Digi-Newsroom

Networking Tips from Pam Fennimore

In order to explore how people in Gwinnett use business networking to grow their businesses, we sat down recently with Pam Fennimore, and asked her about her experiences with networking. Here's what we found out:

Pam started attending Network Gwinnett three years ago, after hearing about it from a sales prospect. At that time, there were only about 15 people participating, as opposed to the over 100 people that typically attend a Friday meeting today. The first few times she attended, no one talked to her, and she realized she would need to draw on some of the skills she had learned as hostess to events at her church.

She advises people new to networking to arrive before the meeting starts, and to be one of the last to leave. She would get involved by asking others at the meeting how she could help them, and would volunteer to help set up the room or put papers out. Being there first makes it easier to meet people attending the meeting, because it is easy to greet people as they arrive, as opposed to walking into the meeting late, and hoping to be noticed. By staying after the formal part of the meeting has ended, you can develop contacts with stragglers.

When Pam attends a networking event, she looks for the person standing against the wall, looking lost, or overwhelmed. After greeting them, she encourages that person to mingle, by reminding them that most people here are just as nervous as they are. She will also make intrdouctions for them to various people at the event that would be a great contact for them to know. This serves as an ice breaker, and gives her an opportunity to meet new people. She tries to reach out to people and not prejudge them based on their name tag or the industry or business they represent. She says "every person has a story", and she enjoys finding out what makes people tick.

Even if she doesn't see a connection between her business and theirs, she wants to find out what they do, since she might be able to act as a resource for that person. In her business, she talks with many people, and she tells her clients "If you ever need anything, and aren't sure where to get it, ask me, and I might be able to help".

When she first started attending networking events, someone told her, "Don't come to networking meetings expecting to sell to the people in the room. Instead, come to the room and sell to the people they know". She continues to pass this advice on to people she meets at the networking events she attends.

Different Types of Networking Meetings Offer Different Experiences

Pam regularly attends three different types of networking meetings: Network Gwinnett at the Chamber of Commerce, the North Gwinnett Business Association, and a chapter of Business Network International. She says that each meeting offers different opportunities for her to grow her network.

Attending Gwinnett Network on Friday mornings gives her an opportunity to meet a wide variety of people, and gain a basic understanding of what they do. The open nature of the group means that there is a constant stream of new people to meet, some of whom become regular attendees, and others who attend only periodically. The NGBA meetings allow her a chance to interact more with the people she meets in a less-structured, more social environment. The closed networking format of the BNI meetings teaches her how to be accountable for the people she networks with. Business Network International allows only one member of an industry per chapter, and members are expected to bring referrals for each other. The BNI format is more of a business meeting atmosphere, where each member is expected to act as part of the sales team of the other members.

Pam freely hands out referrals to members of one group to people she meets at the other groups, particularly when that person's business is not represented. In some cases, Pam finds herself in the position of knowing several different people who are in the same field who she could refer to someone looking for their services. In that case, she tries to match the personalities of the person she is referring to the person receiving the referral. By understanding the needs and interests of both parties, and making the right referral, she hopes to be able to increase the chances of closing the sale.

Finally, Pam points out the importance of the informal networking that goes on at places like Coffee Coffee Coffee in Duluth. "The gold is not in the room, it's in the follow up", she says. By getting together informally with the people she meets at networking events, she can learn more about their business, and explore how to share leads and grow each other's business.

Making Time for Marketing

Making Time for Marketing
by C.J. Hayden, MCC

I don't have time to market." It's a common complaint from self-employed professionals. When you are the only one who can serve the clients, manage the business, and perform all the sales and marketing functions, time becomes the most precious commodity you have. How can you find time for marketing with so many other important priorities?

There are many time management techniques at your disposal, of course. You can defer tasks or delegate them, chunk down projects to smaller steps, and set aside time on your calendar for making calls, writing letters, or updating marketing materials. Perhaps you have already tried all those methods and discovered that time is still scarce.

Maybe the real answer is not to find more time for marketing, but to MAKE time. Every day, you take part in many time-consuming activities that don't include marketing. What if you could integrate marketing with all those things you are already doing? Here are some examples of how that can work:

Attending workshops, business mixers, and cultural events. Whenever you plan to attend an event like this, consider inviting a business contact to join you. Just extending the invitation will contribute to building a stronger relationship between you. If your contact decides to attend, you can often get to know each other better in a more relaxed way than meeting one-to-one.
Having lunch or coffee with a prospect or colleague. If you are already planning to take time meeting with someone, add a third or fourth person to the party. Those invited will usually appreciate the opportunity to make new contacts themselves, and you may find conversation flows more easily when there is a group.
Traveling to another city. Whether you are traveling for business or pleasure, arrange to meet for lunch or dinner with a client or colleague. On a business trip, this is usually much more enjoyable than dining alone. As a tourist, a meal you would be eating anyway takes no time out of your vacation schedule, plus you'll often get local tips about where to go and what to do.
Taking a walk, visiting the gym, and other forms of exercise. Meetings with business associates don't have to take place in the office or a restaurant. Invite someone to join you for a walk in the park, run around the track, or a game of tennis. You don't have to learn to play golf in order to get exercise and do business at the same time.
Reading an article. Any time you read an interesting article in the newspaper, a magazine, or online, think of three people you could send it to. Writing a short "thought-you-would-be-interested" note and forwarding the item will take only a moment, but can make a big impression on the recipient.
Shopping, dining, or running errands. Every time you leave your home or office, you meet new people. They are behind the counter at the office supply store, in line at the coffee shop, sitting at the next table, or shopping in the same aisle. Whenever you find yourself chatting with strangers, remember to introduce yourself by name and occupation. You'll be surprised to discover how often this will lead to a connection that can result in business.
Attending social events. The best business relationships often begin casually in social environments. Keep your business cards in your pocket when you attend a wedding, housewarming, holiday party, or your child's soccer game. After you ask, "How do you know our hosts?" or "Which child is yours?" make your next question, "What do you do?"
Relaxing. You may have a long list of marketing projects that will take time but not your full attention. Consider doubling up these mundane tasks with a fun activity or some pleasant company. Enter business cards into your contact database on your laptop at the beach. Make phone calls from the hot tub or a park bench. Review your prospect list while watching old movies or listening to music. Ask your kids to help you stuff and address envelopes. Take your project to a friend's house so the two of you can work together on marketing.

As you can see, there are many ways to include marketing activities in your busy life. So instead of wishing you had more time for marketing, why not make marketing a part of the time you are already spending?

C.J. Hayden is the author of Get Clients NOW! Thousands of business owners and salespeople have used her simple sales and marketing system to double or triple their income. Get a free copy of "Five Secrets to Finding All the Clients You'll Ever Need" at http://www.getclientsnow.com

Different Types of Networking Groups

Each week, there are dozens of networking events going on around town. Each one offers an opportunity to meet people, develop business relationships, and exchange leads. Which type of networking meeting should you attend? This article explains some of the differences between these groups.

Closed Networking Groups

Closed networking groups include Business Network International, Freedom Builders, Networking Works, and Powercore, among others. Although each group has its own format and procedures, closed networking groups allow only one member from each type of business to attend, and each member is expected to bring business leads for the other members.

For example, if you are a mortgage broker, you will only be able to join a closed networking group if there are no other mortgage brokers who are members. The benefit of this is that every member of the group who knows someone who needs a mortgage will refer the lead to you.

The typical closed networking group meets weekly, and each member is expected to attend every meeting. During the meeting, each member has an opportunity to briefly tell the others about their business, and the type of lead that they are looking for. One or two members will be able to explain their business in more detail, typically for five to ten minutes. There may be some training on networking skills or business development, and, of course, members pass leads to one another.

This format ensures that each member has a good understanding of the other members businesses. Each member becomes a "virtual salesperson" for all the other members.

Most closed networking groups encourage visitors to attend their meetings, and see if the group would be a good fit for their business. Visitors will be able to attend two or three meetings before they are required to join. If the group already has a member in the same business, you will be referred to another one of the group's meetings where your profession is not represented.

Open Networking Groups

When you attend a Chamber of Commerce event or a Business Association meeting, you are participating in an open networking group. These groups are open to anyone who wants to join, which means that there can be several members in the same profession. Most of these groups are organized to promote business within a specific geographical area.

Open networking groups tend to be less formal than the closed networking groups. Many groups meet in a Business After Hours format, where one member hosts the meeting, and members network informally. There may also be business meetings, and lead sharing meetings with a format similar to the meetings of closed networking groups.

To get the most from an open networking group, regular attendance at meetings is important. Because most meetings offer a limited opportunity for each member to explain his or her business to all the other members, members must take the responsibility for meeting other members, and learning about their businesses. On the other hand, the less-structured format of a Business After Hours allows members to spend extra time with each other.

Don't forget the other types of networking opportunities available to you. Organizations including the Lion's Club, Jaycees, and Toastmasters are not dedicated to lead sharing, but offer an opportunity to meet people who might be able to refer prospects for your business. Similarly, school, sports and religious organizations offer opportunities to meet a wide variety of people in a non-business situation.

The Power of You Part 2 - Discovering Your Life Purpose

The Power of You
Part 2 - Discovering Your Life Purpose

In "The Power of You Part 1" we discussed how essential it is that we as individuals live our Purpose if we are going to be as fulfilled and professionally effective as possible. But if we aren't clear on what our purpose is - what we're really about - how can we discover that?

There are a few simple exercises one can do to begin to get an understanding of what they are "supposed" to be doing. The first place to look is at those things in your life which you enjoy doing the most. Look at your hobbies and pasttimes. So often, we categorize those things we truly love doing the most as "hobbies", and struggle to find a few hours a week to explore those activities. But perhaps the fact that we enjoy those things the most, is a clear signal from the Universe that we are supposed to be doing those things with MOST of our time.

Our passions are our GIFTS. It is through our passions that we will most effectively be able to contribute to the world at large because we will pour our heart and soul into every undertaking related to those things we truly love doing. We will feel energized and enthusiastic about our work, and that positive energy will attract customers, clients, or others who will help make our dreams a lucrative reality.

It's a simple fact that for the most part, human beings are drawn towards people who are fully expressed...people who are living who they truly are! This is because people want this for themselves. Think about this in your own life. Who are the people that you most want to be with? The people who are your personal heroes...who you most want to be like? More than likely, these are people who have found some outlet in their lives for expressing themselves fully in at least one area.

The key is not to judge your passion or hobby as being a "money-maker". YOU may have a preconceived notion about what your abilities are worth, but your opinion may not have any basis in "commercial reality". That is to say, your skills are probably worth a lot more than you think. It's simply a matter of expressing yourself openly enough that you get the proper attention from the right people.

Once you identify your passions...those things that you would absolutely LOVE to spend your day doing, it's time to start visualizing what your life would be like if you WERE, in fact, only doing those things you loved doing. Have fun creating a "movie" of this new life you're envisioning. Write down what your day would look and feel like from the time you woke up in the morning until you went to bed if you were truly doing what you LOVED to do. Again, don't think about the "money" aspect of it if that limits your thinking in any way.

This is an exercise that you will need to do on an ongoing basis because this "vision" will evolve. You should take the time to "put" yourself into this vision. Whether that is through simple quiet time with your eyes closed, running this movie of your new life in your mind, or through daily writing. You need to spend quality time each day experiencing this new future on as many sensory levels as possible. You should work to see, hear, feel, and even smell and taste what your life will be once you are living your passion!

After you do this for a while, your mind will begin to work in new creative ways! You will begin to see new possibilities as to how this vision might actually come about. You will become alert to new opportunities that will lead you down the path to your dreams. But you must SEE it in your mind first! You have to know where you're going so that you can begin to forge a logical path that will bring you there.

Dare to dream big, and follow your Passions. They know the way!

Bob Doyle is a motivational speaker, Life Coach, and personal trainer in Duluth. He is available to speak to groups of any size across the country, or on a one-on-one basis as a coach. Complete details about his various programs and services can be found at the Boundless Living web site: http://www.boundlessliving.com.

Bob Doyle
BodyChangers / Personal Trainer / Motivational Speaker / Life Coach
http://www.digi-newsroom.com
http://www.boundlessliving.com

The Power of You Part 1 - Living Your Life's Dream

The Power of You
Part 1 - Living Your Life's Dream

Whatever you're up to in your life, there is always room from growth. There is always an opportunity to get even better at an area in which you already excel! What it takes, however, is the proper motivation...the right REASON for pushing yourself to new heights of excellence.

Take a moment to do a quick evaluation of your life. Are you living your dream? If you're not, WHY not? What reasons immediately come to mind? How have you let circumstances stop you in your quest for a life of passion and boundless prosperity?

So often in our lives, we get sidetracked...and we don't even realize it's occuring. Somewhere along the line, we allow our external circumstances and the opinions of others determine who we "be" every day. We allow ourselves to bend who we are, to meet the expectations of others, rather than to be true to our OWN desires, intentions, and passions.

Why do we do this, and what is the result?

Often we do it because unfortunately, it's easier that way. If we are in a culture - work or otherwise - that traditionally operates in a certain manner, it is easy for us to get caught up in the way of that culture. We begin playing by their rules. We create a "version" of ourselves that plays their game. At first, we realize that we are compromising pieces of who we REALLY are, but are willing to do so in order to be accepted, and to fit.

However, all too often we NEVER reclaim ourselves! As time goes by, we somehow forget what we're really all about, and before too long, who we are "being" is totally out of alignment with who we really are. When this happens, this misalignment begins to show up in our lives in various ways. We become stressed...we are quick to anger...we lose control of our health and fitness level. Sadly, we don't recognize that this is all caused from a lack of congruence between who we were truly created to be, and what we have allowed ourselves to become. We assume that these "side effects" are just a part of life in today's society.

This is NOT how it has to be. We CAN and MUST reconnect with our TRUE selves - our sense of purpose, and live our lives as who we TRULY are. For if we do not, are we truly living at all?

As a personal coach and a speaker, this is the number one topic of conversation. I believe discovering one's purpose is THE most critical step one can take in their lives, for when one knows WHY they are doing what they are doing...WHY they MUST achieve their personal and professional goals, it is far less likely they will let those outside influences guide their decisions. Instead, they will follow their hearts...they will follow their passions. And when they do that, they will never be lost - and they will truly be LIVING.

In the next article in this series, we will look at specific ways to reconnect with your passions and discover your true purpose!

Bob Doyle
BodyChangers / Personal Trainer / Motivational Speaker / Life Coach
http://www.bodychangers.com
http://www.boundlessliving.com

Networking Success: Mastering the Right Combinations

Networking Success:
Mastering the Right Combinations

Last week a friend of mine had trouble opening a Master lock. After jiggling and wiggling and redialing the combination five times, the hasp finally popped open. Mentioning the problem to a co-worker my friend learned, Surprise! that she had been using the wrong combination.

Sometimes networking is like that.

Action alone doesn't guarantee success. A client here, a referral there may just be an accident, not an indication of skill. With the right combination networking success is easy and consistent.

Use this winning combination for your business networking success.

1: Join three different types of networking associations. Think of this like a meal. Entrée and two vegetables.

You may choose to work a casual-contact network, like the Chamber of Commerce; a leads group; a business association; a professional association; a single occupation association; a charitable or civic organization; an athletic alliance; a church group; the PTSA or any of the 12 other types of associations. If the structure and the members feel comfortable to you when you visit, don't hesitate - join.

2: Arrive early, stay late. Networking is about meeting people. The irony is that you don't meet anyone during a meeting, you meet them before or after. So people who slide in as the meeting is starting and rush out as it is adjourned aren't networking - they're just attending a meeting.

Plan to arrive at least half an hour early. Greet people as they arrive, introduce first time attendees to experienced members, act like a host and make yourself memorable because you help other people feel comfortable. After the meeting re-connect with established friends and previous acquaintances.

Remember that your reason for being there is to meet people you don't know. Sit by someone new, volunteer to help with registration, make it a point to introduce yourself to new members. Handing out business cards to people who didn't ask for them isn't networking, neither is collecting business cards.

Networking is being a people connector - not a people collector.

3: Make connections. Create reasons to re-connect with the people you meet. Susan Nolan invites me to parties, Lesley High mails magazine articles she knows I'll enjoy, Judy Mecham left me a "just calling to see how you're doing" voice mail every three months for 3 years and now we work together.

Arrange a 3-way lunch to introduce two new friends. Email an interesting web address. Forward a photo, recommend a book, pass on a newsletter.

I invited a member of my referral network to visit my investment club. A business associate came to Toastmasters as my guest and joined. Once a month I host a dinner party with a mix of people who don't know each other. Be the connection.

The great thing about having the right combination is the confidence that you get from knowing it will work, every time.
Ready. . . Set. . . Go Make Money!

Wendy L. Kinney is a speaker who focuses on networking skills and referral based marketing systems. Her keynote Networking Aerobics: CardioVascular Activity for Your Wallet gives business owners and sales people effective skills for open networking events. For more information on how to make networking work for you, contact Kinney via phone at 404-784-0699, fax at 404-816-8685, or email at wendy@powercore.net.

Catch More Clients

Catch More Clients
Using Strategic Networking

by Charlie Cook
www.marketingforsuccess.com

Is networking helping you bring in
the new clients you want?

If you are like most independent professionals and small business owners, you put hard work into getting your name out there and distribute your business card wherever you go. You may even attend a weekly or monthly networking group or occasional business conference where people share leads. And like most people, your time and effort isn't generating a steady stream of new business.

The problem is that most people think that networking consists of telling as many people as possible what they do, and handing out as many business cards as they can. They waste the few precious moments they have with new and existing contacts by focusing on themselves.

It's possible to meet someone in the airport, hand them your card after a brief conversation, and have them call you to request your services, but this random approach is like playing the lottery. You can't count on it to produce results. It is a Push and Pray technique: you push your information out to others and pray that they respond.

It rarely works. Your contact loses your card or simply forgets about you, or the timing wasn't right, or, in spite of the connection you thought you'd made, a single conversation usually isn't enough to launch a client relationship.

That initial conversation should be about understanding your prospects' problems, needs and concerns, and collecting their contact information. The objective of networking is not to expound on your credentials.

Spend the time you have with prospects (or people who might know a prospect) asking questions and collecting information. Then you can determine whether they would have any genuine interest in/need for the solutions you provide. Use this client problem centered networking strategy to initiate and build profitable relationships.

Pull Information

See how many cards you can collect from prospects, and don't worry about how many of your own business cards you distribute. Some successful marketers don't even have a business card.
When you meet people, use the time to gather information from them, including:
- Primary concerns about their business
- Problems they want solved
- Unmet business needs.
- Areas where the solutions you provide overlap with their needs
- Their contact information
Continue to expand your network. Whenever you make a contact, ask for referrals to other prospects.
Once you have this information, enter it into your database or contact manager.

Build Relationships

People have short memories. Follow-up after your initial contact and then stay in touch with your network on a regular basis. If you let more than a month go by without making contact they'll forget that you exist and that you are the best person to solve their financial, legal, human resource, design, or other problems.

You'll want to make personal contact with some people on your prospect list, but in most cases, a letter, newsletter or ezine will do the job. Use the merge function in your software to personalize your mailings.
Demonstrate the value of your expertise or products by sending prospects and clients an idea or suggestion they can use right away. You could present this in an article you've written, or one you've read. Your contact will then associate you with the problems you solve.

Pull information from prospects and clients to grow your network, stay in touch and regularly demonstrate the value of your products and services.

Networking should be one of the core marketing tactics of most independent professionals and small business owners. Use client-centered networking to lessen your reliance on costly and time consuming cold calling/telemarketing and advertising. Over time, this business building strategy will reward you with a steady stream of new clients

Compare Life Coaching to Consulting

Compare Life Coaching to Consulting

by Bill Dueease

Are you confused about how life coaching relates to consulting? Many people mistakenly assume that the life coaching process and the consulting process are, at least similar, if not the same.

Yet, the two processes are so VERY DIFFERENT.

Why is it important to understand how the two processes are different?

It is vital that you understand the differences so that you will be able to maximize the results you attain from either process. The processes are so different, that a person will get poor results, if any, from either process, if mistakenly treated as the other.

Unfortunately, too many people treat life coaching like consulting (and visa versa). Trying to get consulting results from the coaching process or visa versa will undoubtedly produce very dissatisfying outcomes. Both the consulting and life coaching process offer exceptional results and rewards, when used under the right conditions for the right purpose.

The key is to understand which process is best suited for which purpose and what the right conditions are to achieve the best results.

How Different are the Life Coaching and Consulting Processes?

Life Coaching and Consulting are as different as (American) Football and Golf.
(In fact, the two processes are entirely the opposite!)

To read more on this subject Click Here

Changing Your Position When There's Competition

Changing Your Position When There's Competition
By C.J. Hayden, MCC

Are you finding many of your best prospects already working with competitors? When you pursue a new opportunity, is someone else capturing the prize? Maybe it's time to re-evaluate your positioning.

Your market position is the place you occupy in the mind of your prospective clients. It's how they think of you as compared to your competitors. Adjectives like established or cutting-edge; high-quality or inexpensive; convenient or full-service are all relative terms. When applied to you and your business, they distinguish you from the competition.

Your clients' impression of how your business compares can determine whether they work with you or not. Try conducting some competitive research to find out what it is that clients like about the people you compete with. Are those qualities you can emulate? In what areas are clients not as satisfied? Could you offer more satisfaction there?

Ask your current and former clients about their experience with the competition. They may be quite candid with you about what they liked and didn't like, and give you some valuable insight into why they chose you. Check out how your competitors are positioning themselves by surfing the Net. Mission statements, lists of features and benefits, etc. will often be posted on their web sites. You can also have a friend request their literature, or hire a professional market researcher.

Target market research can help if prospects are telling you they don't need what you are offering. If you think they need a team-building retreat, but they are looking for more skills training, you won't make a sale. If you learn more about how prospects view their own challenges, you can develop a new market position to better match their mental, or real-life, purchase order. Your retreat might fly if you called it "an intensive three-day training program in the critical skills needed for effective teamwork.

"Ask your satisfied clients for a testimonial letter. The way they describe the work you do and benefits they received from it can give you valuable clues in how to sell it to others. An evaluation questionnaire can be used for the same purpose. Try asking, "How would you describe my service to someone who could use it?"

Your research might uncover that your service isn't packaged in a way that prospects want to buy it. Developing a better service package could make what you offer more attractive. A marketing consultant who has been charging by the project might find clients more receptive to a monthly retainer they can budget for. An interior designer encountering resistance to his hourly fee might instead raise his commission rate on furnishings, and no longer charge by the hour.

Sometimes just naming your service package can make a difference. An image consultant might be much more successful selling the "One-Day Makeover" than asking clients to buy six hours of her time to revamp their whole look. When doing your market research, try asking your prospects how they prefer to buy services like yours, and tailor your offering to their preferences.

You may make the discovery that you've chosen the wrong market -- the perceived need for what you offer isn't strong enough, they aren't willing to pay what you need to charge, or the size of the market is too small. In this case, it's time to position yourself for an entirely different market.

A career counselor who can't find enough individuals who will pay her fee can market herself to companies who need outplacement services. A software trainer who discovers that large companies prefer training firms that can serve them nationally might find a better market in midsize organizations. Keep asking the question, "Who is MOST LIKELY to hire me?" until you find the right fit.

C.J. Hayden is the author of Get Clients NOW! Thousands of business owners and salespeople have used her simple sales and marketing system to double or triple their income. Get a free copy of "Five Secrets to Finding All the Clients You'll Ever Need" at http://www.getclientsnow.com

Simon Says The TACTIC: When a prospect is negative, strip line hard!

Simon Says
The TACTIC: When a prospect is negative, strip line hard!

The STORY:

I have to tell you," stated the prospect, "all of you salespeople are alike."

Nick wanted to walk out the door, get in his car, go home and find a nice job as a mortician. At least then, he thought, the customers are dead. Having absolutely no idea how to handle this, he just nodded his head.

"Yeah, I see you know what I mean. All you do is try to sell people things that they don't need."

"Well," said Nick, "when you say sell them things they don't need,' what exactly do you mean?"

"This item here," the prospect said, pointing to the item in back of Nick, "you'd probably try to sell me that."

"Why that?" asked Nick in a confused voice.

"Probably because you have the best commission on it -- or it's a discontinued line."

"You've bought discontinued lines . . . " Nick started to say, and before he could finish, the prospect cut in.

"Not that I know about, but who can tell?"

"So I guess that you don't want to buy anything at all from me?" asked Nick.

"Time out, I didn't say that."

"Oh, I'm not sure what you are . . . " and Nick would have finished but could not for the life of him figure out what to finish with.

"Tell you what. Show me something within the price range I mentioned earlier, and I'll take it."

"Uh, well, OK," answered Nick.

The RESULT:

Taking a negative prospect and turning him into a positive prospect is easy. All Nick did, without realizing it, was to keep saying things that gave the prospect the chance to say more negative things. And then Nick started to take the sale away. Suddenly the negative prospect turned positive. If Nick had tried to prove that he was not like "all of you salespeople," Nick would have lost.

DISCUSSION:

Negative prospects are being created every day by salespeople who do not sell but try to badger people into buying. Look on the bright side. These negative prospects really do want to buy something; they are just used to salespeople who do not know what to do with the pain they feel.

Negative prospects are the easiest people in the world to sell if you remember one thing as you work with them: They don't want you to get in the way of their buying your product/service.
If you can stay out of their way, you will sell them.

Negative prospects are negative because they want to buy very badly and have not been given the opportunity to do so.

APPROACH:

Don't get in the way. Don't defend what you are. Don't defend your product/service. Don't get upset when they tell you that you are the last person in the world from whom they'd buy.

What you do is to reflect back the negative comments as questions. Very quickly the negative prospect will either leave or suddenly decide that you "aren't like all the others" and will do business with you. If he quickly leaves, you haven't wasted your time. If he stays, you have a customer.

And that's all you have to do.

THOUGHT:

Negative prospects have been created by salespeople who don't know how to handle prospect pain.

Copyright 2008 Sandler Systems, Inc. all rights reserved.

Simon, Inc.
2180 Satellite Blvd., Suite 400
Norcross, GA 30097
770-281-9090 phone
770-281-9091 fax
SimonSaysSell.net

"180 degrees from traditional sales training"

Simon Says: Which Is Better: To Be Liked, Or To Be Respected?

We all have a social need to be liked, but is it necessarily what you should strive for as a business development professional? It's a trick question - because if we are liked - that's a good thing, as long as being a good guy doesn't mean wimping out.

It's a fact, some people would rather be liked than make the sale. Some people are afraid that if they ask the tough questions, disqualify a prospect or plant their feet on price, then they won't be liked. On the other hand, professional salespeople do this every day. Does that mean they aren't liked? Maybe, but I'm betting they are given a greater attribute than being liked. They are respected.

When we analyze sales people's weaknesses, we discover one of the biggest is 'Need for Approval'. When salespeople have a high need for approval, they can't close effectively. Their need to be liked is stronger than the need to close. They feel confrontational when there is a difference between themselves and their prospect. They take things personally. They are likely to accept stalls, put offs, excuses and "think-it-overs." In other words, they are allergic to "NO".

When sales professionals overcome their need for approval, they can increase sales by as much as 35%.

Sales is a tough business. The rejection factor is high. Where else does the job description include getting rejected 10 to 20 times a day?

Sales professionals need to develop their 'gut' system, gain self-confidence and self-respect so that they are able to strive for the greatest attribute in this profession. That is the respect of their customers who buy and also the respect of the prospects who didn't qualify to be customers.

Copyright 2008 Sandler Systems, Inc. all rights reserved.

Simon, Inc.
2180 Satellite Blvd., Suite 400
Norcross, GA 30097
770-281-9090 phone
770-281-9091 fax
SimonSaysSell.net

"180 degrees from traditional sales training"

Have you ever thought about that? Take that thought one step further and ask what could I have done if I had known failure was not an option? Unrealistic thought here! Failures teach more than successes ever has and should not end your life of trying and experimenting. Continuing until you find your niche is the sign of a true entrepreneur as well as maturity!

The thought that obstacles would not occur in life or business is an unreal idea. So the next question you should ask is, "can I handle obstacles?" You yourself are the real obstacle in this equation. Altruism is "thoughts are things!" Well if you think you are not able to do something you certainly can rest assured you won't! But by the same token, if you think you can you most certainly will, obstacles or not! Special bonuses usually arise for those that act quickly and without worry knowing that obstacles, should they arise, will be overcome by your own power. Want bonuses in life or nothing? It's your call!

If you are reading this the thought of success in business or your personal life has and does occur to you. Right! So are you ready to analyze yourself and find out what it will take to get yourself in gear for success? Are you ready to make a commitment to yourself and success? A commitment is something you do not back out on just because the going gets rough.

I was raised with parents who had no positive or constructive goals nor reached for things outside their world of friends. That world was a very small perimeter to them. My, father the dreamer, had such potential but was so set in his own ideas that he would not seek nor listen to advice as he thought he knew everything, thereby dooming him to a life of unsuccessful attempts. Since he had no friends that could claim successful lives in the world of business or industry he had no knowledge of finding a mentor and probably would not have listened to one anyway.

We can be our own worst enemies if we fail to open our eyes to what isn't in our path at the moment.

My parents could not teach me the success principles since they had never learned them. So the first rule I learned while watching their lives was to go outside our circle and find a circle of creative, supportive, goal oriented positive people with dreams and people who were not afraid of challenges or failures. Also to find a mentor or mentors to show me the way out of my limitations, since you simply cannot find a way out of something you know nothing about. I watched everyone I knew and admired that had successful lives, thereby learned by others' successes and drives. Watching then gave me the empowerment to do whatever I chose to do. I continue to live that way, helping others as they ask. My 64 years of life has been a learning experience every day I shall never stop learning and hopefully neither shall you! To stop learning is to curl up and die...

I have not always been able to rise above negative attitudes, but for the most part am able to ignore them, that is not to say I don't feel them. Yes I am as human as the next person but I made a decision early on in life and that was to choose not to pay attention to such nonsense. I became a champion at ignoring sarcasm and negative attitudes early on. Not because I'm special but because it isn't constructive to my mind or business to accept negatives. No I'm no better than anyone else! It's choices I make and choices you can make if you wish.

http://www.envirodocs.com

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Keep A Record by Kennette Reed

Ideas can occur to you without warning. They can also be lost in an instant. As creativity expert Charles Cave states, "There are times when you may hear a snatch of conversation, or see a funny sign. Unless you capture that thought immediately, it will be gone in matter of minutes. Imagine your ideas are butterflies flying out into the open. You need a net to capture the butterflies and not let them get away."

Coming up with ideas is easier for some than others. How do you increase the flow of ideas? I believe we all have the capacity to generate an infinite number of ideas. However, ideas that occur to us everyday are often never considered, noticed, or acted on. Why? We often dismiss them subconsciously and consciously. If we instead begin to record every idea, we'll see a wealth of information is being presented to us everyday. If we ponder these ideas, we'll see the act of doing so will begin generating additional ideas. Before you know it, you'll have good ideas to spare. Here are some ways to record your ideas and keep them flowing:

Write them down in a designated "Ideas Notebook" or "Ideas Journal".
Use a PDA to jot a note, and fill in the details later.
Make notes on index cards. After accumulating a number of ideas, move the cards around, and group similar or related ideas.
A micro cassette recorder is handy to carry in a purse, brief case, or glove compartment of your car. Keep it accessible to quickly record what might be fleeting ideas or thoughts.
Phone your voice mail or answering machine and leave yourself a message that contains the ideas or thoughts.
Use the memo function on your mobile phone to record your idea.
A small notepad is also a handy recording device. Some even come with a pen attached.

It's important to periodically review your ideas and organize them according to topic. The ideas we generate everyday are little inspirations. Cherish each one. Within each idea is a seed of wisdom. Never discount your ideas or thoughts. There is a reason for their generation. That reason may not be immediately obvious. Write them down anyway. Over time, a pattern may be identified. That's when the "Ah ha!" will occur.

Kennette Reed is known as the Performance Improvement & Staff Retention Expert. For 20+ years, she has provided performance improvement and staff retention solutions to individuals and organizations across the country. Through her consulting, training, success coaching, and speaking engagements, Kennette involves, excites, and motivates organizations and individuals toward more impactful and individual focused management. She is the author of Discovering Your Passion: The Thing That Makes Your Heart Sing and Steps Along Your Path.

Sharing for mutual enrichment,

Kennette Reed
http://www.retentionexpert.com

Book Keynote Speaker Kennette Reed for your event l http://www.speakerkennettereed.com

NEW - Soon To Be Released Book: People Management: How To Win Support & Influence Performance
Products for Business & Personal Success l http://www.kennettereed.com/products.htm

Click below to see Kennette's Blog

Discovering Your Passion: The Thing That Makes Your Heart Sing l http://www.discoveringyourpassion.com
Steps Along Your Path: 52 Weeks of Path Clearing & Inspiration l http://www.stepsalongyourpath.com

West Coast Office - Headquarters
655 Lewelling Boulevard, #443
San Leandro, CA 94579
(510) 352-2121

Kennette Reed & Associates
contactus@kennettereed.com

East Coast Office
4002 Highway 78, Suite 530-149
Snellville , GA 30039
(678) 344-6373

Is Your Marketing Strategy Killing Your Profits?

With the wrong marketing strategy you could be killing your profits and limiting your business. Your marketing strategy is like the driver in a car, with marketing tactics being the engine. If you know where you want to go and how to get there, your marketing tactics will help you attract many more clients, if not you could crash.

Every business uses one or more of the following tactics to attract clients; mailings, advertisements, phone calls, networking, promotional events, a web site and sending email. If you use any of these and aren't attracting as many new clients as you want or making as much money as you'd like, the problem may not be the tactics. It's your marketing strategy that needs attention.

Without an effective marketing strategy you won't achieve the results you want, no matter how much time and money you spend. A high profile radio ad campaign won't help you grow your business unless it includes a message that attracts your prospects. An article about your firm in a newspaper can bring in business or just be a conversation piece. Email messages you send can end up in your prospects' delete bin or prompt them to contact you.

Mailings, radio advertisements or web sites are only delivery vehicles for your marketing message. They are the tactics you use to implement your strategy. Are you using the right strategy to market your business?

What are the fundamental principles of your marketing strategy? If you can answer this question, you're among one percent of business owners who can. Most people think only about their marketing tactics or vehicles and wonder why their profits aren't growing as quickly as they would like.

Business-Building Marketing Strategy

To grow your business you need to:

Define Your Goals
Identify where you want to take your business and what you want to achieve. Other than making more money than you are now, have you written down a vision of what you want your business to be two years from now? Five years from now?

Target Your Marketing
Most small business owners waste their time and money pitching too broadly. Do you have an effective method for identifying the people who want your products and services?

Use a Problem Solving Approach
Over 95 percent of small business owners focus their marketing on the reasons people should buy their products and services, not on their clients. Is your marketing focused on client's concerns and problems or on yours?

Demonstrate Value
Getting your name in front of people is a first step in marketing, but if your prospects don't know what you do or how you can help them, you haven't achieved your goal. Past clients and prospects may have only a limited idea of how you can help them. Do your prospects understand the range of problems you solve and the solutions you provide?

Build Relationships
Every past client and prospect who has shown an interest can help you grow your business. Most service professionals know this but waste this resource through lapsed or infrequent communication. Do you have a method for staying in touch on a monthly basis with every person who could help you grow you business? Do you have a strategy for growing the number of qualified prospects on this list each week?

Many people find that defining their marketing strategy is the hardest part of their job. So hard that many small business owners use a tactical approach instead. Don't make this mistake!

Once you have clear marketing goals and a well-defined strategy, your marketing will be more focused and you can make more effective use of appropriate marketing tactics to grow your business. Shift to strategic marketing and you'll turbo charge your marketing and your business

See It Through

Many talk about what they'll do, claim to be the best, promise to meet expectations or exalt the wonders of their products, services or skills. Those who actually walk their talk, prove to be better than expected or truly offer the best products/services/skills, are respected and valued.

Want to be included on the shortlist of top performers or trusted advisors? Try keeping the following in mind to increase credibility, respect, and personal effectiveness:

Track the progress of your work, and the work of others, as it relates to the full completion of your project/task.

Keep it personal. When delivery of a request is completed by another, be sure to thank them for their contribution.
Say, it. Do it. If you say you'll do it, make sure you do it well, and in a timely manner.
When tracking a project or item, be willing to make adjustments (if necessary) to insure thorough and timely completion.
If you have ideas that may contribute to the success of projects, ask if they are welcomed, and offer them if they are.
Follow-through, and follow-up help everyone shine. You might be able to catch a ball before it's dropped. Do it for the good of all parties involved.
A job well done may have many tangible and in tangible rewards. Give yourself the opportunity to discover and experience them.

Seeing projects, ideas or promises through to completion builds credibility, exhibits thoroughness and improves self-esteem. Wouldn't you rather work with someone who has a track record of following up and following through? Your clients would too.

Demonstrate your ability to manage challenges and exceed client expectations by sharing how your previous project management skills saved a client money, helped them dodge a bullet, exceeded their expectations or met an unusual need. You'll gain the prospect's/client's trust in your ability to successfully get the job done.

Kennette Reed http://www.retentionexpert.com is known as the Performance Improvement & Staff Retention Expert. For 20+ years, she has provided performance improvement and staff retention solutions to individuals and organizations across the country. Through her consulting, training, success coaching, and speaking engagements, Kennette involves, excites, and motivates organizations and individuals toward more impactful and individual focused management. She is the author of Discovering Your Passion: The Thing That Makes Your Heart Sing l http://www.discoveringyourpassion.com and Steps Along Your Path: 52 Weeks of Path Clearing & Inspiration l http://www.stepsalongyourpath.com .

Book Keynote Speaker Kennette Reed for your event l http://www.speakerkennettereed.com

NEW - Soon To Be Released Book: People Management: How To Win Support & Influence Performance
Products for Business & Personal Success l http://www.kennettereed.com/products.htm

Click below to see Kennette's Blog

West Coast Office - Headquarters
655 Lewelling Boulevard, #443
San Leandro, CA 94579
(510) 352-2121

Kennette Reed & Associates
contactus@kennettereed.com

East Coast Office
4002 Highway 78, Suite 530-149
Snellville , GA 30039
(678) 344-6373

Are You Ready to License?

I like work. It fascinates me. I can sit and look at it for hours.

Jerome K. Jerome's famous quote may have been intended as a tongue-in-cheek celebration of laziness -- but there's a gem in there that Nichepreneurs can profit from.

Licensing may not be the first word that comes to mind when you're considering your career, particularly if you've made your niche in the service industry. However, creating a license based on your Expert Identity can be a very lucrative revenue stream. Nichepreneurs who create licenses based on their products and services can increase their profitability without adding to their workload: a great spot to be in. Identifying the right time to consider licensing one's expertise will be different for every Nichepreneurs. However, there are five common factors others have used to make the decision:

More Work Than One Office Can Handle

Are you booking appointments six months out? Do new clients have to wait weeks and weeks before getting to meet you? Have you expanded hours, opened up on the weekend, and still don't have enough time for everyone?

These are all signs that you've got more work than you can handle. Mind you, this is a good position to be in -- but clients won't wait forever. If you can't handle all of your business in a timely fashion, changes have to be made. Rather than lose these clients to a competitor who can see them quickly, why not funnel them to one of your licensees? That way you continue to profit from the relationship, without adding more to an already overloaded schedule.

Geographical Challenges

Word of mouth is a wonderful thing, and there's nothing better than having your clients tell all of their friends how great you are. However, when those friends live far beyond where you're willing or able to travel, someone's bound to be disappointed.

Licensing can be the ideal solution when customers want your services yet are further afield than you're able to travel. By creating licenses, you can expand your geographic range, creating a far larger footprint than you'd be able to on your own.

Be realistic with yourself when considering this criteria. With relatively cheap airfares and a strong drive to succeed, more than one Nichepreneur has gotten into the habit of living life on the road -- traveling cross country, often several times a week, for client meetings. If you enjoy this kind of commute, great! However, if you are starting to resent the sight of your suitcase, it might be well worth considering if slightly diminished profitability is worth being able to forgo the weekly flight.

Time Limitations

Nichepreneurs or not, there are only 24 hours in a day. That's all the time you have to run a business, have a family, and perhaps even eke out a little personal time. You can't work all of the time, unless you're willing to forgo the other two categories -- and that's not a healthy balance.

Licensing allows you to make the most of the limited amount of time we all have. If you're having real trouble meeting all of your professional obligations and keeping a good balance of family and personal time, it may be time to consider how you can make your practice more efficient. Licensing is one tool that you can use to capitalize on the finite number of hours in the day.

Desire to Increase Profitability

Every individual has unique financial goals. If you're not reaching yours, licensing might offer an opportunity to get closer to that target number.

License arrangements vary: some Nichepreneur sell licenses outright, where others enter into ongoing arrangements allowing affiliates to use the name, logo, and methodologies you've created in return for a monthly fee. You'll want to consult with your financial advisor about what arrangement best suits your needs and will help you realize more profit.

Interest from Would Be Licensees

Interest from would-be licensees is a great signal that you may be ready to license. Sometimes others can see the opportunities that we're blind to: either because we're too close to our own businesses or just too busy to notice the profit waiting to be realized.

Be cautious at this point: just because someone has expressed interest in entering a license agreement with you doesn't mean they're the ideal person to carry your name. There's a lot of legwork and research that goes into creating a license relationship: however, the enhanced profitability often makes it all worth it.

Keep A Record

Write them down in a designated "Ideas Notebook" or "Ideas Journal".
Use a PDA to jot a note, and fill in the details later.
Make notes on index cards. After accumulating a number of ideas, move the cards around, and group similar or related ideas.
A micro cassette recorder is handy to carry in a purse, brief case, or glove compartment of your car. Keep it accessible to quickly record what might be fleeting ideas or thoughts.
Phone your voice mail or answering machine and leave yourself a message that contains the ideas or thoughts.
Use the memo function on your mobile phone to record your idea.
A small notepad is also a handy recording device. Some even come with a pen attached.

Sharing for mutual enrichment,

Kennette Reed
http://www.retentionexpert.com

Book Keynote Speaker Kennette Reed for your event l http://www.speakerkennettereed.com

NEW - Soon To Be Released Book: People Management: How To Win Support & Influence Performance
Products for Business & Personal Success l http://www.kennettereed.com/products.htm

Click below to see Kennette's Blog

West Coast Office - Headquarters
655 Lewelling Boulevard, #443
San Leandro, CA 94579
(510) 352-2121

Kennette Reed & Associates
contactus@kennettereed.com

East Coast Office
4002 Highway 78, Suite 530-149
Snellville , GA 30039
(678) 344-6373

Networking: The NON- Spreadsheet Activity

Somehow a falsehood has been spread about networking.that it is a quantifiable process that one can tally. NO, it is not now nor never has been ---a science. Although there are academics who study social networks who are mathematicians, behaviorists and even physicists, the reality is that day to day treatment of others, support and exchanges we call networking are an ART... the art of communication.

Those who come from analytical backgrounds seem to want to configure, debit, credit and they miss the ARTFUL aspect of the process that was once known as 'helping'.

We can track the history of a 'lead' as I did when asked how I was hired to speak for Lockheed and realized it all started 13 years earlier in a ballroom at the Bonaventure Hotel in Los Angeles. But that tracing of the steps does not belong on a spreadsheet in EXCEL. All I can say is that those who are the best of networkers treat are smart and savvy in the manner with which they treat others. And they do the right thing... without being reminded.

During a conversation with an award winning short story writer, she mentioned that she was in a quandary about her literary agent. The comments she made were all valid but there was one that had a greater impact. "The agent knew my mother was dying. She died and six months later my brother died and I never received a phone call nor a card.

"She was talking about a very successful agent whose treatment of authors has always been in question but her prowess as an agent encouraged authors to look the other way. My rhetorical question to this writer: "Do you want to be represented by someone who would know of your loss and never make the time to acknowledge it?"

Smart agent.yes and NO. She didn't have the sympathy nor empathy nor basically give a fig about this author and her loss. NOT communicating spoke volumes. The smart, savvy networker is one who is connected to the people in their networks. not just what those people can do to help them. Networking is part 'milk of human kindness' and I am afraid we have people whose behaviors ...'under the guise' of networking... are not only lactose intolerant... but blatantly intolerable.

© RoAne 2004 Susan RoAne is an in-demand keynote speaker and best-selling author who has worked conventions,trade shows, meetings and the bleachers of Wrigley Field. Her best-selling books: How To Work A Room®, The Secrets of Savvy Networking and What Do I Say Next? and her audio-book, RoAne's Rules: How To Make the RIGHT Impression, are available in local and on-line bookstores. Susan RoAne is the nation's leading and original networking authority and can be located in San Francisco at 415-239-2224 and at: Susan@SusanRoAne.com

Digi-Newsroom

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Networking Tips from Pam Fennimore

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Making Time for Marketingby C.J. Hayden, MCC

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Different Types of Networking Groups

Closed Networking Groups

Open Networking Groups

The Power of You Part 2 - Discovering Your Life Purpose

The Power of YouPart 2 - Discovering Your Life Purpose

The Power of You Part 1 - Living Your Life's Dream

The Power of You Part 1 - Living Your Life's Dream

Networking Success: Mastering the Right Combinations

Networking Success: Mastering the Right Combinations

Catch More Clients

Catch More Clients Using Strategic Networking

Is networking helping you bring inthe new clients you want?

Pull Information

Build Relationships

Compare Life Coaching to Consulting

Changing Your Position When There's Competition

Changing Your Position When There's CompetitionBy C.J. Hayden, MCC

Simon Says The TACTIC: When a prospect is negative, strip line hard!

Simon SaysThe TACTIC: When a prospect is negative, strip line hard!

Simon Says: Which Is Better: To Be Liked, Or To Be Respected?

What Would You Do If You Knew You Couldn't Fail? Copyright © by Lena Sanchez

Keep A Record by Kennette Reed

Is Your Marketing Strategy Killing Your Profits?

See It Through

Are You Ready to License?

I like work. It fascinates me. I can sit and look at it for hours.

Time Limitations

Desire to Increase Profitability

Interest from Would Be Licensees

Keep A Record

Networking: The NON- Spreadsheet Activity

Making Time for Marketing
by C.J. Hayden, MCC

The Power of You
Part 2 - Discovering Your Life Purpose

The Power of You
Part 1 - Living Your Life's Dream

Networking Success:
Mastering the Right Combinations

Catch More Clients
Using Strategic Networking

Is networking helping you bring in
the new clients you want?

Changing Your Position When There's Competition
By C.J. Hayden, MCC

Simon Says
The TACTIC: When a prospect is negative, strip line hard!

I like work. It fascinates me. I can sit and look at it for hours.