Often times I will hear members say, "I just don't get many referrals. I don't know if this networking 'stuff' works for me." Yes, we all joined AmSpirit Business Connections for the same reasons. We want more referrals for our businesses. The question is, "How do we get more referrals?"
It's better to illustrate what 'not to do' in order to have a better appreciation of networking, I think. Too many people sabotage their efforts and you probably for witnessed firsthand some of the bad networking behaviors. Here's a partial list of what 'not to do':
1. Don't follow up with the referrals you are given. Misplace the referral slip given to you and then do not bother asking the person who gave you the referral to provide the information again.
2. Better yet, do not ever give feedback to the person who provided the referral. That way they'll never know if you made a connection or not.
3. Always talk about your business, focusing on what you need. You don't have time to learn about what others need in their businesses, you've got a quota to hit.
4. Go to networking events and pass out as many business cards as possible. Don't take the time to talk to anyone at length. It'll cut down on how many cards you can pass out.
5. Don't give referrals to anyone unless they give one to you first. Let them know you keep score and if they're not going to give something to you, you won't help them either. Also be sure to tell other members in your chapter that you don't get referrals from anyone.
6. Don't get to know anyone from other chapters, it takes too much time. It's hard enough just going to your own chapter meetings every week.
7. If you have a chance to meet a paying client, schedule them over your weekly chapter meeting. It's much better to try to close that one sale than to go meet with your networking group. You probably wouldn't have gotten any referrals that day anyway.
8. Miss meetings for any reason, most likely they won't even know you're not there. Time management is important to you and you can get more done if you don't elect to attend your networking meetings regularly.
9. Don't meet one-on-one with other chapter members. You'll see them at weekly chapter meetings (at least the ones you attend). So why should you take another hour out of your week to meet them individually? It seems like a waste of time.
10. Don't go to any of your chapter or area wide socials. You've put in a full day already, why extend the workday any longer? It's better go get home and unwind watching TV instead. You'll be better rested for the next workday.
So, how many people do you recognize in any of the above statements? You may have even chuckled at the recollection of seeing some of these behaviors in action. If you ever find yourself asking 'Why don't I get more referrals?' do a quick analysis of yourself to be sure you aren't exhibiting any of these behaviors.
Monday, November 16, 2009
Friday, November 6, 2009
Find Good in Everyone...
We all have people in our lives that for whatever reason, we just do not see 'eye to eye'. That's ok, though. If everyone agreed on everything, we'd be bored to tears. Right? Come on, agree with me!
Diversity is what makes life interesting. If there's someone in your network that you perceive as mean, unapproachable, distant, or any other negative qualities do this when evaluating them. Find something GOOD about them. Maybe they're a great parent, or very knowledgeable in their business, or you find that you share a common interest. Something, anything, that might help soften your negative outlook about that person can make a world of difference.
Your future interactions with that person may be much more productive and enjoyable as opposed to you avoiding contact at all cost.
Diversity is what makes life interesting. If there's someone in your network that you perceive as mean, unapproachable, distant, or any other negative qualities do this when evaluating them. Find something GOOD about them. Maybe they're a great parent, or very knowledgeable in their business, or you find that you share a common interest. Something, anything, that might help soften your negative outlook about that person can make a world of difference.
Your future interactions with that person may be much more productive and enjoyable as opposed to you avoiding contact at all cost.
Friday, October 16, 2009
Helping Others First
It never ceases to amaze me how some people in the world view networking. One of the best things you can do for yourself to ensure that YOU are successful is to help others first and to also constantly evaluate yourself on how others perceive you. Self-evaluation is a powerful exercise.
Unfortunately, there are a lot of people who are so focused on their own needs that they either do not take the time or do not care what others think. They're too busy hitting THEIR goals.
Here are two recent examples from my own experiences. The first is a person who started a new company. He's out there working his tail off to get new contacts and new business: FOR HIMSELF. He's accepting new business for anything and everything, rather than focusing on a specific niche in his new industry. Basically he's willing to 'step on toes' of former referral partners because he needs the money. Had he specialized in a given niche he would have found that those referral partners would have been happy to help him by giving him referrals with the hopes he would return the favor. Greed won out instead.
In the second example, a member of a referral group asked everyone in his chapter to provide him with 2 referrals in the next month so he could reach HIS monthly sales goals. Yet he had generated 6 referrals to the rest of the group over eight months. If he had been a consistent contributor helping everyone throughout the year in his group he probably would have already met his sales goal without specifically making this plea.
The lessons to be learned in these two examples are that you should not make requests for others to help you when you've offered little help to them. You should also be considerate of your referral network and not compete against them for the same business. Your short term sales will result in a long term failure. If you're perceived as selfish, any potential referrals will dry up for you.
Unfortunately, there are a lot of people who are so focused on their own needs that they either do not take the time or do not care what others think. They're too busy hitting THEIR goals.
Here are two recent examples from my own experiences. The first is a person who started a new company. He's out there working his tail off to get new contacts and new business: FOR HIMSELF. He's accepting new business for anything and everything, rather than focusing on a specific niche in his new industry. Basically he's willing to 'step on toes' of former referral partners because he needs the money. Had he specialized in a given niche he would have found that those referral partners would have been happy to help him by giving him referrals with the hopes he would return the favor. Greed won out instead.
In the second example, a member of a referral group asked everyone in his chapter to provide him with 2 referrals in the next month so he could reach HIS monthly sales goals. Yet he had generated 6 referrals to the rest of the group over eight months. If he had been a consistent contributor helping everyone throughout the year in his group he probably would have already met his sales goal without specifically making this plea.
The lessons to be learned in these two examples are that you should not make requests for others to help you when you've offered little help to them. You should also be considerate of your referral network and not compete against them for the same business. Your short term sales will result in a long term failure. If you're perceived as selfish, any potential referrals will dry up for you.
Friday, September 25, 2009
Connecting Naturally
While on vacation this week, I realized that my wife, Cheryl, is a natural born networker. She doesn't even know it, but she is. For whatever reason, people are drawn to her. It's because she always smiles at others when she makes eye contact.
Last night we visited the laundromat so we wouldn't be packing a suitcase full of dirty laundry for the trip home on Saturday. Cheryl asked me to go next door to get some change at the restaurant for the machines. Five minutes later I returned and Cheryl introduced me to the family next to us doing laundry. They were from Cincinnati and have lived here for five years and have three kids. She made a connection in the few minutes I was gone!
Cheryl gave a gold token to the smallest little girl that came out of the change machine. The little girl told her she was a nice lady and hugged her. A small act of kindness to a stranger meant a lot.
What can we do to 'connect' more effectively with those around us? Do we remember to smile at those we do not know? Or do we remain expressionless, appearing aloof? What random act of kindness could be in your future to help you connect with another or network more effectively?
Once we practice smiling and being kind to others, it will become second nature to us. Unfortunately, we can't all be naturals like Cheryl.
Last night we visited the laundromat so we wouldn't be packing a suitcase full of dirty laundry for the trip home on Saturday. Cheryl asked me to go next door to get some change at the restaurant for the machines. Five minutes later I returned and Cheryl introduced me to the family next to us doing laundry. They were from Cincinnati and have lived here for five years and have three kids. She made a connection in the few minutes I was gone!
Cheryl gave a gold token to the smallest little girl that came out of the change machine. The little girl told her she was a nice lady and hugged her. A small act of kindness to a stranger meant a lot.
What can we do to 'connect' more effectively with those around us? Do we remember to smile at those we do not know? Or do we remain expressionless, appearing aloof? What random act of kindness could be in your future to help you connect with another or network more effectively?
Once we practice smiling and being kind to others, it will become second nature to us. Unfortunately, we can't all be naturals like Cheryl.
Wednesday, July 29, 2009
The True Value of Your Network
I read a post this morning from Keith Ferrazzi, author of 'Never Eat Alone'. While it was a short statement, it was also a real epiphany for me. Here it is:
"When I judge the value of my network, it’s not by how many people are in my rolodex. It’s by how many people I can pick up the phone to call and say, “I need help” – and by how many of them would call me to say the same." --Keith Ferrazzi
Can you think of any statement you can make about your own network of contacts that holds more true than this?
"When I judge the value of my network, it’s not by how many people are in my rolodex. It’s by how many people I can pick up the phone to call and say, “I need help” – and by how many of them would call me to say the same." --Keith Ferrazzi
Can you think of any statement you can make about your own network of contacts that holds more true than this?
Wednesday, July 15, 2009
What Kind of Chapter Do You Want?
All chapters in AmSpirit Business Connections WANT to be successful. The hard part is putting forth the effort to make it happen. Frank Agin often says, 'be the person you want to network with'. What if everyone in your chapter behaved that way?
It'd be great! Wouldn't it? So many chapters allow people to join who really should be screened a bit before taking a vote. It's so much more difficult to remove a bad member than it is to approve their membership in the first place.
Cultures are created by the collective behavior of your chapter. I'm proud of my chapter, the Towne Centre Chapter, because we are doing so well in inviting guests. In fact, so far in 2009 we have had at least 1 guest at every meeting this year. I have not heard of another chapter being able to make such a claim. By writing this, I hope I do not 'jinx' us.
While we have lots of guests, it is no guarantee that anyone submitting an application is automatically approved. We absolutely want to grow our membership, but with the right people on board.
If your chapter is not performing well (having guests, giving referrals, having great attendance, etc.) think about how much you screened members before they were approved. Having a strong mentoring program in place will help turn mediocre members into great members too. But if you do not screen applicants and do not mentor existing members your chapter is going to fall short of being a great chapter.
Rely on your Area Director for advice or help to turn things around. That's what we're here for, to help your chapters be successful. If your AD is not helpful, don't settle. Communicate with AmSpirit HQ to see if there are other resources to help (other ADs). I know I've not always hit it off with all my chapters, but those I currently support do know that I only have their best interests in mind, not my own. I know that their success will contribute to my success as well.
Remember, if you attract the best people and then mentor those who can be developed you will have great results in your chapter. Trust the process and success will follow.
It'd be great! Wouldn't it? So many chapters allow people to join who really should be screened a bit before taking a vote. It's so much more difficult to remove a bad member than it is to approve their membership in the first place.
Cultures are created by the collective behavior of your chapter. I'm proud of my chapter, the Towne Centre Chapter, because we are doing so well in inviting guests. In fact, so far in 2009 we have had at least 1 guest at every meeting this year. I have not heard of another chapter being able to make such a claim. By writing this, I hope I do not 'jinx' us.
While we have lots of guests, it is no guarantee that anyone submitting an application is automatically approved. We absolutely want to grow our membership, but with the right people on board.
If your chapter is not performing well (having guests, giving referrals, having great attendance, etc.) think about how much you screened members before they were approved. Having a strong mentoring program in place will help turn mediocre members into great members too. But if you do not screen applicants and do not mentor existing members your chapter is going to fall short of being a great chapter.
Rely on your Area Director for advice or help to turn things around. That's what we're here for, to help your chapters be successful. If your AD is not helpful, don't settle. Communicate with AmSpirit HQ to see if there are other resources to help (other ADs). I know I've not always hit it off with all my chapters, but those I currently support do know that I only have their best interests in mind, not my own. I know that their success will contribute to my success as well.
Remember, if you attract the best people and then mentor those who can be developed you will have great results in your chapter. Trust the process and success will follow.
Tuesday, June 30, 2009
Who Are You...Really?
Over the past few months, more AmSpirit members are diversifying their business categories. Good idea? It's not a bad idea to ever have multiple streams of income.
But here's the danger. Under the 'know, like, and trust' concept how does talking about multiple business categories build the 'know' or the 'trust'? It can be confusing if every time you do a 30 second commercial or a presentation in your chapter and you are always switching gears. I'm not referring to people discussing different aspects of their industry. There can be variations there. For example, I will mention web hosting, web development, email newsletters, etc. But they all belong in the 'web' category.
You can easily confuse your referral partners if they don't know who you really are from week to week. It also creates the impression that you struggle with everything so you have to work 2-3 jobs to create one income.
My advice. It's perfectly ok to have multiple jobs, just don't talk about all of them in your chapter meetings. Focus on where most of your income lies and build relationships and referrals around that particular job title. Otherwise you may end up losing referrals on all fronts. Because no one knows who you really are and are uncomfortable giving you referrals.
But here's the danger. Under the 'know, like, and trust' concept how does talking about multiple business categories build the 'know' or the 'trust'? It can be confusing if every time you do a 30 second commercial or a presentation in your chapter and you are always switching gears. I'm not referring to people discussing different aspects of their industry. There can be variations there. For example, I will mention web hosting, web development, email newsletters, etc. But they all belong in the 'web' category.
You can easily confuse your referral partners if they don't know who you really are from week to week. It also creates the impression that you struggle with everything so you have to work 2-3 jobs to create one income.
My advice. It's perfectly ok to have multiple jobs, just don't talk about all of them in your chapter meetings. Focus on where most of your income lies and build relationships and referrals around that particular job title. Otherwise you may end up losing referrals on all fronts. Because no one knows who you really are and are uncomfortable giving you referrals.
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