Every week our Motivation guru Casey Hart educates and reminds us of how we can be better networkers. Below are some of his ideas and techniques. Reach out to Casey for more information or any questions.
Turning Lemons into Lemonade
It’s about turning lemons into lemonade. Many of us faced sales “challenges” in the past like after 9/11. Some businesses didn’t make it. Others did.
Here’s a link to an article in Forbes about keeping your business going during the current crisis (I say “current” because there will undoubtedly be another one someday)
For our B2B members, here’s another thought: A famous bank robber, Slick Willie Sutton was asked why he robbed banks. His response was simple:
“Because that’s where the money is.”
With so many businesses closed down due to the health emergency, here’s a list of businesses that actually are open: it’s the list of essential businesses in CT.
Some, like hospitals, elder care and trucking might be better prospects in the coming weeks than others…like airlines.
Business After the Shutdown: 8 Ideas to work on today, so you’re ready
Business owners are the “first responders” when there’s a change in the economy, and the current health crisis caused a major one. So now it’s time to plan for business after the shutdown.
In the past weeks 250,000 US retail stores have closed their doors. But not every business is suffering: some companies are benefitting from their competition being sidelined. Walmart and Amazon alone are hiring 250,000 new workers to keep up with increased sales.
What’s your plan to grow as we all get back to business?
Things are slow for many of us. Smart businesses are planning for life after COVID-19, because when things get back to normal (or the “new normal”) it will come fast. And pent up demand will benefit those who took this time to plan.
How are you operating right now? What has happened in your business? More importantly what’s happening for your clients? How have they changed? What are their new challenges? How can you change to meet those challenges? Where are the opportunities? For some of us that might mean big changes.
An ancient Greek philosopher said “The only constant in life is Change.” Today we have two choices:
- Hope that life goes back to “the way it was,” or
- Think, plan, and work to make change work for you, to emerge stronger on the other side.
How can you work to make sure you prosper when business opens again?
- Keep in touch with clients and prospects in every way that you can
- Call them
- Email them: individually, or with email blasts
- Make recommendations: making referrals to customers about others in your network shows that you’re thinking of their future
- Send email newsletters
- Meet Virtually (Facetime, Zoom, Google Hangouts, Microsoft Teams, etc)
- Video Podcasts
- Write Customer Testimonials
- Review your digital marketing: your business listings, reviews, SEO, etc.
- If presentations were delayed, make the better now so you’re prepared later
- If you had a weakness before, work on strengthening it
- Reassess your business: what’s been working, and what hasn’t
- What’s your competition doing? Don’t lose sight of them.
- Get help: you’ll find seasoned business advisors who would love to help you at score.org. And it’s free.
- Are there new ways you can help your customer? Ask them. Then figure out how to deliver.
Are You Registered With Google?
Why are we all in Stamford Business Network? To make money.
And why do we have websites? Again, to make money.
These days, with the Shutdown and Social Distancing, there are two basic ways to get look for new business: SBN and being found online.
The first step to being found online is being listed with Google. If you haven’t claimed your Google listing, Google won’t show you in local searches. One of the most popular online searches is “____ near me.” It could be “Ice Cream near me,” or “Liquor store near me,” or “Sprinkler Systems near me.” That’s one of the best ways for potential customers to find you, especially if you focus on local business.
Are you listed with Google? The simple way to find out is to simply Google your company name (not your website), such as “Informer Messages on hold.” What comes up? Is there a “Google profile” on the right column of the page? The Google profile show photos that characterize your business, your location and hours, as well as your all-important Google reviews.
If it’s not there, it’s time to get listed with Google. Without it you’re missing out on potential customers. If you need help getting started, let’s talk by phone or set up a Zoom meeting to talk about it.
Your Reticular Activator
There’s an old favorite topic in my house that my kids always roll their eyes about: It’s their “Reticular Activator.”
The Reticular Activator is a special part of your brain that filters out most of the stuff we see and hear, so we can concentrate on what’s important to us. For example, if you’re looking for new convertible, it helps us notice convertibles we see on the road, so we can compare them. If you’re interested in dating, you focus on things like cute eligible singles…and notice engagement rings.
So why am I talking about it this morning? Because it works for referrals.
Here’s how: try this. Look around your “office.”
Now close your eyes. Think of all the red objects you saw. Can you think of any?
Now let’s try it again. Open your eyes and look for red objects around you.
Close your eyes again. Could you think of more of them?
Sure you could. That’s because your Reticular Activator filtered out all the unimportant stuff on your desk, and helped you focus on the one that was important: items that are red.
Ok, back to referrals.
I help businesses sound more professional. If my commercial today asks for referrals to businesses that should sound more professional, you probably won’t think of any, and probably won’t notice any during the week.
But if I ask you for any of your customers or suppliers who have trucks with their logo on them, when you’re driving down the road you’ll probably see one of your customers’ trucks with their logo. You might even think about introducing us. (That would be great)
What’s the difference? I put your Reticular Activator into action by giving it a specific focus. Do you give us something specific to focus on in your commercial, or something that’s general, like “a friend or neighbor”? Every week I plan my commercial in advance and make sure I talk about a specific type of business. That’s the only way to get you to really notice them.
Bottom line: put our reticular activators to work, and your network will work better for you.
I don’t eat out at restaurants much. In fact, it’s a real pleasure when I do.
So I really appreciate when restaurants provide top quality and great service. A few years ago it dawned on me that I could “steal” a service idea from restaurants. You might be able to as well.
Service at restaurants tends to follow a basic plan: you’re seated and your server introduces him or herself, and takes beverage orders. Shortly thereafter they return to take your order. When the meal is served, they ask if there’s anything else you need.
But good servers don’t abandon you after that. About 5-10 minutes later they return to ask “how is everything?” This is perfect opportunity
– to fix problems before they become serious
– and to take additional orders that can increase the sale
Fixing problems is usually easiest when confronted and dealt with early in the meal. If you don’t hear about problems until the meal is finished, the problem can grow. Will the customer pay for the item they ordered, or will the restaurant have to deduct it from the bill. The customer is dissatisfied and the restaurant loses revenue. That’s “lose-lose” just to keep from alienating the customer.
I do the same thing with every new customer. I keep following up until the new Informer Messages are playing perfectly. Then I set a reminder to call them in 2 weeks to follow up and ask “How is everything?”
It gives the customer a chance to give me feedback, gives me a chance to correct any minor problems, and also to help them with additional work. That just happened again this week, and I nearly doubled the sale to a specialty supermarket. And if they’re 100% satisfied, I ask them for a Google Review (I just got 3 more this week, for a total of about 60 5-star reviews between my 2 locations)
Do you follow up after you’ve delivered your product or service? It could be a new opportunity to earn a lifetime customer, eliminate problems, and increase business.
What Kind Of Referral Would You Like To Get
What kind of referral would you like to get this morning?
We’re all here to grow our businesses, and we’ve learned that the best way to do that is with referrals.
So, what kind of referral would you like to get? Not who, not what kind of job, but the referral itself. I ask because we’ve all gotten referrals that were good, and others that were…not as good.
Does anyone remember the old BNI referral slips? At the side of the slip there was a thermometer that measured how “hot” the referral was. But originally it was used to measure how much effort you’ve put into the referral you’re passing, on a 1 to 5 scale.
For simplicity, make believe that you’re referring me to someone you know. Filling in the thermometer:
There’s the “0” that doesn’t even show on the thermometer: it’s a name: no contact information, no way to follow up, and no introduction. It’s just a name.
A “1” meant that you had shared my contact information with someone, and told them that I’d contact them.
A “2” might mean that you went further: you gave them my brochure, business card, or website
A “3” might mean that you could share a person experience about how I have helped you or my other clients
A “4” might mean actively taking part in the referral: setting up a phone call, or arranging a meeting. It might mean an email introducing us and explaining why you thought we should talk.
At the top, rating a referral a “5” could mean setting up an in-person meeting, or today, setting up a Zoom meeting
So with this in mind, what kind of referral would you like to get this morning? I know which I’d like.
The opposite side of the coin is the referrals you offer other members: what kind of referrals do you pass? If you’d like to get referrals that would rank in the 4 or 5 level,
think about any referrals you pass. What level referral would members of the group like to receive?
Think about it when you’re passing a referral this morning
What Leads To Success?
We have a bunch of successful people here, and most of us want to be more successful tomorrow than we are today.
But have you ever wondered about “the secret to success”?
Actually there’s no secret, but here’s a “guest presentation” who has some ideas.
Less Than A Minute
We get less than a minute to tell us about your business every week. If you’re going to be successful as a networker at SBN, you’ve got to build your reputation in your short weekly presentations. If you waste a few seconds every week, you’re losing an awful lot.
Here are 8 proven steps to improve your networking
1. First of all show up: we have a bunch of no-show’s again today. They’re busy. But you’ve got to be “in” to “win” I’ll bet that the people who show up get most of the referrals.
2. Introduce yourself clearly and concisely. It’s basic, but it’s often overlooked. We have a few newer members, and guests. Let them know who you are.
3. Be specific about what you do: and if you sell several services, focus on one each week. Don’t give us a laundry list of services…we’ll never remember them.
4. Organize your commercial: Prepare an opening statement, an emotion based message that describes the benefits of working with you and leads into what you do for a living: Something memorable like: I’m a brain surgeon in Stamford. Last week I worked on an executive who was losing his mind from too many Zoom calls. I helped him recover and start earning an obscene amount of money again.
5. Inform us, Don’t Sell to us: networking is about training your sales force to get referrals. It’s not about selling us something.
6. Be yourself. I can’t say it any clearer.
7. Be an active listener: I’ve heard it said that we listen to respond. We’re all guilty of this. Try something different: listen to understand.
8. Follow up: this is the secret of successful salespeople. Most salespeople never follow up. Email is easy, so use it. But if you really want to make an impression send a thank you note.
Bottom Line: you only get one chance to make a great first impression. And networking opportunities these days are tough to come by. So make the most of the meeting today and every day.
Have You Ever Failed?
Have you ever failed? Believe it or not, some of us actually have. Some of us more than once. But we’re told that failing might not be the end. We can learn from failure, if we look at it correctly. How?
1. There may be a better approach. I had a windsurfing coach who had a simple rule: if it’s hard, you’re doing it wrong. Every once-in-while I remember this. Suppose you put in a lot of work on something, and it fails. What do you do? Maybe you’re doing it wrong, and it’s time to come up with different approach
2. You learn flexibility: Every time you try a different approach, you learn how to be resilient, and that’s a valuable skill…for the next time you fail. And you probably will.
3. There’s no one “right” way. Life isn’t a math problem. And Treacy showed me this week that even Accounting has different ways to get the numbers right. So you may find that there’s more than one way to turn around a failure, and one of them might be easier than the others.
Failure can either make you or break you. Many of us associate failure with defeat. There are plenty of times I have as well. There are names that we all know who have failed, and gone on to greater success
1. Jim Carrey: In his first job he was booed off the stage in a comedy club. Then he was passed over for a spot on Saturday Night Live. Eventually he did ok.
2. Oprah: the daughter of a low income teen mother, abused by her family. But when she was sent to live with her father he helped her focus on school, and earned a full scholarship to college. She tried to work in TV, but was fired as “unfit for television.” Again, she ended up doing ok.
3. JK Rowling: jobless, divorced, penniless, with young child to support, she suffered from depression. She was on welfare. But she pushed thru. And didn’t do a bad job eventually inspiring an entire generation, and becoming richer than the Queen of England.
Here are a few more you can look up:
1. Stephen King
2. Bill Gates
3. Henry Ford
4. Colonel Sanders
5. Walt Disney
6. And the best known: Thomas Edison: after 9,000 attempts to invent the lightbulb, he stated “Why would I feel like a failure? I now know 9,000 ways a light bulb will not work. Success is almost in my grasp”
A little failure never stopped someone who was determined.
So what have you failed at recently? Good. Join the club.
There’s an ancient Chinese curse: May you live in interesting times. While this may seem nice, “interesting” is an “interesting” word.
Like it or not, we do live in an interesting time. Here are a few ways to succeed in spite of how interesting they are:
Make it an adventure: if you take this approach today can be more fun, and more inspiring. Interesting times are a problem for some, but an opportunity for others. Just ask Jeff Bezos. I heard that he could give every Amazon employee, all 860,000 of them, a $105,000 bonus. After that he’d still have the same net worth as he did on January 1. COVID has been quite an opportunity for him. What can you do to make the most of the opportunity?
If there’s no one buying what you sell, do some research? You’ve probably got a customer list. Ask them what their biggest problems are, and find a way to solve them. That’s what we’ve all come to know as “pivoting.” I’m impressed by Mark Speranza’s attitude in trying to do this.
Still can’t think of a solution? Why not set up a Mastermind group with a small group to brainstorm ideas. But be prepared to listen. Brainstorming is defined by never rejecting any suggestion during the session. I’d really like to set up a Mastermind after hours with anyone who’s interested next week.
What’s standing in the way of your success? Some ideas are: anxiety, hesitation, and procrastination. I’m probably guilty of all three. Got a good idea? Write it down. Then write down the steps to make it work. Small steps are easier to accomplish than big ones.
Who’s up for a mastermind group after work next week? Send me an email.
Goal Setting Part 1
It’s that time of year again. The end of the year is when lots of people start talking about goals. I mean how can you accomplish anything in the New Year without goals?
Listen to what people are talking about. You’ll hear about Smart Goals. Stretch Goals. Process goals. Performance Goals. And Outcome goals.
Do you set goals for yourself? You know, goals you write down? That you write in ink? I’ve listened to several podcasts about them in the past week, and I’ve heard how people who write down their goals accomplish 20 to 40% more. Sounds great.
I want to make 40-50 calls to clients and prospects every day. I’d like to win 50 new clients next year. I want to complete every project I start during the week by Friday afternoon. I just “know” about these goals. And I do them.
But I’ve always had a problem with formal goal setting. They either seem like I’m doing them already, or they’re just a “wish” with no way to reach. So this month, I’m going to try…or should I say “my goal is” to find the goals that will help you do more in the New Year.
Do you have goals for the New Year? I’d love to hear how goals have helped you in 2020, and how you’re planning to use them in 2021. And if anyone would like to, lets set up a Goal Planning Zoom for next week.
And that’s it for this week, but let’s see how we can continue this next week.
Goal Setting Part 2
Last week we talked about goal setting for the new year. This week, several of us got together on a Zoom to work on goal setting and came up with some new ideas.
I think the most challenging part of goals is what’s standing in our way, preventing us from reaching them..
Luckily, you probably already have a good idea.
Try this: listen to that nagging voice in your head. What’s it saying?
I should be make more sales calls
I should go to chamber meetings
I should do more networking
But the unspoken ending for each of these is “but I’m not”
The answer may be to “stop shoulding all over yourself.”
When you set goals, turn these around to say and replace “should” with something else, and this time write them down:
I want to make more sales calls
I want to go to chamber events
I want to do more networking
Look at what you’ve written down, and ask yourself if you DO want to…If your goals are important enough to make you want to do these things. If they’re not, you’ll never do them.
Do you really want to do them?
If not, it’s time to go back to what you really want in business, outside of business, and in life.
The New Year is coming. There’s never been a better time to set goals, and figure out how to achieve them.
And that’s all for today. So Good luck!
Saying Thank You
Whatever your definition of success, we all want more. That can distract us from what we already have, and should be grateful for.
This is our last meeting of the year, and we’re going to be talking about gratitude. All in all, we’re all doing pretty well. Oprah Winfrey said
“Be thankful for what you have and you’ll end up having more. If you concentrate of what you don’t have, you will never ever have enough.”
As a business owner you probably say “thank you” multiple times a day without thinking about it.
But did you know that simply saying “thank you” can actually grow your business? How many of you use social media? It’s the perfect place thank people publicly.
Like on Twitter or LinkedIn: Simply thanking people for “liking” or “sharing” your content is great. But it often gets them to follow you. People also want to see your “human” side online, and saying “thank you” is an important step.
Wondering when to say “thank you”? How about when your post is “liked” 50 times? Or when you reach 100 followers? It can be as simple as posting a message of thanks, or sending a personalized “we appreciate you” email.
If a customer gives you a “killer” testimonial, why not send a handwritten note, or send a free T-Shirt or sticker? John Schnefke can help you with that. Doing something “out of the ordinary” can strengthen your relationship with them.
So, the next time you’re looking for a way to improve your marketing, think about simply saying “thank you” and you might get some unexpected results.
Your 30-second Commercial
Mark Twain once wrote: “I apologize for such a long letter. I didn’t have time to write a short one”
That actually DOES make sense. Distilling your thoughts into a powerful BRIEF message takes a lot more time than just winging it and rambling on and on.
When it comes to our 30 second commercials, you know me: I love to tell stories. I know that stories are one of our most effective ways to communicate and get your message across. But in 30 seconds? That’s tough. I can only do it if I have enough time to work it out.
In a moment we’ll all give our 30 second commercials. We’d all like to get great referrals and that starts with a great 30 second commercial. But we’re all busy, so ending the meeting on time is just as important.
If you’ve prepared you commercial and have it down to 30 seconds, we’ll see that you invest your time in SBN. If you haven’t, today’s the day to start: think about your goals, and our members, and craft a message that will get you result: in just 30 seconds.
Questions? Let’s set up a Zoom to brainstorm.
I heard something interesting this week: “The more you say, the less people remember.” That makes perfect sense to me, and it highlights the idea that Good Communication can prevent or fix almost any problem.
The power of communication can’t be underestimated. Communicating proactively can prevent almost any problem– by explaining things clearly, setting firm expectations and clearing up misunderstandings. Communicating well can also help you resolve any problem, whether it’s apology to your wife, which I always seem to have to do, coming up with a solution or explaining circumstances.
I’ve gotten many of my clients because they said it was too hard to communicate with their previous supplier…they just couldn’t update their messages on hold. So I proactively call every client on rolling 12 week schedule.
So here’s a question to think about: How can you gain more clients communicating better?
I have this new, killer way to close sales. Everybody knows that “closing” is the key to profits, right?
In this world, 99% of salespeople are still trying to “close the sale”. They try the “presumptive” sale and ask “Would you like it in red or blue?” or “Would you like it delivered Tuesday or Wednesday?” This is just one of the 13 most popular “closing” techniques. There are a million books on “closing the sale”
So how do I do it? Which technique works for me?
Actually the best way to close sales is to stop closing.
Instead beat your customer over the head with value until they ask to buy. They buy because they can see that we can implement the plan we told them about. This week it worked twice: The customer stopped me from talking and asked:
ok, how do we get started?
Think about it: is it more powerful to ask for the sale, or for the customer to ask to get started?
How do you do it? First jump off the “product pitch” and “price comparison” and get onto value. Value is a combination of what you offer with what your customer needs.
So how do you show value?
There are plenty of little ways to show the value you offer:
- Make it easy to do business with you: I email Yonis on Wednesday, and his guy was at my door on Thursday. Easy.
- Make it easy to contact you: and that includes returning calls right away.
- Make it easy to use what you sell. Do it for them or show them how!
- Follow up to make sure the customer is 100% happy
- Provide Easy Service if the customer needs you: this week a customer I hadn’t worked with in 4 years called me for help. We solved the problem in 5 minutes. No charge.
- And finally, price: not the lowest price, and probably not the highest. Set a price that shows you’re reasonable, and still offers the customer the best value.
Bottom line: stop closing. And come up with a way to let your customer know about the value you offer. I do it every day, for myself, and for my clients.
John F Kennedy said:
Public Speaking is the art of diluting a one-minute idea with a two-hour vocabulary.
Luckily, none of us has to do this, because each week when we come to SBN, we only get 30 seconds to talk about our businesses.
Your commercial is one of the main ways that you can help your sales team, everyone in the group, to know exactly what you do, exactly how you do it, and exactly who you’d like them to refer you to. And you’ve got to fit it all into 30 seconds.
I was a Boy Scout for years. And so I know how you do it. “Be Prepared”.
The best 30 second commercials are actually prepared in advance. The member comes in knowing exactly what they want to accomplish, and how they want to say it.
Try writing it out, and then revising it a few times. Read it out loud to practice it.
A successful elevator pitch isn’t long. You just capture your audience’s attention usually with how you can help someone, and follow it up with how you can accomplish it. Then, back up your claim with solid evidence, or show you’re better than your competition. Saying a little bit more about your prospects “hot button” issues is a great way to finish up.
Today, you can talk for as long as you want but Alex may “mute” you after 30 seconds.
Listen to this weeks commercials. I’ll bet you can tell who was prepared and who wasn’t.
Then, spend a few minutes next week to make sure that you’re prepared for your next chance to speak. Everybody will see the difference.
Sometimes even with planning and rehearsal keeping to 30 seconds can be tough…so I’ll email you a cool form that can help you organize your thoughts.
Watch and listen as Bernal Mora of SBN+ goes above and beyond in this story of sacrifice and compassion shared by another SBN+ member, Daniel Kraus
"Have been building my business for the last 9 years, I’ve joined numerous groups looking for one that would really give me a return on my most precious commodity — time. Last year the search ended when I joined Stamford Business Network+! Through the group I have not only grown my client base, but spend quality time with high caliber business professionals, which has made me a better owner, operator, leader for my organization."
"Stamford Business Network+ accounts for a third of my business annually, it provides me with very accomplished peers who act as a Master Mind group for me (and others), and has brought great friendships along the way as well. Without doubt, my best investment in business!"
"From a marketing perspective, this meeting is by far the most productive 90 minutes of my week."
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