Getting Comfortable With “NO”string(33) "Getting Comfortable With “NO”"

June 20, 2022
, BNI, Business Trip, Networking, Social Media 4

For business networking success, you need to build deep relationships; learn how to help people; and support your professional connections in some way. However sometimes, just sometimes, you need to say “no” to requests that are made of you.

It’s important to recognize when someone’s opportunity is your distraction. That begins by knowing your own personal or professional mission. Typically, these are situations where their project is not on mission for, nor compatible with, your business or your life. In these situations, you need to learn how to say no. Remember, the word “no” can be a one-word sentence. It’s just not a sentence that I like to use very often; and I think there are a fair number of people that feel the same way.

Don’t get me wrong, I am totally good with saying “no” to people when it is necessary. The secret is how to get comfortable saying “no” and doing it without sounding like you don’t care.

Six Ways to Say “No”

I personally have found that these suggestions are very effective when they are used with respect and sincerity.

I don’t do that.
Sometimes the request and the response I give are very simple.  For example, when someone tries to get me to have a piece of cake or pie – I simply say “thanks, but I don’t eat processed sugar.” When they say something like, “oh, just a bite,” I am comfortable telling them they should feel free to have my bite because I don’t eat sugar.

If I said yes, I’d let you down.
An effective way to tell someone “no” is to tell them that you believe you would let them down if you did what they are asking. It might be because you don’t have the bandwidth, the knowledge, or the expertise to do fulfill their request. In any case, you’re not the person to help make this idea a success and you don’t want to disappoint them.

Refer them to someone more qualified.
When I say “no” to someone, I usually try to refer them to someone else who is more suited or qualified to help them. I like to refer them to someone whose mission is more aligned with the project they want help with.

Propose something else.
When you are unable to do something that you’re being asked to do, offer something else instead. For example, I’m often asked to send some type of communication to my entire mailing list. My answer is always “no.” However, with people I know and trust, I propose something else to maintain the relationship. I offer to post it on my social media instead and that generally works just as well. 

Don’t Seinfeld it.
In the old TV series, Seinfeld, the characters often came up with some crazy, complicated excuse or subterfuge that ended up getting them in more trouble than if they were candid from the start. Always be polite while being honest and direct.

When you say it, mean it.
Be a broken record; be firm. Sometimes, people simply don’t want to take “no” for an answer. I try to be polite, smile, and continue to repeat what I said before.

Saying “No” Due to Someone’s Poor Planning

I once had someone send me a document that they needed to have completed IMMEDIATELY for an important deadline. Mind you, they could have sent the document to me several months earlier. Due to their poor planning, they waited until the last minute to send it to me. At the time, I was out of the country on business with back-to-back trips scheduled over the next few weeks and they were aware that I was in the midst of my travels.

Regardless, they emailed me, my assistant, and my wife THREE times in two days! In between my meetings, I sent them a message and said, “I’m sorry you have a problem, but your project is not my priority due to your poor planning. You had months to send this to me and you sent it at the last moment (when I’m swamped) and you want it right now. NO. I am not able to do it right now.”

I had to be firm with my reply declining their request. I also put the responsibility back in their court, making it very clear why I said NO. Their poor planning did not need to become my priority.

One important reminder: don’t become addicted to “no.” I look for opportunities to help people and to say yes. It’s only when I truly cannot help or when I know I am not a good fit for their request that I say “no” to people.

You have to be clear in your mind whether something is actually an opportunity or a distraction. And then get comfortable saying “no” when it is the best answer for you.

Why Wait for a Class Reunion to Network with Former Classmates?string(63) "Why Wait for a Class Reunion to Network with Former Classmates?"

June 2, 2022
BNI, Social Media, VCP Process

On my very first day in graduate school, I went to an 8-hour weekly class (yes, really– 8) that had a total of two professors and ten students. One of the professors spent the first two hours talking about the elite network of peers that we were going to be working alongside for the next two years and how we were going to build relationships that would last the rest of our professional careers.

Sadly, even though I ended up founding an international networking organization, I have never passed a business referral to, or received a referral from, one of my high-level fellow classmates. After graduation we all spread out to chase our professional goals and didn’t keep in touch.

Keep in mind that I was working on my doctorate in the early 1980s and I finished it in ’93, well before social networks were available to help people keep in touch. Fortunately, the internet now offers a multitude of options to help you reconnect with old school friends  and convert those past relationships into current relationships, and perhaps useful connections for your business.

Today’s Opportunities

I offer three networking suggestions that can help you effectively connect with your former classmates before a reunion or in between class reunions.

  1.   Contact your school’s alumni services department

Alumni departments really want to find out what is going on with the students who have graduated there. Colleges and universities have created networking affinity groups and other opportunities to help students keep their relationship with each other as well as with their universities. You can share news about your business that may catch the eye of your fellow graduates.

Because I reconnected with the universities that I went to and shared my story, I got published in the alumni magazines, was recognized as an Alumni of the Year, and was  asked to speak at two commencements.

  1.   Reconnect on Social Media

LinkedIn is the largest business only platform and you are likely to find many of your former classmates there. A complete LinkedIn profile includes your educational background in addition to your professional experiences.

Facebook is a social networking site that makes it easy for you to connect and share with family and friends online. I hear many stories about how people have reconnected with classmates and childhood friends they have not seen in years. I even had an alumni party at my house because I started connecting with old classmates on Facebook.

  1.   Gently Seek Referrals

I think social media is best used as a brand-building tool. However, you can use it to turn followers and connections into sales IF you do it tactfully.

Write an occasional post on your pages asking your contacts if they know of someone who might be a potential customer for your business. You can also occasionally mention a special deal or announce a special event that your business is having and encourage others to “like” and “share” your posts with the people in their networks.

Remember that the VCP Process® always applies – Visibility, Credibility, Profitability. Before you start asking for referrals, you must be at credibility with people. And you build credibility by building relationships. If you are constantly using hard sales tactics with your social media network, they will drop you or unfriend you. 

You Don’t Have to Wait

You don’t have to wait for a reunion to connect with your former classmates.
Do these three things:
Contact your school’s alumni services.
Reconnect using social media.
Eventually seek referrals, doing so tactfully and gently.

After reading this, I encourage you to connect with a former classmate in the next week by using one of the options above.
Then come back and leave a comment about your experience or post it on my social media. I’d love to hear your classmate connection story!

Your Business Has a Time-Confidence Curvestring(41) "Your Business Has a Time-Confidence Curve"

October 14, 2021
, Business, Credibility, Social Media 2

I have previously talked about the Time-Confidence Curve, which is also in my book Networking Like a Pro 2nd Edition. The Time-Confidence Curve illustrates the way that your fellow networkers must gain enough confidence in you to know that referring people to you will not hurt their own reputations.

That confidence is built in the time spent at your networking meetings such as BNI® and at other professional events where you interact with fellow members and share information about your services and products.

Similarly, your business also has a Time-Confidence Curve. It goes beyond the confidence that someone has in you personally; they must have confidence in your business to give you referrals.

Small Details Make a Big Difference

People are constantly judging us and judging how we act in our business. Small details can make a big difference in people’s impression of, and confidence in, your business.

VOICEMAIL
Keep it up-to-date and available.

Is your outgoing message friendly and helpful to the caller? A welcoming voice message, along with a prompt return call, help to build confidence.

Beware of the full mailbox. If a potential client calls your company and is unable to leave a message, it is unlikely that they will call again. If your out-of-office message says “I’ll be back from vacation on March 3rd“, answer all the messages as soon as you get back. If you wait until April to return the calls, the opportunity will be gone.

Additionally, if I’m calling someone in April and I hear the March 3rd vacation message, I think “Well, if they can’t bother to change their auto reply message, will they follow up with me and my problem?”

SOCIAL MEDIA
Keep politics and profanity out of business social media.

A few years ago, I counseled a BNI Member about the profanity they regularly used on their social media. I asked, “What are you thinking by using that type of language?” to which they replied, “What? It’s just my Facebook page.”
They also posted a lot of political stuff, which is a neutral negative. That means people are either not going to care or they are going to be upset that you said those things.

Potential clients often do research on companies, and on people they are interested in doing business with. Seeing extreme language or political views on social media may change their mind about doing business with someone.

EMPLOYEES AND STAFF
The people who represent your company have an impact on your business’s credibility.

If you have employees, their behavior can affect your referability. If a potential customer goes to a store or office and the staff is rude, short-tempered, or even ignores them, that reflects on the owner AND on the company. Help your staff understand what good customer service means in your business, then show them what it looks like by consistently setting the example.

Train employees how to take an effective message if someone calls for you while you’re out. Then return the call promptly.

Feedback is Your Friend

Whether it is good or bad, feedback can be helpful. Ask people who have used your company for their feedback. What did they like? What would have made the experience even better for them? Use that information to make thoughtful and positive changes in your organization.

Call your own phone to hear your voicemail message. If you have employees, call from a number they don’t know and see what the response is. If you have a building that is open to the public, walk in the front door and look around as though it is your first time. Experience your business in the same way potential clients will experience it.

It is not only what you do at networking meetings that affects your referability. Your behavior in every arena impacts your credibility with referral partners and prospective new customers. It takes time for both you and your business to gain the confidence that people need to refer new customers to you.

Dear 2021string(9) "Dear 2021"

July 5, 2021
, Ivan Misner, Social Media, Social Responsibility 3

Dear 2021

I ended the year of 2020 with a humorous graphic on my social media that said:

“I don’t want any trouble from you. Just come in, sit in the corner, don’t touch anything, and keep your mouth shut”.

2021 is now half over. We are moving from ‘The Great Pause’ to ‘The Great Acceleration’.

What are your takeaways from the first half of 2021?  What was something positive that you learned so far?  Give some thought to this question and write down your observations.  I believe that this type of reflection will help us all to recognize the good that took place during a tough year. #2021

your C.P.A.

Do Not Allow Your C.P.A. To Ruin Your Businessstring(46) "Do Not Allow Your C.P.A. To Ruin Your Business"

April 29, 2021
, , Building Relationships, Focus, Networking, Online Networking, Productivity, Social Media, work ethic 2

We are living in a world more connected than ever. However, this hyperconnectivity can create situations when your C.P.A. can effect your business. Working from home can easily lead to a state of “Continuous Partial Attention” (your C.P.A.). This occurs when people are only partially paying attention to others during their online networking or Zoom meetings.  There are some definite pitfalls in our hyper-connected world when we are not giving our full attention to others. Your business relationships and networking may be affected because of your C.P.A. in these three situations.

Monitor your C.P.A. when attending your online networking meetings

Continuous partial attention can hamper your relationship-building efforts – on both a personal and professional level. When attending an online function of any type, it is becoming increasingly common to find people typing away during the meeting. They remain connected to their emails and social media networks during their meeting. This desire can dilute our efforts by driving us to stay “live” online with other things instead of with the person in front of us. You can easily watch them on camera not paying attention to the meeting. Even worse, they fall asleep in their recliner during the online Zoom meeting with their camera live for all to see until they are awoken by another chapter member calling their phone.

Keep your C.P.A. away from your phone 

Speaking of phones. We have probably all experienced being in conversation with someone at an in-person networking function and getting pinged during the conversation. This is happening much more now during online meetings. When we take our attention off what is happening in front of our nose to take a look at what is happening on our phone, we lose the connection with the person who is presenting. We will not remember this part of the conversation well, if at all. And we send a subtle message to this person that he or she does not matter as much as the various pings coming in on our mobile device do.

Our desire to connect and be connected is one of the strengths of business networking. Therefore, when doing online networking, or when we return to in-person events, we will want to effectively be connecting with others. Over the years, I saw people many times on their phones texting during networking meetings, such as at a BNI chapter meeting, a Chamber of Commerce luncheon, or even a gala dinner event.

Be honest: whom do you greet first when you get up in the morning — your spouse, kids, the dog, OR your virtual community? Do you reach for your phone before you even throw your legs out of bed to get up? I have found myself doing that. Consider waiting to look at your mobile phone until after you are ready to receive messages. For me, I wait to turn it on until after I am up, have exercised, showered, and had my breakfast. Furthermore, I think social media is great. I use it regularly to stay in touch and build relationships. But knowing when to focus on your networking and not your phone is extremely important in this digital age.

Do not allow your C.P.A. to distract you when working online

Most of us work from our computers, laptops, or tablets with notifications switched on. Our email, Facebook, Twitter, Instagram, LinkedIn, Teams, and WeChat accounts are sending us notifications. Across your screen, they distract you with their messages. “Look at me! Someone retweeted you! Someone wants to be your Friend!” Even people who do not have ADD are working in a state of attention deficit due to the distraction all these notifications cause.

It is very easy to lose track of whom you have just followed up with. You end up sending your follow-up email twice. You reference something you were discussing with someone else. Worse yet, you send an email to the wrong person entirely. (Who hasn’t done that?) Continuous partial attention keeps you from being alert, attentive, and focused and can hamper your post-event follow up not to mention your day-to-day activities.

Don’t allow your C.P.A. to ruin your business. Continuous partial attention can hamper your efforts to build profitable business relationships with the people you want to connect with. I believe a price is being paid by how this constant connectedness is affecting our real-time relationships. The truth is that our brains are not capable of multi-tasking. Brains don’t work like a computer, which can have many programs running simultaneously. Our minds have to switch among tasks. Some of us can task-switch extremely quickly, seemingly multi-tasking, but we are not actually multi-tasking. Others of us task-switch with a little more difficulty, making it extremely challenging to really pay sustained attention to anything when we try to multi-task.

Former Classmates

Reconnect with Your Former Classmatesstring(37) "Reconnect with Your Former Classmates"

September 3, 2020
, , Relationships, Social Capital, Social Media

During the “back to school” season, I often recall my first day at the University of Southern California. This is where I pursued a doctorate in organizational behavior. One professor spent the first part of the class talking about the “elite network” of peers. We were going to be working alongside these peers and he talked about how we would build lifelong relationships with them. Instead, we spread out to chase our professional goals without any context in which to keep in touch after graduation. I have not networked with any of my former classmates over the years. Therefore, I have not given to or received from any of my former classmates a business referral.

Fortunately, the internet now offers a multitude of options to help you reconnect with old school friends and acquaintances. Here are three steps to convert those past relationships into useful new tools for your business.

to help you reconnect with old school friends and acquaintances. Here are three steps to convert those old relationships into useful new tools for your business.

Contact your school’s alumni services department. 

By being active with your alumni organization, you can share news about your business that may catch the eye of your fellow graduates. You can also research other alumni to find out who you may want to connect with.

Reconnect with your former classmates using social media.

LinkedIn is an online platform that connects the world’s professionals. A complete LinkedIn profile includes your educational background in addition to your professional experiences. You will likely find many of your former classmates there because LinkedIn will display anyone who attended college at the same time as you.

Facebook is a social networking site that makes it easy for you to connect and share with family and friends online. I hear stories all the time about how people have reconnected with classmates and childhood friends they have not seen in years.

Social media is best used as a brand-building tool. However, you can use it to find new sales leads to make a sale and close a deal. Write an occasional post on your pages asking your followers if they know anyone who might be a potential customer for your business. You can also occasionally mention a special deal, or announce a special event.  Encourage your followers to “like” and “share” your posts with the people in their networks.

Gently seek referrals.

Once you have organized your network, the next step is to tactfully tap your social capital. But be careful. Networking is about building stronger relationships, not closing a sale. If you immediately try to sell to an old classmate, they might drop, disconnect, or “un-friend” you. You have not talked to your classmates in years. Therefore, take the time to rebuild a strong relationship first.

I encourage you to connect with one of your former classmates during the coming week by using one of the online networking options. Once you have started reconnecting with old classmates, it’s important to keep track of these valuable contacts by setting up and maintaining a database system to organize your network to be able to follow-up with them regularly.

These tips will help you effectively reconnect with your former classmates so you do not have to sit around waiting for a reunion to give you the opportunity. The main thing is to keep in touch with these potentially wonderful business contacts.  Maintain a powerful personal network by contacting your old classmates (maybe go “old-school” and call them) regularly and adopt these tips now. 

LinkedIn

Stop! Don’t Pitch on LinkedInstring(31) "Stop! Don’t Pitch on LinkedIn"

June 25, 2020
Building Relationships, Social Media, VCP Process 8

Raise your hand if you’ve been cold-called on LinkedIn? OK, I can’t really see you but, I’m guessing most of you have.  I know I have.  It happens to me almost on a daily basis on LinkedIn. Let me give you a real-life example of a recent one. I recently accepted a request to connect with me on LinkedIn from a person who I’ll call Greg.

I’m calling him Greg because… well, that was his name.

When he sent the request, he wrote to me and said,

“I love connecting with founders of companies where we can share mutual connections.  Let’s connect and share insights if you’re open to it?”

I accepted. He wrote back.

Thanks for connecting with me Ivan, I appreciate it!  Anything exciting you’re working on at BNI? Let me know if I can be a resource to you in any way, and thanks again for connecting!

So far, so good.  This was a great start.  But wait… two days later (without waiting for my reply) he wrote his pitch:

Hi Ivan, We have developed a new generation project management tool that leverages artificial intelligence and that allows you to automate your teamwork and always know that you have the best organization in place. I’m sure it would be a great help for you and your teammates in BNI as we already have many clients from your industry using it. You can discover it here with this link if you are interested:  [I’m leaving it out to protect the guilty.] Hope you find it useful and I’d love to hear any feedback you have! All the best, Greg

OK, so now I knew he wasn’t really connecting to share insights.  He was connecting to pitch me.  I didn’t respond. He wrote again a few days later.  He said,

Hi Ivan, I hope you are doing well. I’m contacting you because I really need your help and have something great for you and your business in return. We are a young startup and have created a revolutionary intelligent project management tool that leverages artificial intelligence to automatically plan the work for you. There is no such product that exists today and the increase of performance that you can get with it is just mind-blowing. You can discover our software here: [Leaving out for the guilty again.] and I would be glad to exchange with you on the subject and show you how it works and how it can be a game-changer for your business. We will also offer you amazing pricing conditions as being part of our early adopters. I hope you can help me out and we will for sure over-deliver for you in return. Let’s talk? Best regards, Greg

I so did not respond to that. He wrote again a couple of days later.

Hi, Ivan Hope, you found our site valuable!   I’d love to share some insights with you over a quick call. When would you be available? Greg

I didn’t respond. The next day he wrote, Hey Ivan – making sure you saw my last message.  Any thoughts?

Yes, I had plenty of thoughts, none of which would be appropriate to share.  So, instead, I wrote back… No thanks.

He responded almost immediately, Hi Ivan. Thanks for the feedback.  For my personal knowledge, may I ask you why?

Hmm, I thought – does he really want to know why?  OK, I decided, I will tell him why. I wrote back.

Because you don’t really know what I do, you don’t know anything about me (other than what you’ve read), and we have no relationship (which, if you knew anything about me, you’d know is important).  This is a “cold-call” via LinkedIn and it is against everything I teach in my business.  This “pitch” is the very thing I write about NOT doing to people.  You asked and that is the unvarnished truth.

He replied almost immediately, Interesting. So how do I reach out to you?

I replied.

I do business by referral.  That takes time and effort.  I recognize that “cold-calling” does as well.  I just choose not to do business that way and it is a strategy that has worked well for me and most of the people who follow my work.

He replied almost immediately.

I get a lot of referrals. But right now I’m reaching out to people like you in a cold way because that’s the only way I can potentially get to talk to them. I was just asking for some help as a young and dynamic entrepreneur that has a really disrupting product. Remember how it was hard in the beginning…

I responded,

I do.  That’s how I learned that networking is more about farming than it is about hunting.  It’s all about the relationships.  That’s how I built the business.  Reaching out “cold” is not the only way to talk to people.  It is the most expedient way to “feel” like you are doing something but not the only way to do it and I would argue – not the best way.  Those are my thoughts on the subject.  I need to run now. Use the advice, don’t use the advice, that is up to you. Good luck. Ivan

I also sent him a link about the VCP Process in networking.  I’ve never heard from him again.

Now, I don’t want to pick on LinkedIn.  It can happen on any social media platform.  It’s happened to me on Facebook, Twitter,  and even BNI Connect (I know – that one is really frustrating to see). This is not just a LinkedIn issue.  However, it does seem to happen a lot more there for me.  In either case, cold-calling is cold-calling no matter what form it takes.  But, it never hurts to ask, right?  Wrong.  Check out my video here to learn why: https://staging2.ivanmisner.com/never-hurts-ask-right/

Online Networking Meetings

The Dos and Don’ts of Online Networking Meetingsstring(50) "The Dos and Don’ts of Online Networking Meetings"

May 18, 2020
, , Online Networking, Social Media, technology, Video Blog 14

The technology that exists today is great.  When I started BNI 35 years ago, we couldn’t do any of this.  We all had to quickly learn how to utilize the net as part of your networking strategy this year. Naturally, there’s a great deal of overlap between face-to-face and online networking. However, networking online works only when you are engaged during your online networking meetings to learn about each other.  Therefore, you need to practice active listening so that you leave your online networking meetings with more ideas on how to refer your networking partners. Now, more than ever, you need your network to work together and support each other by networking online.

Seven Tips for Your Online Networking Meetings

Watch this video to learn how you can make your online networking meetings more successful:

Learn how to utilize the net as part of your networking strategy.

It will still be a while until we can attend face-to-face networking events again. Therefore, we need to attend online networking meetings instead. Online networking meetings will never replace in-person networking, but they work well together. If you remember these tips during your next online networking meeting, you will maintain a powerful personal network that will be even stronger once we return to in-person networking again.

What tips do you have for attending your online networking meetings? I would love to read your suggestions. Please share them in the comments below.

Emotional Intelligence

Build a High (EQ) Emotional Intelligencestring(40) "Build a High (EQ) Emotional Intelligence"

April 13, 2020
, , , , , Connections, Customer Service, Emotional Intelligence, Follow up, Networking, Networking Tactics, Online Networking, Showing Gratitude, Social Capital, Social Media, Word of Mouth, work ethic 2

Building your “Emotional Intelligence” also known as “Emotional Quotient” or “EQ” is extremely important right now. Emotional Intelligence is the ability we have to manage our relationships with other people. EQ is the skill we developed as business owners before the pandemic to network with others face-to-face and build our “social capital”.

However, physical isolation and working from home has led to changing the way we are networking these days. We currently cannot network in person nor meet with clients at our places of business. Instead, our networking is online and our businesses are virtual. Therefore, managing our relationships with other people by building a high-EQ is even more important than ever.

The higher your Emotional Intelligence is, the more natural your ability to network will be. You can improve your EQ by understanding and applying some important online networking concepts.

Develop a dynamic online networking style

Networking is so much more than attending the typical face-to-face meet-n-greet routine events. These days, we are not attending face-to-face events; we are networking online and by telephone. Therefore, your networking style needs to also change to maintain your social capital. Developing an online networking style that is deliberate, dynamic, and habitual will help you to build higher Emotional Intelligence.

This can be done while working from home by reading books and other internet articles about online marketing and learning from others their techniques for applying your previous word-of-mouth networking skills to networking online. Adapting your networking skills will take conscious practice and application before they become habits. Build a high-EQ by creating a dynamic plan to network online these days.

Network online appropriately 

Be sensitive to the fact that we are all in this together when building your online networking style. Businesses not used to networking online promote their company with an almost vulture-like intensity. They flood social media with direct sales ads and posts about their business to people they hardly know. This will result in lowering your Emotional Intelligence. Furthermore, the business world has changed and networking has adapted to a virtual market. We are no longer able to attend face-to-face networking events to pass out our business cards, obtain transactional leads, and ask someone the ubiquitous “what do you do?”.  Instead, we need to post regularly on our social media pages, build our relationships with others, pass referrals, and ask others “How can I help?” Understanding how to network appropriately online is another sign of a high-EQ networker.

Stay connected and follow-up with others

Picking up the phone and staying connected with clients, customers, and colleagues is an area where the high Emotional Intelligence networker excels. A skillful online networker will never miss an opportunity to follow-up after an introduction to a new business contact. I recommend that you write testimonials on the social media business pages for your referral partners. Plus, reach out and do the same for those businesses you have used both personally and professionally over the years. Leave a comment on a few of their social media posts too. I also recommend that you request your clients, customers, and colleagues to write testimonials and reviews on your social media pages too. Now is a great time to create a newsletter that you can email to all your clients about the current changes to your business, special promotions, how you are helping others, and include the URL links to all your social media pages. Ask them to like and follow each of your pages in addition to a request for testimonials from them about your business.

Following up with others on referrals (received & given) is not our favorite thing, but it is something that needs a lot of finesse and demands diligence. Pick up the phone and call. Many business people are working from home alone and do not have other people to talk to. Keeping your name, your business’s name and your expertise in front of others is very important these days. And it’s important to follow up more than once. High-EQ networkers use their telephones, social media pages and emails to network online and re-connect with each other often to build a strong long-lasting relationship.

Maintain customer loyalty

Many entrepreneurs focus so much on bringing in new business that they miss the boat on maintaining customer loyalty with gratitude. Keeping current customers coming back and referring others to you is important for business success and growth! The entrepreneur who understands this makes their customers feel valued and appreciated. They will come back and refer others to you, even if you are working from home. Becoming friends with each person with whom you do business is an indicator of a high-EQ networker.

Business owners will be referred to and promoted by others because of Emotional Intelligence and their ability to develop social capital. With online networking these days, high-EQ networkers can maintain a strong word-of-mouth based business.

Online Networking

Develop Your Online Networking Skillsstring(37) "Develop Your Online Networking Skills"

April 9, 2020
, Online Networking, Social Media 5

When it comes to online networking, there are several ways to develop your word-of-mouth marketing, but it’s important to understand that the foundation of making online networking work for you is the same as with any kind of networking–you’ve got to develop relationships with trusted business associates. Here are a few tips about developing your online networking skills to build relationships and trust in an online environment.

Decide which social media platforms are best for your online networking.

  • Facebook: The largest social networking site in the world and one of the most widely used. Therefore, all business Types should have a Facebook business page.
  • Instagram: This phone-based platform is completely based on sharing photos and videos. The posts on Instagram should be focused on the “Millennial” business owner as Instagram is a social media platform preferred by business owners under the age of 35. Therefore, this platform is recommended for image-based business types such as hairstylists, makeup, clothing, Realtors, and restaurants.
  • LinkedIn: This is easily one of the most popular professional social networking sites used across the globe by all types of professionals and serves as an ideal platform to connect with different businesses.
  • Nextdoor: This is a private social networking platform for neighborhoods allowing users to get connected with the people and local businesses in their area.
  • Pinterest: This visual bookmarking social media site enables you to find new ideas for your projects. Therefore, this platform is recommended for home improvement companies, travel agents, event planners, clothing, and teachers.
  • Twitter: This “current events” platform shares what is going on right now. Therefore, this platform is ideal for news agencies. Twitter also makes it possible to promote your businesses and even shop directly through tweets.
  • YouTube:  This is the world’s largest video-sharing social networking site that enables users to upload and share videos. Businesses should host their videos on this platform to be shared onto the other platforms.

No matter which social media platform you choose, however, after joining, you need to actively participate by posting content regularly to best grow your presence at the site. Post topics on threads that deal with your area of expertise. Respond to others’ postings on other threads if the subject is at all relevant to your area of expertise. The more you’re seen, interacted with and talked about, the more visibility you’ll gain on the site. If you do not have the time to dedicate to your pages, hire a social media coordinator to manage your pages. Here is mine, Brian Bentzen.

Keep in mind that it’s not enough to just create your business pages. You have to focus on building relationships with the other members online. Engage with your followers to develop real relationships with people you’re meeting in cyberspace.

Create a blog page and write blog articles.

Online networking works best when you get plenty of “hits.” You can start a blog (basically an online diary) on your website. Then, write a weekly blog article about your industry. Finally, share the link to these blogs on your social media pages. As people read your content and become familiar with you, they’ll feel like they know you and that’s integral to the networking process. Becoming an expert in an area and writing regularly about it can go a long way toward building your online networking opportunities.

Develop an e-mail newsletter for your own company.

Create a monthly newsletter about your company’s products and services. Then use a service such as “Constant Contact or MailChimp” to send this newsletter via email to your followers and clients to drive them to your website. Be sure that your newsletters contain content that has a broad spectrum of interest about your business. You might want to encourage clients and customers to contribute to your content. In doing this, you’ll build stronger relationships with them, which in turn will help you increase the number of referrals you’ll receive.

Develop online credibility.

With online networking, the bottom line is still the same as with live networking. To drive business to your company by word of mouth, you must focus on developing real, personal relationships with people. Once you’ve established that foundation of trust, you’ll feel comfortable referring people–and so will your network. The same is true with online networks, although it may take a bit longer to develop that trust over the internet. When posting online, blogging, or writing your newsletters, remember your goal is to establish trust, respect, and friendship. Please watch this video to learn some things you can do right now to maintain a powerful personal network. Now, more than ever, you need your network. Work together with them by networking online.

  • Use social media to attract customers
  • Build ongoing relationships with customers online
  • Increase brand awareness for your business

Online networking gives you breadth in your networking efforts. It allows you to broaden your reach to anywhere in the world. Just don’t forget that trust and relationship building are still as important as ever. You need to build a relationship before you ask for someone’s business.

working from home

Seven Tips for Working From Homestring(32) "Seven Tips for Working From Home"

March 16, 2020
, Entrepreneur, Innovation, personal story, Productivity, Social Media, technology, work ethic 15

In the early 1980s, I spent one of several evenings in the home of an entrepreneurial couple who lived in the foothills of Los Angeles.  This couple would regularly invite people over to their home to talk.  Talk about what?  Everything.  Life, relationships, business, and most of all – the future.  It was an informal mastermind group of people who loved good wine, forward-thinking, and great conversation.  One night after an interesting discussion among that night’s guests, the husband invited me into his office (but not working from home back then) and showed me a fairly large rectangular hard-plastic box.  It was a box with a very small, 5” screen on it.  He turned it on and it lit up with bright yellow monochromatic characters that flashed on the screen.  He said – “It’s an Osborne!”   “An Osborne what?” I asked.  “An Osborne computer,” he said.

By today’s standards, this precursor to the personal computer wasn’t much to look at.   The least expensive mobile phones on the market today have infinitely more computing power than that big box on his desk.  Nevertheless, I was impressed.  More importantly, I remember the words he said next:  “This kind of technology will change the world and the way people do business in it,”  Clearly, I could see how computers would enhance the business but, I still didn’t understand what he meant.  He explained that this type of technology “will allow people to do business anywhere – even at home!”   This was a prophetic comment if ever there was one.

Working From Home Tips

working from home

Working from home has become more common, and sometimes like today – more necessary. So, if you’re working from home these days, here are some things to consider:

  1. Establish a dedicated area as your workspace.  It could be a room or just a table.  But that is your workspace.
  2. Focus.  Don’t get distracted.  Your home is now your office.  Treat your workspace like your office.  Structure your day like you would in an office.
  3. Use the technology that is at your fingertips.
    1. Teams, Zoom, GoToMeeting or any other platform that allows you to talk to people online.
    2. Here’s a crazy idea – talk to people using that 21st Century version of what Alexander Graham Bell invented – your telephone.
  4. That technology is great – but stay OFF social media unless it is directly work-related.
  5. Plan your day.  Schedule your work on your calendar, hour by hour.  This will help you stay focused and on track.
  6. Communicate your expectations and ground rules with anyone else that may be at home with you (toddlers and younger are an exception).
  7. Take breaks away from your “workspace” and go back to your workspace immediately after your break time is over.

Working from home can be productive, I know.  I’ve done it off and on for more than 35 years.  The trick is that you have to have a plan and work that plan… even when your work is also your home.

new entrepreneur

New Entrepreneur Networking Tipsstring(32) "New Entrepreneur Networking Tips"

October 24, 2019
Entrepreneur, Networking, Networking Tactics, Online Networking, Social Media

As a new entrepreneur, one of your primary goals is to continue to fill your pipeline with new business. One of the most cost-effective ways to do this is through networking. One of the biggest roadblocks to networking is the fear that being a new entrepreneur impedes any successful attempts at networking.  Here are a few networking tips for a new entrepreneur:

Become the host

Volunteer to be an ambassador or visitor host for a local business networking event. This can be a great way to get involved without leaving your comfort zone. By serving as a visitor host at your local chamber event, you effectively become the host of the party. Try it! You’ll find it much easier to meet and talk to new people.

Build your social capital at your desk

Online networking is a very effective way to connect with potential clients and referral sources. Social media has made it easier than ever before to connect with large numbers of people. Online networking gives new entrepreneurs a broad reach with low cost and effort. However, what online networking doesn’t do is provide a forum where relationships can deepen. It’s usually better to use social media with people only after you’ve established a relationship with them by traditional means. To develop trust, respect, and true friendship, it’s hard to beat in-person conversation.

Offer advice to break the ice

If you’re not sure how to break the ice, you might want to start by offering some free professional advice. It is possible to offer some value-added advice without coming across too sales-y.  Sharing free advice will demonstrate your expertise as a new entrepreneur. Give your prospects a couple of ideas. Don’t go overboard. When it comes to building rapport and trust, few things do it better than solid, helpful information provided out of a genuine concern for the other person.

Become a trusted source for quality referrals and contacts

Another way a new entrepreneur can ease into networking is to provide a referral or contact. This could be a direct referral (someone you know who’s in the market for another person’s services) or a solid contact (someone who might be helpful down the road).

Most new entrepreneurs, over time, naturally develop a certain level of comfort from dealings with customers, vendors, and others in their day-to-day transactions. So even people who are new to networking can form meaningful relationships and communicate with a little practice.

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