Wednesday, December 23, 2009
Tuesday, December 15, 2009
Wednesday, December 9, 2009
Thursday, December 3, 2009
Saturday, November 28, 2009
Tuesday, November 24, 2009
Thursday, November 12, 2009
Monday, November 9, 2009
An Nspiring, INtentional Conference Experience
David Crumbaugh, CPA
Co-Founder, Nspired Networking Enterprises, LLC
Amy and I have just returned to Georgia and Texas from an Nspiring BNI International Directors' Conference. We were honored to present our "Connect the Dots" program to over 250 BNI Directors and Members from many different countries. What an amazing experience to learn, share, networking, and build relationships with so many wonderful people from all across the globe.
What this conference, or any conference you may attend, showed me was there are two types of networkers who attend - those with INtention and those without. One thing we at Nspired Networking deeply believe in is that an Nspired networker is one who goes to an event with an intentional mindset. You go with a plan you are ready to implement. Here are three questions to ask yourself to see if you are an INtentional networker.
1. Are you building strategic alliances with the conference attendees or the bartender?
Please understand, having a fun time can and should be part of the conference experience; however if that is your only plan, you are there for the wrong reasons. Intentional networkers review the attendee list prior to arrival and attempt to set up meetings with those attendees they are looking to build alliances with prior to arrival. (And please, when you do meet your bartender, treat them well!!!)
2. Are you setting goals for what you want to get out of the conference or looking for a way to miss a conference session?
Review the conference agenda and pick your session schedule, again, prior to arriving at the conference site. Set your plan and follow it. If you are going with a team, have members practice a "divide and conquer" strategy, so you attend as many sessions as possible. The tourist areas will still be there when the sessions end for the day or when the conference is over.
3. Are you following up on the contacts you made or making many printers happy by building a business card collection?
Business cards are connection tools only if you follow up with the names shown on them. Take time when conference is over to send a quick note of thanks and remain in contact until the next conference. Business opportunities may abound from these connections. Otherwise, many printers will be getting calls for new business while you are left with empty deposit slips.
Conferences are amazing events. I encourage everyone to attend your professions' or organizations' conferences when possible. Remember, be part of the "IN" crowd, be INtentional about your conference networking plan!
Nspire Others!
Co-Founder, Nspired Networking Enterprises, LLC
Amy and I have just returned to Georgia and Texas from an Nspiring BNI International Directors' Conference. We were honored to present our "Connect the Dots" program to over 250 BNI Directors and Members from many different countries. What an amazing experience to learn, share, networking, and build relationships with so many wonderful people from all across the globe.
What this conference, or any conference you may attend, showed me was there are two types of networkers who attend - those with INtention and those without. One thing we at Nspired Networking deeply believe in is that an Nspired networker is one who goes to an event with an intentional mindset. You go with a plan you are ready to implement. Here are three questions to ask yourself to see if you are an INtentional networker.
1. Are you building strategic alliances with the conference attendees or the bartender?
Please understand, having a fun time can and should be part of the conference experience; however if that is your only plan, you are there for the wrong reasons. Intentional networkers review the attendee list prior to arrival and attempt to set up meetings with those attendees they are looking to build alliances with prior to arrival. (And please, when you do meet your bartender, treat them well!!!)
2. Are you setting goals for what you want to get out of the conference or looking for a way to miss a conference session?
Review the conference agenda and pick your session schedule, again, prior to arriving at the conference site. Set your plan and follow it. If you are going with a team, have members practice a "divide and conquer" strategy, so you attend as many sessions as possible. The tourist areas will still be there when the sessions end for the day or when the conference is over.
3. Are you following up on the contacts you made or making many printers happy by building a business card collection?
Business cards are connection tools only if you follow up with the names shown on them. Take time when conference is over to send a quick note of thanks and remain in contact until the next conference. Business opportunities may abound from these connections. Otherwise, many printers will be getting calls for new business while you are left with empty deposit slips.
Conferences are amazing events. I encourage everyone to attend your professions' or organizations' conferences when possible. Remember, be part of the "IN" crowd, be INtentional about your conference networking plan!
Nspire Others!
Sunday, October 25, 2009
Tuesday, October 20, 2009
Friday, October 16, 2009
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Friday, May 8, 2009
Cures for the Summertime Networking Blues
by: David Crumbaugh, CPA, Co-Founder Nspired Networking Enterprises, LLC
Summertime. We look forward to the weather, family, vacation, relaxation, beach, and the fun that comes along with the season. In the networking world, summer brings challenges we fail to see at other times of the year. Referral partners take longer to follow up, are out of the office, or are less intentional in their networking. Also, it is difficult to find new referral partners in our normal spots. We, as intentional networkers, must step outside of our networking comfort zones and look in other places to find new partners.
Where does one start? Begin by searching for your new referral partnership where you spend your time during the summer months.
1. Sports fields. Kids play baseball, softball, and soccer. Parents spend night, after night, after night in the stands, at practice, or volunteering at the concession stands. These parents are business people, homeowners, those who may share your target market. Discussions can range from vacation, to work, to repairs to the home, to neighborhood gossip. A simple conversation or offer to help, on top of the screams at the umpires, may lead to growing your business. Remember, the only way to get to know the people these sport parents know is to get to know them first.
2. Vacation. We love our time off to recharge and relax. Usually networking is left off of the vacation agenda. We are missing an opportunity to see networking in another area or even another country. This is a great chance to pick up new networking ideas, share things that work for you so that you become part of the group, and maybe, find new markets for your product or services. It is a safe bet you can attend a networking meeting and be back to your room before the family is even out of bed!
3. Neighborhood festivals. Summer is the time of festivals and county fairs. Time for rides, music, games, elephant ears and good greasy food! It can also be the time to talk to neighbors in more detail. We can build relationships beyond the visibility stage, beyond the friendly waves while mowing grass. Take the time to get to know your neighbors. They may hold the key to your ideal referral partner.
Fun abounds during the summer. Networking can too. It requires you to make an intentional effort to make the most out of the event. Remember, networking can occur anywhere, anytime. Avoid the summertime networking blues and make the most of the fun (and networking) in the sun! It's ok to be a networking N.E.R.D., because as my business partner and Nspired co founder Amy Kilpatrick defined, Networking Everyday Requires Dedication! Be a summertime networking N.E.R.D!
Summertime. We look forward to the weather, family, vacation, relaxation, beach, and the fun that comes along with the season. In the networking world, summer brings challenges we fail to see at other times of the year. Referral partners take longer to follow up, are out of the office, or are less intentional in their networking. Also, it is difficult to find new referral partners in our normal spots. We, as intentional networkers, must step outside of our networking comfort zones and look in other places to find new partners.
Where does one start? Begin by searching for your new referral partnership where you spend your time during the summer months.
1. Sports fields. Kids play baseball, softball, and soccer. Parents spend night, after night, after night in the stands, at practice, or volunteering at the concession stands. These parents are business people, homeowners, those who may share your target market. Discussions can range from vacation, to work, to repairs to the home, to neighborhood gossip. A simple conversation or offer to help, on top of the screams at the umpires, may lead to growing your business. Remember, the only way to get to know the people these sport parents know is to get to know them first.
2. Vacation. We love our time off to recharge and relax. Usually networking is left off of the vacation agenda. We are missing an opportunity to see networking in another area or even another country. This is a great chance to pick up new networking ideas, share things that work for you so that you become part of the group, and maybe, find new markets for your product or services. It is a safe bet you can attend a networking meeting and be back to your room before the family is even out of bed!
3. Neighborhood festivals. Summer is the time of festivals and county fairs. Time for rides, music, games, elephant ears and good greasy food! It can also be the time to talk to neighbors in more detail. We can build relationships beyond the visibility stage, beyond the friendly waves while mowing grass. Take the time to get to know your neighbors. They may hold the key to your ideal referral partner.
Fun abounds during the summer. Networking can too. It requires you to make an intentional effort to make the most out of the event. Remember, networking can occur anywhere, anytime. Avoid the summertime networking blues and make the most of the fun (and networking) in the sun! It's ok to be a networking N.E.R.D., because as my business partner and Nspired co founder Amy Kilpatrick defined, Networking Everyday Requires Dedication! Be a summertime networking N.E.R.D!
Friday, April 10, 2009
TIME FOR AN AUDIT....OF YOURSELF!
by: David Crumbaugh, CPA, co-founder Nspired Networking Enterprises LLC
Another April 15th has come and gone, which means many of us have completed the painful task of filing our taxes. As a CPA, this day represents the end of our busiest time of the year (and a chance to breath again!) While many CPA's now will catch up on those tasks we put off for three months, right now is the perfect time to start your own audit season. And the first person to audit is you.
If you practice intentional networking, a regular audit of your networking plan is a normal occurrence. Intentional networkers are those professionals who have a detailed plan of action, carry out that plan, and review and revise the plan on a regular basis.
The successful networker knows who has referred him or her, who provides the best quality referrals, and who are the most profitable clients. How do successful networkers know this? They track this information constantly. But it is about more than just the numbers. A successful networker has to know how to read the numbers and what to do with them.
To analyze the data you have tracked, step one is to determine where you stand with each of your clients and referral partners. In his book, Business by Referral, Ivan Misner, Ph.D., Founder and Chairman of BNI, discusses what is known as the "VCP" process. In the most basic terms, you need to determine if your clients and referral partners just know you, do they trust you and your work, or are they passing you quality referrals on a regular basis. As a successful networker, you need to determine where you stand with each client and referral partner you have. Expect to be just known or at the earliest stages of building trust with your new clients and partners. Successful networking goes beyond a "get rich quick" scheme; it takes time to get to the highest levels of profitability with your partners.
After analyzing where you stand, determine which clients and partners you need to focus on and what you need to do to strengthen your relationships with them. Many professionals know the 80/20 rule, that is 80% of business comes from 20% of clients. Determine who those clients are and what you should do to strengthen those relationships. Some ideas include giving referrals, saying "thank you" with a personalized "thank you" (something they are interested in), fill a need in their contact sphere (the group of professionals they most closely associate with), and/or offer to help them in any way.
Performing a through self-audit of your networking plan will assure you are the resource your clients and referral partners come to in their time of need!
Wednesday, April 1, 2009
THE "I HAVES" HAVE IT!
Here is the latest article from Amy Kilpatrick, co-Founder of Nspired, as published in SuccessNet, the monthly newsletter of BNI, the world's largest business referral organization.
http://successnet.czcommunity.com/my-bni-story/the-%e2%80%9ci-haves%e2%80%9d-have-it/2298/
Do you HAVE IT?
Get NSPIRED!
http://successnet.czcommunity.com/my-bni-story/the-%e2%80%9ci-haves%e2%80%9d-have-it/2298/
Do you HAVE IT?
Get NSPIRED!
Sunday, March 22, 2009
Can You Be Trusted With My Referral?
In the world of networking, trust is the currency of choice. With it, doors open freely. Without it, you can be standing on the outside looking in at the business you wish you could have. Much more valuable than money, it grows in ways similar to money. Consistent effort, living up to commitments and time are key ingredients to building both trust and money.
Why then, do people walk into a strong-contact networking environment and expect to receive business without any currency? Is your sales manager serious when she expects you to walk out of a new customer’s house with a fist full of referrals?
A few days ago, I ran across a great blog post asking if it is possible for businesses to regain trust. “Integrity and honesty are two of the deepest and most human traits, and I say they absolutely translate to a business level,” said Amber Naslund, author of the Altitude Branding blog.
While I wholeheartedly agree, I also wonder why people expect to be referred to others before they have proven themselves to be trustworthy. Building business by referral requires authentic communication, transparency about your qualifications and proving you truly care about the success of your referral partner.
Maybe this is why so many people shun referrals as a way to build their business, preferring the more immediate feedback they get from cold calling. They will live by the cold call and the occasional referral that comes from being active. This model of business building will never die, but it certainly can kill otherwise good sales professionals!
Since trust is necessary to building solid relationships, here are a few things you can do to build that trust more quickly.
1. Be prepared to give a lot more than you receive. Giving the referrals people are asking for is a good way to get started. If you know your referral partner has a particular cause they are passionate about, volunteer to help occasionally. When you see an article that relates to their business, send it to them. These are all things that do not require a great deal of money and show you care about that person and their business.
2. Under promise and over deliver. Admittedly, this sounds trite. And it works, try it sometime!
3. Play fair. Networked Inc. founder Terry Bean likes to talk about coopetition, the art of cooperating with your competition. This can be a delicate balancing act and one that is highly profitable. It requires you to be transparent with your coopetition in every aspect of your business.
4. Drop the scorecard. There are many factors at play in giving and receiving referrals. Just because you give a referral does not mean it is easily reciprocated, so stop expecting a one-to-one referral exchange. Maybe your business requires a greater degree of trust to build before referrals can be given. Or maybe you just are not asking for the correct referrals. Regardless, keeping score will cause you to become bitter which will keep you from becoming referable!
Trust takes time is a correct but incomplete statement. Trust takes time, sincerity and consistent effort. I hope you are ready for the journey!
Get Nspired!
Why then, do people walk into a strong-contact networking environment and expect to receive business without any currency? Is your sales manager serious when she expects you to walk out of a new customer’s house with a fist full of referrals?
A few days ago, I ran across a great blog post asking if it is possible for businesses to regain trust. “Integrity and honesty are two of the deepest and most human traits, and I say they absolutely translate to a business level,” said Amber Naslund, author of the Altitude Branding blog.
While I wholeheartedly agree, I also wonder why people expect to be referred to others before they have proven themselves to be trustworthy. Building business by referral requires authentic communication, transparency about your qualifications and proving you truly care about the success of your referral partner.
Maybe this is why so many people shun referrals as a way to build their business, preferring the more immediate feedback they get from cold calling. They will live by the cold call and the occasional referral that comes from being active. This model of business building will never die, but it certainly can kill otherwise good sales professionals!
Since trust is necessary to building solid relationships, here are a few things you can do to build that trust more quickly.
1. Be prepared to give a lot more than you receive. Giving the referrals people are asking for is a good way to get started. If you know your referral partner has a particular cause they are passionate about, volunteer to help occasionally. When you see an article that relates to their business, send it to them. These are all things that do not require a great deal of money and show you care about that person and their business.
2. Under promise and over deliver. Admittedly, this sounds trite. And it works, try it sometime!
3. Play fair. Networked Inc. founder Terry Bean likes to talk about coopetition, the art of cooperating with your competition. This can be a delicate balancing act and one that is highly profitable. It requires you to be transparent with your coopetition in every aspect of your business.
4. Drop the scorecard. There are many factors at play in giving and receiving referrals. Just because you give a referral does not mean it is easily reciprocated, so stop expecting a one-to-one referral exchange. Maybe your business requires a greater degree of trust to build before referrals can be given. Or maybe you just are not asking for the correct referrals. Regardless, keeping score will cause you to become bitter which will keep you from becoming referable!
Trust takes time is a correct but incomplete statement. Trust takes time, sincerity and consistent effort. I hope you are ready for the journey!
Get Nspired!
Wednesday, March 11, 2009
Networking Shampoo!
There are only two universities in the United States that teach a class on networking, yet organizations like BNI are growing exponentially as sales professionals realize cold calling is no longer an effective lead generation tool. Few business schools are preparing their graduates for the real world of business, where effective sales people drive market share and profitability. Fortunately, there are several great resources for self-education that will allow you to shine in your field.
Realizing that most adults have a goal of reading a book a month, the following is a list of the best of the best books on networking so you can make the most of your precious reading time. These are my recommendations:
1. How to Win Friends and Influence People by Dale Carnegie. Networking is about building relationships. For effective relationships in general, this is a must read. For the successful networker, it is the next read! Sometimes the language is difficult because revisions to the book have been kept to a minimum, which is impressive to me. All that wisdom from 75+ years ago is still relevant today.
2. The 29% Solution by Ivan R. Misner, Ph.D. and Michelle R. Donovan. I am quite sure people have heard the six degrees of separation myth that is so pervasive in American thought today. The myth is so prevalent that people even like trying to figure out of they are really six degrees away from Kevin Bacon. Dr. Misner and Ms. Donovan start of shattering the myth, then laying out a comprehensive plan to get you closer to truly being only six degrees away from anyone on the planet. By reading and implementing just one chapter per week, you will be separating yourself from your competition too.
3. Never Eat Alone by Keith Ferrazzi. Ferrazzi is a master networker. Period. His strategies are easy to implement and so practical most “out-of-the-box” thinkers would never think them up. How about hosting a dinner party and having a strategy around it? Why not volunteer to help organize a conference so you can see the guest list? The spine on my copy of this book is weak from use!
4. Truth or Delusion by Ivan Misner Ph.D, Mike Macedonio, and Mike Garrison. Can you network at a funeral? Is your family a large referral source for you? Following the golden rule is the way to treat referral sources, right? The answers are not as obvious as you might think.
5. Jeffrey Gitomer’s Little Black Book of Connections. I love Gitomer’s writing style. He is a no-holds barred type of author. He is the only author I believe when he tells me my mother had already taught me the basics of networking by the time I was 10. And he is right on when he writes, “Becoming well known, or at least well known among your prospective customers or connections, is the single most valuable element in the entire connection process.”
6. Endless Referrals by Bob Burg. One thing I truly appreciate about Burg is that he is a win-win type of thinker. His approach to developing referrals reflects that too. Although the book is mostly about remaining visible so people will refer you, the savvy networker understands that visibility is a critical part of building a network of solid business professionals.
7. Masters of Networking by Ivan R. Misner, Ph.D and Don Morgan M.A. This is a change of pace book for me. I do like compilations but rarely recommend them. This is a great one because Dr. Misner is one well-connected person! Stories from Mark Victor Hansen, Bob Burg and Jay Conrad Levinson make this a great read in between appointments.
If this article were a shampoo bottle label, it would tell you to lather, rinse and repeat. To achieve networking greatness, I encourage you to do the same with your reading!
Get Nspired!
Realizing that most adults have a goal of reading a book a month, the following is a list of the best of the best books on networking so you can make the most of your precious reading time. These are my recommendations:
1. How to Win Friends and Influence People by Dale Carnegie. Networking is about building relationships. For effective relationships in general, this is a must read. For the successful networker, it is the next read! Sometimes the language is difficult because revisions to the book have been kept to a minimum, which is impressive to me. All that wisdom from 75+ years ago is still relevant today.
2. The 29% Solution by Ivan R. Misner, Ph.D. and Michelle R. Donovan. I am quite sure people have heard the six degrees of separation myth that is so pervasive in American thought today. The myth is so prevalent that people even like trying to figure out of they are really six degrees away from Kevin Bacon. Dr. Misner and Ms. Donovan start of shattering the myth, then laying out a comprehensive plan to get you closer to truly being only six degrees away from anyone on the planet. By reading and implementing just one chapter per week, you will be separating yourself from your competition too.
3. Never Eat Alone by Keith Ferrazzi. Ferrazzi is a master networker. Period. His strategies are easy to implement and so practical most “out-of-the-box” thinkers would never think them up. How about hosting a dinner party and having a strategy around it? Why not volunteer to help organize a conference so you can see the guest list? The spine on my copy of this book is weak from use!
4. Truth or Delusion by Ivan Misner Ph.D, Mike Macedonio, and Mike Garrison. Can you network at a funeral? Is your family a large referral source for you? Following the golden rule is the way to treat referral sources, right? The answers are not as obvious as you might think.
5. Jeffrey Gitomer’s Little Black Book of Connections. I love Gitomer’s writing style. He is a no-holds barred type of author. He is the only author I believe when he tells me my mother had already taught me the basics of networking by the time I was 10. And he is right on when he writes, “Becoming well known, or at least well known among your prospective customers or connections, is the single most valuable element in the entire connection process.”
6. Endless Referrals by Bob Burg. One thing I truly appreciate about Burg is that he is a win-win type of thinker. His approach to developing referrals reflects that too. Although the book is mostly about remaining visible so people will refer you, the savvy networker understands that visibility is a critical part of building a network of solid business professionals.
7. Masters of Networking by Ivan R. Misner, Ph.D and Don Morgan M.A. This is a change of pace book for me. I do like compilations but rarely recommend them. This is a great one because Dr. Misner is one well-connected person! Stories from Mark Victor Hansen, Bob Burg and Jay Conrad Levinson make this a great read in between appointments.
If this article were a shampoo bottle label, it would tell you to lather, rinse and repeat. To achieve networking greatness, I encourage you to do the same with your reading!
Get Nspired!
Saturday, March 7, 2009
Linkedin to Profitability in Seven Steps
The law of Visibility+Credibility=Profitability (V+C=P) has been promoted by BNI for a few years and makes a ton of sense for offline networkers. You become visible by doing things like authoring articles, speaking at Rotary Chapters and participating in Chamber of Commerce mixers on a regular basis. When people talk with you, research your work and realize you are a person of integrity, your credibility grows. That makes you referable which leads to profitability.
What if you are networking online through Linkedin? How do you create the visibility and credibility needed to become profitable? Here are seven steps you can implement immediately to put the law of V+C=P to work for you on Linkedin today!
1. Complete your profile! Treat your profile as an online resume. You are putting yourself online to generate more business; so potential business partners need to know who you are. Your experience relevant to them is important, so make sure it is easy to read and readily available. So to is your summary. People need to know what you are looking for and your summary is where you tell them. A good, professional looking photo will help cap off your profile and is one thing several small business owners look for before calling. They like to know you are real!
2. Give recommendations! Make sure your recommendations are relevant and specific to the person you are recommending. This helps people in your network gain credibility because you have given a third party endorsement of their product or service. Every time you give a recommendation, it appears as an update on your profile throughout your network too!
3. Ask for recommendations! As I was taught in the Dale Carnegie Sales Advantage course, it is a great idea to ask for a letter of recommendation from customers. That is one offline strategy that translates directly into the online world with great success. Each time someone recommends you, it appears as a status update to his or her network. That exposes you to their network in the best possible way!
4. Answer questions! Every question you answer through the Linkedin Answers tab appears as a status update for you, keeping you visible. Once someone has closed a question, they also get the opportunity to select who gave the best answer. If that is you, it appears on your profile for everyone to see. Answering questions gives you great V+C!
5. Participate in groups! Most universities, Chamber of Commerce and industry assocations have a group on Linkedin. Find a few that relate to your interests and join them today. When you are accepted, get on the discussion boards. Each time you participate in a discussion, it is posted as an update to the group. It is a great way to build V+C to a much larger network!
6. Utilize applications! I decided to check out the new Polls feature on Linkedin to ask questions about networking. As soon as the poll was complete, it appeared as a status update on my profile. I was given a link that I could post anywhere, so I posted it in a few of the larger groups I belong to and asked for feedback. The resulting responses caused several dozen hits to my profile and a few new connections!
7. Status updates! Celebrate client wins, great conversations with new referral partners or even what you just read. This is an easy way to keep in front of your network daily. If you want to update this and several other services at once, check out Ping.fm.
The path to profitability online is the same as offline, even if the methods are different. Make the commitment today to implement at least one of these methods everyday and watch your visibility and credibility soar!
Get Nspired!
What if you are networking online through Linkedin? How do you create the visibility and credibility needed to become profitable? Here are seven steps you can implement immediately to put the law of V+C=P to work for you on Linkedin today!
1. Complete your profile! Treat your profile as an online resume. You are putting yourself online to generate more business; so potential business partners need to know who you are. Your experience relevant to them is important, so make sure it is easy to read and readily available. So to is your summary. People need to know what you are looking for and your summary is where you tell them. A good, professional looking photo will help cap off your profile and is one thing several small business owners look for before calling. They like to know you are real!
2. Give recommendations! Make sure your recommendations are relevant and specific to the person you are recommending. This helps people in your network gain credibility because you have given a third party endorsement of their product or service. Every time you give a recommendation, it appears as an update on your profile throughout your network too!
3. Ask for recommendations! As I was taught in the Dale Carnegie Sales Advantage course, it is a great idea to ask for a letter of recommendation from customers. That is one offline strategy that translates directly into the online world with great success. Each time someone recommends you, it appears as a status update to his or her network. That exposes you to their network in the best possible way!
4. Answer questions! Every question you answer through the Linkedin Answers tab appears as a status update for you, keeping you visible. Once someone has closed a question, they also get the opportunity to select who gave the best answer. If that is you, it appears on your profile for everyone to see. Answering questions gives you great V+C!
5. Participate in groups! Most universities, Chamber of Commerce and industry assocations have a group on Linkedin. Find a few that relate to your interests and join them today. When you are accepted, get on the discussion boards. Each time you participate in a discussion, it is posted as an update to the group. It is a great way to build V+C to a much larger network!
6. Utilize applications! I decided to check out the new Polls feature on Linkedin to ask questions about networking. As soon as the poll was complete, it appeared as a status update on my profile. I was given a link that I could post anywhere, so I posted it in a few of the larger groups I belong to and asked for feedback. The resulting responses caused several dozen hits to my profile and a few new connections!
7. Status updates! Celebrate client wins, great conversations with new referral partners or even what you just read. This is an easy way to keep in front of your network daily. If you want to update this and several other services at once, check out Ping.fm.
The path to profitability online is the same as offline, even if the methods are different. Make the commitment today to implement at least one of these methods everyday and watch your visibility and credibility soar!
Get Nspired!
A Case for Networking; Ending Interruptions One Relationship at a Time
Reading is a way of life for me. I read over 40 books last year and read blogs from at least 20 different authors on a regular basis. Sometimes I even read things by people I do not agree with to keep my own arguments sharp. Which is how I ran across the blog, “Networking for Results.”
You see, Doyle Slayton, founder of Sales Blogcast loves cold calling. “Don’t get me wrong, I’ve met a lot of nice people and built some good friendships at networking events, but when I’m looking for results… when I’m looking to exceed quota… I get on the phone! Cold calling and pipeline management… that’s the key to sales success!” said Slayton.
He is right, for him. For many people, building relationships is key to sales success. Most networkers fall back to ineffective arguments when faced with impatient sales managers. They say things like, “I hate cold calling,” or “I think the phone might bite me” when pressured to cold call. With the advent of Do Not Call lists and other measures, what is a sales professional to do?
Answer; follow Seth Godin’s advice! In his book Meatball Sundae, the master marketer talks about the interruption method of marketing as a dying beast. Billboards, newspapers ads and television commercials no longer hold the sway they once did. With the advent of social media, what is beginning to work is building relationships with potential customers.
How does that relate to the average salesperson? In a sales environment, cold calling is akin to interruption marketing, so you need to build relationships with potential customers if you want to survive!
Slayton does say in his blog that he will keep an open mind, IF someone can give him a step-by-step process for building relationships. Here it is:
1. Be truly interested in other people. This means that you have to listen much more than you talk when you are first meeting people. No more formulating your next thought while the other person is talking or you could be missing something critical to building a quality relationship.
2. Be willing to give without expecting to gain. With your sharply honed listening skills, you will come to learn different ways you can help people. It might be volunteering to help with their favorite community benefit organizations. It could be making an introduction they need to build their business. It could be just listening. Just leave the scorecard at home.
3. Be patient. This is a long-term strategy. Building trust in a relationship takes time. You can build trust more quickly by being impeccable in everything you say and do. Just remember that trust takes time!
This is just the beginning. Building relationships is a long-term strategy. Networking is not a get-rich-quick scheme, but it can be a profitable and fulfilling way to build your business. For evidence and advise on relationship building, review the legacy of Dale Carnegie. Mr. Carnegie was one of the best relationship builders America has ever known. Although he passed away over 50 years ago, his courses in relationship building are still being taught all around the world.
Get Nspired!
You see, Doyle Slayton, founder of Sales Blogcast loves cold calling. “Don’t get me wrong, I’ve met a lot of nice people and built some good friendships at networking events, but when I’m looking for results… when I’m looking to exceed quota… I get on the phone! Cold calling and pipeline management… that’s the key to sales success!” said Slayton.
He is right, for him. For many people, building relationships is key to sales success. Most networkers fall back to ineffective arguments when faced with impatient sales managers. They say things like, “I hate cold calling,” or “I think the phone might bite me” when pressured to cold call. With the advent of Do Not Call lists and other measures, what is a sales professional to do?
Answer; follow Seth Godin’s advice! In his book Meatball Sundae, the master marketer talks about the interruption method of marketing as a dying beast. Billboards, newspapers ads and television commercials no longer hold the sway they once did. With the advent of social media, what is beginning to work is building relationships with potential customers.
How does that relate to the average salesperson? In a sales environment, cold calling is akin to interruption marketing, so you need to build relationships with potential customers if you want to survive!
Slayton does say in his blog that he will keep an open mind, IF someone can give him a step-by-step process for building relationships. Here it is:
1. Be truly interested in other people. This means that you have to listen much more than you talk when you are first meeting people. No more formulating your next thought while the other person is talking or you could be missing something critical to building a quality relationship.
2. Be willing to give without expecting to gain. With your sharply honed listening skills, you will come to learn different ways you can help people. It might be volunteering to help with their favorite community benefit organizations. It could be making an introduction they need to build their business. It could be just listening. Just leave the scorecard at home.
3. Be patient. This is a long-term strategy. Building trust in a relationship takes time. You can build trust more quickly by being impeccable in everything you say and do. Just remember that trust takes time!
This is just the beginning. Building relationships is a long-term strategy. Networking is not a get-rich-quick scheme, but it can be a profitable and fulfilling way to build your business. For evidence and advise on relationship building, review the legacy of Dale Carnegie. Mr. Carnegie was one of the best relationship builders America has ever known. Although he passed away over 50 years ago, his courses in relationship building are still being taught all around the world.
Get Nspired!
Wednesday, February 25, 2009
Three Steps to Becoming A Motivational Speaker For Your Business
As I was listening to BNI podcast number 89, “Become a Motivational Speaker for your Business,” I started wondering what really separated motivational speakers from the normal networker like myself. Does Tony Robbins eat something exotic and different? Does Jack Canfield wear a lucky t-shirt when he is making a presentation? What does Brian Tracy do that makes people want to buy so many of his books?
Then, the answer hit me. The professionals are not that much different than I am. They all still eat food, require shelter and prefer to wear clothing on a regular basis. The great motivational speakers of our day are humans too, and they have become very successful at doing three things differently than everyone else. In just three steps, I can become a motivational speaker for my business too!
Step One: Technique. You will notice their vocal pitch changes when they are making a point. The tempo of their speech changes too. When they get excited, their volume changes as well. It almost feels like they are looking right at you when they are speaking. Their hands are held perfectly so as not to distract their audience.
The good news is that technique can be learned! Every college and university holds some type of public speaking class. The National Speakers Association (http://www.nsaspeaker.org/) has introductory classes for people who want to become professional speakers. If that sounds intimidating, check out your local Toastmaster’s Chapter (http://www.toastmasters.org). Speakers of all levels of experience participate and you often get pretty good coaching in a small group setting too.
Step Two: Preparation. I sat in the second row a few years ago at a Jack Canfield presentation. Amazingly, he carried a full three hours WITHOUT referring to notes. He commented a few times that he had not given that presentation in several months, then proceeded to rattle off the correct slide numbers so his Power Point presentation would match his words. Preparation is key to making this performance happen!
Perhaps Dale Carnegie said it best, “Only the prepared speaker deserves to be confident.”
Step Three: Get passionate
"You can speak well if your tongue can deliver the message of your heart,” said John Ford.
“A good orator is pointed and impassioned,” implores Marcus Cicero.
“When the message comes from your head, it’s intellectual and unemotional; it’s just facts, figures and features. But a message from the heart is filled with emotion and passion,” declare Dr. Ivan Misner and Michelle R. Donovan in their book The 29% Solution.
In my role as an Assistant Director for BNI of Michigan, I often run into business owners and sales professionals who lost their passion. Just like a set of car keys, they quite often set it down and forgot exactly where they put it! It is human nature to focus on the tasks at hand and forget our why. Just like retracing your steps often helps you find your car keys, reflecting on why you started your business or why you enjoy selling is often an easy way to recapture your passion.
For me, helping people figure out how connected we are charges me up! For a CPA, it could be the idea of keeping the IRS out of their clients back pockets. For a massage therapist, it could be the ideas of helping people have pain free mornings. The great thing about passion is that it is completely individual. Your passion is what makes you a motivational speaker for your business. Your passion is what separates you from the average networker!
Get Nspired!
Then, the answer hit me. The professionals are not that much different than I am. They all still eat food, require shelter and prefer to wear clothing on a regular basis. The great motivational speakers of our day are humans too, and they have become very successful at doing three things differently than everyone else. In just three steps, I can become a motivational speaker for my business too!
Step One: Technique. You will notice their vocal pitch changes when they are making a point. The tempo of their speech changes too. When they get excited, their volume changes as well. It almost feels like they are looking right at you when they are speaking. Their hands are held perfectly so as not to distract their audience.
The good news is that technique can be learned! Every college and university holds some type of public speaking class. The National Speakers Association (http://www.nsaspeaker.org/) has introductory classes for people who want to become professional speakers. If that sounds intimidating, check out your local Toastmaster’s Chapter (http://www.toastmasters.org). Speakers of all levels of experience participate and you often get pretty good coaching in a small group setting too.
Step Two: Preparation. I sat in the second row a few years ago at a Jack Canfield presentation. Amazingly, he carried a full three hours WITHOUT referring to notes. He commented a few times that he had not given that presentation in several months, then proceeded to rattle off the correct slide numbers so his Power Point presentation would match his words. Preparation is key to making this performance happen!
Perhaps Dale Carnegie said it best, “Only the prepared speaker deserves to be confident.”
Step Three: Get passionate
"You can speak well if your tongue can deliver the message of your heart,” said John Ford.
“A good orator is pointed and impassioned,” implores Marcus Cicero.
“When the message comes from your head, it’s intellectual and unemotional; it’s just facts, figures and features. But a message from the heart is filled with emotion and passion,” declare Dr. Ivan Misner and Michelle R. Donovan in their book The 29% Solution.
In my role as an Assistant Director for BNI of Michigan, I often run into business owners and sales professionals who lost their passion. Just like a set of car keys, they quite often set it down and forgot exactly where they put it! It is human nature to focus on the tasks at hand and forget our why. Just like retracing your steps often helps you find your car keys, reflecting on why you started your business or why you enjoy selling is often an easy way to recapture your passion.
For me, helping people figure out how connected we are charges me up! For a CPA, it could be the idea of keeping the IRS out of their clients back pockets. For a massage therapist, it could be the ideas of helping people have pain free mornings. The great thing about passion is that it is completely individual. Your passion is what makes you a motivational speaker for your business. Your passion is what separates you from the average networker!
Get Nspired!
Tuesday, February 17, 2009
What Not To Twit! Tips for New Networkers Online
Lately, I have been helping a lot of people new to the world of social media navigate their way through the world of Facebook, LinkedIn and Twitter. A few days ago, I was helping the Realtor in one of my BNI chapters update her LinkedIn profile. I began editorializing about what not to do when participating in social media online.
When Jamie asked me how to avoid irritating people on line, I realized I was beginning to sound a lot like Clinton Kelly and Stacy London from TLC’s What Not To Wear. Watching the show is one of those guilty pleasures in my life, especially when they step someone into the 360 mirror that was analyzing every stitch of some poor woman’s outfit.
So please, step into my virtual 360 mirror to learn a little more about What Not To Twit!
Step 1: Learn how to block people early and do not feel bad about doing it!
If you are like me and use social media as a part of your business networking strategy, toxic people can ruin your reputation. If you are online just for fun, they will ruin your experience.
I met a “business” person in New York by answering a question on LinkedIn. He invited me to join his network and he seemed legit, so I accepted. A few days later, the multi-level marketing solicitations began. I sent an email indicating that I was not interested but I hoped it was successful for him. His e-mails became more frequent and more belligerent. Then his Facebook solicitations began. I quickly learned how easy it is to block someone from following me or e-mailing me.
Again, it is perfectly okay to block people, even if you are a bleeding heart like me! It is usually anonymous and always easy. Best of all, you reduce the risk of that person alienating people on your network which can negatively impact your reputation.
Step 2: Listen (or read) first!
There is a great saying in that I have often heard in BNI. A good networker has two ears, one mouth and uses them both proportionally. This sage advise holds true online too. For example, if you are reading a blog, read the whole thing before you comment. Read what other commentators have posted. That way, you can make sure your comments will cut through the clutter and make the impact you have intended. If you are a Twitter user, you can easily read their 10 or so messages so you can respond appropriately.
Step 3: Have something to say!
Comments on blogs, answers to questions on LinkedIn, wall posts on Facebook and tweets on Twitter are valuable cyber Real Estate. It could very well be the one shot you have at impressing the perfect client, employer or friend for you. If you are struggling to create the perfect response, go back to step two.
From a blogger’s point of view, nothing is more annoying than the, “Great Post!” comments. Brevity is key too. Make sure your comments or answers are germane to the subject as well. If you are still struggling to find your voice, check out this great article from Pro Blogger 11 Tips for Getting Your Comments Noticed.
Step 4: Just say no!
Realize that there are a ton of social media choices. Whether for personal or business use, figure out which outlet will work for you and which one you will actively participate in. You will be bombarded with invitations for several others and you will be overwhelmed if you try to participate in them all.
Just like Stacy and Clinton, I just want to see you be successful in your online networking efforts. Get Nspired!
David Lingholm
When Jamie asked me how to avoid irritating people on line, I realized I was beginning to sound a lot like Clinton Kelly and Stacy London from TLC’s What Not To Wear. Watching the show is one of those guilty pleasures in my life, especially when they step someone into the 360 mirror that was analyzing every stitch of some poor woman’s outfit.
So please, step into my virtual 360 mirror to learn a little more about What Not To Twit!
Step 1: Learn how to block people early and do not feel bad about doing it!
If you are like me and use social media as a part of your business networking strategy, toxic people can ruin your reputation. If you are online just for fun, they will ruin your experience.
I met a “business” person in New York by answering a question on LinkedIn. He invited me to join his network and he seemed legit, so I accepted. A few days later, the multi-level marketing solicitations began. I sent an email indicating that I was not interested but I hoped it was successful for him. His e-mails became more frequent and more belligerent. Then his Facebook solicitations began. I quickly learned how easy it is to block someone from following me or e-mailing me.
Again, it is perfectly okay to block people, even if you are a bleeding heart like me! It is usually anonymous and always easy. Best of all, you reduce the risk of that person alienating people on your network which can negatively impact your reputation.
Step 2: Listen (or read) first!
There is a great saying in that I have often heard in BNI. A good networker has two ears, one mouth and uses them both proportionally. This sage advise holds true online too. For example, if you are reading a blog, read the whole thing before you comment. Read what other commentators have posted. That way, you can make sure your comments will cut through the clutter and make the impact you have intended. If you are a Twitter user, you can easily read their 10 or so messages so you can respond appropriately.
Step 3: Have something to say!
Comments on blogs, answers to questions on LinkedIn, wall posts on Facebook and tweets on Twitter are valuable cyber Real Estate. It could very well be the one shot you have at impressing the perfect client, employer or friend for you. If you are struggling to create the perfect response, go back to step two.
From a blogger’s point of view, nothing is more annoying than the, “Great Post!” comments. Brevity is key too. Make sure your comments or answers are germane to the subject as well. If you are still struggling to find your voice, check out this great article from Pro Blogger 11 Tips for Getting Your Comments Noticed.
Step 4: Just say no!
Realize that there are a ton of social media choices. Whether for personal or business use, figure out which outlet will work for you and which one you will actively participate in. You will be bombarded with invitations for several others and you will be overwhelmed if you try to participate in them all.
Just like Stacy and Clinton, I just want to see you be successful in your online networking efforts. Get Nspired!
David Lingholm
Saturday, February 7, 2009
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