Seuss

Dr. Seuss’ Birthday – NEA Read Across America Day

Today, March 2nd is the birthday of Dr. Seuss.

Today the BNI Foundation is supporting the National Education Association’s “Read Across America Day”. Therefore, go find a classroom and volunteer to read a Dr. Seuss story to the students. For example, in this video, I share a story about reading to my kids when they were younger, the Dr. Seuss classic, “And to Think That I Saw It on Mulberry Street“.

Dr. Seuss’s very first book for children! 

Originally published: December 21, 1937

From a mere horse and wagon, young Marco concocts a colorful cast of characters, making Mulberry Street the most interesting location in town. Most noteworthy, Dr. Seuss’s signature rhythmic text, combined with his unmistakable illustrations, will appeal to fans of all ages. Finally, who will cheer when our hero proves that a little imagination can go a very long way. Now over eighty years old, this story is as timeless as ever.

Using Your Unique Selling Proposition

uniquesellingOne of the biggest issues I see or hear when it comes to networking and word-of-mouth marketing strategies comes from the individual businessperson’s mindset. So often, people believe that in order to network successfully and set themselves up for the most referrals, they need to tell everyone who will listen (and some who won’t) everything that their business does. This misconception simply leads many to believe that by talking to everyone in the room, they’ll maximize their referrals.

This is not at all the case. What this actually does is bores your intended audience, and overwhelms them with more information than they could ever possibly remember.

The key instead is to come up with a unique selling proposition for your company, business or service, and use it when you network. Your unique selling proposition will be a brief summary of your business, the key word here being brief. You’ll want to share this description as concisely and as engaging as possible. Not only will your audience walk away understanding what you do, but if you have described your business in a compelling way, they’ll be more likely to remember you because you entertained them and kept them listening.

The biggest indicator of a good unique selling proposition is that it gets people to ask you more about your business, and keeps them genuinely interested in what you do. They should be short, sweet, and to the point, without being vague or misleading. Your goal is to open the door for a conversation, not leave any potential contacts confused.

What is your business’s unique selling proposition? How do you use it to get word-of-mouth referrals? Tell me in the comments below!

Warren Bennis, An Icon Passes

DSC03152Last week, Warren Bennis, an icon and mentor, passed away from natural causes at the age of 89.  I studied under Dr. Bennis at USC in the late 80’s.  I hadn’t seen him for many years until 2008 where we reconnected at the story telling event held by movie executive, Peter Guber.

We were sitting at a small round table with about five other people having lunch.  Warren looked at me curiously and said, “we’ve met before haven’t we?”  I told Dr. Bennis that it had been close to 20 years, but he sat on my doctoral committee for the qualifying exams of my program.  That’s when he looked at me and said, “I wasn’t very nice to you was I?”  I was flabbergasted that he would ask me that question.  Now the truth was that he was very, very tough on me.   His critiscims were always professional and insightful, but I always remembered him as just plain tough!

What he said next completely changed my opinion of him.

He said, “I’m sorry.  I really don’t like sitting on doctoral committees because they are a little like boot camp.  You have to put people through these difficult situations to make sure they have what it takes to justify the degree we are about to confer upon them.  It’s necessary, but it’s not really the kind of person I am.”  I acknowledged that he had been tough, but I also told him he was right in his criticisms and redirection.

What I didn’t tell him, and wish I had, was how much I respected him for telling me this now.  As we sat at this event somewhat closer to peers, he could have easily continued with the professor/student relationship.  Instead, he shared with me his inner feelings about the doctoral process we went through and humanized his actions in a way that only increased my respect for him.

We stayed in touch from time to time over the last six years.  He gave me advice when I was on the selection committee for a new President at the University of La Verne, and we met for dinner a couple years ago when he was speaking at the university.   Each time he shared nuggets with me that I will remember throughout my life.

He wrote many books on leadership.  He will always be known for his expertise in that field; however, some of us know him as a truly fine man who made a difference in many people’s lives.

Using LCDs to Explain & Promote Your Business

When it comes to telling people about what you do, the deeper you go into the specifics the greater your success will be.  In this video, I talk about how to explain and promote your business by breaking it down into its Lowest Common Denominators (LCDs).

Many years ago, I visited a BNI meeting where I witnessed the absolute best presentation I’ve ever heard at a weekly networking meeting and it was given by a florist who focused on the details of a single rose. Watch the video now to hear the story of what the florist did and said that made his presentation so successful and to learn why specificity is key in talking about exactly what it is that you do.  If you belong to a strong contact network where you give weekly presentations, the more specific you can be in explaining the aspects of your business, the greater your results will be.

If you struggle to come up with talking points about your business at your weekly networking meetings, this video is for you.  I offer a simple strategy for pre-planning your presentation topics for an entire year–never again will you have to wing your presentations because you’re not sure how to describe what you do.

So, what aspect of your business are you going to focus on at your next networking meeting?  I’d love to hear about it.  Please share your thoughts in the comment forum below.  Thanks!

 

 

 

A Burning Question for Richard Branson

Last year, My wife Beth and I posted a question on Facebook in search of the most creative and interesting answer.  The question was: “If you had an opportunity to ask Sir Richard Branson one question, what would it be?”

In this video, I reveal the best, most interesting question that someone responded with:

“What venture or company do you wish you had started instead of someone else, or what business did you have a chance to invest in but didn’t and now regret not investing in it?”

I go on to reveal the equally interesting (if not more interesting) answer to this question which I got lucky enough to receive directly from Sir Richard Branson himself during a visit to Necker Island.

Watch the video now for Branson’s answer . . . and, hey, you never know–perhaps this will be the answer to a question you get during a game of Trivial Pursuit somewhere down the road, in which case you’ll be darn glad you watched this video! 😉

I’m curious– what would YOU ask Richard if you could ask him anything?  As long as it’s not something like, “Richard, will you adopt me (even though I’m 57) and make me independently wealthy so I don’t have to work for the rest of my life?” (Ha, ha . . . :-)), then I’d love to hear what questions you come up with!  Please leave your feedback in the comment forum below.  Thanks!

Facts + Stories = Powerful Messages

In this video, I talk to Ireland-based business networking expert Sandra Hart about the importance of embedding the facts about your business within the form of a story.

When you’re networking or advertising for your business, the most powerful way to present your message is to use a story to ensure your message is heard.  Facts by themselves are, for the most part, simply not memorable to most people.  If you are a banker and you tell people that you specialize in offering low-interest home loans, people may remember that your bank offers loans, but whether or not they remember what kind of loans you specialize in is left to chance.  However, if instead of simply stating that you specialize in low-interest home loans, you tell a story about how you helped a young family of four to overcome their financial struggles by granting them a low-interest home loan, and how this enabled them to purchase their dream home in the sought after Sunny Pines community, you can bet people are going to remember you when they run across someone looking for a home loan.

Remember, facts only tell but stories sell . . . why is this?  Because people don’t emotionally connect to facts.  People emotionally connect to stories and this is what makes stories memorable.

What is an example of a memorable story you could tell about your business that would powerfully present a fact (or several facts) about the products/benefits/services your business offers?  Please share your story in the comment forum below.  Thanks!

Making Business Personal Is Sometimes a Very Good Thing

In this short video, business networking expert Charlie Lawson demonstrates how powerful storytelling can be in relation to networking for your business and he does it by none other than . . . you guessed it . . . telling a story.

The fact is, you can tell someone what you do for a living all day long but chances are, that’s not going to make you stand out.  You need to start relaying true stories about how your products and services have had a significantly positive impact on the way your customers feel and the quality of their lives.

As Charlie says, “The story is what gets us and the more we make our stories about what we do in business personal, the more results we’re going to have.”

Do you have a powerful, standout story about how your products or services have impacted your customers?  If so, I’d really love to hear it–please share your story in the comment forum below.  Thanks!

 

Tiffanie Kellog: Facts May Tell But Stories Sell

I’ve done quite a few video blogs with Tiffanie Kellog and there’s a very good reason for that . . . she is an outstanding Referral Institute® Trainer, Consultant, & Speaker and she has an unending supply of highly useful ideas and comments to offer.

In this video, I talk with Tiffanie about the power of using compelling stories as testimonials for your products and/or services.  Everyone who makes an effort to build their business through referral marketing has the same goal–to have all those in their network talking positively about their business on their behalf.  So, the best thing to do in order to achieve this goal is to arm those in your network with compelling stories of how you’ve helped clients in ways that have transformed their lives in some aspect . . . your fellow networkers can then share these stories with others who may be potential prospects for you, thus creating the most powerful form of a testimonial you can receive.

Watch this short video now to find out why testimonials that simply state facts about your business do nothing more than tell and how in order to really sell someone on your product or service, you need compelling stories.  Remember . . . facts tell, stories sell!

Be sure to check out Tiffanie’s website by clicking here or visiting TiffanieKellog.com and if you have a compelling story about how you’ve helped a customer or client that you think would be a great testimonial for your business, please share it in the comment forum below–you never know who will see it and you might even generate some referrals by sharing it!

Facts Tell, But Stories Sell

Over the past few weeks, I’ve posted blogs on how embracing quality, adding members, and seeking engagement are all things that will help networkers and entire networking groups achieve success.  Today, I’d like to talk about an additional tactic for obtaining stellar networking results–sharing stories.

Listening closely to the information shared by those in your referral network will help you in telling positive stories about them when you come across potential opportunities to refer them.  Conducting regular one-to-one meetings with each of your networking partners will also help you become more able to share stories when you refer others to them.  Think about your many positive experiences with your fellow networkers and write them down.

A number of years ago, I met Robert Dickman, author of The Elements of Persuasion, and he taught me the formula for a good story:

  1. A story is a fact
  2. Wrapped in emotion
  3. That compels us to take action
  4. That transforms us in some way

The key here is that a good story compels people to take action and that this action transforms or helps them in some way.  I always try to re-live a story, not just re-tell a story.  Make it sound fresh and alive.  That is an important aspect of storytelling.

Remember that facts tell, but stories sell.  If you want to build your network in order to generate more referrals, overlay storytelling on top of your efforts.

The keys to success within networking groups which I’ve previously posted blogs about (embracing quality, adding members, seeking engagement) can combine with sharing stories for a powerful formula that will help members of networking groups obtain optimum networking results and business growth:

3+1 = Member Success

  • 1-Embrace Quality
  • 2-Add Members
  • 3-Seek Engagement
  • +1 Share Stories

Understanding this formula can improve your business networking success in amazing ways. 

If your networking group already employs this formula, I’d love to hear about the impact it has made on your group’s performance and results.  Please share your feedback (and stories) in the comment forum below.  Thanks!

Networking Faux Pas Series: Premature Solicitation

In this second installment of the Networking Faux Pas Series, I talk about Premature Solicitation (a term you certainly don’t want to attempt to say three times fast as it very well may get you into a little bit of trouble . . .)–a classic example of how NOT to network.

I share a personal story of an occurrence where somebody tried to prematurely solicit me and I explain how I handled it–suffice it to say, that “somebody” will not get a second chance to make a first good impression.

As I mention at the end of the video, I highly encourage you to share your stories about premature solicitation and other networking faux pas in the comment forum below–I know I for one would love to hear about your experiences (what can I say . . . I always love a good story!) and I’m sure the rest of the BusinessNetworking.com community would love to as well.  Thanks!

Ever Dreamt of Being Published?–Submit Your Networking Story!

NOTE: My apologies for the poor sound quality of this video–Please turn up your speakers.  Nice as the breeze may have been, it was unfortunately far from ideal for filming purposes. 😉

In this video, Jack Canfield (co-author of the Chicken Soup for the Soul Series) and I discuss the new book we’re writing about networking along with our co-author Gautam Ganglani.

Because the power of a story is the most effective way to demonstrate a point, we’re searching for real life networking stories that will have a positive and lasting impact readers and we would love to hear from you!

Do you have a story about how you (or someone in your network) has used networking in a way that has inspired people? Do you have a networking-related story about overcoming an obstacle, or achieving a goal you didn’t think was possible?  Did you have a major networking breakthrough that would inspire people to network more, or use your networking technique?

Have the courage to write and submit your networking story!

PLEASE CLICK ON THE PDF DOCUMENT LINK BELOW FOR DETAILS ON HOW TO SUBMIT YOUR NETWORKING STORY:

Networking Book–Submission Criteria

Thanks in advance for your participation and don’t hesitate to use the comment forum below to submit any questions or comments you may have about this book project or how to submit your story.  I’m really looking forward to hearing your networking story (or stories)!

Are You Overlooking the Importance of Storytelling in Business?


When you tell a story, is it compelling?

In this short video, I’m joined by Deanna Tucci-Schmitt, a successful business owner and master networker, who shares the reason why storytelling is such an integral part of business.  She reminds us that stories are much easier to remember than statistics and facts.  When you tell your business’ facts in story form, your “story” is retained, retold, and often referred.

After watching the video, please share how telling some of the key stories about your business has gotten you more business in the past, or how they might possibly help you obtain more business in the future.

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