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5 REPEATABLE STEPS FOR SUCCESSFUL NETWORKING

Do you find yourself leaving networking events feeling like you've just wasted a perfectly good evening which could have been better spent working on your business, playing with your kids or even watching TV.

Sometimes you shake your head and wonder, "I wasted gas driving to this?"

The problem may be that you are attending the event focused on the short-term outcome, rather than on your long-term intent.

Let's say you attend the event wanting to make a sale. You scan the crowd looking for your ideal client. When you don't find anyone that meets your criteria, you grow disgusted with the waste of your time, and give up.

But suppose instead, you went with the intent of letting as many people as possible know about your business and your search for your ideal client. Each person you meet is a potential connection to that ultimate sale.

You don't know when or with whom that light bulb is going to go off. Then the evening becomes filled with possibilities as you chat with everyone and learn about them - subtly seeking that connection to your ideal client.

The following steps can be repeated sincerely with everyone you meet:

1) Introduce yourself and really listen to who the other person is
2) Look for commonalities - shared interests, concerns, lifestyles
3) Look for ways you can help them - through who you know or what you know
4) Let them in on who and what you're looking for - they'll want to help in return
5) Exchange information to follow up

The people you meet might not be your ideal client, but they might know someone who is. Or they might be able to give you a new perspective on a direction your business should take. Or they might know someone wanting to invest in your business. Those are all opportunities you would have missed if you had focused only on the short-term outcomes you wanted rather than your real long-term intent.

WHY SHOULD YOU CULTIVATE CONTACTS FROM TRADE SHOWS ?

If you are working a trade show, or even attending a trade show you are going to be overwhelmed by the number of people that you meet. This is a huge opportunity to not only try to sneak in a sale, but to also create a group of contacts that can be very helpful in increasing the bottom line of your business in the long haul.

How to maximize this group of people that you have meet becomes your greatest task and while some people readily remember everyone they meet, not everyone remembers everyone. Your simplest method to keep up with everyone is to purchase something that will allow you to divide all of the cards and brochures into different stacks so you can separate out people who would be potential vendors from those who would be potential clients.

Remember; while the excitement of a trade show is buzzing around and the initial mountain of mail coming in from various people you met after the show will be humongous how can you make sure you stand out to people? First, there is no reason at all to insist upon trying to make a sale. If you are only worried about making a sale then you are going to be pushing the people you meet into making a purchase. This can sometimes be a major turn off to some people and at worse could be considered nothing more than a sales attempt that is thrown into the trash immediately.

Your optimal situation is to instead work on building a good business relationship with the people by sending friendly letters, cards, greeting cards or some other form of personal communication that is not in the form of a sales letter or other form of sales material. This may be hard for some people to actually handle, but it is a skill that should be improved upon with plenty of practice. While some people are naturals when it comes to striking up business relationships other people struggle continuously, your goal is to become someone who seems to be a natural at creating your business relationships.

One of the best methods of doing this is to ensure you do not come across as pushing a sale. If someone thinks you are only out to make a sale they are likely to tune you out. If however someone things you are being friendly and merely building contacts then they are much more likely to be open and receiving of your communication. This is a fine line to tread that can make a huge difference in your final bottom line.

Remember, people are much more likely to conduct business with people whom they have previous business relationships with.

Look carefully for methods that will allow you to easily build those all important and valuable relationships without breaking the bank financially. Look for methods that will allow you to increase your bottom line slowly and over time and you will find a the results overwhelmingly better than if you insist upon pushing sales immediately upon people that you have met at the trade shows.

Remember, cultivating those contacts as quickly as possible helps ensure that everyone is able to walk away from the trade show as happy as possible and with the greatest amount of contacts possible. There are great ways to cultivate the contacts and you are sure to discover many of them as you prepare for your trade show. Just remember; never look pushy or desperate when you are talking to contacts so you do not run someone off.

DEVELOPING RECIPROCAL BUSINESS RELATIONSHIPS

The world is a collection of communities and the business world is no different. But many times when we hear the term "community" and business mentioned together, it is reference to the area where the business is located more than the individuals and companies that keep the world running. Your "community" at its core, is your specific niche in your industry. Beyond this direct relationship, is that of your suppliers and customers.

Business to business sales offer you an opportunity to develop reciprocal relationships that can have far reaching benefits for your own company as well as your customers. Developing constructive partnerships with other businesses can help you manage your company more efficiently and provide ways to reduce your overhead.

Cultivating these relationships to a point where cooperative advertising can be done is one way to approach selecting businesses for a reciprocal relationship. If your company and one of your suppliers have complementary products and/or services, your advertising efforts will have more impact. What your customer sees is enhanced value and a more credible business presence.

While there are benefits to developing these types of relationships, it is important to make sure that the other business has a code of ethics that is compatible with your own. Discussing customer service in depth with any vendor that you are considering is first on the list: if you cater to your customers and the other business never returns a phone call, there are bound to be problems.

If you want to establish a relationship with a large corporation, again the keyword is benefit. You need to be prepared to show how your service or product will find a specific need that will enhance the profitability of the corporation. It is not sufficient simply to say that your product or service is the best. The larger the company, the more competition you will face which makes research all the more important.

When you want to broaden your scope of community to encompass a relationship with a vendor, look for compatibility of purpose in order to make the most of the relationship. Small business owners that are working with limited marketing budgets can benefit greatly by the word of mouth advertising that is created in the process of collaborations with suppliers. Endorsements of products and services are one of the strongest sales tools available; people are more receptive to recommendations that are made by a person that they have a relationship with than expensive promotions.

Start building your reciprocal business relationships with small projects that are easy to manage without a huge time investment. Make sure that you involve all the individuals that will be affected by the project or be called into participation to make the project a success. As you work through the process of the project work, take time to discuss and evaluate the impact it is creating for both your business and that of your vendor so that it can be refined and developed into a long term, mutually beneficial method of operation.

BUSINESS CARD ETIQUETTE - ARE YOU MAKING IN BUSINESS CARD ETIQUETTE?

Business card etiquette says a great deal about your business etiquette and professionalism in general.

Can you picture this person at a business networking event? He joins a group of people, pulls out a fistful of business cards and hands them out to everyone. Then he turns to a new contact, pulls a dog-eared card out of his pants pocket and says: Here's my card. Can I have your card?

The contact looks taken aback, but gives him a business card. The guy takes it and stuffs it into his back pocket. He then turns to another contact and asks for her business card. When she hands it to him, the guy takes out a pen and writes on the front of the card.

How many business card etiquette faux pas did you spot?

Business card etiquette mistakes and how to fix them

1. Don't hand out your business card to everyone you know. See if people need or want your cards. Handing out your cards like chewing gum makes you seem like a cheap sales person - not the persona you want.

2. Don't hand out a business card that is dirty or curled at the edges. It leaves a poor impression. Use a business card case to keep your cards clean and fresh.

3. When you receive a card, don't jam it into your pocket. Take a moment to look at it. Make a positive comment about some aspect of the card - the logo, location, or company name. This shows respect for the other person, and demonstrates your interest in them. It also helps you remember their name and job title.

4. Don't put a business card into your back pocket. It shows lack of respect. After you've looked at the card, place it carefully in a card case or in a front pocket.

5. Be careful about writing on business cards. Some people spend time and money designing a professional card, and may not appreciate your writing on it. And in many cultures a business card is an important part of their persona, and should be treated with respect. If you absolutely need to write on a card, ask permission first, and then write on the back - never on the front of the card.

6. Don't pick your teeth with a business card, fold it in half, or treat it as an unimportant piece of paper. Remember that it represents a person's business identity. Treat it with care.

7. Don't automatically give a business card to a senior executive. Wait until they ask for it.

You are invited to use these tips for handing out your business cards with etiquette at your next networking event.

10 TIPS ON NETWORKING

10. Know thyself, understand your energy level and mood going in.

Understand how you're feeling prior to the event and if "not in the mood", do what is needed to get IN the mood so that you can represent you and your organization well.

9. Set some goals of meeting people

A good networker always has goals, whether meeting specific people that they know are attending or meeting X amount of new people. It gets you started, it keeps you moving & you can feel that you accomplished something at the end of the event when you meet (or hey exceed!) your goal.

8. Have a name tag that is legible and can be seen.

People are more comfortable approaching someone where they can clearly see their name and company. It can start the conversation and makes it easier to remember the important stuff like who you are and who you represent!

7. Always have business cards.

Business cards don't sell you or your business, but they do help people to remember you are and what you do and they of course give people that essential contact information. A good rule of thumb - ANYTIME you leave your house, you should have up to date business cards in your hand.

6. Go over to the person standing alone and introduce yourself. Always strive to meet new people.

First because they are available to talk, and also because chances are they'd be grateful in having someone "break the ice" (and isn't that making a great first impression?) If you chat with them and know something they should know, connect the two. This IS what networking is all about, and you now have two people thinking good thoughts about you!

5. Have a good "elevator speech" about what you do and good follow up.

How do you answer "so what do you do"? It should be succinct, interesting and you know you succeeded when the person says, "tell me more"? People often focus on initial statement and ignore the follow up. And what happens is that you lose focus and could start babbling! How do you get out of that?....Just ask, "So enough about me, tell me what you do".

4. Be enthusiastic about what you do and what you are doing now.

Keep your energy and enthusiasm up. If you mumble or by your tone of voice don't sound too thrilled about what your doing, why would someone want to do business with you?

3. Listen, really listen, not just "not talk"

People often let other people talk, but then spend their time thinking about what they are going to say next, thinking about their favorite sports team or a show they are missing right now. Listening is really focusing on what the person is saying. We all have people that we love talking to because they really listen. Emulate them!

2. Remember to follow up.

Nothing kills a relationship faster than offering/promising to do something and not following thru. Why would anyone want to do business with someone that doesn't do what they said they would do? And if you didn't promise anything, drop them a line telling them how nice it was to meet them.

1. Enjoy

This is a no-brainer. Networking and meeting new people, bumping into people you know should be a great, positive experience for you, both personally and professionally. So forget about the hard day at work, that networking is part of "the job", and.....enjoy.

1A. Join in and volunteer.

Become a part of a group. Volunteer at your local chamber whether on a committee or even as an officer. You meet more people and people want to get to know you! And that's what it's all about!

NETWORKING - HOW TO HIGHLIGHT YOUR ACCOMPLISHMENTS WITHOUT BRAGGING

As entrepreneurs there are many occasions in which we need to speak about or write about ourselves and our accomplishments. We may need an introduction to a speech, a bio for a newsletter, a description for a business proposal, or a summary for a press release. Many women entrepreneurs that I work with are uncomfortable writing about themselves because it feels like bragging. We have been raised to believe that bragging is impolite and rude.

So, how do you write about yourself in a way that is honest, exciting and engaging for others without feeling embarrassed?

First, list all of the facts that you can think about yourself: Education, experience, awards, clubs, titles, honors, accomplishments.

Second, review any testimonials you have received from clients. Look for common themes. What do others consistently say about you?

Third, ask your friends to describe you. What stands out in their mind? How do they describe you to others?
Fourth, add some personal information. What motivates you? What are your goals? What legacy do you want to see in the world?

Spread out all of these accomplishments and descriptions in front of you so you get a real feel for yourself and who you are in relationship to the world. Then, leverage the single most important key to writing about yourself - pretend you are writing about someone else. It's much easier to brag about someone else than it is about ourselves - so for the sake of this exercise it's important to imagine you are speaking about a good friend instead of yourself.

Write your bio in the third person, referring to yourself by your first name or by "she" and "her". Pretend that the person you are writing about is a friend, a client or someone you would like to meet. What would you say about your friend and how would you say it? Let yourself go. Sing your praises. Make yourself sound as interesting and exciting as possible. Remember, it isn't bragging because you are talking about someone else.

Finally, review it. Read it out loud. How does it sound? Imagine you were in the audience listening to this introduction being given for someone else. How would you feel? Interested? Excited? Wanting to know more? Remember, it's not bragging if it's true. Just as you want to know more exciting, engaging people, so does everyone else. Give them the opportunity to get to know the real you. And when you can do that without feeling embarrassed and tongue-tied, it will definitely be something to brag about!

NETWORKING - HOW TO GET OTHERS TO APPROACH YOU!

Many entrepreneurs worry about how to approach others at networking events and social situations. One key to successful networking that is often overlooked is how to increase your own level of approachability. By making yourself more approachable, you increase the chances that others will seek you out to start a conversation. And you also increase the chances that they will respond positively when you start a conversation with them.

The following list of tips will make you more approachable in your next social situation:

· Smile; this may seem obvious but it is often overlooked when we are nervous or preoccupied.

· Make eye contact; when being introduced but also during a dinner conversation or presentation; sharing a private joke or thought with someone can be a great connector.

· Say hello; again it's obvious but not always done. Once the first words are spoken, subsequent conversation becomes easier.

· Wear an interesting item of clothing; an unusual outfit, hat, brooch, tie, t-shirt, ring, etc. This brings out your personality and makes people more inclined to engage with you.

· Carry a book or relevant magazine; don't make the mistake of reading the magazine during the event! Do use it as a way to engage others in conversation, especially if the cover pertains to the event.

· Be creative with your name tag - Draw a picture or stars - or simply write the words "Ask me"; just because it's a name tag doesn't mean you have to stick to writing your name!

The point is to let a bit of your warmth and personality shine through. You don't want to be lumped together with everyone else. Make an effort to let your energy, enthusiasm and humor out and others will respond in kind.

NETWORKING - HOW TO GET OTHERS TO COMPLETE FOR YOUR ATTENTION

I'm sure by now you are well aware that networking is a key method of building your business. What you may not be aware of is that the secret to effective networking lies less in what you say, and more in how you listen.

The key to success in networking is to show interest in the people that you meet. The most important method is to apply effective listening skills. Listening is hard work; most people are not very good at it. Listening at networking events is even harder because there are so many distractions and because we are so focused on making a good impression. By learning effective listening skills, you will stand out in the crowd.

Next time, instead of focusing on your self, your 30-second speech and the all-important collection of business cards, try the following:

Really focus on the person you are speaking to. What words are they saying? Does their body language and tone of voice match their words? Why or why not?

Do they seem nervous or ill at ease? Focus on making them more comfortable.

Make eye contact, smile and make encouraging noises as they speak.

Ask open-ended questions that show you have really heard what they had to say.

As they are speaking, try to find some way you can help them by connecting them with someone else, sending them an article, selling them your services or even just listening.

Once you learn to put others at ease and make them feel really listened to, they will compete for your attention. Before long, you will find that networking becomes a relatively easy and even enjoyable way to build your business.

MEASURE TWICE, CUT ONCE WHEN PREPARING FOR NETWORK TRANSITIONS

Any experienced handyman lives by the rule "Measure twice, cut once": This mantra not only works well for wood and drywall. But it's also an excellent guideline for enterprises looking to evolve their network infrastructure to take advantages of newer technologies such as IP.

While most enterprises cite adoption and integration of new network technologies as a top priority, according to new research, not all take the necessary steps upfront to prepare for the transition. Those who don't draw up the proper blueprints are likely to experience more downtime and delays than those who plan ahead and use the right tools.

Recent research conducted by the Aberdeen Group found 61 per cent of 275 enterprises surveyed are planning a transition to an IP-enabled network in the next two years. While "Best-in-Class" (BIC) performers are using strategies and technology to complete the transition faster with less downtime, "Laggards" are taking 76 per cent longer to complete network transitions even though BIC organizations have 52 per cent more phones.

In fact, 100 per cent of BIC organizations that have already completed their IP transition do so on time, versus 55 per cent for all other respondents. So what have the BIC enterprises done that the others haven't? In short, they've planned ahead and used the right tools.

The organizations that saw their network deployments completed on time and on budget with minimal downtime had three things in common:

· They developed a business case to acquire and deploy technologies;
· They deployed an order and inventory software before they began;
· They established end-to-end visibility into their voice and data inventory to establish a centralized database of circuits and services.

Measure twice....

Any enterprise embarking on a network transformation must adopt an approach that manages the entire lifecycle, including assessment of the existing network infrastructure, capacity testing, provisioning of new carrier services, deployment of hardware, updating of software, Quality of Service (QoS) monitoring, troubleshooting and optimization, as well as disposition of retired equipment and services that will no longer be used.

The BICs that took the time to plan did a number of things upfront to ensure a smooth transition. First off, they planned and budgeted for network transition-related expenses with a cost justification to those that held the purse strings, including a clear identification of technology requirements. Research shows successful BICs placed the most emphasis on strategy and created a business case to justify the cost of the transition to finance and secure a budget for the program, while Laggards placed the greatest emphasis on creating a project plan instead of establishing a business case for focusing resources on their network transition.

Successful BICs also took the time to document the roles and responsibility of those involved in and affected by the network transition. They established an end-to-end view of data inventory and operating systems, implemented controls to manage changes for voice circuits, voice services inventory, equipment, operating systems, and software and created a centralized database to track circuits/services, equipment and operating systems software updates.

Other steps successful BICs took in advance of the deployment include:

· Creation of a lab environment to simulate network performance · Establishing auto discovery for network routers, switches, servers · Inventory tracking for voice circuits and voice services · Capacity monitoring of voice and data traffic · Service order management software to manage change request activity with carriers · Automated testing for network routing

Ultimately, the successful BICs have secured budget for and show higher rates for adoption of the technology needed to manage their transition and are thus able to complete their transitions faster with better network QoS performance because they recognize the initial assessment phase is critical.

The right tool....

Another common handyman phrase is "the right tool for the right job". So while having a solid set of building plans is essential, having the right tools for the project is the next most important step.

When it comes to network transition, the best tool for an enterprise is order and inventory management software, which must be implemented before they begin any transition activities. Those that do adopt management software are three times more likely to complete their transition on time and on plan.

One of the critical roles order and inventory management software plays is to help an enterprise establish a baseline view of their network infrastructure in advance of convergence: enabling them to learn what issues and processes already affect their network. By understanding the pressures and load on their network, organizations can better plan for what the new network will look like, as well as how it will operate while in transition to minimize downtime. Associated order management software will also facilitate the transition process.

Consider, for example, the case of a large grocery chain in the Western USA. As a result of growth and acquisitions, the company was straining under seven different legacy systems. They also had to deal with 50 to 80 new store openings, remodeling, and closings each year. Network staff had to keep track of a long list of phone numbers for different store locations and services. Simple changes such as recording new outgoing store messages could take weeks to accomplish. The limited number of trunk lines at stores filled up quickly, so customers trying to call a store would hear a busy signal. Facing high operational costs, obsolete phone systems and constant demands for new functionality the VP of IT decided to switch to VoIP.

In the months that followed, he learned some important lessons about major network upgrades. "The plan called for us to install T-1 lines and implement voice and data service when the circuits were installed," stated the VP of IT. "The carrier subcontracted out the work. One contractor would order, configure and install a router. Another configured and installed the firewall and hooked up the VPN tunnel. Ultimately, we had six or seven parties involved with our phone and data lines. When we gave the carrier our working telephone numbers and billing numbers to begin the porting process from incumbent LECs (ILECs), 80 per cent of the ported phone numbers failed because the billing telephone numbers were different from the ILEC's records. "After the first problems were encountered, I realized we needed a tool to manage the process. All of the data is now entered in software that tracks service order activity".

Operational cost savings on local and long distance services of 15 per cent to 25 per cent have been realized as a result of the shift to VoIP, however the VP of IT recognizes that there is always room for improvement. "Don't underestimate the complexity of network conversions. Smooth transitions require accurate accounting for the phone systems installed at each location and whether the system can be connected to a T-1 line. Variations in cabling infrastructure and paging systems cost us dearly before we implemented comprehensive site surveys and line, service and circuit inventories as part of the rollout."

An excellent scenario that illustrates the value of benchmarking is the retail marketplace. Chain retailers generally deal with multiple store openings, re-modelings and closings each year, meaning network staff have a long and ever changing list of telecom services, circuits and phone numbers to track. Facing constant margin pressure in a highly competitive market they typically endure high operational costs to manage their networks often working with obsolete phone systems and a constant demand for new routing, presence and mobility features. All of these make an excellent business case for making a transition to an IP network.

However, even once the processes and pressures are identified, as well as the requirements for the new network, a whole lot of other variables come into play as various contractors and vendors become involved, whether it's for installing new T1 lines, implementing the voice and data services, the configuration of associated routers or the porting of telephone numbers.

All these elements need to be managed, and the right tool for the job doesn't mean just any tool: in this instance, the old fallback spreadsheet simply won't cut it. The right software will: A robust order management tool will help track service order activity, provide a schedule for number portability that can be coordinated with multiple ILECs and technicians, as well as monitoring availability, traffic congestion, call routing and service quality.

Getting it right the first time

Enterprises seeking a timely and cost-effective network transition cannot ignore the benefits of deploying order and inventory management software prior to starting the project. Organizations looking to make successful network transitions must consider the processes, the organization, knowledge management, and technology enablers that come together in order to develop a working solution to create an effective network transition.

Better results come from investing in technology to manage the transition. BIC performers understand the strategic value of their network for communications and they develop a business case to win the budget for their programs. They also understand that the transition to an IP-enabled network is a journey. Once completed, the technology, tools and strategies developed and implemented can help to provide improved efficiencies in their ongoing network management.

NETWORKING - 4 WAYS TO GAIN INSTANT CREDIBILITY

Networking is all about building relationships. Building rapport and building credibility, so people can get to know you and see that you are a person that they want to do business with (or just get to know better!).
But there are several ways to gain instant credibility with people, giving you the opportunity to separate yourself from the herd.

When first meeting people, we put them through a mental obstacle course. We wonder if this person is valid, someone that you could trust. Have you ever been to an event and you are talking with someone when a third party comes up and says, "I've used John's services and he's just great! Yadda-yadda-yadda (the details that is!). Your viewpoint takes an automatic leap. That person, by getting that "attaboy" gains greater credibility in everyone's eyes and gets to advance a few squares (so to speak) of trusting that this could be a person you could do business with.

Now, I'm not suggesting that you hire a professional plugger for yourself, where they wait until you engage in conversation with someone and then on signal come running up and start proclaiming the wonder of your services. But are you attending networking events with people that have used your services? It certainly wouldn't be out of line, to ask them to mention it or be available if you told someone that "Sue over there has used my services and would be happy to talk to you about her experience". Instant Credibility.

Another way is to be a speaker. Many organizations, especially chambers are looking for people to speak to their groups on relevant topics. Being a speaker gives you instant credibility as a knowledge expert. People that don't even attend your engagement will still give you that "expert" status when they find out you did a presentation. There are pitfalls however and public speaking has a whole bunch of them. The two top pitfalls are you need to do a decent job speaking and secondly, not do an infomercial. Infomercials, where you basically do a 30 minute sales presentation where they get 25% off if they sign up today (and there are still people doing this) are a huge turn-off for the vast majority of participants.

But presenting a good, informative speaking on topics pertinent to your listeners immediately puts you in front of numerous people allowing you to present yourself as an "expert" that wants to help them improve their life/career/business. Someone they would want to do business with. Instant credibility.

Another way is to write articles. There are a lot of publications out there, again chamber/neighborhood newsletters come to mind that would like submissions. There are also online venues, such as this one that accept articles. The articles themselves are a long term marketing solution to gain business or traffic from.
However, being able to say in a conversation, "oh, yes, I've published an article on that very subject", immediately alters your status. People who write articles are considered knowledge experts, once again giving you instant credibility. Bringing the subject up needs to be natural however. If you're running around telling people you write articles may not have much effect (or at least the effect you want). But if a topic is being discussed and you casually mention your article you can expect positive interest in knowing you better.

The last and easiest way to gain credibility when networking is to take a position within the organization. Get on the board, or a committee. If the group has them, become an ambassador greeting new people. If you're networking to meet new people isn't that a great position to be?

Board members, etc. get a certain introductory pass. Let's face it, we're impressed and maybe a little flattered that they would pay attention to us. By being a board member, people believe that you are going to be connected whether in the community or the organization and that you are a good person to get to know. Someone they should know. Instant credibility.

As an officer, you can offer to have a meeting with a new member with the stated intent of letting them know how the organization works. And they'd love that! Should you then do a hard sell for your business? Absolutely not. But if the purpose of your networking is to meet new people and build relationships, this gives you a genuine, non-threatening (read non-selling) opportunity for you to approach people, get to know them and begin a dialog that could a relationship profitable to all parties.

If this is an approach that would appeal to you, I'd recommend that you genuinely commit to the position. Don't just go in with the attitude that you're in it for the name tag and this will help you score more business when you network. The main reason is because it's just the ethical thing to do, but if you need a business reason, think of who else is on the board. Chances are they ARE connected; they ARE good people to get to know. And if you go in, commit, work to support the organization that only makes both the new member and the more senior ones more than happy to know you and support you in your business.

People go through a buying process. They first have to "buy" you; then "buy" your company and then lastly, they may buy your product. If you are someone who is recommended (first example), knowledge expert (speaking or writing) or is an organizational leader, you gain that instant credibility of being someone they should get to know better. And isn't that how you want people to view you when you network?

GOT LEVERAGE IN YOUR BUSINESS?

What is this concept called LEVERAGE in a network marketing business and how does a person actually get it?
You know, when I started in this profession over 15 years ago, I didn't have much LEVERAGE to speak of. Geez -- I didn't even know what that word meant.

No one talked about LEVERAGE much back then.

All we really heard about was all the 'boo coos' of money you could make in MLM. It was really hyped up as a way to get rich really quick and because of this the Network Marketing industry has been called a pyramid scam by some. Ever heard that before? This skepticism is caused by all the hype. The skeptics don't really understand the industry or that it can be a very lucrative profession when people are taught how to build a Network Marketing business properly!

LEVERAGE is the ability to earn a passive residual income off the business building efforts of other people, even while you're not working.

J. Paul Getty, the oil industry billionaire, said, "I'd rather have 1% of 100 people's effort than 100% of my own." Network marketing guerrillas recognize the power of this philosophy and put it to work for themselves Experiencing it is the icing on the cake! It's the ultimate sign that all your efforts are being multiplied!
To see it happening for other members with your team is even more rewarding.

I recently received an exciting email from a woman with my 'sales force' telling me they just purchased a new home - all because of this beautiful concept called LEVERAGE in her MLM business.

Some people spend so much time boasting about how much money they'd like to make in their business. Unfortunately they don't know how to make it happen. They don't take the time to really understand the importance of true LEVERAGE. They don't understand about having to work really hard in the beginning to build something to achieve the leverage that will give them freedom in the long term! Most of the time it's because no one has actually explained or taught them how to obtain leverage.

This is the KEY concept which separates MLM from most other businesses. The fact that network marketing helps you LEVERAGE your most important asset which is your time!

Here's an example of what happens when you LEVERAGE yourself. You go away on a vacation to a beautiful island with crystal clear blue water and white sand, enjoying your family and friends for several days with no phones, no emails, no cell phones, no business activity whatsoever and when you come back...

You discover that all these new business partners have joined your business team! Your 'sales force' has been multiplying while you were away relaxing on the beach! Then you receive a check in the mail for their efforts because you put in the effort to build this team! I've even heard someone call it 'coconut money'!

What's a business team? These are independent business owners all working for themselves only unlike a traditional business you benefit too!

Doesn't that sound better than YOU doing all the work YOURSELF?

It's the business team you build that makes this powerful force called LEVERAGE possible.

Without a growing business team, you're not only working for yourself, but also all by yourself. You're doing all the work just like you would be if you were self-employed. Self-employed people have no leverage do they?
For anyone who's read Robert Kiyosaki's The Business School For People Who Like Helping People, he talks about the 'E quadrant' (Employee), the 'S quadrant' (Self Employed and Small Business owner), the 'I quadrant' (Investor) and the 'B quadrant' (Business owner).

When you're in the 'S quadrant' as a small business owner, you're doing all the work yourself or managing employees. Kiyosaki calls the 'S quadrant,' "The home of the rugged individual, the John Wayne quadrant of business."

We have a friend we visited with while on vacation a few summers ago. As a small business owner, he couldn't visit for very long because he doesn't have anyone to work for him while away. He hardly ever goes on vacation and never quits working for more than a couple of days at a time. If he does he loses money!

Unlike those of us in MLM, our friend doesn't have a business team growing while he's away. His business depends on his efforts. He has to manage his employees. He's got no FREEDOM.

If you're the typical 'S quadrant' small business owner you don't have the luxury of leaving your business alone. If you shut the door of your store or you're not there for your service business, what happens? There's no business, no clients, no 'sales force' multiplying, no income because you've got no leverage. No leverage No Freedom!

On the other hand, according to Kiyosaki, "Network Marketing is a B quadrant business."

When you put together a 'sales force' of like-minded business owners, all with the same goal of LEVERAGING their business and their lives, something wonderful starts to happen! The business starts to multiply, multiply and multiply some more. This happens without you even being there! I have a sales force that is literally multiplying on it's own because of the efforts I put in many years ago. There were many people with this sales force that attended a recent company event. I wasn't even present at this event yet still receive a nice check in the mail every single month because of the efforts of these business people! You can literally make money while you're sleeping! There's nothing like having an organization multiplying in Australia. Because while sleeping here in the USA it's the NEXT DAY downunder!

The business starts to take on a force of its own. Everyone knows what to do because the business owner whom you show how to get leverage, in turn shows other business owners how. This skill continues to be passed down to the next business owner and so on and so forth until the business grows bigger and bigger, multiplying endlessly and continuing to give you leverage!

So, the next time you decide to take your family on a much-needed vacation, you can really relax because you'll be LEVERAGING your time. The 'sales force' you put together will keep on multiplying while you're away giving you FREEDOM to spend time with your loved ones.

We've all heard the saying, "Time is Money," right? LEVERAGING your time puts money in your bank account!
The BIG question people ask is, how do I build a business team like this? How do I build a business that pays a passive residual income for something I do one time? The next BIG question is, how long will it take to get this leverage?

Well, it certainly won't happen overnight. It could happen much sooner rather than later if you find a mentor or coach that has actually created LEVERAGE already themselves. That means you must be teachable and willing to follow a system that will eventually multiply your efforts. What that means is letting go of total control and the habit of doing it ALL yourself. Doing it all by yourself doesn't multiply and create LEVERAGE. No LEVERAGE No FREEDOM remember?

It's important to give your business time to develop, be coachable, motivated, consistent, determined, patient, willing to constantly learn and grow, do not quit and most of all be a team player. Plug into self-development trainings, books and seminars. That's how you'll get this fantastic concept called LEVERAGE both in your business and this will consequently bring FREEDOM into your life.

SECRETS OF EFFECTIVE NETWORKING

Effective networking really means purposeful networking, and purposeful networking is really about building relationships. No matter what you want to do, where you want to live or what specific job you seek, understanding how to network is an incredibly valuable tool.

I have met many, many people who dislike going to meetings in order to network, because they think they are a waste of their valuable time--because they have never seen meaningful results. Whether you are "networking" in order to find a job, to learn who and what is out there on a chosen subject, to get into a college or university or to build a business, knowing how to network effectively is a tremendous help. The rewards that ultimately come your way as a result of networking effectively are well worth learning this valuable skill.

Networking will:

1. Give you the opportunity to get "your foot in the door" of an organization and tap its "hidden job market."

2. Allow an organization to match a face to your name, putting you at a competitive advantage.

3. Provide occasions to listen for an unfilled need within an organization and enable you to offer your skills as a solution.

4. Give you the opportunity to learn what positions are suitable to your skill level and what skills you need to advance to the position you desire.

5. Provide occasions to practice your communication and interviewing skills, as well as develop the capacity to spring back from rejection.

6. Provide venues to meet new people and build relationships.

I was reminded of this when a client said to me, "I already have a job, so why should I waste my time going to networking meetings?"

There are a couple of important things to consider here.

First is the fact that the best time to network is when you are already in a job. When you are in an intense hurry to find work - any work - you will very likely come across as less confident in your abilities. If you are already gainfully employed and do not absolutely need a job to keep your bills paid, you will naturally be a little more confident and selective in your search process.

When I first quit one of my jobs without another one lined up, I began frantically searching for a job through networking meetings. The people I was networking with could really sense my nervousness and were clearly put off by it. It wasn't until I calmed down, became more confident in my abilities and appeared less frantic that I began to make real headway in my search.

The second idea to consider is that while most people expect networking to produce quick results, it rarely happens that way. Simply put, it cannot be done overnight. People are more likely to help people they trust, and trust is built and nurtured over time. In general, most people are unwilling to refer your name to a potential employer until they get to know you. Allowing for time to pass, so that experiences can be shared and relationships built is vital in networking.

Taking the time to help others in your networking group(s) will make you look great and build others confidence and trust in you. "What you give is what you get" is so true, especially with networking. If you take the time to help other people in your networking groups, there is a greater chance that someone will turn around and help you.

While many people might think of networking as "scary" because there is always the possibility of rejection, networking does not need to be frightening, nor does it have to lead to rejection. When you go to a networking meeting with the intention of truly listening to others and searching for ways to address their problems, you take fear of rejection out of the picture.

For example, if you are just out of college and searching for a job in a company that needs to hire an employee with your skill set, then obviously you can help that company fill an unmet need. It's a win- win situation- you need a job and the company needs an employee with your skills. However, if you discover that the position has already been filled with another candidate, be sure to ask if they know who else is looking for someone with your skills. It is not about being rejected - it is about filling a need - not only your need, but that of a prospective employer, even if it is not the employer you first approached.

As for rejection: yes, it is always a possibility when you make the affirmative effort to network, and everyone, even the most self-assured, is subject now and again to fearing it. Rising to the occasion and overcoming that fear is often liberating--and the best way I know of to achieve that sense of freedom and to conquer that fear is to take the focus off your own needs and concentrate on the needs of others. Yet, what if you are still rejected? If you really have put the focus on the needs of the other person, you will only conclude that the problem lay elsewhere, not with you--which certainly takes the sting out of the situation.

So, if you find you or your friends saying that you do not like to network because you think "it's a waste of time" or are "afraid of rejection," consider all of the opportunities that are passing you by - consider the wonderful relationships that could be forming.

It is my hope that you will become aware of the many opportunities that can be tapped and the meaningful relationships that can be built as the result of networking. If more people opened up and reached out to help each other - fewer people would feel alone and frustrated by their inability to move forward with their lives!

RELATIONSHIP MAKE THE WORLD GO AROUND - 3 WAYS TO CULTIVATE AND MAXIMIZE YOUR NETWORK

Why do people make such a big deal when the job they applied for was given to the boss’ friend? – of course his friend got he job, the contract or the recognition. You would have gotten it also if YOU were the boss’ friend. Whether you like it or not – relationships make the world go around. The better your relationships are the faster you will “climb the corporate ladder”, sell your products, or if you’re like me, get contracts to speak or consult. Yet building strong relationships seems like something of the past. We get caught up in the hustle and bustle of life and find that e-mails and text messages are easier to send. Whatever happened to the five minute phone call just to see how someone is doing? It is a rare thing these days.

Here are three ways you can start maximizing your network:

1) For Better or Worse- have you ever dealt with someone that crosses people off their list after one mishap? I have, and I used to be one of them. Dealing with people like that is like walking on eggshells. You never feel comfortable enough to say what’s on your mind for fear of being crossed off the list. To build solid relationships, your friends/co-workers need to know that you will be there for them through the good times and the bad times. This will help them develop trust in you so they will be willing to go out on a limb for you when you need it. We all have bad days and get frustrated at times. But, have you noticed that your bond is stronger with people after you have had an argument and worked through it, than with those you haven’t? I was sitting in a Toastmasters training when the District Governor stood up and said “ I appreciate my team for all their hard work. We did not always get along but it was in those times that we grew together and learned from each other”. As profound as that was, one of my girlfriends leaned over to me and whispered “We must grow a lot.” -- we both laughed. Her name is Regina and even though we don’t always see eye to eye we always seem to be there for each other, I know I can count on her – for better or worse.

2) Once a Day – no, not the multi vitamin…once a day be in contact with someone in your network, just to talk about what is going on in their lives. NO text messaging – pick up the phone! There is a something so impersonal about a text message. Can you really share your excitement and everything that has been going on in your life in a text? It always blows my mind when people text me and say: hey hvnt tlkd in a whle hows evrythin? – It makes me wonder if they really care because if they did wouldn’t they have picked up the phone and dedicated some time to really listen? Once a day let someone one know that you were thinking about them and wanted to hear how their day is going. One of the biggest misconceptions is that you must be in constant contact with someone to have meaningful relationship. I have found that is not, I repeat not, true as long as when you do talk, you talk about real issues.

3) No Strings Attached-do things for people in your network that have no immediate benefit to you. After you have spent time listening to what is going on in their life. Show that you really listened by sending them a relevant article or asking about it again at another time. This seems simple but not enough people do it. This shows you care enough to remember them, which also always helps build a meaningful relationship.

Don’t let anyone fool you into believing that relationships are not what make the world go around.

One quick story… I met with an Insurance agent last night; I can almost guarantee has convinced me to make a purchase with him. Here is why. He thought I was pretty smart – smart of him! He also remembered aspects from our very first conversation (2months prior) and he showed a genuine interest in my life plans. Although he was there to sell me something, and he was using good sales techniques, I did like the feeling that I was talking to someone who had my best interest at heart. Not only that, but when I couldn’t get my parking validated, he pulled money out of his pocket to pay – he did not HAVE to do that. Okay, it was a business expense but a really nice gesture! Trust me when I say he is exceptional, I have been to other meetings like this and…yeah, you know my point. Making people feel important goes a long way towards making you important to them!

Start today and build your relationships with people in your network of people and notice how situations change in your life and doors start opening.

KNOWING THE RIGHT PEOPLE IN TEXAS - MAKING NETWORKING UPWARDLY MOBILE

Knowing the right individuals in Austin, Dallas, Houston and other great places in Texas really can make your world go around. If you want to go up to the next rung on your career ladder, networking can be an incredible tool to help you reach your goals. It was held to be number one among “The Seven Habits of Highly Effective People,” a self-help book written by Stephen R. Covey in 1989.

Here are some simple rules to help you become a notable networker:

• First impressions -- Every time you meet someone new, use the 'SHE' rule -- Smile/Handshake/Eye Contact. Greeting people with a genuine smile, a firm and friendly handshake and direct eye contact helps set a positive tone and makes the best first impression.

• Learn names -- By knowing an individual’s name you show he/she that you value that person and have separated him/her from the rest of the crowd. There is no better way to make individuals feel good about himself/ herself. It also creates a positive impression of you. A good way to remember names is to use their name three times in conversation during your first meeting with them. Also try associating their name with something that will help jog your memory later.

• Ask open-ended questions --To get people to open up and tell you about themselves, ask these questions:

* Tell me about your job.
* What are your most important responsibilities?
* What do you like most about what you do?
* Where are you from, originally?
* What are you passionate about?

• Show real interest -- Showing a genuine interest in people’s answers is the best way to show appreciation. It's also one of the most effective networking tools around. Offer information about yourself too, so others, who don’t know how to network effectively, can still learn about you also.

• Practice listening -- It’s no secret that great leaders master the art of listening early on in their lives. But for the rest of us, the daily distractions and hundreds of obligations often keep us from being fully engaged listeners. Focus on that one person when you are having a one-on-one conversation.

• Find commonality -- What do you have in common? When you have something in common with someone, you raise the level of the networking relationship. This plants an incredibly important seed for all relationships – that “something” in common. Now you can build a relationship of respect or even friendship.

• Help others first -- Many people fail at networking because they are only out to help themselves. This is the number one no-no in a networking situation. The most successful networkers do just the opposite.

It is also important to keep in touch with your network. Record contact details right after meeting new contacts. Also include key observations or notes about them while the details are still fresh.

Once you put this advice into practice, you'll find networking can be great fun and you'll look forward to it. Building your networking skills allows you to be more successful when meeting new friends and associates. The best part about it is that you can do it anytime and anywhere - not just at formal business functions.

EASY BUSINSS PROSPECTING USING BUSINESS CARDS

Success in network marketing, more so than almost any other profession you can imagine, depends heavily on a steady stream of new contacts. Business cards are affordable, portable and readily accepted worldwide. People you meet may or may not be ready to accept an audio or videotape from you about your opportunity, but they’ll likely accept a business card. If you’re using your cards merely as a convenient way to leave your name and contact information with a prospect (or if you’re not using them at all) you’re wasting what is arguably the most versatile weapon in your marketing arsenal.

Today, a business card can be an ad … a mini-brochure … a coupon … a discount card … even a phone card or CD-rom presentation. Very often, your business card will determine what your prospect remembers about you after your initial meeting ... or if your prospect remembers you at all!

Your business card should be legible, informative, attractive, and memorable, and reflect your unique business identity and purpose. Is your card poorly designed, hard to read, or just plain boring? Has it been a while since you’ve handed one out? You may want to pull out your own card now, and examine it critically as you read this article.

Maximizing the functionality of your business card begins at the design stage, and any reputable printer you contact should be able to guide you about the "basics" (card stock, style, type size, color, and fonts). Your business card, first and foremost, must be legible, with easy-to-read fonts in a size large enough (not less than 10-point) for the "bifocal crowd" to read. When designating your contact information, include your fax number, email address and web URL, if appropriate. However, be careful about overcrowding your card, which is the most common mistake people make. The truly essential information is your name, company name, and your phone number (which should be in bold text, if there are other numbers on the card.)

Note: You might want to consider creating a business card that does NOT include your company name, or any indication that you’re in MLM. As you well know, many prospects are initially wary of this industry.

Many of the other attention-getting ways to put your business card to work, too, begin at the design stage. This is where you can add color, modify the shape, print on the back of the card and use humor to make your cards more memorable. Ask your printer about printing vertically, adding a photo of you (or your product), or printing complementary information on the back of your card (your USP, guarantee, a testimonial or two, meeting times/locations, et cetera). A very effective strategy is to use fold-over cards to create mini-brochures. You put your customary contact information on the front and back of the folded card, and use the inside to describe your products and primary benefits.

Designing a completely new and improved business card, however, is not always possible. Many network marketers are restricted to the use of company-designed cards, or simply cannot afford to replace their existing card supply. Fortunately, the way you present your business card has far more to do with the sales you generate than the card design itself. Offering your card with both hands, for example, is a simple, no-cost strategy that still creates an enormous psychological impact.

You’ll find there are literally dozens of ways to prospect with your business cards, if you remain alert to the possibilities. Of course, not all of them are appropriate for every person, every business, or every situation. (Very few people are more annoying, for example, than the pushy fellow who thrusts his card in your face while you’re eating.) Here are a few ideas to get you started:

• Consider exchanging cards with like-minded entrepreneurs through business networking groups.

• Introduce yourself with your card. Hand your card to the receptionist at the doctor’s office, the hostess at the restaurant, or the technician at the auto repair shop.

• Include your card with all correspondence. Enclose your card when you return rented goods … everything from tools to videotapes to automobiles (especially if it’s a luxury model!)

• Sign your name or write a brief message (“Nice to meet you!” or “Best wishes!”) on the front of your card. Turn your card into a coupon by writing “10% off” or “Free money-making report!” or something similar on it and redeem it upon presentation. In fact, anything you can do to personalize your card is beneficial.

• Even if you haven’t printed cards with information on the back, you can do so later by using address labels (the 1” by 2 5/8” size works well). You can use the label to generate interest (e.g. “I believe you have what it takes to succeed in my business. When you’re ready to make a career change, call me at this toll-free number.”)

• If you can’t seem to find a suitable moment to give your card to someone you feel could be a great prospect, ask for his or her card. (In fact, ask for two or three. Tell them you want extras to distribute to people you know.) Odds are, they’ll ask for your card in return.

In addition, what you do with cards you receive from others will also greatly influence your success. How would you feel about doing business with someone who didn’t even glance at your card, but just crammed it into their pants pocket or crowded purse? Here are some tips on what to do with the cards you get:

• Treat them with respect. Take a second look at them and put them away carefully in an attractive holder.

• Jot notes on the back of cards you’re given, such as date, event, common interests, physical characteristics of the giver, type of information you need to send, and so on. Do this right away, before you forget. (When you want to be discreet about writing notes on the back of newly acquired business cards, excuse yourself to go to the restroom. Lock yourself in a stall and write!)

• Rate prospects “A”, “B” or “C”, with “A” being a hot prospect and “C” a lukewarm lead. Write the rating on the back of their card.

• Develop a system for carrying and collecting business cards, and file them the way you remember them (by company name, person’s name, or industry.)

• Create goodwill by keeping a supply of your best customer’s and associate’s cards. Attach a label to the back that reads “Referred by (your name/your company).” Give them to likely customers. They’ll appreciate the referral, and you’ll be remembered as a friendly and helpful contact … the type of person they’d want to be in business with.

WHY IS RUNNING A WORLD - CLASS NETWORKING EXPIRIENCE

Have you ever heard the expression “The Loneliness Of The Long Distance Runner”? Other than the name of a book and a movie, I have no clue what they are talking about. Long distance running has shown to be one of the best opportunities to meet people that I have had in years.

Long distance running is the Marathon run, 42 kilometers around the world and 26 miles in the United States. A middle aged guy (like me) will dream about running it 3 ½ hours and should be able to do it in about 5 ¾ hours. When you think about running long distances, images of sweaty shirts and shorts, huffing and puffing and some cursing probably come to mind. And when you visualize networking, it’s about business attire and acting suave and debonair. I imagine you are having trouble rationalizing these two images and maybe think Zale is desperate for an article this month. Marathon running is an exciting hobby with events all over the world with over a million participants and fifty million more cheering them on. The most famous North American events are The Boston Marathon and The New York Marathon. My exotic goal run is The Great Wall Marathon.

Locally, in Toronto, we have 3 Major Marathons, The Toronto Marathon, The ScotiaBank Toronto Waterfront Marathon, and The Mississauga Marathon. This doesn’t even touch the numerous smaller events such as the Sporting Life 10Km Run, The CIBC Run for the Cure, and the Angus Glen Half Marathon.

So where is the networking in all of this?

Let’s start by introducing you to my friend Mike Collins of the Toronto Marathon. Mike is a business graduate who has worked in finance, retail, and other business stuff. When Mike first discovered the Toronto Marathon, he was a smoker and was volunteering for The Heart and Stroke Foundation. When Mike innocently asked for financial support for Heart and Stroke, the fellow said yes and countered by asking Mike to help out in at a Marathon water station. By the end of his first Marathon, Mike was driving the cube van and involved in all sorts of logistics. Mike volunteered for several years, stopped smoking, started running 5K events and now works full time with The Toronto Marathon. One of his key roles? Mike is the coordinator for the volunteers before and during the race weekend.

Volunteering is the huge networking opportunity in a Marathon. While marathon runners come from every walk of life, it’s been my experience that majority are successful, aggressive educated professionals. Like attracts like and the sponsors extend into almost every area of business. The Toronto Marathon Sponsors include the companies you would expect like Gaterade, Powerbar, and The Running Room. It also includes hotels, newspapers, and all the other companies required to make an event this big successful. The size and types of sponsors keeps growing with ING sponsoring The Ottawa Marathon and The New York Marathon. (ING is not a sponsor of the Toronto Marathon) The Toronto Marathon raises funds for the Princess Margaret Hospital by attracting over 10,000 runners competing in one of the 5K, ½ Marathon and Full Marathon events. The Full Marathon runs down the centre of the city going through the famous areas of the city.

Including North York Centre, Hoggs Hollow, Forest Hill, Casa Loma, Rosedale, Downtown, Hyde Park and the waterfront. Following the path of the Marathon provides a great tour of the city. Click here to see it in Google Earth!

From a networking perspective there are opportunities to create friendships that last for years. The Marathon is directed by a committee of about 30 volunteers. The committee has to look after things that take the whole year to develop. For example, advertising, planning the route with the city, and working with the different sponsors, vendors and suppliers.

The next big networking opportunity is the race weekend. Every Marathon has an Expo where the runners pick up their race kits, sponsors and other vendors display and sell all sorts of running related wares. The Expo is all volunteer run and the majority of the 10,000 runners will come with friends and family. While the booths are operated by vendor employees, the Expo is run by the volunteers.

One highlight of every marathon is the pasta party so that the runners can fill up on their carbohydrates. The dinners are sponsored by vendors and operated by volunteers.

Then there is the day of the race. The networking continues all day. There is the start and finish lines. There are water stations, there are marshals all along the route at every street corner to keep traffic out, make sure the runners go in the right direction, and watch for runners in trouble. There are the police to coordinate with, there are the Emergency Services people to coordinate with, and there are the marshals on bicycles to help the runners as they are moving along. Since the Marathon is several hours long, the opportunity to meet and get to know people is relaxed and powerful.

The medical community plays a huge role during the race and at the end. For normal aches and pains there are message therapists and foot doctors. For the more serious problems there are nurses and doctors to help out with chest pains, asthma, and other major problems.

This year the Toronto Marathon is making a special effort to add music to the Marathon. Mike is diligently trying to place bands all along the route. The music will be for the runners, the volunteers, and all the people the community that comes out to cheer. So, if you are a musician or part of a band – this will be a great opportunity to let everybody hear you!

And I don’t want to forget one last opportunity for networking. For those who can’t do the entire marathon, join with some business buddies and create a relay team. It’s a great way to build long term friendships.
All-in-all there is so many different ways that a Marathon will grow your network, its clear that I wasn’t desperate for an article this month.

DOES YOUR BUSINESS CARD GET NOTICED?

Having a professional business card helps to portray your image and make you stand out from the crowd. When you meet somebody, you have less than 10 seconds to make the right first impression, so along with your elevator pitch, make sure that people will remember you.

Your business card is your first marketing tool. But are you using it in the most effective way?

Many small business owners spend hours and hours trying to find the best way of marketing their businesses. But when it comes to their business cards they don’t follow the same rules. Most people just include their basic contact information and don’t realize how this little piece of paper can say a lot about their businesses.

When you place an ad in a newspaper or a magazine, don’t you try to write the most effective text to attract clients so that people call you or buy your products or services? So why not pay the same attention when designing your business card.

Your business card is your first marketing tool. Every time you give it to somebody, it's a chance to communicate something about your business. Your business card is very often the tool which will help people to decide whether they want to work with you or not, since it is an extension of your business. When you meet somebody for the first time they will judge you on your appearance, your clothes, the way you act, the way you speak and your business card. If the whole package looks very professional they will be willing to continue the conversation with you. If it doesn’t look professional they will not waste their time and will find somebody else to work with.

We used to say that we shouldn’t judge a book by it’s cover, but unfortunately this is not true. So put all the chances on your side.

Here are the 10 indispensable keys which need to appear on your business card:

First on the front of your card:

1/ Your name – this sound obvious for everybody, but make sure it is easy to find. People have to see your name as soon as they receive your card so they will be able to associate your face with the name on your card.

This will help them to remember you.

2/ Your title – if you work for a corporation, your title is always mentioned on the card, so if you are a solo-entrepreneur or a small business owner, it is also very important to mention if you are the founder, the CEO, the president, the marketing manager or other. Again, make it easy for people to remember you and what you do.

3/ The name of your company – even if you are a one person operation in your business, it is very important to have a business name. Using only your name if you are a sole proprietor or if you are an independent representative of a company will give the image of a part time activity and not a business image to your prospects. The same as when you introduce yourself and say, “I am a consultant” vs. “I have a consulting company”, people will not pursue you in the same way. Even if your consulting company is only you, this will not have the same impact.

4/ Your email address - the big No/No in a business card – once again if you want to be considered as a business and have a professional image, don’t use an email with yahoo, aol, or hotmail, etc… but have a professional email with yourname@yourdomainname.com. Today it really doesn’t cost a lot to buy a domain name, so please invest in the $5 to $10 to buy one and use it on your business card.

You can have a yahoo, aol, or hotmail email to sign up for newsletters to avoid spam, but for your business card, this shows a lack of professionalism. Plus it is much easier for people to remember your name and your company name than a strange email with your nick name or number on it.

5/ Your phone number – personally I think that too many phone numbers are confusing and take up too much space. So I recommend that you use your main number, even if it is your cell phone because it is the most convenient way to reach you.

6/ Your website - having a website will help people to learn more about your business later. Your business card can’t say everything, so give them the opportunity to get the information they are looking for. Use your business card to bring traffic to your website.

7/ Your logo – it is as important to have a logo as it is to have a business name for the same reason, because this will give you a professional image. Using a regular white card, with no logo, just your name, phone number and email, will not help people to remember you. Some people put just a clipart on their business card and think this looks like a logo. In people’s minds this is definitely not the same thing. If you are not ready to invest in yourself, how do you expect people to invest in you?

8/ Your tagline – a tagline ensures that people associate your company name with your product or service. That is a short sentence which describes your business’ mission and makes you unique. That is usually the only thing people remember after you have met. So that is why it is important to really choose your words carefully when creating your tagline, in order to hook your audience and be memorable.

Just because you are a solo-entrepreneur or a small business owner, it does not mean that you can’t use the same strategies as the big companies. Make sure you use all the marketing tools which are available to promote your business. This is called ‘branding’. Using an effective logo & tagline are one of the most effective ways to successfully brand your business.

Take a look at most of the business cards that you have collected from people and you will notice how few of them have taglines. So stand out from the crowd, make sure to have the key elements on your card and that they are memorable.

When I work with a client and help him or her redesign their business card, I always encourage them to use the back of their card. Remember what I said earlier, “When you place an ad in a newspaper or a magazine, don’t you try to write the most effective text to attract clients so that people call you or buy your products or services?”

So why are you wasting all of this precious space on the back of your card?

Again, remember that your business card is a marketing tool. Use it to attract potential clients and not only to provide your contact information. Use it to pass on your business message.

On the back of your card – very few people use the back of their cards, so here is an opportunity for you to make a difference.

9/ Describe the benefits of your product/service or the benefits of working with you. Use bullet points to emphasize the purpose of your products and services. Show how you can be a problem solver to others.

Encourage people to ask you questions about your business so that they want to learn more and visit your website later.

10/ Tell people what to do next. Don’t assume that people will contact you for more information – tell them what to do. What we call “The call to action.”

Do you want them to: go to your website, sign-up for your newsletter, call you, buy your product? Tell them clearly. Offer them an incentive to make sure that they will take action.

Let’s say you are a coach or a financial advisor, no doubt, you have a lot of competition. What makes you unique and special? When people see your card, they will probably say, “Oh, another one!” But if you mentioned your specialties on your card, it will make a difference immediately.

What's in your Business Card?Take a look at your card now, does it include the key elements to give a professional image to your business? Does your card stand out from the crowd?Does your card give you the results you are expecting?Does your card say what you want it to say? Does your design work with your company image and the rest of your marketing materials? If you have a different design for your business card, your website and your brochure, how do you expect people to take you seriously?

Order professional business cards

Avoid the cards that you print yourself on your printer. It doesn’t cost a lot to print professional business cards, you can order a thousand for $40 to $60 online and it doesn’t cost more to print on both side of your card, but it makes an incredible difference and has a greater impact on people.

Use the same logo and colors as your website, brochure or flyer. Having a consistency on your marketing materials will help people to recognize you where ever they see you. And the more they see you or your logo, the more they will remember you, and the more they will keep in touch with you. Try to always be at the forefront of their minds.

Your business card is an extension of your company just like your logo, letter head, brochures, flyers, website and any marketing tools. They must have the same message and design.

Never leave home without your business cards

Wherever you go—to a networking event, to the dentist, to the movies, to a party, always bring your business cards with you. You never know where you will meet an interesting new contact, and you don’t want to miss the opportunity to exchange cards. Writing your telephone number or email address on a piece of paper or a paper napkin definitely doesn’t look very professional.

GUIDE TO CHOOSING ISP

Businesses need to look twice as hard for the right ISP than home users do. Company owners need to ensure that their ISP providers can cater for their company as well as possible expansions in the future.

Although the natural notion would be to go for the cheaper option, when considering the amount of employees you have and how valuable a tool the Internet is for them, cheaper doesn’t cut it. If paying extra means prompt service, a bigger bandwidth and fewer hassles then paying for it is better. The last thing you want is the Internet to go down and the cheaper company to take a week to get round to it. Or alternatively, the cheaper ISP company can’t handle the traffic and they themselves go down, dragging your company with it.

Ideally, all Internet problems should be the ISP company’s problems not yours and professional ISP companies might charge a bit more, but to go from month to month without a hiccup makes it worth it. Make sure that the Internet providers are able to give you exactly what your company needs. Check for features such as e-mail accounts, domain options, connection time and speed.

Most ISP companies have various servers that are assigned to the client. Check how many other clients are using your server. If the server can’t handle the traffic, then the Internet will go down. For large companies, ask which lines they are using. Ideally you will want a T3 as they are more efficient and the speed is better then a T1. T1 are good for home use or alternatively small companies.

Enquire about e-mail accounts. Although when you first register with an ISP company you might have, say, 10 people at the company. But as time goes on, they might become 15, or 20. You need to find out that the ISP can keep up and grow with your company. To be able to set-up additional accounts without a long waiting time is crucial. Also remember that more people will mean you need more bandwidth.

There are various types of ways to connect to the Internet, such as dial up, ADSL, etc. Dial up isn’t really a valuable or efficient way for a business to stay connected. It was one of the first systems in place and hasn’t revolutionized itself since. It would be similar to using a Morse code device rather than a telephone. For home use, dial up is perfect to download and send e-mails and occasionally surf the net. For an entire company to use this system isn’t practicable.

ADSL is fast becoming the ideal way for businesses to connect to the web. ISP providers offer a different amount of bandwidth and the speed is generally smooth and quick. Wireless is also becoming a decent option, but is more suitable for laptops then PCs.

Choosing an ISP for your company isn’t so much about looking at what’s on offer now or providing for your company today. You need to look at what your business needs tomorrow. ISP companies offer different sized packages, so although you might only need a small or medium package, you need to make sure that when the time comes, you can get a bigger one

HOLIDAY NETWORKING, SANTA - STYLE

It’s that special time of year again. Odds are that very soon you’ll be mingling with people you barely know (or know all-too-well) at some sort of holiday get-together. Whether you’re attending out of courtesy, tradition, or business desperation (it’s been a tough year for many) doesn’t matter. What DOES matter is that you understand how holiday networking differs from the networking you’ll be doing in January.

Holiday networking is less aggressive, slower-paced and more subtle. Think “market research” instead of “close the deal” and you’ll have the right mindset. Yes, making connections that lead to sales is still a primary reason for attending social functions, but around the holidays it’s less obvious. The social “dance” is longer.
So when preparing for your holiday party “performance,” practice the role of Santa instead of Scrooge, and you’ll do just fine.

How would Santa act at that lavish bash in your office building next week?

First, remember that Santa is friendly and approachable to EVERYONE. He’s not a snob or someone who’s solely focused on influential, powerful people. You’d do well to adopt that attitude yourself. You’ll enjoy yourself more, feel less stressed, and who knows? You may meet someone with unexpected influence or connections.

If you’re one of the many people who’d rather have teeth pulled than talk to strangers, rehearse a few “safe” opening lines. “So how do you know (the host/hostess)?” or “Don’t I know you from somewhere?” are non-threatening ways to begin a conversation, with the added benefit of allowing you to look for connections. And “How has your day been?” is much more likely to initiate small-talk than the usual “How are you?” (“Fine, thanks.”) exchange.

Second, Santa is a great listener who’s really focused on other people’s wants and needs and not his own. He invites confidences and listens more than he speaks. Can you imagine Santa thrusting his business card on someone he’s barely met? (I DO have one of his cards, by the way. See it here.)

So ask a lot of “who, what, where, when and why” questions. Try to spend the first five minutes of any conversation talking about the other person. You already know about yourself; you want to gather information and make friends with others. Besides, it’s very flattering. Someone who’s interested in others is invariably seen as someone worth knowing. (So tuck a few business cards in your pocket beforehand!)
Finally, Santa is welcome and appreciated at any gathering because he brings gifts. No, you don’t need to carry in a large red bag filled with personalized company pens or magnets. But before the party, think about who you’re likely to meet and what you can offer them.

Have you read a great book? Do you know what’s being built across the street? Did you discover a helpful new product or service? Then don’t be a Scrooge! Spread the news. Offer the information.

Better yet, do you have a personal connection to someone party attendees would like to meet? Then be prepared to offer their name and/or business card.

And when talk does turn to business, keep it light and keep it brief. If you have helpful ideas to pass on, or discover a connection you’d like to strengthen, ask for a business card and permission to call at work. Then steer the conversation back to more fun, personal topics. (Just remember to follow up afterwards!)
With preparation, you can enjoy meeting new people and reconnecting with old colleagues in mutually profitable ways. And you might just become as popular as Ol’ Saint Nick.

TOTAL QUALITY MANAGEMENT

Living in Caracas, Venezuela is an awesome experience. There, I lived The Total Quality Management experience. In the late 70's quite a few managers were trying to find their way into higher realms of achievement for themselves and their companies.

I, myself, after working as a management executive for Intercontinental Hotels Corporation, I was building an independent business which would help me to become my own boss and achieve financial independence.
As I decided to build my business around the book industry, I found managers and CEOs of the largest companies in Venezuela asking for ideas on how to become more efficient and more productive. That curiosity brought me to Edward Deming´s Total Quality Management. Even though the idea of social networking as we know now from the internet business world, was not used, I started to use it to build my business around a need of high ranking managers who were eager to learn new techniques to take their companies to higher levels of financial and productivity achievement.

I started by talking to production managers and general managers, about Edward Deming´s “Total Quality Management”. These business and industrial leaders and myself, learned about Deming´s success in Japan and how his theories were considered as one of the main causes for Japan´s economy to go from the ashes of war, into the new economic leader of the world.

Suddenly I found myself building my business network, talking and sharing Deming´s principles, and becoming an “authority” in total quality management at the same time.

From my hotel business activities, I did have good relations with Ford executives from the Venezuelan branch, who became very important for me at the time, as Ford Motor was the leading American company which became a quality example both for management and production quality, by using Deming´s principles.
That experience and my relations with Ford people became very important for me as I used them to promote Deming´s ideas which were of great help to build my business.

Networking is the trend in Internet marketing. Social networking sites are very successful, because they cater to all those of us who want to share our ideas, videos, photos and experience with the world. Our knowledge and experience are being sought after in the marketplace, and we could help to build a better universe for all and great relationships for us. As we share our expertise, we learn from those who have abilities we don´t have and we build our social networks at the same time.

The quality revolution around the world is closely linked to Deming ideas, teachings, and practice. I did not meet him in person, but he was very important for me, for my networks of customers and friends and for my business.

Besides being the intelligence which built Total Quality Management in theory and practice, he was a great network builder. Deming was a great genius. Even before the Internet boom, he built a large network of industry and management leaders around the world who were his clients, readers and even fans. Deming was a great American statistician, college professor, author, lecturer, consultant and a great help for my book business.

Deming help to build a better world is not over. The Deming Institute aims to foster the Deming system of knowledge to advance commerce, prosperity and peace. Since june 16 1950, Edward Deming began his quest to help Japan to change the image of “made in Japan” as cheap and flimsy, to become a world leader in creativity, quality and outstanding performance. Japan´s greatest guru was not even Japanese, but American. He was awarded the second Order of the Sacred Treasure by former Emperor Hiroito.

Even though Edward Deming was born in the USA, he is a great example of the universal citizen and a world leader who still is helping us to build a better world. Whether we are talking about the oil industry, auto industry or any other commercial or manufacturing activity, we might sense the presence of a genius who found a need for better products, developed a system and managerial techniques for the world to enjoy better products and better industrial social relations.

For those of us who are building our networks using the cyberspace Edward Deming is a great example as he built a worldwide network when the internet was not the great technological advantage we have now.

BUSINESS NETWORKING IS LIKE AN ORANGE TREE

Recently, my 5-year old son told me that he wanted to plant an orange tree in our backyard. Excited about his new interest, I proudly took him to the nursery to buy a small tree to plant. “When will the oranges grow, Daddy?” he asked as I was watering the tree. “It’ll take some time,” I said. “We have to water the tree every few days, and in a few weeks, you’ll see the oranges start to grow.”

Of course, my 5-year old son has no concept of how long 2 weeks is. The next morning, he got out of bed and anxiously ran to the back window, looking for the oranges. He came to my bed and woke me. “Daddy, how come the oranges didn’t grow yet?” “It’ll take some time,” I said. “You have to be patient.”

By the third day I realized that maybe planting a tree wasn’t the best pastime for a 5-year old. At his age, it’s all about instant gratification – when my wife and I promise to buy him a toy, we know we have to get it for him right away. When we make plans to go on vacation, we make sure not to tell him about it until a few days before. You can’t make a kid to wait a few weeks to go to Disney World.

Personal networking is no different. When I joined my local Chamber of Commerce several years ago, I wanted instant gratification. When I showed up to a networking event, I expected the phone to ring the next day. Like my son, I wanted instant results and had no patience to wait. As a networker, I was too immature to comprehend that great things could happen later on.

After all, other marketing techniques don’t take as long. Print advertising, phone solicitation, and direct mail – if done correctly – lead to immediate results. Personal networking takes longer, and therefore requires a greater level of patience and maturity. However, the quality of business received from networking is by far superior because nothing beats a personal referral. If done properly and with patience, the results could be phenomenal.

The concept is simple – people know people, and those people know more people. By introducing myself to someone, my hope is not merely that I will do business with that person, but that maybe they know someone else (or a few people) who I can do business with. The more people who know about the services I provide, the better. It may take some time until someone needs my service, but when they or someone they know does, I know they will call me.

And it really works! Some of my biggest clients came to me as a referral from someone I know. When I need a service, I think of who I know personally that performs that service. If I can’t think of anyone, I’ll ask someone I trust for a referral.It’s so simple, but not always obvious how effective networking can be. So keep at it - just as I know my son will be in awe at the sight of that tree as it produces oranges, I know you will be delighted with the fruits of your labor.