Strategic Partners

Strategic Partners

Define your Terms to Create More Sales

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When I first discovered Linked In a few years ago I made a determination that it was a valuable resource for those looking for jobs or searching for employees. It was a perfect way to introduce people I knew looking for contacts within larger companies but didn’t seem to have a fit for marketing smaller businesses. Well….as with most social networks LinkedIn is being morphing by its users. We are making their infrastructure work to meet their needs.

 

Here is an example. I received an unusual request to connect last week from Jennifer Nguyen, CEO of Citinannies who found me on Linked In, researched my site and emailed me directly. This request was unique in that she wasn’t trying to sell me something (like some who’ve cold called me through my Linked In profile) but framed her request in a tactful intelligent way. Of course I responded immediately and had a highly productive conversation. I thought you might like to see how she framed the invitation to connect.

 

Dear Kathie –I know we both have a lot going on with our professional and private lives….being is busy is good I suppose in our fast paced world. My name is Jennifer and I wanted to formally introduce myself to you. I would love hear more about your business. Would you like to take 10-15 minutes on this Thursday or Friday to collaborate or brainstorm ideas how we can help each other? Let me know what time/day it is convenient for you or just feel free to me on my direct line anytime on Thursday or Friday. If you are not available those days, let me know what day is best for you next week.

 

I am looking forward to talking with you! Thank you for being my linked-in connection.

 

Jennifer Nguyen – Citinannies

 

I learned Citinannies offers more than a nanny directory and is looking for strategic partners for potential expansion to new areas. Plus learned she has another business she is looking to launch and may need some strategic direction that I might be able to help her with.

 

Overall this was a great experience and one I hope to duplicate from my end. What about you? Would connecting with strategic partners through LinkedIn or your other social networks be of value to you? Think about ways you might connect. If you’ve already had a great experience. Please share!

 

Networking Makes the World Small

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I had the unexpected pleasure this week of encountering several women who are part of my social network in a far away place, Dallas, Texas. Imagine the feeling of seeing someone you’ve been watching online, read their articles and regularly read their newsletter…but have never met in person. I found myself this past week, walking through the eWomen Network trade show when I caught a glimpse of a familiar profile. You should know I came to this event knowing only one person, my mother. (But that is another story.) Surprised to find someone I might know, I touched the woman’s arm to get a better look and discovered Nancy Juetten of Main Street Media Savvy from Seattle in her signature blue dress.,

 

Again, I had never met her in person, only seen her online. Based on the content of her website, articles on Biznik and e-newsletter, I refer clients to her fairly regularly so you can imagine my surprise to meeting her in person.Later that weekend, I found Nancy in a huddle with some women from Seattle and met Marcia Brixey, author of The Money Therapist and Lori Richardson of Score More Sales.

 

Again, both only online acquaintances, we had a chance throughout the weekend to connect and learn more about each others goals and specialty.After this experience, I am challenged to pick up the phone and call those I follow online. Better yet, if they are within proximity, I will travel to where they are. I am confident the alliances we began this weekend through the extended personal connection will pay off for all.

 

The small world phenomenon is rampant in the Portland Metro area leading me to state my belief that in this town there are only three degrees of separation rather than six but this is my first out of state scenario.

 

What about you? Have you experienced the small world outcome of great networking? Tell us more!

The Busy People Networking Philosophy

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I was commenting on a conversation stream on Biznik about increasing networking effectiveness when I discovered I had documented the “Busy People” philosophy of networking. Here is our take on networking along with framework to focus your activities and get better results. Let us know what you think! We’d love to hear from you.

 

Networking takes time. Time is money. Those using networking to build new business can’t afford to misuse time. It costs in dollars and lost opportunities when done haphazardly. Hence, I promote planning.

 

Your networking is truly part of your marketing mix. With that in mind, network strategically to gain exposure, build your credibility, and do your own market research in addition to lead generation.

 

Great networking conversations are built around discovery. Not selling! If you get around a lot the conversations do become second nature. If you don’t, it pays to plan.After doing your homework (know who you are, what you do, how you can serve others) you can show up, ask good questions, and learn far more about another person in a very natural conversation than you would by talking about yourself.

 

Here are a couple of things I teach and practice to increase my payoff and leverage time when networking.

 

I choose events by the following criteria:

 

  1. Target market rich (potential business development)

  2. Target strategic partner rich (potential opportunities, cross marketing, and resources)

  3. Fun (we are whole people, not just our work)

  4. Contribution (attending events to give back to the community, people group, or individuals makes me feel good)

  5. Professional Development (I always want to be increasing my knowledge base)

 

Here is another quick list. Develop key questions to discern the following:

 

  • Is this a prospect? (not so I can sell them on the spot but I can know how best to follow up)

  • Is this a potential partner? (I am always looking for people who do exceptional work)

  • Is this a connection to opportunity, resources, or information? (We can learn alot from from other people’s experiences)

  • Is this a great person to know. (Sometimes the person you are speaking with is just “cool”. (I like to know cool people.)

I have to tell you, when I hear the phrase “elevator speech” I cringe. I think it is overrated in most business networking environments. You can have a killer elevator speech and bomb on the follow up conversation. Good questions overcome many a botched opening introduction. I know. It still happens to me.

 

Do you have a networking philosophy? If so, please share!