How Your Deal Breakers Impact Your Business

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Image courtesy of imagerymajestic at FreeDigitalPhotos.net

Everyone has deal breakers. You have things you won’t tolerate in friendships, in romantic relationships, and in living situations. Whether you know it or not, you also have deal breakers that come into play with your business practices. We all do, it is just a matter of whether or not you consciously know what they are.

So how do you know what your deal breakers are, and then what do you do with them once you know?

Start by figuring out what you simply won’t tolerate in business. Try asking yourself these questions:

  • When was the last time you were really angry/frustrated?
  • What traits do you deplore most in others?
  • What do you find the epitome of misery?
  • What do you least value in friends and business associates?

Now, separately, list out projects or associates that fall in line with the answers to your above questions. These projects and people go against your values, and don’t align with who you strive to be in business and in life. They are holding you back, and in order to elevate your business and move on, you must consider cutting them out. Keeping these people or projects in your life are costing you time, money, and energy. By cutting them out, you can see an increase in your passion, in your happiness, and in your success.

What are your deal breakers? How has cutting them out (or keeping them in!) impacted your business? Let me know in the comments below!

Why You Shouldn’t Always Follow the Golden Rule

ID-10040850What I’m about to tell you will seem counter-intuitive at first, but bear with me.

The Golden Rule is not the best way to ensure success in referral marketing. For those unfamiliar with this philosophy, it is commonly known as “Do unto others as you would have them do unto you.” While it is a good principle to live by, a great one even, this doesn’t help you in networking or referral marketing.

Instead, you should consider implementing the Platinum Rule in your networking efforts. This, put simply, is treating others the way they would like to be treated. Referral marketing is closely linked with relationships, and what better way to develop a relationship than adjusting how you treat someone to their wants and needs?

There are three people involved in a referral: You, the referral source, and the prospective referral. All three of these people come into play when you consider how to implement the Platinum Rule.

You. How do you work best? What are your strengths and weaknesses?

The referral source. How does the person communicate best, or like to be communicated with? How do they like to be treated? If you expect someone to pass a referral to you, you must communicate with them in a way that they appreciate and in a way that works well for them.

The prospect. How does the prospect like to be communicated with? What sales tactics work on the prospect? If you expect to close on the referral passed to you, you must be willing and able to communicate effectively with the prospect.

In the end, a networker’s greatest asset is their ability to be adaptable. You must always be willing to accommodate the people you are striving to develop relationships with – your comfort is not nearly as important as theirs.

What is an example of the Platinum Rule at work in your relationships? Let me know in the comments below.

Thoughtfulness always counts

Many spend their time at a networking event working the room, making meaningful connections with those around them, receiving and handing out business cards. As the event winds down, businesspeople go their separate ways, looking forward to their next event to grow their network.

It’s a nice story, but it really only covers part of your responsibility as a networker. Thoughtful, heartfelt follow up after events continues establishing those connections and makes your networking stronger. Your connections don’t have to be your best friends, but it certainly helps if they think you’re a caring person.

For those wondering, “Am I a thoughtful networker?” here is a quick checklist of three ways to be thoughtful. If you don’t already, try implementing these into your networking route.

 

handwritingSend handwritten cards

Thank you, happy birthday, condolences. There are plenty of excuses to bust out the stationary and send a handwritten card to a colleague or peer instead of an email. What makes this thoughtful? This effort involved. Emails are simple – you sat at your computer, typed a quick message, scanned it for typos and made necessary connections, and hit send. Done. Handwriting a card requires thinking through your message before you write it, and requires your attention to prevent errors. Not only that, but sending requires more than a click of a button.

 

Remember to follow up

Did you close your conversation with someone by saying, “Let me ask so-and-so about that and get back to you”? If you did, actually do it! You might forget that you promised to find out some trivial piece of information for them, but they certainly didn’t. Nothing could be more embarrassing for you than being called out for having forgotten to follow up on something you’d given your word that you would. As networkers, one of our greatest assets is our word – don’t let something as minor as a memory lapse steal yours.

 

Schedule time outside regular networking events to get to know them

This may seem like Networking 101, but it seems to be a frequently forgotten step of networking. Not only is it vital in helping you get to know your business connections (and vice versa), many will be flattered that you are interested in getting to know them better. Not only is this step thoughtful, it is critical if you want your connections to truly help you grow your business. People love to talk about themselves, and the more you learn about the new members of your network, the more they’ll want to know about you in turn.

What does thoughtfulness in networking mean to you? How many of the above steps do you do? What do you think is missing from this list? Let me know in the comments below!

Networking Is a Marathon, Not a Sprint

The fact is, networking truly is a marathon of an endeavor–it’s most definitely not a sprint.  I have met so many people who practice what I call ‘hyperactive networking’ and they mistakenly approach networking at the speed of an all-out sprint–they want to be absolutely everywhere and meet absolutely everyone and they go, go, go ALL of the time until they soon inevitably burn out, ‘collapse,’ and give up.

It’s a real shame because if these people would, from the beginning, just slow down and take the time to develop a networking strategy and understand that networking takes time, patience, hard work, dedication, commitment, and endurance, they would be reaping great rewards from their networking efforts instead of exhausting themselves with nothing to show for it in the end.

Networking at its core is about taking the time to build genuine, trusted relationships.  Sure, visibility is important, but without building trust right along with it, visibility won’t get you very far in the long run.  You can run around all day long going to networking events and shaking people’s hands, but if you’re not spending time following up and developing trust with the people you meet, then you haven’t really achieved much of anything that will actually give you results from your networking efforts–do not confuse activity with accomplishment. 

So, what are your tactics for pacing yourself in the marathon of networking?  What actions do you take to strategically build relationships?  I’d love to hear from you so please share your thoughts and ideas in the comment forum below–thanks!

10 Tips to Get the Most from Business Networking

We all know that networking requires a significant amount of time, effort, and commitment.  Because of that, we all want to make sure that we’re getting the highest return on investment from our networking efforts.  Below, I have outlined 10 tips that will help you get the absolute most from the time you spend networking for your business.

Photo courtesy of imagerymajestic at FreeDigitalPhotos.net

Photo courtesy of imagerymajestic at FreeDigitalPhotos.net

  1. When asking for a referral from an associate or client, use the phrase, “Who do you know who . . .?”  This is an open-ended question that works well.  Do not alter the phrase.  Ohter phrases have been tried, but none have produced the desired results.
  2. Have someone else tell a group of people how good your product or service is.  This beats anything you can say about yourself.  Ask people who have used your products or services to talk about their experience at the next meeting.
  3. Top business executives insulate themselves from those who may try to sell them products or services.  Through word of mouth you can still increase your volume of business, because you know a hundred people, who know a hundred people, who in turn know a hundred people, and so on.  The great referrals are probably not going to come from a CEO, but from someone who knows a CEO.
  4. If you have an opportunity to distribute your materials, do it.  Bring products, samples, brochures, or a presentation book to the business meetings you attend.  If people can see, feel, touch, hear, or smell samples of the product or service you provide, they are more likely to use you.
  5. Offer a special price or service to the members of your networks.  If you can get the members to use you, they are much more likely to refer you.
  6. Anyone active in networking groups can benefit by developing a presentation book, taking it to meetiings, and making sure it gets circulated.
  7. If your product or service is conducive to this approach, tell the members of your network that you accept speaking engagements as bona fide referrals.  Ask them to pitch you to the program chair of other organizations they belong to.
  8. Meet people outside the meeting context whenever you can.  Write cards or letters, send articles that might be of interest, call to check in, and let them know about local business mixers.
  9. To get good referrals, tell people when they’ve given you a bad referral.  If you don’t, you’ll keep getting bad referrals.  Teach people what you consider to be a good referral.
  10. Monitor the referrals you get.  This tells you how often you get referrals, their source, quality, status, and dollar payoff.  Having this information helps you focus on individuals and groups who are giving you the best referrals.  This allows you to reciprocate with people who are giving you the most referrals.

Do you have additional tips for networkers to get the most from business networking?  I’d love to hear your ideas–please leave your thoughts in the comment forum below.  Thanks!

 

‘More Money Mondays’–FREE Referral Tips to Shorten Your Work Week

At a recent Referral Institute® Conference, I had the opportunity to talk with my good friend (and partner in the Referral Institute), Mike Macedonio, about a fantastic new (and completely FREE) service which is available to businesspeople and networkers across the globe.  It’s called ‘More Money Mondays’ and by signing up for the service you get weekly referral marketing tips delivered to you via e-mail each Monday which will help you learn how to simultaneously build your business and make your work week shorter and more enjoyable.

Watch the video now to get all the details on this exciting new service and CLICK HERE or go to www.MoreMoneyMondays.com to sign up for your FREE weekly referral marketing tips.  If you’re already utilizing ‘More Money Mondays,’ I’d love to hear what you think of the service it provides–please leave your thoughts and feedback in the comment forum below.  Thanks!

Why Wait for Business? Go out and Get It!

Photo courtesy of pakorn at FreeDigitalPhotos.net

Photo courtesy of pakorn at FreeDigitalPhotos.net

The best referral efforts I’ve seen happen by design, not by accident or wishful thinking.  Many business people view referral generation somewhat like the weather: “Sure, it’s important, but what can I do about it?”

Referrals and business networking efforts can be planned and nurtured.  Anyone, including business owners, entrepreneurs, sales representatives, staff employees, even individuals serving in a volunteer capacity in any field, can accomplish plenty with a well-structured and systematically executed referral plan for a business.

All too often I have seen business people waiting for business to walk through the door.  They think because they are good at what they do, people should be flocking to them. I’m afraid the truth is, it doesn’t work that way! You have to take charge, no matter what business you’re in or how good you are, and bring the business in to you.

I once saw a cartoon strip of two large, ravenous-looking vultures perched on a tree limb, overlooking a dry desert plain. After quite a while, one vulture turns to the other and says, “Wait for something to die? Hell, let’s kill something!” So it is with referral marketing. You can’t simply wait for people to come to you. If you do, one of your competitors who also provides good customer service will most likely find them before they show up at your door-step.  If you want to succeed, you have to go get your business, or better yet, have someone else get it for you through referrals.

So . . . don’t wait around.  Do something!  Think of three things you can do this week to actively strengthen your referral marketing efforts and please feel free to share your ideas in the comment forum below–you never know whom your great ideas might help!

It Never Hurts to Ask . . . Right?

How many times have we heard people say that it never hurts to ask? Surely more times than we can count. 

Well, in this video, I explain why it definitely hurts to ask sometimes–especially if you ask to soon!  I share a personal story of a recent time when a stranger contacted me via LinkedIn wanting to connect and accompanied the connection request with a note asking me something which I found inappropriate to the point that I decided right then that I was never even going to consider connecting with her.

Watch the video to hear the story and to find out why I flagged the woman’s LinkedIn request as problematic on three significant levels.  Let me just say that this is ‘Networking 101’ and if I were her teacher, she would have gotten a failing grade–this is not the way to network!  Whether you frequently participate in face-to-face networking, online networking, or both, you’ll definitely want to hear this story so you never make the three mistakes that this woman did.

I’d really love to hear your feedback on this.  What are your thoughts?  Also, please share any similar horror stories you may have in the comment forum below–I’m looking forward to hearing from you.  Thanks!

Are You on the Right Track with Career Networking?

Despite what a lot of people might think, there are actually many more similarities between business networking and career networking.  In this short video, I point out some of the key similarities between these two types of networking and explain the ideal time for people to start thinking about their career needs and making efforts toward career networking.

Watch the video now to learn the five magic words that can completely change the dynamic of potentially challenging conversations and open the way to form important, lasting connections and beneficial relationships in your networking efforts and throughout your career.

Also, if you have a story about how you have used basic networking skills within your job, before you were looking for a job, or as you were starting a job, I’d really love to hear from you.  Please share your story in the comment forum below and be sure to submit your story at www.SubmitYourNetworkingStory.comWhen you submit your story via SubmitYourNetworkingStory.com, it will be considered for inclusion in the upcoming networking book I’m writing with Jack Canfield and Gautam Ganglani.  Thanks in advance for your participation–I’m looking forward to reading your stories!

Get a Top Notch Networking Education for Free at NetworkingNow.com!

This video from NetworkingNow.com explains the powerful impact your business card can have and why it’s so important to tailor your business card to coincide with the exact business image you want to present.  

This video is just one example of the vast array of educational content offered on NetworkingNow.com–there are literally hundreds of business and networking downloads available in the site’s online library and you can access all of them for FREE for six months by entering the free subscription code given below.

The free subscription is a gift from BusinessNetworking.com and all you have to do is enter the code (“freesixmonths”) on NetworkingNow.com to gain access to the entire library of content!  Please note that you will be required to enter a credit card number on the site but you will not be billed for the free six month membership.  You will need to end your subscription if you don’t wish to be billed for the second six months.

Please leave a comment and let me know what type of downloadable content you most like to access on sites like NetworkingNow.com:

  • Video?
  • Audio?
  • PDF Articles?
  • Digital Books?
  • Something Else? If so, what specifically?

Have You Been Overlooking This Important Step in Your Networking Efforts?

I recorded this video a few years back for an organization interested in learning about business networking and when I ran across it last week, I thought it would be good information to share here as what I discuss is still just as important as ever.

If you don’t know what a Contact Sphere is, I urge you to watch this short video because developing a Contact Sphere is one of the most important steps in business networking.  After watching the video, think about who might be a good fit for you in creating a Contact Sphere and if you have questions, please leave them in the comment forum below.  I’m more than happy to answer any questions you may have and, also, if you’ve already developed a Contact Sphere, please share your thoughts on how it has helped you to grow your business.

International Networking Week Video 2013

The new video for International Networking Week® 2013 has just been released!

This short, 11-minute video, sponsored by the Referral Institute, explains how the week of February 4th-8th, 2013 will bring about great opportunities for businesspeople around the world and increase worldwide awareness about the powerful benefits of business networking. International Networking Week® 2013

2013 will mark the 7th annual celebration of International Networking Week which is now recognized by many countries across the globe, with thousands of events being held during the week. One of the main goals of the week is to help businesspeople everywhere build their networking skills and expand the opportunities within their reach.  In the video, my “Room Full of Referrals” co-authors (Tony Alessandra and Dawn Lyons) offer some very valuable pointers on understanding behavioral profiles in a networking context and where to focus your efforts in order to make the most of International Networking Week.

Take a few minutes to watch the video and share with us here on the blog what you learned.

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