Business, economic development - the unofficial Chamber of Commerce

What if you could network while you sleep or at work? Linked In allows you to network online, complementing your existing online presence.

Word of mouth alone is ineffective unless you give it a push through such means as effective promotional materials, testimonials and access to a large group of your potential customers. All of these items can be provided through Linked In and they’re all free.

Tatsuya Nakagawa of Atomica Creative Group is a strong advocate of LinkedIn and was the one who got me excited about it. Here are his top five reasons to use LinkedIn:

• Networking presence 24 hours per day.

• You build relationships faster.

• Using the “six degrees of separation” theory, you could theoretically have access to hundreds of thousands of people through your existing contacts.

• You only get contacts from trusted sources.

• Linked in is also an effective contact management tool. (Contact info, business description and brief bio in an online database.)

There are 60+ social networking sites out there. He tried 11 of them and narrowed it down to 3, and he is currently using 1. “Bottom line: most of the sites are too social and not business. There are however some special interest group sites that are doing well.” With a free tool called “LinkedIn” (www.linkedin.com) you can market yourself and network 24/7. You may also get in touch with Mr. Nakagawa at www.atomicacreative.com.

I joined this organization which we are promoting since 8 months ago. I never really thought the power of this business tool. Until recently I read Mark Victor Hansen’s and Robert Allen’s Cracking the Millionaire Code book. They talked about codes and one of these codes is “Angel Code.” It talked about people who are able to help us achieve our vision and mission. They also discussed about the “small world phenomenon” and instead of using 6 degrees of separation, they reclassify the term to 6 degrees of connection.

This means that we’re only 6 degrees away from anyone in the world. This is the concept behind these online social networking tools. Although, one of my friends told me, that in one of their workshops, there were only 50 participants and their discovery was that most of them are only 2 degrees away from either Bill Gates or Ophrah! Amazing isn’t it?!? She also told me that when you do the 6 degrees mathematics it will exceed the population of the world….hmnn…..mind blowing information. All I want to say is, isn’t it amazing how technology work? Lastly, your network equals your net worth.

Lourdes is an Infopreneur and has been using LinkedIn for almost a year now. You may view her web presence at these sites:

http://www.speakingwithlourdes.com

For years we’ve been taught to identify ourselves as reps for one XYZ company or another.

~We have our fancy business cards printed, some letterhead,

maybe an address stamp.

~We use the company logo and replicated websites as points

of first impression.

~We market ourselves as being associated with that company

with abandon … heck, we even have the T-shirts to prove it!

Sounds okay on the surface, right?

Not right.

Think Like the CEO That You Are

Dedicating your personal image might be okay (or even required!) when you’re on salary with some company. After all, when you trade your time for money, they do get to call the shots when you’re on the clock, don’t they.

Sometimes a job can even have a say in how you’re dressing or acting in your off hours … not uncommon.

But what I don’t get is why people, who join Network Marketing companies as independent distributors, feel the need to associate their very being a an XYZ distributor.

Why the rush to be labeled as a part of that company?!
Are we not CEO and chief bottle washer of our own businesses?

If you think about it, it’s really only to the company’s benefit for you to parade around in company promotional garb and pay for your ‘official’ business documents to be printed.

Learn To Brand Yourself

~Become the ‘GoTo’ guy for your chosen product or service type.

~Promote an image of expertise in a field rather than just
another distributor among many.

~Don’t marry yourself to any one company … leave your options
open.

~Make every marketing effort that you put forth something that
you can benefit from for a lifetime.

By branding yourself, you build that needed ‘know, like and trust’ that makes sales easiest and you become associated in the minds of the people you are working with as THE person to ‘go to’ when they’re wanting what you’ve got.

~~~~~~~~~~~~

About the Author

Andrea Goodsaid was first attracted to the NWM industry in 1996. Since 1997, she has been unravelling the mysteries of marketing & relationship building online. Visit her blog and see what’s new:
http://AndreaGoodsaid.com

Do you have all the business you could possibly want or need? If you’re like me, you’re still growing your business. Marketing is an ongoing item on my agenda, and I’m always looking for new ways to market my services. Where do you begin the process of attracting more business? How do you get the ball rolling in the direction you want your business to be heading? Well, it’s really simple. Start planting seeds! If you can start your garden growing this spring, why not start your business growing too?

You can start by telling everyone what you do, including those people in your life you see every day. Talk to your hairdresser, dentist, financial advisor, or babysitter. You just never know who they might know who may want or need your products or services. Leave business cards with those people, so they can hand them out to others who may be interested in contacting you. That old saying that includes the line “the butcher, the baker, and the candlestick maker” may just ring true after all.

Plant seeds everywhere you go. Typical ways to market your business are fine, but the best way is by simply using word-of-mouth. “Who do you know…” can be a very powerful statement when you are talking to others about what you do or what you sell. Let your presence be known. Be creative! I have a Team 100 list of the top professionals I know. When someone either in my professional circle or my personal circle is looking for a particular service, I’m able to refer them to someone I know and trust. All of the professionals on my list are able to refer me to those they know as well. It’s a win/win situation. My name is on their list, their name is on mine, so the seed has been planted, and keeps growing.

These are just a couple of great ideas to help you get started in growing your business (if you want more business that is!). Taking some small action every day is better than doing nothing at all. Following a simple action plan consistently will most likely lead to several great opportunities down the road. Who knows? If you put in the effort, you just may find new business knocking on your door instead of the other way around.

Spring into action…and watch your business grow by leaps and bounds!

© 2005 Cynthia Morse, Virtually At Your Service. All rights reserved.

You’re welcome to reprint this story. If you do, please include this reference: Cynthia Morse, CAP is a Virtual Assistant, and the owner of Virtually At Your Service, www.virtuallyatyourservice.biz.
She offers top-notch administrative support to small business owners and other busy professionals from her home office, allowing them the time to focus on what they love and do best. Sign up at virtuallyatyourservice.typepad.com/virtualbizconnection/ to receive updates to her blog “Virtual Biz Connection” for weekly tips and resources benefiting small business owners.

When someone asks you what you do for a living, what do you say? Do you stumble as you try to find the right words? A 30-second commercial is the ideal response when used correctly and can be a wonderful tool for network marketers.

What is a 30-second commercial?

A 30-second commercial is a concise, carefully planned, and well-practiced description of your product or service, one that an eleven-year-old child could understand. It is not a sales pitch. It flows smoothly and easily from your lips to your prospects’ ears.

How is a 30-second commercial developed?

1. First, you need a clear-cut objective. To find your objective, ask yourself the question, “What do I want to achieve?”

2. Get to know your listeners; know as many facts as possible about your prospects. What are their likes and dislikes? Use color technology to identify their personality types.

3. Understand what your prospects are going to want from you. Put yourself in their shoes and become a prospect. Think like your prospects, then make a list of what you would want to hear. When composing your speech, keep in mind that people are always most interested in what you can do to help them, so think in terms of benefits.

4. Ask yourself, “What is the one thing above all others that will give me a favorable reaction from my prospects?” It should be easy, simple, and uncomplicated. It should cover the heart of the matter and be something around which you can comfortably build a case.

5. Create curiosity. What is the most unusual aspect of your subject? Now, reduce this characteristic to a description. Is the description you create catchy? Is it attractive? Does it cause people to remember you? Is it compelling?

6. Add humor, but be careful not to offend anyone. The best humor is often based on your own personal experience.

7. Decide if the 30-second commercial is better served taking the form of a statement or a question. Which would capture the most attention?

8. Be friendly, warm, and confident, and project passion. A smile is often the best way to show friendliness and enthusiasm, while a strong, firm voice is the best way to express confidence.

Besides knowing the five pillars of a network marketing company and understanding color technology, having an effective 30-second commercial is worth its weight in gold. An intriguing 30-second commercial will engage the listener, prompt him or her to ask questions, and keep conversation flowing. You will become a walking, talking, attracting machine.

To your network marketing success,

Monica specializes in helping people succeed in their Network Marketing business. http://networkmarketingsuccessblog.com

Networking is a popular buzzword these days. Every blogger seems to be talking about Networking, Buzz Marketing and Word of Mouth Marketing. However, not many of them seem to be presenting specific strategies for making the most of local networking groups. This is why I decided to write this article.

There are a variety of organizations that run networking groups across the country. The largest group is probably BNI, which offers members the chance to attend weekly meetings and develop new professional relationships to help them grow their business. some chambers of commerce are now organizing “leads groups” for their members as well. These groups are intended to offer members a way to connect with each other and potentially refer each other business.

In most “leads groups” each group allows no more then one representative from any industry, so if the group has a mortgage broker other mortgage brokers have to join another group or wait for the seat to open up. The idea is that by restricting membership, you eliminate competition within the group.

The agenda at most structured networking meetings is pretty straightforward. Each member is given an opportunity to introduce themselves, then there is a short presentation by one or two members (each member gets the chance eventually). The meeting ends with members discussing potential referrals for each other. This means that most of the members get about one minute to present who they are and teach the other members of the group how to refer to them.

Most people do a great job of presenting themselves. However, most people do not think to ask for referrals. At most networking events, you are not expected to ask for a referral or explain what a good referral for you is. However, at a leads group it is not only acceptable, it is expected!

I am involved in a number of networking groups and have used the simple outline below to create my elevator pitch (quick introduction). When I deliver my elevator pitch to a leads group, my goal is to educate everyone in the room about my company and what I do, as well as to teach them the best way to refer others to me. In addition, I want to make sure I actually ask for a specific referral. I will go through each piece of the outline in detail, but here are the basics.

* Introduction

o Name

o Position + company name

o Location of the company

o Overview of services

* Tell a story

* Call to action

The introduction piece of your presentation should stay the same every time you give it. You might say something like, “My name is Joe Smith. I am mortgage broker at ABC mortgages in Anytown, USA. We offer a full line of residential and commercial mortgage products.” You can add some additional detail, but you should really focus on keeping this short and on point.

At each meeting, you will have the chance to differentiate yourself from the competition by telling a short story during your presentation. The story can be related to a specific challenge you helped a client overcome, a unique feature of your product or service, or you can simply talk about a new development at your company. Consider writing out your stories in advance so you know what you are going to say at each meeting. In addition, you can schedule the content so that the other members of your group learn more and more about you at each meeting. You need to focus on educating your group a little more each week.

The “call to action” is very important and the piece that most people overlook. You need to tell the other members of your group exactly what type of referral you are looking for. For example, our mortgage broker, Joe Smith, might say, “Today a good referral for me would be a Realtor at XYZ real estate company.” Joe may also say, “Today a good referral for me would be anyone who purchased their home more then 10 years ago.”

I alway recommend that your “call to action” is as specific as possible. If Joe stands up and says that a good referral would be anyone who needs a mortgage, the rest of the group will have a harder time thinking of people to refer. If Joe asks for an introduction to a specific person at a specific company, someone in the group may know that person or know someone at that company who can facilitate Joe’s introduction. The more specific the request, the more likely it is to trigger someone else in the group’s memory.

A last minute hint:

Keep focused on the networks of the people in the group, not on the people themselves. In other words, when you are participating in a networking or leads group, you should not focus on gaining the business of the people at the table. Instead, you should focus on gaining their trust so that they will refer you people in their network.

— ABOUT THE AUTHOR —

More information about Stephen can be found on his blog at stephenlabuda.com. Stephen is also a frequent contributor and consultant to SalesBrief.com, where you can find tons of articles to help you sell more now!

The problem is this shouldn’t be a secret. But it does seem that not very many are doing it, so it must be a big secret.

Are You Getting Less than Spectacular Networking Results?

Have you ever gone to a networking event, sort of drifted around, talked to a few people and left? The results were most likely less than spectacular.

And what were you trying to accomplish at the networking event? What was the picture you have in your mind of the outcome? Was it to find someone that needed your product, or to sell your product directly at the event?

Most people have a picture in the back of their mind that they will meet someone who will be biggest sale they’ve ever had, or just maybe the FIRST sale they’ve had. In any case, if you are at the networking event to sell, you probably weren’t as successful as you could be by changing your approach.

Change Your Networking Approach

So, let’s change the picture of what you want to end up with at the end of the networking event.

If your goal has been to sell at networking events, what has your typical measurable results been for that focus? Do you acquire one client per networking event? Or is it more likely one in every 10-15 events? Or do you even know?

If that is your picture you’ve been trying to sell one-on-one which isn’t as effective as selling one-to-many, nor is a networking event really a good place to SELL. Does that surprise you?

What would happen if you changed the picture in your mind of networking into one of “building your network”?

Let’s look at the rule of 6 Degrees of Separation. That basically says that you can literally reach everyone in the world through 5 other people. If everyone knows at least 100 people, and if the 100 you know each know 100, at the first level you can reach 10,000 people. Then those 10,000 also know 100, and therefore just 2 steps away you can potentially get introduced to 1,000,000 people.

Here’s the number of people we could reach through contacts at each level of separation based on the number of people we know.

• ……..If each——- ——If each

• ……..Know 100—— —–Know 250
• ————————– ————
• 1………..Me———— ———-Me
• 2…—————100 ————250
• 3…———–10,000 ———62,500
• 4…——-1,000,000 —–15,625,000
• 5…—-100,000,000 –3,906,250,000
• 6…10,000,000,000 976,562,500,000

The population of the world is approximately 6,440,000,000, so through 5 contacts you, theoretically, could reach everyone in the world.

So, why are you trying to market to one?

What would happen if you changed your approach in networking from selling, to getting to know as many people as possible, and then getting them to introduce you to someone who can use your product?

What do you want to do with the people at a networking event?

People respond to anyone who will help them achieve what they want. So, shouldn’t you be trying to find out how you can help as many people as possible? Become their lead source, their referral source. They will respond in kind by helping you reach more people.

Networking with the RIGHT People

What would happen if you focused on the RIGHT people to network with?

Who are the RIGHT people?

• It could be people who know the people we want to do business with, and not just any networking event.

• It could be other people that think like we do, that aren’t there to sell.

What is the RIGHT networking event?

What happens when we are at a networking event where everyone is trying to sell to everyone else? Doesn’t that lead to a lot of competition for time to speak, to give your spiel, and probably no one is listening anyway since they are focused on getting what THEY WANT, SELLING.

What would happen if you found a networking group that is focused on building their network and getting to know more people that

• Can help them with their business

• Can help them get to know more people
• Can help them sell their products

What would happen if you start networking with people that have the most contacts?

Look at the table above. If you are networking with someone that knows 100 you can reach 10,000 through them. If you are networking with others that have 250 contacts you can reach 62,500 at the next level.

You’ll also find that those with the most contacts have been focused, like you will be from now on, on building their network, and therefore can be extremely helpful.

Now you are networking with other Power Networkers.

What would happen if you start networking with people that have a higher economic reach than you do?

In other words their average customer is a $1M, or $10M company instead of a $100K company that you have been networking with.

Networking at Networking events where people are selling

Most people that are trying to sell at a networking event go to the event, meet someone, give a spiel and if that person isn’t interested they move on to the next and the next. And when they leave the event, there isn’t any further contact or follow-up with anyone.

How to Capture the Most Contacts, Set Up the Most Appointments at a Networking Event

If you are interested in building a network, you are interested in building a relationship. So, arrange to meet later to find out how you can help that person build his network, maybe give him a referral, how can you help him sell. If you keep your target on helping him, he’ll eventually ask how he can help you and the relationship is off to building business for everyone.

You’ll find that you will have more appointments from your networking than you have ever had, and that those contacts will result in more leads, and possibly more direct sales with your initial contact that you have ever had.

Some hints and tips to use at the networking event, offer:

• Leads on the spot

• To introduce to your existing clients that might need the products of the person you have just met
• To introduce to other networking contacts you have that might also need the products.
• To meet with them to learn more about their products
• To help them achieve some specific goal, or relieve a specific problem they mentioned to you.
• To share your client list, or email list.
  NOTE: You are here to help, keep it in that mode, not a sales mode.

To Keep this Network Working for You

Set up a constant follow-up routine, emails, newsletters, or other ways to constantly stay in touch and keep helping those people you have added to your network.

Critical Mass

The more people you know, the more there are that will be referring to you, or just sending more people to you that you should know and add to your network. Therefore, the more you know, the faster your network builds. I noticed that 100 business contacts sort of become the critical mass point at which the network started becoming one of my major sources for business building. I’ve heard others say that at 400 they stopped marketing because now they get all of their business from the network.

So stop selling at networking events, and start building your network.

Setting Some Goals

My personal goal for a small networking event, yours will likely be different, but these are mine:

• Meet with 10 people, collect 10 business cards

• 2 appointments from the event (minimum)
• 5 appointments resulting from follow-up calls within 1-2 days of the event (to discover other ways we can help each other).
• 2-3 more appointments from follow-up calls within the first week of the event.
• 1-2 actual sales within 2 weeks.
• Increase my networking reach by more than 7×250x250×250x250=16,807 for each event

Stop selling at networking events, start building a network, and start finding people you can help with their business and with their network.

Alan Boyer, President/CEO of The Leader’s Perspective, LLC

Small business Help–Small Business Coaching

Get small business advice that has doubled 80% of our small business clients in weeks.
http://www.leaders-perspective.com

Helping People and Companies Worldwide Reach Further Than They EVER Thought Possible….FASTER

You already know that uncomfortable feeling, that knot in your stomach that forms, when you enter a room, a bus, or any other location where only you and a total stranger occupy the formerly quiet space. What do you say? Do you say anything? Do you even dare make eye contact? Do you locate a point exactly 180° away from the other person and make that spot your own?

Why is it that we are so uncomfortable with strangers, after all, aren’t they just people like ourselves? They simply have the unfortunate luck of also being alone in a confined space with a stranger. To the other person, you are the stranger. You already have something in common with them don’t you? If you want to expand your network and grow your business, you must stretch from your comfort zone and embrace these strangers..

Who makes the first move? Why is it so difficult for some people to reach out their hand in friendship to another human being? Fear is the reason. Fear may be the reason but it is usually not rational or justified. After all, many times, fear is simply “false evidence that appears real.” Justified or not, it feels the same. It may be uncomfortable, but it does not have to be that way.

I recall an incident where I attended a seminar at a Charleston, SC convention center. My wife had purchased my ticket as a birthday gift. I was to be front row and center to experience Zig Ziglar, Brian Tracy and a host of others over the span of an entire day. Having stayed at a local motel the night before, I had arrived at 6:00am the next morning for my planned intimate breakfast presentation with Zig at 7:00am. I arrived at the particular meeting room which featured just four large round tables and a single lectern at the front. A lone individual was seated at the foremost table and he looked terrified when I entered the doorway alone. It was just he and I in that room and you could cut the tension with a knife. What to do?

Decidedly, after briefly surveying the room, I smiled and slowly began to walk towards him in a friendly manner. My smile warmed him as he returned mine and gestured with a gentle nod of his head. At a distance of approximately 15 feet, I said “Good morning” with a bigger, even more genuine smile and waited for his response. He repeated my greeting and looked a little more at ease. While still walking towards him, I introduced myself and asked if he was native to the area. Just then, I arrived in front of him to shake his hand. He presented his name as well as his hand. I repeated his name and asked if anyone was sitting at the table with him or occupying the chair next to his. He indicated its availability and I removed my topcoat to sit down. He was relieved and I had made a new friend and valuable networking contact from out-of-state.

I casually mentioned in a deliberate, relieved tone, “Boy I am sure glad that I met you Dave. The thought of being here all alone until 7:00am was not a pleasant one.” He took a big breath, exhaled and agreed. Leading the conversation with sincere questions, we talked on and on about many different items of common interest. I repeated this scenario with each of the next several “strays” that entered the room and made certain to introduce them to each other. Soon, everyone in attendance at that point, including Dave, felt right at home. We had a table of friends waiting to experience breakfast together. Each was now in position to network more effectively.

Some people will never make the first move. Fear overtakes them and prevents further movement or speech. No one likes to be alone, but, many people still will not take the first step towards new friendship. Their fear immobilizes them, paralyzing them into quiet inactivity. For others like myself, the first move is far easier and I almost always will make the first gesture of acquaintance. Someone has to. There must be activity and contact to expand your network

I am reminded of this story and others like it each time that I pass the high school bus stop at the end of our street. Most of the kids stand apart from the others and there is little interaction. Why? They don’t know each other and generally feel uncomfortable with strangers. They fear making the first move and as a result, each stands alone. It’s so foolish. Are we not all the same, created by the same God, endowed with the same similar general attributes and characteristics of human nature? Sure, we look different, but we are not at all different. We are closer to the same than most will admit.

I will often tell my children, “If you want to have a friend or make a new friend, then be a friend.” That means to make the first move. Make an effort to make that new neighbor or new co-worker more comfortable by becoming his/her friend and making their transition into their new world a smoother, less frightful one. Offer to show the new student around and introduce her to some fellow students and possibly a teacher that you feel close to. Smile and help the other person feel welcome.

If the first move is easy for you, then make it and make it often, because for most of us, striking up casual conversation with a total stranger is a terrifying proposition. Smile. A genuine smile warms the heart and people will generally respond in kind. Genuinely say something complimentary or comment on something that might be of common interest based upon your surroundings. Be sincere. The other person will sense it and loosen up a bit. It’s not so difficult to do and the rewards are great. Making the first move actually gets easier with practice. You’ll see. People will be happy to be part of your network and help you once they are comfortable with you. Be a giver. Offer to do something for the other person. You will have ample opportunity to receive as your relationship grows.

Remember what Zig Ziglar always says, “You can have everything in life that you want, if you’ll just help enough other people get what they want.”

Daniel Sitter is the author of the breakthrough e-book, Learning For Profit, the revolutionary “how-to” book providing simple, step-by-step instructions to teach people exactly how to learn new skills faster than ever before. It is what the author calls a “skinny book”, a new generation of e-book designed for busy people. Containing no “filler or fluff”, it gets right to the point with no wasted time. It can be read easily and quickly on a computer, a PDA or printed for later reference.

Visit http://www.learningforprofit.com/ or contact the author directly. This e-book is currently available from C|net’s download.com, the authors’ web site and a variety of online book merchants. Mr. Sitter is also a contributing writer for many online and traditional publications.

The two most common complaints about networking are: 1) I never meet people I can do business with and 2) I am always so uncomfortable going to networking events. These two complaints are related and can be relieved with a three step approach to networking that helps even the most frustrated networking wallflowers.

The three steps are:

1. Know the right events to attend.
Business gatherings that typically provide networking opportunities are:

• Chambers of commerce or other organizations’ networking mixers; accelerated networking events; service organization meetings. There you will find people from many industries, and people at various levels of decision-making authority.
• Industry specific organizations’ activities, where all attendees are in the same industry; or provide services to that industry.
• Annual conference/conventions/trade shows that attract providers and vendors.

You’ll know the right events to attend when you are clear about your networking goals. The number one goal should be to meet people to whom you can provide solutions. If your product or service is perfect for a narrow niche, then you should only invest in networking events that attract people from that niche. If your product or service can benefit people in a broad range of industries, you should identify your top three and attend events that attract people from those top three.

2. Know exactly how to start and continue to conversation.
Craft a script for your networking activities. The script will set you free: once you have committed to memory what to say, you will be free to concentrate on the other person. When it’s your turn to speak, you’ll automatically say the right things.

Be the first to ask a question. Ask only this question: “John, I’m wondering, what’s the biggest challenge you’re facing in your business today?”

• As John answers, give him cues that encourage him to keep talking. Cues include: nodding, smiling, and saying, “really, tell me more.”
• After two or three of John’s answers, you’ll know if you have anything that could help John meet his challenges. Don’t say anything about that yet!
• Option A – if you don’t offer a service/product that can help John, you move to the next step, which is gracefully ending the conversation.
• Option B – if you do offer a service/product that could help John, you can continue this conversation with a few more questions.

3. Know exactly when and how to end a conversation.
Ending the conversation depends on whether you have chosen Option A or Option B.

Option A – there’s no fit between John’s needs and your services.

• Say, “John, it’s been great talking to you. I don’t have anything to help you; however, as I go around and meet others, if I find someone who does, I’ll send them to you.” And then make eye contact, smile and shake hands and move to the next person.

Option B - you do have a service/product that could help John. Your next question should be, “how important is it that you do something about this now?” Now is the key word here. If it’s not important enough to fix now, go back to Option A, end the conversation and move to the next person.

• If it is important to fix now, you have the opening you need to ask for just one thing: that John will take a phone call from you in the next two days.
• Come to a specific agreement on when this phone call will take place.
• Make eye contact, smile, shake hands, and move on.

Repeat these three steps with other people in the room. Quality is more important than quantity. You want to build rapport with two or three people, then have meaningful exploratory phone calls with them immediately.

Get away from the wall and get into the crowd and you’ll find profit in every networking investment you make.

Susan G. Trivers is a Business Communication Consultant and Coach. In one-on-one or small group settings, she draws out the untapped skills and expertise of executives, managers, business owners and licensed professionals so they maximize their results from the 80% of their days spent commmunicating with others. Results: more business, more problems solved and greater confidence.http://www.susantrivers.com/

Susan is the author of 21st Century Presentation Magic! Become a Capitivating and Compelling Public Speaker which demystifies the 22 most common myths of public speaking, and shows business speakers how to find the kernel of magic within each myth. You will instantly improve your public speaking skills whether your audience is one, one dozen or one hundred. http://www.susantrivers.com/21stcentury.htm

What do you tell people when asked what you do? Many small business owners and independent professionals repeatedly miss great opportunities to generate new business or develop leads by answering the “what do you do?” question with a poorly crafted or completely unplanned answer. If your answer does not regularly start a conversation about your business you need to change your answer.

What response do you get when you tell people what you do?

If your answer draws blank stares and looks of confusion or causes the topic of conversation to change you are likely making one of the common mistakes people make when telling others what they do. Here are some tips to help you transform a question into a an opportunity.

Do Not Describe What You Do with a Label

Describing yourself with a label makes you vulnerable to people’s preconceived notions of what your label means. By using a label to describe yourself you effectively set yourself up to be stereotyped. For instance, imagine a lawyer who tells people “I’m a lawyer” when asked what he does. By doing so he risks being associated with the less than glamorous “lawyers are sharks” stereotype. We’ve all heard comedians make fun of lawyers. But if a lawyer helps fledgling entrepreneurs set up their companies and remain in compliance with regulatory statutes he’s certainly no shark. By simply telling people he’s a lawyer he risks constructing a wall between himself and a potential lead or client.

Labels also often lack specificity. If I simply tell someone “I’m a consultant” I reveal no detail about who I help or the benefit I provide my customers. Instead, I tell people, “I help small business owners and professional services providers attract more clients and grow their business”. It amazing how often I am asked, “Really? How do you do that?” When I get such a response I know right away I’m one step closer to making a sale.

If you use a label to describe yourself you can improve your marketing right now by deciding to never use it or any other label again.

Do Not Give a Vague Answer

People often give answers to “what do you do?” that are too vague and don’t effectively communicate who they help and the benefit they provide. I once asked a new acquaintance, Bob, what he did. He told me he owned a software company so I asked him what type of software his company develops. He said, “financial software”. Still not yet knowing quite what Bob’s company was really all about I asked, “Who uses your software?”. To which he replied, “Hedge fund managers.” Now we were getting somewhere. I eventually was able to tease out of him what his software does but I shouldn’t have had to do so. If I wasn’t as curious and persistent as I am I would have never known what Bob’s software really does and why people use it. Bob, on the other hand, would have missed a terrific marketing opportunity as I was able make an introduction that led to a business relationship.

Another reason not to reply to “what do you do?” with a vague answer is that vague answers can be perceived as disinterest in what you do. When Bob first told me he owned a software company it almost seemed as if he couldn’t care less about owning the company. After I nudged him to talk more specifically about who his software helps he became very animated in describing that his software helps hedge fund managers save money by reducing transaction costs and the risk of making poor investments.

Avoid vague replies and you will develop more business because more people will perceive you as being enthusiastic about what you do.

Do Not Describe a process

When trying to generate interest in what you do (which IS the purpose of telling someone what you do) avoid describing any process or system you may employ. People become interested in your product or service because they perceive it as something that will help them solve a problem or fill a need. By describing a system or process you detail mechanics, not benefits.

Describe the results you provide and who you help and you will find yourself having more high energy conversations about what you do.

Move Your Marketing Forward

Are you guilty of answering the “what do you do” question with one or more of the “don’t do it” responses listed above? If you are guilty you can dramatically improve your chances of generating new business by replacing your current answer with a compelling marketing message.

A great marketing message speaks directly to your target market, clearly states the benefit of your product or service and most importantly, generates interest in what you do. Even if you are not speaking with an ideal client answering the “what do you do” question with a compelling marketing message is a smart and savvy tactic you can use to generate new business. There is always a chance that the person with whom you are speaking knows someone who can benefit from your product or service. By clearly stating the benefit you provide and who you help you create the opportunity for people to associate you as a solution to a problem. Take the time to develop a great marketing message and you will improve your ability to transform a common question into a valuable marketing opportunity.

One of the first steps to creating a great marketing message is to focus closely on why your clients use your product or service. One of the best ways to get this information is to simply ask them. You may ask them on the phone, in person or with a survey available at your web site. The answers they provide will have the information you need to craft a message that speaks directly to the value they seek.

Being asked what you do happens frequently. Don’t squander these marketing opportunities by answering with a label, a vague answer or a description of your process. Instead use your marketing message to generate interest in what you do.

About The Author

2004 © Optimize Promote Web Sites, LLC. All rights reserved.

The author, Jeremy Cohen, helps small business owners and professional service providers attract more clients and grow their businesses with his marketing services and Free Marketing Guide, “Jumpstart Marketing: More Prospects, Clients and Success.” Get the guide and learn about his marketing services at:

www.bettermarketingresults.com

jcohen@bettermarketingresults.com

Some years ago I joined a chamber of commerce with the goal of rubbing shoulders with powerful corporate decision-makers and establishing my consulting value, soaking up many new clients in the process like warm gravy at Thanksgiving dinner. The morning I headed out for my first chamber breakfast, however, my business partner called me to report that our bank had just canceled all its merchant credit card accounts following a decision to get out of that business. At that time, I was running a seminar business which heavily depended upon credit card sales. Suddenly I had lost a very lucrative conduit of revenue.

Literally minutes later, stunned and feverishly ruminating about what we would do to prevent a potential catastrophe, I sat tolerating my new chamber’s “member spotlights.” Reps from member businesses stood up for a quick minute or two, described their companies and the services they offered to their fellow members. One local bank concluded its service litany with a folksy, “So come down and see us sometime. We love doing business with our fellow chamber members.”

The chamber’s director then exhorted everyone that “It’s good to do business with other members.” Suddenly I realized this new “family” I’d joined might be the answer to my current problem (and prayers). At the break, I approached the bank rep, explained my situation, got an encouraging response, and found myself at the end of a meeting with this rep that very same day with a new merchant account squarely in place, all courtesy of the fast action of this new chamber friend. Though I had come in looking to FIND business, I’d come out in total awe of something better: the huge value offered by chambers in terms of providing resources that their member companies sincerely need. I had become someone else’s new customer but was very happy about it.

Over the ensuing four years, though I did pick up a few clients here and there, I never forgot the lesson: that access to a ready, willing-to-help business family afforded me a greater value than I could have every predicted. Joseph J. Bevilacqua, President/CEO of the Merrimack Valley Chamber of Commerce (Lawrence MA), explains it this way: “Chambers are indeed a great way for companies to find other companies to BUY FROM. They can help you locate all sorts of ordinary needs, like paper supplies, restaurants, hotels for visiting customers. That’s a key point of how a chamber works: it’s essentially a B2B network.”

Chamber devotees also say that entrepreneurs and executives can benefit from meeting the many buyers and users of you’re their products/services that compose the typical chamber, based on its typical audience of peers outside each individual member’s own industry. This broadens both horizons and connections. Hearing high-powered guest speakers, for example, affords the opportunity to meet not only that speaker but lots of other top execs who come to hear the speaker as well.

Other benefits? Try this list: health care insurance, auto insurance discounts, discounts on a variety of many other goods and services. A chamber member once told me, “It’s an attractive arena for doing interesting volunteer work as well.”

So with all this good stuff, could there be any downside?

Chamber people do agree on one pitfall: if you lack the willingness to show up, it’s not for you. “Joining a chamber could be a waste of time if you’re not able to put some effort into it,” admits Andrew Olmsted, Managing Director, Cambridge Innovation Partners, and a Cambridge Massachusetts Chamber of Commerce member. “One needs to evaluate whether the benefit will be worth the effort. But that’s of course what you must do with any business activity!”

Others echo like sentiments, remarking that chamber members reap only what they sow. Socializing, networking and rolling up one’s sleeves to get vigorously involved are requisites. “Don’t expect to walk out of your first meeting more contacts and new customers than you know what to do with,” warns Cambridge (MA) Chamber of Commerce President and CEO Thomas J. Lucey. “It’s like a health club in that way: Joining doesn’t do anything, you have to also do the work.”

Beyond that chamber folks insist benefits far outweigh everything else, especially with chambers gearing themselves intently to our high tech times. “Lots of people still think chambers function like a 1950s ‘downtown organization’ but that’s no longer true,” explains Joe Bevilacqua. “Now we’re fast-moving, technology-driven, growing, inclusive, results-driven, accountable, and oriented to action.”

Ken Lizotte CMC is Chief Imaginative Officer (CIO) of emerson consulting group inc. (Concord, MA), which transforms consultants, law firms, executives and companies into “thoughtleaders.” This article is an excerpt from his newest book “Beyond Reason: Questioning Assumptions of Everyday Life”.

Visit ==>www.thoughtleading.com for more info.