Never, Never, Never Give Up

As part of a commencement speech, Winston Churchill is believed to have once said, “Never, never, never give up!”

I love this quote-however, the left side of my brain says that when it comes to business, that’s just not logical. You must know when the time is to give up. Fortunately, my right brain often wins the battle on this issue. You see, I may not be smartest or most successful person in the room, but I am almost always the most determined.

I believe that if you have great information and feel confident in your vision and your goals, then you need to be a “dog with a bone” in your focus and never give up. I have applied that approach throughout most of my life.

In 1992, I completed the manuscript for The World’s Best Known Marketing Secret; over an 18-month period, I sent my manuscript to 45 publishers all over North America. It’s difficult enough to write a book-but to then send it out and hope someone else sees its potential the way you do, is even more difficult. I sent it out to 45 publishers and received 44 rejections–until number 45 came along. I was that dog with a bone; I was not going to give up until someone gave me a chance. In 1994, the book was published and since then, its been through four editions, translated in more than 10 languages and sold more than 200,000 copies.  44-rejections

A few months ago, I was going through some old files and I found the records I kept of everyone I submitted to, and it made me remember the determination I felt. Had I given up on number 44, I may have never become a best-selling author in multiple markets around the world. That, and many other experiences I’ve had over my lifetime, have led me to believe that if you are confident in what you are doing-never give up. Never, never, never give up.

 

 

The printed copy of World’s Best Known Marketing Secret can be found here.

The audio version (yes – we have it as an audio book!) can be found here.

Remembering Names

When networking, it’s important to remember the basics of interpersonal communication–making eye contact, listening more than you speak, and of course, actually remembering people’s names.

Yeah, I’d say remembering someone’s name is high up in the list of mannerisms that will impress others in networking. It shows you pay attention to detail, you listen well and are interested in the person, not just their business.

It can be challenging to remember names, especially if you’re an avid networker. Years ago, I was told about a four-step process that will ensure you never forget your manners–and it actually works!

1. Repetition is key. When you are introduced to someone new, ask for their business card and read it carefully. Then, read the name on the card and ask them to repeat it; it will help lock the face with the name. “Hi! It’s great to meet you, Betsy Smith. It’s pronounced Betsy, yes?”

2. Use their name in conversation. When you begin a conversation, listen to what they are saying and respond by using their name; “Wow, Betsy, that sounds like an incredible opportunity! I’d love to sit down with you over lunch and talk more.” ID-10046846

3. Connect them with others and use their name in the introduction. You are networking after all, so it’s important to connect others if you can. Whe introducing two people, use their names when they first meet. “Joe, I’d like you to meet Betsy. Betsy is a realtor who just landed a big contract with the city. I bet you two would have a lot to talk about!”

4. Dedicate it to memory. Once you’ve left the networking event and you’re back at home or work, take out the business card and try and remember what that person looked like and what they were doing and saying. Maybe even send them a quick “nice to meet you” email to help you remember the conversation you had.

The next time your at a networking event, try to use these devices and see if it helps. If you can remember the devices, that is.

 

The Path to Business Leadership

If you’re a business owner or entrepreneur, you know how challenging it can be to find the path towards leadership that works for you. With all the information available to us online, leadership styles are a dime a dozen and no one has the time or resources to try every style. Getting back to the basics is important, and understanding how those basics can improve your business is even more vital. Being a leader doesn’t have to be complicated! You’ve heard of the KISS acronym, right? Keep It Simple…well, it’s not the nicest acronym, so I won’t finish. But you know where I’m going.

If you find yourself wondering how to become a leader in business, follow these four steps:

1. Focus on solutions, not problems

2. Collaborate with your team

3. Be a culture champion

4. Care about the success of others–REALLY care!

Finally, leadership is about accomplishing more than people thought possible. In your business, what are your wildest dreams? What’s your ultimate goal? Never lose that idea and constantly be working towards it.

Watch the video below to hear more about the four steps towards becoming a business leader, and leave me a comment on what YOU think makes a leader.

 

Lifelong Learning: Lessons in Leadership

 

As many of you know, I was given the fantastic opportunity to spend a few days with John Maxwell at his Leadership Conference in Orlando Florida last week. (You can read my initial reaction to winning the Leadership award here.)

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John shared a story that I thought was a great networking lesson, and it’s something I want to share with all of you.

He began his story when he was a very young pastor in the 1970s. He wanted to learn and grow in his field and he decided that he would try to interview ten of the most successful pastors from across the country. Being a thoughtful man, John realized that their time was valuable and he wanted to pay for it-but at the time, he only made $4,200 a year in salary.

John reached out to the ten pastors he wanted to seek advice from and offered them $100 each for less than an hour of their time to help mentor him in his journey. $100 each doesn’t sound like a lot of money, but multiplied by ten people that equaled almost one quarter of his annual income! But John felt that it was important to show them that he didn’t want something for nothing and would truly value their mentorship.

He went on to explain that only two people took him up on his request. He met with the two pastors, asked his questions, and received great information and took copious notes. Before he left each of them, he asked if they knew any of the eight remaining people on his list. He needed a referral!

Both of them new many of the remaining pastors, so John asked if they would be kind enough to call some of the other eight and make a personal introduction. Both men happily did so. After a short time, John was able to meet with all ten pastors because of the introductions that these two pastors made.

John obtained fantastic insights which enabled him to achieve many of his goals as a young man, and he did it through referral networking.

There were many lessons to be learned in this story, but here’s some of the ones that I got out of it:

  1. Don’t expect something for nothing. Asking for favors from people you don’t know, just doesn’t work well.
  2. Be prepared. Have well-thought out questions.
  3. Take notes and follow the advice.
  4. Most importantly, he asked these individuals if they felt this was worth their time. It was only after they said yes, that he asked for an introduction to the rest of the people on the list.

This last one is an important example of the referral process. He showed up prepared, stuck to the time he promised, did a good job and THEN asked for a laser specific referral if, and only if, they felt that the meeting was worth their time. John was successful because he knew how to be a professional, make a good impression, and then, and only then, ask for the referral.

Great story John.

 

The TRUE Definition of Networking

What is the true definition of business networking? I’m going to give it to you straight.

Networking is the process of developing and activating your relationships to increase your business, enhance your knowledge and expand your sphere of influence. Sounds simple, doesn’t it?

Notice that the key word here is relationships. Successful networking of any kind starts with the genuine desire to build relationships for the purpose of giving and receiving business. If you are only networking to gain and not to give, you’ll never be successful.

Remember-networking is more about FARMING than it is about HUNTING. It’s about cultivating relationships and taking the time and energy to help them grow and flourish. A good farmer knows when to tend to his crop and when to harvest it; if you over pick, you’ll be left with nothing. But if you continue to care for and maintain your crop, it’ll grown abundantly.

Watch the video below to hear more details about the true meaning of business networking.

This video is hosted by the Entrepreneur.com YouTube Channel, Networking for Success.

 

It’s actually NOT about who you know

When it comes to networking, the old adage goes, “It’s not what you know, but who you know.” We’ve all heard it and we’ve probably all said it.

But I’m here to tell you it’s NOT about who or what you know, but about how well you know each other!

Networking can become a shallow game if you treat relationships like chess pieces, using them for you own best advantage. Instead, if you approach networking from a personal angle with a genuine desire to get to know others, you’ll have far greater success. But how can you deepen your existing relationships with people to get to the point where they’d be willing to help or refer you in the future?

1. Give them a personal call. I know, I know–calling someone on the phone is so dated. But hear me out. Sending an email or a text message won’t get you the same results as actually making the effort to pick up the phone and call someone. Set up a 1-2-1 meeting and DO NOT try to sell them. Set up this meeting to deepen the connection and start to build a professional relationship.  ID-100209414

2. Make personal calls to all the people who have helped or referred you business to you in the past. Ask them how things are going. Try and learn more about their current activities so you can help in some way.

3. Put together a “touch-point list” of fifty people you’d like to stay in touch with this year. Include anyone who has sent business your way in the past twelve months as well as any other prospects you’ve connected with recently. Send them cards on the next holiday, connect with them on social media, and stay connected in any other way you believe they are most interested in.

4. Two weeks after you’ve connected with them (from step 4) call them and see what’s going on. if they’re past clients or people you’ve talked to before, now is the perfect time to ask for a referral. If they’re prospects, perhaps you can set up an appointment to have coffee and find out if their plans might include using your services.

Why Steve Farber Believes in Love (in Business)

The notion of love is too touchy-feely for many of us, especially when it comes to business.

But my friend and fellow Transformational Leadership Council Member, Steve Farber, doesn’t think so. Steve is one of the most renowned leadership speakers in the industry. When we were in Napa Valley together last week, he talked to me about making love a part of your every day mantra as a business owner.

“If the customer loves you, you can blow up their building and they’ll say ‘Eh–accidents happen,'” Steve said (OK, so that might be a bit extreme. But you get what he’s trying to say.)

Steve goes on to say that it’s more than just the forgiveness factor that makes it worth having a loving relationship with your customers.

“Love is what leads to customer loyalty,” he said. “it’s what leads to word-of-mouth and growing your organization.”

I think this advice is spot on. If your customer relationships are held in as high regard as the service you provide, you can only benefit. Customers want to love you-they want to trust and believe in you, which are foundational building blocks of love. Focus on building those blocks with the goal of creating loving, loyal customer relationships, and you’ll create a strong reputation that will hold up in the business community.

 

 

 

Decisions Aren’t Always Easy

I’ve been a member of the Transformational Leadership Council for the last 12 years.  It is a group of innovative and out-of-the-box leaders that meet twice a year from all around the world, and last week we met in Napa Valley, California.  I use this time to expand my mind, brainstorm new content for my blog and articles and most of, all learn from the incredible teachers around me.

One of the topics that really got my attention was the idea of “decision fatigue.”   

In decision making and social psychology, decision fatigue refers to the exhaustion that sets in when someone is presented with the need to make one decision after another, back to back, over and over again.  This can play out in several ways–for example, it can be as simple as going to a grocery store and being confronted with one bad choice for food after another. By the time you are checking out, your willpower becomes weak and you buy that candy on the way out of the check stand (that’s why they have it there!)

Photo courtesy of stockimages at FreeDigitalPhotos.net

Photo courtesy of stockimages at FreeDigitalPhotos.net

 It can also be related to a very long day of making many decisions. If you’re making tough calls all day long, the quality of the decisions will drastically diminish by days end.  Or it might play out over a very long period of time (weeks, months, or years) where you are confronted with one challenging decision after another.  Over an extended period of time, you feel exhausted and drained from having to make so many decisions about so many different issues that it is easy to experience “burnout” as a result.

In running a global organization with an incredible amount of competing demands, this last consideration really rang true for me.  I often felt that the serious nature of the ongoing decisions that needed to be made, could create a massive amount of long-term stress for me. One way I combated this stress was to schedule dedicated “mental health days” to reset my mindset and get in a better place.  

I spoke about this several years ago in my blog here. 

Decision fatigue is a real condition.  What, if anything, do you do to combat this feeling in your life?

Selecting Your Business Networks

This video is hosted by Entrepreneur.com and can be found on The Networking for Success YouTube Channel.

Networking is the perfect way to help take your business to the next level. But putting your eggs in one basket and depending on one networking group to satisfy all your needs won’t work–and that’s coming from the Founder of the world’s largest referral network.

We all select different people in our lives that satisfy various needs that contribute to our well being; our parents provide comfort and guidance, our close friends provide support and cheer, our business relationships provide trust and honesty. While these satisfactions may overlap from group to group, it’s important to have more than one person you’re leaning on for all your emotional needs.

It’s the same with your networking groups! While you may find cheer and honesty in more than one group, it’s important to spread your interests to gain a varied support system.

When selecting your business networks, you need to understand which types are available so you can make an informed decision. There are five types:

1. Casual Contact: A gathering on people from many different professions, usually in a mixer environment

2. Strong Contact: Usually only allows one person per profession, get together very regularly

3. Community Service Clubs: An opportunity to rub elbows with other very successful people

4. Professional Associations: Trade organizations that are very specific in purpose

5. Online: Social Media such as Twitter, Facebook and LinkedIn, where networking is constant

To better understand which group fits you best, watch the video below.

 

Conquering the Fear of Rejection

Fear is a powerful driver in most people’s lives. It dictates what we take risks on, it makes us hold back, and it even hinders us from reaching our potential.

The fear of rejection is an emotion that many of us carry in our personal lives, but it can very easily seep into our professional one as well. We all come to that nexus point in our lives: we can do something, or we can do nothing. The fear of rejection almost held me back from promoting my book, The World’s Best Known Marketing Secret, because I was worried some book stores wouldn’t want to carry my book. But you know what I realized?

Some will, some won’t–so what?

Watch the video below for more on conquering the fear of rejection.

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.

 

 

Thanks, But I Don’t Need Your Card

This video is hosted on the Networking for Success YouTube Channel, hosted by Entrepreneur.com.

Imagine you’re at a networking event.

I know, it’s a stretch. But work with me here.

So you’re mixing and mingling and start passing out your business cards like candy. Suddenly, someone hands it back you and says, “No, thanks.” This actually happened to a BNI Member. He wrote to me, astonished, and asked what I would do in his situation. Well, here’s my answer.

 

 

 

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