Know - Like And Trust!! Paul Johnstone

Today, let's talk about presenting yourself in an attractive, compelling way. Because people buy from people they like.  Well taken one step further they buy from people they know like and trust. 

Everyone, you, me your colleagues and friends need to 'buy you' before they buy what you're selling. People will always buy people before they buy products and services.

This is why one member one profession is such a bad idea in a network club.  If everything else is equal, people will buy from the people they like rather than people they don't like.

Now armed with that knowledge how do you ‘help’ people to like you? 

First up it will help if you remember you are selling yourself and that is a very powerful tool.  Once mastered, you can be sure it will drive business your way time after time. Learning how to use this powerful weapon is a fantastic way of growing your business.

OK how do I do that?  If it’s not the first question on your lips it’s probably your second.  Your objective is to present yourself in an attractive and compelling way. Sounds easy – well it is once you remember three key facts.  If you want to sell yourself and make it easy for people to buy from you , here are the three key steps:

1. Be likeable. The law of attraction and how to get people to like you. This, believe it or not, is straightforward are things you can do and say to make more people like you more quickly.  Non verbal communication: before you speak to someone smile.  Then ask interesting question but importantly LISTEN TO THE ANSWER.   Always dress for the event and that’s not the latest fashions.  Look professional and you will be associated with your profession. And the killer ‘The Follow up’ Oh so important when networking.  It’s a follow up and NOT A SELLING opportunity.
2. Be credible. Your professional appearance is a great help when your natural charm is not working.  You know sometimes we don’t get people. This is when people don't just like you, but they value you, rate you and However because of your credibility they trust and listen to what you say.
3. Being Profitable.  Here you reap what you sow. The relationships you have developed now start to deliver business, so don’t stop, keep at it.  So many people think that once they have made some connections that’s it, no more networking.  How wrong they are.  Your personal referral system tends to drop off sharply when you walk away.  The answer is clear use your skills to sell yourself and keep doing it.

We all have a network conveyor belt or sales hopper, that’s what drives business.  To make your hopper work to the max, people need to like you or see you as a credible supplier and alternative to the status quo.  Here are four simple ways to help keep you on track winning more and more business. When they:

• see you, they'll like you.
• like you, they'll trust you.
• trust you, they'll buy you.
• buy you, they'll refer you.

Tell me “What are you doing that will make you more likeable today?”

Helping Real People do Real Business Through Real Networking

©Paul Johnstone

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The 7 Deadly Sins of Publicity– Paul Johnstone

Let’s look at publicity through PR or a news release.  A news release is often your only chance to make a great first impression.  And in business, face to face, written or as an on-line presence you need to be on the mark from the start.  And I am indebted to several people I have met through networking over thje years for this advice.

Newspapers, magazines and trade publications receive shed loads of them. That means sloppy, inaccurate, pointless releases are the first to hit the newsroom wastebasket. To make sure yours isn't one of them, avoid these 7 Deadly Sins:


1.    Providing insufficient or wrong information on your news releases, particularly telephone numbers, and other contact details. Releases must be complete, accurate and specific. (Note: A news release is the same as a press release.)

2.    Writing too long. They should be no longer than a page, which is about 500 words give or take depending on images and layout.

3.    Sending it too late. Mail or fax it to local media at least two weeks before an event, preferably three or four. Major magazines are different again, many of them work four to six months ahead of time.

4.    Sending a release with no news value. We all watch the evening news or catch up with the news on out PC, Why?  Because it changes and it is current. News is what happens that is different. If it isn't different, it isn't news.

5.    Blatant commercialism. Avoid hackneyed words and phrases such as spectacular, incredible, the only one of its kind, breakthrough, cutting-edge, unique and state-of-the-art.  Also loose the Cliché.  Never stoop to using phrases like think outside the box, or blue sky thinking, they are often seen as lazy by writing professionals and get dispatched to the waste bin quickly.

6.    Forgetting a contact name and phone number. At the top of the first page in the left corner, let editors know who they can call if they have questions. Include day, evening and cell phone numbers.

7.    Calling after you send a release. Questions like "Did you get my news release?" or "Do you know when it will be printed?" will brand you as a pest. Don't follow up with a phone call to see if the media got your release, unless you are absolutely sure that someone will check for you. Most reporters and editors don't have time. If you do follow up, make sure you have a reason to call. Suggest a particular angle to your story, or ask the media people if they need any other information.

Hope these help you get more recognition and ultimately more business through being seen as an expert in the press. Go to it!

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©Paul Johnstone

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Make yourself stand out from the crowd - Paul Johnstone

How to make yourself stand out from the crowd?  

Apart from dressing like Coco the Clown and doing magic tricks, or entering the networking event doing acrobatics, what is there?

Two things spring to mind: 

Have an elevator pitch ready for every eventuality.  You will get better results if you can mix and match to suit most situations.  Most of you will have an elevator pitch you use at events and exhibitions.  So it will be helpful if you also have phrases you can use at Smaller gatherings and events.

However you also have an opportunity to present your 60 seconds at your weekly networking event.   The headline writers amongst you may well have some great opening lines already lined up. 

I have come up with a couple of Headlines you may like to trial in both written media as well as an arresting opening to your 60 seconds.

Here goes:

The Secret Of Get Your Prospects To Say "Yes"

The Secret Of Get Your Prospects To Say "Yes" In Just One Minute


Yes YOU Too Can Learn How To Get Your Prospects To Say "yes" With Ease!


Then you can try some of these:

Want free insurance? Ask the man from (your company)

Don’t get stuck in a rut – get ahead with XXX

You all know banging your head against a brick wall is a bad idea!

If you gould do this ( your solution) wouldn't your life be so much easier?

Once you get into the stride you will create lots of arresting headline grabbers and open statements you will have a field day.

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©Paul Johnstone

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How to get your own back on poor customer service

I found this piece on You Tube and it made me laught out loud.

But the truth is it highlightes a common problem - Awful Customer Service"

This is a great prank so give it space

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©Paul Johnstone

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10 Open Ended Networking Questions

How to listen to other networkers - using of open questions

Plenty of research has been on why and how open questions work over the years. It has revealed that when talking with a fellow networker or prospect, it is important that you don’t lead or persuade them to answer these questions in a particular way. It’s more important to have them give you a genuine, honest answer hat can involve them in the process.

Many questioning tips include steering clear of yes or no questions by asking open ended question. Open ended question usually start with the words how, what, which, when, or where.  Some of you may be familiar with Kipling 6 serving men, which was how I learned them.  "I keep six honest serving men and true; they taught me all I knew; their names are why and what; and when, and where and how and who." Oh yes, and: "How much?"

Here are ten great open ended questions to help you open up a fellow networker or land a sale:

1.       “What has brought you here today?”

2.       “Tell me why are you looking for this product or service?”

3.       “Where do you currently get this product or service?”

4.       “What do you currently like or dislike about this product or service?”

5.       “What challenges have you faced in the past?”

Building rapport is another networking tip. If the potential customer feels they have a relationship with the sales person, they will be more likely to complete a sale. To help build rapport use the following open ended questions:

6.       “How would you like this product or service to benefit you?”

7.       “What is it about this product or service is important to you?”

8.       “When would you ideally like to start this?”

9.       “What concerns do you have?”

The last open ended question is a great networking tip for a situation when the sales person doesn’t get enough information to make a good recommendation in order to complete the sale.

10.     “How’s that?” or “Why is that?” and “Where do you get that?”

By using open ended questions, a good networker can make an appropriate recommendation and provide a product or service based on the customer specific needs. Introduce them to a noted supplier you network with.  These techniques make the other person feel wanted, but only if you listen to the answers.  This will lead to better qualified and a greater number of referrals for you and your colleagues.

Hope that helps

Helping Real People do Real Business Through Real Networking

©Paul Johnstone

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What not to say when networking - Paul Johnstone

Why do some people turn away from your networking pitch?  Do you know?  And specifically why people don’t seem excited by your proposition? Have you ever wonder why your competitors make more sales even though networking even with awful marketing materials?

This could be as simple as the words you use. You may wonder why people are not interested in your 60 seconds, yet sit glued to other peoples.  Take a moment to review what you are doing, yes take stock of the situation.

Language is key to your networking success.   Studied have shown using some words will decrease your response by up to 75%.

So, what are exactly the bad words you should avoid when networking?

1) Invest in – This implies that you are asking people to take out their wallet and spend money!  This should be avoided along with Buy.  As an alternative ask your self, which sounds better, “Buy this incredible product” or “Claim this amazing item.”

2) Study – This can remind people back in the old days where they need to study and understand! Try the words ‘learn’ or ‘discover’. “Discover 10 Effortless Tips To Enhance Your Golf Swing.”

3) Tell – It reminds people of the domineering political, “Let me tell you how to become a millionaire” or “Let me reveal for you the secrets used by millionaires.” Which do you think will have the most impact?

4) Issues – This phrase is not going to make your networking sound interesting. It may make people question their confidence in you and your products or services. Try to revise it to ‘tips’, ‘tricks’ or ‘techniques’. “Get these 5 excellent strategies straight away’ is best.

5) Buy Now– Nothing gets up the back of networks more than being told to buy something.  Remember you are telling and not selling.  Instead you words like if you’d like to experience this I can help.

Hope that helps

Helping Real People do Real Business Through Real Networking

©Paul Johnstone

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Bad Habits in Business!

Blogging is habit forming, yes it is.  And as habits go it’s pretty safe and non intrusive. But news just in would suggest otherwise.  Wordpress that bastion of bloggers the world over has been accused of censorship.

Tod Fast writes in today’s Technorati about recent issue where he was not able to edit or update a piece he wrote on Lady Gaga. Lightweight, or a serious review of her music is surely just an opinion and as anyone he is entitled to his. Check out his piece http://bit.ly/hcaDdH in Technorati for the Goss!

This brings me to censorship of the Internet, OK not my usual fair.  Has anyone not heard of Wikileaks?  Now there are a plethora of look alike sites sprouting up all over the place  http://huff.to/fNCRsS sheds light on this fascinating issue.

Back to my habits – Blogging gets to you and it’s a great way of reaching people.  Lots of business people I meet say they just don’t have the time to blog.  The opposite view is the one I stand by “You don’t have the business not to blog”.  Just like networking is the most cost effective route to market there is. One of those things we all should be doing.

A while ago I was told by a marketing person, he spends 30% of his time working on his business.  Now that will include blogging, social media, email shots as well as more traditional marketing activity.  But 30% is a day and a half spent on his business. 

Well this obviously works as the company is one man and some outsourced support and it turns over in excess of 150K a year - He must be doing something right!  Iguess there are not many bad habits here.

So back to blogging:  It always surprises me when I check my short url statistics to see just how many people have followed them.  And once I got the technique so many people started visiting my site and interacting with me.So blogging is good for business, once you get the ball rolling.

However I’m not sure if I could spend a day and a half writing blogs and working social media, the Jury’s still out on that.

Helping Real People do Real Business Through Real Networking

©Paul Johnstone

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A quick message for the weekend

Big firms getting Social media right

 

Here's a thing- Big companies are teaching small businesses an online lesson. And it's usually small companies that have the ability and flexibility to teach bib business lessons about on-line smarts.

Anyway this Graham Jones fellow puts it across better than I can why not check out his message.  http://bit.ly/bOM5u4

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©Paul Johnstone

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Networking for Beginners by Paul Johnstone

Networking for Beginners

Paul Johnstone ©

• Are you a small business owner? 
• Or you may run a home based business?  
• It could be you're just starting out and you need to make contacts.   

Whatever your reason for networking, it takes self confidence to walk into a room full of strangers. Lets be honest you don't know anyone, you may feel unsure of yourself, often under prepared and you're about to turn round and walk out when a friendly looking person approaches, with their hand extended. But the good news it that's the hardest part over.  You are normally met at a network group by some one someone placed strategically by the door.  They should welcome you to the event.  If they know a visitor is a newbie a good network group will go out of their way to help you be at ease with the group.  

Lets be honest they want you to return and just about all B2B groups want return visitors. One of the first questions you will be asked if "How can I help you?" and they mean it! They want to know who you want to talk to, who would you like to be introduced to? So do a little homework before hand. Who are you looking for introductions to? If you're a florist you may want to link up with a wedding planer, or a photographer.

Usually when you ask specifically that's what you get, a specific introduction requirement for success - showing up.

Networking - The Planning Do you have a networking strategy?  It's quite likely that you'll have a business plan, a financial forecast and probably a marketing plan, so why not a business networking plan?

In today's financially stretched market, networking is seen as a great way of generating new business leads. Think about this situation; you regularly attend a pay on the door often at a cost of £15 per visit.  Now to get a return on your investment (ROI) is relatively easy.   Now multiply it by the other 3 ad hoc events.   Then add in the annual subscription to the breakfast club you're committed to and suddenly you have a significant outgoing cost.

How do you decide which events are worth attending? OK you've planned where to go and what to say so how do you decide if it's the place to be?  You look at your ROI. I measure my ROI on a simple basis.   Which event brings the highest return? Over the years one fact has held up time after time.  Interestingly you may think that the group with most people would bring the highest returns.  I can honestly say that has never been the case.  

It is always the group where there are more synergies, or the groups ethos is to help others.   So beware playing the numbers game. In terms of time invested but let's be honest, we network to generate new business. But no one is going to buy your product at the first meeting.  

If they do it could be a bonus, but it may be the group want one of you and have decided to hook you with a quick order. It's after the event that the important part takes place - following up and those 1 to 1's. That's where the true value lies. It's at those 1 to 1's that decisions are made, based on the relationship you've created. People buy from people, and networking is a way of making the connections that you wouldn't otherwise have made. The other point is that networking works once trust based relationships are forged.  And these don't happen overnight.  So when you're considering an event, make sure you can attend regularly, again with the emphasis on building trust.

Decisions Decisons! Are the people in the room the decision makers in their business? Or are they the leading influencers? Do you need to speak directly to the MD? How often should you attend? If it's ad-hoc networking then we would suggest 3 times to get a real feel and understanding for the leads generated. A structured weekly breakfast meeting may suit you and will generate more business. This kind of event builds long-term relationships but may come with its own stipulations.

Track all the events you attend and review them at least quarterly. If they are taking too much time and money with little return you need to discontinue your membership. Be ruthless, as the time and money you save can be re-invested in more beneficial activities. But enjoy meeting people and growing your business at the same time. 

 

Helping Real People do Real Business Through Real Networking

©Paul Johnstone

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Social networking what’s it all about?

As networkers, we often deliberate between face to face networking, and the networking that can be done on line.    Some of you plump for face to face and don’t understand the benefits of online networking.  While others are glued to the number of connections that can be made and accessed in your online networking circles.  Often we spend time wondering which is best.

The simple answer is that both types of networking fits into the jigsaw that is our network puzzle.  Face to face builds trust a lot quicker than online networking.  This is countered by the volume of connections you can influence with offers and requests online.

So where do I spend my time?   The ROI or return on investment needs to be measured as both are not free.   The time you spend face to face networking is easy to qualify.  How long do you spend getting to the venue, the length of the meeting and the return home and any time you spend preparing.  But are you getting the most from your networking?

On line it’s different because you just do it.  Or do you?  In truth you spend a lot of time at your PC on the move using your smart phone on twitter and that time needs to be accounted for.

Here are a couple of videos that may help you do things smarter

and on Networking face to face:

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©Paul Johnstone

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