Archive for October, 2009

Networking Tip 102: The Secret to a Great Conversation

Great conversations don’t always just happen. This week I wanted to post a little secret I use to start great conversations via an 80 second video. Thank you all for the overwhelming response from the first Cofebuz video posted three weeks ago, it was amazing to see that almost 1,000 of you have already checked it out.

The Old Rules Still Apply

MarketerCoverThe following article written by Tim Klabunde was published in the October edition Marketer.

Successful businesses are built on foundational truths that do not change with market conditions or time. To be successful in 2010 you are going to need to focus on the same things that business leaders needed to focus on in the last century: the people inside your company, the clients outside of your company, and your network in your industry.

People are the ultimate reason that businesses succeed or fail. Regardless of your placement in your corporate structure, your success and that of your company will be defined primarily by your relationships with people. The key is to build mutually beneficial relationships where people want to help you succeed as you help them succeed.

Rules that build success

We all know that relationships can be complicated, but there is a fundamental truth that determines if you are building up or tearing down relationships: relationships grow if you selflessly help another person succeed; relationships dwindle when you focus on yourself and your own wants.

If you meet someone for the first time, and they subsequently help you, you will be appreciative of their efforts and probably remember them. If that same person were to help you three times over the following month, you would keep an eye out for ways to help them in return. If they helped you a dozen times, providing you new client introductions, referrals, and leads, you would develop a strong desire to help them in return. This desire to help is the foundation of a mutually beneficial relationship where two people are constantly looking for ways to help each other. One important key to this happening is concentrated effort on a specific group of people that over time develops into multiple mutually beneficial relationships.

Rules for inside

Most everyone recognizes that they need IT support to succeed, yet many people approach their IT department with a focus on their own needs and then can’t understand why their requests are always at the bottom of the to-do list. In marketing we often seem to forget that the rules of building success with people outside our companies also apply to people inside our companies. We need people, both inside our companies and outside our companies, to succeed. People that focus solely on achieving their own success are rarely able to achieve it in the long-term because they lack the support of a team that wants to help them succeed. Consider what would happen if you started helping your IT department succeed by cleaning up your server space, purging or archiving old e-mails, and supporting their efforts in meetings. I can tell you from personal experience that the result with be that your requests will likely be given a high priority. The same applies to accounting, marketing, operations, human resources, other project managers, and even management. When you focus on helping others your build a team that wants to help you and make you succeed.

Rules for outside

We all know that when we market we need to focus on existing clients and prospective clients. What most people fail to realize is that, after marketing to your existing clients for additional work, the least expensive marketing approach is usually to market to others in your industry that can’t hire you! Networking is the art of building mutually beneficial relationships that provide a wealth of leads and referrals from others. Many people fail to build strong networks because in America we have improperly aligned “networking” with “sales,” and sales is something most professionals avoid at all cost. Sales should not drive the relationship; instead, the relationship should drive the sales. True networking is the development of relationships, and relationships are something that all of us have a God-given instinct and need to develop. What this means is that everyone in your company can help bring work in the door simply by being relational and developing an effective network.

The rules that still apply

So, there are some important old rules that still apply. A true network of relationships is not to be confused with the self-serving “good-old-boys” network.  Instead, success in business is derived from genuine relationships. If you are ready to build the foundation of your business this year, then it is time to refocus on people. After all, it is the people in your company that will make you profitable, and it is the people outside of your company that foster your growth.

Building Relationships that Build Business

Relationships are the foundation of business. Whether it is relationships inside your company or outside of your company, relationships allow your business to either thrive or fail. Because of this, focusing on relationships is one of the most effective ways to improve your company and simultaneously build personal success.

Identify key relationships
Think about the relationships that you need in order to succeed. These relationships may include others in your company, your industry, or your circle of influence. Now take a moment to write down the top 10 people you need to succeed and rate the strength of those relationships. How you are doing? Are these relationships weak or are they strong? Most people will find a mixed bag: some relationships that are incredibly strong, and others at the breaking point. In order to succeed you need these relationships, so what can you do to ensure that these relationships are strong?

Do something about it
The best way to build a relationship is simply to help other people; not to return a favor, but simply because you want to build the relationship. Business relationships are often weakened by years of taking with very little giving in return. To strengthen a relationship all you need to do is help the other person without seeking personal gain. Some examples of this include: providing a contract lead to a client, turning your timesheets in on-time (for an overextended accountant), and providing timely information to others in the industry. The goal is to proactively work to make their life easier.

Why it Works
If someone helps you once you would appreciate it; if they helped you 10 times, you would develop a healthy desire to return the favor; if they helped you 30 times you would do every you could to help them in return. This is the foundation of a mutually beneficial relationship, a relationship where two people are consistently looking for ways to help one another.

Building a relationship that builds business starts when you selflessly help others.  Who on your list do you need to help today?

Networking Tip 101: I don’t know anyone

Most people enjoy networking but greatly dislike attending networking events where they don’t know anyone. This week I wanted to share with you one of my favorite networking tips via an 80 second video. Once you learn this tip you’ll learn how to feel comfortable even when you don’t known anyone.

(For those of you that subscribe via e-mail, just use this link to watch the video)