No-Nonsense Networking

Why Isn't It (net-)Working For Me?

2010-10-13T13:24:00.006-04:00

So you've joined the groups you're supposed to join and met the people you're supposed to meet, but somehow it's just not working. Maybe you've starting thinking that this networking stuff just isn't all it's cracked up to be. If you're not seeing the results from your networking activities, consider the following:

- Show up. This is the simplest, but often most taken-for-granted factor in networking success, especially if you're part of a group. Being a member isn't enough. Showing up to meetings regularly is half the battle. Proximity is the first rule of attraction, and this applies not only to dating, but to business as well. There is no substitute for putting your face in front of prospects or potential networking partners on a regular basis. Position yourself to get lucky!

- Are you overly zealous? If you're attending networking mixers or structured meetings, everyone is there for the same reason, but networking often gets a bad image as a result of salespeople who are just too aggressive. Make sure you're not in the face of every new guest you meet and selling yourself or your services right off the bat. These are excellent opportunities to make connections, but blatant selling is generally frowned upon.

- The Tip of the Iceberg. The meetings- whether Chamber mixers, LeTip, Connections or BNI- these are just the tip of the proverbial iceberg. The meetings often give you opportunities to make your pitch or meet new people, but the real networking takes place outside the meetings. Are you following up with the people you meet? Are you setting up business building meetings or coffee chats in addition to your regular meetings?

- What have you done for me lately? Not getting the referrals you want? Ask yourself what you've done to help your referral partners. Nothing gets business relationships off on the right foot better than a lead or connection made on your new partner's behalf.

- Be prepared and have your game face on. Before attending a networking event, plan your objectives and strategy. What will you say? Who do you want to meet? What is your unique selling proposition? Are you dressed appropriately and professionally? Do you have your business cards or brochures? Is your attitude upbeat and positive?

- Patience. Networking is not a get-rich-quick scheme. Relationships often take time to build and nurture. Others also need time to get to know and trust you too. In all my years in various networking groups, I've seen too many people give up too quickly. And if your product or service is more "high-end," it may take even longer for you. The downside risk and expense of hiring the wrong financial advisor or estate planning attorney is greater than hiring the wrong florist or massage therapist.

If done properly and with just the right amount of enthusiasm, networking can someday be the greatest driver of your bottom line.

Networking Tips for Young Professionals

2010-09-22T18:07:00.010-04:00

If you are a younger professional or simply new to your sales career, you have inevitably been told to "get out there and network!" When I was starting out as a young sales rep at Prudential Insurance in the early 1990's, I was amazed by the stories of leading salespeople who got all of their business from referrals and networking. As someone who was pounding the phones- cold calling was still very popular in 1991- and sending out direct mail (i.e. junk mail) weekly, I longed for the day when things would get easier.

I was fortunate to find BNI early in my career and learned some basic networking skills. I met successful accountants and realtors and lawyers- all the folks I was supposed to be networking with. The trouble was, they weren't buying what I was selling, so to speak. They were already successful and well-connected. I was just getting started and looking to make a name for myself. So while I did build some meaningful relationships, it wasn't until later in my career that I realized a key aspect of networking- you need to network within your peer group.

The likelihood of an established CPA taking a chance by recommending a still-wet-behind-the-ears insurance salesman to one of his clients was a longshot. And clearly, I needed his referrals much more than he needed mine!

I came to the realization that I needed to establish networking relationships with more people like me- young, hungry and largely un-connected. As I started finding more of these types of relationships, the new connections blossomed. I still wanted to meet other honest, successful professionals who were good at what they did, but I was now meeting people who needed me just as much as I needed them. The referrals began to flow back and forth.

For younger professionals hoping to build meaningful professional networking relationships, consider the following:

- Start by looking for connections that are the same age as you. If you're a recent college grad, look up former classmates or people who went to the same college as you.

- Don't be discouraged if you try to join a referral group and aren't accepted. Chances are, it's not you, it's your experience- or lack of it. Many networking groups prefer more seasoned professionals.

- Try BNI. Business Network International has chapters all over the world and some groups are receptive to taking a chance with a less experienced professional. You'll meet people of all ages and occupations and get a good basic understanding of networking.

- Make sure you know what your value proposition is when talking to prospective networking partners. If you're just hoping to get referrals from them without reciprocating, they'll smell it from a mile away. Perhaps you can make up for your lack of experience with your vigor and ability to generate lots of leads.

- Consider a networking group comprised solely of newer or younger professionals. This is a great way to build your network. You're all just getting started now, but as you gain experience, confidence and years, you will all flourish togther!

If you'd like information about our Emerging Connections groups that are now forming, please email me or get more information at our Connections Incorporated website (www.connectionsincorporated.com) and sign up for one of our weekly webinars. Be sure to specify your interest in the Emerging Connections program.

Don’t Overlook Your “Competition” as a Potential Referral Partner

2010-08-17T22:12:00.000-04:00

When seeking good networking opportunities or referral partners, it’s easy to consider the obvious ones. For trusts and estates attorneys, you’ve already thought about networking with life insurance agents and financial advisors. If you’re a mortgage broker, you have your common real estate agent and closing attorney relationships.

Every now and then, we need to think outside the box and consider how we can work together with our “competition.” I put the word “competition” in quotes, because for many of us, there really is enough business for everyone out there. I’m a financial advisor in a small affluent town, and I know most of the other advisors in town, but I almost never run into them in a competitive situation trying to land a new client. I’m fortunate to work in an industry where the sharing of ideas and techniques is commonplace, and my best ideas for marketing, investment management and running my business are often the result of informal chats with other so-called competitors. When there are scandals or negative headlines in the financial world, it paints us all with the same broad brush. Conversely, when you meet other professionals who are honest, trustworthy and really good at what they do, it makes us all look good.

Today I had coffee with a related professional in my town (he does insurance and I do investment management). Is there some overlap in what we do? Sure there is. But as we spoke, it became clear to me that he has expertise in some areas that I am only mildly familiar with- I’d like to think I have some pretty darn good ideas myself, of course, too. Rather than focusing on our areas of overlap, we discussed ways that we can work together with clients and create the best of all scenarios- the win, win, win. You’ve all heard of the win-win situation, but my favorite is the win-win-win… he wins, I win and, most importantly, the client wins- bigtime!

While some professionals might fear that bringing in another colleague to a customer relationship indicates a lack of knowledge or experience, nothing could be further from the truth. Your clients do business with you because of your integrity and expertise in your field. Bringing in an expert when you are in over your head or sailing in uncharted waters enhances your reputation and once again proves your integrity. It’s better to tell your client today that you need some help, than for them to discover it the hard way on their own years from now.

If you have a great idea or certain niche specialties, share these with your so-called competition and you’ll uncover some wonderful new business opportunities. It’s taken you a while to develop that expertise- their time is better spent focusing on their core business, not trying to learn a new specialty. They’ll be glad to have a valuable new resource and create more win-win-win situations.

Networking New Year's Resolutions

2010-01-12T22:18:00.008-05:00

It's only two weeks into the New Year, so it's not too late to make some additional resolutions...

1. I will clearly define my networking objectives. Many professionals who consider themselves good networkers are simply running around from event to event and from group to group like chickens with their heads cut off. Sure, they meet a lot of people wherever they go and have a Rolodex to dream about, but is their networking really working?

Before we can define our networking objectives for the year, it is essential to define our business goals and marketing plans for 2010. Hopefully, you have already set aside some time to plan your year- What are my income goals? How many new clients would I like to obtain? What new markets or niches would I like to go after? What types of new clients do I want?

Once your overall strategies and objectives are outlined, then decide what role professional networking plays in your plans. Yes, it's important to "just get out there," but understand why you are out there and what you are hoping to accomplish.

2. I will join a new group. Perhaps you're already a member of a business or networking group, but why not spread your wings a bit? Don't join another group exactly like the one you're in now. If you're in a referral or leads group, consider a civic organization or chamber of commerce. What about industry or trade associations? Would it make sense to network with other professionals who do what you do? Naturally, before joining a new group, make sure you keep in mind your networking objectives for the year and determine whether the new group's activities and purpose are aligned with your goals.

3. I will get more involved in the groups I am already a member of. For some of us, this simply means showing up more. For others, it may mean taking a leadership role within the organization. Getting more involved will get you better visibility and enable you to build stronger relationships with other members. In all of the networking groups I have ever been a part of, the most active members tended to get the best business results.

4. I will start drinking coffee again. Or tea, or water or orange juice. It doesn't matter what you drink as long as you're not doing it alone! Sometimes the most effective networking takes place in quiet one on one meetings over coffee. Make it a goal to schedule at least one networking breakfast or lunch every single week. Meet with related professionals, people who do exactly what you do, potential referral sources or simply well-respected people in the community. These are not sales calls- they are relationship and trust-building meetings.

5. I will be more pro-active in trying to connect like-minded people. We're all looking for for more referrals, and for good reason. Referrals tend to be the most efficient and cost-effective way to acquire new clients. One of the best ways to inspire other professionals to refer to you is to refer to them first! And don't think that you can only refer a "done-deal" type of new client. Introductions to possible referral sources are often more valuable than a one-time piece of business. Even just connecting people with similar backgrounds or interests often leads to new business down the road for them.

So along with losing weight or getting more organized, make better networking a commitment for 2010!

Networking That's Not Working

2009-10-16T13:18:00.003-04:00

I recently came across some interesting comments about effective business networking by Ilana Eberson. Ms. Eberson hosts 5-10 social and business networking events in New York City each month and is considered the "Queen Yenta of Business and Social Matchmaking." She was responding to a post I made on LinkedIn, and I think she's right on with her take.

Eberson says, "There seems to be a proliferation of networking groups whose main point is to get a huge number of people in a room with dim lights and loud music and they call it a business networking event. Mostly you can't even see what the business cards say and you certainly can't hear what the other attendees are talking about.

Some groups are passing over quality in favor of quantity. It's not a race to see who can collect the most number of people in a room. The owners of these groups may get many attendees but it's not a highly targeted collection of people looking to do business. It's just a collection of people in business who want to socialize in a big group. And there's nothing wrong with that...except it isn't really effective business networking.

Really effective business networking is finding a niche or targeted group of business people who'd like to work together to promote their businesses, exchange tips and ideas and help each other with strategic alliances."

Thanks to Ilana for allowing me to re-post her thoughts here. If you'd like more information about her events in NYC, she can be reached at nycbiznet@yahoo.com.

Kick-Start Your Work Day

2009-10-07T12:24:00.006-04:00

If you are in sales or in any business that depends on interacting with clients and prospects, then you already know that your attitude is often more important than your aptitude. For me, getting my day off to a good start is imperitive.

I've gone through periods when I've tried to be at the office extra early to get a jump on things. Although this can be useful in terms of catching up on paperwork and administrative tasks, I've come to realize that the best place to be first thing in the morning is not necessarily my office. Sometimes when I do this, I find that sometimes it's 10 or 11:00 and I haven't even spoken to a real human being yet!

I always feel great when I start out by interacting with other positive, like-minded people before getting to the office. There are a few ways to do this:

- Schedule your networking meetings for early mornings. If you're out there trying to drum up business and make connections, nothing beats an early-morning meeting over coffee or breakfast. Perhaps you need to build relationships with attorneys, accountants and other related professionals. These early "get to know you" meetings get you talking- and, just as importantly, listening- right off the bat. If you're a caffeine fan, you can get your fix at the same time. Whenever I have these meetings, I can't wait to get to my office and schedule more for next week.

- Hit the gym. If you've never been to your gym at 5:30 or 6:00 in the morning, you might think it's a quiet, dreary place. You may be surprised to find out that many gyms and health clubs are absolutely buzzing while most people are still sleeping! I've found that most of the people working out before work are among the most enthusiastic and dedicated members at my gym. If you are there for conversation and comraderie, you'll find it; but if you just want to get your exercise in and head to work, you can do that too. There's nothing quite like getting your blood flowing and that "natural high" that comes from a hard workout. By the time you're done, you're ready to take on the world!

- Attend formal networking group meetings. Many of the best, most active networking groups meet before work, not after. Sure, there's no cocktails, but there is sure to be a bunch of ambitious professionals all looking for the same thing as you- to increase their revenues. An effective group will bring you business as well as get your day off on the right foot. You'll meet kindred spirits in a positive, supportive environment. My best, most productive work days tend to be on the days of my networking group meetings- Wednesdays for me. I get to the officed charged up and ready to make calls and see people.

If you have other ways to kick-start your work day, let me know!

Which Type of Networking Group is Best for Me?

2009-05-27T13:35:00.007-04:00

As advertising budgets have shrunk and "conspicuous" types of smoozing (i.e. courtside basketball tickets, lunch at the Four Seasons, etc.) have fallen into disfavor, more and more professionals are looking for networking groups to help generate business.

There are a variety of networking groups out there, but which one should you consider joining?

Before committing to a group, you should first ask yourself exactly what it is that you are looking to accomplish. Are you looking for immediate sales opportunities? Are you interested in building long-term referral sources? Are you simply looking to become more well-known in your community or field of business?

Once you have identified your networking priorities, visit a few groups and consider some of the following factors:

1. Members in the group- Look around the room and ask yourself, "Are these the types of people that I would like to be associated with?" For better or worse, you are often judged by the company you keep. Are the members reputable and professional? Would you be comfortable referring a client or friend to these people? What is the experience level of the members? What is the criteria for membership?

2. Size of the group- Bigger is not always better. While many prospective members are often impressed with larger groups, you should be careful here. Is the objective of the group simply to recruit more and more bodies? Consider inquiring about the turnover of members. How often do people quit and for what reasons? I've seen examples where large groups can be terrific, but I've also seen many smaller, more focused groups that generate many more business opportunities for their members.

3. Variety of businesses represented- Some of you may like the idea that the group features nearly every possible type of business imaginable. Others may be seeking a smaller niche or more focused concept. Is there a business-to-business presence or is it filled with home-based businesses?

4. Structure and organization- Structure is an extremely important factor in successful networking groups. Before jumping in, learn the rules and policies of the group. Accountability is crucial, but is there too much emphasis on bringing business every single meeting? My experience has shown that an over-emphasis on this often results in shaky leads. The most effective networking groups generate business referrals, but also lead to increased opportunities, inside knowledge, new business connections and the ancillary benefits that come with meeting with other successful professionals on a regular basis.

5. Is it a cult? Okay, not a real cult, but is this group the end-all and be-all for the members? Don't join a group that pressures you- in real terms or implicit ones- to forgo your existing professional relationships and only do business with its members. Networking is about building relationships, not destroying them.

6. Time and money- Like most things in life, you get what you put in. Will the time committments required for success in the group meet your lifestyle or schedule? What are the attendance requirements? Every successful networking group needs an attendance policy, but are the rules overly restrictive or impractical for you? Also consider the cost of joining the group and consider if this is the best use of your marketing dollars. That doesn't mean that free or almost free is better. Often it is the fee that makes people show up and take the group's business seriously. I've met people involved with free, loosely-run networking groups and initially this can seem attractive: low cost and little committment. Ultimately, though, these two factors are usually the main causes for the group's demise or ineffectiveness.

If you have any questions related to your own networking needs, feel free to write.

What Makes an Effective Center of Influence?

2009-04-22T18:30:00.008-04:00

One of the most important concepts in business networking is the idea of “Centers of Influence.” What is a Center of Influence or “COI”? A COI is a person who is in a position or business that tends to have great influence with prospects in your target market. These people have great potential to be among your best referral sources.

A common example of a Center of Influence for a mortgage broker might be a real estate agent. A real estate agent is often the first professional that a person interested in buying a new house would contact. A good realtor will want to position his buyer in the best possible light when an offer is made, and one of the ways to do this is to have the buyer “pre-approved” for a mortgage. How do you get pre-approved? That’s right… you need to talk to a mortgage broker or bank first! A good real estate professional can be an invaluable asset to other related professionals- and to their clients as well. Most people that trust a realtor enough to hire them to make possibly the single biggest purchase of their life will undoubtedly trust their recommendation of mortgage brokers, attorneys, movers, etc.

Let’s take a look at some of the factors that make good Centers of Influence:

Trustworthiness: I suppose this is the most obvious of the factors that make a good Center of Influence, but trustworthiness can be a fairly relative term. For example, several years ago I read about a study of the public’s perception of my industry- financial advisors. The trust that the general public has in financial advisors is, in general, surprisingly low. (Surprising to me, maybe not to you!) On the other hand, when the same people were asked how they felt about their own financial advisor, a large majority responded that they trusted him completely! My guess is that you would find similar experiences with many other industries that may have a poor reputation or a low trust factor. Finding professionals who have extraordinarily high levels of trust with their clients or customers is a big key to finding an effective Center of Influence.

Relation of their business to your business: There must be some basic commonalities between your business and the business of your COI. Are we looking for the same types of customers? Do we offer complimentary but non-competing products or services? Do people that have a need for my service often also require my COI’s service and vice versa? If the answer to those questions is yes, then the potential Center of Influence may have passed the second test.

Timing of their service within your sales cycle: Even if you identify someone who meets the first two criteria, if their service takes place well after yours generally does, they may not fill the bill as a good Center of Influence for you. For example, let’s consider a florist and a funeral home. When a loved one passes away, one of the family’s first visits is generally with a funeral director to help plan with the arrangements. It’s conceivable that the funeral home may well be in a position to recommend a local florist who can supply wreathes or flowers for the service. This would make a funeral director potentially a good COI for a florist. There is a natural flow of events taking place- the family consults with the director then considers flowers for the service.

Enthusiasm: This is perhaps the most overlooked of the factors that contribute to making a good Center of Influence. It is not to be underestimated. While anyone can pass out a business card or referral list, the best Centers of Influence are enthusiastic supporters of their referral partners. They are your biggest fans.

We’ve all heard of win-win situations. When choosing potential Centers of Influence and other referral partners, you need to seek out win-win-win situations. That is, it’s a win for you; it’s a win for your partner; and, most importantly, it’s a win for your customer.

2009 Economic Predictions

2009-02-16T12:38:00.004-05:00

Okay this post is a little off-topic, but I thought some of you might enjoy this somewhat "tongue-in-cheek" set of market predictions that I recently prepared for my financial column in the Concord Journal...

With the markets starting 2009 no better than they ended in 2008, it seems even the most seasoned investment professionals are reluctant to offer a reasonable outlook for the rest of the year. No one wants to go out on a limb for fear of looking bad later. Well, I may not be the most-seasoned investment professional, but I’m definitely not scared of looking bad. In fact, I think most of the following predictions are as good as money in the (FDIC-insured) bank.

- The stock market will surely go up- and down. Anyone who tells you otherwise clearly doesn’t know what he’s talking about.

- This will be the first year without any major disaster, scandal or otherwise unforeseen cataclysmic event. Generally I would say this would be a long shot, but I think with everything that happened last year, we’re all due for some normalcy.

- People with cash will scoop up quality stocks and real estate at historically low prices. They will ignore the hysteria generated by the media and set themselves up for a very prosperous retirement.

- Oil prices will rise again. Local television reporters will interview people at gas stations and ask how the prices are affecting their consumer behavior. People will complain about the greed of the oil companies as they speed off in their Expeditions and Range Rovers. AAA will predict that less people will drive over Memorial Day weekend due to the spike in gas prices. Despite this, it will still take 7 hours to drive to the Cape.

- There will be several new books about becoming a millionaire. They will all become bestsellers, making their authors instant millionaires. Unfortunately, the readers all quit their jobs to become house flippers, options traders and multi-level marketing gurus, but give up in frustration six months later.

- Stocks will shoot up every time President Obama announces a new economic recovery program or stimulus package.

- Stocks tank whenever said program or package is approved by Congress and it is deemed inadequate or “too vague.”

- Two big US companies will merge. Analysts will applaud the move as good for the shareholders. The new CEO promises no job cuts. Once the deal is approved, there is a quiet announcement about “restructuring.” Thousands of employees will lose their jobs and the stock price finishes the year down 28%.

- A big pharmaceutical company will announce a clinical breakthrough with one of their new medications that is still in the testing phase. The stock price will shoot up.

- A big pharmaceutical company will announce that it is pulling a drug from further development. Its stock price will tank.

- A top baseball free agent will complain about being “disrespected” when he is offered only $80 million for three years. He says, “Hey, I have a family to feed.” With unemployment at nearly 10% and the country mired in the worst economic conditions since the 1930’s, he becomes the poster child for greedy professional athletes. His agent later claims that his comments were “taken out of context.”

- A large brokerage firm or mutual fund company will be investigated for allegedly giving kickbacks. Investors are shocked and dismayed. These are the same folks who switch their checking accounts to get the free Bruins tickets. The company is later relieved when they settle out of court with regulators for only $50 million.

- Economic experts state unequivocally that we may possibly be in a recession. These experts later join the ranks of the nation’s unemployed as their ability to state the obvious becomes useless in this new economy.

- Properly diversified long-term investors will sleep easier knowing that they have a solid financial plan in place that weathers market downturns and generates positive returns during bull markets. This last one I’m sure about!

Business Mixer Tips

2009-02-12T15:50:00.004-05:00

I attended a local business mixer last night and reconnected with some old friends and met a few new ones too. My night was a success- I had a great time, good conversation, picked up some useful information (how to use Twitter) and was introduced to some new interesting people.

That's what's supposed to happen, right? Unfortunately it doesn't go quite so well for everyone.

There was a guy at the mixer last night that I have known for several years, but who was not as well-known to some of my other acquaintances. He came over to talk with me and another colleague and, right off the bat, I knew he wasn't doing himself any favors. He badmouthed the organization hosting the event as well as several other people in the room. His negative attitude made a terrible first impression and once he left, I heard several "what's that guy's deal?" types of remarks.

His professional reputation probably took a hit last night and it will take some time to rebuild. To avoid this in the future, consider these useful tips for making the most out of your night at a business mixer:

1. Leave your (bad) attitude at home. If you had a bad day, consider staying home, or change your outlook before you walk in the door. No one likes a downer and it just makes you look bad when you complain or badmouth others. You know the old saying, "If you can't say something nice..."

2. Be welcoming. It doesn't matter if you're hosting the event or attending as a guest, but act like a host. Approach shy people who appear to be by themselves. Introduce your contacts to new people. If you've had a positive experience with someone, be sure to mention it when introducing them to someone new.

3. Be a connector. Putting people together is one of my favorite things- it's sort of like being a business contact matchmaker. I never know how the relationship will work out, but I generally have a good instinct about what types of people might enjoy working together. A friend of mine is a sales rep for a large moving company in Boston. One of his best sources of referrals is real estate agents. Last night, I was able to introduce him to the director of a large real estate agency that he had never met before. This could be a huge opportunity for him and I was proud to make the connection- it's a win-win for everyone involved.

4. Have an objective. Maybe your objective for the event is to meet a certain person or a certain type of occupation. Maybe your objective is to promote your new book or blog. It could be to promote a sale or new line of business. It could simply be to learn something new. Of course, it could be to get free beer and some scallops wrapped in bacon. Whatever it is, make sure you have one before you enter the room.

And, of course, don't act like a "sales weasel." Yes, most of the people in the room are there to get more business, but you don't have to act so hungry. Ask them what they do first. And I generally only hand out business cards when asked.

Good luck!

Recession-Proof Your Business

2009-02-03T18:51:00.002-05:00

Yes, I was an Economics major, but it doesn't take a degree to see that we're currently mired in the worst economic conditions that most of us have ever experienced. While many readers of this blog may be self-employed and don't worry about being laid off, there is still plenty to worry about.

Americans have stopped spending money on many non-essential items and even cut back on "essential" ones. Whether you work for yourself or a larger company, chances are that your marketing and advertising budgets have been significantly reduced. But we still need to makes sales, get new clients and pay our bills. How can we survive this unprecedented downturn?

It's time to get back to basics and remember the following:

1. People do business with people, not companies. It doesn't matter if you work for the largest insurance company in the world or have a one-suite office. What is it about you that makes clients like you? Why would they choose to do business with you rather than a competitor? Be prepared to tell prospects what's so special about you and your business.

2. Make sure your friends know what you do. Have you changed companies- or careers- in the past few years? Let people know. Many of us are reluctant to discuss business with friends, but work inevitably comes up as a topic of conversation, whether you are watching your kid's hockey game or exercising at the gym. You can let your friends know how you're doing and what kinds of customers you're interested in working with even without sounding like a "sales weasel." If they're really your friends, they want you to do well.

3. Reconnect with your centers of influence. Your centers of influence are those related businesses that work with the same types of customers that you do but offer a non-competing product or service. You may have referred clients to them in the past or perhaps they have referred to you. Don't be afraid to pick up the phone and suggest you grab a cup of coffee one morning to catch up. The economy's hurting them too, and I bet they'll be glad to hear from you. They need more business just as much as you do.

4. Touch base with your clients. If you're out of sight, you may also be out of mind to them. Whether you have good news or bad news to deliver, it's better that you deliver it than one of your competitors sniffing out a new customer. People appreciate your contact, especially when you're not trying to sell them something new. Whenever I'm in a slump, I start calling my clients and I undoubtedly will uncover a new opportunity or referral.

5. Don't forget the problems that you can solve. And there are plenty of problems out there right now! People are looking to reduce stress, save money and simplify their lives. What problems do you solve for your customers? Remember, whenever you hear a complaint, this is a referral to someone just waiting to happen. Maybe it's to you or maybe it's for one of your trusted colleagues, but it's a sure sign of future business for anyone who can satisfy that complaint.

Networking New Year's Resolutions

2009-01-20T13:06:00.001-05:00

While many of us may have already made- and broken- our New Year's resolutions, it's not to late to make some business-building resolutions for 2009. With our economy in the midst of the worst crisis since the Great Depression, you are sure to hear a lot about "networking" this year as displaced workers "network" to find employment and struggling businessowners "network" to find more customers.

For many people, just the word "networking" makes them feel queasy. There are certainly many misconceptions about networking, and I hope that over the next several months I can help dispel these and share some useful, real-life tips to improve your business.

But first, our Top Networking Resolutions for 2009:

I will focus not on what others can do for me, but on what I can do for others. In honor of inauguration day, I figured I'd start with this goody inspired by JFK's famous speech. Even my four-year old son understands this concept. He has trouble sharing sometimes, but when I ask him what he thinks would happen if he shares his toys with other kids, he knows, "they'll share their toys with me."
I will get out there. You need to see and be seen.
I will have 3 or 4 good (and true) stories that illustrate how I've been able to help clients recently. When someone asks you what you do, you might start with, "You know how (fill in problem here), well I help people with that..." example: "You know how people are so afraid of investing right now, well I help them set up a plan that meets their long-term goals and allows them to sleep at night."
I will not tell people I am a "wealth doctor" or a "dream maker" or any other silly made-up nickname for my profession. Nothing screams, "Run away!" quicker than a real estate agent telling me she's a "dream maker."
I will sharpen up my professional image. First impressions are so important and we are often judged- fairly or unfairly- on how we look. That doesn't mean you need to spend $5,o0o on a new wardrobe. Consider a new hairstyle, polished shoes, breath mints, losing a few pounds, etc. If your business attire is dated, consider updating it with a few classic suits that never go out of style. If you are a fashion misfit, try a personal shopping service- these are often available at finer department stores such as Lord & Taylor.
I will not try to hand out all of my business cards at the next business networking event I attend. It's quality, folks, not quantity that we are aiming for. Handing out cards like timeshare sales seminar flyers in Aruba is not networking- it's annoying. Don't be the stereotype.
I will work at become a better networker. Most of us aren't born networkers. Read books and attend seminars or workshops. Don't simply focus on "networking" topics either. You should be well-versed in various aspects of business marketing including writing, public speaking, advertising, etc. Better businesspeople generally make better networkers.
I will have a positive attitude. Let's face it, times are tough out there. But that doesn't mean we have to act that way. A smile and a polite word go a long way these days. When someone asks you how you are, feel free to respond, "Unbelieveable!" That works whether things are unbelievably good or bad. No one wants to do business with a downer. We all want to do business with other successful people.