Jul
31
The second half of this year’s blog will focus on topics covered in Jeffrey J. Fox’s book, “How to Become a Rainmaker - The Rules for Getting and Keeping Customers and Clients”. In Chapter 2, Fox says that we should ask “Why should this customer do business with us?” It sounds like common sense, but put yourself in your customer’s shoes and see how you can meet his/her needs, not yours. The benefit for the customer should a business one (you met the customer’s need) and a personal one (you made the customer feel good). They are ofter interlinked, Fox says.
Jun
30
In Chapter 45 of Ivan Misner’s book, Truth or Delusion? Busting Networking’s Biggests Myths, Misner says networking is all about referrals. But remember it is not all about “business” referrals. Referrals can also be sharing of experiences, ideas, resources, and information. Others can benefit from these referrals to improve the management of their business, provide personal growth, or gain new knowledge. Most of the networking posts in this blog focus on the skills of networking. Just as important is remembering the mind set of networking. . . helping others.
May
29
In Chapter 23 of Ivan Misner’s book, Truth or Delusion? Busting Networking’s Biggests Myths, Misner says to “sharpshoot” your message when you talk about your business. Using a broad term such as “full-service” usually does not mean anything to prospects or referral partners because they do not what full-service means in your business. Using such broad terms allows others to determine their own ideas about your business. Instead, why not help them understand your business the way that you want them to? Try this to find topics to talk about. . .
- Look at your customers base and identify their needs that your business fulfills.
- Identify the aspects/products of your business that fulfill these needs.
- Know these aspects/products inside and out so you can talk about them at the drop of a hat.
These aspects/products now become your sharpshooter points of your company. When you speak to a prospect or referral partner, use one of these to sharpshoot your message. Instead of talking about all of them, pick one. This also allows you to have another topic to talk about the next time you see them.
Misner uses a great example to relay this point: If you come down with a serious illness, it does not help much to know that there are three full-service hospitals in town. What you want to know is which hospital has the specialist to cure you.
So when you are trying to build a referral network, be specific when talking about your business and do not use terms such as “full-service” or “one-stop shop” or “we do everything”. Misners says, “Saying that you do everything sounds desperate - as though you have to do it all because you are not successful in any one area. “
Apr
12
In Chapter 41 of Ivan Misner’s book, Truth or Delusion? Busting Networking’s Biggests Myths, Misner says that we all stand in a sea of referrals. We are all so busy conducting our day-to-day business that we may not see these referrals. The key to good networking is being able to identify the referrals within this flurry of activity. I tell members in my networking group to share the “trigger words” for their referrals. Misner shares “the language of referrals” such as those in the title of this posting. When you hear these words, the next words will identify a need and a possible referral for you or another group member. Listen for the language of referrals.
Mar
14
In Chapter 14 of Ivan Misner’s book, Truth or Delusion? Busting Networking’s Biggests Myths, the truth or delusion is: People who like, care, and respect you will refer business to you. Misner considers this a delusion because it is often the people most familiar with you who refer you the least. Misner asks, “When was the last time you had a referral from your mom?”. Sadly, probably not that often. In a networking group you likely update other members through some form of an introduction about your business. I talked about this in previous posts, but if you deliver your intro correctly the member will be able to recognize your customer through the key words in your introduction that will trigger the recognition. You need to do the same thing with your family and close friends. Plant the same trigger words you use in your networking introduction in your conversations with them. Casually share things about your business and the customers you seek. Help them recognize your customers in their day-to-day experiences and soon you will be receiving referrals from all aspects of your business and personal life!
Feb
22
Due to inclement weather, there will be NO meeting today. Today’s presenters will be rescheduled. Stay safe and have a good week!
Feb
19
When you join a networking group you have to fight the urge that “it is all about me”. I think this is what discourages some new members in a networking group or prevents people from joining in the first place. A common misconception about networking groups is that just by joining a networking group means that one can sit back, relax, and wait for new business to roll in. That is so far from the truth. If everyone did that, the concept of networking groups would have died out decades ago. Networking groups are based on the die hard marketing concept of “word of mouth”. Before referrals come to new members, the group needs time to get to know the new member to build the trust and understanding of each other’s business. It does take some time and effort, but be patient. You will typically get out of a networking group what you put in.
Another misconception is that members only sell to other members of the networking group. If members only sold to other members, the spring would quickly dry up, right? The power of a networking group is not solely based on the businesses sitting in the room. The true strength of a networking group is being able to sell to people that members know outside of the room. It is no coincidence that the name of this networking group has the word “web” in it. As individuals our family, friends, business associates, and acquaintances make up our own personal web (or network) in which we operate in every day. When individuals gather in a networking group, they bring their own web and together create a greater “referral web”.
A successful member of a networking group has to do two things: 1) Be able to clearly describe the customer he/she is seeking so that the other members will be able to easily recognize that customer as they encounter people in their own personal web. 2) Refer business to other members.
Mastering both takes some work, but it is not impossible. When you get several people in a group consistently doing both, the energy spreads quickly and you will find that some of the referrals going around are actually for you!
Feb
7
In Chapter 2 of Ivan Misner’s book, Truth or Delusion? Busting Networking’s Biggests Myths, the truth or delusion is: If you provide good customer service, people will refer business to you. Misner considers this a delusion because “good” customer service is the minimum expectation. I agree that when people refer business within a referral group good customer service should be a given. However, over-the-top customer service will provide repeat referrals. When you provide an above and beyond buying experience and you improve the value of the relationship between the customer and the referrer. When you can make the referrers look good through “radical” customer service, they will definitely refer business to you.
Feb
1
Due to approaching inclement weather, there will be NO meeting today. Stay safe and have a good week!
Jan
18
Thanks to the members that attended our meeting today! Just as a reminder. . . when the Bethlehem, PA school district is closed OR on delay due to inclement weather, we will NOT be having a meeting.
Even if we are having a meeting, but your local weather conditions make it treacherous to travel, please do not venture out. Use your own judgment.
Check the local news for school closings. When in doubt, check this blog. If we will not be meeting, I will try to post it here by 5:45 AM Eastern.
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