Connectworks

Visioning energizes actions, attitudes and opportunities

2009-01-12T21:49:00.000-08:00

I had the opportunity to work with a group of dynamic women this weekend, facilitating their journey to update their vision for 2009. WOW! Every year I am surprised by the power of this simple ritual.

(Tia Ribary, Kate Thornton, Sherrie Harries, Kathie Nelson, Carol Gunn)

I was introduced to Visioning or Treasure Mapping, as some call it, in the mid '90's in my last career. I began to see the value of this tool when I started my own business in 2002.

Barbara MacKay, NorthStar Facilitators

What is a treasure map? John Kalench, founder of Millionaires in Motion, defines it as "a collage of pictures that stimulates your visualization process. It's made up of pictures of what you want to have, do and be! A gallery of carefully chosen pictures that represent to you chosen outcomes you want to create in your life. It contains pictures specifically of those outcomes and others that strongly suggest the feeling or essence you want as well. It can be any size."

Check out some of the Treasure Maps we created! Watch for more as our participants submit their final products.

Ana Matiella, ACMA Social Marketing

Here is mine...not quite finished but has some of the key components! I am stepping OUT!

Want to create your own treasure map? Email us for our "how-to" workbook. The workbook includes a bonus that connects your annual goals to your vision to create quarterly initiatives to move your vision forward!

I believe outrageous success is possible for you in 2009....regardless of the economy! The trick is in how quickly you adapt, dig in to your niche and serve your core market.

To your success! Kathie

Fresh Start & New Beginnings 2009

2009-01-07T20:50:00.001-08:00

What IS possible in the upcoming months? This is the BIG question on many minds. I know you've been thinking about what you will do differently in 2009. If you are anything like me, you have been acting on some of those thoughts. I've been thinking what IS possible in the new year...not only for Connectworks but my clients as well.

I thought I'd share my focus with you for the new year.

I want to get on top of the social networking phenomenon. This medium is advancing so quickly staying on top of how to use it can be impossible for busy people like you and I. Here are a couple of things I am doing to save time and increase effectiveness. Depending on your business, you may want to do the same.
a.) Use a blog aggregator. I finally started using the Google Reader a few weeks ago and have been thrilled to get all my favorite blogs coming into one place for quick review. I'd been hearing about this service for a few years but had no idea how to get started. I decided to figure it out. Go to Google. Create an account if you don't already have one. It's fre*e. Pull down the menu and select Reader. It is fairly self directed from there. This is a great way to keep up with what's new without having to take the time to cruise the web. Visit my blog for some other great resources.
b.) Find one or two social networking sites you feel like you can participate in. If you've been waiting to dip your toe in this medium, get started with LinkedIn. Develop your profile and network. Use the Q & A. Submit articles. Schedule time each day (and stick to it) to browse those sites and build relationships. Networking on line is still about the relationship but has the added benefit of increasing your visibility on the web.
I want to do what works. Like you, I find the time for trial and error is past.
I joined a new marketing mastermind team last month with Bernadette Doyle of Client Magnets. In her monthly call last week I was reminded of some key principles in creating change. Read the core principles in my blog.
a.) Over the holiday I've invested in sales training, workshop & teleseminar development and internet marketing. Looking ahead these are areas of mastery that will serve me in 2009. What about you? What would serve you to master or work with a mentor the upcoming months?
I want work to be easier. When what I do loses its appeal it boils down to one thing. Inefficient systems have created a backlog of task that are not my favorites but have to be done. You know what I'm talking about. I've already started investing in infrastructure and support to create systems to keep in touch, better serve, and deliver more value to clients in 2009. Any systems of your own you need to tune up?
I want to serve others better. This is what gets me out of bed every day. I intend to make choices in 2009 which allow me to do more and with greater impact. What about you? Do you know what motivates you? Are you in a market niche that allows you do tap into that energy? If not, look for opportunities to engage that vital part of your inner driver.

Close the door on 2008 and look ahead to the unknown 2009 and understand...the basic principles of business still apply. Stop doing things that don't get you results and take you out of your core strength areas. Your unique selling proposition will always be in what you do well because you are you. Open the doors to what is possible in 2009 by bringing your best self forward.

Here is to more YOU in 2009!

Happy Networking.

What's In and What's Out in 2009 - Forecasts from the trenches

2009-01-05T19:20:00.000-08:00

That Nancy Juetten with Main Street Media Savvy is always thinking about information that would be valuable to her readers. She invited me to contribute to her forecast of what is going to be "in" for 2009 wanted to share her list with you. If you have some predictions of your own, PLEASE share!

Here is my take on what is out and what is in for 2009

Trail and error - Proven processes and systems
Multi tasking - Strengths and focus
Re-creating the wheel - Duplicating what works
Going it alone - Working with mentors or a mastermind group
Pride/arrogance - Humility

Trend prediction contributor experts:

Lori Richardson, Score More Sales
Whitney Keyes, Marketing, Social Networking & PR
Betsy Talbot, Mentor & Trainer

Complete list here. Thanks Nancy for putting this together!

I look forward to your contributions. Happy Networking

Social Networking for Busy People - It's a crazy world out there!

2008-12-30T19:40:00.000-08:00

I've been talking about social networking for busy people for many months now...the problem is this: I, like you, have a crazy full calendar already and adding time to keep up with all the sites and new mediums can be overwhelming.

After hosting a panel for the Beaverton Chamber of Commerce in December I was encouraged again to invest time researching how to help my readership of busy people use these outlets for business development, branding, and increased visibility. Watch the video - we really get started about 3 minutes in

Even though I had a million things to do in December...I actually took the time over the holidays to figure out how to decide where to show up from those who know and implement tools (recommended by those who know) that make keeping up online easier for those of us time challenged. Do I have your interest yet?

Twitter - Is it "tweeting" really the hot new thing? Take a few minutes a read these interesting perspectives.
Fellow Biznik-ite Joe Hage's observations on his Twitter experiment and why YOU should Tweet.
BusinessWeek talks about Twitter
Barry Hurd, 123SocialMedia.com gives the best review of Twitter How-To's
You can follow me on Twitter www.Twitter.com/kathienelson
Keeping up with blogs. Hey, I know keeping up with my own blog takes time so how am I supposed to keep up with others I want to follow? It truly is a great way to keep up with trends in thoughts and ideas. I'd been hearing about aggregators for the last year or so but never had the time to figure them out...I decided to do so over the holiday. I am using Google Reader since I use Google more and more but others have been recommended as well.
Fellow Biznik-ite Elge Premeau wrote an excellent article on How to Blog without Having a Blog and recommends her favorite, Bloglines.
Keeping up with Social Networks (or even choosing what to add with all the invitations you get). I jumped into social networking many months ago to test and report back where and how to best use the medium for business development. I was expecting a very straightforward process with easy to report results. Guess what...it was not straightforward due to the nature of the medium. The audience (us) is constantly morphing the medium by our use and new providers join the race all the time. It can be a little maddening for those of us who like to learn things once and move on!
Article on Social Networking Strategy
Excellent Article on What You Need to Know Today about Social Media by Barry Hurd, 123 Social Media
Article on Ways to Get Involved with Social Media in 2009 for those just jumping in

Hey, I am a slow adapter of technology or tools until proven they are a good investment of time. I think Social Networking and all that it entails is here to stay. It can be crazy but start by managing the time and how to best use to meet your goal to make the difference for you.

For Social Networking Newbies - I encourage you to browse around. Ask your peers how they use their social networks. Best case, find a blog you like that provides truly helpful information and subscribe!

For those of you who are Portland, OR based I am anchoring a series for the Beaverton Chamber of Commerce of "How-to" classes on the 2nd Wednesday monthly. In addition to learning social networking strategy you will hear from experts on Linked In, Twitter, Facebook, & Plaxo in a computer classroom setting. I hope to see you there! Easy registration here.

If you have favorite Social Networking blogs, sites, or articles please share with us!

Happy Networking!

Don't change for change sake! Do what works.

2008-12-30T10:52:00.000-08:00

I joined a new marketing mastermind team last month. I found Bernadette Doyle of Client Magnets by referral from Jenny Hamby, SeminarMarketingPro.com.

I find it interesting the gems of wisdom that show up when I reach out beyond my own backyard. In Bernadette's monthly call last week I was reminded of some key principles in creating change.

As I listened to Bernadette share her nine key strategies to her best year ever in 2008 I reflected on my own results. While my business revenue increased overall I sure had a roller coaster year recovering from my adventures in 2007. (Don't know about what happened to me in 2007? Read my blog posts.)

What I learned is that I didn't even know what I didn't know when it came to recovering from a major accident. Reflecting back and wrapping up 2008, I intend to create a different kind of change in the upcoming months. I am not talking about change for change sake...I don't want change just so I have something different because this year was rough. I am talking about following proven practices and pursuing change in areas that WORK. I've already made and plan to continue implementing incremental changes that will create a BIG difference in my life and results in the upcoming months.

What about you? Want to take charge of "being the change you want to see in the world?" (Ghandi) Again, not talking about change for change sake but change on purpose with results!

Unleash some of these common truth principles to create uncommon change:

For something to change...some things have to change. We live full lives doing things that produce the results we see today. The truth is basic...if we want something different, something has go. What are you ready and willing to give up to make a change in 2009? What am I changing? I am giving up some of my volunteer work and a few of my networking organizations. Curious? Watch for upcoming teleseminars on how to choose where to show up.

If you don't know where you are going...anywhere will do. Without a clear goal, short or long term. It is easy in this unique period in our business economy to become distracted by fear, the media, our peers, our emails...you name it. Wham. Our eye is off goal. The basic truth is that we will be doomed to mediocrity and will not excel without clear compelling goals. What am I changing? I plan to work with my mastermind group and continue re-connecting with my vision to energize, accelerate, and pull me forward.

80% of your best business comes from 20% of your clients, network, and efforts. Conversely 80% of our time is spent creating 20% of our results. The Pareto Principle clearly illustrates the basic truth that not all efforts produce equal effect. What am I changing? I plan to launch 2009 focusing on the highest payoff activities, clients, and network to make best use of time and energy.

It seems like I am always preaching about getting back to basics but the basics are what work....in any economy!

Do you have some basic truths or principles you use to drive your business? If so, please share!

Many things possible in 2009 and a renewed focus on time and energy seem in order. I am moving forward with an eye open for potential and opportunties and looking for others who are doing the same!

Happy New Year...Happy Networking!

Attitude is Everything. Are you "Open for Business"?

2008-12-11T12:26:00.000-08:00

I know you are probably as sick as I am of the news, negativity, and general hand-wringing. Here is what I know. Attitude is everything.

I spoke for a small group of focused individuals at the Portland Business Forum yesterday on the topic, "Networking Strategies to Recession Proof your Business". As I was preparing for this short 25 minute talk, I was reminded of the power and simplicity imbedded in smart business practices and a focused mindset. The content was so well received I wanted to share it with you.

If you haven't noticed, talk of recession creates constriction. Physically, emotionally, and psychologically. That constriction subconciously causes us to withdraw. If you are in business or sales, you can't afford to withdraw at this critical time! Being seen and trusted is essential.

Here are 3 keys to get grounded, stay connected and move forward in challenging times.

First, find your faith. It is easy to lose confidence in yourself, your service, or product anytime there is a shift in the market. Compound that with the media and peer conversations and you are left with a huge load of self doubt and fear. Go back to what you know. Your customers need a voice of reason during this volatile season. You have a passion, talent, or product that serves a market segment. What is it? Find the positives in your industry. Communicate that hope with confidence and understanding. Don't lose sight of what you do well.

Next, get focused. Focus applies to the three key areas that affect your profit and sales.
1. Stick to your core expertise. If you choose to expand your scope, look at strategic partnering, joint ventures, sub-contracting, or refer. You can't afford to be distracted doing things you don't do well and can't be profitable. This may require repackaging your core expertise to appeal to the buyers mindset but stay true to your offering. Don't chase dollars.
2. Stick with your bull's eye. Target prospects and customers who value your service and product and have need for what you do in the near future. Don't know who that is anymore? Go back to basics.
3. Don't waste energy. Watch who you hang out with, where you spend your time, and what you read. Be selective. You can't afford to the roller coaster of emotions and maintain your position as a leader. Focus on finding like minded people who are not participating in the recession mindset, who are moving forward, and who are adapting.

Lastly, follow up. Your customers need to hear from you. Not just to sell them something but with sincere interest to see how they are doing. Your professional network needs the same type of contact. The follow up is where you will learn key information on buying trends, needs, and opportunities.

I am not promoting the ostrich approach! This is not about putting your head in the sand and ignoring what is going on. There is a basis of truth in the negative reports and some industries are hit harder than others. But opportunties still abound.

Bottom line, business is still being done. It is being done by those who are reaching out, engaging in conversations, and filling the gap with a voice of reason. That can be you. Decide to be "Open for Business".

Who you hang out with matters! More reasons to get out of your own backyard.

2008-11-17T17:43:00.001-08:00

I feel like I jumped on the fast track since attending the eWomen Network conference in Dallas in late July. You can read my earlier blog post about my small world experience meeting Nancy Juetten because of her signature jacket. Since then I've been been jolted out of my comfort zone on many an occassion but none with more joy than the "Gathering of Great Gals" at Nancy's home in Bellevue, Washington a few weeks ago.

Kathie Nelson, Kristen Schuerlein, Betsy Talbot, Susan Harrow

What a privilege to be invited to make the 4 hour journey from Portland to Bellevue to hang out with Nancy and some of her favorite people. This gathering of million dollar women (and those of us on their way) connected quickly coming from a shared focus to serve our clients through packaging our passion. Let me share some powerful moments....

Betsy Talbot, Business Coach to Women Entrepreneurs, inspired me when she shared her excitement about her latest project. Newly married, she is writing a book, "Married with Luggage", about she and her husband travels as they explore the world. More about this project on her blog.

Wow'd by Kristen Schuerlein, savvy business woman and founder of Affirmagy, we raised our glasses to toast her upcoming co-host appearance on QVC Shopping network.

Jean Thompson, Seattle Chocolates, who recently appeared in O Magazine as one of Oprah's "favorite things" how she uses her Extreme Dark Chocolate and the Survivor Chick chocolate bar to raise awareness and funds for cancer research.

Susan Harrow, Jean Thompson, Nancy Juetten

Working with Power (it's easier) founder, Michele Lisenbury Christensen, took a break from her new baby to hang out with us. Gals, visit her website to be inspired to new heights! I know I was. I can't wait to get better acquainted.

Phyllis Heppenstall, owner of the very successful Lover's Package retail chain, regaled us with stories of her early days of building her business in a highly dominated male arena.

Meeting Nancy's guest of honor, Susan Harrow, media coach and author of "How to Get Booked on Oprah" was indeed a special treat. Not only full of fun, Susan is generous and brings a practical wisdom to everything she does.

This was just one event that is serving me to catapult me into the next phase of growth.

What about you? What is your next big thing? Could a "Great Gals Gathering" be in your future? Better yet, get out of your comfort zone and connect with someone who inspires you...and intimidates you as well! Great things can happen from small steps.

Susan Harrow, Phyllis Heppenstall, Nancy Juetten

Business Truth: Adapability = Longevity & Profitability

2008-10-22T20:20:00.000-07:00

What if we don't adapt to the needs of the market? What then?

Many years ago I worked for a company in a management position. I enjoyed years of their growth and abundance in the market. The product was fairly easy to sell. The company easy to build. The owners were brilliant. The model seemed sound. The leadership was respected; something to be emulated and sought after. This was a multi-million dollar company with offices in multiple countries. Today, they no longer exist except as a memory for those of us who invested years of heart and energy into building their business while we established our own organizations.

What happened? The same thing that can happen to you unless you respond to the needs of the market as it exists today! They did not respond to a changing market. They hired outside branding "experts" which did not quite hit the mark. Sept. 11, 2001 hit compounding the challenge. Over time they became fear driven which trickled down to the sales team in the field. How did this happen? Was it ego, denial or an inability to adapt quickly that failed them? I don't know. As an outsider at close range I offer the following insights that are eerily familiar in today's economy.

Watch for these symptoms which, if not addressed, can kill you...or lose you quite a bit of momentum, opportunity, and profit.

Fear causes confusion, paralysis or withdrawal from the market.
Negative news and discussion is a distraction, which results in a lack of focus and exaggeration of current climate, which contributes to number 1.
For newcomers, the perception of lack of opportunity or need creates a self destructive cycle of belief. If you are new to an industry or situation, you have no history or reference with which to measure or find assurance, doubt takes over and growth is handicapped.

Solutions:

Don't stop doing what you were doing. The vacuum that is created by the ebb of this market actually creates opportunity for those who are inclined to pursue it. Press into the openess created by your competitors withdrawal. This is a great space to collect on the marketing efforts of others.
Turn off the TV and radio. Don't listen to those who tell you how bad it is. Yes, it is true that some are losing their jobs, some industries are in a downturn....we quickly forget that even in a growth economy, these same discussions occur. The market has changed. That is true. If you want to stay in business, you will find a way to adapt.
Adapt. Ask yourself, in your area of specialty, what is missing in this current economy that you can deliver? This may mean creating a new offering or pursuing a new niche. This is the time to gain laser focus rather than more generalization to capture market share.
Take care of your current customers. They are unsure and fearful at this time too. Your confidence and connection will create loyalty, ongoing business, and referrals far beyond what you could imagine. All you have to do is keep in touch.

These solutions work whether you sell a product or service. Your customers, prospects, and network want to see you as secure, confident, and focused...not doubtful, hesitant, and inconsistent. Don't hide or withdraw...this causes prospects, customers, and your network to withdraw from you. Instead, embrace. Step forward. Reach out. Reach out...not to sell, but rather to serve. Calm fears. Answer questions. You wil be amazed at the response.

For some of you, this may be the time to reinvent yourself or adjust your business model... or get back to the basics and update your strategic plan. In every market change there is great opportunity. One of the benefits of being a small business is our ability to quickly adjust.

Instead of looking at this time as a period to cut back, withdraw, shore up...View this as an opportunity to focus with laser sharpness on your customers, ideal prospects, on investments that gain you return (whether time or money) and carry this practice forward as your business grows! These are smart business practices!

Are you ready to shift gears, step forward and grasp what is waiting for you?

Run with the Big Dogs! How hanging out in the Big Leagues can help you play a better game.

2008-09-12T18:30:00.001-07:00

Did you start your business with a BIG dream? Do you find yourself wondering what happened? Sometimes all it takes to re-connect to your vision is to get out of your own back yard.

I attended a conference in Dallas in July. I arrived exhausted. Knowing I would be leaving town I was working in hyper-speed (no, that is not only speed at which I operate) trying to make sure everything that needed to happen happened. You probably know what I'm talking about.

This was my state of mind when I arrived at the eWomen Network Conference (blog post below) and ran into Nancy Juetten, PR Brain from Bellevue. This chance interaction kicked my brain into action. I realized I had, due to life circumstances (motorcycle accident in July 08, 5 months in a wheelchair and a few other life happenings), lost sight of what I was really working for. A scary insight for someone like me who coaches on this all the time and values practicing what I preach.

Throughout the 3 day event I connected with professionals from all over the US and Canada. As I shared with them my specialty and learned more about their goals, needs, and passion it occurred to me that somewhere along the line I began settling for less than I imagined. Basically I had returned to pitching in the minor league. Many I encountered were pursuing big goals and making them happen. A person of action, I asked myself what needed to change so I could get back in the game.

THEN I heard Michael Gerber share his original vision for the E-Myth. Michael started out with a vision to help broken businesses. His vision changed when he realized something was missing. He is now pursuing, building, and realizing his BIG dream in The Dreaming Room. This finishing touch to the weekend pushed me over the top to get back on track and gave me permission to return to my own dreaming room.

Here are a couple of quick reminders to inspire you to action as you begin to envision 2009:

Visit your "Dreaming Room" often.
Hang out with others who are playing in the Big Leagues. Find them in your own back yard, blogging, connect through social networks or attend events in other areas.
Ask yourself where you might be compromising your dream.
Check your calendar. Does it reflect what you value? Does it contain a balance of activities that move you toward your dream? If not, what needs to change? Insight: How you schedule your time represents what is important to you. Plan your calendar on purpose.

I believe we are given dreams and an ability to acheive them (The Dream Giver, Bruce Wilkinson). Don't squander your talent by settling for less than you imagine!

Have some successes? Please share!

Here are a couple from my corner just since July:

Scheduled to shoot video for 12 one minute strategic sales tips in 3 weeks with Spirit Media
Working with editors, layout designers, and publishers to redesign our information products
Drafting a book proposal to bring a fresh idea to networking that doesn't currently exist in the market...(it is under wraps for right now)
Working with WordPress expert to convert current website and blog to the latest in technology and support our reader community goals
Recipient of the Women Entrepreneurs of Oregon Lifetime Acheivement Award
Networking with Nancy Juetten, DIY Publicity Expert

Can't wait to hear from you! Network strategically....

Kathie

3 Quick Steps to Create Your Business Stimulus Package!

2008-08-04T13:21:00.000-07:00

You should be VERY glad you are in a position as a business...nimble and able to adjust to what clients need at this time. Now more than ever you can’t afford to lose sight of the driving force of your sales opportunities. If you plan to survive and potentially thrive you have to stay relevant to your customers and make it easy for them to purchase your products or services.

So here we are…halfway through 2008. Are you wondering if you are going to make your revenue goals? Trying to read the mind of your prospects? Or maybe you are like many that cross my path, still doing the same thing you have done in the past…just working harder and expecting different results.

3 quick steps to create your business stimulus package:

Evaluate your offering. Are you still offering the same old packaging of 2006-07? Are your customers balking at the dollar amount or length of time projects take? If you are in a position to adjust your offering, I have some suggestions to keep your product or service in demand.
Generate better quality leads. Wait a minute…before you respond “I know, I know!” Let me give some insights to do this more easily.
Keep yourself motivated! Quit working with people who cost you time and money. Selling can create an emotional rollercoaster. You can’t afford the ups and downs at anytime…especially in this market.

Make it easy for prospects to buy.
What are your customers buying from you? How can you make it easy for them to say yes without dropping your price? Think about how you might repackage your products or services to make it easy to buy, while increasing the value and profitability. What does this look like?

If you are a service provider, it might look like an “economy package” that utilizes some templates to deliver your services.
Learn to reduce your time per customer by offering a valuable service at a level that gains a quick economic return (for your business and your prospect/clients/customers).
If you sell products, you might create a bundle of products and services to create the same result above. Or consider adding a higher margin item to your bundle increasing the value for the buyer and you.

Buyers are shopping for value. Right now prospects are shopping longer to make sure they get the most bang for their buck. You probably are too. Consider testing your packaging with an “introductory” offer. You don’t have to be married to the package forever. Just test the results. If it works, keep doing it. If not, adjust your packaging. Ask your customers for feedback and find out what your market wants from you. You will be glad you did.

Want more quality leads?
Rethink your ideal customer. The market has changed. Who can you serve doing what you do well? This may mean letting go of some prospects so you can focus on those who have a budget, a need, and can see a return on investment for what you offer. To get more leads in general, you need to visible in one way or another to this group. Who are they and where do they show up, what do they read, listen to, etc.? What are ways you can be in front of them? Network, advertise, partner with other service providers, etc.

To help you focus, ask yourself:

Who do I serve that might be in a growth industry? i.e. health, baby boomer transitions, etc.
Are there customers in my database who could benefit from buying more of me or my services?
Have the psychographics of my ideal client changed? Values, motivators, character qualities? If so, what are they? How can I connect with my prospects on this level?

Review your partnerships. As you rethink your ideal customer, consider who also serves this market. What kind of joint opportunities might you create? Have fun! For example, my ideal clients need PR but do most of it themselves. I am partnering with Nancy Juetten to offer her famous Publici-Tea™ in our area. This gives me another great resource to offer my prospects that complements my service offering. This gives my clients more of what they need to generate business growth. Idea for you…partner with your local non-profits or Chamber and add needed services and value for your community.

Be your own cheerleader!
Keep yourself motivated. Selling your business products or services has its ups and downs but now…even more so. Between the media, your network, and your customers, you hear enough bad news to really bring your spirits down. So what do you do? You put on a happy face, remind yourself this will pass…and fake it till you make it, right? The problem is that is only skin deep. Your contacts sense your lack of authenticity and it subconsciously seeps out your pores.

A bad day costs you. Almost more than the time you lose, consider the energy it takes to pull yourself back up from the dumps. This can be far too costly. Here are a couple of suggestions to keep you UP!

Keep track of past successes.
Save the handwritten compliments you receive and review them often.
Hang out with people who are moving forward.
Create your own support group. Not to commiserate but for accountability and encouragement.

While this unusual market place brings both unique challenges and opportunities I challenge you to utilize this market as launch pad for growth and change. You can not only survive, but thrive by paying attention, staying relevant, and continuing to make it easy for your customers to see the value of your offerings. Offer them simple and valuable ways to business with you. I guarantee you will create growth for your business by better serving your market.

In the meantime, network strategically!

The Magic of Linked In

2008-07-31T14:04:00.000-07:00

When I first discovered Linked In a few years ago I made a determination that it was a valuable resource for those looking for jobs or searching for employees. It was a perfect way to introduce people I knew looking for contacts within larger companies but didn't seem to have a fit for marketing smaller businesses. Well....as with most social networks LinkedIn is being morphing by its users. We are making their infrastructure work to meet their needs.

Here is an example. I received an unusual request to connect last week from Jennifer Nguyen, CEO of Citinannies who found me on Linked In, researched my site and emailed me directly. This request was unique in that she wasn't trying to sell me something (like some who've cold called me through my Linked In profile) but framed her request in a tactful intelligent way. Of course I responded immediately and had a highly productive conversation. I thought you might like to see how she framed the invitation to connect.

Dear Kathie –
I know we both have a lot going on with our professional and private lives....being is busy is good I suppose in our fast paced world. My name is Jennifer and I wanted to formally introduce myself to you. I would love hear more about your business. Would you like to take 10-15 minutes on this Thursday or Friday to collaborate or brainstorm ideas how we can help each other?

Let me know what time/day it is convenient for you or just feel free to me on my direct line anytime on Thursday or Friday. If you are not available those days, let me know what day is best for you next week.

I am looking forward to talking with you! Thank you for being my linked-in connection.

Jennifer Nguyen
Citinannies

I learned Citinannies offers more than a nanny directory and is looking for strategic partners for potential expansion to new areas. Plus learned she has another business she is looking to launch and may need some strategic direction that I might be able to help her with.

Overall this was a great experience and one I hope to duplicate from my end. What about you? Would connecting with strategic partners through LinkedIn or your other social networks be of value to you? Think about ways you might connect. If you've already had a great experience. Please share!

Spread the Word - Check out www.FullCalender.com

2008-07-23T09:11:00.000-07:00

It is funny what you can learn when you network OUTSIDE your own backyard. My interaction with Nancy Juetten, of Main Street Media Savvy has produced amazing opportunities and truly helpful information.

Following up with Nancy after our conversations in Dallas, TX produced the following engagements along with gaining her insight on how to get the word out about events, workshops, and seminars using http://www.fullcalendar.com/.

As a result of our connection, Nancy will be speaking in Portland for the Women Entrepreneurs of Oregon on September 9th on the "7 Deadly Sins of DIY Publicity" and then I am sponsoring her popular Publici-Tea(tm) program on September 10th. If you are local you don't want to miss this opportunity.

I quickly saw the value in distributing my event information through http://www.fullcalendar.com/ and did so for our upcoming "Change What Matters - What is Important Now" series. I love that it is a one-stop location to touch the media contacts in your area but also hits the online calendars as well. To quote Nancy

"This online meeting notice service makes it easy for you to alert the online and print media in your backyard with one click. You just create 2000, 750, and 150 character descriptions of your event, pay your $19.95 for each event date, and let FullCalendar.com do the rest. "

So? Are you in need of getting the word out about you or your events? Check out Nancy's blog, sign up for her newsletter and save the date to attend one or both of our local events!

Spread the word...it is a good thing!

Women United in a Common Cause = Business Growth

2008-07-18T19:04:00.000-07:00

Creative energy abounds when people of like minds come together. Over the weekend, I had the pleasure of experiencing what happens when entrepreneurial women are together in one place with a common objective; to grow their businesses.

It was a fluke I was even present at this annual women’s event but as a result of attending I discovered a renewed focus, energy, and enthusiasm to keep moving forward in building my company. The event, eWomen Network Annual Conference, in Dallas, Texas ran Thursday through Sunday. The days were packed with quality speakers, break out sessions, opportunities to work with coaches, talk to publishers, and network with other amazing women.

A couple of refreshing insights stand out.

Women connected for a common cause make things happen. The heart of this organization, the eWomen Network Foundation, raises money throughout the year through their chapters and annual auction. The foundation’s beneficiaries are local non-profit organizations making a difference in the lives of others. The worthy recipients were nominated by those in the local chapters. On Thursday evening, to kick off the event, representatives from the nominated non-profits received their distributions. I was impressed with the diversity of the amazing people. It was quite a moving experience. An auction held during the evening raised another $185,000. WOW!
Women supporting, believing, and encouraging other women to reach new heights…means everyone grows. We are talking BIG growth. eWomen has an annual award for emerging leaders. I met with a couple of last year’s nominees and the 2007 recipient. The publicity from receiving the award in addition to the connections they made grew the finalist’s business to over 1 million dollars.
Women absolutely want to connect. Not only to gain assistance but to give back. Sprinkled throughout the weekend were eWomen’s signature Accelerated Networking and Wisdom Circles. Women had the chance to connect quickly in meaningful ways and provide feedback and problem solving. Priceless.

Visionaries, Sandra & Kim Yancey along with Taya Levine started with their vision of a robust yet dynamic women’s organization and filled a niche connecting women in business. Regardless of the size of her business, every woman walked away with something. I sensed an attitude of wealth and abundance throughout the event. Only a very special women’s organization could incorporate everything from a “girlfriends” tone to the nitty-gritty content of how to build wealth and make money.

For those of you serious about growing your business, I encourage you check out the organization www.ewomennetwork.com and mark the calendar for next year’s annual conference in August. The benefits gained from time away from your routine, challenges to your thinking, and new relationships are worth every penny.

Get started today. Look for a chapter in your own backyard. www.ewomennetwork.com

Networking Makes the World Small

2008-07-18T09:14:00.000-07:00

I had the unexpected pleasure this week of encountering several women who are part of my social network in a far away place, Dallas, Texas.

Imagine the feeling of seeing someone you’ve been watching online, read their articles and regularly read their newsletter…but have never met in person.

I found myself this past week, walking through the eWomen Network tradeshow when I caught a glimpse of a familiar profile. You should know I came to this event knowing only one person, my mother. (But that is another story.) Surprised to find someone I might know, I touched the woman’s arm to get a better look and discovered Nancy Juetten of Main Street Media Savvy from Seattle in her signature blue dress.

Again, I had never met her in person, only seen her online. Based on the content of her website, articles on Biznik and e-newsletter, I refer clients to her fairly regularly so you can imagine my surprise to meeting her in person.

Later that weekend, I found Nancy in a huddle with some women from Seattle and met Marcia Brixey, author of The Money Therapist and Lori Richardson of Score More Sales. Again, both only online acquaintances, we had a chance throughout the weekend to connect and learn more about each others goals and specialty.

After this experience, I am challenged to pick up the phone and call those I follow online. Better yet, if they are within proximity, I will travel to where they are. I am confident the alliances we began this weekend through the extended personal connection will pay off for all.

The small world phenomenon is rampant in the Portland Metro area leading me to state my belief that in this town there are only three degrees of separation rather than six but this is my first out of state scenario.

What about you? Have you experienced the small world outcome of great networking? Tell us more!

Reality Sucks When Networking Doesn't Work

2008-07-01T17:16:00.000-07:00

I overheard a conversation this past week at a networking event between two business professionals. The comment that drove this post was "None of my networking in business organizations paid off". (I always cringe when I hear that.) The woman continued to share what did work for her; social networking, specifically "meet-up"s. Her profession? Interior Design. His profession? Realtor.

This sounded like a brilliant conclusion. If you are trying to meet consumers who will buy interior design, they are not typically at business networking events AND unless you are networking at "partner rich" events (i.e. Realtors, contractors, window coverings, etc.) you will not likely make as many quality connections. There is nothing more frustrating than attending networking with the hope of making good connections and walking away empty handed.

It made me wonder, are we simply swallowing the "how-to's" hook, line and sinker without evaluating our own business model, personality, sales style, and target audience? I hope not! Here are a couple of things to think about as you personalize your networking efforts.

If you are networking for lead generation and getting less than desired results, ask yourself:
1. Is it the group? Not rich enough in prospects, partners or opportunties? Are you fishing in the wrong pond?
2. Is it you? Are you not asking the right questions, engaging the right people, and following up?

If you've invested dollars in membership and time in an organization, be sure to evaluate the above. Before jumping ship, make sure it isn't you. If it is, you will take your troubles to the next organization.

Suggestions for face to face social networking
http://www.meetin.com/
http://www.meetup.com/
http://www.biznik.com/

Google "meet up" and your city. Happy Networking!

Define your Terms to Create More Sales

2008-05-29T21:41:00.001-07:00

Along my personal development journey I learned the value of defining terms. I use my personal story to illustrate the value of defining terms both personally and professionally.

I spent most of my life talking about how "hard" things were. And they were hard! I was a single mother at 22, survived a near fatal auto accident that left me with a handicap at 23, not to mention the other life stuff that goes on every day when you are working hard to make a living and raise a family.

An amazing thing happened when I redefined the word hard. It's curious...when I asked myself if my life was truly hard I had to admit, others had it much rougher than I did. What I discovered in truth is that I had some "challenges". There were some activities that were "difficult" for me. I did have to exert a littte more effort to get things done...but I could do them.

In that discovery I had an "Aha" moment...I could work with challenges and difficulty but hard things were just plain hard...and my speaking it made things even harder. So, I changed my vocabulary. When I would have habitually described a situation as "hard", I began replacing the word with a true statement. My attitude changed and, I swear, life got easier.

When it comes to doing business, I believe defining terms has been instrumental in building a profitable growing consulting practice, serving my clients, and creating business development curriculums.

For example, early on in my career I redefined selling.
Old definition: Selling is convincing someone to buy something they didn't need.
New definition: Selling is serving customers by discovering and matching a true need with a valuable solution.

When I quit trying to "sell" my customers and instead focused on serving, exchanging valuable information and connecting them to resources my sales increased immediately. Of course, I had to complete the sales process by creating an opportunity to purchase but that wasn't the end game...just part of serving.

Same thing with networking.
Old , old definition: Networking is schmoozing and positioning.
Old, new definition: Networking is relationship building, connecting people to people, and perfect elevator pitches.
New definition: Networking is a strategic marketing activity intended to increase exposure, build credibility, and create opportunities in addition to generating leads.

What I began to view my networking in light of the bigger picture, my sales increased exponentially. As a matter of fact I doubled my sales in one year using this new definition. Achieving this led me to clearly see and define another type of valuable networking activity; networking to build professional relationships or strategic partnerships.

Check this for yourself. How do you define these terms? Is it working for you?

Watch for an upcoming post on our definition of packaging, pricing, and target marketing.

Happy Networking!

The Busy People Networking Philosophy

2008-05-28T21:09:00.000-07:00

I was commenting on a conversation stream on Biznik about increasing networking effectiveness when I discovered I had documented the "Busy People" philosophy of networking.

Here is our take on networking along with framework to focus your activities and get better results. Let us know what you think! We'd love to hear from you.

Networking takes time. Time is money. Those using networking to build new business can't afford to misuse time. It costs in dollars and lost opportunities when done haphazardly. Hence, I promote planning.

Your networking is truly part of your marketing mix. With that in mind, network strategically to gain exposure, build your credibility, and do your own market research in addition to lead generation.

Great networking conversations are built around discovery. Not selling! If you get around alot the conversations do become second nature. If you don't, it pays to plan.
After doing your homework (know who you are, what you do, how you can serve others) you can show up, ask good questions, and learn far more about another person in a very natural conversation than you would by talking about yourself.

Here are a couple of things I teach and practice to increase my payoff and leverage time when networking.

I choose events by the following criteria:

Target market rich (potential business development)

Target strategic partner rich (potential opportunties, cross marketing, and resources)

Fun (we are whole people, not just our work)

Contribution (attending events to give back to the community, people group, or individuals makes me feel good)

Professional Development (I always want to be increasing my knowlege base)

Here is another quick list. Develop key questions to discern the following:

Is this a prospect? (not so I can sell them on the spot but I can know how best to follow up)

Is this a potential partner? (I am always looking for people who do exceptional work)

Is this a connection to opportunity, resources, or information? (We can learn alot from from other people's experiences)

Is this a great person to know. (Sometimes the person you are speaking with is just "cool". I like to know cool people.)

I have to tell you, when I hear the phrase "elevator speech" I cringe. I think it is overated in most business networking environments. You can have a killer elevator speech and bomb on the follow up conversation. Good questions overcome many a botched opening introduction. I know. It still happens to me.

Do you have a networking philosophy? If so, please share!

Listen to My Interview on the Jackie Jones Challenge Radio Show

2008-04-30T11:16:00.000-07:00

I was recently interviewed by Jackie Jones who has an internet radio show "The Jackie Jones Challenge" on http://www.smallbizamerica.com/. The focus of the show was on how to find more business in your own backyard.

In the interview, I give advice on how to:

Start profiting from what you’re already giving away for free
Grow your piece of the pie even when the economy shifts
Benefit from knowing who your target markets are “psychographically”
Attract more business by getting more specific not less specific
Get the market research information you need on a budget

You can listen to a podcast of the show here.

Working from Your Strengths = More Profit & More Fun

2008-04-19T17:17:00.000-07:00

I hate hard work. I am not talking about things that are hard in effort, like working on a farm, bringing in the hay (which I did growing up), but rather those things that you can learn to do but no matter how hard you try they never really get easier. You know what I mean. Those tasks at work where your boss says you are doing OK but could do better (after years of already trying to master them). My system for coping in that environment was to find the most efficient way to do the hard stuff.

These days I love work. No longer is it hard. The reason why is that I quit doing things I wasn't very good at and stressing myself out trying to do them well. I discovered this technique when I found the book, "Now Discover Your Strengths" by Marcus Buckingham on a bookshelf one restless night. This book came into my life during a period in my career when I knew that what I was doing wasn't the right fit for me but I didn't really know what I wanted to be when I grew up. I took the online assessment using the code in the back cover, received the report and had a WOW! moment. The descriptions of my Signature Strength Themes jumped off the page. They described what I’m good at perfectly! I thought, “Finally someone ‘gets’ me!”

Marcus Buckingham and Donald Clifton, the father of Strengths Psychology, captured what many of us have longed for but couldn't quite articulate. We want to feel that our talents have value and we want to know that our contributions are appreciated. Instead, we find ourselves in jobs that don't quite fit. We work hard to be better at things we don't do well, working for those who focus on what we don't do well in an effort to help us improve. Buckingham and Clifton take a different approach by suggesting that working in your strengths is the key to growth, productivity, and fulfillment in your work and life.

The idea of building on your strengths was transformational in my life and business. As a matter of fact, I designed my consulting practice around my strengths and recommend the most recent version of the StrengthsFinder Assessment to "StrengthsFinder 2.0" by Tom Rath to all my clients. Knowing my clients’ strengths helps me help them create a business they love and can be excited about.

There are added benefits to working from your strengths. Not only does it help you understand how you’re wired and increase work fulfillment and productivity, for service professionals and business owners, your signature strengths are great input for personal branding. By knowing what you’re good at, you can easily identify language that helps you differentiate yourself from your competition when speaking to prospects and clients. I also find that when your company description includes your strengths, you speak more enthusiastically about your business.

Knowing your strengths can also help inform your decisions around what services you offer and how you deliver them. For example, I have a client who was offering “off the shelf” services. She did websites, search engine optimization and newsletters. After taking the StrengthsFinder and realizing that strategy was one of her most powerful strengths, she was able to repackage her services to include consulting on overall web strategy. Now she’s able to offer more comprehensive services to her clients, bill more per client and she reports feeling more invigorated by what she’s doing.

So. My question for you is, do you feel like people don't really "get" you? Are you working hard, not smart? Do you feel like a square peg in a round hole? If so, it’s time to get a perspective that helps you be more of who you are. The secret is that doing so will increase your profitability as a service provider and in the process increase your fun factor!

Here are some books that will help you learn what your strengths are and how to put them to work for you:
Now, Discover Your Strengths, Marcus Buckingham & Donald O. Clifton, PhD
Go Put Your Strengths to Work, Marcus Buckingham
StrengthsFinder 2.0, Tom Rath

If you've taken the strengths assessment and know your top 5, let me know!

My top 7 are Individualization, Strategic, Maximizer, Activator, Relator, Connectedness, Belief.

How to Know if Your Networking is Working

2008-04-17T09:51:00.000-07:00

I speak about networking several times a month and one question I can count on getting asked is "How do I know which networking events to attend or organizations to join?" This question is on people's minds because it is all too easy to get caught up in the busy-ness of networking with only nominal benefit.

A common misperception is that the purpose of all networking is to find clients and customers. While gaining new clients is vital, the truth is networking can and should have multiple purposes. If you are networking only for new business you are missing out on tremendous opportunities.
A balanced strategic approach to new business development includes multiple forms of marketing, of which networking is only one tactic. You can increase your networking impact by selecting specific networking groups based on what you need to reach your business goals. Then define specific objectives for each group or event with which you can measure your return on your time investment.

I typically recommend that you choose ONE group for each of the five types of organizations described below. If you try to do more than that, you will spread yourself too thin, are less likely to follow through on follow-up and reduce the effectiveness of networking.

Sales & Business Development – Choose one group specifically for connecting with potential clients and sales development. Choosing which group to attend depends on your target market. If your clients are small to medium business owners in your geographic location, your local Chamber of Commerce is a likely candidate.

Another way to find a group for this objective is to focus on the industries your clients are in. Just about every industry has a professional organization with regular meetings. Read your local newspaper’s business calendar to get ideas.

Prior to making a commitment to join, I suggest you visit any organization 2-3 times. As you investigate each group ask yourself, is this group target market or target partner rich? Is the culture one that invites reciprocity and relationship?

Your key objective from your membership in this group is to build relationships of mutual benefit that lead to new business. With this focus you will be able to easily measure how much business you got from it. This may sound pretty obvious but it is curious to see how many people are networking ineffectively at this level.

Here is a quick basic formula to figure out your return:

Hours spent attending event = X multiplied by your hourly rate

Dollars spent in membership or fees = X
Add together to get your

Total investment in networking group = $$

How many leads and opportunties are you gaining to recoup these costs?

Don't forget to include the meetings outside of the regular networking event to get acquainted with partners. That is a time investment that equates to dollars too. Don't fool yourself on the value of your time. Make it an equitable exchange by working with all the facts.

Contribution - Choose one group for contribution. This might be a Lions or Rotary club, Habitat for Humanity, the Boys & Girls Club or other non-profit organization. When you attend this group your objective is to give back to the community or world. You DO NOT have your sales hat on in this type of group. The dynamic of building relationships with like minded people is that no only do you build life long friends but find those who become key resources and connections to opportunities.

Professional or Personal Development – Sales leaders pursue continuous improvement. Choose one group for professional or personal development. This might be an industry or trade group, Toastmasters, or leadership group. The objective of this type of group is to continue to hone your skills and add to your knowledge base. You DO NOT have your sales hat on in this type of group either. However as you meet and build relationships with people sharing your value of continuous improvement you have opportunity to meet potential strategic partners and referral sources.

Fun & Relaxation – Now choose one group for fun. This might be a hobby group, athletic group, spiritual group, etc. The objective for this type of group is for renewal, enjoyment and experience. You are a whole person. Every thing you do does not have to be about building business. Have some fun. It’s easy to get wrapped up in activity, worrying and focused on business outcomes and this type of group keeps you anchored to reality. Giving your self a break from business increases functionality everywhere else.

Professional Support Team - As you become more established in your business and have clearly defined growth goals for yourself, I suggest you add one more type of group; a Mastermind group. The principle of the Mastermind Alliance was first introduced by Napoleon Hill in the late 40's when he published, Think and Grow Rich. A Mastermind group is a small group of trusted advisors who share the same goal. I've been involved personally in 3 types of mastermind alliances over the years. Their contributions have been invaluable to the growth of my company and I am humbled that all who participated felt the same way.

Now if you are in the first year or two of business development, I suggest you choose only 4 organizations to which you are committed to on a regular basis. Since your networking quality will depend on your ability to follow up, stay focused!

Strategic networking has multiple purposes. It is much easier to match your objectives with your goals and choose a group accordingly that you can test the outcome. For example, if the only thing you're getting out of your business development networking is a sense of contribution, you know it's time to start looking for another business development group!

In closing, ask yourself “Are the groups I am involved in meeting my objectives?” I challenge you to do a quick review of this past quarter activities. Are you getting a return on your time, money and energy investment? If not, it's time to reassess where to invest your time.

Network strategically. Set clear objectives and measure your results. Doing so will make your investment in time and money pay off.

Ramping Up Online Networking

2008-03-25T15:12:00.000-07:00

I’ve decided to tackle networking online or “social networking.” I’ve been waiting in the wings for someone to figure it all out and showcase how this rapidly evolving medium can help me and my clients, the small business owner, save time, money, and increase impact. But that hasn’t happened yet so I figured it was time to throw my hat in the ring.

Over the last 18 months I’ve been invited to join many networks and personally have growing networks on Linked In, Biznik, and Plaxo Pulse. My sons use Facebook and MySpace. Others in my network use Naymz and Mamasource. Until recently I had not yet seen clearly how these mediums could impact sales, leads, and partnerships.

It’s taken me a while to come around to the idea that social networking might not be a waste of time. My initial skepticism seemed to be supported when I asked the people in my network who were using online social networking how it was working for them. They were as stumped as I was about how to use it to reach their business goals. Hmmm. Made me think. Is this a good investment of time?

Then I was contacted by people who found me through the network and wanted to sell me something. Oooh. That really didn’t sit well. Each time this happened it confirmed my belief that this whole social networking thing could be handled as poorly as networking in person. As a matter of fact, the only viable application I saw in social networking was for job seekers who were able to make connections that helped them learn more about the companies they were applying to and get introductions to key people within the organization.

However, I am beginning to change my mind. While sharing my online networking frustrations with a colleague, Elge Premeau, The eMarketing Strategist, she said “Kathie, you wouldn’t go to a networking event, stand in the corner of the room the whole time and then complain afterwards about how it didn’t work. So why are you doing it online? You teach people how to strategically network in person so take the same approach online.” My belief is that people do business (online or off) with those they know, like and trust. I am confident the fundamental principles that make for successful face-to-face networking are the same for online social networking.

A few weeks ago, I met the co-founders of Biznik, a social networking site I’ve been participating if for the last six months, and had a lively discussion about the correlations between face-to-face networking and online networking. I believe Biznik is going to be a major player in changing the face of online networking in a highly practical way! Biznik is unique. It’s highly targeted to independent professionals and combines an active online community, article publication, resources, and local face-to-face networking events. Is Biznik for everyone? No. But it has shown me how social networking can effectively about build relationships online.

So, now that I’ve got a grasp on how online social networking can be used as a strategic marketing activity, I’m going to write a brief, highly targeted, ebook on the topic. It will describe how to choose social networking sites, how to create an effective online profile and how to use social networking sites to build relationships with potential clients and strategic partners.I want to include plenty of real world examples which is where I need your help. I’m asking people in my network to share their stories about how they’ve used social networking and what they’ve gotten from the experience. Here’s what I’d like to know:

Do you participate in social networking sites? If so, which ones?
How much time would you estimate you spend weekly communicating, maintaining, and updating your online networks?
What type of successes have you found through your use of online networking?

If you take the time to add your comments below, I’ll send you a complimentary copy of my ebook on social networking when it’s done.

Sales Secret from Mexico - Start the Conversation

2008-02-04T13:09:00.000-08:00

Laying on the beach in sunny Puerto Vallarta for nearly 2 weeks, I was gently reminded of one of the simplest secrets to more sales. It boils down to getting a conversation started.

War stories have been told and many have experienced the vendors in Mexico whether on the beach or at the market. I had to listen to many a bragging story poolside about how one of our comrades negotiated a great deal. For those of us from America it can become sport for us.

As I had time to reflect, I realized these people make their living making it easy for you and me to take home mementos of our experience or local goods. There are so many of them. I wondered how they could compete. It made me curious.

They all use the same approach. Some with more finesse than others but their goal is simple; to engage you, the tourist, in conversation about their product.

With most of us sunbathing, book reading or napping, you might wonder how they could succeed without being a big nuisance. I have to admit, during the first few days, they were a little distracting but when you realize their culture and business model I found it is fairly easy to adapt.

Their techniques were varied. On the beach or by the pool they might whistle to get my attention. Others times they called gently, "hey lady!" and held up their wares. One guy came through our beach at the same time every day calling out in his ringing voice "Muffin man, muffin man! Line up 2 by 2 to get your fresh muffins!"

They were very gracious when my reply was, "no, gracias." However, if I did take an interest in their wares by taking a long look or asking a question, they were quick to start a conversation. Describing their product and asking me a question in return.

In contrast when we were in the market downtown, we were regularly invited into the shops to take a look around. "Looking is free" they would comment. Or my favorite, "You like this? Today for you, senora, is almost free."

While I giggled from time to time as I observed and participated in the sales process it drove home the point. The sale starts with a conversation. Do all sales conversations end successfully? No! But I was reminded, the more conversations you have, the more sales you will get. I know that sounds obvious but it made me ask myself the following question, which I will in turn ask you.

How many techniques do you employ to start a conversation with your prospects, customers, and partners?
Are you comfortable with the conversation starters you are using today? If not, what else might you do? Get creative.

The more conversations you have, the more your sales will grow!

Another AHA from the beach: Why some of the vendors do better than others. They remember their customers. We first visited PV last year. One of the vendors we purchased from remembered us. Amazing! Out of all the people strewn out along Banderas Bay. His friendly greeting and inquiry about the earrings I bought last year was just another confirmation that the business basics are the same everywhere.

Our new friend is Daniel. He works the beach every day during the tourist seasons. We learned a little about his family. Now that we know him and he knows us, we wouldn't dream of buying jewelry from anyone else.

Sounds familiar doesn't it. Start the conversation. Build rapport. It is about the relationship!

Happy Selling!

More Sales Made Easy! 5 Steps to Boost your Impact

2008-01-16T21:14:00.000-08:00

Sales increase is the buzz in the air this year. Tactics, opportunities, belief, excitement! As a business strategist I find myself dissecting this activity, yet again, to find it is the little things that make a big difference.

The act of selling is comprised of so many components (not to mention the changing markets) it is an activity that requires continuous attention. Here are some tips to tune up and make the process your own.

Map the sales cycle. i.e. lead generation, first contact, second contact, proposal, review, close. Make sure you identify all the steps. (My technique is to get out a chart pad and make a flow chart.) After you have identified the steps, check yourself. Where do you lose prospects? What can you adjust to better connect with the client?
Review your sales conversation. Are you using a presentation style, discovery approach or combination of both? Identify the key conversation components and review your vocabulary. i.e. opening questions, developing questions, qualifying questions, closing questions, power statements, follow up questions, sales presentation. Ask a peer for feedback on your process.
Check your belief system. What is going on in your head as you work through the steps of the sales process? i.e. Do you find yourself thinking, "Sales is hard", "Nobody is buying", "I need sales", etc? This is an area that can kill your sales results! If you find you are suffering from "stinking thinking", call a coach, get some training, ask your peers...do something! Until you fix this all the others will not create lasting change.
Re-define your target market. Are you talking to the right prospects? If you have been selling, review your best customers. Create a profile of your ideal target market. Focus on their demographics, geographics, and psychographics*. *values, character qualities, and motivators Make sure you are working with the right people!
Assess your frequency. Are you performing your highest payoff sales tasks consistently? Why not? Implement systems, block time, and find a way to hold yourself accountable.

When you need more sales, whether your sales cycle is short or long, fine tuning any one of these areas will create impact.

Need more sales training? Check out Jeff Schneider at Sandler Sales System. Click on the calendar to find out more about his Cold Calling Clinics and Sales Boot Camps.

Another great sales resource is the book by Ron Willingham, "Integrity Based Selling for the 21st Century: How to Sell How People Want to Buy".

We are looking for more sales tips! Let us your favorite.

Fresh rules for networking! Need business? Connect up!

2007-12-12T18:08:00.000-08:00

Most of the people I know are networking to generate new business. Some are operating under the belief that networking is a new form of cold calling and start selling too early in the conversation. You know what I mean. I don't know about you, but every time I network, I run into someone trying to sell me something. I am usually not their prospect but they don't ask enough questions to know! They assume everyone is their prospect. Not so!

There is so much available in the information sphere that addresses the 'how to' of networking that it is surprising that so many still are challenged using it to produce consistent results! Check yourself? How do you define the activity?

Let's start with redefining the activity of networking. Instead of simply connecting or building relationships, look at networking as a strategic marketing tactic. As a part of your overall marketing strategy, you would likely be much more specific about where you network, who you connect with, and how you follow up!

Here are a few quick rules for networking strategically...and making contacts that lead to business!
1. Target events that are rich with those with your target market or potential strategic partners.
2. Don't start with selling. Ask good questions!
3. See the big picture. The person you meet may not be in need of your services but could connect you to opportunities you wouldn't otherwise find.
4. Follow up. Do your homework and identify your A prospects & partners (or cool people you meet). When you meet those who fit that criteria or close to it. Take the next step and follow up. This is where the money is made!

Next time you network, try these new rules! What about you? Do you have any tips for networking strategically?

How to...Choose a Networking Group

2007-11-30T19:43:00.000-08:00

I was speaking for a group this week and was asked for the best way to find (and choose) a networking group. And even more specifically for their particular industry, loan originators. While I gave some pointers about choosing different types of groups and the tips to determine the dynamics I realized I neglected to get right down to the "how to".

I've been networking for at least 18 years and a lot has changed since the introduction of franchised leads groups to the practice of networking. Both good and bad. One thing I've discovered is many learn the practice of networking without really grasping the purpose. We published an article a few months ago, "The Evolution of Networking", in which we address the typical phases individuals go through as they master the purpose and practices. Check the article at our website.

How to find a networking group.

1. Check your local papers and business publications for the business calendar.
2. Ask others in your profession where they network.
3. Google "networking, (your local area)" and see what comes up. In Portland Metropolitan area, check out the list we've assembled to serve you.
4. Visit your local chamber, or visit www.bni.com, www.letip.com and check out local chapters.

Before visiting or joining a networking group. Go back to basics. These basics should be in your working marketing plan. Most of us are continually refining these definitions as we gain experience and master the sales process.

Get clear. Think about what you really do for your customers. Not in titles or in vague descriptions. Get down to the pains, frustrations, and angst you relieve. Build a power word bank of those key words in the pain quadrant. Don't forget to add words from the WOW! spectrum too. After working with you, what is it your clients feels? For example, peace of mind, increase cash flow, debt free, etc. Remember this is not to manipulate prospects but rather to better connect, build rapport, and discover fit and time frame for your services.

Get focused. Who are ideal prospects for you? Get specific and target your ideal market. Don't be afraid to go for those cream of the crop individuals or businesses. Vague answers, such as anyone who needs what you offer won't serve you, your customers, or your future network.

Get partners. Identify those who share your ideal target market. These might be businesses who complement yours or those who are related to those in your prospective customers. For example, if you are a lender, strategic partners might be escrow officers, title companies, real estate professionals, insurance agents, CPA, financial planners, etc. These are service providers who complement your service. To go beyond the obvious, you can peer into your prospects Rolodex. Look at personal services such as hairdressers, personal trainers, door to door dry cleaners, personal chefs, etc. The key is to connect with those who might be aware of prospects with a need you can fill, who really understand the value of reciprocity and the power of partnering to increase impact, exposure, and add value to their customers.

Get connected. Determine where to show up to make the connection. Select events, organizations, or periodicals that connect you with those in your ideal target market or with partners.

As you venture out to attend with the prospect of making connections, ask yourself. Will this group connect me with those in my ideal target market or those who could be partners? Your time and money are valuable. Visit any group twice before joining to see if the chemistry fits.

If you are not yet a subscriber to our monthly newsletter, QuickConnect for Busy People, sign up now to receive your complementary report "How to Measure Your Networking ROI (Return on Investment)".

If you have some recommendations on finding a networking group, please add your comments!

Lessons Learned from the Wheelchair

2007-10-19T18:31:00.000-07:00

First of all, let me start with a statement of gratitude. My faith in a living God who is distinctly interested in me gave me a peace and trust that this incident would be for my good. I am grateful that this abrupt change in my situation, which could have put my life and business in a tailspin, has not. Rather the opposite. I've focused, driven deeper into the niche I want to serve and will be using what I learned to plan for a record breaking 2008.

I am an entrepreneur at heart. I have clients, appointments, networking events, and speaking engagements (not to mention my volunteer activities)....just like you. Juggling all this, first from a hospital bed and then from a wheelchair, gave me opportunity for a fresh perspective and understanding.

First and foremost, anything that can be done fully mobile can be done from a wheelchair (except driving when your right leg is the injured body part.) It doesn't mean that it is easy, just that it is possible. It all comes down to your choice, perspective, and drive.

Not all buildings that say they are ADA accessible have an accessible restroom. Something to consider if you are out and about for any length of time. Thank God for Laura, my newest team member, who helped me navigate some of those buildings.

When it comes to networking, some people will make a point to speak to you, others will make an effort not to. This is curious because some of these people knew me but didn't recognize me in the chair because they wouldn't make eye contact. I am still trying to psychoanalyze that phenomenon. I realize I was below eye level when looking around the room, but the wheelchair was pretty obvious. What is the story we have in our minds about those who may be handicapped?

People are generous with encouragement and support. Offers to help came flooding in. Follow through is another matter. This left me wondering. How many times have I done the same thing? Someone is in need, I offer help. I wonder at my intention. Do I really want to help or only if it is convenient? Follow through is a challenge in most settings. Our lives are so busy. Is it possible to be different when someone we know needs us?

Some people love giving. I experienced the spirit of generosity in ways I had not imagined. Some of my friends served in such a way that showed their delight in helping. Some offered to pick me up and drive just so they could spend time with me. This was humbling since I knew they run on a tight schedule and what they sacrificed to do this.

We all have limitations. I already knew this, so it wasn't new learning, but when all is said and done, we all have something. Some of us physical, some in our minds, some in resources, some in skill set. What I know is this; when we fix our eye on a meaningful goal and believe it can be accomplished, regardless of our limitations, it can be achieved.

I learned alot about myself too.

I have trouble asking for help when I can't see clearly how I can reciprocate. I am used to being able to return in kind more value than the information or assistance I request. In this scenario I had to ask for help solely counting on others kindness. This was hard!

I am pretty independant. For those who know me, they say, DUH! Of course you are. I had trouble not attempting doing things myself before asking for help. It didn't even occur to me to ask until I had tried it first. My independent spirit can be both a strength and weakness.

I can get a lot done when I can't be out and about! I already knew this in part but the leaps my business has moved forward in the last 90 days has been phenomenal. Partially due to my limited mobility and partially due to adding Laura James to the team. I could not have accomplished or even done business as easily without her contribution. As I become more mobile you will see her highlighted in the coaching and training arena.

The good that is coming out of this season of life outweighs the pain. 3 weeks more of limited mobility before I hope to pass "GO" and be fully mobile again.

My advice for the day: Stay focused and perservere! You will learn more and go farther! It's your choice.

The Little Things Can Make a BIG Difference

2007-09-27T08:18:00.000-07:00

Sometimes the processes or activities in our business that seem insignificant can leverage some big results.

One of the tactics we take when helping our clients find growth opportunities is to look at the way their customers want to do business with them. This usually brings to light some pretty simple ways to make the buying process easier for more customers.

A recent example comes to mind. When working with Hip Chicks do Wine last month we found some simple things that when implemented, immediately impacted their sales.

Hip Chicks is an urban winery located in the heart of Portland. In addition to making wine on-site, they offer seasonal events, tasting, in-house events and most of what you expect when you visit a winery out in the country. They have fun labels and some really good wine. Laurie Lewis and Renee Neely, the Hip Chicks, are the winemakers and the personalities that create the experience.

We discovered a couple of things pretty quickly that would invite and enable their customers to gain more of the Hip Chicks experience, such as:

Posting a sign that says "We ship wine". They do. Always have. But out of sight, out of mind. With many of their patrons being tourists, this reminder is an easy way to encourage taking the Hip Chicks experience home.
Offering and notifying patrons that they can waive the tasting fee with purchase of 6 bottles of wine. Typically, patrons in the tasting room purchase a bottle or two. With the purchase of six and the credit for the tasting fee, the patron saves 10-15%. This type of savings is typically reserved for purchases of 12 bottles or more.

This idea is so fun due to its simplicity. Finding growth opportunities in the little things are usually very easy to implement and typically low cost with high impact!

What about your business? Think about the buying process for your customer. What are some things you might do to make it easier for your customers to do business with you?

Happy Selling!

Cold Calling Secret

2007-09-25T08:53:00.000-07:00

Cold calling is not my favorite thing. If you've heard me speak my stance on cold calling is, Why? Why cold call when you can network your way into warm leads.

I attended a workshop put on by the Institute of Management Consultants here in Portland and gained some insights from Cold Calling expert, Kathy Maixner of Selling Smart that changed my mind.

Now I know why I've always liked Kathy! Her fresh perspective on cold calling is very similar to my take on networking. I came away with 5 simple insights about cold calling.

1. Cold calling is just a contact. It is not the sale.
2. Be crystal clear on your target.
3. Be prepared. Do your homework on the company you are calling.
4. Have a script. Create a vocabulary that works for you. Make it meaningful.
5. Get over yourself.

I realized some people feel about networking the same as I do about cold calling. When I took the "sales" out of networking, contacts were easy. Kathy showed me, when it comes to initial contacts, whether cold calling or networking, it is just a point of discovery.

If cold calling is in your future, back up and rethink your objective. First to learn more, then to get an appointment to explore mutual benefit.

Happy Selling!

What limits business opportunity? It is your mindset!

2007-08-29T21:15:00.000-07:00

Doing business from a wheelchair is interesting to say the least. I am sure there are those who are do life from a position of limited mobility who might say I know nothing of the challenge but the glimpse I have into the planning and preparation that goes in to every appointment and activity has certainly given me perspective and gratitude.

As I am venturing out, seeing clients, teaching workshops, networking... all while in a wheelchair, not using the tools that are so familiar to me, I realize most of the limitation is in our minds.

People ask, "How do you do it? Isn't it hard?" I am thinking in my head, "Yes, it is challenging. But the alternative is not an option for me." I ask them out loud, "What would you have me do? Lay in my bed until my leg is healed? Three months break in the momentum I've built doing what I love to do? Not a chance!" It is attitude that makes a difference.

I grasp the little things that go into paying attention to others struggles by noticing the attention of others paid to me. Whether with limited mobility of other challenges in doing business. Think about it. It may not be limited mobility, just limited access to resources, capital, opportunity. What can each of us do to help?

I marvel at the wealth of information that each of us hold within our grasp freely available to us and open for us to share...if we had a mindset to do so.

My question for you. Who can you help today? This is the true spirit of networking.

Summer Time Activities Bring Unexpected Adventures!

2007-08-02T20:55:00.000-07:00

The connections I’ve made and the network I’ve created over the years has proven invaluable to me this past week.

Last summer my husband and I started taking much needed weekend road trips on our motorcycle. Last Friday while touring Southern Oregon we encountered every bikers lurking fear, loose gravel! Time stood still as we took the slow turn and the bike slid out from under us. I broke my right leg (not my bad one) and my husband broke his collar bone, thank God we were going slowly and we have good gear or it might have been worse. We are on the road to recovery, facing each challenge and finding many new reasons to be grateful.

Needless to say, it’s been an interesting week trying to run my business from a hospital room in Roseburg. I’m sure it will take months if not years to extract all the life lessons from this event but I can say the first one I’ve learned is the awesome power of my network. When I called to cancel appointments, I had more offers of help than I could have imagined. Both colleagues and clients alike have been incredibly gracious and it reaffirms to me that when you connect on purpose you create relationships that give in more ways than you can imagine.

I will back in my office on Monday, seeing clients and tackling the challenges that limited mobility brings. The addition of Laura James to the Connectworks team could not have been timelier. Watch for more about Laura’s new role in the next QuickConnect for Busy People.

Until next time, happy networking.

Sizzling Summer Strategies for Busy People

2007-06-28T14:21:00.000-07:00

Summer’s here! As temperatures rise, so does the need to keep your business growing despite the challenge of juggling vacation-season schedules to call on prospects.

The good news: This is a great time to plan your fall strategy!

For many businesses, the bulk of business is done in the fourth quarter and has tremendous impact on their annual revenue. If you want to capitalize on the opportunities presented during this prime buying season here are some tips for making this your best fourth quarter ever:

Find your starting place: Assess your current revenue position and determine where you need to be to by December 31. Do you have the people, information and plans in place to get you there?
Check in against your business/marketing plan: Having a plan in place helps guide your marketing, sales and new product/service development efforts. Are you on target with your customer contact activities, new product development and lead-generation campaigns? Are you following up?
Measure your efforts: You can only improve when you know how you’re doing now. What benchmarks are in place to measure your successes (and failures)? Are you using the right tools and are they measuring the right activities to keep you clued in?

Best practices in sales productivity boil down to this bottom line: Do you know how many customers, products, or packages you need to reach your revenue goal? From there, who can help you reach more of that audience?

Tap into your network: Take stock of your relationship with the key players in your network. Knowing who shares your market and connecting with key players in your network can be the catalyst to not only meeting your revenue goals but launching you over the top.

Happy Networking!

The Evolution of Networking, Part II

2007-06-19T19:35:00.001-07:00

Are You a Super Connector?

100% of my clients want networking to be easier. Me too. It seems to come so naturally for some and still others seem to navigate at a higher level. If you've attended more than a few networking events, you've probably crossed paths with them. These are the Super Connectors!

A natural connector sees connections where others may not. They love putting people together, sharing ideas to help others build their business, gain knowledge or connecting them to resources. They share freely with out expecting to get anything back because their joy comes from the connecting process.

If you are a natural connector you are motivated to continuously improve the process. More connections equal more joy and fulfillment. If this sounds like you, you’re on your way to Enlightened Networking. You are a natural born Super Connector.

My personal journey to becoming a Super Connector has included both natural ability and conscious evolution. In every position I’ve ever held, I gravitated toward matching people with people and resources. When I ventured into sales and discovered networking as a business development vehicle, I began as a “Neanderthal” or more gently, a networking newbie. It was all about me and what I was getting. I didn’t see the correlation of tapping into my strength as a Connector and the exponential power of purposefully building a network of mutually beneficial relationships until I joined a leads group in the mid 90’s. While that worked well, I found myself continuing to invest a lot of energy in others to generate the leads I needed to meet my goals.

I had an AHA! moment the year I doubled my sales (kind of like discovering fire) and my paradigm shifted. When I looked back after that experience, I knew I would never work as hard as I did to tap into the abundance of opportunities that could be gained through being a Super Connector.

The Super Connector phenomenon comes about in two ways; either by intentional evolution or by a natural state of being. You probably know people like those we just described. Those who come by their connecting ability so naturally it appears effortless. This may not be you. No matter where you are in the evolutionary process of building a network of relationships that are mutually beneficial, you can move into the benefits of enlightened networking. You moved yourself this far through the process with a hit or miss approach. Now, moving through the evolutionary process to becoming a Super Connector may simply involve doing more of what you are already doing with purpose and focus.

Here is what I have learned about networking over the years:
1. Networking is NOT selling.
2. Not everyone is my customer.
3. Not everyone who could refer business to me will.
4. Not everyone I could refer business to will earn that business.
5. Networking is a strategic marketing tactic that increases visibility, credibility and opportunity.
6. Effective networking is about building mutually beneficial relationships.
7. Networking done on purpose can be the most powerful tool to set you apart from the competition in any marketplace.
8. Networking done with a plan taps into people, resources, and opportunities your competition may never discover and yields amazing results.
9. Relationships built through networking can last a lifetime.
10. You take your network with you no matter where you go.

When I launched Connectworks I began to test all I knew about networking at a higher level. I would not be where I am if I’d followed the traditional, safe sales and marketing route. Connectworks is moving into a national presence in the marketplace. We evolved from a coaching and training company into an executive consulting and strategic business development firm. We apply the principles we teach to every aspect of our own business planning and development. We coach clients to apply the principles we teach in the same way. Connectworks is now licensing other consultants and companies to offer the Networking for Busy People model to their clients and employees. We are well known in our local market and are now expanding our reach in the western region. We are on our way to fulfilling our vision of having the Busy People principles in practice in every state in the US. It is a big dream and the only way I could make it happen was to build a SUPER network of those who could derive mutual benefit from our shared growth.

My question for you is, “What dreams do you have for your business? If your business could be all you want it to be, what would it look like?” Now, start to think about how you can build and tap into your network to make that happen.

Ready to evolve? Let’s talk about the fundamental principles of the Super Connector. We’ve packaged them in the Power Principles for Busy People™:

Principle 1: Get Clear – Know your business. Busy People who get results know who they are and what they really do for their customers, employees, and community. They also know what they need whether it’s more customers, more partners, more visibility, more resources, or more feedback. And they know how to ask for it.
Principle 2: Get Focused – Know your target market. Busy People who get results have a clear picture of their bull’s eye target audience. Not only do they know where they live, work, and play they know what motivates them to make buying decisions.
Principle 3: Get Partners – Know who shares your target market. Busy People who get results know two things. One, they know who complements the services they provide. Two, they tap into their prospects rolodex to access a less obvious network of service providers and more. They connect with those other services providers through added value, opportunities, and resources.
Principle 4: Get Connected – Super Connectors know where their target market shows up and they put themselves in those places. Busy People who get results are connected. They are visible and credible in the arenas where their prospects and partners inhabit.

In order to evolve to the next level, you have to know where you’re starting point. Where are you in the evolutionary cycle?

The Neanderthal Networker or “Survival of the Fittest”Are you focused on your basic needs? That means SALES. If sales is your only focus you are missing a world of opportunities. Begin to take advantage of the opportunities around you by tapping into resources, partners, and events.

The Medieval Networker or “Man Discovers Tools”Are you using referral sources and organizations yet frustrated because you are giving more than you get in return? Apply the Power Principles above to gain clarity and focus. These tools equip you to craft the right message for the right markets, add the best partners and direct you where to connect for the highest, long-term returns!

The Enlightened Networker or “The Super Connector”Are you already well known within your business community and beyond? Have you positioned yourself as a value-added resource? Fantastic!

Regardless of where you are in the evolutionary cycle, ask yourself these questions to further define your problem areas and what you need to do to move forward:

Am I working too hard to get the sales I need?
Am I working with people who understand the value of reciprocity?
Am I asking for what I want and need? Opportunities, resources, and feedback?
Am I getting what I need from the key players in my network? If not, is it them or is it me?
What needs to change to improve results? Change in players, shift in my own communication, a more focused approach? Fine tune my systems?

Becoming a Super Connector doesn’t happen overnight. Creating the business of your dreams takes planning and focus. Be thoughtful, intelligent and strategic. It’s just smart! When you use your time wisely in the workplace, you have more for yourself and those important to you!

The Evolution of Networking, Part 1

2007-06-13T16:05:00.000-07:00

Are you an Enlightened Networker?

100% of my clients want networking to be easier. Me too. It seems to come so naturally for some and still others seem to navigate at a higher level. If you've attended more than a few networking events, you've probably crossed paths with them.

I’m talking about those people who seem to breeze into the room and the mood shifts. The energy in the room starts to buzz, ears perk up and next thing you know, people are lining up to talk to them. They seem to know just about every body and those they don’t know, they quickly meet. Although they’re going from person to person in just a few minutes, when they’re talking to you, you feel like you’re the only two people in the room. They’re always gracious, have a helpful tidbit of information and are willing to put you in touch with just the right contact you’re trying to meet. I call them Enlightened Networkers. Don’t you want to be more like them? I know I do.

Here’s the deal. Enlightened Networkers don’t happen overnight. Getting to that level of networking skill is a process that can take years, if it happens at all. To speed up the cycle, you have to understand the evolutionary stages, find your own stage in the cycle and create an action plan to move yourself to the next level.

When I was first introduced to networking in the early 90’s, I thought networking was about image, schmoozing, and who you know. This was during the period of my first business venture. When one of my sales people invited me to a leads group, I was curious to see how it worked. It sounded good—other sales people out looking for leads for each other—but did it work? What I experienced at that time was everyone had their hand out looking for sales for themselves not really contributing to each other. This left me thinking that networking was a hit or miss sales tool and a waste of time. In retrospect, I wish I had only known then what I know now about value of purposeful networking. With that knowledge my first business might not have failed.

When I returned to the field of sales a few years later, I found myself introduced to a new form of leads group. With more structure, this organization held each person responsible for contributing leads to other group members. It seemed to work; but I noticed it worked better for some than for others. This got me wondering why and led me to observe the evolution of a networker. Here is what I discovered. When we are new to networking or motivated by sales quotas, many of us begin as…

The Neanderthal Networker or “Survival of the Fittest” Our earliest adventures in networking are typically spent in survival mode. You know how early man was in basic survival mode, always on the hunt for food? When we are sales driven, we operate in the same mode. Our focus is on meeting our basic needs for food and shelter. For us, that means SALES. If you can identify with being a Neanderthal Networker, I hope this article challenges and inspires you to move into the next stages of growth.

The Medieval Networker or “Man Discovers Tools” The Medieval Networker has learned the importance of reciprocity and leverage. They build relationships with other networkers who share a common interest or market and work together to generate leads and new business for each other. They understand that networking isn’t just about sales but also about helping others. While reciprocity sounds good in theory, it works best when working with those who have similar values and are mindful of giving when they get. Many a networker exists at this level and gains consistent results. But here is what I know. There is SO much more to be gained and shared within these relationships. If this is your current networking reality, you might find yourself feeling frustrated because you are giving more than you get in return.

The Enlightened Networker or “The Super Connector” This distinctive group of people is emerging as the new Super Connectors. They are well known within their business community and beyond. This is the ease the rest of us long for. We see them navigate relationships, events, and opportunities with skill and grace. These leaders appear to have a special gift or secret.

Honestly, they intimidate us a little. When we can, we buy their books, attend their workshops, and download their free stuff hoping to glean some information which will give us the same edge.
What makes Enlightened Networkers different? They really do operate at a different level. We mentioned the fact they fully understand and utilize their partnerships, resources, and opportunities. It is more than just simple utilization; they are active participants in creating their reality. They aren’t willing to passively allow the fate of their business to rest the hands of those who may or may not be interested in contributing. They know what they need and are able to ask for it. They get involved in others’ business and personal growth. They are generous with both information and resources. They understand what they have is not unique to them. It is available to all. What differentiates them from others is that they have invested the time, energy, and perseverance to gain this level of mastery and abundance mindset. As result, they unlock exponential results from their network.

So how do you move your own evolution forward and become an Enlightened Networker? It starts by understanding where you are. Let’s do a quick self check to find your current state.
When networking, are you in sales mode? Does your networking focus begin and end with what’s in it for you? In generating leads for your business and closing the sale? I’m not saying it’s wrong to focus on finding clients and customers. After all, that’s why you’re networking in the first place!

Is your referral network not as forthcoming as you would like? Are you working harder than you’d like to get the results you want? Are you counting the cost, both in time and money, to continue working harder rather than smarter? If so, does it hurt a little? Let’s ease the pain and move together into the Enlightened Networker stage!

The shift happens when you do three things.

First, you re-frame your perspective. Take a look around and begin to tap into the wide variety of opportunities and resources available in your network. When you’re open to it, there are more than just sales to be made.

The second and just as important factor in becoming an Enlightened Networker, is to freely offer opportunities and resources to others. It’s about reciprocity. When you give other’s your time, expertise and connections, they remember it and want to give back.

Lastly, you network on purpose. You calculate your activities, partnerships, and opportunities by their return on investment. You build strong core relationships with a long term view. You do this for more than your bottom line. You do this so you can better serve others; your network, your customers, and yourself.

In closing, I know you can evolve yourself. I would not be where I am today if I hadn’t moved myself through the evolutionary stages of networking. If I can do it, you can too.
Stay tuned! Our next post will address more on becoming a Super Connector.

Networking. It’s more than who you know; it’s how well you connect. Connect on purpose!