Are you a professional; Victim?

Paul Johnstone ©

Have you noticed there are two sorts of people in business?  

Those that get on with the job, and those that always have an excuse for it going wrong or not happening on time. 

We all probably know one and some of us (including me) used to be one.

Our heart sinks when they say they will do something for the group because you know it just won’t happen.  Or worse still it will be half done. Or done but delivered late. 

How many people do we know who promise the world because it seems that’s the thing they should do.  But once the sweet smell of the promise has subsided all that’s left is the sour taste of late delivery.

The professional victim complains, "I didn't have a chance."

• But ask yourself, did the professional victim Ever take a chance?
• Did they ever look for a chance?
• The chances aren’t they did not.

Don’t be a professional victim become a good businessperson.

How do you do this?

Simple:-

Under promise and over deliver;

Surprise your clients with a job done early and on budget, you’ll be amazed at the repeat business that comes your way.


Helping Real people do Real Business through Real Networking

Target network

Paul Johnstone ©

Is your Network targeted or do you miss Gold?

If your aim is off target, you are not on your own. So many people have not been able to maximise their networking

People join groups and assume they have networking relationships with the other members. But they generally don't. Here's a fresh look at the types of networking relationships you may develop. Once you know what kind of relationship you have with someone, then the next steps to develop the relationship become obvious.

It helps to imagine your network as a bulls-eye target and just like archers, on your target each concentric circle representing a different networking relationship:

Accidents
Accidents are outside the target. You're on a train in seat 7B. Next to you, in 8B, is an Accident. An Accident is a person you'll probably never see again, unless you make it happen: exchange contact information and get back in touch. In one study, 27 percent of people developed a relationship with someone they met on an airplane or train. But it's not the best strategy to rely on meeting people by accident.

Acquaintances
The white outermost circle, think for a moment about the word Acquaintance. An Acquaintance is a person you could find again if you had to because you know someone in common. Think of the architect you met at the Chamber event you went to in December. You won't run into him in your normal business activities. Think about and involve your Acquaintances when you want to broaden your network. Cultivating an Acquaintance will bring you in touch with people whom you don't normally have contact.

Associates
Inside the black ring, next circle, imagine the word Associate. An Associate is a person is probably a member of your networking group. In other words you will meet them regularly..

Convention tells us you need 7 ‘touches’ to start to be meaningful, and develop the trust based relationship that drives business your way. Associates, meet time and again, are the easiest contacts to develop. Now the biggest error networkers make is Not To Develop these relationships. This means ou will remain only co-members of a group. You won't act as resources for each other.

Actors
Into the blue ring now. Once you have acted by exchanging something of value—a tip, a resource, some information—you convert Associates into Actors. Actors are people with whom you are actively trading. When you give first, you plug into the basis for strong networking relationships: The Reciprocity Principle. It goes like this. If you give somebody something, he will try to give you something back. Two-way swaps are the meat and potatoes of networking.

Advocates
Close to the centre now we are in the Red Ring: There are ways to make relationships even more relevant. When that happens, you and your contact will be able to help each other even more. Advocates know you so well and trust you so completely that, they look for opportunities for you. Because you've taught them so much about yourself, they'll unhesitatingly advocate your services and products. They are one of your unpaid sales people, and they do it because they feel good doing something for a colleague.

Allies
Finally, the gold target at the centre circle, you'll have a few Allies. Allies are on your personal board of directors. They know where you're headed and will do all they can to help you reach your goals. They will actually seek out opportunities for you. And you'll do the same for them. They'll celebrate with you when things go well, as well as commiserate with you—and even tell you the truth—when things go wrong.

Take a little time to think about your networking contacts. Draw the bulls-eye and decide who is in the White, Black Blue Read and Gold. . Then you'll be able to determine what your next step could be with each person. If you want to move from Actor to Advocate with a contact, for example, tell stories so your contact will be able to describe your capabilities to others. Ask for stories from your contact so you can reciprocate.

Using this model will help you create a fully developed network and help you make networking an art, not an accident.


Helping Real people do Real Business through Real Networking

You Ever See A Pit-Bull Network?

Paul Johnstone ©
Pit-Bull Networking what’s it all about?
Most of us at some time have come across the Pit-Bull. They are in your face, they won’t leave you alone and all they can do is talk about their products. They are not natural networkers:

The Pit Bull is all business. He doesn't come to work to make friends, either with co-workers or with sales contacts. Instead, he churns through prospects until he maximizes his sales. It's all a numbers game to the Pit Bull. If he loses an account, so be it—there are more out there.

What lets the Pit-Bull down is their lack of customer service. It is usually what they have no idea about or they think customer services is showing up on time and pitching for all they are worth. This lack of customer service often leads to them losing repeat business!

There are Pit-Bulls that use a soft technique, but don’t be fooled its sell, sell, sell for them. And they don’t mind whose toes they tread on to make a sale. They will usually be successful but they will have enemies both in house and in the field.

How can you spot a Pit-Bull at a networking event? Well here are a few tips that may help spot the Pit-Bull.

Focus: Business, the bottom line.

When the Pit Bull thrives: Pit Bulls prosper when they're let off the leash. They appreciate having the freedom they need to do deals on the spot.

Here are some of the places you are more likely to find Pit-Bulls in full cry:
Property,
Car sales,
Telemarketing,
and stock brokering over the phone.

What the Pit Bull needs from you to succeed:
· Independence.
· Enough pricing fredom to close the deal as soon as possible.
· Customer service support, to mitigate the weak points.
· If appropriate, adjust compensation to account for the added costs.
· A simplified closing process, so he can move on to the next sale.

What motivates the Pit Bull: One word—money.

He wants to be appreciated for his drive,he thinks its all there is to selling.

So next time you go networking you know how to spot a Bit-Bull and take the appropriate action!

Paul

Helping Real people do Real Business through Real Networking

Help Me I’m Drowning

Paul Johnstone ©

It's one thing to ASK people to lend you their support on your great new project. But it's quite another to GET it.

Have you ever wondered why is it that some people get the help we need on a new venture? And others don't!

It’s just that some people know how to ask for help.

They understand that getting people to help you is a negotiation technique. It’s a technique that requires a blend of vision, skill and perseverance.

Problem is, most of us hail from the "Why don't we get together for lunch sometime?" school of negotiation. Our requests are usually limp, ineffective, poorly timed, and do not get us where we want to be.

The reasons often include we:

· feel undeserving of support
· are unwilling to support others
· inadequately communicate our ideas
· present our requests as either/or propositions
· never ask for commitment or closure
· don’t follow up on our requests

Is there a way out of this mess?

Yes there is. And the following guidelines will help to get others to help you

GET THEIR ATTENTION!
Don't assume that your potential "helpers" have been waiting all week for you to approach them. Chances are good that they are already up to their armpits in other projects. Start your conversation by asking them if they have a few minutes to talk. If they do, great. If they don't, at least you won't be stealing their time for no good reasons, apart from the coffee. Simply agree on another time to talk and take it from there.

SET THE CONTEXT
Let your potential supporters know what the ensuing conversation will be about before you go rushing into your impassioned requests. A simple sentence or two will do, something like, "Is now a good time to talk? I'd like to tell you about a fascinating new project I'm working on."

DESCRIBE YOUR PROJECT
Now that you've got their attention and created a context for your discussion, provide a few details about your venture to engage your listener more deeply, i.e. "I'm inventing a new way to mow the lawn.”

ASK IN OVERALL TERMS
By this time, your listener's interest should be yours. However, they will not necessarily understand what it has to do with them. This is your time to invite them into the project. Phrases like "It looks like I'm going to need some help to achieve this and I wonder if you'd be available to be part of the people I access from time to time?"

BE SPECIFIC - ASK THEM FOR WHAT YOU REALLY WANT.
If your ally hasn't put the shutters up and is still be interested. Help them buy showing them a simple way to be involved, i.e. "Great! I'd really appreciate it if the two of us could have lunch once a week and I can pick your brains.”

ARE YOU OPEN FOR NEGOTIATION?
Remember when negotiation you want a win – win situation. Lets be honest not everyone you approach will either want to or be able to help. That’s not a problem. Work with them on an alternative way they can help you. Offer alternatives, lie different days, times and places for them to input to your project.

OFFER YOUR SUPPORT
You are far more likely to create a network of support if you remember to offer your support to others. Beware of the tendency many aspiring innovators have of only asking for help, but never giving it. The Golden Rule applies: What goes around comes around. "Is there some way I might be of support on one of your projects?" you might ask.
AND NOW A QUESTION FOR YOU:
Who are you going to ask for help? And when are you going to ask them?
Helping Real People do Real Business Through Real Networking

Helping Real people do Real Business through Real Networking

Are you writing in a mono?

Paul Johnstone ©

Ever listened to someone deliver a flat 60 seconds? Or heard a speaker who uses exactly the same vocal inflection from beginning to end?

It’s annoying, it’s boring and it’s a bit of an insult to the audience. This is not because we humans are predisposed toward modulation and rhythm in our language.

When we’re listening, we also depend on the speaker to use vocal inflections to tell us what’s important.
For instance, if they’re speaking quickly and then suddenly start drawing out their words, we know to pay attention. The change in inflection means something important is happening.

Likewise if they build to a crescendo then pause, you know to reflect on the point that has been made or there is something pretty important coming.

We all know when we have given a good 60 seconds, and average 60 seconds and a howler. But did you know your written words convey the same good, averages and bad rhythms?
That makes sense, right?

How do you avoid writing in mono?

Paragraphs are the rhythms and inflections of the written word. There are writers who vary the length of their paragraphs to show the reader what’s important.

Some paragraphs will be 3-5 sentences, but every once in a while, they’ll throw in a one-sentence paragraph in order to emphasize a particular point. It stands out, and it tells the reader to pay attention.

Check out tabloids and see almost all the sentence length is the same paper top paper, why? It’s easier to read and easier to make a point.

As well as sprucing up your 60 seconds take a look at your web site or your marketing material and see if you can add tone, rhythm and punch by changing a few words. Try writing for people with two ears who want the world in sterio.

Try it for yourself.

Helping Real People do Real Business Through Real Networking