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Archive for Networking
Networking And Attraction
Posted by: | CommentsI meet a lot of different people both socially and professionally. Being self -employed, I’m at many business mixers and networking events. Whether for professional reasons or casual conversation, the question “What do you do?” comes up. The answer is usually your 30-60 second elevator speech… Hi, My name is …. I work for/my company is ….. I help people…….Sometimes the response goes on for more than 60 seconds.
Last week I was at a mixer and was called over by a colleague to meet a gentleman to whom she was speaking. With my name tag on, I walked over and extended my hand. Next – the question ” So what do you do?” I have several short responses that invite questions if people want to know more. He didn’t. My turn came up to ask him the same question. After learning about his profession (financial services) in about 6O seconds, I asked him a question to learn more about who he was. His answer was to tell me about how good he was at his job, how happy his clients were with his services and so on for 10 -15 minutes. I stopped hearing him after the first few minutes as I looked for a polite way to excuse myself. Know what I mean? During the entire conversation he never asked me anything that showed any curiosity in knowing who I am. It felt more like listening to an advertisement instead of having a conversation. It was all about HIM! Then he gave me his card, asked for referrals and said he’d get in touch with me. It was a total turnoff. Sound familiar?
Here’s my 64 cents. People like to be talked to not talked at. If your focus in networking is only to get clients to build YOUR business, that’s what people will pick up. That may work with some people. Remember, the first thing people buy is you not your product or service.
Have you met people who have shown a genuine interest in you/your needs? What was that like? Did you feel a connection or want to affiliate with them? Would they have been people you would want as friends? And if that person had a service or product something you needed, would you want to buy from them? If your intent is to forge strategic alliances and build relationships with people, take a look at the way you’re coming across and the agenda (expectations, desired results) you bring in meeting people in any situation. Creating connections naturally opens the door to referrals. If you knew of someone great who would be of help to folks in your life, would you keep that person a secret? This is Attraction not a technique to be more effective in business.
Three Attraction Tips:
– Be real – be yourself with people. * If you don’t know who you are or how to be real, contact me. I’ll help you figure that out!
– Be genuinely curious in learning about people in casual or business situations. Listen for how many times you make “I” statements to draw the focus consistently back to you. Good conversations have a back and forth flow vs. being a captive audience.
– Really listen by staying present to what’s being said. Practice active listening. Asking question that refer to people’s comments invites conversation.
Three Networking Tips:
1. Only offer your card when someone asks for it. Ask for their card if you want it.
2. If you want to give your card but haven’t been asked – you can say ” May I give you my card?”
3. When given a card, hold it in both hands and say something about the card ( I like the color, very striking) before putting it in your pocket or purse.
– If you meet someone you’d like to know better, invite them for coffee!
Last comment…..I’m a big believer in forging relationships and building a community of support. You can quote me – “What we can do alone is nothing compared to what we can do together” - Lorraine Cohen
About the Author
Lorraine Cohen of Powerfull Living (http://www.powerfull-living.biz) is a Business Coach and Life Strategist and Team Member of Solo-E (http://www.Solo-E.com). Lorraine Cohen is a Business Coach & Life Strategist who brings more than 25 years of experience in life coaching, counseling, and sales. She helps people through career change, life transitions, and the process of breaking through FEAR and removing barriers to success.
Create a 10 Second Introduction From Your USP
Posted by: | CommentsYou can generate a ton of business by networking, whether you belong to a networking organization or just get referrals from existing (satisfied) customers. Whenever you meet a new potential client, it’s important to create the right impression about you and your business straight away. That’s where a 10 second introduction comes in handy – and the more this introduction stands out from the rest, the more likely your new acquaintance is to remember you.
One great way of making your introduction stand out and to really grab the attention of the person you’re introducing yourself to is to put an unexpected twist right at the start. One lady I know starts her introduction: “Hello, I’m Jane Doe, and I want to root through your trash cans.” Now that’s an introduction that nails everybody’s attention – and leaves them wanting more. The lady in question is an environmental consultant and helps companies reduce the amount of waste they produce – hence rooting through the trash.
Spending some time thinking about how you can present your business in a truly unusual light will turn out to be a great investment in the long run. Write down all the things you typically do in your business and see how you can twist them around to make people ask “You can’t really do that for a living?”
But that is only the beginning, of course. Now that you have grabbed their attention you have to follow up with something useful. Nobody would ever hire somebody to go through their trash, no matter how interesting that sounds as a job description. So now’s the time to follow up with your USP, some strong benefits and your guarantee if you have one. Let’s say you’re a printer. Your USP is that you always deliver on time. Your introduction could read:
“Hello, I’m Joe Smith. I’m an undertaker’s nightmare.” Now you should have the undivided attention of the person you’re talking to. An undertaker’s nightmare? So you go on: “That’s because I want to be buried in paperwork.” [Yes, I know, that was a terrible pun. But be honest – it got your attention, right? And that’s what counts.]
“I run a printing business. We do any kind of print run, from as little as 100 copies of a monochrome flyer to ten thousand full-color catalogues. And we promise that we will deliver on time, [USP] so you can be sure to have your materials when you need them [Benefit]. We’re so sure of that that we promise to knock 15% off our fee for each day, should a project ever be late. [Guarantee]”
And that’s your business in a memorable nutshell. Just as the environmental consultant is now known to everybody as “The trash can lady”, this printer could be famous as “The undertaker’s nightmare”. The point is to be instantly recognized and remembered by the people you’ve met – so their next project goes to you instead of the person who just said: “Hello, I’m John Doe and I’m a printer”
So, to recap, a great 10 second introduction needs:
· A way to introduce your business that will grab the listener’s attention.
· A short description of what you do, including your USP and benefits.
· A Guarantee (if you have one. If you don’t, think about getting one!)
Get all these elements together and you’ll see that people will remember you – and give you their business.
About the Author
Frauke Nonnenmacher is a copywriter who specialises in marketing materials designed to build customer relationships. For more information, please visit her web site at http://www.creativecats.com
11 Free and Low Cost Marketing Strategies to Turn Around a Cash-Strapped Business
Posted by: | CommentsThis past weekend I received a disturbing message from a dear friend. His business wasn’t generating all the income he needed. He’s exhausted all savings, started depleting credit card reserves and badly needed money to pay this month’s mortgage… Ouch! I wish I knew sooner…
Whether it’s pride or just human nature that keeps professionals from asking for help sooner, it’s just plain silly to keep “toughing it out” when there are so many strategies for generating new business fast.
You see, there is really no shortage of new business; there is only a shortage of knowledge how to get this business.
So if you are one of those professional folks who could use a few hundred bucks to help out with this month’s mortgage, here are a few strategies to get your business buzzing with new customers or clients:
1. Get on the phone! Pick up the phone and call everyone you know. Contact all clients, prospects, friends and family. Make sure they all know what you do, who you are looking for as a client, and how to “give you away.”
2. Get out and meet people! Sitting in the office, shuffling paperwork and piddling around with emails will not take you far enough fast enough. You need to be talking to people who can buy your product or service. Set a goal of how many people you want to see in person every day and find ways to meet that goal!
3. Stop competing and start leveraging! Instead of being mad at your competitors for stealing all your business, approach them and offer to help out. At times we all get projects that are too big, too small, or too “whatever” for us to take on. Contact your competitors and ask if they would be willing to outsource their “too whatever” jobs to you – so that you can both make some dough. (Yeah, I know, it sounds like eating some humble bread — but hey, I think it beats living under a bridge.)
4. Ask for referrals! You should be doing this anyway. Have a conversation with all clients (past and current) and help them think of people they can introduce you to right away. Oh, and don’t forget — just because a prospect says “no,” it doesn’t mean he or she doesn’t know someone who would gladly say “yes.”
5. Crank up your follow-up! Do you have a stack of cards from people who turned you down once before? Maybe it’s time to resurrect them. Reach out to your “old” prospects – even if you previously gave up on them. Give them a call, send them a postcard or an article, and give them a special reason to say “yes” now!
6. Forgive your ex-clients! Frequently ex-clients realize they made a mistake by getting involved with another vendor — but they are too embarrassed to admit it. Give them a way to gracefully come back to you and many will do it.
7. Catch a COI! Form an alliance with Centers of Influence who can introduce to a large number of prospects at once and give you instant credibility. Well thought out and carefully executed strategic alliances with COI can infuse your business with all the new sales you can handle.
8. Educate, educate, educate! Regardless of what business you are in, you can always find things your clients and prospects would appreciate learning from you. How-to tips, informative case studies, industry reports — those are all great tools that can easily attract prospects hungry for your “stuff.”
9. Start thinking strategically! If you are having trouble attracting enough new business, the marketing tactics above should help you get things hopping, but to achieve a long-term sustainable success you’ll need to address your marketing on a strategic level. Identify or re-evaluate your ideal target market, clearly describe the benefits your product or service provides, create a compelling marketing message, re-evaluate your business model and re-define your methods of delivering your product or service, etc., etc.
10. Stop getting and start giving! When you are in the “how I can GET a client” mode, you are focused on you — and that doesn’t make you very attractive. Shift your thinking to “how I can GIVE clients more VALUE” and you’ll become an irresistible client magnet!
11. GET HELP! When you are in the midst of a demanding situation, you cannot always have the clarity needed to creating solutions. Collaborate with a successful associate, start your own board of advisors or a mastermind group, or hire a marketing mentor to pull you out of the quicksand. Remember, when time and money count — you can’t afford the expensive “trial and error” learning curve!
Oh, and one final thought — now that you are done reading – get busy implementing!
About the Author
The author, Adam Urbanski, teaches service professionals and business owners how to develop better marketing strategies to attract more clients, increase sales and profits. His website offers more how-to articles and free tips to create a winning marketing action plan at http://www.themarketingmentors.com
Online Marketing Through Social Networking (Part 2)
Posted by: | CommentsIn part 1, I introduced the concept of social networking sites and how to begin online networking. This month, in part 2, I detail some more specific networking and marketing techniques.
Keep it Real
Just as with every new communication technology, there are those who use the medium in overbearing, unwanted ways. Social networking sites are no different. The key term here is “networking,” give and take. According to Bob Baker, author of MySpace Music Marketing, social networking success stories have one thing in common: “They’re all about the ping-pong effect ― It’s you sharing yourself with and getting to know dozens, and then perhaps hundreds of people. In turn, those people mention you to their friends.”
It’s NOT about posting, sending and otherwise spamming hundreds or thousands of others. Because interaction is a key feature of these sites, the potential for backlash is enormous. Social networking sites are back-and-forth communication forums, not broadcast media. Annoy or abuse people and they’ll tell the world.
So what can you do on these sites? How exactly does one share his/herself and get to know people?
Basic Online Marketing Principles
There are certain basic online marketing principles that apply when networking online. Among them:
- First and foremost, no spam. Communication should be individual and meaningful, not bulk, impersonal nonsense.
- On a related note, do not use automated software to post generic comments or messages in bulk.
- When emailing or messaging, unobtrusively remind people of what you do through your signature. Include your name; clickable Website URL; tagline or short mission statement; and/or other contact information in the signature.
Finding Connections
—– Sidebar on Terminology. Those you connect with are termed differently across different social networking sites. “Friends,” “connections,” your “network” and “subscribers” all describe online associates. Here, I use “network” and “connections.” —–
A critical component of successful networking (both in the physical and cyber worlds) is finding quality connections. On social networking sites, first think about the types of people you want to connect with (see “Whom to Interact With” in part 1. Then use a variety of methods to find them:
- Use the site’s search features to find connections by their psychographic or demographic features (religion, age, gender, geographic location, interests, likes/dislikes, etc.)
- Each time you find a new connection, look for additional connections in her or his network.
- Study comments on your connections’ pages ― or those outside your network with similar interests ― for potential new connections.
Approaching People to Become a Part of your Online Network
After finding potential connections, approach them about becoming part of your network. Ways to do this include:
- Send a friend request to each.
- Post thoughtful, relevant comments on their pages (which also creates new links to your page).
- Return comments on your page with relevant ones on the commenter’s’ page.
- When contacting someone, send a private message and leave a comment on her or his page.
Working your Network
The flip side of finding potential connections is having potential connections find you. There are several things you can do to become more approachable:
- Your page is the first thing people see when researching you, so keep it appealing. Regularly review comments others have left and delete irrelevant or crude remarks.
- Add new content to your page often, giving people a reason to visit regularly.
- Set aside time to respond to comments and messages.
Like all worthwhile business relationships, online networks must be nurtured. Make the effort to do so, and over time you will reap the rewards.
About the Author
Bobette Kyle draws upon 15+ years of Marketing/Executive experience, online marketing experience, and a marketing MBA as inspiration for her writing. Bobette is proprietor of the Web Site Marketing Plan Network (http://www.WebSiteMarketingPlan.com). She is also author of the marketing plan and Web promotion book “How Much For Just the Spider? Strategic Website Marketing For Small Budget Business.” You can search all articles on the network through the marketing directory by going here: http://www.websitemarketingplan.com/directory
Online Marketing Through Social Networking (Part 1)
Posted by: | CommentsSocial networking online is one of today’s hottest trends. Many, however, wonder how social networking can help their careers or businesses and exactly how to get started with this online marketing technique. Here in part 1, I will help you get started. In part 2 I will explain some techniques for expanding your presence and building a quality network of online contacts.
What is Online Social Networking?
From a conceptual standpoint, online social networking is no different than traditional networking and socializing. You meet people and get to know them by sharing information about each other. Those you like and/or share interests with become part of your “network.” The marketing magic kicks in when those in your network start talking about you. Your reputation spreads by word-of-mouth.
The Internet and related technology have taken networking to the next level, expanding each individual’s reach and exposure through online marketing. Where traditionally people gather in person to network — at the same time and place as others — members of online networking groups are not limited by time or geography. Each group member can interact 24/7 from any location worldwide. Consequently, online networking techniques are very different from in-person networking.
How To Interact Through Social Networking
Ways to interact are numerous. The first order of business is to decide what your marketing goals are with respect to social networking. While “finding new friends” is a sufficient personal reason for social networking, business marketing goals need to be more specific. Are you an individual looking for a job or freelance work? Do you want to gain exposure for your product, band or company? Are you looking for potential employees or contractors? Do you want to get prospects interested enough to visit your Website or contact you? Your goals will dictate what you put on your profile and social networking home page as well as who you look for the become part of your network.
After you’ve decided on your purpose for online networking, choose which social networking Website(s) you will participate in.
Where to Network Online
You can find a comprehensive list of social networking site at Wikipedia here: en.wikipedia.org/wiki/List_of_social_networking_websites. I am familiar with those listed below. They will give you an idea of the range of opportunities you will find at social networking Websites:
- Yahoo! 360 (360.yahoo.com): Yahoo!’s social networking site is in beta as of this writing. The unique feature here is your Yahoo! 360 space is cross-promoted with other Yahoo! products, such as with your reviews on Yahoo! Local and your Yahoo! Groups. Like many social networking sites, you can also host a blog on the server.
- MySpace (myspace.com): This is the mother of social networking sites. Originally dominated by teens, there are reports of the “graying of myspace” as older people and businesses are also networking on the site. It may be worth your while to spend some time there to see if your target customers hang out there.
- LinkedIn (linkedin.com): LinkedIn is excellent for professional, career-related online marketing because it focuses exclusively on business and professional networking. You will find interfaces to connect with classmates or colleagues (both past and present); find service providers or clients; post or find a job; and ask or answer business-related questions.
- Gather (gather.com): This network incorporates user publications (in the form of articles) and a points reward system into the usual social networking activities.
Each social networking Website has it’s own “personality” and a different mix of people to interact with. Before signing up, go to each site and explore a bit — search on keywords related to your goals and interests, check out the different groups, the activity level, etc. This will help you determine if a site will be beneficial to you. Once you find a site that interests you, establish your presence by signing up and filling in the questions for your profile and site home page. Once that is done, you are ready to interact.
Whom To Interact With
The people you want to associate with (i.e. make “friends” or be “connected” to) will depend largely on your goals. There are several types of people you will want to consider contacting. Each can help you in different ways, so consider looking for more than one type of “target friend:”
- Customers and Consumers: People who will benefit from what you do, consume or buy your products or services, and rave about you to their friends.
- Others Within Your Industry: People with whom you can network, share resources and cross-promote with.
- Media and Publishers: People who work for or can influence publications you would like to be mentioned in (e-zines, newspapers, Websites, etc).
- Consultants: People who may want to hire or purchase products from you.
- Event, Company or Organization representatives: People who operate business and associations that support your industry.
How To Find Friends
A few people will find you based on your profile, but you will want to actively seek out quality friends. You can start to find friends by joining groups related to your expertise, that have members who match your target friend profile or interest you in general. You can also approach individuals and ask them to become a friend and/or part of your network.
In part 2 — Online Marketing Through Social Networking Sites (Part 2) — I will detail some more specific networking and marketing techniques. Until then, explore your social networking sites, get comfortable with the features and find a few friends.
About the Author
Bobette Kyle draws upon 15+ years of Marketing/Executive experience, online marketing experience, and a marketing MBA in her writing and consulting. She is proprietor at Web Marketing Place LLC and the face behind WebSiteMarketingPlan.com, where you will find articles and resources to help with your marketing plans and Web promotions. Read Bobette’s marketing strategy blog here: http://www.websitemarketingplan.com/strategy
Are You Making These Networking Mistakes?
Posted by: | CommentsAs I’ve gone to professional meetings, and have informal meetings with colleagues, the tenor of these times is clear. Many independent professionals are challenged by the downturn in the economy…and upping their marketing, and especially networking, as they work towards increasing their billable time.
Beware of poking a hole in your net as you increase your networking. Make sure you don’t make these mistakes in your zeal to sell yourself.
ASKING WHAT YOU CAN DO FOR ME…ON FIRST MEETING. I watched as a young woman was introduced to three colleagues. In a flash, she realized one of her new acquaintances was a close personal friend of a business owner she had been unsuccessful in selling on her services. She quickly asked for a reference and introduction to the business owner. When her new acquaintance demurred, she insisted that the other woman had to do it. “That’s what networking is all about.”
Her error? She assumed an introduction brought the right to ask for referrals from strangers. Most people won’t refer someone they don’t know or when they don’t know a person’s work.
INUNDATING NEW CONTACTS WITH SALES MATERIALS. After a brief conversation at a banquet one evening, I started getting masses of sales solicitations from a man who obviously didn’t know me, my business, my needs or even where I lived. Most of the solicitations were for very expensive, multiple day seminars in eastern cities on topics I’d never need.
His error? Assuming I’d use his services, without finding out what I needed. And then battering me to use him. Here’s the strange part. Some of my clients could use him. But, I’d never refer them and subject them to his aggressive sales methods.
ASKING WHAT YOU CAN DO FOR ME…ON EVERY MEETING. A colleague who does complementary work to mine will never get a referral from me. Nor will I ever use her as a subcontractor. The cause: every time I talk with her she asks me if I have work for her. Her request is always delivered with a tone of voice that’s close to begging and over the edge of whining. It’s as if when I have work, I somehow owe her some of it.
Her error? Asking, asking, asking. Implying I have an obligation to use her.
GETTING TOO PERSONAL. I received a “personal” note, obviously mass produced, with my name spelled wrong, referring to a group I’d never heard of, suggesting how I could use the author in my business. Since then, I’ve heard of this person from two other colleagues. They seem impressed with his work. Even their positive experiences aren’t enough to take the bad taste out of my mouth.
His error? Excuse me! There is something about integrity that’s missing here. Don’t presume a relationship that doesn’t exist. I would have rather have gotten an honest cold call.
CALLS FROM PERFECT STRANGERS. This one really astounded me. I got a phone call one afternoon asking me if I were really the Pat Wiklund who had been on Oprah twice…did she really call me to be on the show? When I said yes, the voice on the phone identified herself, said she was a friend of a friend, and she wanted to be on Oprah and would I tell her the name and phone numbers of the producers I worked with so she could get on the show. I was dumbfounded. Although I had heard of her, I knew nothing of her work, what she had written, and barely knew the “friend” that had referred me to her. When I said as much, and my policy was to only refer people when I knew their work, she said I had to give her the names…that’s what networking was all about.
Her error? Here goes the assumption again. I don’t think I have an obligation to facilitate the marketing and/or career of everyone who has just heard my name. I owe to my contacts, and to myself, to be careful who and how I refer.
REMEMBER: Most people won’t refer someone they don’t know or when they don’t know a person’s work. Referrals carry an obligation. You’re vouching for the other person. Referrals come when colleagues know they can trust you. They are earned, not assumed, Earn the right to ask for a referral by establishing a relationship with colleagues. Let them get to know you and your work. Understand who your colleagues are, and how you can reciprocate.
About the Author
Pat Wiklund is known as the One-Person Business Turnaround Specialist. She works with professional services business owners so they can make more money and get more personal satisfaction from their work. Start taking charge of your business and your life with her One-Person Business Tune-Up mini e-course by sending a blank email to tuneup@1PersonBusiness.com
You’ve encountered this individual at every networking event – Boring Bob – the most belligerently boring person in the world. His dull demeanour is enough to bring you to count the number of hair follicles on your hand just for a little excitement.
You look for the nearest exit, but it’s still 100 yards away. You wait for a break in the conversation in order to say, “Excuse me, I see the last 40-years of my life fizzling away” but Boring Bob rambles on and on.
You start shifting your weight and it takes everything within you not to just turn on your heel and walk away. But no matter how unexciting a person can be, you just never know who’s in his network and whom he can put you in touch with. The whole goal of networking is to build rapport and gain trust, therefore, choosing to be ill-mannered may offend Boring Bob. Knowing how to exit a dry dialogue and ditch a boring person takes a lot of skill and finesse.
Here are 3 simple tips you can use to escape a dreary conversation without being rude or impolite.
1. Introduce him to someone else. If you have determined that Boring Bob is just too humdrum to keep your eyelids open, start scanning the room. If you spot someone you know who’s in the same industry as your lifeless pal, quickly say to Boring Bob, “I just spotted Ann and she’s in the same industry as you. Would you mind if I introduced the 2 of you?” Quickly call Ann over, make the introductions and as they begin to chat to one another, politely excuse yourself.
2. Grab something to eat or drink. Food is the best pal you can have when you’re engaged in a monotonous chat with Boring Bob. When he takes a breath, quickly say, “I’d like to grab a drink. I may be awhile because I’m very fussy about what I order. Feel free to mingle with others.” Shake hands with Boring Bob, tell him that you’ll catch up with him later, and then head over to the bar to soothe your frazzled nerves.
3. Explain that you see someone you must meet. This is a classic and it works every time. Wait for a break in the conversation, then tell Boring Bob that you see someone that you have to talk to. Shake his hand, tell him it was nice to meet him, and then encourage him to mingle with others. You’re now free to walk over to the person you’re dying to meet, whether you know her or not.
Boring Bob may challenge your ability to stay focused and engaged, but don’t feel obliged to suffer through his monotony at a networking event.
Instead, use one of the techniques above to ensure that you don’t get trapped into a boring conversation with the cure for insomnia. Being courteous and considerate means that you will be able to tap into Boring Bob’s network, even if you do have to brush him off.
About the Author:
Leesa Barnes is a networking expert who helps coaches, consultants and solopreneurs avoid cold calling by developing a fearless networking plan. Leesa is author of “Schmooze Your Way to Success: 9 Fearless Networking Tips for the Shy, Timid, Introverted & Just Plain Clueless.” Go to http://www.schmoozeyourwaytosuccess.com/ecourse.html and sign up for her free 8-lesson ecourse called “From Clueless to Fearless: Secrets from a Networking Pro.”
Business Networking Online and Offline (Part 2)
Posted by: | CommentsIn part 2 of the subject of networking both online and offline, I am concluding with offline networking techniques and opportunities.
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Offline networking or in person networking is similar to online networking, yet different at the same time. Many people will tell you to make sure that you have your business cards and brochures ready when you are networking in person. However, I am going to take a different stand and tell you to take only your business cards. Only when you follow up should you give a brochure.
The next time you attend an in person networking function, I want you to stand back for a few minutes, peruse the room and listen to what is actually being said and what is going on. Then I want you approach someone and talk about them and ONLY them. Don’t bring up your services, except to say who you are and what company you are with. Ask the person standing in front of you probing questions about their business. What is the primary function of their business? What is their role in it? What are their pitfalls? Try to keep the focus on them.
Once they are finished talking about themselves open up your mind to your “virtual Rolodex” or your actual Rolodex and give them names of people that you think could be of assistance to them. Or give them names of a few leads that could benefit from their product or service. Only after you’ve done that, should you begin your 30-second elevator speech.
The prospect is going to be extremely apt to listen to you because you provided them with great information and a few leads (which they would not have gotten if you hadn’t taken the time to listen to them). While this particular prospect might not have the need for your services now, chances are they will return the favor with leads for you.
Also another goal should be to obtain more business cards than the number you actually give out. When you get home, stop and take a look at the cards. Are any of these professionals your ideal client? If no, then file them away in your Rolodex and refer others to this particular person when a need arises. However, if you feel as though they are an ideal client, then research them and their company. Position yourself as an expert with regards to helping them and their business.
Call the prospect and let them know who you are and let them know where you met them. If you get a good feeling from this prospect, invite them out for coffee so you can talk to them about how you can better position them in their business. Most times, these particular business owners and professionals will take you up on your offer. Don’t be afraid to give out some free advice, but don’t “give away the farm” either. Also, don’t be afraid to open your Rolodex. This will score subconscious points with the prospect.
This might not be the perfect opportunity to close the deal, but don’t fret. Go home, armed with the information from today’s conference and create a proposal that is going to WOW them. Highlight you, your company, your benefits, etc. and personally drop it off at the company. And keep in contact with the business owner or professional.
Networking Opportunities Offline
Your local Chamber of Commerce. Sometimes the Chambers can be extremely pricey. However, the good news is that there are usually multiple Chambers in your area. Be diligent and check around before joining. The “cheaper” Chamber might have everything you are looking for.
BNI– BNI is pretty pricey, but members say that it is worth every penny. BNI was started in 1985 by Dr. Ivan Misner, one of the world’s leading experts in networking and word-of-mouth marketing. BNI has thousands of Chapters worldwide with tens of thousands of members passing millions of referrals.
LeTip – LeTip International, Inc. is a professional organization of men and women dedicated to the highest standards of competence and service. Their primary purpose is to give and receive qualified business tips or leads. Le Tip is not available in all areas, so please check their website to see if they are in your area. As far as pricing, it depends upon the area in which you live.
Leads Club – Founded in 1978 by Ali Lassen, and currently under the leadership of Lisa Bentson, President, they are the oldest and most respected networking organization in the world. Leads Club is open to business owners, professionals, sales people and managers seeking to begin or expand a business. During weekly 75-minute meetings over breakfast or lunch, each Member gives a brief business presentation and exchange leads collected during the previous week. Pricing depends upon the area in which you live.
Ryze – Ryze.com offers a variety of local networking events. Check out Ryze Events for more information.
One of the great things (and could be a draw back) is that BNI, LeTip and Leads Club only accept one member of each profession into their meetings. Also, some of the groups do not acknowledge the VA profession as a profession. So it might take some education as to what a VA is and how they can benefit the group.
Another thought would be to create your own networking and referral group. Partner with a local business person (who has contacts) and start your own. Research standards via the internet and model your group after some of the successful established groups. Who knows, maybe you’ll have a new profession on your hands and you’ll be the next BNI and we’ll be clamoring to get to you!!! 
Until next time,
Becki
Business Networking Online and Offline (Part 1)
Posted by: | CommentsJust about everyday Dale and I are contacted through our website by surfers inquiring how they can become a Virtual Assistant. We provide some guidance, but also refer them to our training center, VA Training as well as VAU and AssistU. Our second most popular request is about networking, both online and offline. They want to know how to do it effectively.
Let me begin by saying that when our practice Virtual Accuracy “Assistance for Coaches” was started our main tactic for attracting clients was cold calling, because that was a quick fix for us. However at the same time Dale was making cold calls, I was building relationships online and offline. After our practice was about 50% full, we stopped cold calling and began to rely almost solely on business networking. To date our practice is at full capacity. Besides WOM referrals, the majority of our new clients have to come to us through networking online and offline.
The simple definition of networking is, “To interact or engage in informal communication with others for mutual assistance or support.”
I like to describe networking as “building your social capital”. What do I mean by that? Well in a nutshell, not everyone is your ideal client. However, chances are the people you are networking with know your ideal client. The more people you know both online and offline, the better the chances of finding your ideal clients and thus building up your practice.
For example, Dale and I receive referrals from our networking experiences a lot. However, most of the time, they are not our ideal client or within our target market. We have a very focused market and do not stray from it, while there are other VAs who target many types of markets. When these referrals come to us, we look to our “social capital” and match these clients with VAs who can service them in the way they deserve.
Additionally, we receive referrals from satisfied clients. Again, the clients that are referred to us are not always our ideal clients, so we refer them elsewhere. And yet again, our social capital comes into play. So when you network, be extremely helpful and cautious at the same time. There are people within the boards and forums that are closely watching you and your expertise because they might need to refer someone to you at one time or another.
One of the biggest pitfalls many new networkers face, both online and offline, is that networking is a two way street. When you network, your Rolodex has to be just as open, if not more, than the person you are talking to.
Networking is a give and take relationship. As VAs we know that there are many posts on various boards saying something like this, “My name is Mary and I am a VA. I am available to help you with all of your overflow work. Contact me off list as soon as possible to discuss this.”
When I read these posts, my gut reaction is, “Who is Mary and why should I give work to someone that I do not know?” When your practice is full or nearing capacity, my first inclination is to tell you to steer away from Mary. Am I being heartless and cruel? In my opinion no and here’s why.
There are many of us who give valuable information to anyone who asks on the various message boards. Why do we do it? Besides just being nice, I know that many of us are secretly hoping that we will be referred business based upon the answers we provide to others. When someone like Mary pops onto the scene and doesn’t provide anything useful to us, why should we consider her when we need help?
As stated previously networking is a two way street. There are times that you will give and give and give and not see much return, but in the end your return will be huge.
The idea of online networking and online social networking is just that…being social. A faux pas of networking is posting to forums saying, “Hi, I am new the board. My name is Mary and I am a VA with ABC Company. I help business owners with their paperwork. All business owners need my services. Contact me ASAP.” What true value does this add to a conversation or “thread”? It is nothing but an advertisement disguised as a networking post. Sure she may have gotten a few “glad to meet you(s)”, but are fellow members of the forum going to remember Mary? Probably not.
Susie is also a VA who actively participates in discussions on a regular basis. She provides great content but also asks thought provoking questions to other members. Within the networking group, Susie is seen as someone who truly knows her stuff.
Joe is also a member of the networking group. His business is growing exponentially and he now needs assistance with the backend of his business. There are a few VAs who are a part of his networking group and now he needs to make a choice…Mary or Susie. Who would you choose? My bets are on Susie. It feels like you know her personally because of the online relationship that you have. Mary swooped in and swooped out again. Chances are Joe doesn’t even remember her or her post.
Tomorrow I will touch on effective in-person networking.
Until next time,
Becki
Vent of the Day
Posted by: | CommentsDuring a recent networking chat, I read where someone said, (paraphrase) “she must be a really good networker” and “patience is a virtue, but my goodness…”
Building a business takes a lot of time and effort. We started part-time in 1998 and we were under the sad impression, “if you build it they will come”, meaning our website. The sad truth is they did not come. Sure we had a few project clients, mostly through word of mouth, but it was just p/t income and no effort on our part. Plus, to be honest, we never really thought of being VAs full time until much later.
I left my corporate position in mid-2003 as the Director of Marketing and Guest Relations for a large non-profit organization so I could focus on my son who has special needs. My intention was to work at my VA practice on a very part-time/limited basis for extra income. However, God had other plans.
In late 2003 Dale was laid off from his lucrative corporate position. With a wife, a special needs child, a cat, a dog and a mortgage, Dale was in sink or swim mode. Should he return to the corporate world and face yet another lay off or dive into our business kicking and screaming? Dale chose the latter. He put in 16 hours days for about 4 months and I put in a good 8 (6 days a week) and wouldn’t you know it, our practice grew and grew and grew. Did it happen overnight? NO! It took blood, sweat and tears and we wouldn’t have it any other way. We worked HARD to get where we are today…long hours too. We had our own business coach from the beginning of our practice. No, we couldn’t afford to pay her, but we did barter with her. It was a win-win situation and our practice wouldn’t be where it is today without her insight, guidance, coaching and mentoring. Not just for 8 weeks, but every single week of the year! We have been meeting faithfully once a week with a coach for the past 80 weeks.
If I ruffle the feathers here, please excuse me. But the “if I build it they will come” philosophy might have worked in 1995, but it’s now 2005 and the competition is fierce. I am not talking about competition between VAs, because this is one of the most giving professions that I know of. I am talking about getting recognized on the web. There are so many sites, that it can be extremely difficult to stand out in the crowd. It is no longer enough to have just a website. That must be just one single piece of your puzzle. What are your marketing efforts? What are your networking efforts? Are you using your business plan as a guide? Are you following your marketing plan? If not, do it. If it’s out of date, update it. Are you targeting anyone and everyone who has a pulse and a checkbook and it’s NOT working? If so, it might be time to revise your strategy. If you need help with revisions, we are here to help. Remember, we have ALL been where you are. Some of us might still be there.
You can get recognized using Search Engine Optimization, but that’s another long discussion for another thread.
How much time do you put into the marketing efforts of your practice? Are you achieving your desired results? If not, what can you do differently? I am not telling you to put in 16 hours a day on building your business, but just stop to think about how much time you are actually putting into it. Let’s face it, an hour here and there is not enough.
Being a VA isn’t just as easy as having a computer, fax machine and printer. When you are a VA you are an entrepreneur. As an independent business owner you must go in search of the perfect clients for you. Until you build your client base, the word of mouth referrals will be slim to non-existent. Market, network, “preach it from you front lawn”, scream it from the rooftops, and shout it out! You are in control of your business destiny. Today is the day to seize the opportunity. If you need help seizing it, just ask!
I am in no way, no how an extrovert. I am as introverted as they come. I am your classic INFP with extensive introverted tendencies. If I can do it, anyone can do it…literally.
