Effortless Networking

Often comments that readers send me reveal underlying issues.

I’d like to share a recent exchange of comments today, because the issue revealed here may be relevant for many of you:

Here is the first comment I got:

“I am a NEW realtor in a new area where I don’t know anyone, I have no friends or family in the area…How am I suppose to build my business through networking?”

So I sent her information on how to get established both professionally and socially in a new area, as well as information on how to ease her way into existing professional circles.

A few days later, I followed up to see whether the information I’d sent was useful. She replied as follows:

“Hi Sri, yes I have read through the 5 lessons of Effortless Networking, but I need to go over them again, I’ve been so busy lately…and hopefully will try to do that today… I did’nt really notice any ideas or suggestions that would increase my “network” locally…but I will read through them again, maybe I missed something.

thank you for your help.”

I replied saying that I had actually sent her a separate email with specific answers to her questions.

And in case she hadn’t received it or had misplaced it, I re-sent the same information along with some book recommendations.

I also offered to talk by phone (at no charge), if that would be useful.

The next email I got was this:

“too many e-mails that were not helping me in my specific situation to networking (finding New Clients without having to do cold calls), in a new area where I don’t know anyone, have no family or friends out here…”

Well, I feel bad for this person — because she really wanted some answers and I was willing to help her find them. But we couldn’t connect.

Why am I sharing this story?

So that before you ask anyone for information, you can consider this:

• What is your preferred way of getting information? For instance, in writing, verbally, visually?
• How best do you absorb information? By reading, by doing, by listening?

For instance, I “absorb” information — like learning how to implement a new marketing strategy, or use a new software tool — by actually trying it out hands-on. Having written instructions is useful, but I don’t really understand what I’ve read until I actually use it.

And when I get stuck, I find that talking about it with a live person (by phone or online chat) is what really helps me. Reading manuals and online help when I can’t figure something out irritates me, and makes the problem worse!

My point is this: when you’re looking for information, or to learn about something new,

1. Consider how YOU absorb and understand information.
2. Then, make sure you get the information in THAT format.

Otherwise, you may not be able to use it — even if the information you get is exactly what you want and need.

Many people use business networking as a tool to market their business. And yet, a common challenge seems to be a general discomfort with participating in “networking” activities or events. For instance, here is a recent comment I got from a reader:

Am shy with new people and hate the thoughts of attending anything that may have a networking element to it.With the focus now clearly on the new buzz word of “networking” in todays business arena I feel that my shyness is starting to impact on my performance.

So I asked Bonnie Ross-Parker, CEO and Founder of the Joy of Connecting® to describe their approach to business networking and marketing. Because I think they’ve taken commonly used networking concepts and put them to use in a fresh and engaging way. Read on and tell me what you think — post your comments below.

The Joy of Connecting®: Marketing with Joy
by Bonnie Ross-Parker, CEO and Founder of the Joy of Connecting®

Bonnie Ross-Parker

At a time when the world feels competitive and impersonal and building a business can seem overwhelming and lonely, Bonnie Ross-Parker, Founder & CEO, and Dawn Billings, President of The Joy of Connecting®, together with their licensees, provide opportunities for women to meet, share and encourage one another.

Women are natural net-workers. They love to inspire and encourage each other. And the Joy of Connecting® monthly gatherings are designed as a tool to aid women in connecting to resources, building relationships and growing their businesses.

Women participate in an arena that is welcoming, nurturing, supportive and respectful of one another in all areas of their personal and professional lives.

The evening begins as a social where over dinner women have time to settle in, get to know one another and relax. Eventually we convene for the more formal part of the evening. After a brief introduction and overview, we begin our circle of sharing…We close out with testimonials and announcements. Once our get together is formally over, most women stay to continue dialoguing, make appoints and “connect” with women who attended. Everyone receives a roster so that connections can continue beyond the evening.

The Joy of Connecting® gatherings are designed to meet the needs of female entrepreneurs, business owners and professional women. And this approach is fast becoming a role model for the best way women can network collaboratively and comfortably.

Taking place in intimate settings, participants feel accepted, listened to and encouraged as they share with each other their passions, dreams and desires for their future.

Women take turns having 3 minutes to tell about themselves, talk about their business and ask for what they need. For some women, they are looking for an opportunity. We have participants who have just moved into the area and eager to meet other like minded women. Collectively we are business owners, entrepreneurs and professional women who recognize the strength of open sharing.

As we move around the circle and stories unfold, each participant is drawn to the person sharing, to their story and to their needs.

When The Joy of Connecting® was originally launched it existed as the only location in suburban Atlanta. Since its beginning, participants have requested that the concept be expanded so other women in other communities could experience the same value. In January, 2006 there existed 15 Greater Atlanta, Georgia locations when Dawn and Bonnie began the process of creating The Joy of Connecting® as a national licensed program. Currently there are 48 licensees in 9 states who each month bring together like minded women eager to build their business while helping others expand theirs.

Licenses are available wherever one doesn’t currently exist.

The best way to find out about this unique marketing tool is to visit on line at: www.TheJOYofConnecting.com. There are articles, written and audio testimonials and licensee stories/profiles to enjoy.

If you’re interested in information about becoming a Joy of Connecting Licensee, simply click here to fill out an online application. List EffortlessNetworking.com as the referral.

If you have questions, Bonnie can be reached in Atlanta at: 1-877-411-6611.

Women have choices when networking. They can participate at an existing networking event or be a player at their own. The Joy of Connecting offers both!

Is this is one of your concerns too?

“[My biggest challenge is] making follow up phone calls to clients, potential clients (not when they have called me, when I am reconnecting with them).”

My article on how to get other people to follow up with you easily covers the topic from a business networking perspective.

This week’s guest article by Ari Galper discusses the same topic from a sales perspective.

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Seven Steps to Cold Calling Follow-up

Let’s say you’ve had a great conversation with a prospect. They’ve shared their problems and seem genuinely interested in what you are offering. You’re excited about following up with them – but your calls aren’t returned. What’s happening?

Well, the only way to find out the truth of the situation is to ask them. However, before you do, let’s stop and consider some important points. You must approach this in a way that invites trust and diffuses the barriers to comfortable communication.

Here are seven important steps to follow:

1. Don’t assume the sale.

   Prospects are used to the traditional buyer-seller relationship. They assume you’ll pressure them. Therefore, they may decide not to tell you things that make them vulnerable to pressure. Until you’re sure you know the complete truth, you can never assume the sale is yours.

2. Keep making it easy for potential clients to tell you their truth.

   Toward the end of your conversation, ask, “Do you have any more questions?” If the answer is no, follow up with the 100% final truth gathering question: “Now, are you 100% sure that there’s nothing else that I can do on my end to make you feel more comfortable with this situation?”
   You’ll be amazed how often people will reply, “Well, actually, there’s one more issue…” It’s at this point that you really start to hear their truth.

3. Call back to get the truth, not close the sale.

   Most potential clients who suddenly disappear expect you to chase them down. They expect you to call and say, “Hi, I was just wondering where things are at?”
   Instead, eliminate all sales pressure by telling them you’re okay with their decision not to move forward, based on their not having called you back. In other words, take a step backward. Most of the time, this will open the door to a new level of trust-filled communication.

4. Reassure them that you can handle a “no.”

   Of course, we’d rather hear a yes. However, the only way to free yourself and your clients from subtle sales pressure is to let them know that it’s not about the sale – it’s about the best choice for them. If that means no sale, it’s okay with you.

5. Ask for feedback.

   Whenever prospects disappear, call them back (e-mail only as a last resort because dialogue is always better). Simply ask, “Would you please share your feedback with me as to how I can improve for next time? I’m committed to understanding where I went wrong.”

   This is not being feeble or weak. It’s being humble. This invites the truth.

6. Don’t try to “close” a sale.

   If your intuition tells you that the sales process isn’t going in the direction it should be going (which is always toward greater trust and truth), then trust those feelings.

   Make it safe for prospects to tell you where they stand. It’s simple. All you have to say is, “Where do you think we should go from here?” But be prepared because you might not want to hear the truth of how they’re feeling. You can cope with this by keeping your larger goal in mind, which is always to establish that the two of you have a “fit.”

7. Give yourself the last word.

   Eliminate the anxiety of waiting for the final call that will tell you whether the sale is going to happen. Instead, schedule a time for getting back to each other during your conversation. This eliminates chasing. Simply suggest, “Can we plan to get back to each other on a day and at a time that works for you? Not to close the sale, but simply to bring closure, regardless of what you decide. I’m okay either way, and that’ll save us from having to chase each other.”

   You’ll find that these suggestions make selling much less painful because you stay focused on the truth instead of the sale. The truth is, the more we release the idea of needing to make the sale, the more sales we will likely see.

Want to learn more?

Get FREE Access to 10 Audio Mini-Lessons (sent via e-mail) from the Teleseminar that put the old ’sales gurus’ back into sales pre-school:

(a $97 Value)

Learn how to:

1. Make less calls - and get better results
2. Rip up your sales script and easily get your message across
3. Change from the “Dreaded Salesperson” to a trusted advisor in a matter of minutes
4. Get rid of your “Fear of Phone” once and for all
5. Stop chasing prospects and gain the respect you deserve

Visit ww.UnlockTheGame.com to take a Free Test Drive!

To your success,
Ari

Ari Galper is the founder of Unlock The Game™, the only selling program that completely eliminates pressure from the selling process. His Unlock The Game™ Sales Program has helped thousands of entrepenuers and sales professionals worldwide. Visit ww.UnlockTheGame.com to take a Free Test Drive!

Continuing on with the topic of “time”, here´s another variation. This is a comment I got recently, and it´s a common theme:

“I appreciate your information on networking. I have gotten some good ideas, but unfortunately, I am not very good about putting them into action. Am keeping them in a folder for future reference.”

My mother collected all kinds of information about things she´d like to do one day. She never got around to doing any of them. As we threw away these carefully saved information after she died, I wondered, “Why?”

What´s the use of good information (or good ideas), if they´re not used in some manner, at least sometimes?

If the information is good, why not use it right away? Why save it for the future?

In my experience, the most common responses — whether it´s in the business networking context or otherwise — are:

• “I don´t have the time right now.”

  Translation: it´s not a priority.

  Take the case of my mother, for instance. She had many interests, both professional and otherwise. And although she never got around to do any of the things in her carefully saved folders, she did plenty of other stuff. Clearly, she knew what her priorities were.

  So, if something is not a priority for you right now, that´s fine. The real question is, will it ever become a priority?

  If not, or you’re not sure, let it go.

  You’ll always be able to find good ideas and information when the time is right. Really.

• “I’m not very good about putting ideas into action.”

  Translation: I don´t know exactly how to convert these ideas into manageable actions.

  In such cases, you may need to learn new skills, or further develop existing skills, so you can do what you want to without feeling overwhelmed or paralyzed.

  So invest the time to figure out what specifically you’re unable to do (or feel uncomfortable doing). Then learn it.

  Otherwise, let it go.

  It´s not a priority for you at this time.

• “I do it, but I’m not consistent about it.”

  Usually, this happens when you´re missing a piece of the puzzle. For instance, trying to do something alone that really is meant to be a team effort.

  If you come across a concept or information that you think will make a big difference to you, take the time to figure out what exactly is stopping you from being consistent.

  Then find what you need to put the good idea or information to use.

  Otherwise, let it go.

  It may be a good idea, but probably not a priority for you currently.

If you want to explore any of these topics further, let´s talk.

Also, along these lines, here´s a book that may be of interest:
The 80/20 Principle: The Secret to Success by Achieving More with Less

Bottom line: de-clutter! Your time and energy are precious. Use them wisely.