Viewing entries in
Networking

Comment

THE FOLLOW UP NOTE OR CALL

Sending a follow-up note is a solid way to build a new relationship. Short, upbeat, and handwritten would be ideal (as long as your writing is legible!).  It would also be ideal to send one to everyone you meet (tough to pull off, but ideal). 

Again, begin with a compliment or a statement that refers back to the conversation you shared.  Keep the tone upbeat and end by suggesting that the two of you get together for breakfast or lunch. 

Many feel that a follow-up written thank-you note is better than a follow-up e-mail.  A real signature in ink on real notepaper may take a couple of days to get to them, but it has the potential of being much more memorable than an e-mail. 

To meet the 24-hour follow-up timeline, try taking some thank-you stationery or note cards with stamps to networking events.  Write, address, and mail the notes directly following the event to the people you just met.

The Follow-up Phone Call

Making follow-up phone calls is good, but you will probably end up in voice mail.  When you do (and you will), start and end your message with your name and phone number.  If you are given the opportunity to listen to your voice message and redo it, take it.   Say your name and number closely and distinctly, without "swallowing" any words or syllables.  Assume that the person listening remembers you, enjoyed your time together, and wants to write your number down and get in contact with you.  Include a compliment or a statement that refers back to the conversation you shared. 

The Follow-up E-mail

There is no doubt that e-mail is a powerful, inexpensive, and widely used means of communication today.  I like e-mail.   It provides you with access that the phone and snail mail do not.  The same people who ignore phone messages may well respond to e-mail.  The secret is to create e-mails that are personal and focus on the relationship you have started with them – not on what your company does. 

Make yourself necessary to the world and  mankind will give you bread.”        -- Ralph Waldo Emerson

A signature file that includes your full name, e-mail address, and phone number so it will be easy for them to contact you.   Include in your signature The subject line of your e-mails needs to encourage the receiver to open it.  Create file a brief but powerful statement of how you empower progress.

And make sure all your e-mails include the address to your own or your company’s web site.  

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales & Leadership Speaker

 

 

Comment

Comment

10 GREAT CUSTOMER SERVICE TIPS

 

Here are “10 Great Customer Service Tips” distilled from 20 years of sales experience…

1) First impressions do matter. It has been said that you only have one chance at a first impression and that is absolutely correct. Smile, make direct eye contact, take your sunglasses off (if you are wearing them) and introduce yourself, but don’t be aggressive or pushy.

2) It is not what you say, but how you say it. There’s an old saying, “The tone makes the music”…so true. Even if the words we use are correct, if you are not sincere or believable, people will know. Think about when you shop for something, can you sense when someone is being sincere?

3) Give the customer your full attention. Don’t take calls, check your email, or text while engaging your customer. If there is an emergency, explain the situation, handle it promptly, then get back to the customer immediately. That customer in front of you is all you should be thinking about.

4) Make sure everyone knows what they are responsible for. If employees aren’t sure what their job is, then they might not be very helpful to customers. Everyone should clearly know their job responsibility, and that will help streamline your efficiency not only for your business, but in the eyes of the customer.

5) Never say: “That’s not my job”. Let’s say someone strolls in and is at the wrong place in your store or business relative to your exact job description. Politely explain the situation and make sure and escort that person to where they need to go. Have you ever had a waiter at a restaurant ignore you because it was not their table…How’d that make you feel?

6) Get rid of the fine print. If customers are continually confused by your policies or don’t understand something, then fix it. Your policies must be user friendly. If they are not, your customers won’t come back, and they will feel as though they’ve been cheated. If your cable company tells you that your price is good for two years, but the fine print says one…will you recommend them to someone else?

7) Never judge a book by its cover. I’ve seen it happen, a guy in flip flops and a t-shirt walks in a dealership and no one wants to talk to him yet it turns out he’s an Internet billionaire and ends up buying ten cars for full sticker…but nobody initially wanted to deal with this person. Don’t make that mistake.

8) Make sure your employees don’t gossip or talk about personal stuff at work, especially in front of the customer. I see this all of the time. If my salesperson is talking about their date or divorce to their co-worker, I’m not interested. When you’re at work it is always about the customer not your personal life.

9) Surveys and feedback are great. If someone takes the time to fill out a survey-read it. You’ve got a free consultant right there telling you what you need to know. Some people like to complain, but if you spot a trend, you better be all over it, otherwise your customers may go elsewhere.

10) Last impressions matter too. After a transaction or sale has been completed, do not celebrate your victory with other employees or rush the customer out, so you can get another customer. Focus on the customer in front of you at all times throughout the entire sales process. There will be plenty of time to celebrate after work, so save it until then.

 

Contributed by Till Kahrs, a Keynote Speaker who has worked with over half of the Fortune 1000 and is a frequent guest on Fox National News and ABC TV and author of “Enhancing Your Presentations Skills.”

Till Kahrs, Keynote Speaker & Business Communications Consultant

 

Comment

Comment

Mumpsimus Revisited

The generally accepted story of the word's origin is found in the 1517 writing of Richard Pace, a humanist and friend of Sir Thomas More.  Pace later became the Dean of St Paul's Cathedral in London.

Pace tells of a medieval monk who persisted in saying "quod in ore mumpsimus" instead of "quod in ore sumpsimus" when celebrating mass.  “Sumpsimus” is Latin for "we have taken," and the full phrase translates to "which we have taken into the mouth.”  “Mumpsimus” is just babble.

It isn't clear whether the well-seasoned monk was illiterate (though that is the general assumption) or whether the word was transcribed incorrectly in his copy of the mass.  What made this particular mistake memorable is that when a younger monk tried to correct the old guy, the older man replied that he had been saying it that way for over forty years and added, "I will not change my old mumpsimus for your new sumpsimus."

And that is how ‘mumpsimus’ came to mean: 

A. a person who persists in a mistaken expression or practice. 

B. an erroneous practice, use of language, or belief that is obstinately adhered to.

Not sure if you wanted to know, but now you do.

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

Comment

Comment

Showing Genuine Interest in Others

When you show genuine interest in others, it shines a big attractive spotlight on you as someone with whom to cultivate a relationship.  We have all met people who are totally focused on themselves, their interests, and their goals.

Are they fun to talk to? 

Can you rely on them?

Are they people you want to help?

It is, of course, vital to know where you want to go in life.  But if you exclude others because of your self-absorption, you are actually slowing down your own progress.  Include others in your journey.  Work hard not to be egotistical or selfish.  Work diligently to increase the number of people you actively support and who support you. 

Helping others to progress is the proverbial two-sided coin.  It helps you to progress in equal measure.

“One of the most beautiful compensations of this life is that no one can sincerely try to help another without helping himself.” 

-- Ralph Waldo Emerson

 

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

 

Comment

Comment

Dealing With Workplace Stress

Workplace stress is rarely part of anyone’s job description, but it is unfortunately part of most jobs.  It is tough to progress when we are stressed.  In fact, we feel stress when we feel we are being hindered from progressing. 

How to deal with or relate to the stressful stimuli in this high-tech, low-touch world of speed-of-light change is a vital and important topic that desperately needs discussion. 

Check this: Stress not only limits your progress; stress can and will kill you (if you don’t take action)! 

-       The American Medical Association says that stress is now the basic cause of over 60% of all diseases and illnesses (cancer, heart problems, etc.). 

-       Stress-related problems, according to the American Institute for Stress, are responsible for 75 % to 90 % of doctor visits.

-       A study conducted by the University of London found that unmanaged reactions to stress were more likely to lead to cancer and heart disease than either smoking cigarettes or eating foods high in the bad kind of cholesterol.

Virtually no part of the body escapes the ravages of prolonged negative stress.  Unfortunately, many of us make up our minds to “get serious” about our physical and mental health only when we become ill, suffer a heart attack, or experience some other form of breakdown.

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

Comment

Comment

Knowledge is Power, Ask Questions

People love to talk about themselves, so master the art of asking questions and listening to the responses so you can ask relevant questions. If you can help them with a tidbit of information or link them to a resource, you will be seen as a caring and knowledgeable person. 

You can either make a suggestion related to what their needs are, or help them in some other way. The person will remember that you were able to help them out.

Plus you will gain knowledge.  Knowledge is power, and asking questions is seeking that power.  Asking people questions about themselves makes you stand out in their mind.

Longer pauses before questions lead to longer answers.  Taking these pauses makes you look professional and like you are really thinking and engaged, rather than just filling empty airtime.

It's okey-dokey to script your questions.  Just rehearse them enough so they don't sound scripted.

Here are eight solid questions and statements for starting conversations and delivering solid first impressions:

1.  How did you get into your line of work?

2.  What interested you about the profession?

3.  What do you like most about your industry?

4.  What major changes do you foresee in your industry?

5.  What has been happening in your industry? 

6.  What are the current trends?

7.  What have you found to be the best way of getting the word out  and promoting your business?

8.  I’m meeting people all the time, so tell me: How would I know if

    somebody I meet would be a good contact for you?

 

Good questions are far more difficult than good answers.”     -- Persian Proverb

Also add these to your conversational Rolodex: 

Tell me more. 

Please elaborate. 

What are your ideas about…? 

There is something I would like to ask you… 

What is your opinion on…?

Do not ask questions in rapid-fire succession.  This is not a Dragnet interrogation or a time for cross-examination.  Nor is it a time to relive your glory days on the debate team.  Avoid asking questions that are manipulative, boring, embarrassing, hostile, confrontational, insulting, or too intimate. 

When you approach people, they will start talking about something, so follow that with them and go with the flow.  Abrupt changes in conversational course cause confusion and frustration. 

Every question you ask makes a statement about you.  Only ask questions that make you look good (smart, concerned, with-it, etc.).

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

  

 

Comment

Comment

Look for Something to Acknowledge People For

aflowers.jpg

Genuinely complimenting someone costs you nothing, but to the recipient, a heartfelt compliment and the feelings it generates cannot be bought at any price.  Recognition, encouraging words, and pats on the back are all excellent ways of making positive impressions, especially if done in front of others. 

Avoid general compliments as they may just seem like flattery, “sucking up.”  Much more powerful is a comment about something positive that person has done: compliment on behavior or achievements. 

“Kind words can be short and easy to speak, but their echoes are truly endless.”

-- Mother Teresa

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

 

Comment

Comment

Get a Mentor

To keep yourself on track and consistently offering progress and earning trust, seek out a mentor.  Mentors help you see beyond your present vision by providing practical advice, ideas, and valuable concepts based on their unique experience and the wisdom gained from their failures, as well as their successes.  They can play a significant role in the life of a successful networker.  A person you respect can guide you and share their wisdom without reservation. 

Make a list of people you believe can impact your networking success. 

Who has earned your trust?

Find a way to connect with these people today.  Mentors should be role models of the kind of person you are working to become.  Be sure to get your advice from the veterans who have “been there, done that” and who sport the “I feel successful” T-shirt.   

A mentor can:

–  guide you in crafting networking goals.

–  make you accountable.

–  show you how to network

    (not just tell you or toss you an extremely well-put-together book on networking).

–  encourage you to network often.

–  offer you feedback and help you identify and overcome

Look for someone who:

–  listens to others and displays good communication skills.
–  demonstrates integrity and enthusiasm for their life and career. 

–  models continuous improvement and the importance of networking.

–  shares their mistakes and how they grew from these 

    learning experiences.

–  seeks opportunities for personal and professional growth.
–  stays informed by reading and attending seminars.

Use these high achievers wisely.  Do not abuse the privilege and start whining about how tough things are out there.  With this privilege comes responsibility.  You must bring value to the relationship.  If you start believing your short-term objectives are more important than your long-term relationships, you will betray the trust and do more harm than good.  Acknowledge your mentors as you progress.  Something as simple as a thank-you and a pat on the back can serve as their inspiration to continue being there for you. 

Continue to earn their trust.

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

 

Comment

Comment

Write Catchy E-mail Subject Lines

The subject line of your e-mails needs to encourage the receiver to open it.  Create a signature file that includes your full name, e-mail address, and phone number so it will be easy for them to contact you.   Include in your signature file a brief but powerful statement of how you empower progress.

And make sure all your e-mails include the address to your own or your company’s Web site. 

Don’t have one? 

Get one, a good one.  

People often will check out your Web site just because you make it easy for them by including it in your correspondence.  Most people are curious and your Web presence can serve as another positive impression that builds trust. 

Your Web site must have up-to-date info, be attractive and easy to navigate, and be chock-full of testimonials from your thrilled customers and clients.

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

Comment

Comment

Make Friends with the "Gatekeeper"

Hug a “gatekeeper.”

Make friends with the executive assistants of those you want to create a relationship with.  Executive assistants can become solid allies or your worst nightmare.  Do not make the mistake of taking them for granted or seeing them as obstacles to be overcome. 

Heck, they’re the ones who set up appointments for the decision maker.  And in a lot of cases…           THEY ARE THE DECISION MAKERS.

Get to know everyone in the office as individuals.  Talk with them.  Learn all the front-office folks’ names, special interests and hobbies, the names of their kids, and stuff like that.  Check for clues from what they display on their desks. 

Be dependable and genuine.  If you can build a solid bond with these key individuals, you will differentiate yourself from run-of-the-mill sales punks who ignore gatekeepers and just try to barge in to see the big chief. 

If gatekeepers know and respect you, they can recommend you when the need for your service arises.  They can keep you in the loop.  They can be your greatest champion.  Plus, executives respect you more if you have an authentic interest in their whole staff.  Most executives like and respect their assistants and value their insight, so if the assistant likes you, so will the person in charge.

To gain a possible inside track, ask assistants what groups their boss is active in.  Join those groups and get involved.  When decision makers see you engaged in activities outside of the office, they develop more confidence and respect for you.  That’s good.

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

Comment

Comment

Four Steps Taken by Effective Networkers

4d340507-12d3-4eb0-9798-92f54b40bbd7.jpg

The four letters that make up the word CODE stand for the four steps consistently taken by the most effective networkers to crack the networking CODE and start building priceless business relationships.  Effective networkers:

C:  Create Personal Curb Appeal

Effective networkers feel successful and display a genuine desire to help others progress.  They look and act the part of someone you would want to have in your corner.

O:  Open Face-to-Face Relationships

Effective networkers research the various networking options and commit to a networking strategy.  They get out and about and reach out.  They open relationships.

D:  Deliver Solid First Impressions

Effective networkers know their first impression sets the foundation for all future impressions, and they make sure it’s a good one.

E:  Earn Trust

Effective networkers follow up and keep in touch.  They stay involved with the people they meet and earn their trust through a series of progress-based impressions.  They continually find ways to help. This is where most ineffective networkers drop the ball.

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

Comment

Comment

Power of Networking

There are many benefits to harnessing the power of networking.   

Here are the Top Ten:

1.    Friendships and support

2.    Advice and access to different points of view

3.    New career paths, employment, and business opportunities

4.    Referrals and introductions to professionals

       and quality prospects

5.    Important information

       (Market/organizational shifts, upcoming events, etc.)

6.    Promotions or lateral moves within your organization

7.    Unique sales ideas from sales professionals in other fields

8.    Introductions to quality vendors and resources

9.    Advocates within related organizations and industries

10.  More sales

 “You have to accept that no matter where you work, you are not an employee;  you are in a business with one employee  yourself."              - Andrew S. Grove

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

Comment

Comment

From Met to Net

 

There is this unassuming little word you always find in the biographies of famous people.  The word is “met.” 

Then William R. Hewlett met David Packard.

Then Dean Martin met Jerry Lewis.

Then Sid met Nancy.

Then Siegfried met Roy.

We meet people all the time.  Meeting people is part of life.  Meeting people is one of the fundamental steps of networking. 

So why is meeting new people in a networking situation so intimidating?

Why is it so tough? 

How do some people make it look so easy? 

What is their secret?

We meet people all the time.  They are everywhere.  Meeting people may be necessary in successful networking, but it is not the only step.   There is a big difference between meeting someone and building a priceless business relationship with them.

How do you build a powerful personal network?

This is an important question to consider because, to a large degree, who you know and associate with determines who you become in life. 

We think of ourselves as individuals, but we are embedded in networks of relationships that define and sustain us.”      -- Michael Nichols

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

Comment

Comment

Successful Networkers are Generous Networkers

Give before you receive. 

Successful networkers know they must contribute before they can expect a return on their investment.  Try to match and connect the knowledge and skills of the various people you meet with others you have already established relationships with.

Give a smile - Get a smile.

Give help - Get help.

Introduce people to people - People introduce people to you.

Care - Get cared for.

Listen - Get listened to.

Help others progress – Progress.

Give referrals - Get referrals.

Ask yourself:

Do people perceive me as a generous helper or more as a selfish taker? 

Careful here.  If you wear the selfish taker label, people will eventually whittle you out of their loop.  This is exactly the opposite outcome you are looking for. 

Start today.  Say it loud.   Say it proud. 

I like to help. 

Today I am going to help and give and then help and give some more.

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

Comment

Comment

RETURN ON INVENTORY INVESTMENT....ROII

ROII shows your buyer the profit he or she makes on each dollar they invest in stocking your product over the course of a year.  And given a little competitive intelligence into how much your retailer is marking up your competitor's products and how fast it is selling-both bits of knowledge that a good account manger can often uncover in discussions with a buyer-it can also be your ticket to getting more peg hooks devoted to your product line on a crowded retail shelf.

Return on inventory investment - ROII, or GMROI, if you're speaking to Walmart - is calculated this way.   ROII = (Markup x inventory turnover).

* Know your enemy's turns.  If you understand how fast your inventory turns at retail versus your competitor, you can adjust your margins to deliver a superior ROII calculation.  If your competitor chooses to reduce their prices to meet you, that's a game they'll have to play over a larger base of business for a prolonged period of time.

*Know your enemy's margins. If you know the comparative margins between your brand and your competitor, you can still deliver a superior ROII by increasing your inventory turns.  Your turns will be a function of the amount of inventory your retailer carries - the number of facings they have on the shelf plus inventory - and the speed at which consumers pull them off those shelves and put them in their shopping baskets.  Ads, temporary price decreases, displays, value added promotions, and other means of driving demand - not to mention stronger brand loyalty in general - will all, in aggregate, improve your turns.

ROII tells your channel partner how much money they are making one each dollar invested in your inventory every year.  In sophisticated retail environments where you're selling an inventoried product, this is the calculation you'll use to get in and get more - at the competitor's expense.

  

Contributed by Stephen Denny, Keynote Speaker & Author of Killing Giants, 10 Strategies to Topple the Goliath in Your Industry.

http://www.speakersforsuccess.com/stephen-denny/

 

 

 

Comment

Comment

How Networking Can Work For You

Go to networking events expecting to have a positive experience.  As with any sales strategy: 

If you think networking is a bad idea,  you will prove yourself RIGHT.

Always act like an equal – because you are.  Sure, some in the room make more money than you today, but real wealth is measured by what you are and not by how much you have.  I know that sounds hokey, but it is still true.

You can act your way to better feelings, but rarely can you feel your way to better actions.  Repetition is the mother of skill and competence.  Feelings follow actions and behavior.  Do not wait to network when you feel like it, or you may never get rolling. 

Far too many professionals never network enough to develop the confidence that comes with experience.  They do not go through the networking process enough to get comfortable. 

Don’t feel that you’re good at conversation?  

Ask great questions and listen

Also, start reading for thirty minutes a day.  Take in all the information you can.  Read anything and everything so you can carry your share of the conversation. 

Live in a hockey town? 

Read the hockey scores even if you don’t know the meaning of a hat trick (Google it).  Pull your conversational weight. 

Knowledge about many issues and trends makes you more interesting. People coming in contact with you will more likely want to associate with you if you are well-read and knowledgeable (as long as what you are well-read and knowledgeable about isn’t just TV Guide and the National Enquirer).

Suggested reading:

Your local newspapers

Your local business journal

Your industry trade journals and newsletter

Publications that relate to your personal interests and specific industry.

Magazines:   Fast Company, Time, Newsweek, Selling Power, Fortune

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

 

Comment

Comment

Get Cracking Keep Networking!

Do not get stuck in the “Woulda, Coulda, Shoulda” Trap.  Solid Networking skills are good to possess but they are only useful if you USE them.  Don’t just plan to network.  Reach out!  Networking takes personal self-discipline and dedication.  Every day, hundreds of thousands of people have hundreds of thousands of ideas, goals, and intentions – but they never take that first step.  

Hey, you’ve known networking is a good business practice for a while now.  So why have you not done more of it up to this point? 

One of the main reasons people don’t take the first step is they have little vision of the outcome they’re looking for through networking.  They’re not clear on why it’s worth the trouble of finding the events, getting dressed up, and making themselves stressed out and uncomfortable.

Increase your determination to make networking work for you by listing the reasons you haven’t done more in the past.  Getting to the bottom of your resistances will encourage you to blast through them – by just doing it.  And once you get on a roll, you won’t stop.  It could even become second nature to you.

Want a way to get really motivated to keep networking? 

You do?  OK. Try this: 

Create a Cracking the CODE Connection Map

Create a visual representation of your NET.   Make it just like a family tree, except have this one show how each of your new contacts leads to others. You can easily keep track of your progress.  And when you see how networking has helped, you’ll be more motivated to keep making new contacts and developing your network.

Work to move beyond your shyness and take full advantage of all the networking opportunities that come your way. 

Wait.  Strike that.  Do not just take advantage of the networking opportunities that come your way. PROACTIVELY MAKE OPPORTUNITIES to broaden your net.

Networking is one part social skills and one part sales skills, mixed with a couple shots of life skills.  Networking is as natural as breathing.  We all do it all the time.  Whenever you ask someone’s opinion to help you make an informed decision, even if it is just to find a good sushi bar or a DVD at Blockbuster, you are reaping the benefits of networking.  Gathering new contacts and opening avenues of opportunity increases the number of people in your network.

Get out more often.  Attend more general business events and industry functions.  If you don’t meet new people, your network will shrink, stagnate, and lose its strength. 

Yes, most of these events happen in the mornings, during lunches, and after hours.  Look, success is rarely created working 9 to 5.  What a way to make a livin’.  It is all takin’ and no givin’.    Thank you, Dolly Parton. 

Networking is not about chance meetings.  Hard work makes luck, my friend.  Go make some luck.  I know that sometimes a business luncheon may seem like a waste of time, especially if all you do is eat and make random chit chat.  But it will not feel like that when you learn how to effectively network at these events.  Even if your BlackBerry or ACT database system is bursting with names, numbers, and e-mail addresses, it will not do you a bit of good unless you build the relationships. 

Feel great about yourself.

Be optimistic.  Expect the best.

Get out and about.

Be confident.

Display a great attractive attitude.

(This just in: Your attitude counts for more than your knowledge.)   

Listen.  Be interested.

Give a hoot.

Be helpful.

Get involved.  

Stay in touch.

Sure, being in business is challenging. 

Sure, it’s nerve-racking to look for a new job.

Sure, sales can be tough to come by. 

Sure, marketing is a moving bull’s-eye. 

Sure, people are often pressed for time.

But here is something else I know for sure: People do business with, as well as help, share information, brainstorm, and give referrals to people they trust and value.  They trust and value people who genuinely care about them and are progress for their lives. 

Create personal curb appeal.

Open face-to-face relationships.

Deliver solid first impressions.

Earn trust.

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

 

 

Comment

Comment

Use Positive Energy

Remember, you have good stuff to share.  Like yourself – but never be cocky or vain.  Like who you are on the inside.   If you don't like yourself – Big Problem.  Far too many people go around disliking themselves, focusing in on the negatives.  This is a huge part of the reason why substance abuse, gambling, depression, anxiety, stress-related physical disorders, obesity, and other eating disorders are all galloping epidemics.  Negative self-thoughts aren’t just self-limiting, they can kill you.

Find a way to feel good about yourself.  Hang with people who

– like PBS’s Mister Rogers – “like you just the way you are.” Allow their views to rub off on you.  Make yourself appealing to yourself.   Say it with me: I’m OK.  You’re OK. 

We each have a wealth of ideas, experiences, contacts, and resources that others need.  Recognize and use these strengths of yours.  Develop a healthy self-concept.  I do not want to go all Dr. Phil on you, but you have to go inside before you can go outside.    

We need to be real careful about what we say to ourselves and believe about ourselves.  Henry Ford is quoted as saying “Whether you think you can or think you can’t – you’re right.”  Around the same time, Luigi Pirandello wrote a play that said the same thing: Right You Are, If You Think You Are.  

Yes, I am talking about affirmations.  When I realized that I was going to passionately encourage people to focus on affirmations, I admit I had nightmares of Stuart Smalley (Al Franken’s character from “Saturday Night Live”):  “I’m good enough, I’m smart enough, and doggone it, people like me.”   

Affirmations just seemed so wishy-washy, so flimsy.  But I dug deeper and came to realize that we use affirmations all the time. 

It’s just that most of them are negative and self-limiting:

“I have a short attention span.” 

“I am not good at meeting people.”

“I participate in road rage.”

Our brains are trippy and complicated and can do amazing things.  But at their core our brains want one thing –To Be Right. 

Whatever we continually say about ourselves and start to believe about ourselves, our brains are going to work to make it true. 

It is imperative that we be careful about the things we say to ourselves because…

               “Whatever you say to yourself, you’re right.” 

Try using self-empowering affirmations and visualizations to create a more positive attitude about yourself.  

Stuff like:

“I believe in myself.”

“I am always interested in meeting new people.”

“Every day I make good decisions that positively affect my life.”

“This is a really good book.”

Enjoy yourself.  Mingle and keep it light.  

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

Comment

Comment

Six Degrees of Networking

emergingom-ultimate-womens-expo-2015-day-02-27.jpg

 

Networking is a skill.  As with any skill, you will get better at it with practice.  To have personal curb appeal, it is vital that you get over the stuff about networking that bothers you.  If you are scared of meeting people or if you’re worried about having nothing to say or becoming tongue-tied, role-play with a friend until you feel more confident. 

The more you exercise your networking muscles, the stronger they get and the easier networking becomes.  Networking is hard when you feel you HAVE to, and so easy when you feel you WANT to. 

Attitudes are contagious. 

Are yours worth catching?

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

Dean Lindsay, Sales and Leadership Speaker

 

 

 

Comment

Comment

Networking to Make a Trusting Impression

There is power in numbers.  When you effectively build relationships with others, you have the opportunity to reach many more people than you could ever reach on your own.  After a while, your networking "web" will naturally interconnect and seem to go on and on, even when you are not actively working it.  Connections are continuously being made.

Do not underestimate the power of your contact. It is well documented that most people have some form of relationship with around 250 people (widely referred to as their Circle of Influence).  These are not 250 people they would invite to their Christmas –  Hanukkah – or even Festivus party (just a little something for the Seinfeld fans)

These are 250 people they know directly or indirectly, ranging from family members to random contacts that involve some amount of persuasion.  This persuasion is used all the time to recommend a good restaurant, shoe store, plastic surgeon, energy drink, personal trainer, CPA, handyman, florist or ___(insert your profession here). 

Theoretically, each of your 250-some-odd contacts could recommend you and your services to 250 additional people.  

That is cool to think about and empowering to consider!

But here’s the rub:

Just because they COULD recommend you, your products, and your services to 250 others does not mean that they ARE or that they WILL.   

Some quick questions to ask yourself:

Do people have a trusting impression of me and my services? 

Why, or why not?

Do they see me, my company, and my services

as providing progress?

Do they value what I do for them and others?

Enough to recommend me to others? 

Enough to use my service themselves?

Do they value their relationship with me? 

Do they feel that a relationship with me means progress for them?

It comes down to trust and value. 

How do we build trust?  How do we establish value?

Trust is a feeling.  It is a buzz.  Trust is fluid.  It is fragile.  Value is established in the mind of the beholder.  Trust between people is built moment by moment, year to year.  Value is established over time. 

It takes a series of positive impressions.   Think about the people you trust.  Why do you trust them? 

Is it because they said “Trust me” or “You can trust me”?

No, these people have proven themselves trustworthy by continually doing things in a way that has built our trust.  They got to know us and are reliable. 

 

Contributed by:  Dean Lindsay, Award Winning Speaker and Author of The Progress Challenge & Co-Author of Stepping Stones to Success   

 

Comment