Unclip Your Electronic Leash - Really Be Where You Are and Your Sales and Relationships Will Blossom
Do you want to see your sales soar, your relationships blossom, and your stress level decrease? Unclip your electronic leash. That's right, turn off your mobile phone or better yet, leave it in the car when you arrive at a business meeting, networking event, or dinner with a loved one. Before you immediately dismiss the idea, consider the following.
As hard as it may be to believe, back in the last century there was a time when no one had a mobile phone. No one had access to the current Tweets from their friends, texts from their co-workers or weather updates from the web. And people got along just fine.
Opportunity and outstanding situation marketing has driven us to believe that we should not (or cannot) function without our mobile device. We have been conditioned to believe that we are less effective, less connected, and less important without a mobile phone. And while recent studies indicate that people feel more stressed if they are without their mobile phone, these same studies indicate that the use of electronic communication is a tool to help people find "real world friends" (Keeping it real... 'Offline' communications still key to connecting with 'Digital Generation' DSSResources) . In essence, people use mobile phones to enhance, not create relationships that matter.
And in a relationship that matters, what behaviors do you exhibit? When you are with a premier client, do you answer your mobile phone or text to others? When sharing an intimate dinner with your mate, do you text to others or receive calls from friends? If you do, stop it now.
Aren't there times when you intuitively know that you should silence your phone or leave it behind? Would you answer your phone in a theatre? At the symphony? In the library? Society is changing its tolerance of mobile phones and the abusers who use them. The signs are everywhere. In banks, at retail check out counters, and at virtually every governmental agency, mobile phone use is no longer permitted.
The reasons are many, but the simplest explanation is that we no longer wish to be told we are less important than the person who isn't even here. When you answer a mobile phone call or text a friend in the presence of others, you are telling them that they are not as important as the people you want to connect with who aren't with you right now.
The biggest problem we have with mobile phones is they have become habitual. Just like yawning, when others look at their phones or are texting, we feel compelled to look or text too. Mobile phones are arguably the cigarettes of the new society. We unknowingly light them up by checking for texts, messages, and missed calls. For many, making a call the moment they get in the car has become a habit, just like lighting a cigarette was in the past.
Clearly there are times and circumstances where keeping your phone accessible is required. You wife is expecting a child, you are expecting an important call, or you work in a field where you are on call. The examples of acceptable reasons to keep your phone handy are as ubiquitous as phones themselves. But stop for a moment and ask, "Do I really need my phone right now?"
Try this test. Look back through your call and text log over the past day. How many calls and texts did you make and receive? How many of those calls and texts were crucial? How many were time sensitive? How many really mattered at that moment? You'll find that most of the interactions on your mobile device are brain candy. They keep you occupied. And occupied while with a significant client or loved one is distracted. You lose.
When you begin to focus on the people in front of you as much as you do your mobile device, you will begin to change the nature of your relationships. Better relationships are the source of more sales and less stress. Lose the leash.
Storytime at the Networking Event - Success Stories Give The Audience a Chance Play a Role
We've all been there. We are at a networking event and it's time for the elevator speeches. And one by one they drone one in a rhythmic fashion. "I'm Bob with Bobs Inc." "I'm Mary with Mary's Cleaning." "I'm Steve with Steve's Warehouse." Each introduction more mundane than the last. YAWN!
But then something unusual happens. We find that we're listening to someone more intently. And before we know it, we're hooked. We forget about the time and our wonderful buffet lunch, and find ourselves deep inside another world. In this new world we are experiencing new and exciting things. What is the difference? A story.
When delivering your elevator speech (Magical Networking Moment), using stories will capture the imagination and move the audience to take action much faster than the facts. So present the facts in a success story. A success story is any recount of an experience a customer has had with you, your product, your service, or your business. Success stories are extremely powerful.
Most people are thinking about themselves most of the time. This is the challenge every marketer has when conveying information about their products and services. How do we break the preoccupation of the audience? People will naturally listen longer and more intently to a story than to a pitch. What's more, people are naturally curious and want to know how a story ends.
And when a story applies to them, people have the ability to project themselves into the story and really see the success happening for them too. When they do, you have the rare opportunity to use their self-focus to your benefit. When people are able to think about themselves while using your product or service it translates into more business for you.
Be certain that your story is true as honesty is always the best policy and your integrity and credibility are keys to networking success. And resist the temptation to embellish for effect. Those who relate to the story won't need a larger than life experience to be drawn in. That isn't to say that you shouldn't bring life to the story. Include sensory words like saw, felt, tasted, and heard to bring the story to life.
And for those who are new to the company, use a story from a seasoned veteran. Again, confirm the truth of the story but once confirmed, share the success story with audiences until you have your own. Tell a success story every chance you get. You may use different stories or the same one over and over again. Remember there are always new ears listening.
One bit of caution when using stories. Just as the audience will be drawn in and will loose track of time, so will you if you haven't practiced. Don't attempt to tell a story off the cuff. Practice your story in front of a mirror until you have the right facial expressions and you have a handle on the time it takes to share. Telling the story masterfully is a skill that must be developed and practiced.
Storytelling has been with us since our first words. Cave dwellers and ancients from all parts of the globe used pictures to tell stories. Today we continue to share our most powerful lessons through stories. You can use stories to tell in a more interesting way the story of your product or service and more people will be interested. Use the success story to win more business and build better relationships. Tell the story.
You've Got Seven Seconds - What Will You Say? The Short Magical Networking Moment
Every once in a while you will be placed in a situation where you only have a few seconds to convey to others who you are and what you do. It may be at a formal networking event or in a chance meeting. These short interactions can be extremely powerful if you are prepared.
Have you ever noticed that the volume on your television magically increases during commercials? Advertisers know that they must grab your attention in the first few seconds of their message and they also know that you are likely to leave the room for a moment or two. Therefore they increase the volume to lure you back. Even if you don't return to the room, they want to be sure that they have been heard.
But Magical Networking Moments (elevator pitches or self-introductions) in a group or one on one are different. While it is important that the volume and pitch of your voice are appropriate for the setting, what you say will be far more important than a commercial advertiser. You are likely to only have this one chance to make an impression. Therefore you must plan well what you will say and what you hope to gain by delivering the message.
Remember your desired outcome. It is impossible to get everyone in the room or every person you meet to be interested in your products or services solely based on a short introduction. This should be the beginning of a relationship. Your goal is to craft a message in such a way that the people who are right for you are compelled to ask you for more information. You'll know you're on the right track when you deliver a short message and people ask you for more information.
Experts tell us that we have between three and seven seconds to grab someone's attention long enough to keep it when they are expecting our message. Starting with a simple question and following with your name is a good technique. For example, "Have you ever known someone who struggled introducing themselves in front of a group? I'm Glen and I help people get what they want when meeting people." Always end with a tag line or your name in the final sentence. We recommend using only your first name since time is short and one name is easier to remember than two.
In the example above we are seeking people who are struggling to introduce themselves. And while we are targeting the group in which this message is delivered, we have done it in a way that gives each person who responds deniability. Few people are willing to admit they have a problem in front of others. Each person can feel comfortable approaching us without revealing to the group that they have a problem since our message was directed to people who have "known someone who struggled." If it had asked "have you ever struggled" our responses would be very few.
The key is to take your standard Magical Networking Moment and pull the middle out. Start with a bang and end with a bang and your time is up. If you haven't crafted your standard Magical Networking Moment yet this shortened message will be the boilerplate for your standard version. Either way you should remain consistent.
What you say and how you say it will have a big impact on your results. Having a standard Magical Networking Moment that begins and ends the same will provide you with the ability to shorten your message to fit any occasion. You will be more consistent and memorable which will deliver better results and help you build deep relationships with your clients and referring partners.
Be One of the Chosen Few Who Meet the Right People - Seven Steps to Networking Success
Regardless of the community, group, or event, there always seems to be someone who meets just the right people at just the right time. While others spend years attending events hoping to meet someone, these seemingly chosen few find it easy to connect and grow their network (and their business). Why?
Here are seven simple steps to become more like those "chosen few".
First. Remember that you are not there to sell anything right now. Everyone has come to the event or group with the desire to grow their business. And that is why so many people fail to connect. Since everyone expects everyone else to be selling, they naturally put up their protective wall. It's hard to connect with people through a wall.
Second: Remember that everyone is thinking about themselves most of the time. You must be aware that people love to hear their own name and things about them. That's why so many people verbally vomit all over others when they meet them. It's not because they think others want to hear about them, it's because they want to hear about themselves.
Third: Smile! It's proven that smiling, seemingly happy people are more attractive to us than people who do not smile. People who smile more are more successful. The simple act of smiling can make you happier. What's more, smiling leaves evidence on your face in "smiling lines" that make you appear to be smiling even when you are not. Smiling tells others that you are warm and inviting, and most of all, fun!
Fourth: Seek to meet people. Here's a secret: Everyone is scared just like you. It's natural to be apprehensive when in a crowd of strangers. When you take the first step and engage others in conversation, you will subliminally be easing the pain that the other person is experiencing. Everyone is there to meet people. You should make it easy for others to meet you by taking the first step.
Fifth: Have a warm handshake, literally and figuratively. If your hands are cold, rub them together to warm them up. Shake hands with people being sure to get a good web-to-web grip. See my previous article "Success in Sales and in Life Depends on a Great Handshake" to learn how to do this.
Sixth: Ask questions that show a genuine interest in the other person. One great example is, "how did you get into the work that you are in right now?" Asking questions that go beyond what you do and how you do it will go a long way to building rapport and that leads to a better connection.
Seventh: Ask for their business card. When you get their card write down a few notes to remind you about the conversation. Be sure to ask the Million Dollar Question: "As I meet people, how will I know a perfect referral for you?" Write this down and then follow up with a phone call or note.
Every group has the chosen few who seem to have the inside track. They know everyone and everyone knows them. Meeting new people comes naturally for them. Follow these seven steps and you will soon be among the chosen few who meet all the right people at just the right time.
Getting to Know You - Real Success Cannot Be Achieved Without One-on-One Meetings
Are you ready to make your networking efforts pay huge dividends? There are many things you can and should do to ensure success, but none so important as setting time aside each week and meeting with individuals face-to-face, also known as having a one-on-one. Individual meetings with people are so critical that we believe you cannot truly succeed without them.
When it is just you and another person meeting you will have the ability to really get to know each other. You will have a chance to learn about each others personal life, goals, and dreams. In learning more you will also discover things you have in common and you will naturally grow to like each other. That is assuming you have carefully chosen those with whom you meet.
One-on-one meetings are where the networking plan you have created really pays off. Since you have carefully considered the people you want to meet and you skillfully asked questions previously, you won’t be wasting your time when you meet discovering if you are a match. You can get right into knowing each other better.
Occasionally you will have a one-on-one with someone that you thought would be a match but turns out not to be. When this happens it is best to refer them to someone else and move on. Be polite but honest. The best thing for everyone is to have people in your network that truly belong. Skillful questioning, careful listening, and clearly explaining your needs will clarify the relationship. Both you and your meeting partner will quickly see if there is a good match or not.
Meet at a neutral location like a local Starbucks or other coffee house. Meeting at a neutral location keeps the focus of the meeting on the two of you as equals and prevents the conversation from turning one-sided. Neutral locations also provide ease of exit when a match isn’t felt. One-on-ones can be over a meal if you choose. We suggest breakfast as the meal of choice. It’s easy to focus on the food and restaurant when having lunch or dinner, but you want to focus on your meeting partner. Breakfast also provides the lowest cost of entry and the shortest time. One-on-ones should be short and to the point but long enough to become comfortable with each other.
You should bring what you believe will be a good lead or referral for the person you are meeting with. As you engage in more one-on-ones you will become skilled at referring others on short notice. You’ll hear what they do and quickly think of someone you just met or have known for quite a while that needs to know your meeting partner. But and in the beginning it may take a bit more thought. Having at least one potential lead or referral means you have done your homework and that you cared enough to come prepared. It also puts into motion the law of reciprocity. Simply stated, you have done something for them, now they feel obligated to do something for you. All too often we leave meetings feeling like we have made a great connection and neither party takes the next step and gives a referral. Coming prepared puts the relationship into action.
One-on-one meetings are essential to success. They are the building blocks of relationships that will result in more referrals and closed business. People do business with people they know, like, and trust. One-on-one meetings give you the opportunity to know, like, and trust each other.