networking

networking

Get your life back! Calendar Control for Busy People

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Start well – Reinvent now

 

When I launched my current company in 2002, one of the best business strategies I employed to accelerate my launch was to create an advisory board. This scared me to death because I felt ill equipped to afford each professional’s expertise but I desperately wanted to succeed with my new idea. You see, after a failure in my first business launch I’d built my second organization to 1/2 million under the umbrella of a national brand. You know the deal, for myself but not by myself.

 

 

Here I was , launching my third venture, I was now a company of one. My assets were my experience, tons of leadership training, my ability to overcome challenges, my first book under my belt, a strong network and personal brand, a few coaching clients, and a strong belief in my big vision but NO significant cash reserve. All I had to lose were my time and pride and yet everything to gain.

 

I’d read Napoleon Hill’s Keys to Success: The 17 Principles of Personal Achievement and discovered I had a few keys working for me with my positive mental attitude, applied faith, and definiteness of purpose. The power of the mastermind alliance was a new concept especially as it described the application related to an advisory board. Again, with nothing to lose I made my requests.

 

Here’s how creating a board of advisers can work, guerrilla style:

 

  • Get clear on your objective. Exactly what do you want your advisers to do for you? Help you vet your idea? Give you their professional feedback? Point out the blind spots? i.e. In 2002, my objectives were to have the leaders I selected point out my blind spots with a program I wanted to license. (If what you want is professional services you really should be paying for them.)
     

  • Make a target list of advisers you feel would add the most value. You don’t have to know them well. Plan on a diverse group to get a broad spectrum of ideas.
     

  • Set a date for the advisory board session(s) far enough in advance so those who decide to participate can plan.
     

  • Contact each person individually and make the request. Plan for coffee or a get acquainted call. Be as concise as possible and share your objective clearly.
     

  • Follow up with each person. Thank them for their time regardless of a yes or no. For those who said yes, email a detailed thank you with logistics for the upcoming session(s). Reiterate your objective and desired outcome. Ask if there is anything you can do to reciprocate.
     

  • Do your homework. Prior to scheduled session, prepare a presentation as you would for an investor. Make it clear and concise with specific requests.
     

  • Lead the advisory board session with confidence. Introduce each of the players and share why you selected them. Watch the time so you can dismiss in the time you promised. Make your case. Share what you know, state your assumptions, and ask for feedback.
     

Rinse and repeat, as needed.

 

Note: I provided lunch, once a month, for 6 months. I kept the meetings to 90 minutes. You could duplicate this or any variation. I targeted a banker, attorney, business development consultant, international entrepreneur, and a CPA.

 

Why am I bringing this up now? Over the past 3 years I’ve been watching small business after small business drink the Kool-aid, buying into programs, hiring experts who’ve made a million (or 6 figures) doing what they want to do. (Yes, I will admit, I’ve bought into some of those same programs too.) The problem is…those leaders are not YOU and I. As a result, it’s likely you’ve added many processes that are superfluous to your core offering, detracting from that brilliance your prospects are hungry for ending up with an over complicated model making it hard for you to reach those who truly need you.

 

Picture trying to build the Titanic when you only need a small speed boat to reach your destination.

 

So the question becomes, “How do you course correct when you are mid-game?”

 

My answer: Pretend you are starting over. What would you do if you didn’t know what you think you know? You’d ask for help. [Read that sentence again slowly.]

 

My question for you, “Are you done struggling yet? Are you anxious to step away simplify, streamline, and remain agile? Are you ready to try something different?”

 

If your answer is yes, let’s go!

 

Stop going round and round trying to see into the crystal ball to predict the future. End your frustration with “what isn’t working” today. Create a focus group or assemble an advisory board, and be willing to have your presumptions shot down so you can simplify,

 

Sure, brutal honesty it isn’t fun but yields incredible results. There is a market waiting for you to show up and do what you do best!

The Path of the Organically Grown Entrepreneur

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“Having a well stocked marketing arsenal of tactics doesn’t make you any more of a great marketer than having a tool belt makes you a great carpenter.” Bill Dolan, Spirit Media

 

Organically grown entrepreneurs* have the challenge of always being in some kind of learning curve. You know what I am talking about…you are doing things you’ve never been taught, you didn’t go to school to learn, and are looking for guidance from those who’ve done it or you are just figuring it out on your own. You know intuitively you have to do more than “dress the part” you have to know what you are doing and where you perform best.

 

*Organically grown entrepreneur: an owner or manager who runs a naturally grown business enterprise based on their vision, talents & strengths, who makes money through risk and initiative .

 

 

This path is full of leaders just like you and I hoping to learn from each other to avoid pitfalls, inspire action and ultimately realize our vision. Each of us has wisdom to bring to the table.

 

Here are the top 10 things that have made the biggest difference in the journeys of those I coach, including myself.

 

Relationship Building Musts:

 

  • Never stop building a qualified list of prospect, partners & opportunities.
     

  • Automate & systematize a method you can personalize to keep in touch with your clients, qualified prospects & partners.
     

  • Keep your finger on the pulse of the world and its effects on you and your customers. Know what matters to them at all times.
     

  • Get out of your own backyard. Network with peers from other areas, states, or countries. Expose yourself to fresh ways of thinking. This can be a game changer!

 

Invest in your Vision:

 

  • Assemble an effective implementation team. The DIY mindset will cost you.
     

  • Assess your revenue model and invest in technology, education, or coaching to help you create sustainable sales and consistent delivery of your sweet spot.
     

  • Invest in YOU! Make personal mastery your goal. The better you understand yourself, the more effectively you can lead your company and others.

 

Mindsets that Matter:

 

  • Think beyond your salary. If you started a business to make yourself an income you will struggle. If you have a mindset to build a business enterprise offering a valuable service that impacts others lives you will accelerate your growth. (Hint: this applies whether you own the business or not. See yourself building a portfolio or organization and you will sub-consciously present yourself more powerfully.)
     

  • Network up! “Your income will average the 5 people with whom you associate most.” Jim Rohn
     

  • Never quit. If you decide to close your doors and do something else, you will make the best business decision and take all that experience with you. If you take a measurement today and determine you are not where you want to be, make intelligent informed changes.

The greatest marketers discover how to authentically and ethically increase their visibility, build credibility, and create opportunities with those who derive the highest value exchange from their services. The best thing an organic (or naturally grown) entrepreneur can do is to associate with others who understand this path.

 

Keep the faith in the journey!

 

Please add your insights too…I’d love to hear your personal success factors. 

 

Marketing YOU! 10 grass roots outreach activities that really work

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Are you tired of investing in marketing that just doesn’t seem to pay off? Every time my calendar needs a boost I pull out these tried and true grass roots, low cost, high impact marketing tactics.

 

Strategically Network

 

1. Set up 3 appointments with providers who serve your ideal clients. This could be a phone call or coffee. Just be sure the time is used to your mutual benefit.

 

Be prepared with survey* questions and information or connections that could be of value to your partner. Let them know what kind of projects and goals you are working toward.

 

2. Contact 3 of your past clients. Repeat activities in #1.

 

3. Review your past proposals. Contact each by phone even if they’ve chosen another provider. Repeat the activities in #1.

 

4. Review the business calendars in your local paper and online. Find 2-3 new events to attend in the next 30 days. There are always new events, professional development, and happenings that would add value to your own business, expose you to new audiences, and add value to those you are contacting in steps #1-3. (Stop attending anything that is not producing value.)

 

Make a Name for Yourself

 

5. Start speaking. Consider everywhere you go a “mini-stage”. From your introduction to an informational presentation to a keynote, find places to share your insights and secret sauce.

 

6. Host your own event. Invite your top prospects, strategic partners, and/or past clients to an informational event. Plan to provide valuable information, insight, or introductions. If hosting an event on your own seems daunting, find a strategic partner who could benefit and share the load of producing. This doesn’t have to be costly.

 

7. Start writing. Your audience wants to know what you know. The mistakes you could help them avoid, the pitfalls, debunk the myths and lies they’ve been fed, give them the secrets to success…YOU know these things. Share them. Don’t let the fact that you had a teacher in your past tell you writing was not for you get started making lists, share your ideas, and do what works for you. Just get writing.

 

8. Join the conversation. Find others who are talking about what you want to talk about. This might mean you have to leave some of the groups you are currently involved in. Ask questions. Add your insights. Don’t worry about the competition. There is more than enough to go around. Get Grounded

 

9. Slow down to speed up. Shift your attachment and value from being “busy” to becoming “intentional”. Evaluate how you can create more impact from less effort. This takes reflection, evaluation, assessment. That won’t happen if you have no margin in your life or business.

 

10. Get out of your office. Connections are made when people see you. This can happen virtually if you are in a forum where you can be heard but will most likely be in your own back yard. Attend an event that interests you for no other reason than that it interests you. Do something fun. Learn a new skill. Take a class. You are a whole person. Your business will not fail if you walk away from the helm to renew your energy and add some fun.

 

*Survey questions I typically ask. What are the changes going on in your industry? How are they impacting you locally or personally? What are your key initiatives for 2012? Based on your experience in your profession/industry, what short or long term impact do you see on your business?

 

**Value add resources are anything of high value to the person I am speaking with. This could be events, books, insights I’ve gained from reading books or attending conferences, connections I can make for them, etc.

 

Grass roots’ marketing is organic. It builds trust. It lets your audience get to know and experience YOU. The bottom line is that this type of outreach really works. Apply for 30 days and see what you get…then do it again.

 

Do you have some suggestions to add to this list?

 

Want more Monetize Me! Expertise? Check out our Monetize Me! Expert Series. 

 

Secrets of Super Connectors

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Networking secrets are not news these days. Everyone seems to have their own bag of tricks. I’ve developed a few of my own strategies based two things. 

  1. Results from networking badly…and well.

    I’ve used networking as a warm cold calling technique in my early years with mediocre results that left me feeling like a sleazy sales person. I shifted mindsets when I had a big goal in mind and discovered how to network for mutual benefit and explore opportunities, resources, and needs. In doing so I unlocked an exponential stream of new business, partners, and a personal brand. i.e. I doubled my sales in one year and launched a successful consulting practice using professional networking strategies.
     

  2. Looking at folks I aspire to emulate.

    Harvey MacKay “Dig Your Well Before You’re Thirsty” clearly articulates C-level networking strategies and tactics that every person can learn from. Bob Burg is another who really gets it. His book “The Go Giver” talks about a powerful business idea. Serving others is the intention behind the idea of Super Connecting!

 

Secrets of Super Connectors
(behaviors practiced until they become unconsciously competent)

Here is a quick assessment for you…
 

Visibility

  • Are you showing up in the right places?

  • Are you being “seen” by the right folks?

  • Where do your natural referral sources or related professions gather?

  • Keep in mind, if you are out of sight, you are out of mind.

Credibility

  • Are you believable?

  • Do you appear…knowledgeable? successful? able to deliver?

  • What would increase your credibility factor?

“Value” Trail

  • Are you repeating the same old worn out networking lines? 

  • Find a fresh perspective. Ask better questions.

  • Get curious. Determine to learn more how you can be of service.

  • Be ready with helpful information. You have a wealth of knowledge within you. Everyday! 

Closing thought:
 

For those of you who are super connectors, reach out and connect UP. Who don’t you know but really want to know but are a little intimidated by? See if you can gain an introduction from someone in your network. Return the favor.

 

For those of you who are new to networking, reach out and follow up. Ask those you connect with for common mistakes to avoid, shortcuts, or insights they might share. Again, return the favor if you have some insights to share.

 

If you’d like to join my larger network here are a couple of options.

  1. Follow me on Twitter. www.Twitter.com/kathienelson

  2. Connect with me on Linked In. www.LinkedIn.com/in/kathienelson

  3. Connect with me on Biznik

Have your own ideas about what makes a super connector?  I’d love to hear!  Please comment.

 

In the meantime, Happy Networking!

 

What makes Super Connectors different?

Super connectors are strategically visible, credible and leave a “value trail”.

How to Know if Your Networking is Working

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I speak about networking several times a month and one question I can count on getting asked is “How do I know which networking events to attend or organizations to join?” This question is on people’s minds because it is all too easy to get caught up in the busy-ness of networking with only nominal benefit. A common misconception is that the purpose of all networking is to find clients and customers. While gaining new clients is vital, the truth is networking can and should have multiple purposes. If you are networking only for new business you are missing out on tremendous opportunities.A balanced strategic approach to new business development includes multiple forms of marketing, of which networking is only one tactic. You can increase your networking impact by selecting specific networking groups based on what you need to reach your business goals. Then define specific objectives for each group or event with which you can measure your return on your time investment.

 

I typically recommend that you choose ONE group for each of the five types of organizations described below. If you try to do more than that, you will spread yourself too thin, are less likely to follow through on follow-up and reduce the effectiveness of networking.

 

Sales & Business Development – Choose one group specifically for connecting with potential clients and sales development. Choosing which group to attend depends on your target market. If your clients are small to medium business owners in your geographic location, your local Chamber of Commerce is a likely candidate.

 

Another way to find a group for this objective is to focus on the industries your clients are in. Just about every industry has a professional organization with regular meetings. Read your local newspaper’s business calendar to get ideas.

 

Prior to making a commitment to join, I suggest you visit any organization 2-3 times. As you investigate each group ask yourself, is this group target market or target partner rich? Is the culture one that invites reciprocity and relationship?

Your key objective from your membership in this group is to build relationships of mutual benefit that lead to new business. With this focus you will be able to easily measure how much business you got from it. This may sound pretty obvious but it is curious to see how many people are networking ineffectively at this level.

 

  • Here is a quick basic formula to figure out your return:

  • Hours spent attending event = X multiplied by your hourly rate

  • Dollars spent in membership or fees = X

Add together to get your

  • Total investment in networking group = $$

How many leads and opportunities are you gaining to recoup these costs?

 

Don’t forget to include the meetings outside of the regular networking event to get acquainted with partners. That is a time investment that equates to dollars too. Don’t fool yourself on the value of your time. Make it an equitable exchange by working with all the facts.

 

Contribution – Choose one group for contribution. This might be a Lions or Rotary club, Habitat for Humanity, the Boys & Girls Club or other non-profit organization. When you attend this group your objective is to give back to the community or world. You DO NOT have your sales hat on in this type of group. The dynamic of building relationships with like minded people is that no only do you build life long friends but find those who become key resources and connections to opportunities.

 

Professional or Personal Development – Sales leaders pursue continuous improvement. Choose one group for professional or personal development. This might be an industry or trade group, Toastmasters, or leadership group. The objective of this type of group is to continue to hone your skills and add to your knowledge base. You DO NOT have your sales hat on in this type of group either. However as you meet and build relationships with people sharing your value of continuous improvement you have opportunity to meet potential strategic partners and referral sources.

Fun & Relaxation – Now choose one group for fun. This might be a hobby group, athletic group, spiritual group, etc. The objective for this type of group is for renewal, enjoyment and experience. You are a whole person. Every thing you do does not have to be about building business. Have some fun. It’s easy to get wrapped up in activity, worrying and focused on business outcomes and this type of group keeps you anchored to reality. Giving your self a break from business increases functionality everywhere else.

 

Professional Support Team – As you become more established in your business and have clearly defined growth goals for yourself, I suggest you add one more type of group; a Mastermind group. The principle of the Mastermind Alliance was first introduced by Napoleon Hill in the late 40’s when he published, Think and Grow Rich. A Mastermind group is a small group of trusted advisors who share the same goal. I’ve been involved personally in 3 types of mastermind alliances over the years. Their contributions have been invaluable to the growth of my company and I am humbled that all who participated felt the same way.

Now if you are in the first year or two of business development, I suggest you choose only 4 organizations to which you are committed to on a regular basis. Since your networking quality will depend on your ability to follow up, stay focused!

 

Strategic networking has multiple purposes. It is much easier to match your objectives with your goals and choose a group accordingly that you can test the outcome. For example, if the only thing you’re getting out of your business development networking is a sense of contribution, you know it’s time to start looking for another business development group!

 

In closing, ask yourself “Are the groups I am involved in meeting my objectives?” I challenge you to do a quick review of this past quarter activities. Are you getting a return on your time, money and energy investment? If not, it’s time to reassess where to invest your time.

 

Network strategically. Set clear objectives and measure your results. Doing so will make your investment in time and money pay off.

The Little Things Can Make a BIG Difference

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I was speaking for a group this week and was asked for the best way to find (and choose) a networking group. And even more specifically for their particular industry, loan originators. While I gave some pointers about choosing different types of groups and the tips to determine the dynamics I realized I neglected to get right down to the “how to”.

 

 

I’ve been networking for at least 18 years and a lot has changed since the introduction of franchised leads groups to the practice of networking. Both good and bad. One thing I’ve discovered is many learn the practice of networking without really grasping the purpose. We published an article a few months ago, “The Evolution of Networking”, in which we address the typical phases individuals go through as they master the purpose and practices.

 

Check the article at our website.

 

How to find a networking group.

 

  1. Check your local papers and business publications for the business calendar.
     

  2. Ask others in your profession where they network.
     

  3. Google “networking, (your local area)” and see what comes up. In Portland Metropolitan area, check out the list we’ve assembled to serve you.
     

  4. Visit your local chamber, or visit www.bni.com, www.letip.com and check out local chapters.

Before visiting or joining a networking group. Go back to basics. These basics should be in your working marketing plan. Most of us are continually refining these definitions as we gain experience and master the sales process.

 

  1. Get clear. Think about what you really do for your customers. Not in titles or in vague descriptions. Get down to the pains, frustrations, and angst you relieve. Build a power word bank of those key words in the pain quadrant. Don’t forget to add words from the WOW! spectrum too. After working with you, what is it your clients feels? For example, peace of mind, increase cash flow, debt free, etc. Remember this is not to manipulate prospects but rather to better connect, build rapport, and discover fit and time frame for your services.
     

  2. Get focused. Who are ideal prospects for you? Get specific and target your ideal market. Don’t be afraid to go for those cream of the crop individuals or businesses. Vague answers, such as anyone who needs what you offer won’t serve you, your customers, or your future network.
     

  3. Get partners. Identify those who share your ideal target market. These might be businesses who complement yours or those who are related to those in your prospective customers. For example, if you are a lender, strategic partners might be escrow officers, title companies, real estate professionals, insurance agents, CPA, financial planners, etc. These are service providers who complement your service. To go beyond the obvious, you can peer into your prospects Rolodex. Look at personal services such as hairdressers, personal trainers, door to door dry cleaners, personal chefs, etc. The key is to connect with those who might be aware of prospects with a need you can fill, who really understand the value of reciprocity and the power of partnering to increase impact, exposure, and add value to their customers.
     

  4. Get connected. Determine where to show up to make the connection. Select events, organizations, or periodicals that connect you with those in your ideal target market or with partners.

 

As you venture out to attend with the prospect of making connections, ask yourself. Will this group connect me with those in my ideal target market or those who could be partners?

 

Your time and money are valuable. Visit any group twice before joining to see if the chemistry fits.

 

If you have some recommendations on finding a networking group, please add your comments!