Are You Listening??? | BNI

“And in a world where we have too many choices and too little time, the obvious thing to do is just ignore stuff.”-Seth Godin, marketing expert and bestselling author

Regardless of which marketing/sales vehicle you use, you have a problem. You might be doing print ads or direct mail or email or presenting to a BNI chapter…doesn’t matter. The problem that you have in the year 2011 is that people generally are not LISTENING. Yup, as Seth Godin suggests, you are being ignored. Depending on which expert you listen to, an estimated 3000 to 3500 marketing messages vie for people’s attention daily. How do they cope with that? They tune it out, of course.

This is fine if you are the consumer, but what if you are the business owner trying desperately to get your message to the right audience about the great product or service you have? Is your effort hopeless?

What if I told you I had a solution to the’ tuning out’ problem? What if there was one simple thing you could do, no matter what vehicle you used to send the message that would increase the number of people who actually read or listened to it? Would you be interested in that solution?

Actually the solution was in what I just did to get you to read this paragraph. In a word- ‘curiosity’. Building curiosity in the people you are ‘talking’ to is probably one of the best ways to get them to pay attention. If a question is intriguing to the listener, they will hang on your every word. A person may or may not buy or refer after hearing your message, but we know for sure that they cannot make that decision until they first GET the message.

A good writer understands this and hiring an expert copy writer for a big marketing project is usually a good idea. But there will be situations where that is not possible and it is up to you to become better at it. I find that I can learn a lot from the stories in newspapers. Recently I picked up my local paper, THE VALLEY BREEZE. Publisher Tom Ward writes an editorial in each issue of this weekly paper and his headline in this issue asked: “Are our freedoms nearing ‘extinction’?” (Valley Breeze, Editorial Section, June 30, 2011). The question drew me in. Will the changes the country is going through affect our freedoms? A good question, so I read on. The next part of the article was a wonderful quote by Ronald Reagan:

“Freedom is never more than one generation away from extinction. We didn’t pass it to our children in the bloodstream. It must be fought for, protected and handed on for them to do the same, or one day we will spend our sunset years telling our children and our children’s children what it was once like in the United States where men were free.” -Ronald Reagan, 40th president of the United States

The rest of the article was well-written and thought-provoking. You may have even noticed that I tried to use a similar format in this article. The point here is that you can take a lesson from the article you liked when writing or speaking for your business. You might start by asking that intriguing question. The very best question is the one that is actually already being asked inside the mind of the listener. If the medium is appropriate, you might consider adding a quote to give more insight as to where your message is heading. The quote, especially from a known person or expert, also adds a bit of credibility to the piece (especially if you are not a known expert yourself).

Lastly, remember that your message should be relevant to NOW…why did you choose that message to be delivered now? In Tom Ward’s case, he wrote the article in Fourth of July issue of his newspaper. That is what I call ‘public timing’. In other words, the birthday of our country is being celebrated so the country (and what we stand for) is automatically on the minds of many of his readers. When he asks about freedoms in our country, well that type of question may resonate. This stuff happens in marketing and advertising all the time. Since I am writing this at the end of July, you can bet that in a month or so we will be seeing those ‘back to school’ themes all over the place. And the reason of course, is that it works. Timing, as they say, is ‘everything’! So here are three things you can use to make sure your message is heard:

1. Build curiosity- the best question to ask is the one already in the mind of your audience.
2. Build credibility- if someone of note has a statement or fact that backs you up, use it.
3. Base your message on current events -or the time of the year to make it relevant and already in the ‘public consciousness’.

Remember, it is your job to entice people to REALLY listen. Most marketing messages fall on deaf ears because they are boring. Eradicate boring and watch your business grow!

Bob Salvas is a marketing consultant, independent distributor for SENDOUTCARDS and a director in BNI. bob@successmail.net 401-359-1602 www.sendoutcards.com/bobsalvas

---

BNI
With over 5,500 active chapters, and over 100,000 members throughout every populated continent worldwide, BNI is the largest and most successful business referral organization in the world. BNI was founded in 1985 by Dr. Ivan Misner and the organization, which allows only one person from each profession to join a chapter, offers members the opportunity to share ideas, contacts, and most importantly, referrals. Last year alone, members of BNI passed 6.2 million referrals, generating 2.6 billion dollars’ worth of business.

For more information on BNI, please visit http://www.bni.com/ or call BNI Headquarters at 909.608.7575.

Links:
~ BNI Store - http://store.bni.com/
~ Blog - http://www.networkingnowblog.com/
~ BNI SuccessNet Newsletter - http://www.bnisuccessnet.com/
~ BNI Twitter page - http://twitter.com/BNI_Official_Pg
~ BNI Facebook page - http://www.facebook.com/BNIOfficialPage
~ NetworkingNow - http://www.networkingnow.com/

---

Powered By TNNWC Group™

For complete tactical and strategic business planning, marketing, media, lead-generation, technological and capital resources, scalable solutions and tools to support every entrepreneurial start-up, young enterprise, small- to medium-sized business and emerging high-growth company, talk to the Advisors and Experts at TNNWC Group, LLC. We are a collaborative entrepreneurial, creative organization offering you hands-on, personalized assistance in every aspect of achieving your monetization, profitability and financial sustainability objectives, domestically and globally. We don’t just “coach” you or offer you pre-packaged, push-button solutions – we listen to you, analyze your exact needs, and work within your scale of operations and your budget to: (1) create your optimal tool kit , and (2) work as your partner (with our sleeves rolled up) to implement your plan by supporting you in the most efficient and productive use of every tool. Visit our website, which is located at http://www.TNNWC.com To receive your Free Subscription to our critically- acclaimed business newsletters, publications, information bulletins and alerts, simply join us as a Member. Two of our most widely-read publications include The National Networker (TNNWC) Weekly Newsletter, and The BLUE TUESDAY Report. Every Subscriber automatically receives Free Membership. Membership will grant you access to our unique suite of business planning, business-building, business promotion, business cost-reduction, business capitalization and strategic planning services, as well as entry to our expert management consulting services. These benefits are unequalled anywhere. Just go to our home page, and click on the “JOIN US” button. Find out about what WE can do for YOUR growing enterprise -- we are recognized advocates, champions, thought-leaders, writers and keynote speakers on such timely subjects as social networking and relationship-building, traffic -building, social media buzz, branding, developing international trading and joint venture relationships -- and structuring and obtaining alternative forms of capitalization. We are on top of every significant business, regulatory, technological, social and consumer trend worldwide. At TNNWC, we have a specific orientation: We Solve Problems. We Help Our Clients To Achieve Their Goals And Objectives. Prosperity. Peace. Collaboration. Sustainable Solutions For Continuous Growth™. Subscribe. Join Us. Visit Us. http://www.tnnwc.com/. You can access our free supplemental RSS FEED by clicking *HERE*
Forward/Share This Article With Colleagues And Social Media:

Are You Listening??? | BNI

Don’t Wreck Your First Meeting | BNI

I was sitting in a hotel lobby playing with my phone and jotting down notes from an email. Pretty much I was making time for my next appointment to happen. As usual, I show up at least 10 minutes early to make sure I’m ready to go. The clocked ticked by 10, 15 then 20 minutes past the hour we were suppose to meet when I realized they were going to be a “no show”. While I sat there I had called and sent off an email letting them know I was waiting with no reply. At that slightly sizzled moment, I was inspired to write an article on the absolutely worst things you can do on a first business meeting. Here are 4 things that you must not let happen.

1) NO SHOW. Completely missing a meeting because you forgot, wrote the wrong appointment date or had something better to do, will completely discredit you with the person you were to meet. I don’t think there is anything you can reasonably do to recover from this one except to write a loving apology note and hope it will do some damage control from them bad mouthing you every opportunity they have. If an emergency happens, call your contact immediately to explain and offer to meet them anytime, anyplace at their convenience. You might get a second chance.

2) SHOW UP LATE. You are allowed up to 5 minutes late when you are running behind schedule but you have to call your contact to tell them you are going to be late. Later than that and you will run into the potential problem of lowering your perceived professionalism in the eyes of others. If someone is irritated that you made them wait then your message and purpose for your meeting will not have the best outcome. Simple solution; plan for potential delays and get there early.

3) OFF COLOR HUMOR. I have a knack for making people feel at ease and comfortable. But in the past, some people have mistaken this for a “green” light to throw out some slang, off-color remarks of a racial or sexual nature or actually tell me vulgar joke. No matter how comfortable and connected you feel during the first meeting, it is never advised to go down this path. Conversing with your potential referral partner or client like you might do with your golf buddies could potentially blow up in your face and again reflect very poorly on your integrity. Keep your “filter” in check to make the best impression.

4) ONLY TALK ABOUT YOURSELF. Recall the purpose of your initial business meeting. You may be there to sell a client on your products or services, connect with a potential referral partner or expand your professional network with someone who is well connected in the community. Don’t use this opportunity to dominate the conversation and only talk about yourself or even your services. You will bore people and send out the message that you only value yourself and not them. I always recommend starting off with asking about what they do, what their business is about, what they think about the industry, etc. Show interest in them, take notes and interject your views and knowledge as the conversation flows. The scale should be tilted toward them and eventually it will come back toward you because they will also realize they have been doing all the talking and want to know more about you. This will be the perfect opportunity to promote what you have to offer.

You have successfully scheduled a meeting with someone that can expand your career and grow your business; the effort of finding them and asking for an appointment is complete. But there are still some big pitfalls which have to be avoided if you want your connection to be as successful as possible. Don’t ruin your hard efforts with one careless mishap.


Lester Salvatierra is a Finance Broker and Director of First U.S. Finance (http://www.FirstUSFinance.com). He helps small to mid-size companies get the money they need to lease or finance new equipment and special projects. He is also a BNI Area Director in Ventura County, CA. Lester@FirstUSFinance.com Ph: 805-217-9896

---

BNI
With over 5,500 active chapters, and over 100,000 members throughout every populated continent worldwide, BNI is the largest and most successful business referral organization in the world. BNI was founded in 1985 by Dr. Ivan Misner and the organization, which allows only one person from each profession to join a chapter, offers members the opportunity to share ideas, contacts, and most importantly, referrals. Last year alone, members of BNI passed 6.2 million referrals, generating 2.6 billion dollars’ worth of business.

For more information on BNI, please visit http://www.bni.com/ or call BNI Headquarters at 909.608.7575.

Links:
~ BNI Store - http://store.bni.com/
~ Blog - http://www.networkingnowblog.com/
~ BNI SuccessNet Newsletter - http://www.bnisuccessnet.com/
~ BNI Twitter page - http://twitter.com/BNI_Official_Pg
~ BNI Facebook page - http://www.facebook.com/BNIOfficialPage
~ NetworkingNow - http://www.networkingnow.com/

---

Powered By TNNWC Group™

For complete tactical and strategic business planning, marketing, media, lead-generation, technological and capital resources, scalable solutions and tools to support every entrepreneurial start-up, young enterprise, small- to medium-sized business and emerging high-growth company, talk to the Advisors and Experts at TNNWC Group, LLC. We are a collaborative entrepreneurial, creative organization offering you hands-on, personalized assistance in every aspect of achieving your monetization, profitability and financial sustainability objectives, domestically and globally. We don’t just “coach” you or offer you pre-packaged, push-button solutions – we listen to you, analyze your exact needs, and work within your scale of operations and your budget to: (1) create your optimal tool kit , and (2) work as your partner (with our sleeves rolled up) to implement your plan by supporting you in the most efficient and productive use of every tool. Visit our website, which is located at http://www.TNNWC.com To receive your Free Subscription to our critically- acclaimed business newsletters, publications, information bulletins and alerts, simply join us as a Member. Two of our most widely-read publications include The National Networker (TNNWC) Weekly Newsletter, and The BLUE TUESDAY Report. Every Subscriber automatically receives Free Membership. Membership will grant you access to our unique suite of business planning, business-building, business promotion, business cost-reduction, business capitalization and strategic planning services, as well as entry to our expert management consulting services. These benefits are unequalled anywhere. Just go to our home page, and click on the “JOIN US” button. Find out about what WE can do for YOUR growing enterprise -- we are recognized advocates, champions, thought-leaders, writers and keynote speakers on such timely subjects as social networking and relationship-building, traffic -building, social media buzz, branding, developing international trading and joint venture relationships -- and structuring and obtaining alternative forms of capitalization. We are on top of every significant business, regulatory, technological, social and consumer trend worldwide. At TNNWC, we have a specific orientation: We Solve Problems. We Help Our Clients To Achieve Their Goals And Objectives. Prosperity. Peace. Collaboration. Sustainable Solutions For Continuous Growth™. Subscribe. Join Us. Visit Us. http://www.tnnwc.com/. You can access our free supplemental RSS FEED by clicking *HERE*
Forward/Share This Article With Colleagues And Social Media:

Don’t Wreck Your First Meeting | BNI

The Secrets to Success for Your Next Mixer | BNI

We go to networking events month-in and month-out and for many of us, year-in and year-out with only marginal results. Sure, we meet great people and even enjoy ourselves some of the time but we’re not building our business with the original intention we had when we started. What happened? Why didn’t our strategy work and why aren’t we trying to do something to change it? The problem is we don’t have a system or specific method to be successful. General networking ideas and techniques are not good enough because you need a specific step-by-step outline of exactly what to do to acquire the results you have envisioned. I know a method that works because I practice it almost weekly; how well it works for you will depend on how you execute each step and on that intrinsic determination you have to be successful at network marketing.

Here are 5 steps for immediate positive changes:

1) Show up at the event early; 15-20 minutes early will allow you to meet the host, offer your assistance and chit chat about key people they invited to the mixer. Make sure to ask for an introduction if they mention someone on your referral partner or client list. Since you showed up early, the host will take you seriously and most likely be happy to make the connection for you.

2) Position yourself near the front entrance on the inside of the room; people will be checking in, getting their name badge or signing a guest list. Take on the roll of visitor host and greet everyone coming through the check-in area; at this point all you want to do is introduce yourself and quickly exchange business cards. Then tell them you will chat with them later once you’ve said hello to a few friends. Fast, brief introductions are appropriate here since they will also want to “settle in” to the event.

3) After 20-45 minutes (depending on the length of the mixer) of playing visitor host, take a bathroom break and survey the business cards you’ve gathered. I like to make a quick note on the back of each card when people give them to me which rates how important they are to connect with later. “5” is a high level partner or client, “4” is a strong potential, “3” possibly a good referral partner, “2” may be good resource for other groups or services and “1” no real synergies. I group 3-5 of my highest rankings and set out to speak with them again.

4) I keep my second conversations to 3-5 people because otherwise you will lose focus, run out of time and your poise may not be 100% if you ramble on with a dozen different people. Your goal is to make a quality contact for a future meeting and present yourself as a true professional.

5) The real secret to making a meaningful connection is to ask 2 critical questions, “how can I help you?” and “what is the ideal client for your business?” Then sit back and listen but keep your partner focused. Jot down notes on the back of their card and summarize back to them what they tell you. Make this mini-meeting about them and their needs. They will love that you’re actively listening, taking notes and interested and they will inevitably ask about your business as well. Describe your business briefly and tell them where you might fit into their business strategy. It can be a loose fit or a very strong one but make some type of connection. Creating a “reason” to work together will build a case for your second one-on-one meeting where you can go into much more detail. During this stage, each conversation should take 10-12 minutes maximum which will leave you open ended areas to discuss the next time.

These sequential first 5 steps will provide a game plan to use at any networking event. It will outline a method to connect with the most valuable people, learn about their business, create a positive first impression and set up the groundwork for meeting again and working together into the future.


Lester Salvatierra is a Finance Broker and Director of First U.S. Finance (http://www.FirstUSFinance.com). He helps small to mid-size companies get the money they need to lease or finance new equipment and special projects. He is also a BNI Area Director in Ventura County, CA. Lester@FirstUSFinance.com Ph: 805-217-9896

---

BNI
With over 5,500 active chapters, and over 100,000 members throughout every populated continent worldwide, BNI is the largest and most successful business referral organization in the world. BNI was founded in 1985 by Dr. Ivan Misner and the organization, which allows only one person from each profession to join a chapter, offers members the opportunity to share ideas, contacts, and most importantly, referrals. Last year alone, members of BNI passed 6.2 million referrals, generating 2.6 billion dollars’ worth of business.

For more information on BNI, please visit http://www.bni.com/ or call BNI Headquarters at 909.608.7575.

Links:
~ BNI Store - http://store.bni.com/
~ Blog - http://www.networkingnowblog.com/
~ BNI SuccessNet Newsletter - http://www.bnisuccessnet.com/
~ BNI Twitter page - http://twitter.com/BNI_Official_Pg
~ BNI Facebook page - http://www.facebook.com/BNIOfficialPage
~ NetworkingNow - http://www.networkingnow.com/

---

Powered By TNNWC Group™

For complete tactical and strategic business planning, marketing, media, lead-generation, technological and capital resources, scalable solutions and tools to support every entrepreneurial start-up, young enterprise, small- to medium-sized business and emerging high-growth company, talk to the Advisors and Experts at TNNWC Group, LLC.

We are a collaborative entrepreneurial, creative organization offering you hands-on, personalized assistance in every aspect of achieving your monetization, profitability and financial sustainability objectives, domestically and globally.

We don’t just “coach” you or offer you pre-packaged, push-button solutions – we listen to you, analyze your exact needs, and work within your scale of operations and your budget to: (1) create your optimal tool kit , and (2) work as your partner (with our sleeves rolled up) to implement your plan by supporting you in the most efficient and productive use of every tool.

Visit our website, which is located at http://www.TNNWC.com


To receive your Free Subscription to our critically- acclaimed business newsletters, publications, information bulletins and alerts, simply join us as a Member. Two of our most widely-read publications include The National Networker (TNNWC) Weekly Newsletter, and The BLUE TUESDAY Report. Every Subscriber automatically receives Free Membership.

Membership will grant you access to our unique suite of business planning, business-building, business promotion, business cost-reduction, business capitalization and strategic planning services, as well as entry to our expert management consulting services. These benefits are unequalled anywhere.

Just go to our home page, and click on the “JOIN US” button. Find out about what WE can do for YOUR growing enterprise -- we are recognized advocates, champions, thought-leaders, writers and keynote speakers on such timely subjects as social networking and relationship-building, traffic -building, social media buzz, branding, developing international trading and joint venture relationships -- and structuring and obtaining alternative forms of capitalization. We are on top of every significant business, regulatory, technological, social and consumer trend worldwide.

At TNNWC, we have a specific orientation: We Solve Problems. We Help Our Clients To Achieve Their Goals And Objectives. Prosperity. Peace. Collaboration. Sustainable Solutions For Continuous Growth™.

Subscribe. Join Us. Visit Us. http://www.tnnwc.com/.

You can access our free supplemental RSS FEED by clicking *HERE*

This blog post format is Copyright © Douglas E. Castle, with all rights reserved.

About Douglas E. Castle

Forward/Share This Article With Colleagues And Social Media:

The Secrets to Success for Your Next Mixer | BNI

Leaders Don’t Blow Up Under Pressure | BNI

Things don’t always work out as planned; as a matter of fact, they rarely do. I think most of us are clearly aware of that yet when faced with adversity, particularly in a business situation; some don’t react in the most positive way. Actually, some people completely lose their cool and become hostile, aggressive and demeaning. When reactions sink to this level, it tells others that this might be their default mode for handling all stressful situations. The inability to deal with challenges means you cannot provide the best service to your clients nor promote tranquility and teamwork amongst your peers and employees. Plainly, you fail as a leader.

I recently worked with a vendor to finance a project for their client. I communicated regularly with the client and vendor at each step of the way while executing the numerous documents a business finance normally requires. The process calls for patience and an open communication channel so everyone knows the status. If you have ever refinanced your home, then you know what I’m talking about. At the end of the deal, the vendor became very impatient insisting that the lender inspect the work performed so they could get paid. This phase can take several days to a week yet after the second day, the vendor called me to threaten the lender with taking their business elsewhere. The vendor lost their composure, reacted poorly and alienated me and the lender with their antics.

What was gained by this behavior? Nothing, what was lost? The trust of all parties involved which will never again work together. In business, you will find yourself with all types of issues like work being finished late, the slow processing of documents, poor execution, schedules not meeting deadlines, etc. The success we achieve in business and as leaders will be determined directly on how we learn to cope with inevitable issues and how well we improvise. Will blowing up, venting to everyone around us and chewing out the most convenient person build trust, integrity and good will for your reputation and company?

Consider these steps when things do not go as planned and the tension builds:

1) Take a deep breath and step momentarily away from the situation. In the heat of the moment, you will not see the total picture and may overreact to things which later may seem incidental. Things that work for me include a visit to the gym, go for a jog, play with your dog or call a friend to chat about something unrelated.

2) Once away from the stress and you are ready to re-engage, think through a plan of action. Evaluate the alternative choices on how to handle the challenge or roadblock and shoot for an outcome in which the parties involved will win or at least keep their dignity. My firm belief is if someone has failed you completely then separate yourself from them but do it without crushing them.

3) Execute your action plan with a slow, controlled demeanor and speak softly and evenly. Don’t let the stress allow your mouth to run off without you and stay in complete control. Undoing harsh words and actions are much more stressful, painful and embarrassing than thinking it through the first time around. If your plan is to confront and discuss a sensitive agenda with someone, then try a slow intentional delivery in a neutral location which will put them more at ease and increase the chances your message will be more clearly heard and understood.

The cornerstone of every great leader and successful business person is one that can think clearly, methodically and logically under stress. Our great presidents, coaches, teachers and generals are remembered and honored for performing at a high level under stress. By using a few simple steps, we can all practice keeping our cool under pressure.


Lester M. Salvatierra is an experienced and licensed Finance Specialist with First U.S. Finance (http://www.FirstUSFinance.com). He helps small to mid-size companies lease or finance a wide variety of equipment and special projects nationwide. He is passionate about referral marketing and is a business networking coach and Area Director for Business Network Int’l in Ventura County, California. Sign up now to follow his business networking blog at: http://theRogueNetworker.com

---

BNI
With over 5,500 active chapters, and over 100,000 members throughout every populated continent worldwide, BNI is the largest and most successful business referral organization in the world. BNI was founded in 1985 by Dr. Ivan Misner and the organization, which allows only one person from each profession to join a chapter, offers members the opportunity to share ideas, contacts, and most importantly, referrals. Last year alone, members of BNI passed 6.2 million referrals, generating 2.6 billion dollars’ worth of business.

For more information on BNI, please visit http://www.bni.com/ or call BNI Headquarters at 909.608.7575.

Links:
~ BNI Store - http://store.bni.com/
~ Blog - http://www.networkingnowblog.com/
~ BNI SuccessNet Newsletter - http://www.bnisuccessnet.com/
~ BNI Twitter page - http://twitter.com/BNI_Official_Pg
~ BNI Facebook page - http://www.facebook.com/BNIOfficialPage
~ NetworkingNow - http://www.networkingnow.com/

---

Powered By TNNWC Group™

For complete tactical and strategic business planning, marketing, media, lead-generation, technological and capital resources, scalable solutions and tools to support every entrepreneurial start-up, young enterprise, small- to medium-sized business and emerging high-growth company, talk to the Advisors and Experts at TNNWC Group, LLC.

We are a collaborative entrepreneurial, creative organization offering you hands-on, personalized assistance in every aspect of achieving your monetization, profitability and financial sustainability objectives, domestically and globally.

We don’t just “coach” you or offer you pre-packaged, push-button solutions – we listen to you, analyze your exact needs, and work within your scale of operations and your budget to: (1) create your optimal tool kit , and (2) work as your partner (with our sleeves rolled up) to implement your plan by supporting you in the most efficient and productive use of every tool.

Visit our website, which is located at http://www.TNNWC.com


To receive your Free Subscription to our critically- acclaimed business newsletters, publications, information bulletins and alerts, simply join us as a Member. Two of our most widely-read publications include The National Networker (TNNWC) Weekly Newsletter, and The BLUE TUESDAY Report. Every Subscriber automatically receives Free Membership.

Membership will grant you access to our unique suite of business planning, business-building, business promotion, business cost-reduction, business capitalization and strategic planning services, as well as entry to our expert management consulting services. These benefits are unequalled anywhere.

Just go to our home page, and click on the “JOIN US” button. Find out about what WE can do for YOUR growing enterprise -- we are recognized advocates, champions, thought-leaders, writers and keynote speakers on such timely subjects as social networking and relationship-building, traffic -building, social media buzz, branding, developing international trading and joint venture relationships -- and structuring and obtaining alternative forms of capitalization. We are on top of every significant business, regulatory, technological, social and consumer trend worldwide.

At TNNWC, we have a specific orientation: We Solve Problems. We Help Our Clients To Achieve Their Goals And Objectives. Prosperity. Peace. Collaboration. Sustainable Solutions For Continuous Growth™.

Subscribe. Join Us. Visit Us. http://www.tnnwc.com/.

You can access our free supplemental RSS FEED by clicking *HERE*

This blog post format is Copyright © Douglas E. Castle, with all rights reserved.

About Douglas E. Castle
Forward/Share This Article With Colleagues And Social Media:

Leaders Don’t Blow Up Under Pressure | BNI

Focus on Your Core Services for Best Results | BNI

A business college professor drilled into us that we should always “narrow our focus and stick to it”. In general, it made sense like many of the guidelines in business you hear about but recently it has really made hit home with me. Talking with my business friends over the course of the year which has various careers in health insurance, financial planning, mortgage lending, business consulting and a host of other professions, I realize that all of us are approached or have been presented the opportunity to participate in projects or service requests which fall outside of our normal specialty. When business is less than full capacity, the first inclination is to take any business you can get your hands on; why not, if you have spare time to do it then why shouldn't you go after other similar types of business.

The issue is when doing something outside of your core service; there is usually some type of learning curve, time which has to be invested and follow through. You can’t simply hang a new product on your shingle; you have to know and learn about it at some level to sell it with any competence. If you get enough of this same type of business, which initially did not fall in your main line-up of products, then you can perhaps consider making it one of your regular service offerings and you have automatically broadened your product business scope. Instead of just selling widgets A, B, and C, now you have A, B, C, D, and E to sell. If all of them are aimed at the same market group and they naturally blend in together you have a good mix. Still consider that you will have to market 5 products instead of just 3 which automatically increase your marketing expense. A printer friend of mine is a successful example of this; he started with standard paper printing products and now offers specialty imprinted items, banners and even car wraps and it all has been a good profitable blend.

But the problem is that more often, we get requests which come from different directions with no two being very similar. In the effort to get more business and satisfy more customers, you gradually become the “jack of all trades and the master of none”. Viewed from the outside, the perception will be that you cannot survive focused on one main thing so you have to do many and your integrity and reputation suffers. One gentleman I’ve known for years offered financing for various projects, then he added merchant card services and a few months later he include home mortgage financing. Just recently in speaking with him, he justified his strategy by saying that if he offered enough services then he wouldn’t have to say no to anyone. After that he added immigration services in helping immigrants get properly documented. He was like the fisherman with twenty poles in the water; problem was that each pole was in a different lake!

Here are 3 guidelines to avoid falling into the “I can do it all” category:

1) Identify your core services and products. What do you really want to do and what do you excel in? Identify your experiences and strengths and market only what you do best. If you are good at analyzing financial documents and think logically then don’t try selling prepaid legal services or including them in what you do. Solidifying an ‘elevator pitch’ will help you narrow your focus because if you can’t state your core business in a couple sentences then you either don’t know what you are focused on or you’re focused on too many things. Become the specialist and avoid becoming the generalist.

2) Learn to say “no”. If you spend enough time networking, you are going to be approached to add some service or market some product or perhaps add a new feature to your core business. Be firm in letting people know you are only focusing on your core expertise. Even attending an information seminar on something which doesn’t your business model is a waste of time. Discipline yourself to stay on track.

3) If you feel inclined to add a new service then always test market your new offering and only add one new service at a time. By only adding one element, you keep your test phase manageable and more importantly, you do not appear to be flaky and jumping around from service to service to your clients. Your goal is to always add another service which will help your clientele and improve what you already do for them. The test phase will also help you evaluate if there is a real sustainable market for your new product or only a unique few clients which fall into this category. In the interest of efficiency and effectiveness, you don’t want to purse a tiny market with little growth potential.

Particularly when the economy slows down, people scramble to make ends meet and tend to accumulate more “add-ons” to their standard product line. It’s a natural tendency, which on the surface seems fine, but it will distract and take away time and effort from your core strengths. During slower periods, it makes better sense to improve and re-focus on your main business. What can you do to improve your main services and what new markets can you penetrate. Can you partner with an adjunct business to pool a marketing strategy – these are all questions you should be asking yourself to keep your core business intact and on target.


Lester M. Salvatierra is an experienced and licensed Finance Specialist with First U.S. Finance (http://www.FirstUSFinance.com). He helps small to mid-size companies lease or finance a wide variety of equipment and special projects nationwide. He is passionate about referral marketing and is a business networking coach and Area Director for Business Network Int’l in Ventura County, California. Sign up now to follow his business networking blog at: http://theRogueNetworker.com

---

BNI
With over 5,500 active chapters, and over 100,000 members throughout every populated continent worldwide, BNI is the largest and most successful business referral organization in the world. BNI was founded in 1985 by Dr. Ivan Misner and the organization, which allows only one person from each profession to join a chapter, offers members the opportunity to share ideas, contacts, and most importantly, referrals. Last year alone, members of BNI passed 6.2 million referrals, generating 2.6 billion dollars’ worth of business.

For more information on BNI, please visit http://www.bni.com/ or call BNI Headquarters at 909.608.7575.

Links:
~ BNI Store - http://store.bni.com/
~ Blog - http://www.networkingnowblog.com/
~ BNI SuccessNet Newsletter - http://www.bnisuccessnet.com/
~ BNI Twitter page - http://twitter.com/BNI_Official_Pg
~ BNI Facebook page - http://www.facebook.com/BNIOfficialPage
~ NetworkingNow - http://www.networkingnow.com/

---

Powered By TNNWC Group™

For complete tactical and strategic business planning, marketing, media, lead-generation, technological and capital resources, scalable solutions and tools to support every entrepreneurial start-up, young enterprise, small- to medium-sized business and emerging high-growth company, talk to the Advisors and Experts at TNNWC Group, LLC.

We are a collaborative entrepreneurial, creative organization offering you hands-on, personalized assistance in every aspect of achieving your monetization, profitability and financial sustainability objectives, domestically and globally.

We don’t just “coach” you or offer you pre-packaged, push-button solutions – we listen to you, analyze your exact needs, and work within your scale of operations and your budget to: (1) create your optimal tool kit , and (2) work as your partner (with our sleeves rolled up) to implement your plan by supporting you in the most efficient and productive use of every tool.

Visit our website, which is located at http://www.TNNWC.com


To receive your Free Subscription to our critically- acclaimed business newsletters, publications, information bulletins and alerts, simply join us as a Member. Two of our most widely-read publications include The National Networker (TNNWC) Weekly Newsletter, and The BLUE TUESDAY Report. Every Subscriber automatically receives Free Membership.

Membership will grant you access to our unique suite of business planning, business-building, business promotion, business cost-reduction, business capitalization and strategic planning services, as well as entry to our expert management consulting services. These benefits are unequalled anywhere.

Just go to our home page, and click on the “JOIN US” button. Find out about what WE can do for YOUR growing enterprise -- we are recognized advocates, champions, thought-leaders, writers and keynote speakers on such timely subjects as social networking and relationship-building, traffic -building, social media buzz, branding, developing international trading and joint venture relationships -- and structuring and obtaining alternative forms of capitalization. We are on top of every significant business, regulatory, technological, social and consumer trend worldwide.

At TNNWC, we have a specific orientation: We Solve Problems. We Help Our Clients To Achieve Their Goals And Objectives. Prosperity. Peace. Collaboration. Sustainable Solutions For Continuous Growth™.

Subscribe. Join Us. Visit Us. http://www.tnnwc.com/.

You can access our free supplemental RSS FEED by clicking *HERE*

This blog post format is Copyright © Douglas E. Castle, with all rights reserved.

About Douglas E. Castle
Forward/Share This Article With Colleagues And Social Media:

Focus on Your Core Services for Best Results | BNI

A, B, C – Who Should I Refer? | BNI

Anyone who has been networking actively for a year or more will run into a dilemma. Depending on our profession, there may be many other business people in our immediate circles which offer the same services that we do. Of course, our goal is to package what we do in a unique and different way but when it comes right down to it, the actual product is the same. Some professions are flooded with sales agents like insurance, financial planning and real estate. Maybe you are one of these folks or in a related job. The dilemma is as you network with multiple people offering the same product and they are all in your regular contact groups, when the opportunity arises who should you refer? Who will you give the business to?

The obvious answer is to refer the “best qualified person” for the job but sometimes it’s not that clear and simple. If someone stands out head-and-shoulders above the rest and they also refer you business, then that makes it easier but what if they are all well skilled and knowledgeable. Should you make the referral to the one which gives you business even if they might not be the best qualified? Pledging loyalty to someone based on the amount of business they give you has to make you question what you are basing your loyalty on. Would you tell someone who refers you business regularly that you feel they need to shape up their act? Not likely.

The strategy of some people is that they sprinkle around the referrals to all their contacts which they feel are worthy. This can work but it dilutes building a solid one-on-one partner for the long term. Depending on the volume of business you transact, you can have two or three strong referral partners in the same profession but you should think through your overall strategy so you don’t get caught diluting your network.

Here are checkpoints which should serve as food for thought.

1) Refer the best candidate for the job based on the quality of work they do through your direct or indirect experience. If you have used them, then you will know what their strengths are and if you haven’t tested their services then you may have heard through testimonial how outstanding they are and what great value they offer.

2) Refer the person who understands networking and the concept of reciprocity. That doesn’t mean you expect an immediate referral back from them; it means they have taken the time to also understand your products and services and have their radar on alert for opportunities for you as well. Referring the best attorney in town all the business which comes your way without him or her even knowing what you do will usually not serve you well in the grand scheme of things.

3) If you get referrals from someone who you would not necessarily refer back to because you feel there is something lacking in their skills then you have two choices. The first choice, sit down with them and have a loving talk and explain what you are feeling and your perception. Based on human nature, not many people will take this very well and you may not get anymore referrals from them but it might help them as business people in the future.

The second choice is to reciprocate the business they direct toward you with other types of benefits. Maybe you won’t refer them but you could give them ballgame tickets, gift cards, dinner/theater passes or a certificate for something they value. Basically, you are saying “thank you” for your efforts and you have done something, other than refer them, to show your appreciation. My experience is you will choose the path which fits your personality and also fits the type of relationship you have with the other person.

Based on these points, something should be clear. If you want to start to generate business and referrals from a particular person then get them a referral first. They will take note and want to reciprocate. On the other hand, if you get a referral from someone, make sure you acknowledge and thank them immediately and then learn about what they do so you can keep them top of mind. Build your referral partner network with quality in mind and be selective on who you team up with because a bad referral will create negative ripples about your credibility. Personally directing business to people only because they give you referrals or offer you money or gifts for those referrals without believing in their products and services will not enhance your business, reputation or your brand and will slowly tear it down.


Lester Salvatierra is an experienced Finance Specialist with First U.S. Finance (http://www.FirstUSFinance.com). He helps small to mid-size companies lease or finance a wide variety of equipment and special projects for upgrades and expansions. He is also a networking pro and BNI Area Director in Ventura County, CA. Lester@FirstUSFinance.com Ph: 805-217-9896

---

BNI
With over 5,500 active chapters, and over 100,000 members throughout every populated continent worldwide, BNI is the largest and most successful business referral organization in the world. BNI was founded in 1985 by Dr. Ivan Misner and the organization, which allows only one person from each profession to join a chapter, offers members the opportunity to share ideas, contacts, and most importantly, referrals. Last year alone, members of BNI passed 6.2 million referrals, generating 2.6 billion dollars’ worth of business.

For more information on BNI, please visit http://www.bni.com/ or call BNI Headquarters at 909.608.7575.

Links:
~ BNI Store - http://store.bni.com/
~ Blog - http://www.networkingnowblog.com/
~ BNI SuccessNet Newsletter - http://www.bnisuccessnet.com/
~ BNI Twitter page - http://twitter.com/BNI_Official_Pg
~ BNI Facebook page - http://www.facebook.com/BNIOfficialPage
~ NetworkingNow - http://www.networkingnow.com/

---

Powered By TNNWC Group™

For complete tactical and strategic business planning, marketing, media, lead-generation, technological and capital resources, scalable solutions and tools to support every entrepreneurial start-up, young enterprise, small- to medium-sized business and emerging high-growth company, talk to The National Networker Companies™/ TNNWC Group, LLC.

We are a collaborative entrepreneurial, creative organization offering you hands-on, personalized assistance in every aspect of achieving your monetization, profitability and financial sustainability objectives, domestically and globally.

We don’t just coach you or offer you pre-packaged, push-button solutions – we listen to you, analyze your exact needs, and work within your budget to: 1) create your tool kit and 2) work as your partner to implement your plan by supporting you in the most efficient and productive use of every tool.

Visit our website, which is located at http://www.TNNWC.com .

To receive our newsletters, publications, information bulletins and alerts, simply join us as a Member. Membership is free and the benefits are unequalled anywhere.

Just go to our home page, and click on the “JOIN US” button.

---

Capital, Traffic Building, International Customers and unique SERVICES.
The National Networker Publications™ produced by TNNWC Group, LLC

Forward/Share This Article With Colleagues And Social Media:

A, B, C – Who Should I Refer? | BNI

Four Steps to Building a Global Network | BNI

Why bother building globally if your business is only local? Why not? Having a strong network is about more than just your business, if you build strong relationships your network will be there for you for a great many things. What if you decided to travel out of the country, wouldn't be easier if you know someone in that area of the world? What if someone in your network needs a connection in that area of the world, would it be great if you had that connection?

When you take the time to build globally it makes your world feel comfortable, small, and connected. To build a global network you have to go about it intentionally, it is our nature to stay in our comfort zone, and to be with people just like us. If you are going to be successful at building your global network it will require that you step out of your comfort zone and network with people who are not like you, it requires intention and commitment.

Here are four things that you can do to increase your global connections and create contacts around the world.

1. Social Media - Get active on sites like Twitter, Facebook and LinkedIn and start connecting globally. These are the big three. But, I have found there are more region specific sites like Ecademy that are heavily used by Europeans, so I am able to have more conversations and stay up on world topics by participating there. There are also sites that are more heavily influenced by Asian participants too.

2. Attend international trade shows and conferences. Attending workshops with people from all over the world allows you to connect over a common interest. This opens the door for future conversations and connection. Don't forget to follow up with the people that you meet! I am a member of the National Speakers Association and one of my best connections came from the New York Conference where I was able to meet with Lindsay Adams, President of the International Speakers Association. I had the opportunity to co-present with him while I was in Australia because of the connection we made at conference.

3. When the opportunity to take a program comes up, go to a city with international influence. Given the opportunity I prefer to go to Chicago because I know that I am more likely to meet people from all over the world than I would if I stay in my own town. I have made several great contacts using this tactic alone.

4. Get involved in international organizations like BNI, Toastmasters and Rotary where you can connect globally while doing business locally. These are organizations that have large global memberships and a common cause, they encourage you to stop in and visit the local chapters when you are in the area.

It is a big world out there, but when you know someone everywhere you go, it makes it small and cozy. You are comfortable going to a part of the world you have never been to when you connect with someone you know there. It is wonderful to be able to learn about other cultures, languages, styles, history, and yes even food. The opportunity to build your global network is better than it ever has been, you just have to step out, and do it!


Hazel Walker is an Executive Director of BNI Indiana and a franchise owner of Referral Institute Indiana as well. She has spoken all over the world on the topic of networking.

---

BNI
With over 5,500 active chapters, and over 100,000 members throughout every populated continent worldwide, BNI is the largest and most successful business referral organization in the world. BNI was founded in 1985 by Dr. Ivan Misner and the organization, which allows only one person from each profession to join a chapter, offers members the opportunity to share ideas, contacts, and most importantly, referrals. Last year alone, members of BNI passed 6.2 million referrals, generating 2.6 billion dollars’ worth of business.

For more information on BNI, please visit http://www.bni.com/ or call BNI Headquarters at 909.608.7575.

Links:
~ BNI Store - http://store.bni.com/
~ Blog - http://www.networkingnowblog.com/
~ BNI SuccessNet Newsletter - http://www.bnisuccessnet.com/
~ BNI Twitter page - http://twitter.com/BNI_Official_Pg
~ BNI Facebook page - http://www.facebook.com/BNIOfficialPage
~ NetworkingNow - http://www.networkingnow.com/

---

Powered By TNNWC Group™

For complete tactical and strategic business planning, marketing, media, lead-generation, technological and capital resources, scalable solutions and tools to support every entrepreneurial start-up, young enterprise, small- to medium-sized business and emerging high-growth company, talk to The National Networker Companies™/ TNNWC Group, LLC.

We are a collaborative entrepreneurial, creative organization offering you hands-on, personalized assistance in every aspect of achieving your monetization, profitability and financial sustainability objectives, domestically and globally.

We don’t just coach you or offer you pre-packaged, push-button solutions – we listen to you, analyze your exact needs, and work within your budget to: 1) create your tool kit and 2) work as your partner to implement your plan by supporting you in the most efficient and productive use of every tool.

Visit our website, which is located at http://www.TNNWC.com .

To receive our newsletters, publications, information bulletins and alerts, simply join us as a Member. Membership is free and the benefits are unequalled anywhere.

Just go to our home page, and click on the “JOIN US” button.

---

Capital, Traffic Building, International Customers and unique SERVICES.
The National Networker Publications™ produced by TNNWC Group, LLC

Forward/Share This Article With Colleagues And Social Media:

Four Steps to Building a Global Network | BNI