Make a Personal E-Mail Connection

When getting your prospect's attention with e-mail, do the following:

1. Google their name. Go to their LinkedIn profile and learn about them. Reference what you learned in the subject line and the beginning of your e-mail.

2. Use the word YOU more often than I.

3. Speak of your specific impact in one sentence. What will be different after they use your services? What will they see, hear, and feel? For example, "my customers tell me that they see and experience a 30% increase in sales revenue after my training."

4. What do you want them to do after they read your e-mail. For example, please call me for a consultation.

5. Don't put a bunch of links that take time to navigate through.

With that, we throw another log onto the fire.

Presentations Equal Business

The turning of a Relationship with your client is the day you facilitate a presentation. Now, you can deliver the same message to a mass audience in less time.

Reflected below are 5 things to remember when facilitating.

1. Know and Understand Your Audience - Learn about their business. What keeps them awake at night and how does what you provide solve their problem?

2. Use specific examples when you are talking about your unique selling proposition. Stories enhance your belief and credibility. You might even have an opportunity to use a Testimonial from your audience if they have had a good experience.

3. Practice, Practice, and more Practice. Do a few dry runs prior to your presentation. This way, you work the bugs out and your transitions run smoothly.

4. Arrive early to set up for your presentation. If you are doing a PowerPoint, make sure that you bring an extension cord. Chances are that your LCD projector plug isn't long enough to reach their wall.

5. Don't fall in love with the sound of your own voice. 15 minutes max. Longer speeches have a negative correlation on how much business a presentation generates. Set yourself up to gain their business after your presentation. At the beginning, say the following: "At the end of the presentation, we will entertain general questions. We will visit each of you individually immediately after the presentation for any product specific questions." Specific product questions are often situational. If the rest of the audience doesn't share the scenario, then they can lose interest and leave.

With that said, we throw another log onto the fire.

3 Tips for Using LinkedIn to grow your business.

LinkedIn is a highly powerful networking tool that can connect you to millions of other professionals nationwide. Reflected below are some tips to enhance the effectiveness of the experience.

1. Connect to anyone who asks for a connection with something in common. For example, since I am in Toastmasters, I will OFTEN connect with others who are as well. Some people do not agree with this approach or are concerned that their connections will get spammed. A 1st level connection does not have access to any contact information without the okay of the individual. You cannot get hurt by connecting with someone. The potential benefit is that you now have access to the names of all of their connections. This could highlight an old colleague who is in their network that you know. Plus, you might learn something new from your recent contact.

2. When asking for an Introduction to a second or third level connection, make sure that your message is short (no more than two or three sentences), focuses on the other person, and has a call-to-action or a next step. Google their name before you solicit the introduction to uncover any articles they might have written or perhaps a blog posting. Also, their LinkedIn profile may reflect a recent promotion, award, or other accomplishment.

3. As you reconnect with old colleagues, consider who has already experienced your unique selling proposition (USP). Ask these individuals for recommendations and have them put it on your LinkedIn profile. Ask them to be specific about the impact that you had while working with them. Then, you will get a specific response. You usually get what you ask for.

With that, we throw another log onto the fire.

When Networking: What's Your Agenda?

Whether you are looking to close a real-estate transaction or prospecting to teach tennis lessons, here are some simple rules to follow when Networking:

RULE #1 - The most important thing is to TAKE THE FOCUS OFF YOURSELF. Focus on helping others achieve their goals. Then, they will be more likely to help you achieve yours.

RULE #2 - Do not be long winded about what you do. On Sean Harry's December 19 blog, he outlines my 4 Step Process for an Elevator pitch, http://orcms.com/blog/?p=49. Four simple sentences in 30 seconds. No one has the patience for a dissertation.

RULE #3 - When you meet people for coffee, do not make the meetings too long. 30 minutes should be plenty of time to figure out how you can help each other.

RULE #4 - Starbucks can be a good meeting place because there are many centrally located. The downside is that they can be loud, music blaring, without many places to sit down. Finding a local coffee spot near your area that is not a chain usually gives more room with a relaxing, non-threatening atmosphere. A good example is the Beveland Street Coffee House in Tigard, Oregon located at 7387 SW Beveland Street. They have great muffins, coffee, and at a reasonable price. They even have a fireplace. There is probably something similar in other areas as well.

RULE #5 - Follow through on your commitments. If you say that you are going to make an introduction, follow through and do it. No one trusts a flake. Do what you say you are going to do. Also, after the meeting, write a brief follow up e-mail that you enjoyed the meeting and that you look forward to helping your networking partner in the future.

With that, we throw another log onto the fire.

The Noodle Log - How do you handle Indifference?

Who has a customer that behaves indifferently? For example, the potential client says: "Just send some information in the mail." OR "I don't really need a new vendor right now, I am pretty happy with everyone I am working with, but thanks anyway."

We all know that the above examples are blowoffs. So, how do you handle them? What do you do to separate yourself from your competition, when your customer is already working with them?

We will discuss some opportunities in future posts.

With that, we throw another log onto the fire.

Phenomenal Gatekeeper Story - EFFECTIVE

Sometimes, humor and creativity are great ways to build business relationships with offices.

The following story is one for the books.

A pharmaceutical sales rep's attempt to get into an office...here is what he did: He drove a remote control car with a walkie-talkie attached past the receptionist and into the doctor's office. With his own walkie-talkie in hand, he announced his visit to the doctor. The doctor was laughing so hard at the sales representative's ingenuity that he had no choice but to invite him in. The receptionist was even laughing and stated that there had been thousands of representatives who had visited their office, but none tried anything close.

After his visit, the sales representative sealed the deal by sending a Starbucks gift card in the mail to the receptionist thanking her for being a good sport.

With that, we throw another log onto the fire.

The Noodle Log - Top 5 Places to Network

Success in business is not derived through companies, but other people. Obtaining appropriate introductions plays a key role into its success. Reflected below are leading networking venues in your city:

1. I Take the Lead Group or Business Network International (BNI) Group. Their website is http://www.bni.com/. These are groups that help each other's customers. For example, perhaps there is an attorney whose client is looking to purchase a home, or needing a bank to deposit their money. This is a free way to add value to your customer base by getting them introduced to people in your network that can help provide a variety of necessary service.

2. Set up your own seminar in your area of expertise. Not only are you able to position yourself as a subject matter expert, but you will meet an additional 20-25 people in one setting. Remember, they might not be your next client, but they could introduce you. You will have automatic credibility to your audience. Just remember to spend more time educating and less time selling. They will return the favor when they are ready to buy.

3. Toastmasters. See my January 14 post for good reasons to join.

4. LinkedIn.com. This is one of the better networking sites I have worked with for quick online connections. You can put your profile and Unique Selling Proposition (USP) on your linkedin profile. Then, get introduced to potential clients online through your connections. I will be making a special post reflecting how to use LinkedIn to help build your business in the near future. In the meantime, feel free to click the LinkedIn button on my profile for an example. LinkedIn is the MySpace.com for professionals.

5. Volunteer. Giving back to the community is highly rewarding personally. Meet quality people and have fun. Habitat for Humanity, Crisis Counseling, Meals on Wheels, Big Brother/Big Sister are some of many ways to help in your area. You never know who you will meet or get introduced to.

In another post, I will share with you some unorthodox, but effective ways to network.

With that, we throw another log onto the fire.