BEING THERE WHEN IT COUNTS: How far removed are you?

Being There When It Counts with Rick Itzkowich

One of the most intriguing concepts I have been promoting over the last few years is the idea that you are only one person away from having someone help you recognize your goals and dreams. What would happen to your business enterprise if someone who is highly visible and influential decided to endorse you? Let's say Donald Trump or Warren Buffet, or maybe the executive director of a professional organization with hundreds of thousands of members. Do you see where I am going with this idea?

Two years ago, my company launched a product called QuoteActions. It is a system that allows entrepreneurs, independent contractors and small business owners a way to stay in touch and open conversations with their prized database(s). Our business plan projects 2,000 sales in two years.

However, based on this article's title, there is no reason why this couldn't happen a lot sooner. In effect, all I would need to do is catch the attention of one highly influential person who already does business with my target market(s) This person would also serve the wants and needs of small business owners and/or independent service providers. If they were to endorse my products and services to their clients, I believe the timeframe would be significantly reduced.

Here's the interesting part. Recently I attended my local BNI networking event. One of the visitors sat next to me. We spoke for a few minutes, and he told me that my business sounded interesting. We exchanged business cards and decided to look at how we might be able to work together in the future.

After reviewing my website and my blog, he called to let me know we did in fact have something his firm was looking for. As a partner in a leading business development sales training firm in Southern California, they had been looking for a company that does experiential learning to help their clients. They have a database of over 200,000—all are small business owners, entrepreneurs and service providers.

Imagine what could happen if his company decides to promote and become an affiliate provider of our product? When you combine the database numbers with the credibility this person has with his clients, we could reach our 2,000 goal within weeks. Think about it--if only 1% of their contacts respond positively, it’s a win-win for both companies. I'm not saying this will happen, however, it is now a very real possibility.

We have a tendency to project the future based on what has happened in the past. We often extrapolate numbers based on averages from previous months or years. While this approach seems logical, it doesn’t have to be so. Just remember, you are only one person away from blowing those predictions out of the water.

I don’t know who that person is, or where I will meet them, although sites like TNNW greatly increase my chances. But I do know one thing, the odds that I will find them – or they find me – are greater the more I believe and trust in this process. The mind works like a missile. Once it locks into a target; it finds a way to get there.

In fact, I wonder if YOU reading this article could be that influential person for me!

This Month's QuoteAction is by Author, Larry Bennett

“You're one connection away from being able to change your life.”

Your action for today is to identify three people you want to meet that could add value to your business or personal life and write an intention to have that happen.
Enjoy an Extraordinary Month!

Click *here* to find out more about QuoteActions and some of the other innovative products and services offered by THE NATIONAL NETWORKER.

As the creator of the QuoteActions, a unique relationship building system, Rick Itzkowich finds his articles, podcasts and blog messages regarding keeping your brand "top of mind" in high demand. His latest eBook, Social Networking for Business Profits, uses cost-effective follow up strategies. Rick is also the Co-founder and Vice President of Productive Learning & Leisure, a personal development training company for corporations and individuals. Rick can be reached at rick@productivelearning.com.

For more about Rick Itzkowich, please click here.






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BEING THERE WHEN IT COUNTS: How far removed are you?

CONNECTING IS NOT ENOUGH: Ten Tips to get your referral message across (Part One)

Connecting Is Not Enough with Andy Lopata

Building a strong network to help you generate more business is just the first step in an effective referral strategy. Once you have established and developed relationships with those people in your network, you then need to build their understanding of how they can help you so that they can become effective champions for your business.

This is where so many people fall down. They network relentlessly trying to find the referrals they need when they already have all the necessary connections. They’re just not getting their message across well enough to help their network help them.

If you struggle to get the connections you need from your network, read on. Hopefully the following tips will give you some ideas about how you can change your approach and get your message across in a way that will make it easy for others to refer you.


Tip Number One: Know what your message is


It sounds a bit obvious, doesn’t it? Yet I consistently ask audiences at my talks and delegates on my workshops who their ideal referral is and so few actually have a clear idea. But if you don't know, how can anyone else be expected to understand?

Spend some time working out who your ideal referral is and who you’d like to be introduced to. Your thoughts would naturally turn to prospective clients, yet it may be far more valuable to be introduced to someone who can provide links to numbers of prospects, or add other value to your business. Where do you most need support at the moment for example?

Most businesses have a range of products and services they offer. If this describes you, who are the key connections you need for each revenue stream? Develop a ‘referral mix’, and have a clear picture in your mind of each one, in case the opportunity arises to ask for the connection.


Tip Number Two - Ask the right question of the right person


Once you understand your referral mix, you need to ask people for the referrals they are best placed to offer. After all, different people have different networks.

A few years ago I started writing for The Sun newspaper as a result of a referral from a former top newspaper editor. When he asked how he could help me, I targeted my response to an area I knew he was familiar with and where he was well-placed to help. A little bit of thought can make a huge amount of difference if you then know you are asking the right questions.

You can also do your research in advance in some cases, where appropriate. If you are meeting with a prospective champion and you know referrals may be on the agenda, why not look at their LinkedIn network in advance to see who they know and how they might be able to connect you?


Tip Number Three - Be Specific


If you are struggling to get referrals from people who want to help you, it may be that they simply don’t understand who you want to talk to. That may seem strange to you, but you know your business better than anyone else.

Paint a picture in people's minds of the people you want to meet, companies you want to talk to. The clearer the picture in their mind, the fewer the number of people they know (but above zero!), the more chance there is that they will be able to connect you.

We tend to assume that the more examples of potential referrals we give our champions, the more chance that they will know someone and refer us. However, the reverse is true. The greater the number of potential referrals they can pass, the more filtering they have to do. You have to do the filtering for them

For example, if you sell least cost telephone routing you could ask people for connections to anyone who has a telephone. I’ve heard that request made several times! Yet how much time do you think people would take to make those referrals? Will they speak to everyone they know who has a phone?

It’s unlikely that they would, so they’d have to decide who to talk to. It’s more likely that they’d simply pass on the opportunity to help.

Make it easy for people to follow through and make your request specific and focused. If they know one person and can easily have the conversation, it’s much harder to say no.


Tip Number Four - Ask Directly


I would venture that the most common reason people don’t get referrals from their network is quite simple….they don’t ask for them! It’s often said that if you don't ask you don't get, yet we just sit back and expect our network to refer us.

Many businesses will admit that their best source of new business is word of mouth and recommendations, yet their strategy is a passive one, waiting for customers to refer them rather than asking. However, we are far more likely to talk about negative experiences than positive ones. You need to substantially exceed people’s expectations if you want people to refer you on their own initiative.

Don't assume people know how to help you, or even think about doing so. Look at your closest network and best clients and ask yourself who would be happy to help you but who you've never asked. Sit down with them and explain the connections you are looking for and ask for their help. If you’ve selected wisely you should be delighted with the results.


Tip Number Five - Put yourself in others' shoes


The very nature of referrals dictates that, more often than not, you won’t be present when the referral takes place. It’s important for you to anticipate the conversation between your champion and prospect and prepare your champion with the information they’ll need.

After all, you can’t simply expect your champion to ask the other person if they’d like to meet you without the prospect asking why!

A common mistake is for people seeking referrals to explain why they want to meet or work with a prospect. They are only seeing things from their own perspective. The hard truth is that your prospect doesn’t care about what you want. They are interested in their own needs and self-interest.

More specifically, if they are going to want to speak to you, they need to perceive that they have a problem you can solve. After all, we are in business to solve people’s problems.

Help your champion understand how to communicate the problem your prospect is facing, the solution you offer and how they will then benefit from the eradication of that problem. If you can get that right, you won’t need to be there to make the sale.


Next month, in the next five tips, we’ll look at the importance of keeping things simple, telling stories patience and managing your reputation.

-------------------------------------------------------------------------------------

Are you struggling to put an effective networking or referral strategy into place? Do you want to know more about how to ensure you get the maximum possible return from your networking?
Andy's new Audio programme 'Networking in Ninety Minutes' will give you the tools you need to make the most from your networking. Available in CD or mp3 format here.
Andy Lopata's newsletter archive
Andy Lopata's LinkedIn profile
Join Connecting is not Enough - Andy Lopata's Facebook Page


For more information, please visit Andy's TNNW Bio.





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CONNECTING IS NOT ENOUGH: Ten Tips to get your referral message across (Part One)

BLUE THING #10: BACKTALK: Comments From Our Readers

NEW: At the bottom of every TNNW article, we now feature a "click-on" COMMENT ON THIS ARTICLE button. We want your opinion on every article and every author! Push our buttons. Spark us. Inspire us. Interact with us. Please!

Be a part of our growing GICBC -- our GLOBAL INTERNETWORKED COOPERATIVE BUSINESS COMMUNITY.




Here are some of your comments on our recent TNNW articles:


Ron Sukenick: Beyond Networking: Being
Networking is not like what used to be

"Ron, I agree with you that networking principles have really changed over the past decade (or two). And I'm glad to see that you also recommend the book Networking Like a Pro by Ivan Misner. Lots of great tips that reflect your insights and a practical networking system for daily action. "http://ivanmisner.com/books.html"
- Kate DuBois




Peter Biadasz: The Write to Excite!
What Do You Want In 2010?

"My greatest victory in 2009 was the pleasure of meeting Peter Biadasz. He not only taught me how to market my first book but gave me the push I needed to make it a success. I will be forever grateful to him for his kindness, having faith in my work, his emotional support and for his professionalism in publishing my book Sweet Home Acres! "Thanks Peter"
- Mr. Mosezickle Pitts II, mosezickle@yahoo.com

"nice article Pete...."
- "Gonzo"




Douglas Castle: (from Douglas' personal blog)
Douglas Castle's Breakthrough - The Fastest Way to Qualify a Prospective Client!

"This is spot on. Rather than qualifying prospects, I suggest trying to dis-qualify them and then concventrate on theose you could not disqualify"
- Roy Sequeira, roy@sequeiraconsulting.com, http://www.sequeiraconsulting.com





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BLUE THING #10: BACKTALK: Comments From Our Readers

BLUE THING #9: This Week's Top Buzzed Items and Terms

New! We've added a new feature at the bottom of this blue quadrilateral of vast wisdom -- it is a Tag Cloud (produced for us by Tag Crowd) of this week's most frequently occuring terms. Have a go at it!


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Newly improved, enriched and more easily-navigable format. Try it. Please. You'll like it. 1/11/2010.


Did you know that several hundred people (we use the term "people" loosely) have already picked THE NATIONAL NEWSPICKER gadget to adorn their websites, blog pages and newsletters? Our goal: 100,000 viewings per day. Join us, please. Choose your news! THE WORLD IS GOING GREEN.


Better grab this gadget before Christmas (extended deadline!) for mounting on your blog, website, newsletter, homepage, social media profile, twitterfeed, refrigerator, cinderblock and your bathroom mirror (use duct tape, as it withstands the humidity). Why? You need news. We have it all. And...after November 1st, you will no longer be able to grab this gadget; you'll have to go directly to the page. It's not funny. Do it. Don't just blow us off as idiosyncratic, uncultivated clowns - this PICKER is POWERFUL.

Think about this: 20 minutes each day to be the smartest person in any meeting (or at least seem like it).


THE NATIONAL NEWSPICKER PAGE - The wearin' o' the green. 'taint just blarney, Old Son. Sing along if you know the song..."everybody's doin' it, doin' it, doin' it..."


Here's our Tag Cloud for this week. Click on any listed item for access to all the news available regarding that term!

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BLUE THING #9: This Week's Top Buzzed Items and Terms

NETWORKING SUCCESS: New To Networking? No Problem!

Networking Success with Ivan Misner, Ph.D.

Build Your Networking Skills, One Step at a Time


As a business owner, one of your primary goals is to continue to fill your pipeline with new business. One of the most cost-effective ways to do this – particularly for a smaller business – is through networking. Before you can begin to be an effective networker, it’s important to identify some of the strengths and skill sets that you bring to the table as a business professional.

* Are you a “people person”?
* Do you enjoy public speaking?
* What kind of professional background did you have before starting your business?
* How long have you lived in the area where you do business?
* What other natural skills do you have (such as time management, staying organized, keeping clients focused) that don’t fall directly into your business expertise but are valued by people?

One of the biggest roadblocks to networking is the fear that being more of an “introvert” impedes any successful attempts at trying to network. In fact, it’s a question I get quite frequently: “How do I network if I’m not a naturally outgoing person?”

Go ahead and breathe a sigh of relief—because you don’t have to become Mr. Public Speaker, Person About Town, to be a successful networker. Most business people, given a little real-world experience, naturally develop a certain level of comfort in dealing with customers, vendors, and others in their day-to-day transactions. Even people who are not gregarious or outgoing can form meaningful relationships and communicate.

Over years of teaching people the art of networking, we’ve found many techniques that can make the process a whole lot easier—especially for those who consider themselves a bit introverted. For example, volunteering to be an ambassador or visitor host for a local business networking event can be a great way to get involved without feeling out of place.

Think about it. When you have guests at your house or office, what do you do? You engage them, make them feel comfortable, perhaps offer them something to drink. What you don’t do is stand by yourself in the corner thinking about how you hate meeting new people.

By serving as a visitor host at your local chamber event, you effectively become the host of the party. Try it! You’ll find it much easier to meet and talk to new people.

Online Networking: Building Your Social Capital at Your Desk

If it is taking you a bit longer to get used to face-to-face networking, remember that thanks to technology’s continuing advances, you can also network without ever leaving your desk – online networking is a very effective way to connect with potential clients and referral sources.

Computer technology and the growth of the Internet have made it easier than ever before to connect with large numbers of people. Online networking gives you broad reach at low cost and effort. What it doesn’t do, however, is provide a forum where relationships can deepen naturally. The nature of the medium strips out communication cues such as facial expression, tone of voice, and body language, restricting communication to the verbal. This is why emoticons were invented—to help convey whether one is happy :D, angry ):o, or perhaps just joking ;). Text messaging on mobile phones is even dicier; sometimes THX C U L8R just doesn’t do it for gratitude.

Online networking has a rude etiquette all its own. Communications are more direct and blunt, less polite, and this often comes across as aggressiveness. It’s easy to get “flamed” online—that is, encounter open hostility—when you’re chatting or messaging invisibly behind the curtain of cyberspace. In person, social norms dictate more restraint.

This is one reason it’s usually better to use online networking with people only after you’ve established a relationship with them by traditional means. To develop trust, respect, and true friendship, it’s hard to beat in-person conversation and the occasional handshake or pat on the shoulder.

Offering Advice to Break the Ice

So we’re back to the challenge of doing some face-to-face networking when you haven’t had much practice at it, or are not sure how to “break the ice.” To get you started, you might want to try offering some free professional advice.

Let’s say you’re a real estate agent talking with someone at a networking event who, although not ready to buy a home today, is heading in that direction. You could say something like this:

Well, I know you’re not interested in buying a home right now. But when you’re ready to start looking, I’d highly recommend checking out the north part of town. A lot of my clients are seeing their homes appreciate in the 10 to 20 percent range, and from what I understand, the city is thinking about building another middle school in that area.

See how it’s possible to offer some value-added advice without being too salesy? A statement like this acknowledges that your prospect is not currently in the market (first sentence) but still demonstrates your expertise, so he will remember and perhaps contact you when he’s ready to move.

This model works for just about anyone in a service-based industry in which knowledge is the main product. If you’re a marketing consultant, give your prospects a couple of ideas on how they can increase the exposure of their business. Don’t go overboard; maybe a technique you read in a magazine or tried with one of your clients. Just give them something they can “try on” to see if it works.

Not only will this open up a good conversation with the person (while you’re out networking), but if you play your cards right, who do you think they’ll go to when they’re in need of your kind of service? When it comes to building rapport and creating trust, nothing does it better than solid, helpful information provided out of a genuine concern for the other person.

Become a Trusted Source for Quality Referrals and Contacts

Another way to ease into networking is to provide a referral or contact. This could be a direct referral (someone you know who’s in the market for this person’s services) or a solid contact (someone who could help in other ways down the road). Let’s say you’re networking and you run into a person who owns a printing shop. You talk for a while, you hit it off, and even though you don’t know of anyone who’s looking for this person’s selection of print services right now, you’d like to help him out. So you say:

Jim, I don’t know of anyone who’s actively in the market for printing services right now, but I do have someone who I think could be a big help to your business. Her name is Jane Smith, and she’s a marketing consultant. I know a lot of her clients need business cards, flyers, and things like that printed, and while I don’t know if she has a deal on the table right now, I think you both would really hit it off if you got together.

You see how easy that was? You stated right up front you don’t know of anyone in the market right now. You then followed up by saying you do know of someone who you think could help and briefly described how. Chances are, this will sound like a good idea to your new contact.

Being new to networking does not have to be a barrier to building and maintaining relationships that will help grow your business. Simply identify your professional skill set and make it work for you: Volunteer to be a presenter or host at a local chamber, civic, or networking event; offer professional advice as a way to develop a new relationship; and be willing to share your valuable relationships with others so they will identify you as a go-to person for trusted referral sources. Before you know it, you won’t remember a time when you were anything but a solid, professional networker.

Called the “father of modern networking” by CNN, Dr. Ivan Misner is a New York Times bestselling author. He is the Founder and Chairman of BNI (www.bni.com), the world’s largest business networking organization. His newest book, Networking Like a Pro can be viewed at www.IvanMisner.com. Dr. Misner is also the Sr. Partner for the Referral Institute, an international referral training company (www.referralinstitute.com).

For more information, please visit Ivan's TNNW Bio.






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NETWORKING SUCCESS: New To Networking? No Problem!

BLUE THING #8: Great Websites and Blogs to Explore

HAVE A LOOK AT THESE INTERESTING WEBSITES!

BUT FIRST, our newest service is up and live. Yes...it's alive! BUZZWORKS! Visit at http://tnnwc-tnnwbuzzworks.blogspot.com .

http://www.fanwing.com/
http://www.exploratorium.edu/cooking/convert/measurements.html
http://www.timburton.com/
http://www.usersmanualguide.com/
http://antwrp.gsfc.nasa.gov/apod/image/0011/earthlights_dmsp_big.jpg
http://www.showersong.noisegames.com/
http://www.restaurantrow.com/
http://www.geohive.com/
http://postarchives.entensity.net/040105/scam.htm
http://TheInternationalistPage.blogspot.com
http://braintenance.blogspot.com/

NOTE: Sites are selected based upon merit by an unbiased* panel of judges. Regrettably, we cannot accept payment for the placement of your site here. Darn.

*At least in their own opinion.





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BLUE THING #8: Great Websites and Blogs to Explore

BLUE THING #7: Most Memorable Quote of the Week

Brought to you by The National Networker and QuoteActions.


"You've reached middle age when all you exercise is caution."

- An Unknown Author

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BLUE THING #7: Most Memorable Quote of the Week

BLUE THING #6: Featured Deal of the Week

Featured Deal of the Week is brought to you by The National Networker, CEO Space Northeast and Rob Adams (pictured below).

TO ALL OF OUR TNNW READERS:

Would You Like To Have Your Company Featured Here?

Whether or not you belong to CEO Space (which you should), you are invited to tell us about your Greatest Deal for our consideration. If it's truly great, we'll write it up! Your victory will be seen by and shared with thousands and thousands of readers and prospective customers and clients. Simply write to info@TheNationalNetworker.blogspot.com

April Morris has a big WIN with THINgloss

April has a great win! She finally received the date from producers. She will be on ABC Television's hit show "Shark Tank" on Fri. Feb. 5th 9pm EST. (Check local listings for times.) April says: “CEO Space really helped me to prepare for going in front of the Sharks.” WWW.expresseffects.com

April Morris, Express Effects Cosmetics

Judy Gregorek with A Big Hair Curling WIN for Rollers On The GO

Judy Gregorek was elected to the position of executive fund-raising chairperson for Y.E.S.! Dress for Success NY. This is an organization that she has wanted to align with her business: Rollers on the Go in order to help empower woman and feel good about themselves as the matriculate back into the work force. This worldwide organization helps woman who have had financial and personal setbacks by giving them an interview suit. Judy accepts this position as an honor and privilege to work with woman to help rebuild their lives through Dress for Success and Rollers on the Go http://www.facebook.com/pages/Rollers-On-The-Go/109084292295 and http://www.rollersonthego.com/

Kemi Fadojutimi WINs with Eric Lofholm on blog talk radio

Eric Lofholm will be interviewed by Kemi Fadojutimi on her blog talk radio show next Saturday 23, 9:30am to talk about how to sell in the new economy.

www.blogtalkradio.com/dare2dream Scheduled for 1/23/10 @ 9:30am

Chris Tibbitts and American Credit Information Bureau WINS by saving homes from foreclosure

We secured a new provider of ID theft and credit monitoring services and I personally helped save 23 people’s homes from foreclosure this week. Company-wide we saved over 250 from foreclosure.

www.PatriotLawFirm.com
www.ProLoanModifiers.com
www.TrustFinances.com

Massive WINS for Janelle Rush and NS Minerals

* We've added two members to our team that are a perfect fit timing wise and personality! One used to be a scientist for the government and worked for the FDA and has a technology of programming energy signatures into trace minerals that will go in all of our product lines (make up and health drinks).
The other is a logistics expert with 16 years experience in production and management and is widely connected with manufacturers and distribution companies and found us our perfect match. He also has amazing organization attributes and company technology that decreases a lot of overhead.

* We've been conferencing with the management we need (found at CEO Space) and his skills are a perfect fit. He is definitely a missing link! He has taken a company that was near bankruptcy to an 80 million dollar company in 9 months. His expertise and affiliations were just what we needed to get things moving much much faster!
Our vision is big, and we wanted someone on board with that, that knew how to take every step necessary to get there... efficiently! And he's got all of that and more!

* For 3 years we've been working with the men who took Noni and Xango to Europe and got them 40 million in profit a month. They are vastly connected at spreading MLM's. They want to take our makeup line and health drinks and do the same thing in Europe. They think they can make ours much profitable due to its quality and innovation.

* Everyone is flying out in two weeks to present to TWO different million dollar investors that are very interested out here in Utah. And a THIRD million dollar investor just got interested.
Although one has already said he would definitely invest (1 Million or more).

* Possible allegiance that with give us an A-list celebrity backing.

* QVC representative has strong interest, will present mineral cosmetic products to them in the coming months.

* Talked worked out a fair deal (price) with our only expensive material.

* The Consulate of a country is very interested in making a multi-million dollar purchase for a revenue opportunity for his 300,000 widows and their consultant system!!! (with the mineral cosmetics)

* Daily multiple inquiries of wholesale opportunities.

* Highly exclusive A-list celebrity eco-lounge wants our makeup line as the sponsor. Not doing it this year but they want us definitely for next year.

* Trace Minerals that we'll be adding to our cosmetics will actually improve the skin.

http://www.facebook.com/l/788b8;www.nsminerals.com

www.nsminerals.com

Orna (Banarie) Walters and husband Featured on Joy of Love & Life Radio

Thursday, January 21 Orna Walters and her husband will be featured on Joy of Love & Life Radio - Couples who dedicate themselves to Soul & Service: http://ow.ly/VtUV. Anyone can tune in via the internet.

Orna Walters, Life Purpose Coach, www.lifepurposelifelesson.com

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BLUE THING #6: Featured Deal of the Week