How does appearance affect your creditability?

Should we be judged by the way we dress?  No, but we are judged on everything from our age, our intelligence, how much money we make, etc. in the first 11 seconds.  First impressions do make a difference and are oftentimes hard to overcome.

In an article on 'What does business casual really mean,' I found the following.....

"Many highly intelligent, well-qualified, capable men and women are often disqualified or dismissed because 'they don't sell for what they're worth,'" Price told Business Insider. "They've left the 'business' out of 'business casual' and the lack of professional appearance holds them back. It's frustrating because clothing certainly does not determine one's actual competence and credibility; it does, however, influence others' perception of those qualities — and that reality impacts career opportunities."

80% of success is showing up, but how you show up also matters.  

For many years as an image consultant, I taught these concepts.  Even when I left my corporate job, I gave presentations on 'Dressing for success when interviewing for a job placement firm.  Many of the people I spoke with assumed they should dress according to the job for which they were applying.  Not necessary.  I advised to always dress a step above the job you were applying for.  For instance, if applying for a position where business casual is appropriate, an open-collared shirt with a sport coat would be more appropriate.  

Being in sales and meeting with potential clients means you are constantly interviewing.  Appearance does come into the equation.  Whether networking or on scheduled appointments.

Here are a couple of podcasts that further define the importance of dress and appearance.

In Podcast #649, Dr. Misner discusses the 12x12x12 rule.  In this article, Dr. Misner states....

You want to come across as a professional, whether you’re going to a chamber of commerce function or a big event. You want to come across as a professional, generally speaking. I try to dress at or above my audience level. But not all professions have to do that. If you’re a car mechanic, you don’t have to dress, you know, in a suit and tie. But you do want to come across, you know – khakis and a nice shirt. You want to look professional.

In Podcast #577, Meaghan Chitwood, BNI Northern Alabama Region Executive Director, recounts her experience with being 'not referable' as a business coach.

When Meaghan first joined a BNI chapter in Alabama, she’d just come out of the construction industry. Although she was now working as a business coach, she was still dressing to fit in on a construction site. She was focused on establishing credibility by knowing what she was talking about.

One day, two of her fellow BNI members came to her and said “We want to help you, because right now you’re just not referable.”

Are you referable?  What does your appearance say about you?  How are you showing up?  It's always been my philosophy that you never know when you're going to meet your next best client or referral partner.  My advice....'Don't ever miss an opportunity to make a good first impression!'

Happy Networking,

Annette

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'

DIY Marketing

This month is 'Do It Yourself Marketing' Month.  So what is your marketing strategy?  Do you do it yourself or do you have someone else doing it for you?  Or a combination of both?  Either way, do you know what is working?  If not, that should be your first action item.  Start tracking what's working and what's not.  This will save you lots of money over time.

Below are some strategies for marketing that I recommend.  I believe they will work for most any business.

• Know Your Target Market.  Get very specific.  Who can use your products and services?   Consider the demographics of your perfect client.  Often times the more specific you can be about your perfect referral, the better the chances of receiving a referral.

• Networking is a great way to market your business and build relationships in order to gain business.  It is recommended to be part of a closed networking group like BNI (one industry represented per Chapter) and 2 open networking groups (multiple of the same industry), i.e. The Chamber of Commerce, Business Alliance, etc. and perhaps a service group like Kiwanis, Rotary, etc.  Building relationships by seeing the same people over time creates visibility which builds creditability in order to receive word-of-mouth referrals.

• Keep in touch with prospects and clients.  Not everyone you meet may need your product or service right now, but if you stay in touch with them, perhaps in the future if they have a need, you will be top of mind because you kept in touch and will be the one they call or refer.  In my a previous blog, I covered tips for Customer Loyalty which gave information and tips.
• Methods for keeping in touch include Social Media, Newsletters, Greeting Cards, Phone Calls, drop by visits, etc.

• Marketing Materials that represent you, your products, and services well.  Make sure your branding and message is consistent across all platforms.  Whether you are marketing face to face or online ensure your logo, photos, tag line, colors, are consistent.  You can be a one person show, but the little things can make you look like the 'big guys.'

• Track Everything.  Go back through your last 6 to 12 months of business and determine where the business came from.  And depending on the answer would determine where to focus more.  Ask each new client, how did you find us?  Let the stats drive your future marketing efforts.  

 Much of this you can do yourself, but do you have the time and the skill set?  It's always best to consider what you do best and like and enjoy doing and delegate the rest.

I hope you have found this to be helpful. Your comments are welcomed and appreciated.

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

Are You Spreading Yourself to Thin?

Do you do Six thousand things or do you do Six things well?  I came across this video by Dr. Ivan Misner who explains this theory.

When it comes to marketing, do you jump from one thing to another trying to find what works?   Do you give ample time to see if the new plan is working or not and why not? 

As an entrepreneur it’s sometimes hard to determine what marketing will work best and where to spend marketing dollars. 

Here are some things to consider and questions to consider:

• ·        Who is your target market?  Get as specific as possible on this one.  For instance:  I often hear people in the skin care business say – ‘Anyone with skin.’  Really?  A baby has skin, but doesn’t have any money.  Instead think in terms of what problems does your product/service solve and/or what is the benefit of using your product or service.  So if your skin care product clears adult acne, then you want to target adults with acne.  Perhaps people in a professional environment who need to look their best. 

• ·        What part of your business do you do 80% of the time?  Your business may cover multiple facets, say for instance in the insurance area; your business encompasses everything from personal lines of insurance, long term care, health insurance, life, commercial, etc.  Which of these is your specialty?  Sometimes by trying to cover to much, people get confused about what you do and your message is watered down.  By concentrating on one area, your message becomes more clear and focused.  Once you get the opportunity to sit down with someone one to one, then you can explain all the facets of your business.

• ·        Where do your best referrals/business come from?  Look over your past business history/customers and analyze where your best referrals came from.  This is a great way to understand where your marketing efforts are working and where to put more focus.  Concentrate more on quality instead of quantity.

• ·        And as Dr. Misner says in his video, ‘Are you persistent and consistent?’  Placing an ad for one month and/or going to one networking meeting is more than likely not going to get you any business.  Most of the time it takes people 6 to 8 times to hear your message to understand and retain what it is you do.  In the advertising world it’s called ‘Spaced repetition education.’  Why do you think they run ads over and over again on TV.  Why do you think publications want you to sign up for several months at a time?  Because they know one time is not enough.  And most people want to get to know you before they will trust you enough to give you their business.

• ·        If you are new to your business field, ask others what has worked for them.  Talk with those in your field who have been successful and with whom you can relate and find out what has worked for them.  Determine what you feel comfortable doing.  Sometimes what one person enjoys doing, like cold calling, is not for you, but going to a networking meeting and meeting people face to face, would be better for you. 

Whatever you determine is best for you and your business, focus on being persistent and consistent.   Give things time to work.  Analyze what works and why it worked and do more of that.

Tell us what has worked for you.  What has been the best avenue for you to obtain business?  Your comments are welcomed and appreciated.

 

To read Dr. Misner’s entire article - http://ivanmisner.com/are-you-spread-too-thin/

Happy Marketing,

Annette

Painted Lady Enterprises

"Helping You and Your Business Look Good"