At a Chamber of Commerce Business Card Exchange several years ago a well-dress woman walked up to me, business card in hand and, in perfect form held it in both hands in front of me, gesturing for me to take it. I took the card from her and smiled. She looked up and in a polite voice, said "Thank you," and walked away. How sad. Here was this obviously well-intentioned woman, who most likely owned an interesting business but never learned what to do at a card exchange. Somewhere she bought into the idea that you were suppose to hand out as many business cards in as little time as possible. Clearly, this does nothing but waste business cards. Great for card businesses, not so great for yours.The other extreme is the person who spends the entire time at a card exchange talking to the same individual, sometimes even people from their own company. Again, this is quite unproductive. The purpose of a business card exchange is to get to meet new people in a pleasant atmosphere.While there are many good books to help you hone your networking skills including, Sue Roanes How to Work a Room, the essence of networking is quite simple.Businesses run on relationships. Ive always felt that everything that we do is about personal relationships and a business just gives us a playing field on which to do it.Following that theme, growing your business is about developing and nurturing relationships and card exchanges and similar networking events are really the starting point to begin what will hopefully become a mutually rewarding relationship.Since your time is limited, it is a good idea to spend only a short time speaking with people, especially those you already know. If you feel a resonance with someone youre talking with, make arrangements to follow-up your connection at a later date and move on to meet someone else. Im sure the shy looking person in the corner, who is probably there for the very first time, has something interesting to say. Why not go over and extend your hand.The other big faux paus I see over and over again, are the people who approach the networking meeting with a "me, me, me" attitude. A better approach is to learn about the other person first. You then have the option of explaining how what you do might be of interest to them. This establishes a stronger platform for communications, for as speaking legend Zig Zigler says, "You get what you want by helping other people get what they want."Care about the other personThere are better ways to network and meet prospective business contacts. For openers, (no pun intended) people are more responsive if you first show some interest in them and what they do. There is an old clich that says we have one mouth and two ears for a reason. If you listen more than you talk, you will automatically find people more interested in talking with you and being around you.Marketing guru, Jay Abraham, once said that "Discovery is the fuel of competitive advantage." Get curious. Become interested in other people and what makes them tick. Really care about the other person. If you take the time to investigate, you will find that even those people who appear quite ordinary have a story to tell. If you show an interest in them and their lives, you will not only increase your chances of doing business with them but you may gain a friend as well.How do you do that?When you do introduce yourself, do so in a way that states the benefit of doing business with you. Saying "Hi, my name is Mary and I sell insurance" is not very exciting. However, if you were to say, "My name is Mary and I help people prepare for the uncertainty that may be in their future." This causes the other person, if they are at all curious, to ask, "How do you do that?" At this point, you have opened the door for a further explanation or "commercial" for your business. You can go on to explain the benefits of your products and services.As an exercise, devise three or four ways to introduce your business. Let each one focus on a different benefit of your product or service. Test each of them at your next networking event.Remember: people do not buy products or services, they buy benefits and solutions.The more you focus on communicating the benefits gained from using your products or services, the more you will benefit from the increase in business.With prospecting new business becoming more and more difficult, a personal relationship is even more important and the Chamber of Commerce Card Exchange offers the perfect playground for you do it, besides the food is usually pretty good too.
Have you ever been invited to a networking breakfast? Or a networking lunch? These may should sort of strange to the person who has never been to one before, but these types of situations are key to moving yourself to talk with others about what you do, how you do it, and what you provide in the form of services and products. Many areas have their own type of networking events These include business meetings to talk about the economy, or business meetings to set new ordinances for the local surroundings everywhere you have people; you have the opportunity to do additional networking. The more people you know and talk with the stronger your network of business contacts and customer contact is going to become. The first step to successful local networking is going to involve doing itYou need to get out there, and be where other business owners are, or at least where large groups of people are going to be found. Next, you need a good opening question. The best question you can ask a person when you are networking is, what do you do? This is not only going to open the door to talking with another person, but also it is going to open the door for that person in turn to ask you what you do which is just what you want them to ask you!Networking should be done in conversation when you are in situations where you dont know someone all that well. Business cards are often given out, and passed around. If you are heading off to a club meeting, or a networking business affair, you should also have marketing materials with you, such as a brochure or some type of printed matter to show and tell others what you do. As others find your materials handed to them, or presented on a table of information, they have something tangible to take with them, read later, and to think about later. Collect phone number, emails and information about other businesses. As you collect information about others, you will soon learn that you can use this information after you are back at the office, back at your own business. Create a marketing package for each individual that you have met. Mail out the information with a personal note from you, that it was great talking with you, and you just wanted to share some additional information about your business with them, in case they ever have a need for a product or service that you provide. This is very straight marketing, after the initial networking event, make it work for you!
Whether youre an introvert or an extrovert, feel like you have the gift of gab or just dont know how to make small talk, networking know-how is very important for your business success. There is a notion in business that I believe most of us subscribe to that says all things being equal, people will do business with and refer business to those they know, like and trust. And the key to this is obviously being able to develop relationships.Think of networking as the cultivation of mutually beneficial, win-win relationships. In order to be win-win, there must be GIVE and take (notice the emphasis on give). Networking shouldnt be viewed as events where you go to sell your business. When effective networking is taking place, the parties involved actively share ideas, information, resources, etc.Ok, so you know that you should be networking because it is one of the most cost-effective lead generation activities when used wisely, appropriately and professionally. But, maybe that seems easier said than done. Heres a seven step plan to really get going with networking for your business.1. Check out several groups to find the best chemistry and perceived value. Most groups will allow you to come and visit at least a couple of times before you have to join. Go and ask around to find out why others have joined and what value they get out of belonging.Resist the urge to just go join the Chamber of Commerce simply because everyone tells you thats what you need to do. If thats not where your target group can be found, then you might just be wasting a considerable amount of time (and money).Im not telling you not to join the Chamber. Just be clear about what youd like to get out of this or any other group. If its to find prospective clients or referral sources, then you need to be networking where those resources can be found.2. When you find a group or two, join and go to all the meetings you can. Dont go just once or twice expecting things to happen and then if they dont quit. Building mutually beneficial, win-win relationships will take some time.The contacts you make need to constantly see your face and hear your message. Continual contact with others over time will open up opportunities for you to go deeper and learn more about each others thoughts, ideas and capabilities in regards to your respective businesses.Know, like, and trust generally only happens over time. Being regular and persistent will pay off.3. Get involved - be visible. Do as much as you can to make yourself more visible within the organization. Volunteer to help with meetings, be on committees, or become a leader or board member.Being involved does a couple of things for you and your business. First, youll get more opportunities to establish connections and get to know some of the contacts youve made even better. Secondly, the higher the visibility you have in the group, the less youll have to work to make new connections. Instead, as new people come into the group, they will likely seek you out because they view you as a leader within the organization.4. Keep your circles of contacts informed. Dont just assume that running in to someone once a month (or even once a week) will cause them to start doing business with you or sending it your way. You need to let them know whats going on when youre not at that particular group in order to inform and educate them.Send them invitations to your events or open houses. Send them email or letters to share big news or success stories, especially anything of relevance to them or those in their networks of contacts. If you believe that you have valuable ideas, information and resources to share with others, then doesnt this just make sense?5. Work at GIVING referrals and sharing valuable information. Thats right, you need to be willing to GIVE before you get. That means you need to get to know other members and what makes a good prospect for them. What kinds of information might you have access to that could be useful to them?You may initially think you dont have much of value to share with others (besides your business and what you provide). Part of the key to getting good at giving is to not make assumptions. For example, dont assume that some basic resource (e.g., a web site) that youre aware of is familiar to someone you might be talking to just because they are the expert in that field. Be willing to ask if they know about the resource and ready to share if they dont.Want to get better at actually giving referrals? Heres a simple question to ask someone youre connecting with. How am I going to know when I meet a really good prospect for you?Just the fact that you are willing to explore giving will elevate your know, like and trust factor.6. Focus on Quality, not Quantity, Quantity, Quantity. Its not necessarily about the number of connections you make, but about the quality of the ones you do make. Are they mutually beneficial, win-win relationships?Quality connections will be identifiable because all involved parties will be actively sharing ideas, information, and resources. Yes, it is true that you need to spend some time and effort getting to know the other person(s) and whats important to them. But, you also need to be clear and actively thinking about what information or resources you want and need.Staying in touch with and following up with a smaller number of quality relationships will generally be much more productive than trying to follow up with a larger number of superficial contacts.7. Be persistent, but be patient. The goal of a networking event shouldnt necessarily be to come away with prospects every time you go out, but to come away with great connections. Networking usually takes time to get the relationships developed and nurtured.Dont approach networking as a scary proposition or a necessary evil for being in business. Take the pressure off yourself and really focus on how you might be able to connect with someone you meet. Focus on them first and look for ways to be useful to them. As you become known as a connector youll eventually be ready to reap what you sow.
A Networkmarketing Builder? Yes, I will outline now step by step how you and your downline can use a "Networkmarketing Builder", to create excitement and explode your easy home business, fast. Consider for a moment, the perfect automated recruiting and training system, that will work for you promoting any Network Marketing business or Ordinary Business. A"Networkmarketing Builder" is a user friendly software for your PC that makes it simple and automatic for any network marketing business(es) you're involved in. You need a completely automated duplicable system anyone can use... * A free E-mail Marketing Course that you can download from here: http://newsletter.easy-home-business.com/EMS.pdf (This file is in PDF format (Acrobat Reader). Acrobat Reader: http://www.adobe.com * A Free Networkmarketing Newsletter that you can obtain here: http://newsletter.easy-home-business.com * A Networkmarketing Builder Let me first explain exactly why a "Networkmarketing Builder" is the perfect tool for you and your downline to build your business fast. Then I'll get right to the strategies for success using less time and effort. I'll insure you're maximizing your efforts using the "complete" system for your PC while saving you valuable time. Time you need to "get away," knowing your PC is hard at work for you. Spend this "time" with family, friends and for yourself. Let me tell you the "Secret of Networkmarketing Success": "The fortune is in the follow up!" Did you know that you can automate the "Key" aspect of successful Network Marketing Online and GROW YOUR NETWORK, STARTING TODAY! A "Networkmarketing Builder" can insure your success, as well as your organization, by providing the tool that will automate the "Secret of Networkmarketing Success": YOUR FOLLOW UP! **Plus, you can provide this tool to your organization that will generate excitement, growth and cash! Not only for sales made through your own "Networkmarketing Builder" Web Store as a reseller, but cash from ALL orders your Associates and contacts make as well.** **All while you and your downline are exploding your organization!** And there's a brand new Web based version of "The Networkmarketing Builder" called "The Online Networkmarketing Builder". If you would rather manage your contact base and automated marketing from a Web based interface, and not use PC based software, click here: http://newsletter.easy-home-business.com/hts/postmasterol.html More about "The Networkmarketing Builder"... A "Networkmarketing Builder" can help you manage your contact database and keep in touch with automatic, personal and consistent follow up, because was originally designed specifically for the Network Marketing Industry. The biggest problem we see in the Network Marketing Industry is people just don't have enough TIME each day to build their business. So, they soon get frustrated and quit or move on to the next opportunity promising wealth and freedom, only to find out they have the same problem. Not enough TIME to build their business! There are a few keys to the beginning of a successful Network Marketing business. * First, above ALL else, you must get started right away. Procrastinating this step will nearly insure failure. * Second, realize people DO procrastinate and put decisions off. The first few times you contact a prospect the timing just might not be right. You simply MUST follow up and keep in touch consistently. This will insure when they're ready you get in touch with them. Don't miss the opportunity to recruit a player that decided to go with another company because he or she hasn't heard from you. This is where the problem comes in. People don't have the time to follow up with prospects and their downline near enough to be REALLY successful. You must make it easy for a new member to get started and duplicate your system! E-mail and the Web are the answers! It costs you about $20 a month to send as much mail as you want; And $300 a year to host an entire web site The cost of phone calls and the postal service can be hundreds of dollars a month. Now, I would never recommend to forget the phone, fax, voice mail or snail mail. These are all part of building any successful business online and off-line and simply must be used. * The third is a good consistent supply of pre-qualified leads for you and your downline. This is a Networker's dream come true! Because you can do it all with less than 15 minutes a day! * Copy your sales and training follow ups into "The Networkmarketing Builder" * Import your prospects and downline members * Then "The Networkmarketing Builder" does the rest for you, following up and keeping in touch for as long and as often as you want. INFORMING, SELLING, EDUCATING AND TRAINING AUTOMATICALLY Imagine an automated system that delivers information to your potential customers and then follows up with them automatically over a preset number of days, weeks, and months. An automated system that nudges, inquires, follows up, reminds and answers questions for each and every contact in due course, over and over... Having an automated system to send e-mail communication and follow up to your potential and existing customers will save you time and money. Maximize your marketing efforts, stay organized, and make more MONEY in less time. Systematic follow up will insure all your prospects are walked step by step through your opportunity and your product line. They will receive the whole story a little bit at a time taking them by the hand right to the sign up. Keep telling them about the features and benefits you and your "network marketing" company can offer them until the time is right for them to join or you strike a chord. What if you could AUTOMATICALLY... * Help train and motivate your downline members? * Follow up and keep in touch with your prospect ? * Contact your customer to remind them of their reorder cycles? * Get new recruits started off fast and started off right? * Import your coop leads and begin to further qualify immediately? * Make one file of your prospecting letters to send to your members so they can import it into "The Networkmarketing Builder" to begin building their business immediately? Sounds great, but where will you get the sales letters to follow up with? This is a fair question. But there are many resources to depend on. This is one reason you decided on network marketing in the first place right? The support of a company and your organization! * Contact your upline (often the letters you need are ready) * Find all your old sales letters and applicable outgoing mail * Work together with your upline and downline to assemble a series * Be sure to share your series with your members * Subscribe to our free Easy Home Business Newsletter, going to the following web address: http://newsletter.easy-home-business.com/index.html "The fortune is in the Follow up" You can use a "Networkmarketing Builder" to expand your organization, then resell it to your downline creating excitement and results right away. Encourage them to resell it to their new recruits as well and earn second level commissions. Another important benefit is you can send new members one file to import into their "Networkmarketing Builder" that includes prospecting and training message series for your Networkmarketing all ready to go! This way, your Associates can simply plug new and old prospects or import leads directly into their "Networkmarketing Builder". Then they automatically start sending sound consistent follow up in a timely manner. This will boost their sponsoring efforts and build excitement immediately!! This is a powerful Networkmarketing tool. When a NEW Networkmarketing member joins, you can mail them a file to import into their new "Networkmarketing Builder" program that contains tons of sales letters, follow ups, training and more. They can customize them; then import their own contacts and new prospects into the "Networkmarketing Builder", and start sending messages that sell the plan and your products. They can now keep in close contact with all their prospects and organization, automatically! If you have an existing organization that's even better, you have a built in prospect list and reseller force. Since it will be in their best interest, and yours, this is a win-win situation! Tell them how a "Networkmarketing Builder" can help build their business and organization while saving valuable time and money. Even beginners can simply plug people into the "Networkmarketing Builder" and let their computer do the lion's share of the work following up. This would be perfect for your network marketing business! Do you see the power with your own personal "Networkmarketing Builder" for your networking business and Associates? Another very successful strategy is to coop your lead generation and put a system in place to divide up your leads into files and send them to your associates. Using the "Networkmarketing Builder" and participating in your coop lead generation system your downline has access to the perfect downline building system. They import their leads and start building their business right away. The Industry is growing faster than any other time in our history but competition is fierce.... YOU NEED TO LAYOUT A SIMPLE AND EFFECTIVE RECRUITING SYSTEM THE AVERAGE PERSON CAN GET RESULTS WITH. COMBINING A LEAD GENERATION SYSTEM WITH THE POWER OF THE "Networkmarketing Builder" IS THE SOLUTION NO MATTER WHAT NETWORK MARKETING COMPANIES YOU REPRESENT! Imagine providing the marketing tool that almost guarantees your new and existing Networkmarketing recruit's success. You can help them automate their follow up and lead management. This insures you and your downline are doing a TON of work, in just minutes a day. They can import yours or the company's pre selected messages right into the "Networkmarketing Builder" to grow their new business and yours. The "Networkmarketing Builder" automatically gets your new partner started off right and started off fast! Don't forget you earn commission on every order your downline and customers sell as well. The power of duplication at your fingertips. Your new recruits just plug their new and old prospects into their software and off they go sponsoring faster than ever. Not only can it follow up with hundreds, even thousands of your prospects in a few minutes per day, but you can also ... <1> Send a training series over 12 months or more keeping your downline informed and motivated <2>Advertise and mail a free "Networkmarketing training series." Of course your information covers the benefits of your products and opportunity all right in the same series. <3> Mail a "getting started fast" training series to all your new recruits. Let's review how much time you're spending on your mail communication. Use minutes or hours in each blank. 1) Keeping customers posted on specials and new products per day_________ 2) Following up with prospects requesting more information per day_________ 3) Keeping track of your contacts and e-mail communication per day_________ 4) Introducing a new product to your contact database per day_________ 5) Motivating and training your employees and associates per day_________ 6) Educating your customers and prospects per day_________ Total hours spent per day on these activities? >>>__________ Your cost ($$$$) ? _________ A "Networkmarketing Builder" affords you the opportunity to do much of this communication in minutes, not hours. WORK SMARTER NOT HARDER! Click here to download a free copy of Postmaster "The Networkmarketing Builder": http://newsletter.easy-home-business.com/hts/postmaster30.html To Your Success, Dr. Roberto A. Bonomi
Success in your career depends upon how well you manage your professional development. A prime source of this development comes from being a member of a professional association that relates to your career. As a member, you can attend conferences where you advance your skills and meet people who can help you.Some people, however, treat conferences as a paid vacation. They party, they skip sessions, and they return home with little more than a stack of receipts. That costs them (or their business) money and contributes nothing to professional growth.Heres how to get the most out of your next conference.1) Start With a PlanFirst, make a list of your goals for attending the conference. For example, this could include the information that you want to gain, the relationships that you want to deepen, the people you want to meet, and the things that you want to buy. Also, make a list of questions that you want to have answered while youre at the conference. This list will help you focus on your personal agenda during the conference and will maximize your chances of returning with something of value.Then, scan through the program to select those sessions that will help you the most. These could be on topics that teach skills leading to a promotion, help open new opportunities at work, or answer important questions about your career. If many valuable sessions are scheduled at the same time, then select your first and second choices. You may find that one of the sessions has been canceled or filled (sold out).Highlight your top priority sessions so you can sign up or arrive early. These sessions generally have such great value that they justify attending the conference, and you want to make sure that youre there when they start.If your boss must approve attending a conference, use your plan to justify your request. Be sure to include explanations of how the information, relationships, and participation at the conference will enhance your value to your company. Wise leaders always support someone who relates a request to the benefits that come from it.2) Work the PlanWhile at the conference keep your list of goals and questions in mind. Begin each day by checking your list and identifying those goals that you can achieve during that day. For example, some sessions may provide information that answers some of your questions. At the end of the day review your list and check off those goals that you accomplished. If you discover new opportunities, then add them to your list of goals. And if you find yourself stuck on reaching a goal, seek out a senior member whom you can ask for advice on how to achieve it.3) Meet PeopleOften the greatest benefit of attending a conference will be the relationships that you start while there. These relationships can become sources of information, friendship, and job opportunities.Thus, make it a point to meet new people. Instead of spending all of your time with friends or colleagues, go off on your own. Join other people for meals. Sit next to them during the sessions. Start conversations while walking between sessions. And be sure to ask for a business card. Then you can add that persons contact information into your contact database.I encourage you to introduce yourself to the speakers. They were invited to speak at the conference because of their expertise in your profession. Thus, they can become valuable resources for information, assistance, and referrals. The best time to meet speakers is right after they finish their presentation. Introduce yourself, offer a brief compliment on the presentation, and ask for a business card. Of course, if you meet them again at the conference, use this as an opportunity to talk further.4) Apply What You GainedWhen you return home, set aside an hour or so to review the notes that you took while at the conference. You may want to schedule this on your calendar before you leave for the conference.Review your notes, identifying the main ideas. Then convert each of these ideas into an action on your list of things to do. Once you finish the list add a completion date and assign a priority. Recognize that this step converts everything that you learned, collected, and gained during the conference into tangible benefits for yourself and your company.If you are an employee, I recommend writing a report for your management. Document the key ideas that you gained and describe how they can be applied to your work. If youre an independent, you may still want to write such a report for yourself because this formalizes what you gained from the conference.5) Be GratefulWhen you return home, write thank you notes to the people who helped you at the conference. This simple courtesy sets you apart as an exceptional person. I especially recommend writing notes to:1) The leaders in the association. They worked hard to organize the event.2) Members of the staff who helped you. These people can help you get the most out of your membership.3) The speakers. This could start relationships with experts and celebrities in your profession.4) New friends. This makes you memorable when you meet again at the next conference.Use a conference to immerse yourself in the society and the technology of your profession. And then apply what you gained to advance your career.