’Donnell, Founder and CEO of CareerHMO

I was speaking to a group of job seekers recently about the “new rules” of networking and the following question came up:

“I’ve connected with a lot of people and they’ve all been very helpful in giving me advice and answering my questions. Some even agreed to meet with me for informational interviews. But now, I just don’t know what to do next. I can’t ask them for more help, and I don’t know how to keep the networking going. What can I do to keep them engaged without them feeling like I’m nagging them for help in finding a job?”

This is a common problem job seekers experience. Nobody wants to be seen as a “networking nuisance.” Especially people looking for work, since networking is the number one method for getting a job these days.

What’s the answer? It lies in the scales of justice.

Read More: http://www.careerealism.com/networking-nuisance/ 

 

Using Social Media—“Navigating the VCP Process® to Networking” Series

TR Garland (pictured with me in the photo below) is a friend of mine and co-author of one of my most recent #1 best-selling books called “Building The Ultimate Network.” 

TR-and-Ivan-Blue-Backgrou

For some time now, we’ve both observed a need to drill down on one of the most important and foundational concepts to networking – The VCP Process®.  A while ago, we started a much-anticipated 12-part series of blog posts which addresses this and contains some very timely information for networkers across the globe. Today, we’re proud to share with you Part 12–the final post in this series. Enjoy.

TRBlog1VCPpic1

Using Social Media to Navigate the VCP Process®
(Part 12 of the “Navigating The VCP Process® To Networking” Series)

In Part 1, Part 2, Part 3 , Part 4, and Part 5 of this series, we introduced and re-introduced the concept and steps of The VCP Process® to Networking for our readers through brief anecdotes, relevant comparisons, and sometimes even humorous situations. For Parts 6and 7 we even shared with you video trainings from the both of us.

In Part 9, we suggested some behaviors that you can use on a weekly basis to increase the number of referrals you receive. And, as a result, we got a couple phone calls complimenting us about how that particular blog post clearly outlined what type of behaviors a successful networker should be practicing on a weekly and monthly basis – and we were asked to provide more. We fulfilled that request.

In Part 10, we addressed that ‘Mindset’ has as much to do with your success in networking as ‘Skillset’. And in Part 11 we addressed how to deliver effective Introductions & Short Presentations when Navigating The VCP Process® To Networking. And therefore, in this final installment of the series, we found it relevant to address “The Elephant in the Room” – Social Media.

Yes, as experts on Business Networking and Referral Marketing, we’ve been asked time and time again to provide our opinions on how Social Media fits into one’s own Business Networking Plan (…if at all).

So, today, let’s address this “The Elephant in the Room”. Let’s bring out into the open the question that still may be on the minds of many of our readers.

When asked about the topic of Online Networking versus Offline Networking, you may have already heard Ivan share his philosophy that “…it’s not either/or, it’s both/and when addressing this topic”.

Today, let’s dig a little deeper and give you a clearer picture on what’s meant by this, as well as deliver you actionable steps for you to take (as the title of this blog insinuates) to use Social Media to navigate the VCP Process® to networking.

Let’s get started.

An often overlooked tool to navigating the VCP Process® is using Social Media effectively. And, more specifically – Facebook.  Now please allow us to clarify. We didn’t say Facebook is overlooked! Lol.

ENTERTAINMENT vs. EXECUTION

We happen to believe that many people are actually addicted to Facebook and spend way too much time using it for ENTERTAINMENT. Whereas, they could actually be using it for the EXECUTION of a well thought out strategy.

Let’s face it. There are professionals out there who you want passing you referrals that are on many of the same Social Media platforms that you’re on. Yet, do you have a Business Networking Plan that addresses this?

Well, would you like to grasp a really quick concept that will help you address this?

For example, let’s assume an ideal referral partner for you is a CPA. And, you recently met a CPA at a monthly networking event such as a Chamber of Commerce mixer. What typically happens is that “life happens” immediately after that event and 30 days go by before you see that CPA again.

From our perspective, it’s going to take a long time to dig deep and build a quality, meaningful relationship and move through the VCP Process® with this person when you only see this CPA twelve times a year.

Therefore, today, we’re recommending you use Social Media to compliment your in-person, face-to-face networking efforts. Yes, if you take action and plan to make strategic “Touch Points” during the time between those mixers, you’ll actually be able to expedite the VCP Process®.

And, who doesn’t want to shorten the cycle from first meeting someone (i.e. Visibility) to building trust with them (i.e. Credibility) to finally getting an actual referral from them (i.e. Profitability)?

Yes, too many people are spending too much time on Social Media for ENTERTAINMENT purposes versus the successful EXECUTION of specific tactics of an overall strategy that will help them drive revenue to their business.

Today, we’d like to make a pretty good case that Social Media shouldn’t be ignored either. Social Media should be considered an intricate part of successfully following your particular Business Networking Plan.

HERE’S ONE SPECIFIC TACTIC YOU CAN USE IMMEDIATELY

Let’s assume an ideal referral partner for you is a CPA as noted above. By connecting with this person on Facebook immediately after meeting them and strategically LIKING or COMMENTING on some of their posts – you will create additional Visibility so that the next time you see this CPA it will actually FEEL like you’ve known each other longer.

Does this make sense?  We would love for you to leave your thoughts in the comment forum below.

 

Don’t Make a Mess of Your Message — “Navigating the VCP Process® to Networking” Series

TR Garland (pictured with me in the photo below) is a friend of mine and co-author of one of my most recent #1 best-selling books called Building The Ultimate Network

TR-and-Ivan-Blue-Backgrou
For some time now, we’ve both observed a need to drill down on one of the most important and foundational concepts to networking – The VCP Process®.  A while ago, we started a much-anticipated 12-part series of blog posts which addresses this and contains some very timely information for networkers across the globe. Today, we’re proud to share with you Part 11 of the series. Enjoy.

TRBlog1VCPpic1

 

DON’T MAKE A MESS OF YOUR MESSAGE
(Part 11 of 12 of the “Navigating The VCP Process® To Networking” Series)

In Part 1, Part 2, Part 3 , Part 4, and Part 5 of this series, we introduced and re-introduced the concept and steps of The VCP Process® to Networking for our readers through brief anecdotes, relevant comparisons, and sometimes even humorous situations. For Parts 6 and 7 we even shared with you video trainings from the both of us.

In Part 8, we suggested some behaviors that you can use on a weekly basis to increase the number of referrals you receive. And, as a result, we got a couple phone calls complimenting us about how that particular blog post clearly outlined what type of behaviors a successful networker should be practicing on a weekly and monthly basis – and we were asked to provide more. We fulfilled that request in Part 9.

And, in Part 10, we addressed that ‘Mindset’ has as much to do with your success in networking as ‘Skillset’.

Today, we’re going to build upon all of the varying topics and techniques we’ve used to help you understand how best to Navigate The VCP Process® To Networking.

Let’s begin by asking you a very important question–What is the MOST famous speech in the history of the United States?  (Yes…we understand that many of our readers are internationally-based. We appreciate that very much. With that said, please bear with us and you too will be pleasantly surprised by the end of this post at what you’re about to learn.)

Okay. Now back to the question. What’s the MOST famous speech in the history of the United States?  Anyone? . . . Anyone?  Was it President John F. Kennedy (i.e., JFK) in which he said, “Ask not what your country can do for you, ask what you can do for your country.”?  Was it Dr. Martin Luther King (i.e. MLK) in which he said, “I have a dream that one day this nation will rise up, live out the true meaning of its creed: ‘We hold these truths to be self-evident, that all men are created equal’.”?  Or, was it Abraham Lincoln (i.e. Abe) in the Gettysburg Address in which he said, “Four score and seven years ago our fathers brought forth on this continent a new nation, conceived in liberty, and dedicated to the proposition that all men are created equal.”?  Have your voting ballots been placed? Are you ready for the answer?

Well, it was the Gettysburg Address by Abraham Lincoln. Yep, the Gettysburg Address.The SECOND most famous speech was Dr. Martin Luther King’s “I Have A Dream” and the THIRD most famous speech was John F. Kennedy’s “Ask Not What Your Country Can Do For You”.

Now, here are another 3 questions for you:  How long was MLK’s speech?  It was 1,651 words.  How long was JFK’s Inaugural Address on January 20th, 1961?  Well, it was 1,366 words.  How long was the Gettysburg Address? . . . Anyone?  It was only 272 words. It was only 2 minutes long. It was only 10 sentences.  Therefore, one could interpret that it was CLEAR, CONCISE, and COMPELLING. And, by being all three of these, the audience who was listening “got it” the first time Abraham Lincoln delivered his speech.  Did you know that there was actually a Featured Speaker that same day that spoke for over 2 hours? We didn’t. And, most people don’t know that either. His name was Edward Everett and this proves our point today.

So, our recommendation to each and every one of you reading this today is to tell this story to your BNI Chapters, Chambers of Commerce, and other Networking Groups you’re involved in.

We understand that many of you are from a variety of different countries. Yet, this doesn’t matter. It doesn’t dilute the important point that’s been made. After you tell your BNI Chapters, Chamber Members, and others whom you network with this story, let them know that you are going to work with everybody to make sure that their “messaging” is CLEAR, CONCISE, and COMPELLING.  Because, if it’s not…it simply won’t be as effective in today’s networking environments.

When people are concerned (i.e. fuss and complain) about what to do when the time allotted for their introductions (in BNI they’re called Sales Manager Minutes) gets cut down to 45 or 30 seconds due to a growing group or Chapter….reference this story.  When people are concerned (i.e. fuss and complain) about their Keynote Presentations getting cut down from 12 and 10 minutes to 8 and 6 minutes….reference this story.

In closing, let’s take a very valuable lesson from the History Books. If Abraham Lincoln could make such a difference and be remembered decades & decades later after delivering only 10 sentences, what are YOUR 10 SENTENCES that will make a massive impact on your network?
We thank you for reading today’s post and extend an invitation to be on the lookout for next month’s contribution to this series – Part 12 called “Using Social Media To Navigate The V-C-P Process®.”

 

Brian Tracy on Eating Frogs & the ABCs of Time Management

I woke up today feeling strongly inclined to share this video featuring my good friend Brian Tracy.  Why?  Well . . .

I’m currently in Croatia meeting with my company’s Executive Management Team for a week and “busy” doesn’t even begin to describe how I’m feeling right now.  Just yesterday, one of my employees made a helpful suggestion that saved me a little bit of time and got a side project off my plate and I said to her, “Thank you so much–you have no idea how much I appreciate that suggestion because with everything going on I feel like I’m drinking water from a fire hose!”

It got me thinking about how unbelievably busy we can all get at times and how it can feel almost completely overwhelming–like we’re never going to be able to come up for air, so to speak.  The fact is, time management is often one of the biggest challenges faced by business professionals across the globe and our ability to effectively manage our time can very easily be the single deciding factor between success and failure.  

That’s why I want to share this short video with you.  In it, Brian explains a simple time management strategy that I really believe can be life changing for a lot of people.  It doesn’t matter what kind of business you’re in, if you apply Brian’s strategy, I guarantee you will see an amazing boost in your productivity.  I can’t promise you won’t still feel a little overwhelmed at times but I can say with confidence that using his strategy has at least helped me keep my sanity (which is something I’d like to hold onto for as long as possible, hard as it may seem sometimes 😉 ) and get more done than I previously imagined was possible.

So, what do you think of Brian’s strategy?  Do you have any of your own strategies for time management which you’ve found to be particularly effective?  I’d love to hear from you so please leave your thoughts in the comment forum below.  Thanks!

EatThatFrog

For more information on Brian Tracy, please visit: www.BrianTracy.com

Frank De Raffele: Localism Is the New Patriotism

The following post is a guest blog written by my friend Frank De Raffele (pictured at right below).  It does focus on America; however, I’m willing to bet that it will get you thinking about localism in you own place of residence, no matter what area of the world you live in.

IvanFrank

“Localism Is the New Patriotism” by Frank De Raffele

Did you know that in 2010 the American people said that they trusted the small business owner over 13 other institutions? According to the Pew Research Center, 71% of those surveyed said that they trusted small business. Only 22% trusted banks & financial institutions and 24% trusted Congress (well no surprise for those two). Large Corporations and the Federal Government were tied with only 25% of the people trusting them. This is interesting; another tie between Federal Government Agencies and National News Media at 31%. Hmmmm. Does that mean people think the News Media and “certain” government agencies are in bed together? I wonder. 32% trusted Labor Unions and 33% trusted the Entertainment Industry. (Those poor innocent actors.) Here is one that is not just surprising but shocking and about to cause a stir of controversy among you and your friends, family and co-workers: 45% trust the Obama Administration! (I am anti-political so this is not a judgment just an observational comment.) Our beloved Colleges and Universities, 61% had trust in them. Church and Religious organizations came in third at 63%. What was above them you ask? Technology companies at 68% and YOU the Small Business Owner at 71%. Imagine that, you are now more popular than God! Didn’t a Rock Band once say that about 40 years ago? Don’t let your ego get too big and start increasing prices by 20%. We don’t love you that much.   Makes you think though. When people are shopping (at least in 2010) were they saying, “Hmm, a sweater or Jesus? Shoes or Jesus?” I wonder?   Now, before you start sending me hate mail, you do know I am joking about the whole being more popular than God and deciding between Jesus and a good pair of shoes, don’t you? But…..a nice car?

On a more serious note, this is great news. It means that with all that has gone on in the last couple of years, that we the consumers believe in our local business owners. It shows that people understand that Localism is a key to our success as a community, a region and a nation. As a capitalist, entrepreneurial society, the support of our local small business entrepreneurs is of the utmost importance.

The question is, why? Why do you think that the American people trust the small business owner over almost every other institution including: Police, Educational Institutions, Religious Institutions and the Media? Because your local. Because you are one of them. Because they know you, trust you and like you. We the American People understand that supporting each other is the key to our success. Our country cannot exist with a selfish mentality. We understand, now more so than ever, that we must give to each other. We must support each other. And from a monetary standpoint, that begins with buying locally. Supporting our local small business entrepreneur. Therefore, if I really love this country the best way to show my patriotism (besides being one of our troops, God Bless Them) is by shopping in my locally owned business.

As a small business owner, what does this mean to you? Now that you know this, how do you capitalize on it? Keep up your marketing, but more importantly get yourself out in front of your local neighbors. Make sure you are involved in the Chamber of Commerce, Lions or Rotary or Kiwanis. Volunteer for local charities or get on boards, be a member of BNI. The more people know you, trust you , like you, the more they will want to give their money to you versus someone else. YOU don’t need to tell them to buy local. You need to show them that you are local. Let them see you out participating, helping and making a difference. Show that you live locally and that your kids go to school here. Hire locals to work with you. The more invested they see that you are in the community the more they trust you. The more “you the business owner” becomes one of us, the local people who need to spend our money wisely.

No, you’re not bigger than God or The Beatles. But you are important to us, your neighbors. I want to know that you respect my money. I work hard for it, very hard. I don’t mind spending it, but I HATE giving it to businesses that don’t respect it. I will not buy just based on price, I will purchase based on the value you show me. If it costs a little more from you versus the “Big Guy” down the street, I will spend with you, if you show me the value.

Localism being the New Patriotism is great news for all of us. But as the business owner you now have a greater responsibility to prove yourself to your customers, not less. We are putting our trust in you and supporting you; Don’t Blow It! If you take advantage of me, I will not only never do business with you again….I will make sure all I know and some I don’t, never do business with you as well.

We are Patriotic. We are Loyal. We are Committed. But we won’t be taken advantage of. America is an amazing place with amazing people. People that are full of positivity, dreams and cheering for the underdog. In the last couple of years we have been the underdog and we have been cheering hard and working harder. We are clawing our way back and we will be better than ever before. Let’s continue our new form of Patriotism by being stronger and stronger supporters of our local businesses. In this case especially, when one wins, we all win!

Authenticity Is the ‘New’ Audacity

TR Garland (pictured with me in the photo below) is a friend of mine and co-author of one of my most recent #1 best-selling books called “Building The Ultimate Network.”  He’s also considered a top trainer for the Referral Institute. 

For some time now, we’ve both observed a need to drill down on one of the most important and foundational concepts to networking – The VCP Process®.  Ten months ago, we started a much-anticipated 12-part monthly series of blog posts which addresses this and contains some very timely information for networkers across the globe.  In the past, we’ve co-authored the articles.  Today, I’m proud to share with you Part 10 of the series – which is written entirely by TR as a Guest Blogger.  Please comment below and let us know what you think.

 

AUTHENTICITY IS THE ‘NEW’ AUDACITY

(Part 10 of 12 of the “Navigating The VCP Process® To Networking” Series)

Have you ever heard the following phrase: “It’s nothing personal, it’s just business”? 

I have.  And every time I hear it, it still disappoints me.  Today, business is personal and people do business with ME because of ME, and they should do business with YOU because of YOU – not because you perfected some PowerPoint presentation or recently attended a Sales seminar on how to overcome a prospect’s objections.

Nowadays the consumer marketplace that fuels the economy sets the criteria on how they wish to be treated.   Consequently, to society today the term ‘overcoming objections’ sounds a lot more like the following descriptive words:

  • Persuade
  • Manipulate
  • Convince
  • Coax

When it comes to buying, purchasing, or investing criteria, I don’t know about you, but the concept of being ‘closed’ and the terminology used in the Traditional Sales Model doesn’t translate that well with me – and probably society overall for that matter.  I don’t want to be ‘convinced’ of anything and my guess is that you don’t either.  If you’re interested in creating a long-term client/customer relationship, it’s my presumption that it’s probably not in your best interest to start off by persuading, manipulating, or convincing your potential client to do business with you.  Don’t you agree?

Yet the sad truth is that, today, it’s probably a safe bet that we could go to Amazon.com and search books on the topic of Sales.  It’s also probably a safe bet that we’d find hundreds (and potentially even thousands) of Sales books with their title including the words ‘Persuasion Techniques’, ‘How To Close The Sale’, and even ‘How To Overcome Objections.’  Yes, people who employ these tactics will get results.  I’ll concede that point.  But these tactics continue to reinforce the lifestyle of a HUNTER – behaviors that are long gone as conduct that small business owners and entrepreneurs idolize.

Remember, Business Networking is more about ‘farming’ than it is about ‘hunting’.  It takes time to cultivate relationships.  But once you dedicate the effort, these relationships ultimately allow you to ‘harvest’ referrals for a lifetime.  Today, people choose to do business with other people because of:

  1. Who they are
  2. What they stand for and
  3. The lessons that life has taught them through their own personal experiences that uniquely qualify them to offer the marketplace a product or service in a way that only they could deliver.

If you seek Client relationships, today’s customers aren’t just buying what you sell. They’re buying who you are.   If you seek Strategic Partner relationships, people refer other people – NOT the product or service they offer or the actual company that they represent.

When networking and getting to know other professionals, if you shy away from who you are, what you stand for, and what personal experiences life has revealed to you, then your message most likely will not resonate today and you may not get the results that you expect.  Don’t make a mess of your message by trying to recite the ‘About Us’ Section of your company’s website when you first meet people.  What is captivating to other professionals these days is congruency with how you communicate that you are a real person through your attitude, behavior, and actions.

The definition of Audacity according to Wikipedia is to be BOLD, COURAGEOUS, or have CHUTZPAH.  I say that it’s pretty bold to be yourself with all your wonderful flaws (nobody’s perfect) because it proves your authenticity and attracts connection.  Everybody has relationships, yet few people relate.  Strive to be one of the few.  If you truly act like yourself all the time and not just in your personal life, then people will be able to relate.  This builds trust, credibility, and camaraderie.  If your behavior is different depending on whether you’re in a personal or professional environment, then you may be attracting people who are attracted to who you’re pretending to be.  And, it’s my belief that this is not the recipe for a long term professional relationship that’ll provide a steady stream of referrals.

In the grand scheme of things, you devote your time networking at the local Chamber of Commerce, Association Mixers, and even weekly BNI meetings to receive a return on your investment (ROI) in the form of regular referrals.  Navigating the VCP Process® to networking from Visibility to Credibility all the way to Profitability would most likely then be your goal.  Based on the marketplace’s value on authenticity today, I personally believe that your easiest path to Profitability is to start by simply being yourself.  Isn’t that a sigh of relief? 🙂

In closing, a successful small business owner’s mission is not solely to take the action to network.  It’s about taking the actions to ensure that you connect and relate with others when you network that really counts.   I thank you for reading today’s post and extend an invitation to be on the lookout for next month’s contribution to this series – Part 11 called “Don’t Make a Mess of Your Message.”

Two Tactics to Help with the ABCs of Networking — “Navigating the VCP Process® to Networking” Series

(Part 7 of 12 of the “Navigating The VCP Process® To Networking” Series)

TR Garland (featured in this video with me) is a friend of mine and co-author of one of my most recent #1 best-selling books called “Building The Ultimate Network.”  He’s also considered a top trainer for the Referral Institute.

For some time now, we’ve both observed a need to drill down on one of the most important and foundational concepts to networking – The VCP Process®.  Seven months ago, we started a much-anticipated 12-part monthly series of blog posts which addresses this and contains some very timely information for networkers across the globe.  Today, we’re proud to share with you Part 7 of the series  which is a follow up to the Part 6 video blog we did about the ABCs of networking.  Enjoy!

Please let us know what you think of the ABCs of Networking concept, the two tactics we offer in this video, or just the video in general.  We’d love to read your comments in the comment forum below.  Thanks!

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