This Week on TNNW...

The Seventh Law of Relationship Capital

By Adam J. Kovitz, CEO, Editor-in-Chief

Up to now in our discussion of the Laws of Relationship Capital, we have looked at the kinds of entities that can or cannot possess Relationship Capital as well as some of the mechanics of Relationship Capital. But if Relationship Capital is the way to quantify the “who we know”, how about the “what we know”? The Seventh Law begins to address this.....more
Sponsored by SalesConX

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Estate Sales and Networking
By Kathy and Louis Emond, New England Bureau Chiefs
Talk with Patty Madigan for five minutes and you’ll come to several conclusions: 1. She loves her job and cares about her customers, sellers as well as buyers, 2. She knows, and will share with you, the history of Nashua through its people, and 3. You'll understand why she has successfully built her company through personal referrals only.

A Woman's Place
By CINDY DUNSTON QUIRK, Great Lakes Bureau Chief
What does a life coach, a professional therapist and an organizational development specialist have in common? Linda Fitzgerald ... Fitzgerald, a self described, “teacher at heart and a visionary by design,” has founded a new networking group which targets women in the second half of their journey.

Franchise Networking
By PETER BIADASZ, Southern Plains Bureau Chief
I have been teaching for years that a networker is ‘someone who is a total resource to everyone you come in contact with”. This is even explained in my book More Leads, available in The National Networker bookstore. Pardon the shameless commercial plug to make a point, but how much of a total resource are you to those in your network? In some instances the networker is a total resource to an entire industry. One industry that I have always felt had much value is the franchise industry. Besides being a training ground for many entrepreneurs over the years, it has been the source of many products and services each of us rely on day-to-day. With that in mind, let me introduce you to Anne Barr, franchise expert and networker extraordinaire from Dallas, Texas.

It's Not What You Make That Counts, But What You KEEP!!
By CANDY WEBB, Network Marketing Editor
April 15th has come and gone again, and I do hope you were able to take full advantage of the home based business deductions that are available to the growing number of citizens (tax-payers) who have found that from an economic standpoint, a home based business is the only way to go. Jim and I often tell our story of how twenty years ago when we were both highly paid employees of someone else (read no tax advantages), we were told by our tax accountant that we could benefit dramatically from having our own home based business. Long story short, we did just that and found out that we had been extremely naïve about what was possible. Well, we quickly “got smart” and saved thousands of dollars from then on.

Proactive Content-based Searches – Has Technology Gone Too Far???
By CHRIS KAUZA, Technical Editor
A few weeks ago, CIO Magazine announced a new feature for their readers – the ability to leverage the content of their industry trade publication in combination with LinkedIn – enabling one to proactively make connections with people in LinkedIn. Sounds intriguing. Especially in an ever-increasingly connected world. And this wasn't the first one to be created.

Women Sellers Unite Virtually and In Person!
By LORI RICHARDSON, Guest Women's Networking Editor
There is a ground swell underway to better connect and educate women in business who happen to have "seller" as one of their job descriptions. They may not have the title, "salesperson" - but they may be in business development or account management or even marketing. They have a need to develop sales skills and basic strategies for success.

Two Things You Should Know About Networking
By IVAN MISNER, Ph.D., Networking Success

Sponsored by qAliasPractice alone is not enough. It must be “effective” practice. In martial arts, the sensei (master) says, “Perfect practice makes perfect.” In other words, if you’re just going through the motions, you are not learning and growing. Every time you do a kata (a system of basic body positioning and movement exercises in karate), you must do it as though you were in a tournament, or as though the sensei were there watching you. Only with that intensity of focus does one improve. The same applies to your networking efforts. If you are applying the techniques halfheartedly, you’ll get less-than-acceptable results.

Mastering the Business After Hours
By GLEN GOULD, Mastering the Membership Maze
Congratulations! You’ve joined the chamber of commerce and your business is bound to improve. Now that you’re a member you’ll begin to receive invitations to all sorts of events. But which one is for you? ... If you’ve read my previous articles you’ve learned a short cut to membership success. You’ve gotten to know the staff and no doubt they’ve suggested you attend the biggest chamber event of all – the Business After Hours.

Power Thought of the Week
By PATRICIA PARHAM, Ph.D.
Community - Are you aware of how your services might help to create better societies where you operate? More and more, citizens choose services from organizations that are socially responsible. How do you convey to your clients that a part of your mission is to improve the communities in which you operate? Incorporate this into your networking message and build your power base. Increase the number of potential clients inclined to go out of their way to look for ways to work with you.

This week on TNNW...

The Sixth Law of Relationship Capital

By Adam J. Kovitz, CEO, Editor-in-Chief

The ten Laws of Relationship Capital are divided into logical groupings: the first two Laws discuss who can and cannot possess Relationship Capital, the next four Laws deal with mechanics, the seventh and eighth Laws concern themselves with Intellectual Capital and its relationship to Relationship Capital and finally the last two Laws focus on Financial Capital and its relationship to Relationship Capital. Therefore, we continue this month with the last of the “mechanics” discussions, which will certainly appeal to any of those who have ever dealt in the areas of organizational development, industrial psychology, business analysis and valuation and/or management/supervision....more
Sponsored by SalesConX

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Business Networking...Church Style
By PETER BIADASZ, Southern Plains Bureau Chief
Anyone anywhere can start a business networking group. Recently I have been invited to several networking groups that have had their beginnings in local churches. Some of these meetings are denominational, some non-denominational, and some multi-denominational. While many people prefer to keep their professional and personal lives separate, some have no problem co-mingling every segment of their lives. As a result, church networking groups, whether they be monthly breakfasts or weekly luncheons, are a growing segment of business networking groups.

Networking Wisdom from NJ-Based Entrepreneur
By LYDIA SUGARMAN, Entrepreneurial Editor
I met David Stein at the annual World Golfs Gala dinner in early February this year. After two or three decades of business experience, he has a lot of wisdom and insight to share, albeit sometimes in a curmudgeonly joking manner!
Sponsored by Founder Contact

LawLink.com
By SCOTT R. FORCINO, Esq., Legal & Real Estate Editors
This month I had the pleasure of reviewing www.lawlink.com, a new, free, online social Web site that connects attorneys from one end of the country to the other.

Business Building Conversations
By CANDY WEBB, Network Marketing Editor
There are two key concepts that every networker needs to understand, and to refine some additional skills to do well. First, learning how to INITIATE conversations, and Second, learning how to EXTEND conversations. This is, of course, absolutely vital for any business endeavor that requires bringing new contacts or leads into your business either as customers or business partners.

Twitterpated!
By CHRIS KAUZA, Technical Editor
Have you heard of other people “Twittering” and wondered what it's all about? About a year ago, NPR did a profile on Twitter and so I thought I would give it a serious look. And even though it just sounded like a silly little application designed to help someone be “anonymously nosy”, it had some extra credibility since NPR was covering it. Boy was I surprised at what I learned!

Customize Your Referral Strategies
By IVAN MISNER, Ph.D., Networking Success
One of the things I often tell people is to remember what Tony Alessandro calls, the “Platinum Rule”: Treat others the way they want to be treated. This rule applies to every transaction and every relationship you have—with your referral source, with your prospect, with your customer, with anybody.
Sponsored by qAlias

Five Signs Your Networking Efforts Are Failing – and What to do About It!
By GLEN GOULD, Mastering the Membership Maze
I don’t like rubber chicken. My bet is you don’t either. I particularly don’t like spending $15 to $25 for a rubber chicken lunch and feeling like the only value I received was, well, rubber chicken. But how does one know when the networking net worth is less than the time invested and the value of Michelin Chicken?

Power Thought of the Week
By PATRICIA PARHAM, Ph.D., Power Thought of the Week
Business Processes Transformations - Changing business processes and technologies is a way to create transformation and potentially increase business income. How do you use the internet in your sales, marketing and delivery? What functions would it be more economical to contract for or outsource? If there’s any part of your business which is not “best in class”, seek those who are known for excellence in this area and capitalize on their expertise.

Respect Yourself

People, Power & Possibilities

By Donna Fisher, TNNW Contributing Writer

Someone once said, "People do business with people they know and trust." I've always said that it's easy to "meet" a lot of people. However, the important thing is to CONNECT with them and build trust. So, let's review what it takes to develop trust and connection with people:

1. Listen and really hear what they're saying, connect with what they're saying, see if you can relate (in some way) to who they are and what they're saying.
2. Be sincere. Be real. Be respectful. Don't embellish, over promise or say nice things to manipulate or look good.
3. Be honest with your words and actions. Be a person of integrity and do what you say you will do. This is the quickest way to generate trust. Show people that they can count on you for what you say.
4. Be sincere. Express how you care about people by being truly interested.
5. Respect people by speaking in a positive and constructive way regarding others. Do not participate in gossip or sharing information inappropriately.
6. Be appreciate and respectful of the trust that people place in you.
7. Respect yourself because that's where it all starts. The more you respect yourself (your values, talents, etc.) the more natural (and automatic) it is for others to respect you. Your respect of self creates an energy field that attracts respect. Also when you respect yourself, you have less need to have your attention on yourself and you have more attention and energy to give others.

Marketing your Business in a Recession

By Rita Wilhelm, Contributing Writer

With a struggling US economy, many entrepreneurs and sales people are finding that they need to change the way they market their business.

You yourself might be asking the question on how best to use the marketing dollars that you have in your budget. Where can you get the biggest bang for the buck?

I have some good news for you. And by the way, stick those marketing dollars back in your coffers, because the strategy I’m about to share with you is virtually free. Well… it is going to take an hour or two a week of your time, but other than that, it’s free.

I want to make the case for you, that spending time each week on your social media marketing, is very smart business.

So what is social media? Social media is an umbrella term that refers to the technologies and practices that are used to share information, opinions, and thoughts online.

Social media can take many forms, such message boards, blogs, wikis, podcasts, pictures and videos.

With 70% of people researching online before buying a product or service (which includes local service businesses), and 51% of internet users spending most of their time reading and watching personal content that is created by other people, you’ve got to have an online presence. But, it’s not just about having a website. You need to make sure that your business is in the path of where your target audience is spending their time online.

Here’s another little known fact. According to ongoing research from the Online Publishers Association and Nielsen//NetRatings, US Internet users will spend less than 5% of their online time using search, versus nearly 50% of their time on content sites (social media). Yet, most marketers are putting most of their online marketing dollars into paid search.

Marketing Experiments did a 12 month study, in which they compared the effectiveness of a Google Adwords campaign, to a social media marketing campaign. They created several sites in different niches to gather data from. They compared:

1) Hiring an employee at $10/hour to blog, create content, and in to work to drive traffic to the sites.

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2) Using Google Adwords to drive targeted traffic. (They paid up to .75/click in their adwords campaign).

Result: Social Media Optimization yielded a 1427% greater return on investment!

WOW!

The numbers speak for themselves. But before you jump into social media marketing, be sure that you do your homework. There is a right way to network, and there is a spammy way to network. You want to educate yourself so that you are being effective in the way that you use these online communities.

With a potential recession looming, it’s smart to put your marketing efforts where you get the greatest return on investment. Social media marketing may well be your solution.

Minority Lawyers Network

By SCOTT R. FORCINO Esq., TNNW Legal Editor

This month I researched and gained exposure to the NACN. The "Home of America's Best and Brightest Attorneys of Color".

The mission of the National Attorney of Color Network ("NACN") is to promote diversity in the legal profession by: (i) providing corporate America and leading law firms with access to the brightest attorneys of color; (ii) creating enhanced employment opportunities for attorneys of color through the power of networking; and (iii) providing an efficient means for the communication of successful diversity strategies in the legal profession.

The NACN was organized by a former African-American partner of a prominent national law firm based in New York City. His commitment to diversity in the legal profession led him to create this network. Based in New York City, the NACN strives to work with existing organizations that are also committed to improving diversity in the legal profession.

Members of NACN search and apply for job openings posted on the NACN website and submit/update their profile regarding their experience and education. Members get e-mail alerts of job openings from companies and law firms. Members are able to meet practicing attorneys at regional and national networking events for law students and attorneys of color. Mentoring of law students of color is possible or students can be mentored by a practicing attorney of color. Attorneys of color share, and are advised of, successful career and diversity strategies and most importantly, access the valuable information provided in the resource centers.

In addition, membership in the NACN also assists law firm associates and partners in their business development efforts by making them more visible to corporate legal departments seeking to identify and hire outside counsel.

As an employment search portal the NACN is exclusively for attorneys and law students of color. The NACN offers a state-of-the-art search engine that permits employers to conduct targeted searches of the candidates in the NACN database based on a host of criteria, including, law school attended; undergraduate school attended; GPA; practice area expertise, number of years of experience; law school rankings, honors and even ethnicity. The searches will produce candidates who possess the qualifications for which the employers are looking. The NACN protects the identity of its members. A member's identity will be released to a potential employer, only if the member expressly authorizes the NACN to do so.

There are events nationwide to allow for the connection of attorneys of color to others in the legal profession. Overall, the NACN is a very important organization for the career advancement of the attorney of color within the legal profession.

Clear Solutions for the Blue Planet...tm

Clear Solutions for the Blue Planet…tm

By Sian Lindemann, TNNW Arts Editor

Courtney Milne…Earth from Space?

It is evident that a significant trend is present as it relates to marketing. The desire to create an advocacy of some kind that supports ECO-ART, a GREEN directive, or an environmental cause, is not only popular but is also a needed endeavor. Who better to demonstrate this end result than the artists themselves, who I believe have an intimate connection with the “spirit” of the earth, its plight, and thus, give voice to the cause of preservation of our natural environment.

Most artists that I have worked with over the years, have expressed in some way, a desire to demonstrate the quintessential connection between man and nature.

It is primarily a good thought. The actualization of that thought needs clear understanding for the viewer through the imagery.

It would be possible for each artist to identify this agenda as it relates to “tag” lines or “slogans” as it relates to a particular body of work, and by the way, all necessary to “TRADEMARK” with one’s attorney.

“Clear Solutions for the Blue Planet”, is just that kind of reference, and is a project of the National Living Arts Foundation.

“Clear Solutions” is an advocacy on the power of perspective. While viewing the image, above, “Earth from Space”…there is an automatic assumption that the image is indeed a photo captured from aboard the space station or a shuttle mission. However, it is an image captured by artist / photographer, Courtney Milne and Courtney has never been a part of the space program, of course. The image is actually a photo of the Canadian landscape, taken with a fish eye lens, and turned upside down.

It offers a direct challenge to the viewer to “consider” an alternate perspective, if only through art, the image clearly defines, that changing one’s perspective is as simple as turning an image in an alternate way. Or changing one’s mind, a very simple act.

In Courtney’s “Pool of Possibilities Collection,” 35,000 images depict that one subject may have a number of alternative views….each are beautiful, each are unique, and each are valuable and “essential” to “entire” collection.

In the thought of how one might participate in our global concerns for “ending hunger,” “preserving wildlife,” conserving “water,” and the like, how might you consider your next body of work, your next installation, your next art exhibition, to include these considerations?

It is a direct question that I ask our readers to consider.

If you Google Masaru Emoto www.masaru-emoto.net , Japanese Scientist and author of “Messages from Water,” you will discover the scientifically proven studies of Mr. Emoto, in reference to the structural changes that occur with simple prayer over waters that have been documented to have been polluted.

It is a rather miraculous study. In the words of Masaru Emoto, “One man cannot change the world but one man can deliver the message to change the world. We believe it is 'The Message from Water.'”

It would be worthy of your time to investigate this perspective, for in the future delivery of your art forms to market, what additional considerations could you have to inspire this kind of thinking?

We are asking the same question, with “Clear Solutions for the Blue Planet.” If thought and prayer can literally change the structural component of water crystals, then what impact can you have in your thought, action, and art forms to perpetuate this kind of new thinking?

The reaction of the waters is not a new process. It has always been with us….but for humanity to have garnered understanding of human impact on our earth, then we can change the way we think, how we take action, and undeniably have an impact on positive transition into preservation of our natural resources, water being one of the primary necessities for our ongoing existence here on earth.

“Clear Solutions for the Blue Planet” is asking of our readers a similar process….what can you do? What can you create, artistically, to demonstrate this thought as it relates to the preservation, conservation, and purification of waters on earth, one, so that there is always enough, and secondly, that it is always available in a pure form for our consumption.

“Clear Solutions for the Blue Planet,” is willing to be a project that will promote, sell and represent artists who can create a clearly defined representation of this consideration…How does your art identify, for me, and for the viewer, an absolute understanding of the “messages from water.”

Networking among our readers I would like to receive content for this program that we can utilize as a promotional and fundraising program, to create the following

1) Funding that underwrites water based programs that will create new technologies, or provide sources of clean water to developing countries

2) Sculptural Design for public installations of water feature based art, sculpture and water “fun” features in parks and public venues throughout the world.

3) Art works, jewelry, glass, sculpture, photography, film, or music, that clearly identifies this desired result, and offers clear perspective on what is possible.

4) Anything else I have not mentioned here, nor have I thought of, but that you have “dreamed” up.

I look forward to hearing from each and every one of you…and I thank you for your willingness to participate in “Clear Solutions for the Blue Planet.”

-Sian Lindemann 2008

Comfortable Referrals and 300 Voices!

By Anne Kelley, TNNW Southeast Bureau Chief

My first assignment for The National Networker has led me to two wonderful new friends.

First, meet Hugh Ballou who servesas Chairman of Choirfest 2008. I couldn’t help but wonder how a 300 voice choir was a networking event but after speaking with Hugh I realized what an incredible opportunity this is!

The vision of ChoirFest is to bring singers together in some of the finest concert venues in the world and present a concert of great beauty and inspiration. Singers will be led by a Choir Master of international standing, have the opportunity to sign up for educational seminars on various aspects of music and the culture of the host country, and tour the most outstanding sites and best of all, network with the participants of the event. There are only a few spaces left for this unique networking opportunity, April 3-6 in Huntsville, Alabama, so act quickly if you would like to attend. Information and registration forms are available at www.choirfest.com

Now meet Pamela Rogan, Vice President of Business Development for Flex HR, Inc. Pamela is an active member of the Metro Atlanta Chamber of Commerce and has developed a special B2B $5 Million + Group. This group provides a forum for a stable group of business development people to get to know each other and their respective businesses so that they may provide more qualified referrals and strategic connections. One requirement for an invitation into the group is that members have a similar target audience. The primary goal of this group is to generate qualified leads and sales in the Atlanta area. So what does this really mean?

Speaking with Pamela I could hear her energy. She started this group within the MOAC and is very passionate about its success. Its members are industry specific, limited to 20 and not duplicated in the group. Someone is invited to join only after the members of the group have the opportunity to meet the prospective member and vote to invite them to join. This keeps the group dynamic in tact. They operate under a “what happens in this room stays in this room” philosophy and really get to know their teammates. By doing this, Pamela explained, it becomes second nature to help one another and makes it possible to give comfortable referrals.

Another benefit this group offers its members is help with challenges they are facing. I learned that the members meet for 2 hours and often stay later and strategize. They also critique and evaluate presentations for each other and frequently meet away from the group.

Pamela has an interesting agenda for the group, varying the activities and guest weeks so that the group stays active. A couple of things this group does that I especially liked were the guest interviews to prevent any conflict with members before there was an awkward situation and the members regularly sharing their 3 top prospect companies so that everyone can be on the lookout for a connection. Also, once a month an outside presenter is invited for an educational opportunity with a 5 minute sales pitch allowed at the end.

Please consider yourself a Southeast Bureau Chief Ambassador and let me know of any groups you think I should interview. I am always interested in making new connections and sharing them with my friends.

The Queen Of Canadian Telemarketing

By Zale Tabakman, Canadian Bureau Chief
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We are always calling strangers in companies. We do it to find customers, we do it because we are looking for a job, and sometimes we are calling because we want to buy the company.

The list of reasons we want to call strangers is endless. For our discussion here, I am focusing on outbound calls for the purposes of starting the process which concludes in some form of a sale. But don’t dismay, these outbound calling tips apply to anybody who needs to make outbound telephone calls on a frequent basis.

Some of the challenges we will discuss here address the most common problems faced by people making frequent calls to strangers:

• Who should we call?
• How do we find the perfect person to call - since the imperfect person wastes valuable time.
• What is the process for managing calls?

Other questions that are addressed elsewhere include:

• How do we create voice mails that get returned?
• How do I learn to Start Loving Cold-Calling?
• How to get a Yes from an effective decision maker?

As I stated in my Marketing Yourself, these tips will use the LinkedIn Social Network as a a source for prospects. But the approach is standard and can be applied to any network or any database of prospects.

Who should we call?

Quoting me from Marketing Yourself:

I know that most people think of LinkedIn as a place for e-mail marketing because

I receive frequent e-mail each day from my contacts, but I have only received a

smattering of telephone calls from my LinkedIn Social Network connections. Most

of the calls were from people looking for help on LinkedIn, only two of these calls

contacted me to do business with them. I am totally shocked at that ratio. I have

over 9,000,000 connections. My contact information is easy to get.

I suspect that most people are too shy or they feel that converting an online social network connection into a real one-on-one connection is wrong somehow. LinkedIn’s ease at e-mail is and introductions are another reason people hesitate to pick up the phone and call.

I strongly disagree with treating LinkedIn as an online network only. You and I put up our resumes and our interests with a tremendous amount of detail. We are inviting people to contact us, but it has to be an appropriate contact. We only want to be contacted if its relevant and useful to our careers or our lives.

What we want can be found in our profile. Reading a profile lets you know what your connection does and what there interests are. What more could a person making a call want to know?

I have called many people on my LinkedIn Social Network and have always being received warmly or when I have left a message gotten a call back. In every call situation, I knew a lot about the person I was calling and what they would be interested in. In the two cases of people calling me, they knew about me and were able to approach me with projects I would be interested in, I have been able to do some business with one and expect to do business with the other.

When you need to call a company to achieve a goal - LinkedIn should be the on of the first tools you turn to. Using the LinkedIn searching facility you can find the exact contact you need.

My method starts by selecting the company name or job title and then scanning the results. If that doesn’t immediately help me, I then add the search parameters until my list is narrowed down to enable me to select the profiles of interest.

Once I have their name, I then get on the phone, call the company and either by speaking to the receptionist or using the telephone directory, I get the exact individual I need to speak with.

Since I know all about them from their LinkedIn profile, my conversation is to the point and I usually have a terrific conversation.

Using LinkedIn is fast, its convenient, and it works.

Finding The Perfect Prospect

In sales, we look for the perfect prospect, that person who is part of 3% of the market who is actively looking for a product, service or a person like you today.

To find that perfect prospect, you must know exactly who buys your products, what their title is, what they do in the company, and what kind of company they work for. This is all about niche marketing. (An article about niche marketing and long tail marketing is in development.)

There are least three approaches for using LinkedIn.

1. The obvious one is to use LinkedIn to find the actual prospect.
2. A second approach is to use LinkedIn to find out useful background prior to approaching the prospect.
3. The third approach is to use LinkedIn to find somebody to introduce you to the prospect.

To find actual prospects is straight forward, but requires a practical approach and some work. Imagine you are selling Customer Relationship Software for medium size companies, the person who makes the purchase decision is the VP of Sales. To find the prospects, enter “VP of Sales managing people” into the search field. Then narrow down the search as per the previous discussion about calling into a client.

A large network rapidly identifies many prospects which you can then start your telemarketing to. After a couple of hours of effective telemarketing, you have a sales queue.

To find some useful background on clients, use LinkedIn to find other people that work at the company.

In our Customer Relationship Software example we could look for a user of the system. Their title would be account manager or business development manager. After selecting one or two account managers from the target company, you call the account manager and tell them what you do for a living. Once on the phone you can tell them you are planning on calling the prospect, giving the prospect by name, but before you do, you want to make sure that there is an opportunity. You can then ask them what the company is currently using for CRM software and how they like it. Judging on the response you get, you will know if there is true opportunity and what the prospect’s needs are. Obviously the conversation will be more sophisticated than this. Later in the process section, I provide a few places where you can learn about how to have those conversations.

The final approach is to look for somebody peripheral to the prospect. For example, the CFO or the VP of Marketing. A conversation with the CFO about how your CRM can speed sales or a conversation with the VP of Marketing on tracking marketing responses will invariably lead to an introduction to the prospect.

In summary, if you aren’t using LinkedIn for B2B sales, you are not using everything that is available to you.

What About The Process Of Outbound Calling?

You require a good process for outbound calling. The process is about selecting whom to call and relating it to your financial goals. its about understanding where in the sales process the calls fit in. Its about creating good scripts, its about tracking your response rates. And its about a myriad of other details which can make calling prospects effective and profitable.

To get a decent return on your investment, you must have a structure and tools in place. Otherwise, your time will be eaten up one minute at a time with just managing the process rather than using each minute for effective execution.

Its taken me a long time to learn about tele-marketing, what’s effective, and how to manage the process. There are some short cuts depending on what you want to do.

My good friend Marguerite Mcleod-Fleming runs a whole company called The Results Source dedicated to using the telephone for generating sales. Her company uses Canadians and Americans to call for setting appointments or inviting people to seminars or need that requires a conversation with a senior level executive. Her company can do the calls, train your staff, or setup the program for your internal management. For company’s requiring a high quality and reputable firm for lead generation of high end products, I highly recommend that you contact Marguerite and tell I sent you.

I don’t need these kinds of services and most of my readers don’t either. So Marguerite has created help for the rest of us.

Like myself, Marguerite believes strongly in contributing and sharing her expertise. She believes in giving is the best way to receive. Marguerite has created a white paper that is an excellent introduction to understanding how to setup your outbound telemarketing program.

Click here to receive the (free) white paper from Marguerite. While this white paper is primarily for companies selling a product worth more than $10,000 in value and has two or more direct sales representatives, it provides an excellent overview of the concept of telemarketing. Its quite excellent as it outlines a practical structure and approach both small and larger organizations can use to making telemarketing effective and practical. Her approach is based on understanding the model of marketing and how it applies to outbound sales calls.

Applying Marguerite’s approach and using a LinkedIn Social Network as a source of leads and prospects, creates a tremendous business opportunity for you.

I highly recommend that you download “Cold-Calling 2.0: The Next Generation of Prospecting”.

Another way to access Marguerite’s expertise is through Elite Gold Cold-Call Excellence Coaching program. You can sign up here, and for $10 you get a starter kit worth $347. It's perfect if you are not making the kinds of returns for the effort you are putting in

Till Next Month!

--Zale

Adam J. Kovitz: "Bridging the Gap "

I was speaking with a good friend of mine the other day in regard to the need to match...needs; specifically speaking, matching supply to demand. In the past, we have relied upon face to face communications, supply-chain management, sales and marketing, etc, which of course is the foundation of our current economic system.

As we began transitioning to a Relationship Economy back in the 90's and early 00's we began looking at personal computers, the internet and customer-relationship management systems (CRMs) to help us coupled with a somewhat newly-minted term; "networking". As were networking computers we were also learning to network ourselves and develop meaningful relationships.

Today, in spite of all of our technological progress, there exists a vast void between those companies who believe in the power of networking who have products and services to sell and those consumers of products and services who also believe in the power of networking as evidenced by Facebook, LinkedIn and Myspace, to name a few.

The key to bridging this gap is in research and education. We must understand that both sides are crucial to this Relationship Economy; those with products and services need to cover expenses and answer to shareholders while keeping customers happy. Consumers want quality products and services that are delivered in such a way that they don't feel they've just made a deal with the devil and have been locked into contracts that last generations. They want meaningful answers to questions they have by competent representatives and know that they are financially supporting organizations that are moving towards sustainability of the planet.

Do you see how networking is the key? Do you see that research and education in this area is crucial for such sustainability? Consumers are savvier than ever and are not easily buying hype, but real meaning behind products and services.

The Relationship Economy is here! It means transition from old paradigms to new ones. It means that we need to re-learn what it means to establish and maintain quality relationships.

Do Good ~ Have Fun ~ Raise Money

By Ann Barczay Sloan, Women’s Networking Editor
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Introducing Anne Newell

Creator / Founder of

Chicks with Checks

Transforming social networking and charitable giving one happy hour at a time.

My introduction to Anne Newell

I was referred to Anne by a Networking insider: Sian Lindemann, our TNNW Arts and Entertainment Editor. I was immediately taken by the "Chicks for Checks” name, so I figured it would be fun to get acquainted with the Founder of such a unique enterprise and learn more about their unique approach to charitable giving.

Anne speedily responded to my request for an interview. I posed her my favorite starter question:

How would you briefly describe what Chicks with Checks do? What’s your elevator speech?

Do Good - Have Fun - Raise Money

"… That’s fundamentally it!" Anne smiled.

I laughed, and Anne just continued on.

"When you go to our brand new web site, on the landing page you’ll see some powerful questions:

• Are you tired of the rigid rules of most networking groups?
• Would you like to connect with other caring women?
• Would you like to support more local charities and community service organizations?
• Have you noticed how much women get done when they work together?

Let’s put FUN into fundraising!

It so perfectly summarizes - though as a question, not a statement - what we’re all about.”

I laugh again. "It does sound perfect, Anne - sounds so appealing. Makes me eager to know more! So here’s my next question:

What is the primary goal or mission of what you do?

"Well,” says Anne, "here’s a tag line that wraps it all up for me:”

Transforming social networking and charitable giving one happy hour at a time.

Anne Newell

For starters, Anne, let’s walk through your web site so we can understand your various services and benefits.

"Yes – thanks! I’m really happy with our summary write-up on our home page:

Welcome to Chicks with Checks, the place for women to do what comes naturally - do good and have fun while building real relationships and raising money for the organizations on the front lines of our own back yards.

Each month, Chicks with Checks hosts a casual, unhurried, FUN Party with a purpose to raise awareness and funds for a different non-profit whose mission is to improve the lives of local residents. We really get to know these organizations – who they are, what they do, what they need next, and how we can help. In the process, we make real friends, help each other grow and prosper, and make our communities better.

Chicks with Checks members also have access to high quality resources provided by experts from both inside and outside the club. Activities such as book discussions, mentoring programs, travel opportunities, special events, and coaching make Chicks with Checks an invaluable resource whether you are a career woman, stay-at-home mom, or young woman just starting out.

And to wrap it all up...

Network more socially – Give more locally

"

How exactly do the various elements work together?

"Chicks with Checks benefits everyone involved.

• The non-profit gets recognition, spreads their message further, meets new potential volunteers, and receives donations.
• The Chapter Owner creates a revenue stream for herself, gets name recognition for sponsoring this very special event, meets remarkable women, builds her own database, and increases her own personal receiving since what goes around comes around.
• Our corporate partners advertise in front of one of the most powerful buying groups - smart, caring women.
• The guests meet other extraordinary women and make a real difference.
• Our corporate partners advertise in front of one of the most powerful buying groups - smart, caring women.
• And the people served by the charity receive added help.

Everybody wins!”

Sounds amazingly useful all the way around! Now can you tell me more about the selections on your web site?

"Most of these are pretty self-explanatory regarding the purpose: Find a Member, Become a Member, Find a Chapter, Tell a Friend, Make a Donation.

If you select Start a Chapter, you are asked to submit your name in order to start the application process.

If you go to Become a Beneficiary, here is the message you’ll see:

Women helping women. That’s what it’s all about. Discover how becoming a Chicks with Checks beneficiary can provide superb networking and donations to local non-profits. Fill out our form below to become a beneficiary!

Finally, regarding what I call ‘The Story’, I’ll give you more details as we proceed through this interview. But first, let’s look at how it - our organization - works first.”

How it Works

"As stated on our web site:

Chicks with Checks is comprised of two sister corporations. The mission of the for-profit social networking organization is to raise awareness and funds for local non-profits while providing opportunities for members to grow their business and grow as women. Our non-profit Chicks with Checks Foundation distributes the funds.

And let me point out this invitation, also on our site:

Men can play, too!

• Donate
• Share the invitation with all the outstanding women you know
• Come to the party with a Chick on each arm
• Put on a skirt and party with the Chicks!

Please describe how you got started on this journey, and how you got to where you are currently.

"Sometime in 2005, I heard a vague story about a little group of women "out there" somewhere who had come up with a delightful concept - instead of getting involved with the usual high profile fund-rising galas, they would host dinner parties, donate what they would have spent on a nice evening out, and give the proceeds to a cause dear to them. It was my first exposure to Giving Circles and I immediately wanted to do something similar.

As a confirmed entrepreneur however, I have never met a wheel I didn’t want to reinvent! I wanted our adaptation to have a higher profile so the charities could reap the benefit of the related publicity. So many of them are flying under the radar and their stories deserve to be told. After all, they have a message to share beyond just needing our financial support. And I wanted to expand my circle of friends and colleagues who share a passion for finding and helping the charities we weren’t hearing about every day who are doing so much good. Chicks would be dedicated to raising awareness, not just money.

I was sharing this concept with my Sales coach over a glass of wine in a local restaurant when two men came in and accidentally knocked my Day Timer to the floor. In the course of the conversation that followed, I shared the idea with them. One excitedly responded ‘You have to meet my girlfriend! She is the Executive Director of a local non-profit you’ve never heard of!’

Soon after, she arrived and we were quickly caught in conversation. After a while she asked ‘So when are you going to start?’’ Without skipping a beat I responded ‘Do you want to go first?’

We held the first party in my home and invited our own friends just to see what the response would be. It was overwhelming! Within a couple of weeks, she had called and asked if I were ready for our next party – and the rest is history. In 2006, we did nine (9) parties in three cities in South Carolina and were soon getting calls and emails from around the country. Yikes! My daughter’s boyfriend designed the lovely logo and put up a quick website, but it was clear I needed a business plan and a robust website!

We re-launched in June 2007 as a membership organization and the new website – think ‘MySpace for giving’ – is going live in January 2008.”

How much of your work is focused specifically toward women?

"Well, that’s easy! Chicks with Checks is primarily a women’s social club or social network that is focused on local giving. We envision becoming a hub for supporting women of all ages, at all stages of career growth, and at all levels of the socio-economic scale. In the time-tested village society, women taught women, helped women, and nurtured women. We aspire to infuse that same village social structure with 21st century technology. By connecting our local chapters through a vibrant virtual community, we can learn more, help more, and interrelate more.”

Now, let me ask: what are some of the ways you promote your enterprise?

"All kinds of ways: Through strategic alliances, affiliate relationships, traditional and internet media, word of mouth, and general marketing.”

Which of your projects are you currently most passionate about?

"Two things: We are starting new chapters around the country and are launching an incredible website. Both will allow us to help many more people and connect with many more great people. As far as the web site, we will be adding features such as a discussion forum, virtual book club, coaching and mentoring, travel, and shopping.”

Chicks enjoying each other at patio party

Sounds like a huge and really exciting project, Anne! At present time, whom or what does your network include? How far does your network extend?

"We currently have chapters from the east coast to Hawaii and are rapidly adding more. And -- we are actively looking for women who would like to start a chapter in their community. Owning a chapter is also a business for the licensee and generates income for her as well as the charities. It’s great - everybody wins.”

What has been the best about building a network: Positive experiences? Benefits, expected and unexpected?

"This has been a marvelous experience! We have met the most wonderful people from so many places. This simple concept has touched the hearts and imaginations of so many people. I can’t imagine having been blessed with meeting many of these people any other way that this -- and am so fortunate to now have them in my life.”

What challenges (if any) have you found in your networking experiences?

"Probably my biggest challenge was that it took off so quickly in ways I never imagined. But what a great problem to have!”

What are your plans and goals for the future?

"My goal is to have at least 10,000 members in local chapters and the virtual community by the end of 2008. We will continue networking both offline and online to achieve this goal and are reaching out to other organizations with large lists with whom we can partner.”

What’s the achievement you’re most proud of at this time, Anne?

"My greatest achievement in life is raising two daughters who have become outstanding young women - my younger daughter is even working for Chicks and both are active in our Charleston, SC chapter. Even after a successful career as a business consultant and personal coach, I am finding tremendous satisfaction from knowing that the work we are doing now has such far-reaching potential to positively affect so many lives.”

Anything else you would like our readers to know?

"This has been one of the most fun and gratifying experiences of my life. One last piece of background information I’d like to share: In the summer of 2002, I experienced two life-changing events. First, I landed the largest single project of my entire career. Second, I was diagnosed with breast cancer.

Although the surgery, chemo, and radiation went very well, I ended up with some major complications related to medication and a weird infection. Combined, they left me depressed, paranoid, anxious, and panicky and pretty much non-functional for several years. But I was determined and finally beat this part of the illness also. And not just beat it, but re-emerge stronger and better.

The idea for Chicks came out of the questions I was asking myself as I plotted my return to life and to work.

1. Charleston is a metropolitan area of about a half million people, yet when you go to networking events you always see the same people. Where was everyone else?
2. My experience had also changed the way I looked at my own giving and I was determined to focus more locally. But where were the grassroots non-profits doing the tough work on the front liens very day? How could I find them and how could I help them? The two questions merged into one idea and Chicks with Checks was born.”

I’m touched by your sharing your personal background story, Anne - I appreciate the deeper insight to the evolution of your organization.

All in all, I’m blown away by the amazingly rapid growth and success of Chicks with Checks. The Universe clearly seems to confirm that what you are doing is very necessary - and soul-satisfying!

"Yes – I appreciate the validation! And on top of everything, we’re so blessed because we have so much fun! Here are a couple of pictures from our events - see for yourself!”

A walk with a purpose

A festive Halloween

Thanks so much, Anne, for giving us these glimpses into the rich experiences you Chicks with Checks are creating for your own growth and for benefit of local charities.

"And now I’d like to thank you,” Anne says, "for this opportunity to spread the word about our organization, our mission, our support for local charities, to a larger circle than ever before! I hope one day you and I will meet up in person and celebrate at one of our Chicks with Checks events.”

Contact information:

www.chickswithchecks.org
Transforming social networking and charitable giving one happy hour at a time.

Anne Newell
843-352-8978
295 Seven Farms Drive, Suite C183
Charleston, SC 29492
www.annenewell.com
No one can go back and get a new beginning, but anyone can start now and get a new ending.

High Ideals and Integrity

By Cindy Dunston Quirk, The National Networker Great Lakes Bureau Chief
It seems unnatural to me that someone would want to be less than honest in any business dealing in today’s world. Actually, I’ll expand that into any situation. I always think the best outcome of situations; consider the positive and give people I meet the benefit of the doubt. Honesty and integrity have been part of my persona, well, forever. But not everyone in the world conducts business with such integrity. Someone I met recently restored my faith in the world...
Meet Alexander Rai

It did my heart good to speak to Alexander Rai. He is one of the most passionate, enthusiastic and dedicated people I have ever met. When I initiated our conversation, he left little doubt which side of the fence he is on. There is little room in his world for deception and insincerity.

Of course, the purpose of the conversation was to discuss networking and how he and his business partner, David Hall are progressing with their global network initiative. Rai began by defining networking. He says we are always networking. “Stepping out of your home and talking with the mailman is networking,” states Rai. He continues, “We live in a world that is smaller due to technology and in a world where everything is connected. Because of this connection, we need to have respect and care for all individuals—to value actions and speech, to be open about what we do.”

This is not a new idea that Alex has brought to the table. It is as old as the Bible. In fact, it sounds quite a lot like the Golden Rule--do unto others as you would have them do unto you. “We all need to practice compassion, understanding and meaning. We are all in the same boat,” Rai states.
Make Sincere Connections

With that thought in mind, when we network, we need to attempt to make sincere connections; don’t waste each other’s time. According to Rai, “Passion and integrity are the vehicles for meaningful conversation. Networking is a way of communicating who you are. What you do becomes an extension of who you are …and it can be wonderful! When you embrace networking as an identity, to value and respect others, you have a clear intention of your purpose of working with others and to create great wealth.”

Think about that for a moment. Just by being honest, sincere and working with high integrity, you can create wealth not just for yourself, but for your contacts as well. That is an extremely powerful thought. Simply put, you have the ability to raise the stakes. Rai advised that you don’t need a coach. You don’t need to spend tons of money to see results. You just need to operate with the highest ideals and respect for those with whom you are networking.
Guru Connector

Zivlyn, one of Rai’s eighteen companies, operates as an open company with very clear lines of responsibility and opportunity. Rai believes that people are learning to be people again instead of corporate robots spouting corporate rhetoric that they don’t necessarily agree with. Everyone has their areas of expertise and responsibility and the company is ripe with opportunity for those who rise to the occasion.

As an expansion of the open company concept, Rai mentions that you have to be willing to stick your neck out with new ideas. Don’t be afraid to put the idea out there and see if it is viable and if you have associates who are also formulating the same idea.

Working with David Hall on Hall’s company Guru Connector, Rai states, “David is not afraid to try. He is always making things better to help people. David is a great networker and his greatest strength is his integrity—it organically part of him. That is why I am David’s partner.”

Hall has been involved with Fortune 500 companies, is well travelled and is passionate and compassionate for people. “David has his hands in many things that have value and integrity; in things that he enjoys, loves and creates. He is not afraid to be who he is,” states Rai.

You could say that Rai and Hall are a perfect match with respect to clarity, a system of values and integrity. Together, they create hope and alternatives. And they have fast-track access to many like–minded people. Between them, they boast a network in excess of 1.3 million people. That is a lot of contacts.

Considering that your network may be a tad smaller than the combined network of Hall and Rai, Rai says that there is a chance that you may not always be able to find something that you need within your network of associates. In that situation, he says you need to create it yourself. Don’t be afraid to try; make things work for you.
One World

“People need to be people—be themselves before they are their products,” says Rai. “We are not the sum of what we are creating. We are so much more. We profit from each other through integrity, trust and honesty.” He continues, “This is one world and the same rules apply to a toad and to the CEO. You have to be compassionate, fair, and honorable. If you don’t have that, you are nothing.”

It is time to do the right thing.

With regard to final thoughts, Rai says that “…mankind is running out of time. It is time now to free ourselves and to question who you want to be. We all need to ask questions that mean something to each of us.”

“At the end of the day, you stand by yourself and have the honor and courage of who you are. Go back to the basics of integrity and high ethics before you look to the skies again.”

Well said.

If you know of someone who is making a difference paying it forward, let me know so I can write about it here and let the world know, too.

Emporio Nomoney

By Victor Cattermole, Asia Pacific Bureau Chief
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Last month I wrote about Elizabeth Liu the billion dollar real estate tycoon in Hong Kong. This month I have dashed across the boarder into China and met with a Chinese business woman who is probably at the other end of the scale.

A thirty minute train ride from Hong Kong, through customs and across the border into China. It’s a simple process unless you are American. Basically if you are traveling on a US passport it takes 2 days to get a visa.

Less than one minutes walk from the border crossing and I enter the Lo Wu shopping center which is in the city of Shenzhen. This shopping mall has over 400 shops per floor and a total of five floors. It is one of many in the area, because of its location this one is a popular spot for tourists.

I head up to the third floor and along to one of the far corners of the building. The trip is exhausting in itself with a continued barrage of “Mr do you want a copy watch” and “Mr cheap Viagra”. What an insult, how old do I look? This whole shopping center appears to mostly sell copy goods, bags, watches, clothing and electrical goods. I learned the tough lesson early on the electrical goods, basically the fakes look great but don’t work.

What's amazing about walking through this place is the relentless attempts to sell goods by these people even when they have observed you turn down ten or more vendors all pitching the same goods. Their never give up attitude is a credit to them and I personally learn a lot from their commitment to the process.

Vicky is in her usual position next to her 1.2 meter square watch stall. From this small $9,000 a month stall the whole family bases their business selling predominantly copy goods. Vicky is the eldest of five children which is unusual in China of course. All 5 children work from the stall and the mother keeps a close eye on whats happening. Vicky’s English is quite good although she never misses an opportunity to learn a few new words.

On the face of it there is nothing that sets this stall apart from the other hundreds of stalls in this centre selling similar goods. What's clear to me is there is no business plan and no banker funding any of these businesses. Looking at it from a western perspective quite seriously how could you. If someone arrived with a business plan to sell illegal goods in amongst other shops all selling the same goods no one in their right mind would provide funding. Despite that these businesses set up and survive.

I am fortunate enough to have known Vicky for about three years and so over that time I have found out a lot about how this business runs.

First of all the rent for the is RMB9,000 per month which is around US$1,250. Maybe not a lot to many of us but to a family in China it’s a fairly big commitment. The average income of a general worker in somewhere like Shenzhen is around RMB2,000 per month.

Whilst talking with Vicky she doesn’t hesitate still to offer her goods to passers by. Any interest means my discussion is dropped and within seconds she has her brothers, sisters and even mother racing around obtaining samples, books and complimentary bottles of water for any potential buyer.

Anyone clearly not local is fair game here as they will generally pay a lot more than a local. A typical sales negotiation on say a copy watch may start at US$300 and end up anywhere as low as US$20. The classic con with watches is that there are three different qualities and mechanisms, the sample is usually the best quality of course, the one the customer walks with is usually the cheapest.

I finally get to ask Vicky some tough questions on what it’s like to do business in China. She and her family work seven days a week, the day starts at 10am and finishes between 10pm and 11pm. She is 25 years old, doesn’t have a boyfriend, no time she says. Her take home pay is nothing, basically all the profit goes to her mother and father and they provide anything she needs.

So all of that is pretty interesting but not that amazing. What is amazing about Vicky is that her clients come from all over the world. She has photos with customers from just about every country you can name and she maintains regular contact with them through email. People in the know who make the trip to Shenzhen walk past vendor after vendor to shop at Vicky’s one square meter store and you have to ask yourself the question why?

It comes down to relationship with her customers, maintaining contact and being honorable in her promises.

Vicky is the only vendor in the whole mall that offers a 12 month warranty and means it. She may not be rich but she is effective, we can all learn a lesson from her.

Relationship Capital can never be destroyed

The Laws of Relationship Capital - Part 5
The Fifth Law

By Adam J. Kovitz, CEO, Editor-in-Chief
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So far in our series on the Laws of Relationship Capital we have learned who and what may possess Relationship Capital, even long after they’re gone (historical figures, fossil fuels). We have learned how both quantity and quality play into the calculation of Relationship Capital. We have learned that Relationship Capital Value can be both positive, neutral or negative and fluctuate with time, depending upon our actions. Furthermore, we have learned that the implications of the first four laws will allow us someday soon to develop a more complete picture of the world around us; past, present and future. And while all this is fine and good, there are many questions left still unanswered, such as “What is the final resting place of all Relationship Capital?” and “What’s the worst thing that can happen in the world of Relationship Capital?” This is where the Fifth Law comes in…

The Fifth Law

Based upon the the first four Laws, the Fifth Law states that:

Relationship Capital can never be destroyed.

Let’s examine the implications...

Old Soldiers

We have stated before that relationships last forever; whether they are recognized or not, they still exist. We have also stated that Relationship Capital Value can have a neutral state (zero) representing a relationship that is unknown, unrecognized, undiscovered, brand new, irrelevant, inert, forgotten and having no recognizable effect whatsoever upon any other Relationship Capital Entity (people, products, assets, business units, authoritative position). Who would have thought that when General Douglas MacArthur said, “Old soldiers never die; they just fade away,” he was making a prophetic statement about the nature of Relationship Capital!

The Effects of Fame/Notoriety

Of course the mere mention of MacArthur’s quote in this publication shows that this sold