Why Network Marketing Sucks

On the face of it, network marketing should be very effective. You buy a product, recommend it to all your friends and earn a commission on what they buy. This 'word-of-mouth' advertising is what the big TV advertisers most fear: your product endorsement to your friends actually carries much more clout than an expensive tele-ad.

So, you earn a few pennies or bucks on each sale. But the big money comes (or is supposed to) when you recruit your friend to do as you have done - to recommend the product to all their friends - and recruit them into the network, too. And you get a few bucks on their sales, and as your network grows exponentially, so does your income. So why doesn't it work? Why do 97% of network marketers fail?

There are two main answers. First, the compensation plan. To earn anything at all you have to shift product. Suppose that you get $1 on average for each order that flows through your downline. That means that you and your team have to make 100 sales to make you $100. That's not much. To live the life you dreamed of, to give up your day-job, to spend more time with your family, to pay off your mortgage and car loan and credit-card debts, you're probably going to need $500,000 (at least!) At $1 a pop it's going to take you a long, long time.

Which is where the 'recruitment' part of the business comes in. If only you could recruit enough people into your team you could shift all that product and get rich. But you've run out of friends, and anyway, most of them don't want to know or are lousy at networking. So this is the second reason why network marketers fail. To expand your downline you have to go out and recruit strangers. And most people hate doing this. It's difficult, demoralizing and exhausting. So 97 networkers out of 100 give up and fail. The dream withers and dies.

So what's the answer?

Making a fortune $1 at a time is not the way to go. And cold-calling strangers is about as much fun as pulling your own teeth.

Just forget about the traditional network marketing model: instead look at it from a tycoon's point of view. You'll make more money for less effort if you sell a big ticket item. Instead of making $1 profit per sale, why not make $500? And if selling to strangers gives you a pain in the head, why not delegate? Pass the job over to the experts and let them do all the schmoozing, selling and closing. This is what I do and you could do the same.

You can operate this system from anywhere in the world from behind your computer screen. This is not a pyramid, neither is it MLM. And you can do it even if you are a complete and out-and-out introvert.

Summary:
There is an alternative to network marketing, even if you are a complete introvert.

What It Takes To Be Number One!

Do You Strive To Be Number One?

Today I want to talk about Games and what it takes to be number one, and what happens if you’re not number one! Well let’s go to the ball field and take a look at sports.

First off there is a recruiter.(this is where you are) then there is a coach (your up line)

Then there are the players ( your down line) and then you have tryouts (your prospects)

Now you know in order to have any sport be successful you also have a big back office to take care of the money end of the deal! (your accountant, Financial advisor, stock investor , Lawyer and so forth.) Only the winning teams get the biggest Money deals so they all Jockey for the number one spot.

You should be no different! Advertisement takes on a whole new meaning when you have the means to do it! Let’s take for instance the super bowl games. Look at how much is dropped for a 30 second spot at half time! Does that spot become that important? Well we made it that way you and me and everyone else in the US! Same thing happens with other countries with different sports. Let’s stop here for just a sec.
Have I got you thinking yet?

You’re a recruiter you’re looking for the best of the best to put on your team! How do you find them? Do you beat your head against a wall trying to get the big shots of marketing in your down line? No you recruit the bad news bears or something and the coach will take them from last place and form them into a winning team! And you just continue recruiting! Does the recruiter get in the coaches way? Well if you want confusion then go right ahead! Here is where matching comes in. You match the peoples needs to what your business is all about. You ask questions that require yes and no answers and you sort through all your leads and contacts.

Are you getting the picture yet? I want you all to understand one thing and one thing only. You are in this group of people to learn how to change what did not work in your life to something that could! What it takes is Knowledge and understanding Devotion and perseverance. There is more to it than just this to be a recruiter but we will start here.

What kind of people do you want in your business and what are the requirements to make the cut on the team? I will tell you all this Pam Black is one I want on my team she is moving in a direction to change her whole life! As for the rest of you! You sit there like bumps on a log! I would not want that type of a person on my team!!!

I want action and dialogue from people in my down line not people that just sit there and say I will do it tomorrow! I want you to do it today get going recruit! Get your business plan in order and move it! Pick up the phone or get out there and shake hands make some friends along the way!

If you want to get into profits then you have to learn and take action!

Your friend on the net

Summary:
how is marketing related sports? learn what takes to be number one...

Top Networking Marketing Opportunities – Is There Such A Thing?

Top networking marketing opportunities, also known as multi-level marketing opportunities, run rampant on today’s Internet.  You’ve no doubt received some kind of solicitous e-mail or seen some kind of advertisement in the margins of a web site you’ve visited that talks about amazingly easy ways to earn thousands of dollars with a simple home based business.

The truth behind many of these “top networking marketing opportunities” is that they are using the sign-up fees from new members to pay dividends to existing members rather than actually generating any revenue from legitimate products and services.  So no matter how much money they promise to make for you, if you can’t see any discernable product or service of value involved in the opportunity, you can assume that this is one of those “top networking marketing opportunities” that is actually an out and out scam.

The truth is that for many of these top networking marketing opportunities, only one out of every fifty or a hundred people who get involved actually make the kind of returns that the opportunity dangles as a carrot in front of you.  In fact, the actual numbers might be far less than this.  It’s never as simple as “pay for the secrets and start raking it in right away.”  Anyone who does make returns on these so-called top networking opportunities work hard to sign up plenty of other affiliates, many more than the “it’s so easy” testimonials make it sound like you need.

When you come across one of the “top networking marketing opportunities” on the internet, guaranteed to help you retire and live easy within a year, be wary.  Do your research and find out what people who have been involved in these opportunities actually have to say about their results.  Make sure you research these opportunities on objective third party sites, not testimonials on the opportunity’s home page.  Keep your common sense, and good luck!

Summary:
Top networking marketing opportunities, also known as multi-level marketing opportunities, run rampant on today’s Internet.  You’ve no doubt received some kind of solicitous e-mail or seen some kind of advertisement in the margins of a web site you’ve visited that talks about amazingly easy ways to earn thousands of dollars with a simple home based business.

Top Network Marketing Company -is it a serious business?

To truly know what network marketing really is you must know exactly was it isn’t first. Actually there is nothing illegal or dishonest about network marketing and it is not a pyramid scheme. A pyramid is a program that has people invest large sums of money in the hope that others will too and the money will somehow get back to them and they will get rich. This is just a game played with money that has no real sales value. The products that are so-called being invested in are just the tools to hide the money game. A pyramid scheme is based on taking advantage of people and is very much illegal. For one person to actually make money in this scheme someone else has to lose it. The whole premise is built on a lie and in no way going to make one rich.

Network marketing on the other hand is very much legal and has great potential for those who work hard at it. There are real products or real value to be used to make money. The prices are not in the thousands either. Products are bought based on need and desire, not necessity. There are many people who make really good money in network marketing but it takes a lot of effort and work. One must build an entire organization from scratch based on the legitimate products offered. You will be encouraged to help others succeed so you too can win. It is a form of retailing where you either sell the products from your company to others or sponsor other people who will be using the products for their own use or selling them. In no way are you taking advantage of others in network marketing. Everyone can make money with enough effort.  You will not make it rich over night no matter what anyone promises you. But you can live well with enough effort. You will need to follow a specific business dynamic to accomplish this.

Network marketing is a very serious business for highly determined people. The system has been proven and the design, creation, and expense that the corporate team has laid out are what you will follow like a road map to your own success. The big key in network marketing is that it is all about leverage. You work hard to get other people sponsored so you can make a percent off their work as well as your own. The most successful people who build a network do it in a very organized way. They dedicate themselves to it for a designated amount of hours per week to build it slowly over time. Then they sponsor others and train them on the company’s product and how to sponsor others. By helping your people get their own sponsors you in essence duplicating yourself. This can lead to getting hundreds and even thousands of people into your network over time. You use your time to train others to be successful and earn income from their efforts.

With network marketing you do not need huge capital requirements and no area restrictions geographically. There are no required quotas you have to sell or purchase or specific educational background needed. All you need to have is drive and time. There is no high cost overhead and you can even qualify for many tax breaks for having the home-based business

Summary:
There is nothing illegal or dishonest about network marketing and it is not a pyramid scheme

Tips for Mom Entrepreneurs: How to Stay Connected to Your Network

As a working mom, you may already feel overwhelmed, juggling dual responsibilities of work and family. When it comes to networking – yet another task – you may feel that “the time I’ve spent at networking has never really paid off.”

Creating a personal and professional network is essential for your work + life success. That’s why working moms need to approach networking with a different paradigm, explained below as a three-part process.

Relationship Building
Networking isn’t just about collecting business cards from people you think may help you. It’s about planting seeds and nurturing long-term relationships that mature over time.

As a mom, you may understand this process well because it calls upon the same nurturing skills you already use with your family.

Empowering Actions
How many times have you attended networking events and seen others jabber on about themselves and frantically hand out dozens, if not hundreds, of their cards? This frenetic approach only makes them look weak. As a working mom, draw on that “Mommy” authority to engage in empowering, networking actions.

They include:
*   Give – Adopt a giving attitude. When you meet someone ask, “How can I help you?”  Always think, “Who could I connect them with to help them meet their goals?” It’s a natural principle:  The more you help others, the more others will help you.

*   Ask – Be bold. Always think, “you never know what will happen” and “it’s worth a try.” If you meet a new contact and find you have an instant connection, don’t be afraid to ask for help. 

*   Follow up - Getting introduced to the “right” people is important, but it’s what you do after the introduction that really counts. If you’ve felt a connection with a new contact, phone, email or send a thank-you note within one or two days. Then, keep in touch periodically, even if just to say, “Hi, it’s been awhile…”   

Efficient Use of Time
You may be thinking, “I’d like to stay connected with people, but I just don’t have the time.”  Here are three ways to efficiently find time to network:

*   Lunch Hours – I’ve historically used my lunch hour, a coveted ME time, to run errands, walk a mile or two or get my hair or nails done. Yet, many associations and groups schedule networking meetings during this time. So, I began to add networking lunches. It’s a great way to preserve early-morning and evening family hours by substituting networking lunches for breakfast meetings or evening mixers!

*   “Coffee/lunch over the phone” – My business partner, Jo Della Penna, introduced me to the idea of networking by scheduling “coffee over the phone”. What a great idea! This is a more efficient way to meet. Plus, neither party has to invest in driving time. When you want to spend time with a colleague, try a relaxing “lunch over the phone” by scheduling a lunch appointment, packing a lunch that day and calling at the appointed time. 

*   Schedule in advance - Earmark your calendar to remind yourself to re-connect with a contact periodically. If you meet a new contact today, schedule the follow up call for two days later and plan a “check-in” email within 60 days.

Remember, the key to networking is building a relationship over time. By using the steps above you should succeed at establishing good relationships that empower you and your business, and yet, don’t use hours and hours of your time.

Summary:
Creating a personal and professional network is essential for your work + life success. That’s why working moms need to approach networking with a different paradigm.

Three Steps to Your Ultimate Marketing Message

Have you created a core marketing message to use throughout all of your marketing efforts?

I'm not talking about some catchy slogan or play on words using the name of your business or the service you provide. It's not some meaningless phrase like "we do it right" or "quality service you can trust." Anybody in business can say those things and they're really basic expectations anyway.

A core marketing message clearly and concisely communicates what you're out to do and for who. It speaks to your ideal target market and gets them to respond and seek more information.

So many small business owners and professional service providers never take the time to create this for their own business. Most are creating a new message with every new "marketing campaign." They're constantly trying new ideas. And each new idea becomes a new chance to try and come up with that home run message that gets the phone ringing off the hook like never before.

What you need is an ultimate core marketing message that communicates directly and powerfully to your clients and prospective clients what it is they'll get from your services.

Here are three steps to creating your own ultimate core marketing message:

1. Who do you want to help? Be as clear as you can on who your target market is. Take some time and define with as much clarity as possible who your ideal clients are. If it's not obvious who your message is directed to, why would you expect anyone to get it?
2. What is the primary problem, issue, or challenge you would like to help someone in that target audience solve? This is really at the heart of your core marketing message. Most people are consumed with their own problems and looking for solutions to address them. So when you can clearly articulate a problem your client is dealing with, they'll listen because you may be able to provide a solution.
3. What is the ultimate outcome or result that you'd like to help your target market produce in solving their problem, issue, or challenge? People what to know what it is they'll get from knowing or working with you. When you're prepared to demonstrate that you're focused on delivering an outcome they'd be interested in, they will pay attention and want to know more.

That's it. Now take your answers and boil it down to one or two clear sentences that you can deliver enthusiastically and passionately. Communicate it in everything you do from a marketing perspective, both verbally and in writing.

Forget the catchy slogans. Create and start using your ultimate marketing message right now.

 Summary:
It just might be the most important tool you put in your marketing toolbox. A great marketing message doesn't come in the form of a catchy slogan or a play on words. Here are some tips to create your own ultimate marketing message.

The Elevator Pitch: First Contact

Entrepreneurs with businesses in early start-up differ on what they believe to be the most important element, although many professionals will argue that creating a solid business plan should definitely be the first step. A well-crafted business plan lays out all the details and strategies, includes projections for revenue and spending, and will be reviewed in detail by bankers and venture capitalists. But in fact, the most important document that should be created even before the business plan is the “elevator pitch.”

The fact is, most people will not read a business plan unless they have been motivated to do so beforehand. The elevator pitch is that motivating factor. It's the hook that gets them into the room. It's the catchy jingle that gets people to pay attention to the ad. It's the best parts of the business plan, without the boring details. The elevator pitch is the place for the excitement, not the place to include all the technology, buzzwords and explanations.

An elevator pitch should be able to be condensed into a single-page presentation, short enough to be memorized, or read easily within a few minutes—that's how it got its name, it's a pitch that's short enough to be presented during the course of an elevator ride. The elevator pitch condenses your business concept into something that can be presented in about a minute or two—essentially, the parts that matter, the very “essence” of the business.

The elevator pitch skips the hard-core financials, and gets straight to the heart of what it is about the business that really gets you excited. That's what this pitch is about—you don't need the proof of concept here yet, that comes in the full-length business plan. The elevator pitch is the commercial that gets people interested.

The elevator pitch should be inspirational and creative, hitting the high points of your business concept, and should accomplish the following:

•    Hit the high points of what it is you hope to do
•    Summarize the problem/solution aspect of your concept
•    Describe the business model—how is it going to make money?
•    Create excitement on the part of the reader/listener
•    Describe the profit potential without having to bring out charts and graphs
•    Tell why you/your company are well positioned to accomplish your goal
•    End with a call to action

The first couple sentences are the most critical, and should present your core concept. If you can't tell what it is you want to do in two sentences or less, then you need to simplify your concept. There will be plenty of time to get into all the details later, once you've captured your audience's interest.

The Benefits of Network Appliance Training Programs

Network Appliance Inc. (NetApp) is one of the world leaders in unified storage solutions. Network Appliance storage solutions account for a wide range of specific hardware, software and services, offering advanced storage management for various network environments.  For the advantages it offers, lots of people these days dream to have a Network Appliance certification (NAC). NetApp certifications are highly recognized worldwide, as they facilitate the acceptance in a wide range of IT environments.

NetApp solutions and tools administration graduates can easily build a solid, lucrative IT career virtually anywhere in the world. Attracted by the benefits of NetApp certifications, lots of IT aspirants dedicate their time to expanding their area of knowledge on NetApp solutions and tools, hoping to obtain a certificate in the field as soon as possible. However, it is important to note that hard-work doesn’t always improve your prospects of becoming a NetApp graduate!

In order to improve your chances of achieving your goals, you should consider replacing self-study oriented materials with appropriate Network Appliance training programs. Trainer-oriented Network Appliance training programs are by far the best means to quickly assimilate the knowledge and the skills required for becoming a NetApp graduate! Conducted upon a set of active-learning techniques, trainer-oriented Network Appliance training programs involve a higher degree of comprehension, feature that renders them far superior to self-study oriented programs!

A complete, well-structured and comprehensive NetApp training program allows trainees to quickly familiarize with the NetApp curriculum, guaranteeing students that they will be able to pass their future exams. Over the entire course of the training program, the trainees are encouraged to interact with their trainers and the other attending students, allowing them to exchange opinions and ideas regarding various topics of the NetApp curriculum. NetApp training programs are taught by the best professionals in the field, who provide students with feed-back over the entire duration of the program. Structured in various sets of seminaries, laboratories and courses, NetApp training programs allows the attending students to develop all the skills and abilities required in their future careers. Professional Network Appliance training programs guarantee graduates acceptance in the best IT companies in the world!     

In present, the most requested certifications are NACA (NetApp Certified Storage Associate), NACP (NetApp Certified Storage Professional), NACE (NetApp Certified Expert), NAC-NA (NetApp Certified NetCache Administrator) and NAC-NIE (NetApp Certified NetCache Implementation Engineers). You can obtain these much desired certifications in no time by attending to a professional, reliable NetApp Storage training program (NAS).

Considering the fact that there are many websites out there that offer you the opportunity to participate in NetApp Storage training programs, the only issue is to choose the right one! In order to obtain the best results, it is advised to participate in NetApp Storage training programs that provide students with official NetApp curriculum-based study materials. In addition, don’t be lured by the idea that websites who charge the most are better than others! You should spend some time in comparing the costs and the credentials of such websites before choosing to participate in a NetApp Storage training program.

Summary:
Network Appliance Inc. (NetApp) is one of the world leaders in unified storage solutions. Network Appliance storage solutions account for a wide range of specific hardware, software and services, offering advanced storage management for various network environments.  For the advantages it offers, lots of people these days dream to have a Network Appliance certification (NAC). NetApp certifications are highly recognized worldwide, as they facilitate the acceptance in a wide range of IT environments.

The Art of Giving Business Cards

Giving business cards is an art, not only because they are needed to be considered successful or because, in fact, they represent your corporate or professional identity, but also as an opportunity to impact your existing or prospective customers, and stay in touch with them, helping you to deal confidently.

The scope of business etiquette includes considerations that many professional ignore, or simply do not pay enough attention in the belief that a business card is just a small paper rectangle with a name and phone numbers to introduce yourself.

Color business cards demonstrate that there is something else beyond a simple paper cut; otherwise, they simply would not exist. Certainly, all over the world business cards are used to provide information about a company and/or the employee or professional who holds it, as well as contact information and other details such as business acquaintances or personal details.

Some of them include expressly empty spaces to write certain details such as an appointment date, some others are as simple as blank cards that come in handy when the holder has to leave a customer further details. However, those in color are undoubtedly part of a practical business strategy following refined business etiquette.

In business, time is gold and every minute is important because more often an individual only has a few minutes to impress a prospective client, before someone else does it first. Gentle manners can conquer, but accompanied with poor business cards, it is more likely the client will forget about you as soon as you live. Unprofessional business cards will not impress but will leave your prospective client with negative thoughts about your company.

On the other hand, color business cards are as attractive that catch the eye of even the most skeptical business contact. There is nothing more accurate that "a picture is worth a thousand words" when it comes to describing the first impression left on a person who receives a business card especially crafted to achieve a predefined business goal.

Color business cards and regular business cards should meet the criteria of being printed in very high quality paper, designed by professionals and never using public domain graphics or other elements that makes them look cheap. Make sure to include all personal information to your business acquaintances, and always carry enough of them with you, particularly when you are planning to attend a business meeting or social event.

The art of business cards is not only in giving them away, but also exchanging and receiving. Every time you attend an event where other professionals participate, try to exchange business cards with them, particularly color business cards to better impress, and when you receive a business card, study its design and content because you can learn from them.

Finally, always keep in mind that business cards are the branding tool of your company, not just a piece of paper to stay in touch with someone else.

Summary:
Giving business cards is an art, not only because they are needed to be considered successful or because, in fact, they represent your corporate or professional identity, but also as an opportunity to impact your existing or prospective customers, and stay in touch with them, helping you to deal confidently.

Taking The Vampire Out Of Online MLM Business Networking

You just got started with a new online MLM business and you want to tell everyone online about it. So, you sign up for all kinds of message boards, email groups and other business networking websites.

Before you do anything, please realize that you are dealing with REAL PEOPLE. The Internet seems like this anonymous place where you might feel people won’t really notice you if you engage in any vampirish behavior, but realize that the Internet is no different than dealing with people offline.

Treat people with respect, get to know them first and you’ll have plenty of valuable contacts for your business. No, most probably won’t join your business opportunity, but they will teach you a lot about business, will refer others to you and will be a great asset to your business – even if they never buy a thing from you.

Some Online Networking No-Nos:

1. Sending private messages or emails about your business opportunity or products to another member is in poor taste. If you want to contact someone privately because you feel you have something in common, go for it, but don’t recruit or sell.
2. When you introduce yourself on a networking group, it’s usually okay to say what you do…but don’t invite people to check out your website or say that you are looking for new customers or recruits.
3. Even if a message board or networking group allows you to post ads in certain places or on certain days, don’t bother if you’re new. Get to know the group first and then they’ll be more interested your offers.

When you have a new business, it can be stressful and you feel pressure to get results. The important thing to remember is that results come from building long-term relationships and not from preying on online networking groups.

Don’t suck the blood out of all your prospects and people who can connect you with potential prospects before you even get started.

Summary:
You just got started with a new online MLM business and you want to tell everyone online about it. So, you sign up for all kinds of message boards, email groups and other business networking websites.

So you want to be a millionaire?

Who doesn't...

I come across so many people that say "I'm going to make a million dollars in network marketing". I have conversations with people telling me how they're going to become millionaires.

That's great I'll help you reach that goal every way I can.

But you know what?

Not everyone is going to make a million dollars in network marketing... and that's ok.
Most people's lives would change with an extra $500 or $1000 a month.
If you're in network marketing the opportunity is here to become a millionaire.
let's talk about that for a second.

To become a millionaire in network marketing is going to take lot of WORK.

Yes, you can do it in the shortest amount of time compared to other business opportunities but you still have to WORK...

But you work smart not hard.
And the cost for start up is minimal.
But it still takes WORK!! no matter how you cut it.
To become a millionaire in network marketing you're going to have to do things differently.

What do I mean? One of my mentors Michael Dlouhy told me this.

"Duffy if you want more, you're going have to become more".

That made a lot of sense to me.
So what if you're not going to make a million dollars a year in network marketing?
Look I'm not saying you're not going to make a million dollars, but let's say it's not in the cards or that's an amount you can't relate to. (Lots of people can't relate to earning that kind of money)

How much do you make now?

I'll go with the average and say $30,000. Everything is ok, sometimes it's a struggle but you get by, but things could be better.

Imagine doubling your income. Can you imagine earning $60,000 per year?
Sure you can.
So if you didn't make a million dollars a year but you're making $60,000 in network marketing would you consider yourself a failure?
NO!!

But let's say your better at this then you thought and you're earning $100,000 to $150,000 per year.
Would you consider yourself a failure?
HELL NO!!

Do you think you could have a pretty good life earning that amount each year?
YOU BET!!!

Man if you're earning that kind of money from network marketing. You're winning trips, vacations, getting deals on conventions or even winning trips to your companies conventions, your winning shopping trips, bonus money, car programs, free product or services.

The things many people have to spend money on such as trips, vacations, products, services and cars. You're could be getting them from your company for a lot less or even free, because of your ranking in your company.

The life you may want may be a lot closer then you think.

Tell me, if you made $100,000 to $150,000 per year in network marketing you'd be a very happy camper, yes?

Tell me you wouldn't, I dare ya.
I believe in you!!
Until Next Time

To Your MLM Success
Duffy Rogan

Summary:
Not everyone is going to make a million dollars in network marketing... and that's ok.

Ruin Not Thy Word-of-Mouth Quest

Robert D Clarke, copyright 2006.

    "The greatest power is often simple patience."
    - E. Joseph Cossman

Highlights

    Opening a sale is more difficult than closing it
    Most valuable word in your presentation: Consider


Introduction

One of my mentors is James English. He consults to sales organizations, large and
small. He has been self-employed for more than 40 years. Invariably, he is contracted to
help staff close sales. Jim believes people have more trouble opening the sales process
than closing it. I agree.

Most Valuable Word in Your Presentation

Sales trainers teach you to present to people who have needs you can fill, and who have
money to pay for your service. Jim determines (in seconds) whether a prospect is
interested in his services. His opening statement is, 'May I request an opinion and
direction from you?' The answer is usually affirmative. He continues with a statement
tailored specifically to his listener, then uses the single most valuable word in an
opening presentation.

Let me demonstrate, using Network Marketing as an example.

'It seems every successful person in Network Marketing tells me their team members are
reluctant to present the business opportunity to potential recruits.'

Let your listener think about your statement. Generally, they’ll give you their opinion
about its validity. When they’ve responded, (usually with a nod or a statement), continue.

'If I could show you a way to overcome your team’s reluctance to make presentations, might
you consider doing business with me?'

Pause before consider. Emphasize the word. Pause after consider. There is no other word
which so quickly qualifies your listener.

And Their Answer Is...

    Yes, I’d consider it.

They’re not immediately committing to buy your service, yet given you permission to
continue. Although they may not say it, their mind is thinking, 'Tell me more. If I like
what I hear, I may buy.'

    No, I wouldn’t consider it.

Thank them for their opinion. Ifthey are not open initially, they never will be. Move
on. They saved both of you time which would have been totally wasted.

People don’t like to buy. They don’t want to be sold. Your time to attract their interest
is restricted to about seven seconds. In that time, you can ask only one question.

Who could I talk to who may (pause) consider (pause) my services? This open-ended question
focuses your listener on a specific person.

Summary

Feedback from many sources (including several professional sales trainers) convince me
consider is the most important word in any opening presentation. It is also the key word
when requesting referrals.

Excerpted from "How to Increase Sales at No Cost"
Robert D Clarke, 108 pages, paperback, copyright 1994. Online version copyright 2006.

Summary:
Most effective word to open a sale or request word-of-mouth advertising
Robert D Clarke-HelpUXL

Plant a Seed and Watch Your Business Grow

Do you have all the business you could possibly want or need? If you're like me, you're still growing your business. Marketing is an ongoing item on my agenda, and I'm always looking for new ways to market my services. Where do you begin the process of attracting more business? How do you get the ball rolling in the direction you want your business to be heading? Well, it's really simple. Start planting seeds! If you can start your garden growing this spring, why not start your business growing too?

You can start by telling everyone what you do, including those people in your life you see every day. Talk to your hairdresser, dentist, financial advisor, or babysitter. You just never know who they might know who may want or need your products or services. Leave business cards with those people, so they can hand them out to others who may be interested in contacting you. That old saying that includes the line "the butcher, the baker, and the candlestick maker" may just ring true after all.

Plant seeds everywhere you go. Typical ways to market your business are fine, but the best way is by simply using word-of-mouth. "Who do you know..." can be a very powerful statement when you are talking to others about what you do or what you sell. Let your presence be known. Be creative! I have a Team 100 list of the top professionals I know. When someone either in my professional circle or my personal circle is looking for a particular service, I'm able to refer them to someone I know and trust. All of the professionals on my list are able to refer me to those they know as well. It's a win/win situation. My name is on their list, their name is on mine, so the seed has been planted, and keeps growing.

These are just a couple of great ideas to help you get started in growing your business (if you want more business that is!). Taking some small action every day is better than doing nothing at all. Following a simple action plan consistently will most likely lead to several great opportunities down the road. Who knows? If you put in the effort, you just may find new business knocking on your door instead of the other way around.

Spring into action...and watch your business grow by leaps and bounds!

Summary:
Do you have all the business you could possibly want or need? If you're like me, you're still growing your business. Marketing is an ongoing item on my agenda, and I'm always looking for new ways to market my services. Where do you begin the process of attracting more business?

Performance Metrics - Measure Your Networking Effectiveness

Performance metrics in the area of networking are those measurements that will tell you whether your efforts are resulting in business.  Networking and relationship marketing are time intensive so you want to spend that time wisely.  Performance metrics are the keys to this analysis. 

Your networking should include a variety of business organizations.  To find out which ones of these are worth pursuing you need to define, measure, and evaluate key performance metrics.  These performance metrics need to be measured on a regular basis.  Marketing through organizations and through networking is a marketing medium just like direct mail, e-mail, offline, or print media. 

Your marketing plan would certainly include analyzing performance metrics for your advertising through television, radio, newspapers, and magazines.  Similar performance metrics for networking must also be monitored. 

Example Performance Metrics

• Direct costs associated with the networking
• Number of events attended
• Number of contacts generated
• Number of sales leads generated
• Number of referrals
• Number of sales
• Number of service contracts
• Dollars generated from direct contacts
• Dollars generated from referrals

Analyze your performance metrics per organization on a regular basis. 6 months is a decent time horizon.  If the performance metrics don't show promise within this time frame, drop that particular organization and move on. 

Stop spending so much time with organizations that aren't working out over a period of time.  Foster deeper ties with those organizations and events that show the highest returns.  Your performance metrics will separate the duds from the performers very quickly.

The Bottom Line on Performance Metrics
By tracking performance metrics you can determine very easily which of your networking efforts are paying off and which are simply eating up your time.  Use performance metrics to compare one organization to another.  Also use these performance metrics to compare your marketing performance via networking with your other marketing vehicles. This will tell you overall, what works and what doesn't.

Copyright MMI-MMVI, Small Biz Tech Talk. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

Summary:
Performance metrics in the area of networking are those measurements that will tell you whether your efforts are resulting in business.  You need to know where to spend your time and you do this by analyzing key performance metrics.

Networking Your Way to Online Business Success

Forums, groups, boards, and loops; they’re all synonymous for online locations facilitating online networking. Some are entirely public, where everyone and anyone can click to the URL, read the messages and if they have no interest in contributing, they can just lurk. Some require active participation and others require registration before members can participate. These online forums, groups, boards or loops are different from paid membership sites in that there is no cost to network at these websites.

Some are active, some are sleepy. Some are strictly for online business related topics; some allow more OT (Off Topics) and social interaction. There are forums for every imaginable topic: Entrepreneurs, International online business, Health related fields, Technology, Copywriters, Web Designers, Work at Home Moms, Programmers, Finance, Ebay, Job Seekers, Internet Marketing, Writers, Inventors and Virtual Assistants, just to barely scratch the surface of what’s out there on the World Wide Web.

Time management skills need to be paramount when participating in online forums. You can very easily get swallowed up and spend hours and hours online networking with others who have online businesses, yet you miss real opportunities to get some productive work done!

From a online business standpoint, there are two areas you should consider before participating in a loop. It’s always good to have a network of like-minded online business people. If you’re a web designer, hang out with other designers. You can help and support each other. If you’re just starting out, you can learn from the pros.

Don’t get stuck though, just hanging out with your own kind. You’re not going to be very successful trying to promote your design services to other designers. This is where balance comes in. Pop into the boards, check new posts of interest, ask or answer questions, then get out. Then move onto groups who need your services or products. Who is your target market and where do they hang out? Go there. Word of caution: Do not go to these forums with the sole purpose of SPAMMING the group. You’ll be tossed out on your ear quicker than you can blink if that is your sole purpose. People like to do business with people they know and trust – or at the very minimum have at least heard of.

If you’re trying to sell your curriculum to a group of home school parents and you just pop in, spew your sales rap all over the boards then expect any sort of return, you’re missing the point of online networking. It’s networking – not advertising. You need to build a rapport with your other “loopies”. Then if a need arises and they know one of their own fellow networkers has that special skill or product, guess who they’ll call first? You hope it’s YOU.

For starters check MSN, Google, Yahoo, AOL, and Ryze. Inside there are literally hundreds and thousands of groups just waiting for you. Start networking your way to online business success today!

Summary:
Forums, groups, boards, and loops; they’re all synonymous for online locations facilitating online networking. Some are entirely public, where everyone and anyone can click to the URL, read the messages and if they have no interest in contributing, they can just lurk. Some require active participation and others require registration before members can participate. These online forums, groups, boards or loops are different from paid membership sites in that there is no...

Networking with previous customers

Your previous customers are going to be valuable to your future business. As you get each new customer you want to network with that customer again in the future, to keep your business in their mind, and to keep them on as a walking and talking billboard for your business.  The future of your business is going to evolve to include repeat customers, and referral customers, both of which are vital to the ongoing relationship of your business, the consumer, and the local surroundings of your business.

How can you network with your previous customers?
Even if your customers are online – or if they are offline, you can network with your customers. A simple note, or email is going to do the trick. Ask about their day; talk with them by name, and offer advice or to continue with the conversation when they have time to chat with you. Talk with your customers about what they have purchased, or what work you have done for them. Ask if there is anything that can be done to improve the process, they went through while dealing with your business.

Network with your largest clients by taking them to lunch, or ordering them something special and having it delivered to their home. As you continue to acknowledge your largest clients, they will keep you fresh in their minds. They will tell others about what you have sent to them, and how they feel about your business. Of course, this is not done with every type of business, but with the largest buyers who are spending thousands of dollars with a particular business perhaps.

The online business is going to use newsletters, ezines, emails and coupons sent to previous customers as a method of networking and keeping in contact with previous customers. Keeping the lines of communication open with a customer, and with a previous customer is going to increase awareness of your products, and what you have for sale. This in turn is going to increase sales, one repeat customer at a time.

Never forget about your previous customers. In the offline business, and in online business you can network with your previous customers by creating mailing lists and using these mailing lists. State something along the lines of – because we have done business in the past, we find that now is the time to offer you this great advantage in Networking we have, and would like to give you a special price. Yes this is still advertising, but networking at the same time because you have established a relationship with that customer already.

Summary:
Your direct contacts may provide advice, counsel and support.  But, it is THEIR contacts that create a new customer base, provide a supplier, get venture capital or introduce you to the person you need to close a deal.  Perhaps the term business networking is a misnomer.  Think of it as people networking, because it is PEOPLE that make networking successful.

Networking while traveling

Networking is more than just putting your business name out there for people to find you, but it is also a part of getting to know people, who are going to spread the word about what you do, what you sell, and that are going to support you in all that you do. Networking is going to involve getting to know as many people in life as you can, and putting your business in front of those people, so they will represent your name, your business, and will tell others about what you have to offer.

If your business requires that you travel often, or perhaps you travel often to find supplies, visit relatives or just because you like it. You should make it a point to get to know those who you are sitting beside, those who are surrounding you on the plane, even those who are sitting on the bench while waiting in the airport. Make it a point to meet and greet at least one new person a day.

How are you going to get started on this?

Start the conversation by saying hello, how are you today?
Ask questions. The best way to get to know someone is to ask questions. Without asking questions, it can be difficult to carry on a conversation. Asking questions is a good icebreaker, in turn, the person is going to want to talk about their self, and where they are traveling too. You can then lead into something like, is this business trip or a personal trip? As you go on with the conversation, the person is going to ask you questions, which is where you will be able to talk about your business and what you do.

As you make it a point to get to know at least one new person a day- you are going to increase your network, which means you will increase the people that you know in life. Increasing your business network is going to be dependent on your abilities to carry on a conversation and to talk with others. Force yourself to do this. Force yourself to stick to your habit of meeting at least one new person a day. As you make this a point, you will make this a habit and in the long run, your business will thrive for it.

Summary:
Remember that any career-minded individual can use business networking to advance their professional progress, and to make their work life easier.  You may be a teacher, plumber, customer service representative, stockbroker, social worker, doctor, or a telephone repair person.  Perhaps you have a part-time job or you work at home taking care of the family and the house.  Networking can help everyone!

Networking To Find Music Education Jobs

For those most passionate about their music, a job in music education is a natural fit. Far from being a case of "those who can't do, teach", those who take music education jobs are talented not only as artists but as teachers who want to pass their love of music on to another generation, to ensure that there is always music in the world.

Once upon a time, a degree in music education was seen as a 'fallback option'- the job that would always be there if a performing or production career didn't work out. That time is long gone now as states have cut funding for enrichment education across the country. While the job outlook for music teachers is still good, the Occupational Outlook Handbook says that jobs for musicians and teachers will grow at about average or a little faster than average rates through 2014 - school departments, private institutions and universities have the luxury of being able to be choosy about whom they hire to fill music education jobs.

One of the best ways to hear about music education jobs and openings is to establish a network of contact within the music education community. While basic networking is good, there are ways to network more effectively to concentrate your focus on finding and improving your chances of being hired for music education jobs.

Network locally.

Lucky you, you actually have three different sources of local networking that can help you narrow your job search focus. As an educator, get involved in local organizations for teachers and get your name out there. If you've made contacts while interning and practice-teaching, keep up with them, and ask their advice and guidance in your career path. By all means, let them and others know that you're looking for a job in music education. Other teachers are often the first to know that one of their own is leaving.

School department contacts are invaluable.

In most cities, the school department must post vacancies internally before advertising them to the general public. Those vacancies are often posted on a bulletin board in each school within the district. Let teacher friends and contacts know that you're looking and ask them to keep an eye out for you. Knowing that a vacancy is posted internally can give you a leg up on the competition and cue you to submit your resume and cover letter for music education jobs before they're advertised.

Network online.

Join national and local music teachers associations online, particularly those that hold regular events, symposiums and have a discussion board. Many of them post job openings for members, and more than a few allow members to post job leads and requests for job leads on their boards. Some organizations that you might consider joining include:

Technology Institute for Music Educators (http://www.ti-me.org/)

Music Teachers National Association (http://www.mtna.org)

Teachers.net Chat boards (http://teachers.net/mentors/music/)

The National Association for Music Education (http://www.menc.org/)

Keep in mind that in networking, you get out what you put in. Don't just join a group and start soliciting for music education jobs. Look for what you can offer - the more you become involved the more visible you'll become and the more willing others will be to recommend jobs to you.

Summary:
For those most passionate about their music, a job in music education is a natural fit. Far from being a case of "those who can't do, teach", those who take music education jobs are talented not only as artists but as teachers who want to pass their love of music on to another generation, to ensure that there is always music in the world.

Networking Terms: Educating the Client

It is very important to educate your small business prospects and clients on key small business networking terms and buzzwords.  After all, in order to "win them over," you need to be speaking the same language. In fact, you may even want to prepare a "cheat sheet", based on the below definitions, to help you in your prospect and client pre-sales activities.

If you’d like to order a license to reproduce these networking terms for client sales literature, please contact questions@ComputerConsulting101.com and put "Licensing Your LAN Buzzwords" in the subject line.

• 802.11a – wireless Ethernet standard that allows for data networking transmission at up to 54Mbps; operates in the 5-6Ghz range.
• 802.11b – most mature of the widely available wireless Ethernet standards that allows for data networking transmission at up to 11Mbps; ; also commonly referred to as a “WiFi”; operates in the 2.4Ghz range
• 802.11g – newest in-progress wireless Ethernet standard that promises to allow for data networking transmission at up to 54Mbps, operates in the same 2.4Ghz range as 802.11b-based Wireless Ethernet networks.
• CAT5 (Category 5 Cable) – copper, unshielded twisted pair (UTP) cabling that can support voice and data communications at speeds up to 100Mbps and 1000Mbps for Ethernet networking.
• Client/Server Network – a network in which a dedicated server is used to share resources.
• Ethernet Network Adapter – due to the market dominance of Ethernet networks, an Ethernet network adapter has become largely synonymous with the more general term network adapter or network interface card.
• IDE (integrated drive electronics) is a more mainstream, lower-cost interface (than SCSI) for connecting internal peripherals -- generally hard drives, CD-ROM drives and tape backup drives.
• LAN (Local Area Network) – set of computer systems and peripheral devices connected for sharing resources and providing near instantaneous communications; today’s small business LANs are typically physically connected using Ethernet network adapters and Category 5 cabling; when extended to one or more additional geographic locations, can become a metropolitan area network (MAN) or wide area network (WAN).
• Network Integrator – a computer services business that designs, installs and maintains heterogeneous computer systems and software; many computer consultants are also network integrators (and vice versa).

Copyright MMI-MMVI, Small Business Computer Consulting .com. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

Summary:
Networking terms are very important for you to know. This article explains some of the most common networking terms.

Networking Events - Use Your Time Wisely

Networking events provide an effective way to meet and connect with potential clients.  What you need to do when you attend these networking events, though, is quickly determine if the person you are talking to is a "sweet spot" client. 

Is this person part of your small business target market? 
Is he or she a decision maker or influencer?
Does this business have the potential to become a regular, long-term client? 

To get these answers you need to work the room at a networking event efficiently and productively.

"Working" A Networking Event

At networking events you want to talk to people that own or manage a small business.  These are the people who have potential to become your sweet spot clients.  At the very least, the people you talk to at these networking events should work in, or for, a small business

You DON'T want to waste time at networking events talking to people who work for:
Big banks
Fortune 1000 companies
Organizations with large in-house IT departments
Government or non-profits

When you connect with a person who fits the small business criteria, ask some subtle questions to determine if he or she meets the sweet - spot profile.  Questions to ask people at networking events include:

What kind of systems do you have?
Do folks use a lot of computers at your office?
Do you have a network?
What kind of network do you have?
How many people are on the network?

The answers to these questions will help you lead the discussion and give you a lot of great insight as to where to go next. 

The next step is to determine if you are talking with the appropriate person in the organization.  A good question to ask for this purpose is, What kind of systems do you use?"  If they can answer the question then you can be fairly certain they are a decision maker or are close enough to the decision maker to be an influencer.  Asking these types of questions at networking events helps you determine if you should push further or walk away.  

The Bottom Line on Networking Events

Networking events offer a short window to connect with as many potential clients as possible.  You want to use your time at these networking events wisely.  By asking direct and specific questions you can quickly determine the sweet - spot potential of the people attending the networking event.  If there is potential, then follow-up questions to determine if the person you are talking to is a decision maker or influencer are in order.  If not, then you can be confident in your decision to say good bye and move on.

Copyright MMI-MMVI, Small Business Computer Consulting .com. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

Networking Clubs And Their Relevance To Contract Cleaners

If you are a new business just starting out into the world of contract cleaning then your immediate aim is to gather as many new customers as you can and constantly grow the business. The initial stages are hard and it is difficult to gain those first few customers. How gain you gain a foothold in this highly competitive market? Many of the marketing strategies you might employ have been explained in previous articles. One area that was not explored in these articles was networking.

As a new business you will probably receive a number of invitations to go along to various local networking organisations meetings. At these they will no doubt try and impress upon you the huge benefits to be gained by networking. You will also be told how much business was generated for its members over a period of time. All will seem very impressive and like myself you may very well be impressed enough to join the weekly breakfast or luncheon meetings. This could cost you anything up to £500 a year to be a member plus the cost of the meal or maybe as little as the cost of the meal. Some of the internet networking organisations charge a small monthly fee and then organise monthly local meetings.

When I started out into the field of commercial cleaning I was willing to try anything that might generate business so I joined a number of these organisations. So how successful was this as a means of expanding my business?

I did in fact persevere with some of these breakfast meetings for a whole year, having paid the yearly subscription it was in fact something of a necessity. However it does not take long to realise that the people who attend these meetings are not in fact your likely customers. Many of the individuals who attend networking meetings are just starting out in their business and are operating as sole traders working from home and not in any way, shape or form likely to be your potential customers. Others are well established but still operate as single entities such as business coaches and have no office as such. Others may be proprietors of shops just starting out and these are potential customers.

However you as a contract cleaning company are looking to clean offices and office complexes and these are inhabited by well established companies who do not by and large participate in local networking groups. So you are not going to come in contact with the group who are going to provide the more lucrative cleaning contracts.

I can look back on my time with these networking groups as a learning experience and we probably just about recouped our membership fees. Other than that very little long term benefit was derived from the experience. Networking it would seem from my own experience is not a path I would necessarily recommend to the start up cleaning business. Use that time period to utilise other marketing techniques which are more useful to the cleaning business entrepreneur. If you do fancy the idea of networking then you must target a different audience. That is the established businesses, and to do that you will need to join such organisations as the Chamber of Commerce where your networking will not be so overt and often done in a more sociable and relaxed atmosphere.

Summary:
If you are a new business just starting out into the world of contract cleaning then your immediate aim is to gather as many new customers as you can and constantly grow the business. The initial stages are hard and it is difficult to gain those first few customers. How gain you gain a foothold in this highly competitive market? Many of the marketing strategies you might employ have been explained in previous articles. One area that was not explored in these articles was netw...

Network Marketing Home Business

Many people that think operating a business from home is glamorous, exciting, and filled with freedoms that you can never experience if you work for someone else. Without the obligations that come from reporting to an employer everyday and they then think the money is easily acquired. This article will look at both the positives and negatives of owning a home-based business.

An important part of working from home is letting others know you have a business and this is done through networking. Network marketing is not always easy for everyone. There are individuals who are very natural at talking with others and find it quite easy to be in a room full of strangers and talk about what they have to offer. Then there are those terrified of the idea of network marketing and would prefer to stay home and pay someone else to do this portion of the business for them. Network marketing does not have to be a horrible experience for you and you do not have to have a panic attack at the thought of attending one. When you prepare for network marketing and do not go in with your eyes closed, you will find that it will make an enormous difference in the productivity of your business. Network marketing can be beneficial in building a plethora of resources and contacts that you can have at your fingertips to propel your business forward.

Decide in advance how many people you want to talk to and do just that. If it is your first time, you may only want to talk to three people. Although once you are there, you will probably find yourself relaxing and notice that you came home with more than three contacts. Do not forget the business cards of the people you meet. In the excitement, you may forget their names. It is a good idea to jot down some relevant information on the back of the card to help you remember why or why not you like that particular contact.

In order for your home business to be successful, you have to make your presence known. You can do this through advertising and word-of-mouth. However, staying inside your protective home and never letting anyone know whom you are will not generate many clients or bring an increase in your profits. Go out, have coffee, and talk to others about your services. Walk into businesses that you think will profit from your services and let them know what you have to offer. If you have children in school, you can offer your services to the PTA or other groups that your child may be involved. Do not discount your sphere of influences because it is from this circle that your business will grow.

Summary:
This article will look at both the positives and negatives of owning a network marketing homebased business.

Job Hunting: Networking With Others is the Keys to Success

You can never underestimate the power of networking. Often success is directly proportional to the size of the social circle.
Whether you are looking for an entry level job or wanting to climb the career ladder you will need some kind of networking savvy in order to survive in the business world.

If you are looking for an entry level job your networking skills might be more important than the quality of your CV. Research shows that most jobs are obtained through contacts before the jobs even become open to the general public. In the established business world strong networking skills are shown to be one of the most powerful predictors in success. If you struggle with people skills and need some help expanding your network read on.

You will need to collect up all the business cards and contact numbers of the people you already know. Make one central place where you keep all your contacts' information.

The Internet opens up a myriad of opportunities for those nervous about networking and interpersonal skills. With email and web sites you can reach a wider network than you ever could the 'old fashioned way'.  Even building a simple website could open up many new (international) contacts and opportunities. If you are able to effectively network online can be one of the most effective tools for those seeking jobs. Discussion forums, newsgroups, discussion groups and exchange ideas - and most importantly contact details.

There is no substitute for good old fashioned networking. You cannot replace the value of a first impression or underestimate the importance of really meeting people vs meeting online (although online meetings can reduce the stress and pressure associated with the first meeting).

If you are hesitant about networking because you lack confidence, then perhaps consider joining an organization such as Toastmasters. This is a public speaking organization which will help you build confidence and you can join from anywhere in the world. An added bonus - you will meet many new contacts and expand your circles.

Get creative with your networking. Look for opportunities to meet people and widen your social and business circles. If you are new to the job market, here are some networking strategies for first time job seekers.  If you are looking for a job you need to keep expanding your network continually.

1. Make sure you understand how to use the internet to search effectively. Use all ways you can think of to come across new opportunities as they arrive
2. Create a spreadsheet or table, of all your contacts. Add as much information as you can: things like company names, titles, names of key contacts, phone numbers, and emails - any information you can. Leave space for notes and keep your table as organized and up to date as possible. 
3. Regular contact: this is vital to the success of your network. Use any opportunity to connect. Ask advice, offer information you think will be useful to them - find reasons to communicate. When they respond make sure to thank them. It's important not to take your network for granted. 
4. Initiate face to face contact whenever possible. 
5. Never pass up an opportunity to get out there and network. If you are in an industry that requires more networking and socializing then limit the amount of times you may say 'no'. For example for every 2 invitations you turn down you must attend one. 
6. Collect your contacts and feel free to call on them should the need arise. 
7. Thank your contacts whenever they do something for you. Always be polite and courteous and do your best to respond to them timorously too. You want to come across as professional.

Summary:
You can never underestimate the power of networking. Often success is directly proportional to the size of the social circle. Whether you are looking for an entry level job or wanting to climb the career ladder you will need some kind of networking savvy in order to survive in the business world.

How Well Do You Know Them?

It is often said that it is not who you know that matters, it is who knows you. Well I would like to extend this statement by saying that it is not only who you know and who knows you, but how well do you know them and they you?

In business, networking is the ultimate form of promotion. It can help you to obtain new clients, a new job, or even help you to move up the corporate ladder. It is the process of building relationships. Any time that you attend a meeting, trade show, or a social function, you are networking whether you realize it or not. It is the relationship that you have with people, a prospect or a client that makes the difference between success and failure.

Often we fail to realize the reasons that we have for doing business with an individual or a company. In the case of products that we regularly buy, what helps us to make the buying decision? There are those that will buy a specific brand of product because they trust that brand to be of a high quality or durability. There are others that will make a buying decision based on price, although this is less frequently the case. Often we simply do business because we feel good about it. In fact most purchases or decisions to do business are based on two things. Trust and comfort. Trust is a very intangible emotion or feeling. How do you measure it? How do you develop it?

Trust is measured by the feelings that are generated by a process of letting someone get to know more about you than just product, features and price. I know a gentleman who provides a seminar on selling to C-level executives. He says that to sell to the C-level executive you have to be more than a salesperson selling a product or service. To sell to the executive level, you have to be more of an advisor. You have to find needs other than the ones that you can fulfill and help them to fulfill these needs. In doing this, you become a "trusted advisor". They feel "comfortable" that you have their interests in mind more than just making a quick sale and a commission.

In our daily process of seeking prospective clients, do we often just look for a person to pitch, or do we spend a bit more time getting to know them before we try to sell?

When we take the time to know a persons desires, dreams, and needs, and make an honest effort to help them realize that these things are important to us, we are really on the fast track to doing business with them. We are building the trust, confidence, comfort level, and most importantly the relationship that is needed to not only make the sale, but to create in them a resource for endless referrals.

As we go into the community meeting people who are prospective clients, we should keep the following in mind. The customer is a person just like me. The customer has needs other than the one that I can fulfill. Until I understand what the ultimate goal or dream of the prospect is, I cannot fulfill it with my product or service.

Selling and networking are about relationships. You sell in everything that you do whether you realize it or not. The time is now for more effective selling. Change the way you think about the prospect and the prospect will change the way that they think about you.

Summary:
It is often said that it is not who you know that matters, it is who knows you. Well I would like to extend this statement by saying that it is not only who you know and who knows you, but how well do you know them and they you?

How to Write a Letter of Reference

Have you ever been asked to write a letter of reference for a co-worker, employee or former employee?  Generally, a letter of reference is used to help obtain employment, apply for higher education, or as a character reference for those seeking a government position. This is an important request, as a well-written letter can be the reason the candidate receives the offer he or she is hoping for.

In all likelihood, you won’t be asked to write a letter of reference for someone you don’t know or get along with very well. But, if you have any doubts about writing a recommendation for this person, you should decline the offer and suggest they ask another person.  Only write a letter for someone whom you would truly recommend.

A letter of reference doesn’t need to be long and wordy. In the first few sentences, explain how you know this person (co-worker, neighbor, business acquaintance) and for how long.  Mention any shared any experiences such as coaching the same basketball team, singing in the church choir or working on a project together at the office.

Think of two or three major character traits to describe this person that would be pertinent to the reason you are writing the reference.  Are they honest and dependable?  Do they always finish what they start? While Mike may be the best guitar player you know and can recite lyrics from songs written twenty years ago, chances are these are not reasons he’ll get that job offer.  Think of what you would say if you were asked to make a toast to this person during a special occasion.

A short anecdote describing how this person handled a difficult situation will make your letter stand out from the rest. Think of an incident that made you see this person in a new light. Finally, add a short statement that draws the letter to a close.

Here’s a sample letter of reference.

To Whom It May Concern:

I am pleased to write this Letter of Reference for Mike Smith.  I have lived next door to Mike for ten years, and we both have served on the XYZ Neighborhood Watch Committee for the past three years.

Mike is a pleasure to work with on this committee.  His drive and determination to make our neighborhood a safer place was the catalyst in getting our local government to install a traffic light at a busy intersection in our community. Once, during a power outage in rush hour, and risking life and limb, Mike took the initiative to direct traffic himself rather than risk an accident at this intersection.

Mike’s perseverance and genuine concern for his fellow citizen are perfect examples of why it is my privilege to recommend him for a position with your company.  I feel confident he will be an asset to your organization and will add to your continued success.

Summary:
Have you been asked to write a Letter of Reference and need some help getting started? These tips will help you.