Personality in a Deck of Cardsstring(30) "Personality in a Deck of Cards"

November 24, 2010
, , , Author, Book, Building Relationships, Business, Recommendation 1

Everyone wants to learn about their personality style.  This is especially true with people who understand the value of networking.  But most people don’t like taking boring written quizzes and assessment.PPoker-book70

Enter “Personality Poker” – what I think is a fun and interactive way to learn about your personality.

Personality Poker is played with a specially designed deck of cards. They look like regular poker cards except they also have words printed across the faces. The words are personality descriptors like organized, analytical, empathetic and creative.

For those who know poker, Personality Poker is played like 5 card draw. Participants receive 5 random cards and swap/trade cards until they get a hand with words that best describe their personality. Based on the suits, the colors, and numbers that they end up with, the player will learn everything about their personality.

The suits represent the four main styles:

• Spades. These are the analytical, data-oriented people.

• Diamonds. These are the stereotypical “creative” individuals. They like ideas and experiences.

• Clubs. These are the people who “plan the work and work the plan.” They’re more about structure and action. Bottom-line results are critical.

• Hearts. These people are all about relationships. They make decisions based on what others think and are more empathetic and supportive.

The numbers represent the “energy styles” and provide deeper insights into the personalities.

• The 2, 3 and 4 cards represent the unproductive behaviors associated with each style. For example, being “organized” is great, but being “anal retentive” may be less desirable.

• The 5 – 9 cards represent the “introverted” styles. Although these individuals may prefer more solitary work, taken more broadly, introversion also includes a tendency to be more easily overwhelmed by stimuli that are deemed too intense. They prefer predictability and a low likelihood of risk.

• The 10 – A cards represent the “extroverted” styles. They thrive on higher energy activities. Although they may not be as good at focusing on single tasks, they get energy from action rather than reflection and are known for their ability to motivate others to get things done.

The last dimension of Personality Poker is reflected by the colors that symbolize the two primary “thinking styles.”

• Rational/Analytical. The black cards (spades/clubs) are more rational and are the ones who put the “no” in innovation. Knowledge and expertise are a cornerstone of their thinking style.

• Relational/Creative. The red cards (diamonds/hearts) are more relational and are the ones who put the “fun” in dysfunctional. While employees enjoy their leadership style, the business could end up in the “red” if someone with red cards is in charge as they are not as organized or focused on the bottom line.

What is particularly fun is to “gift” cards to others. That is, find cards that describe people you work with and give them those cards. It is an interesting insight to see if you see yourself differently than others see you.

Although Personality Poker was primarily developed as a tool for driving innovation in corporations, people enjoy finding out about themselves in a fun and interactive way. You may never look at yourself–or your co-workers–the same way!

Click here to find out more about the book.

For those of you who read the book and play the game, please come back and leave a comment letting me know what you think about it!

Give Valuable Information, Get More Referralsstring(45) "Give Valuable Information, Get More Referrals"

July 5, 2010
, , , , , , , , Building Relationships, Giving, Networking, Networking Prep, Networking Tactics, Referrals 3

Last week I posted a blog on the benefits of turning to your network for advice. It’s also very important to remember that everyone benefits when you give valuable advice to your network.

Think about how you can give your prospective referral sources valuable advice related to your specialty or profession, such as advance notice of a change in procedures that will affect them, tips on how to initiate the changes they will need to make, or other information that can help your network members achieve satisfaction or success.

One of your goals is to get network members to feel that you are a link to privileged information–that you’re an insider. The advice you give may lead your prospective sources to seek you out for answers to their questions or to feel that you’re looking out for their best interests. It’s a great way to remind your prospective referral sources of what you do.

Use these tips to help pinpoint what to share with your network and how to share it with them:

  • List the topics that you feel comfortable giving advice on, then list network members who might need advice on each topic.
  • Decide whether you will apply this tactic formally, such as by newsletter, or informally, such as in a personal note.
  • Decide how frequently you will send updates.
  • Ask your sources to name others who might benefit from your advice.
  • Periodically ask your network members whether they find your advice useful.
  • Tell your network members to let you know if they don’t wish to receive your updates.

Offering valuable information to your network will not only help them, more important for you, it will keep you on their minds and encourage them to refer you and speak highly of your professional knowledge.

Need Advice? Your Network Can Help!string(35) "Need Advice? Your Network Can Help!"

July 1, 2010
, , , , , , , Building Relationships, Connections, Networking, Networking Prep, Networking Tactics 6

Have you ever purposely sought advice from your network members?  If not, you should definitely take advantage of this opportunity because we all need advice at one time or another and seeking advice from your network is a win-win situation.

You see, people like for others to listen to their opinions and advice.  By inviting your network members to talk, you can get better acquainted with their knowledge, decision-making ability, and attitudes.  Receiving someone’s advice also gives you a perfect reason to contact her again, thank her, and let her know what you plan to do.  This is a great way to keep your resources informed and, of course, to get their opinions about what you are doing.

When preparing to ask your network for advice, here are some important tips:

  • Ask your network member for advice or opinions on something she enjoys talking about and to which you expect her to have an answer.
  • Listen carefully and respond appropriately.
  • Direct your questions toward what your network member says in conversation.
  • Have a logical reason for wanting the information.
  • Avoid potentially controversial and sensitive issues.
  • Don’t ask your network member to give you advice that she would otherwise charge you for.
  • People are more likely to remember their own words than others so if you want someone to remember your conversation, let her do most of the talking.

Get Your Act Togetherstring(21) "Get Your Act Together"

June 28, 2010
, , , , , , , , , , , , , , , , , , , Networking, Networking Prep 10

Let’s face it: As a businessperson, you’ve got a lot going on. There are people to see, places to go and a whole lot of stuff to do. Can you do all this, and look and act presentable at all times, too?

Quite frankly, getting and keeping your act together can be a little overwhelming for even the sanest of people, so here are some tips:

1. Look the part before going to a networking event.  You’d be surprised how many people fall short in the fundamental area of appearance. If it’s a chamber of commerce networking breakfast, don’t dress casually–wear a good suit or outfit. You need to be well-rested and clearheaded when attending a morning networking session; make a conscious effort to get plenty of sleep the night before. If you’re not a morning person, hit the sack earlier than usual, so you don’t look like the walking dead. Regardless of how many cups of coffee you’ve had, people can tell if you’re not all there.

2. Make sure your body language sends the right message. When it comes to forming networking relationships, most of the important information–trustworthiness, friendliness, sincerity, openness–is communicated through nonverbal cues such as posture, facial expression and hand gestures. When engaging in conversation, look the other person directly in the eye and stay focused on what he’s saying. Lean a bit into the conversation rather than away from it; don’t stand rigid, with your arms crossed.

3. Be prepared. Make sure you know which pocket your business cards are in, and have plenty on hand. Nothing screams, “One of these days I’ve got to get organized!” louder than handing a potential referral partner someone else’s card.

4. Remember to smile. Studies have shown that if you smile when you talk, you seem more open and forthright. Obviously you don’t want to go overboard with this, and start grinning and shaking hands like a hyperactive clown; just show that you’re having a good time, and that will send the right message.

Perception is reality when it comes to meeting people for the first time. If people perceive you as not being right for them, they simply won’t be inclined to refer business to you, regardless of the work you can actually do. However, by keeping the above tips in mind, you’ll go a long way toward creating the right impression in the blink of an eye.

Become a Customer to Become a High Prioritystring(43) "Become a Customer to Become a High Priority"

June 17, 2010
, , , , , , , , , , , , , , , Building Relationships, Business, Connections, Marketing/Sales, Networking, Networking Prep, Networking Tactics 2

One of the friendliest and most natural ways to make contact with a referral source is to buy her products or services, whether in large or small dollar amounts.  It’s important to note that the purchase doesn’t necessarily have to be from her primary line of business–perhaps a ticket to a fundraiser, a used car, a computer, even a box of Girl Scout cookies from her daughter.

By purchasing something from your network member/referral source, you become one of her customers. As a customer, you are high on her priority list; she will be more inclined to do business with you and give you information, support and referrals.  This approach also increases your source’s interest in getting to know you and staying in touch.

Tips for purchasing from your network:

  • Analyze how you are spending your money now.
  • Decide how much you want to spend.
  • Test your relationship with the people you buy from now. Do they know you? Do you benefit from doing business with them?
  • Identify the products and services your sources offer that you want or need–or the purchase of which might benefit your business in the long run.
  • Are you buying products and services from people and organizations that see you as an individual? Do the people you buy from know your name and think of you as their customer? There’s a big difference between being a customer of Sears and being a customer of Joe’s Shoe Store.
  • Use your purchasing power in a way that gives you more benefits and builds relationships.  Buy at least half of your products and services from people you know; however, don’t do it in a way that makes them feel obligated to buy things from you.
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