Good morning Gorgeous People
I always keep my eye on the "networking" world and I usually drop by to see what Ivan Misner, the grand daddy of networking, has been up to.
I really loved his advice for gathering the right tools for a successful word-of-mouth campaign and thought I'd share them with you here today.
USEFUL TOOLS FOR A SUCCESSFUL WORD-OF-MOUTH CAMPAIGN
1-Testimonial letters from satisfied clients
2-Photos of yourself, your office facilities, equipment, and/or products
3-Logos of your key customers
4-A list of your memberships and affiliations
5-Question-and-answer sheets
6-Photos of awards and certificates you and your staff have earned
7-Articles you have published, or in which you’re mentioned
8-A one-page flier
9-New-product or service announcements or press releases
10-Current brochures, circulars, and data sheets, and product catalogs
11-Items that reflect your “brand”
12-Items that help you explain your business to your network
13-Client or customer proposals, bid sheets, or marketing letters you have written to existing clients
14-Articles on trends affecting your target market
Would you add anything else to this list? Love to hear from you.
Sunday, 31 July 2011
Thursday, 21 July 2011
Just 7% of networkers follow up!
Good morning Gorgeous People
I've been getting out and about a bit lately. After going through the process of transitioning a business and being tied to my desk most hours of the day it's been a relief and a pleasure getting out there to network.
My 30 second pitch is going well (Suzy Jacobs, SHE Business Australia - our job is to create the ultimate forum for your business success etc etc), I've depleted my stock of business cards, over done the canapes and drunk more OJ than is good for me (no wine unfortunately).
I've collected close to 40 business cards at the past 3 events so I'm assuming I've given out as many.
Of the 40 business cards I've potentially given out, I've received just 3 follow up emails, linkedin requests or phone calls. Now I could take it personally but I don't! I make an objective assessment and can only conclude people aren't following up! On those numbers it means that as little as 7% of people are going through the process of converting a business card into potential business.
That's a phenomenal statistic. If you're going to the time, trouble and expense of meeting potential business connections you need to be following up so here's my 5 step guide for effective follow up.
1. For every business card you collect, write the date and event at which you collected it.
2. Decide which connections have potential
3. For the ones that don't have potential - send them a courteous email or linkedin request letting them know you appreciated meeting them.
4. The ones that have potential - connect with them via linkedin or email letting them know you're keen to develop the connection.
5. Do all of the above within 5 days of the event.
This way everyone feels validated, there are further openings for action and you're creating the optimum environment for converting that precious time into potential business.
I've been getting out and about a bit lately. After going through the process of transitioning a business and being tied to my desk most hours of the day it's been a relief and a pleasure getting out there to network.
My 30 second pitch is going well (Suzy Jacobs, SHE Business Australia - our job is to create the ultimate forum for your business success etc etc), I've depleted my stock of business cards, over done the canapes and drunk more OJ than is good for me (no wine unfortunately).
I've collected close to 40 business cards at the past 3 events so I'm assuming I've given out as many.
Of the 40 business cards I've potentially given out, I've received just 3 follow up emails, linkedin requests or phone calls. Now I could take it personally but I don't! I make an objective assessment and can only conclude people aren't following up! On those numbers it means that as little as 7% of people are going through the process of converting a business card into potential business.
That's a phenomenal statistic. If you're going to the time, trouble and expense of meeting potential business connections you need to be following up so here's my 5 step guide for effective follow up.
1. For every business card you collect, write the date and event at which you collected it.
2. Decide which connections have potential
3. For the ones that don't have potential - send them a courteous email or linkedin request letting them know you appreciated meeting them.
4. The ones that have potential - connect with them via linkedin or email letting them know you're keen to develop the connection.
5. Do all of the above within 5 days of the event.
This way everyone feels validated, there are further openings for action and you're creating the optimum environment for converting that precious time into potential business.
Tuesday, 19 July 2011
Networking is a Relationship NOT a Scorecard
What does networking mean to you?
Does it mean making connections on LinkedIn? Or perhaps on Facebook and Twitter?
Or does it mean morning coffee or evening drinks with the perfect contact?
Is it the exchange of business cards at a conference, a speed networking event or seminar?
Perhaps the answer includes all of the above.
However, those examples focus more on the means to exchange information, and less about the development of a relationship.
If we define networking as the development of a relationship following are 15 possible definitions:
NETWORKING IS…
1. Remembering to call to say thanks
2. Calling to say it didn’t work out, but thanks for the referral
3. Being a source of information
4. Keeping a confidence
5. Sharing information
6. Being savvy enough to know the difference between networking and name collecting
7. Delivering on your promises
8. Having a plan
9. Keeping in touch
10. Following up on leads
11. Being willing to say yes to a request
12. Knowing when to say “no”
13. Extending your contacts
14. Remembering your roots
15. Being a friend
Anything else you'd like to add?
Does it mean making connections on LinkedIn? Or perhaps on Facebook and Twitter?
Or does it mean morning coffee or evening drinks with the perfect contact?
Is it the exchange of business cards at a conference, a speed networking event or seminar?
Perhaps the answer includes all of the above.
However, those examples focus more on the means to exchange information, and less about the development of a relationship.
If we define networking as the development of a relationship following are 15 possible definitions:
NETWORKING IS…
1. Remembering to call to say thanks
2. Calling to say it didn’t work out, but thanks for the referral
3. Being a source of information
4. Keeping a confidence
5. Sharing information
6. Being savvy enough to know the difference between networking and name collecting
7. Delivering on your promises
8. Having a plan
9. Keeping in touch
10. Following up on leads
11. Being willing to say yes to a request
12. Knowing when to say “no”
13. Extending your contacts
14. Remembering your roots
15. Being a friend
Anything else you'd like to add?
Tuesday, 14 June 2011
20 Powerful Networking Tips
Good morning Gorgeous People
Anyone who meets me quickly finds out I'm a passionate campaigner for an evolved form of networking particularly for businesswomen. Much of the time I feel like I'm the lone voice in my campaign so I was heartened and excited when I came across the Heartlink Network in the U.S.
Our stories were similar: I too researched many womens networks and found them to disappoint, they were mens networks dressed up in pink and purple and sold as something special. None of them seemed to have done the research to establish a credible premise for their existence.
When I designed SHE Business Australia I had in mind a place that inspired and supported success. I wanted to encourage business relationships using discussion and debate rather than the shmultzy sales pitch, I wanted learning and development to be a given, I wanted fun, team spirit and a sense of adventure to resonate. I set out to create an environment where women would know they've come to invest in themselves and in doing so would expect more and participate in more than traditional 'networking'.
We're only at the beginning of our journey but already members write saying:
"SHE Business Working Lunches are the best of their kind, an indispensable part of my small business success. Love them!" J Maxwell
Whether you're networking with SHE Business or elsewhere following is list of 20 Powerful Networking Tips from Dawn Billings of Heartlink Network. My personal favourites are points 2,3 and 4.
Anyone who meets me quickly finds out I'm a passionate campaigner for an evolved form of networking particularly for businesswomen. Much of the time I feel like I'm the lone voice in my campaign so I was heartened and excited when I came across the Heartlink Network in the U.S.
Our stories were similar: I too researched many womens networks and found them to disappoint, they were mens networks dressed up in pink and purple and sold as something special. None of them seemed to have done the research to establish a credible premise for their existence.
When I designed SHE Business Australia I had in mind a place that inspired and supported success. I wanted to encourage business relationships using discussion and debate rather than the shmultzy sales pitch, I wanted learning and development to be a given, I wanted fun, team spirit and a sense of adventure to resonate. I set out to create an environment where women would know they've come to invest in themselves and in doing so would expect more and participate in more than traditional 'networking'.
We're only at the beginning of our journey but already members write saying:
"SHE Business Working Lunches are the best of their kind, an indispensable part of my small business success. Love them!" J Maxwell
Whether you're networking with SHE Business or elsewhere following is list of 20 Powerful Networking Tips from Dawn Billings of Heartlink Network. My personal favourites are points 2,3 and 4.
- Choose the right network for your business. Do you like happy hour networking? Do you want more business referral networking? Do you want more intimate quality relationship building networking? Take a careful look at your business needs as well as your personality.
- Organizations can be expensive to join—not just money, but your time as well. Visit the meeting twice before joining.
- Be consistent. Commit to the attending your networking events on a regular basis.
- Get involved—volunteer for a committee or to do a job during the meeting itself. Take on positions that will allow you to become known by more people.
- Never hand out cards with crossed out information. I know it is tempting to use those thousands of cards with the one mistake, but don’t do it. It is also a good idea to design a card with your picture on it.
- Follow up and follow through. Schedule a follow up time and a 20-minute coffee meeting. The fortune is in the follow up.
- Appear confident – even if in the beginning you feel like you are pretending, keep pretending until it is actually true.
- Be aware of your body language. 90% of what we are communicating we are communicating with our bodies. Remember to stand up straight and breathe deeply. It will help you stay centered and focused.
- Don’t fidget. People notice when you are fidgeting. Have people who love you share if you have any non-conscious habits that might distract people’s attention from the value of your products and services. Break those habits.
- Introduce yourself first. Be bold. Don’t wait on others to come to meet you. Go and meet them.
- Shake hands like you are truly pleased to meet someone. They can feel your sincerity.
- Use a person’s name several times when you first meet. It will help you remember their name. People love to hear their names.
- Ask open ended questions. Don’t answer questions that can be answered with simple yes or no’s or that is what you might just get.
- Listen carefully and intently. Listening is the best way to build trust in a new relationship.
- Have a :30, 1 minute and 2 minute “elevator speech” prepared for when someone asks what you do. Make sure you use every word carefully and powerfully.
- Be a connector. Work to think of connections you can make for the person to whom you are speaking. People will naturally want to connect you with prospects as well.
- When you share, share the benefits your customers receive as a result using your products and services. People want to know, “what is in it for them?”. For example, “as a result of my services, my clients reduce their stress and improve their stamina. This results in increased self confidence, increased earning potential and the energy to enjoy their time with their family.”
- Express your positive thoughts about the person and/or their business. So many times we assume successful people don’t need to be commended or reassured, but everyone enjoys it.
- Remember, business networking is marketing, and marketing is a process. Chances are you won’t get 5 new clients or customers from your next networking event. Your goal should be for others to get to know you, the resources you possess and the services you offer. People want to do business with people they like. Realize that these events allow people to become acquainted with you and eventually utilize your services or recommend you to someone else.
- Just get out there, fill your heart with a generous spirit, be real, and enjoy yourself! Becoming a successful business networker can open your life up to a miriad of new and wonderful relationships, experiences and profits.
Sunday, 29 May 2011
Business Breakout in Balmain
Last Thursday in the pre dawn of a Sydney autumn morning I kept with tradition and hurtled out to the Sydney Markets to search out the freshest flowers for use at the launch of SHE Business.
I love cruising the near empty roads to immerse myself in the raw commerce of the Sydney Markets, business in its simplest form - trading in wholesale fruit, vegetables and flowers.
By 6.30am, spirits running high and my car overflowing with flowers I was on my way to The Exchange Hotel, Balmain to meet my colleagues Monica Brewer and Danita Needleman to stamp the SHE Business brand on the premises we were using to launch the Inner West territory.
As we prepped for the day we savored moments of silence to gather our thoughts and moments where we boisterously refined our vision and got clear on what we wanted to create for our guests. We also stopped for just a moment to reflect on how hard we’d worked to get there.
Long before the appointed hour people started gathering, the heady noise of businesswomen connecting filled the room drawing the attention of passers-by.
Highlights for the day: Too many to mention but I’ll start with …
Monica Brewer - our latest franchisee and director for the Inner West, on stage sharing her vision to take her 25 years experience as accountant and coach to benefit her members. It was a personal and heartfelt story that touched many in the room.
Hearing from current members (who’d come from all over Sydney) Naomi Rosenthal, Elke Koch, Amanda Webb and Claire Stretch sharing the results their results from SHE Business membership. They spoke of new business, new friendships, learning & development and ultimately becoming better businesswomen. They were honest and gorgeous and I thank them for it.
Clare Mann, our speaker and communications expert – funny, clever and professional. She offered her 3 tips for excellence in business (and bedroom) communication and the discussion and debate that ensued was funny and incredibly informative.
It was a brilliant day and I know that the women of the inner west will be in good hands as members of SHE Business.
Visit a Working Lunch: $65 including lunch, vino and fabulous business. Book at shebusiness.com.
If you'd like to visit the inner west community they'll be meeting for the first time on the third Thursday of June 2011. Check out shebusiness.com for further information.
PS Lots more photos on Facebook
Monday, 16 May 2011
Frank Sinatra did it his way .. are you doing it yours?
Good morning Gorgeous People
OK, let's be clear the end isn't near and I'm not being overly sentimental, but I am doing it my way.
You may have read a previous post where I asked the question "Is it time for Networking to evolve?". I wrote it hoping to start a discussion about the pitfalls of poorly organised get-togethers that reduce our industry to a joke. It did start a hearty discussion and I thank all those people who took the time to comment and get in touch. However I was also surprised by the sheer quantity of phone calls and emails I received from members, colleagues and friends who assumed from my post that I hate networking!
"Far from it" I cried in defence of my position.
Please be clear, I love networking, it comes naturally to me, and it's hands down the most cost effective way to meet a whole bunch of people.
But that's it - for the most part you're just meeting a whole bunch of people who are putting on their best face and offering their best pitch. It's not a bad place to start a networking strategy but it's an awful place to finish it. Your networking strategy must evolve if you're to enjoy long term business relationships that result in a sustainable and profitable two-way funnel.
So here are just 3 of my tips that will have you evolve your network strategy:
OK, let's be clear the end isn't near and I'm not being overly sentimental, but I am doing it my way.
You may have read a previous post where I asked the question "Is it time for Networking to evolve?". I wrote it hoping to start a discussion about the pitfalls of poorly organised get-togethers that reduce our industry to a joke. It did start a hearty discussion and I thank all those people who took the time to comment and get in touch. However I was also surprised by the sheer quantity of phone calls and emails I received from members, colleagues and friends who assumed from my post that I hate networking!
"Far from it" I cried in defence of my position.
Please be clear, I love networking, it comes naturally to me, and it's hands down the most cost effective way to meet a whole bunch of people.
But that's it - for the most part you're just meeting a whole bunch of people who are putting on their best face and offering their best pitch. It's not a bad place to start a networking strategy but it's an awful place to finish it. Your networking strategy must evolve if you're to enjoy long term business relationships that result in a sustainable and profitable two-way funnel.
So here are just 3 of my tips that will have you evolve your network strategy:
- Be selective about the events you attend
- Follow up with anyone of interest within 3 days of the event. I use Linkedin as my core online network, it's the most professional and allows you to stay connected with your new-found colleagues no matter their change of business / career status. But please! If you're going to Link-in with someone take the time to write a personal note, it takes only a matter of minutes but leaves a great impression
- Stay in touch - and not just with e-newsletters. Offer a personal touch, my personal favourite is the odd phone call to say hi, it's a much under-used communication tool and highly valued by those you meet.
Monday, 9 May 2011
We Join the Online World
Good morning gorgeous people
Today we launch the website for SHE Business, it may not receive quite the same coverage as the federal budget however it's a momentous day for me and my team and I hope you can reserve some of your excitement over budget cuts, for us!
Today as SHE Business goes online I'll pause to reflect on our achievement, it's been quite a challenge and sometimes I find the next challenge tugs me away from an accomplishment without giving me that lovely moment of satisfaction. Do you also find yourself stepping over your achievements without an appropriate nod to the moment?
Reading Dynamic Magazine this morning I was surprised to find 40% of small businesses in Australia operate without a website. Having been off line for the past few months I have direct experience of feeling mute and ineffective, trying to promote business was like communicating with my mouth taped and hands tied behind my back, in other words inconceivably torturous.
Developing an online presence is not simple and I have absolute empathy for all those business owners who excuse themselves from the process on the basis that they're too busy and it's too overwhelming. I have a reasonable understanding of marketing and social media and yet this has been an excrutiating project over which I tripped many times and found myself overwhelmed by much of it.
For those who develop and deliver web services take heed of the opportunity to entice customers and increase the percentage of SME using this medium. Start by dropping the lingo, remind yourself of the challenges you faced when tackling something new (like driving a car) and make your mark by educating and informing your customers rather than keeping them in the dark.
Today SHE Business is no longer in the dark and our website goes LIVE.
Is it a complete website? Probably not.
Are there things I'd like to do differently? Perhaps.
Is this the first iteration? Most definitely.
Am I happy that we've launched? Absolutely.
If you have a few moments please click through to our site, look past its spartan dress and we're sure you'll find an innovative and unique community - SHEBusinessAustralia
There are plenty of opportunities to visit a SHE Working Lunch but I take this moment to make special mention of our launch in Balmain on May 26, 2011.
Today we launch the website for SHE Business, it may not receive quite the same coverage as the federal budget however it's a momentous day for me and my team and I hope you can reserve some of your excitement over budget cuts, for us!
Today as SHE Business goes online I'll pause to reflect on our achievement, it's been quite a challenge and sometimes I find the next challenge tugs me away from an accomplishment without giving me that lovely moment of satisfaction. Do you also find yourself stepping over your achievements without an appropriate nod to the moment?
Reading Dynamic Magazine this morning I was surprised to find 40% of small businesses in Australia operate without a website. Having been off line for the past few months I have direct experience of feeling mute and ineffective, trying to promote business was like communicating with my mouth taped and hands tied behind my back, in other words inconceivably torturous.
Developing an online presence is not simple and I have absolute empathy for all those business owners who excuse themselves from the process on the basis that they're too busy and it's too overwhelming. I have a reasonable understanding of marketing and social media and yet this has been an excrutiating project over which I tripped many times and found myself overwhelmed by much of it.
For those who develop and deliver web services take heed of the opportunity to entice customers and increase the percentage of SME using this medium. Start by dropping the lingo, remind yourself of the challenges you faced when tackling something new (like driving a car) and make your mark by educating and informing your customers rather than keeping them in the dark.
Today SHE Business is no longer in the dark and our website goes LIVE.
Is it a complete website? Probably not.
Are there things I'd like to do differently? Perhaps.
Is this the first iteration? Most definitely.
Am I happy that we've launched? Absolutely.
If you have a few moments please click through to our site, look past its spartan dress and we're sure you'll find an innovative and unique community - SHEBusinessAustralia
There are plenty of opportunities to visit a SHE Working Lunch but I take this moment to make special mention of our launch in Balmain on May 26, 2011.
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