Let’s look after our mates …

Over the years I’ve discovered that success is powered by three things: The formula for success = your human capital (what you know) multiplied by your social capital (who you know) times your reputation (who trusts you.) You can take away all my money and even … Continue reading

All I’m looking for …

All I’m looking for is the same as everyone else Charlie. More business, I’m looking for more interest in what I have to offer.

So what are you doing about that Ben?

OK, I’m online, I’m so social it’s become anti-social! I’m taking pics with my right hand and posting with my left. Likes, retweets, mentions, the lot! I even go networking, just like you, on occasion, when I get the time …

Ever think ‘balance’ Ben?

Anyone in business is fishing to some extent. The look-out for the opportunity that may just influence our business prospects should, as you demonstrate, be a constant part of our psyche. But hold on for a minute, don’t you think you may be overcooking the (anti) social stuff, just a little? Perhaps think about changing your fishing lure, think balance, Ben.

Quality over quantity?

Exactly, let’s cut down on the ambidextrous stuff(!) and concentrate on the quality of the message. After all, if you can help people with differentiation and what makes you different while spending some time on specifics, you may just begin to attract like-minded souls who may be able to help refer your offer.

Make your offer scarce Ben. Be that difference. Encourage your next best customer to come to you.

How do I define my difference?

Just as I said Ben, try and cut down on the blanket media messages. Be selective, focus on the ideal introduction you are looking for. Spend time with face to face networks, encourage dialogue, build the familiarity and the relationships. Ask questions, find your fit. Bring your character to the fore, encourage the trust to create the future opportunity.

We cannot be all to all people Ben.

Plant with care

Plant with care, weed with purpose

Long ago I was advised I should be hanging on to those business cards … ‘you never know when it may come in useful.’

Trouble is, I’ve just taken a look at around 25yrs worth of hanging on to business cards and I’ve come to the conclusion that 60% of these need to go…

‘Have you reached-out?’ I hear you say.

‘Don’t wait for the business, drop them a line with an update … include them in your newsletter, stay in mind.’ Yes, yes and I hear you again… but no.

Hey, I’ve been there, done that and I’m not so sure today’s networker has intentions for the long-term. Taking the advice though, half of those I included in updates had moved on, or sadly died. Half again seem to be only ‘in it’ for the now, so no. I’ve new purpose.

These days there are a core bunch of connections with whom I have a natural affinity. I see most of them on a regular basis and I value their advice and support.

I’ve learned over the years to select your close connections and cultivate with care. I look past the commercial engagement and seek more intrinsic values. I’m happy now to be comfortable in my shoes, happy where I sit in this place. Is this so bad?

So selecting my mates, my business connections, those whom I am prepared to spend time with in getting to know and trust is important to me. These are the people I can count on ‘for the journey.’

‘So what happens when someone else reaches out to you, do you accept the invitation?’ I hear you ask.

Sure, we need to engage and be prepared to offer help when it’s required, I believe that’s part of human nature, although if in ‘follow-up’ (and we all follow-up, don’t we?) the communication is lost, then I’m a little more mercenary on with whom I gift my time these days.

For me, cultivating new connections in business is a little like gardening. I’m more prone to plant and care more selectively, I’ve also developed a passion for recovering the space taken up by anything/anyone simply coming along for the ride …

Less trauma, less stress

Most in business understand that reaching out to new customers is key to growing the business and certainly contributes to our own personal development.

Some though, find that engagement through networking can be stressful, traumatic and in some cases, less than profitable.

So we shall keep it simple. Let’s take the stress out of PTSD.

There are just the three essential ingredients in becoming successful when networking:

Preparation.

Know what it is you want, know your audience, understand what makes you different and be prepared to ask for referrals. Work on the USP before you start your network journey.

Timing.

Once you’ve prepared, be there. All the preparation comes to nothing if you are not prepared to step out and engage your potential next best customer. Be Miss (or Mr) Consistent. Sure ‘being there’ creates its own opportunity through luck … although remember, the practice is called netWORKing …

Delivery.

When the time comes to introduce yourself, do so with confidence in your abilities, boldly outline what it is you are looking for, people will love you for it, show sincerity, don’t forget to smile … and be willing to ask for the help you need.

That’s it, work on the fundamentals as you invest your time in people and others will start to invest their own time in you.

The outstanding multitude of magic ingredients? These become more obvious over time.

follow up … follow up … follow up …

 

‘How is business, Ben?’

Great Charlie, had a couple of enquiries last week which sounds just about right for business.

Fantastic – take a donut! What kind of work was that?

Well, nothing has happened just yet, I need to follow up.

Now I know many of you reading this would have been in this situation, and I don’t wish to sound churlish … but please follow up …

I shall when I get the chance Charlie, I’m rather busy just now …

Ben, put yourself in your referrers shoes, look at it this way … if the roles were reversed … say you asked someone to provide services or quote for provision. Would you take kindly waiting days for a response? How do you think this impacts the opinion other prospects may have of you?

Perhaps they’re thinking – or worse, talking: maybe Ben is too busy for more business? Perhaps he can’t handle our kind of enquiry … or worse – our business may not be suitable …

‘Maybe Ben is too busy for more business? Perhaps he can’t handle our kind of enquiry … or worse – our business may not be suitable …’

Ben, do it.

Think about it, you are working for referrals, on the lookout for leads that just may turn into business, it takes time. Then – as if by miracle, you are lucky enough to be handed an introduction to what sounds like ideal business, what is the first thing you do?

Follow up.

Ben, put the donut down and do it now … follow up the enquiry before the opportunity is lost, otherwise, all the time, energy and groundwork you have spent promoting your personal service have gone to waste.

Nothing undermines the relationship, the potency of a network forum more quickly than neglect.

Networking works, it’s simple, we pitch our interests, we develop the understanding, the relationships which lead to partnerships and trust and when the time is right we earn the opportunity for more business.

Follow up the business Ben, do it quickly and show your potential new client how you intend to fulfil their faith in you, how you intend to carry on.

It’s the reputation we are building Ben …

Now, I understand

I know what he’s thinking, I understand now.

How often have you thought to yourself … I know, just by looking into their eyes, what he or she is thinking, by simply observing body language.

Have you ever said to yourself:

 ‘I wish I had the words?’

Only to find out that none were required, a simple action was enough. Whether that’s a nod or a shake of the head, we understand on an intimate level at times where words are simply not required.

This moment of telepathy usually occurs with those you know particularly well. It may be a partner, child or even a pet and more often than not this moment of instantaneous understanding between humans is overlooked as simply ‘co-incidence.’

Wouldn’t it be fabulous if world leaders could communicate, engage and mutually understand through telepathy? If people had the time and ability to express how they truly felt if the population could send messages straight to the top without the diatribe and red tape that confines the clarity of sanity…

Fleeting moments of profound communication are wonderful for the soul and are just as essential for the business to understand don’t you think?

So, Ben had been having troubles with his presentations. Or he thought he was having trouble … he felt the message just wasn’t coming out of his mouth.

‘So much to say and unable to say it.’

Take your time to deliver Ben, be specific when offering the message, presentation jitters come to all of us at some point and although we have not yet mastered the telepathic message as some have with text or email, once people understand that you are comfortable and wholly committed to your cause, your message will soon become clear.

It is then we find that people do business with who they understand, those they know, like and trust … almost telepathically.