High-Achieving Women's Blogazine

The more hobbies and group activities that you participate in, the more opportunities you will have to network and market your business products and/or services.  Your leisure time activities (e.g., golf lessons, aerobics or yoga classes) can provide a natural venue for networking and can enhance the relationship building process much easier than some of the formal networking events you often attend.

One thing about leisure time networking and marketing is that the leads will come your way from these venues without you having to do the hard sell — just because of the relationship you have built during your leisure time activities. Enjoy your leisure time and let the networking come naturally. Remember networking, listening and marketing are a joint effort.

By listening carefully to what’s being said during your leisure time activities, you can get some great promotional and marketing ideas and possibly augment what you are currently offering to your clients.  This is also a good way to learn which areas to focus your promotional ideas. Listening to the concerns, reservations or thoughts about various businesses’ services from your leisure time acquaintances can help you better market your products and services.

The other big benefit of listening more during leisure time activities is that your leisure time acquaintances and friends are likely to consider your business more trustworthy and they could eventually become a customer, simply because you have built the ‘know, like and trust’ factor.

If you really want to know more about the secrets behind high-end networking or how to market high-end, join the Global Association of High-Achieving Women’s Millionaire Success Club (Platinum Premier Success Circle).

If you want information that will allow you to maximize your footprint, business growth and career success go to the Freebies Page and sign up for a wealth of free information.

Lastly, become a Fan (Like) of the Global Association of High-Achieving Women .

Love, Success and Greatness

Dr. Laureen

Million Dollar Solutionist™

Twitter: DrLaureen  
Linkedin: http://www.linkedin.com/in/drlaureen
Facebook: http://profile.to/drlaureen

© 2010 Dr. Laureen

PS: The Global Association of High Achieving Women and Masterpiece Solutions are the sponsors of the free monthly newsletter: Elevations™. This newsletter has three focus categories:  Your Career – Your Business – Your Life and You. If you would like to receive free monthly issues of Elevations™ please provide your name and e-mail address below.

I received a call on Friday from a new entrepreneur who started her business six months ago.  She wanted to know more about the importance of having a robust customer list and how to start the process.

I responded by stating that if you’ve been in business any length of time, you probably have some names to start the list building process.  I suggested that her list should include:

• Current customers
• Past customers
• Vendors
• Complimentary businesses
• Mailing list/purchased names
• Wish list business contacts
• Social media contacts
• Friends and family
• Networking contacts

But just having a list will not do your business any good unless you take action. I’ve known many businesses that have a comprehensive customer list, yet never mailed out one piece of marketing materials to their targeted list. Your list is only as good as the action you take.

Whether you’re heavily into direct mail, Internet marketing, or a combination of both, it’s important to begin developing a rapport with your customer list. Making contact with your customers on a regular basis is how you build relationships. You can mail (email) them things like:

• Coupons
• Newsletters
• Brochures
• Blog posts
• Special promotions
• Tips sheets
• Freebies
• Complementary audios
• Product information
• Company information

The important thing is that they hear from you on a regular basis. Your customers should begin to expect things from you, realize who you are and understand what type of products and services you provide.

As you promote to them, continually offer a new product or service that may be of interest to them and not just to you. It’s a lot easier selling a product or service to someone who knows and likes you, than to create a new sale with a stranger. Once your list begins to grow, then you can begin offering more products and services.

If you would like to know more about list building, getting noticed in the job marketplace or how to position your company for growth, I invite you to become a member of the Global Association of High-Achieving Women.

If you want information that will allow you to maximize your footprint and potential for business growth and career success go to our Freebies Page and sign up for a wealth of free information.

Lastly, will you become a Fan (Like) of the Global Association of High-Achieving Women?

Love, Success and Greatness

Dr. Laureen

Million Dollar Solutionist™

Twitter: DrLaureen  
Linkedin: http://www.linkedin.com/in/drlaureen
Facebook: http://profile.to/drlaureen

© 2010 Dr. Laureen

PS:  The Global Association of High Achieving Women and Masterpiece Solutions are the sponsors of the free monthly newsletter: Elevations™. Elevations™ has three focus categories:  Your Career – Your Business – Your Life and You. If you would like to receive free monthly issues of Elevations™, please provide your name and e-mail address below.

In the new economy, strategic alliances enable businesses to gain a competitive advantage by accessing other entities’ resources, including their markets, technologies, capital and people.

Although the below list is not all inclusive; traditionally, businesses use strategic alliances to:

• achieve advantages of scale, scope and speed
• increase market penetration
• enhance competitiveness in domestic and/or global markets
• enhance product development
• develop new business opportunities through new products and services
• expand market development
• increase exports
• diversify
• create new businesses
• reduce costs

Strategic alliances are becoming a very powerful tool for expanding the reach of one’s company without committing the owner to expensive internal expansions beyond h/her core business model or budget.

Love, Success and Greatness

Dr. Laureen Wishom

Million Dollar Solutionist™

Twitter: DrLaureen  
Linkedin: http://www.linkedin.com/in/drlaureen
Facebook: http://profile.to/drlaureen

© 2010 Dr. Laureen

I received a call today from one of my former clients asking what secrets I could share with her on how to turn more of her contacts into relationships.  Here are the tips I shared on how a contact blossoms into a relationship.

 1. Figure out who they are and what they want.
2. Determine your compatibility with them.
3. Find out how you can help them get what they want.
4. Begin dialogue on a regular basis that has information they can use.
5.Try to learn more about them as time progresses.
6. Realize and be aware that people reveal their true selves over time.
7. Pay close attention to signs and follow your instincts.
8. Do what you say you will do.
9.  Make sure they know your needs and desires.
9.5.    The best way to win the connection is to first win the person.

The secret is this: The more they like you and feel they receive value from you, the more likely it is that the relationship will grow and prosper.  The rule of ‘give and take’ is: before you can take, you must give.

, Career Success and Business Growth Expert

Networking doesn’t end at the close of the luncheon or conference. Professional relationships require consistent attention and care, even after the ceremony. Think of your clients, their busy schedules, and their numerous daily demands. You can’t just love ‘em and leave ‘em hanging. Things they didn’t need yesterday might be absolutely vital to them in a couple of days or a couple of weeks. Try to find that perfect balance of contact. Clients and potential clients should know you’re there for them without feeling like you’re keeping them from getting important work done. Here are my 9.5 best tips:

1. Networking is about following-up after the contact, not about the free food and drink.
2. Be sure to ask for their business card only if you plan to follow-up, and give out your own card only when asked.
3. Ask permission to contact them in a few days to find out more about them and their business.  Do not negotiate any business at the networking event.
4. Write the date that you agree to contact them in a small pocket notebook.  Be sure to do this while in their presence. It shows commitment and provides links to the next stage of the relationship.
5. Make a note of where and when you met him/her and any other interesting facts. But be sure to do it later, out of the person’s sight.   
6. Throughout the relationship building process, be persistent but don’t pester.  Always ask permission to keep in touch.
7. Call when promised and mention some detail from the conversation at the event.  Your objective is to set a meeting with the person.
8. Offer to send some literature if they are not yet ready to meet with you. Ask if you may contact them within two weeks.  In the letter that you send, remind them when you will be calling.
9. Be persistent until your prospect says “no.”  However, do stay in touch even after the “no.” Circumstances and people change.  You can stay in touch without being overbearing by sending newsletters, or interesting articles.  If you don’t stay in touch, you will quickly be forgotten.
9.5.Explore their social media networks to see if your networks overlaps. Check sites like Twitter, Facebook and Linkedin.

Remember, it takes a minimum of seven touches before a relationship develops. Those touches include e-mails, phone calls, mailing literature, in-person meetings, etc.  All relationships are built on the Know.Like.Trust Factor.

This concludes this series on networking. If you enjoyed this post, take a moment to sign up for the Free Audio: 10.5 Secrets For Achieving Success and Greatness.  It will only take a minute to sign-up, and you will benefit from my secrets for achieving much success and greatness.  I believe that everyone deserves a competitive, successful edge.

Reflect on your experience and make note of what you did well and what you need to improve on. Did you collect business cards, distribute yours? Did you speak with the right people? Did you ask the right questions? Each networking event should serve as a learning tool. So after each event, make conscious strides to improve and be better than the time before.

Perhaps you’ve seen it before. You know, the pushy guy at the networking luncheon who manages to throw himself into every conversation? Let’s call him Hank. Hank likes to hijack the topic, hand out his business cards, and within thirty seconds ask everyone to call him without so much as an introduction. He moves on abruptly, and each new group cringes collectively as he approaches. You just know that weeks later he’s out there somewhere wondering why his iPhone never rings. Someone should tell him he’s doing it wrong, you think to yourself.

But what is the right way to network? Most of us know it when we see it, but have a little trouble putting it into action. All skilled Networkers “work the room” with politeness, respect, integrity, good manners, etiquette and courtesy. The height of bad manners is to look over your shoulder looking for others whilst in conversation.

Here are 13.5 tips for how to move in and then move on.

1. Move around the room.  Spending the entire time with one person is not the best use of your networking time.
2. Plan to move on at the appropriate time. Don’t worry. You’ll know when it’s time.  Here’s a great way to move on:  “Well Mary, it has been a pleasure meeting you.  I need to go and speak with Bob over there, would you like me to introduce you?”
3. When you start a conversation at the bar or near the food, it creates an atmosphere of comfort and is a good area for chatting.  Offering someone a drink is always a good icebreaker.
4. Practice acting as a host even though you may be a guest.  When you introduce people, don’t just say: “Betty, this is John. John, this is Betty.” Try adding interesting facts about each of them that will help them start a conversation and make it easy for you to move on.
5. If you are the host, make sure no guest is left alone.  See that everybody feels comfortable and is talking with someone.
6. If two people are standing face-to-face, chances are they don’t want to be interrupted.  If they are standing side-by-side, it is more likely you will be welcomed.  
7. You can approach a group of three where there is a gap, and then wait on the edge.  Catch the speaker’s eye and smile, and it is almost certain that the speaker will smile back. Usually, the others will turn to face you and welcome you by introducing themselves.
8. Ask permission to join a group.  You should join in at the appropriate moment and never change the current topic.
9. Watch the body language within the group.  Closed threes or fours are saying “We are happy, don’t disturb us yet.”  Only approach open groups.
10. If you don’t approach anyone, you might spend the whole time alone, never making new contacts. 
11. Stand side-by-side with someone rather than face-to-face.  It makes it easier for you to see others and is a sign you want others to join in.
12. Move on when you meet an unfriendly or rude person.  Life is too short.
13. Stay late at a networking event. It is usually in the last hour that the serious networkers build the strongest relationships.

  13.5.Thank your host before leaving, and send a note of appreciation the next day. Politeness is good for business, and it sets you apart from the crowd.
 

By following these tips, you can enter and leave conversations smoothly and confidently. Do it any other way, and you might end up like poor Hank – leaving behind a flurry of meaningless business cards and a room full of befuddled networkers.

Watch for the next post. In it, I will reveal “How to Follow-Up and Keep in Touch – 9.5 Tips to Become an Extraordinary Networker, Part 6”.

If you enjoyed this post, take a moment to sign up for the Free Audio: 10.5 Secrets For Achieving Success and Greatness.  It will only take a minute to sign-up, and you will benefit from my secrets for achieving much success and greatness.  Everyone deserves a competitive, successful edge.

, Career Success and Business Growth Coach

To make the right impression, focus on the other person, not yourself. The key is being interested rather than being interesting, so it’s important that you talk in terms of the other person’s interests.  Be a good listener, and encourage your contacts to talk about what they like best – themselves.  We learn nothing from talking, and everything from listening.

The partner of listening is questioning. Ask questions based on responses and needs. Make sure you use lots of open-ended questions:  What?  Why?  When?  Who?  Which? and How?  Closed questions always end with a simple “yes” or “no.” Not very helpful when your goal is to move the networking conversation forward, right? So do your best to avoid them. Listen and look carefully while the other person is speaking.  Words might be fictitious, but body language isn’t. 

Your mission while making a first impression is:

 1. Be memorable in a good way.
2. Collect information.
3. Create value for others.

Here are 7.5 tips to make the right impression.  Remember you only get one chance to create a first impression.

1. Look the part: Stop by the mirror before entering the room.
2. Be confident: Walk into a room with your head held high and confidence intact.
3. Present a first-class design… it speaks volumes: Your design can make you stand out. Things like your attire, unique positioning statement, personal brand statement and business cards are important. Don’t skimp; it’s worth paying a professional to get it right.
4. Be clear on the offer:  When asked to describe your business, product or offer, be clear
    and concise. Perfect your elevator pitch – this is the description of the business that can be uttered in less than 15 seconds. When someone asks me what I do, I say:

“Hello:  I am Dr. Laureen, and my company helps high-achieving female career professionals and women business owners advance their professional  careers or start, grow or expand their businesses.”

5. Give more than you take: you want to get something out of the experience, but be prepared to give a little too.
You have something to offer, whether it’s by giving your free expert opinion or opening up your blackberry and making a virtual introduction.
6. Follow-up: Be sure to follow up on your agreements.
7. Continue to build: Find the links and deepen the connection. Remember: first build wide, then deep.
7.5. To be successful at networking, go where your customers and prospects go and wherever they like to be.

Watch for the next post. In it, I will reveal “How to Move In Then Move On: 13.5 Tips to Become an Extraordinary Networker, Part 5”.

If you enjoyed this post, take a moment to sign up for the Free Audio: 10.5 Secrets For Achieving Success and Greatness.  It will only take a minute to sign-up, and you will benefit from my secrets for achieving much success and greatness.  Everyone deserves a competitive, successful edge.

“The worst way to get a referral is to ask for one right after you make a sale, but before you have performed.  A good way to get a referral is to ask for one after you have delivered value to a customer.  A better way to get a referral is to earn one.  The best way to get a referral is to give one.” – Jeffrey Gitomer

Some people seem to have a natural gift for building great relationships at networking events. They say all and do all the right things. They’re sincere, knowledgeable, and masters of friendly but meaningful conversation. Sometimes people new to networking can feel a little intimidated by the ease with which the pros can work a room. Don’t let it keep you from networking!

It was Jessamyn West who said, “Talent is helpful in writing, but guts are absolutely necessary.” In that way, networking is a little like writing. Guts are the thing that matter. What we call talent is just gravy.                                     

The following tips are nothing new, but sometimes everyone benefits from a little reminder to stay focused on the stuff that good networking is made of.

 1. Arrive early if you feel a little nervous.  Most networking Newbies feel a little uncomfortable making the first move.  If you get there first, those who trickle in behind you can make the approach.
2. Go with someone else until you build enough confidence to go alone, but make sure you separate quickly once you start to feel comfortable.
3. Always think: “I’m going to meet new contacts and create new business opportunities at this gathering.”  This will calm your nerves and keep you focused on the goals of networking.
4. Wear your badge on the right hand side so that your name will be seen clearly when you shake hands.
5. Make good eye contact, offer a firm handshake and always smile.  These actions create the coveted first and long-lasting good impression.
6. Look for someone you don’t know standing alone, and make the first move.  They will not be standing alone by choice and are likely more nervous than you.
7. Ask permission to join them, introduce yourself and begin with friendly questions.
8. Give your name clearly and slowly. You do want them to know who you are, don’t you?
9. Keep in mind that a person’s name is to them the most important sound in the world.  Remembering a person’s name is about attitude. Don’t use your poor memory as an excuse.
10. Repeat their name on introduction and use it again early in the conversation to help you remember.   
11. Listen attentively and actively.  Use body language to show others that you are genuinely interested.
11.5. Adapt your conversation to the event and the people you are with; you need to be a person for all seasons.

Think of these networking tips as your recipe for success. The more and more you use the recipe, the better you get at remembering all of the ingredients.

Watch for the next post. In it, I will reveal “How to Make the Right Impression: Tips to Become an Extraordinary Networker, Part 4.”

If you enjoyed this post, take a moment to sign up for the Free Audio: 10.5 Secrets For Achieving Success and Greatness.  It will only take a minute to sign-up, and you will benefit from my secrets for achieving much success and greatness.  Everyone deserves a competitive edge.

One of the most interesting aspects of connections is that they may be priceless.  Your job is to add as many gems as you can by finding the mines, digging the gemstones, and then polishing them to the point when they become priceless. – Jeffrey Gitomer

Know. Like. Trust:  These are the three pillars on which all business relationships rest.  In order for potential customers to do business with you, they first need to KNOW that your business – and you, the business owner – exist.

Next, they need to LIKE you. They may not be moved to write sonnets about their affection for you and your business, but trust me. Like is critical. Granted, we could probably come up with a few scenarios where the like factor might take a backseat to, say, the proximity factor. (Imagine you’re locked out of your house. Who do you call? The locksmith you like the most or the locksmith that’s five minutes away from your front door?) But, the point is that the exceptions are few.

Last, but most important: people need to TRUST you enough to give up their money and invest emotionally in you and your business.

In order to master the: Know, Like and Trust Factor, you must make time to network and do it with purpose.  Networking should not be peripheral to your business day; it should be an integral part of it.

Here are 3.5 tips to boost your Know. Like. Trust. Factor:

1. Sell only yourself: People buy people before buying services.
2. Think People: At the end of the day, ALL business is channeled through personal relationships.  ‘Business’ doesn’t exist without people.
3. Be Patient: In the networking arena, what you give comes back; but often you have to wait.
3.5.Recognize Value: Casual connections, formal connections, business connections,referred connections and networking alliances are all valuable.
 

In a recent article on Entrepreneur.com entitled: Grow Big by Selling Small, Edward Dolan, principal of EPIC Results stated: “Keep it real. Don’t be shy about mentioning a mutual friend or colleague, and spend time getting to know that decision-maker as a person. Everyone likes to do business with people they like and trust. This may be especially true for small businesses, as it’s usually just one individual who makes all the company’s buying decisions, unlike large corporations that run purchasing through layers of cumbersome processes. They have to have a sense of connection and trust, which comes from a rapport or shared value,” he explains. “People buy from people they know and like.”

Have you mastered the Know? Like. Trust Factor?

Keep an eye out for my next post, “Be Prepared: 11.5 Tips to Become an Extraordinary Networker, Part 3.”

If you enjoyed this post, take a moment to sign up for the Free Audio: 10.5 Secrets For Achieving Success and Greatness.  It will only take a minute to sign-up, and you will benefit from my secrets for achieving much success and greatness.  Everyone deserves a competitive edge.

If you go in doing it for the money, don’t even bother to start.  If you get involved looking to connect and help others, you will win; and our winnings will be far more than just money.

Before you start networking, it might help to know what networking is. Simply put, networking is building relationships. And all meaningful, worthwhile, long-term relationships are built on trust. Doing business these days means way more than a quick sale. To earn trust and build professional networks, you need to get to know your clients and establish a rapport.

But, oh, the many lives we lead. With all of the demands on our business, personal and professional lives, you’re not alone if you tend to rank networking as one of your lower priorities. However, to truly be successful, you must accept that networking is the most effective and cost efficient way to attract new business.

Below are 6.5 reasons for making networking a priority:

1.   Gain and swap knowledge
2.   Gather market intelligence
3.   Create new contacts
4.   Raise your profile
5.   Build self-confidence
6.   Reinforce relationships with existing clients
6.5 Build your circle of influence and multiply your connection power

It’s really easy to get started. Begin networking with your existing clients or customers.  They are your very best source of referrals, especially if you are already giving them top-notch customer service.  If you are new to networking, you might also find it helpful to join networking clubs.  These clubs are safe havens for professionals new to the networking scene and people uncomfortable reaching out to make those new connections. 

Once you have a new contact, arrange a meeting time. Don’t do business at the networking event.  Networking events are merely your platform for creating awareness and starting a relationship built on mutual admiration and expectations – or the know, like, trust relationship.

A business owner that is well-versed in networking skills is all but assured a profitable business climate and a steady stream of new customers and repeat business. You already know how important new customers are to your business, but don’t forget that repeat customers will sustain your business through lean economic times.

Be sure to come back for the next post. In it, I will reveal “3.5 tips for the Know. Like. Trust. Factor”.

If you enjoyed this post, take a moment to sign up for the Free Audio: 10.5 Secrets For Achieving Success and Greatness.  It will only take a minute to sign-up, and you will benefit from my secrets for achieving business success and greatness.  Everyone deserves a competitive edge.

If you’re trying to make a big connection, or any connection for that matter, there must be a valuable or engaging reason for them to want to connect with you.  You must create that value.