Are You Looking to Grow Your Business?

I often write about how to network.  Today I am recommending an upcoming networking event.

It has been my privilege to be part of BNI for 10 years.  The very first time I attended a BNI meeting, I found it to be a little overwhelming and intimidating.  The meeting I attended had about 30+ members from various businesses.  At the time I was just beginning my entrepreneur journey after being in the corporate world for almost 20 years.  I wasn't necessarily thrilled with the time commitment or the cost of membership with BNI.  I thought at the time, I could do better on my own attending numerous networking meetings of various varieties each week.  

Over the next few years, I got to be known as the 'Networking Queen' in a tri-county area, because just about every time there was a networking meeting of any description, I was there. Sometimes attending 2 or 3 in one day.  I even attended a few more BNI meetings.

Then one day I received a call from a good friend of mine, who was part of a new BNI group near me.  She informed me that my industry seat had opened up in her chapter and I needed to come check it out.  So I did and submitted an application.  I soon discovered there was definitely a difference in this organization.  I learned the 'why' and the purpose behind the structure.  I appreciated the on-going training provided as it has helped me to grow my business.  I often tell people, I traded quantity for quality. 

Yes, I have drank the Kool-Aid and I'm now an Area Director.  So I would like to invite you to Network if you're in the area - 

You're Invited

On June 13th, 2019, the BNI BLAZE Chapter will host their launch and Ribbon Cutting for the newest BNI Chapter in the Cumming Forsyth County area.

BLAZE stands for 'Bringing Leadership and Zeal to Entrepreneurs.'  The group is a dynamic, committed group of business people. They have open categories for individuals who will bring enthusiasm and integrity to our meetings.

BNI is the oldest and largest networking organization in the world. It was started by Dr. Ivan Misner 34 years ago. Today BNI has over 253,000 members in almost 9,000 chapters globally. In the last 12 months, BNI members have generated 11.2 million in referrals which has generated 15.7 billion in closed business. BNI members, on average, increase their business 20% the first year.  To learn more go to www.BNI.com or www.BNIATL.com

- Are you looking to grow your business?
- Receive more referrals?
- Work in a fun team environment?
- Develop relationships and trust?
- Grow personally and professionally?

You are Invited to attend the

BNI BLAZE Visitor Day & Ribbon Cutting

Thursday, June 13th

8:15 - 10:30AM

Junior Achievement Discovery Center

1150 Lanier 400 Parkway

Cumming GA 30040

Please RSVP for this event by calling 706-270-2455

For future meetings and locations, please like and follow BNI BLAZE on Facebook

To Your Success,

Annette

Painted Lady Enterprises

'Helping You and Your Business Look Good'

Simple Formula for Follow Up

Last week was International Networking Week and this year’s theme for 2017 is ‘Follow Up.’

I’m sure you have heard many times - ‘The Fortune’s in the Follow Up’

Are you good at Following Up – with prospects, with clients, with people you meet at networking meetings?

Do you have a system for Follow Up?

Dr. Ivan Misner, the founder of BNI, recently *published a simple formula for follow up.   His formula covers 3 simple follow up strategies.  24/7/30  - He recommends using this formula when you meet someone at a networking meeting – could be a prospective client, a possible referral partner, etc.

So this is how it works: 

24 hours – Drop them a note within the first 24 hours.  Could be a personal handwritten note or an email.  Use whatever approach that works for you and that you will do consistently.  Let them know it was a pleasure meeting them and you hope your paths cross again.  A good system to use is SendOutCards.  Here is a link www.SendingCardsMadeEZ.com

7 Days – Within seven days, connect with them on Social Media, i.e. LinkedIn or Facebook.  Follow them on Twitter or join them on Google+. Find ways to connect and engage with them via the social media platforms you use the most. Do not do this as a way to sell to them. Do it as a way to start establishing a meaningful connection with them.

30 days – Within 30 days reach out and set up a One-2-One meeting.  If you live near each other, meet in person. If you are far away from one another, set up a meeting via Skype or Zoom or by phone.  

Here’s a script that I have found to help in getting people to want to meet with me – ‘Hi Gail, your business sounds very interesting. I would love to meet with you and learn more so that I can be a good referral source for you.”

Now, do you think Gail is going to turn me down.  No, she will be more than willing to meet because I want to learn how to be a good referral source for her.

At this meeting, find out more about what they do, and look for ways to help them in some way. Don’t make it a sales call; make it a relationship-building opportunity.  Think in terms of being a ‘farmer’ and planting seeds that are going to mature into many referral opportunities, rather being a ‘hunter’ and bagging one prospect at a time.

By Using this 24/7/30 formula to follow up, you will establish a powerful routine that will help you to make your networking efforts meaningful and successful. 

Use technology (or whatever works for you) to help remind you to follow up at the appropriate intervals. After you send the first note or e-mail, set up reminders on your phone or calendar to follow up at one week and one month out.

And one last point that I would like to add to Dr. Misner’s formula, which I think is the ‘Secret Sauce,’ is to ‘Keep in Touch’  In order to build that long-term relationship you have to ‘Keep in Touch.’  And a ‘Keep in Touch’ strategy can be as individual as you are, i.e. social media, email, phone calls, snail mail, etc.  Whatever works for you.  Just keep ‘Keep in Touch’ so that you are ‘Top of Mind’ when that person needs your services or knows someone who does.

I hope you found this information helpful.  Your comments are welcomed and appreciated. 

Happy Connecting,

Annette

Painted Lady Enterprises

'Help You and Your Business Look Good'

 *Link to Dr. Ivan Misner's article on Follow up

The Fortune is in the Follow Up

Recently I was asked to present to a new forming BNI Chapter - What is the #1 Trait of a Master Networker.  Later the same week I attended a ProNetworker meeting and guess what part of the presentation was about?  You guessed it - What is the #1 Trait of a Master Networker.

So What is the #1 Trait of a Master Networker?  The answer - Follow Up.  Sadly though, most people do not do this well as the statistics below show.

48% of sales people never follow up with a prospect

25% of sales people make a second contact and stop

12% of sales people only make three contacts and stop

Only 10% of sales people make more than three contacts

2% of sales are made on the first contact

3% of sales are made on the second contact

5% of sales are made on the third contact

10% of sales are made on the fourth contact

80% of sales are made on the fifth to twelfth contact 

BNI conducted a survey for the book Masters of Networking that asked business professionals what the most important traits of a master networker were. The most important trait was following up on referrals. Not giving them, following up on them.

Remember, the best system for following up is the One you're going to use.

There are many kinds of follow-up. You should follow up when you meet a person, not just when you get a referral. Following up is part of building a relationship, not just closing a deal.

Week 20 in The 29% Solution, discusses follow up and how critical consumers are with their expectations.  So, when you meet people networking what is your typical follow up plan?  Is that different when you speak with a qualified prospect?  And do you have a plan for future follow up like a 'drip' campaign?  What does that look like?  And why do we follow up?  The answer - To show we are credible, 'stay in the game,' etc.

From page 115 of The 29% Solution ..."Good follow-up is not just doing what is required or what you've promised to do.  It also involves going BEYOND what is expected.  I think we all agree that this type of successful follow up system takes consistent work."

In the The 29% Solution, there is a real simple form called The Networking Follow-Up Report Card, and it's very simple.  Simply just going in to automatic follow up tasks doesn't cut it.  Every prospect is not the same and you have to differentiate and personalize, don't you?  This Networking Follow-Up Report card syas, "Hey, here are the contact names.  When did you first connect?  What follow-up is necessary?  When did you complete the follow-up?  Did you follow-up after three months?  Six months?  Nine months?  Did you follow up afterwards?"  Any kind of system like that can be very effective to help track the connections and the referrals and the opportunities you have to reconnect with other people.

You might choose something as low tech as a personal note, greeting card, or email an article or podcast of interest or as high-tech as an electronic marketing campaign through CRM program like Infusion Soft, Constant Contact, or ACT.  Regardless you must make sure it fits your follow-up 'personality" of sorts.

To learn more  listen to Dr. Ivan Miser's podcast #290

Become a Master Networker - Follow UP! 

 

Your comments and feedback are welcomed and appreciated.  We would love to hear about your follow-up method(s).

In appreciation,

Annette

Painted Lady Enterprises

'Helping You and Your Business Look Good'

 

 

How to Build a Strong Network

February 1 - 5 is International Networking Week.

They say that Millionaires have the largest Rolodex or in today’s terms, databases.
 

Would you agree that most of the time when you go to a networking event and/or meet someone new that you exchange business cards and exchange information about your respective businesses?

What happens next?

Afterwards do you sit around and wait for your phone to ring from someone who wants to do business with you?

Lets examine how to take those meetings and collected business cards build a Network so that the Phone will start ringing.

It’s all about building relationships.

Here some things that will help with building strong relationships.

If you are a member of BNI you know what VCP means.

Visibility + Credibility = Profitability

The philosophy of BNI is

“Givers Gain”

The 10 points below are based on these two key points.

The first five are about Visibility which all help to build your creditability

1. Be Visible - Show up – Now that seems kind of obvious, right? How many times have you heard someone say, “Well I went to that network meeting and handed out my cards and I didn’t get one single lead.”

Do you know it takes people seeing and hearing you 7 to 8 times before they remember you and what you do?

In Advertising and Marketing it’s called ‘Spaced Repetition Education.’ Why do you think they run the same ads over and over again on TV? Because most of us don’t remember them. The same applies with meeting new people.

Think about when you join a networking group. Most want you to commit to at least 90 days.

When you run an ad, they want you to commit to running that ad a minimum of 3 to 6 times. Why? People have to see you and hear you 7 to 8 times before they remember you, must less what you sell or the service you offer.

So Find the Networking groups that work for you and go on a regular and consistent basis.

2. Brand Yourself – By Name, By Business Name, Tag Line, or Appearance, etc. This will make you memorable.

Examples of branding - What companies do you think about when you see -

I meet people all the time. A lot of people know me as “The Painted Lady” even though they don’t know my name. Or when I give them my business card they will comment, 'Where have I seen that before?' So I know my branding works.

Part of branding yourself and your business is being consistent in all your marketing material. And have a memorable business card. Because when they look at those cards later, you want yours to stand out. If someone doesn’t comment on your business card after handing out about 5 to 10 times, you need to redesign and get new business cards.

3. Your Elevator speech – Be able to tell someone in 30 seconds what you do that peeks their interest and makes them ask questions and want to hear more.

Know your USP – Unique selling proposition. Be able to tell someone what makes you and your business unique. Different from everyone else’s. And don’t say “Because I give great customer service.” Everyone says that.

Example: I have a friend and business associate that is certified to sell luxury homes. I thought that was pretty unique.

Practice your 30 second infomercial until it feels natural and make sure it is in terms your audience will understand.

4. Volunteer – Give back. Going back to the BNI philosophy of “Givers Gain.”

a. Within your networking groups – Offer to help

b. Chamber – Be an ambassador

c. Community groups – Charities, whatever is your favorite cause.

One of the best positions to volunteer for is the sign in table for meetings and events and/or membership chair. These are two key positions that will get you visibility.

This is giving you Visibility and building your Credibility

5. Be Reliable – Say what you do and do what you say. Building a relationship is about building trust. Being a person that can be depended on and to get the job done. Also part of being reliable is showing up on time or better yet - show up early. By being early you are more visible and you have the opportunity to meet more people.

6. The Fortune’s in the Follow up - How many times have you heard that?

a. Follow up if at all possible within 24 to 48 hours. Strike while the iron is hot. While you are still memorable

b. And - Keep in touch with people – Phone call, Email, Drop by, Send a card with a personal note by Snail mail, Just Because, birthday, anniversary, Congratulations, etc. Why? Because that makes you different. It shows you do go the extra mile. It shows you want to build the relationship. Any good real estate agent is taught to ‘touch’ their warm market at least 10 times per year – why – because Everyone knows somebody that will be buying or selling real estate. This same principal can be applied to any business.

c. Also, follow up with the person who gave you the referral. Say thank you and let them know you followed through, because that person has put their trust in you and they are depending on you to follow through.

7. Take the Initiative – Go beyond the follow up. Ask questions. Find out how you can help them be successful. Let them know you have an interest in them.

Call someone and invite them for coffee or lunch. One of the best ways to get someone to agree to meet you for coffee or lunch is to say “Gail, your business sounds fascinating. I would love to meet you for coffee and learn more so that I can be a good referral source for you.”

Now do you think Gail is going to turn me down.

An even better way to build that trust and relationship is to arrange an introduction. And all three of you meet. Now that shows trust and confidence.

Everyone has a Circle of Influence of about 250 to 300 people. You want to know who is in their circle of influence, but they have to trust you first to give out that information.

8. Be the ‘Go to Person’ - Be a referral source. We all know someone we trust and that knows everyone and when we need a product or service, we call that person. Be that person. Be a source for information.

Zip Ziglar says that if you help enough people get what they want, you’ll get what you want.

9. Offer something of Value – Do you have a website? A blog? Newsletter?

a. Offer tips, ideas, information, etc. Don't always be trying to make the sale.

I have a Facebook Group that is dedicated to “Networking Opportunities” in my local area. Why do you think I maintain this website? It offers people a source of information and something of value. I also help host an all women networking group. Again it’s a way to help others and especially women.

10. Say Thank You. “Silent Gratitude is of Little Value”

a. Honor and thank all those that lend a helping hand. Show your appreciation to your referral partners, clients, and anyone that has reached out and helped you in any small way. A simple Thank You card goes a long way

68% of clients go somewhere else due to perceived indifference.

In closing John F. Kennedy said in his inaugural address: “Ask not what your country can do for you, but ask what you can do for your country.”

Let’s give that a new twist – “Ask not what your Network can do for you, but what you can do for your Network.”

Networking is the most effective form of marketing and the most cost effective. But in order for networking to work, you have to work it. And I believe that by working to build long term strong relationships you will be rewarded ten fold.

Happy Networking,

Annette

Painted Lady Enterprises

"Helping You and Your Business Look Good"

And How's That Working for You!

I recently attended a networking event. It was a 'business after hours' type of meeting. There were probably between 200 to 300 people there. Saw lots of people I knew, re-connected with some people I had not seen in a long while, and I met some new people. Did some 'netweaving,' i.e. introducing people I knew to other people I knew. After all that is the point of going to these types of events, right?.

One person I met, let's call her Sara, was certainly there to do some 'speed networking.' I was talking to a business associate when she came by and stuck out her business card, interrupting our conversation we were having. OK, we introduced ourselves and exchanged cards and she gave me a short description of what she did. Later as I was making my rounds to the various display tables, we met again and again she gave me another business card.

Overall it was a good evening, possible new business, some follow-up appointments, referrals made, and some information provided.

I have to give Sara credit. I received a phone call from her the very next day. However, Sara had not done her homework. I think the conversation started out with her asking me questions about how I market my business. After each question and my response, she would make the statement, 'How's that working for you?' After about three questions, it finally got on my last nerve, so I interrupted and asked, 'Sara, what exactly is it you're selling?' And she told me about her product and then she asked, 'Do you paint interior as well as exteriors?' RED FLAG. Obviously she was just calling phone numbers. She had not read anything on my business card, had not been to my website, let alone taken the time to ask me anything about my business. I just chuckled and said, Sara I don't paint anything.' I went on to explain what I did and the origin of the name of my business. I told her I specialized in 'relationship marketing' and provided products and services to that effect. I then tried to offer Sara some other alternatives for networking. She had not heard of BNI or The Joy of Connecting. I gave her some suggestions and told her about the list on my website that listed some networking opportunities in the area. Hopefully she'll check it out and read some of the articles on my website about networking and relationship marketing.

Here are some of my suggestions to build your network and build relationships:

1. When you go to networking meetings, make a goal to meet 5 good prospects to follow up with. Not just collect as many business cards as possible.

2. Do some 'Netweaving' - introduce people to other people who would be good referral partners. - Zig Ziglar says 'If you help enough people to get what they want, you'll get what you want.'

3. Do your homework. Look over the business card. Check out their website before you make the follow-up call. Determine how you can be of help to this person.

4. Follow up with those that you met. With a phone call, email, a card.

5. Arrange a meeting, (meet for coffee, lunch, etc.) with those that you want to further the relationship. You can start the conversation like this, 'I would like to meet with you to learn more about your business and how I can be a good referral partner for you.' Remember 'Givers Gain.'

6. Make the follow up conversation about them, not about you. Ask questions and let them talk about themselves and their business, learn about them, their wants and needs. They will then in turn ask you about you and your business.

7. Stay in touch. Add them to your Contact Manager, connect with them on Linked In, Facebook, Twitter, etc. Find appropriate reasons to follow up, i.e. when there are events that you think might be of interest, training, referrals, etc. Send them a birthday card, congratulations, (when appropriate) etc.

Believe it or not, everyone doesn't want or need what you are selling or they may need it but don't have the funds available at the moment. Or they need to get to know you before they change from their current service/product to yours. Make it about building the relationship. I heard a description recently that as we meet people and put them into our contact manager to look at it as a funnel. Some will come out the other end as great clients and customers. Does it take more work to do it this way versus Sara's 'speed networking' way? I don't think so. I would like to think that over the long haul that I have met more people, made more positive business connections, and even if they perceive they don't need my products or services, that I have built the relationship so that they will refer me to their business acquaintances who do need and can use my products and services. Isn't that what networking is all about?

I would love to hear your thoughts on how to build great relationships in business.

Happy Networking,
Annette
Painted Lady Enterprises
"Helping You and Your Business Look Good"