The Weakest Link and the Networking Chain

I recently participated in a poll and related discussion on Linkedin. I believe it was titled, Do you Accept Linkedin Invitations, Even from Strangers? The discussion was most interesting. The comments were deeply divided. On one hand, there were those who will accept any invitation, anytime, anywhere, from anyone. On the other hand, there were those who only accept invitations if there’s some type of connection in the first place. The net result was that each participant in the discussion was comfortable with his or her strategy. If it works, by all means keep doing it.

I’d like each of you to think of your network as a chain. It’s all these interconnected links, that are bound together. As it’s said, ” a chain is only as strong as its weakest link.” With that said, how strong is your network? How strong is the weakest link in your network? Does having a huge network weaken the chain? Is it possible to maintain strength and integrity in that chain if you include everyone who can fog a mirror? Or does it make sense to maintain a smaller network of carefully chosen individuals? Is the weakest link in that chain, any stronger than that of a huge network of randomly chosen individuals. Make no mistake, this is not judgment or criticism, it’s simply an attempt to show both sides of the coin.

Plastic, or high tensile steel, the strength of the weakest link in your networking chain, is up to you. You have the ability to control and maintain the strength of your network. If you can manage unlimited relationships, and manage them well, by all means grow that network as large as you wish. If you find it difficult to manage a huge network, keeping it a  bit smaller may be what works best for you. Personally, I like to try and develop relationships within my network to a higher level of strength. I prefer high tensile steel, without including the universe. Make no mistake, it’s a good size network, one that proves very productive, primarily due to the strength of the chain.

Why are we so divided in opinions and approaches to this topic? Some people believe that the contacts they have, the more opportunities may arise. In other words, a missed connection translates to a missed opportunity. I can’t argue that, however again prefer to create opportunity within my network. I believe that’s the difference. Some people want to avail themselves to opportunity, while others create it. Which works best for you? There’s no right or wrong answer, just what fits each of you personally.

In closing, I’d just like to say, keep working to strengthen your networking chain, by striving to build stronger relationships, regardless of the size of your network. Don’t allow a weak link to break the chain.

Best wishes,

Don Talbert
Sales and Networking Specialist
Centurion Business Coach
www.centuriongrp.com
don@centuriongrp.com
859-816-2347

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Networking Karma and the Boomerang Effect

Karma – Action seen as bringing upon oneself inevitable results, good or bad, either in this life or in a reincarnation.

That’s one definition of Karma. In short, what goes around, comes around. We had a discussion in a class I taught recently, and one of the participants coined the term, “networking karma.” Of course, the premise is your results in networking are the product of what you give, or don’t give. Just like the boomerang, the spirit of your actions will come right back to where they started….you.

In networking karma, the gifts you give, come back in kind. The more you give, the more you will be rewarded for those actions. Conversely, if you are only in receiving mode and don’t attempt to give, don’t expect to get much for your lack of effort. In essence, the boomerang won’t bring back anything good if you aren’t in the habit of giving.

When you give, do it for the sake of helping others. Don’t look for anything in return. Give it time, have faith, and trust that you will be rewarded for good deeds. It will come back to you just like the boomerang does when you throw it!  It’s designed to come back. Call it cosmic or whatever you’d like, but it really works.

True givers don’t need to be convinced. It’s those who have not yet embraced it whose faith may waver. My advice to those of you who are not yet convinced; let go, free yourself to become a giver. The results you’ll see over time, will prove to be a powerful testament to the value of giving. Go ahead, toss the boomerang of giving out there, and wait for it to return to you, in the form of gifts from others.

Send out good vibes, be guided by the mission of doing good things for others, and networking karma will reward you.

Best wishes,

Don Talbert
Sales and Networking Coach
Centurion Business Coach
www.centuriongrp.com
don@centuriongrp.com
859-816-2347

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A Networking APB Has Been Issued

APB is short for All Points Bulletin. That’s usually issued by one law enforcement agency to another, in connection with a suspect or wanted person. BOL is another term that is associated with the APB. BOL means,be on the lookout. Be on the lookout for the suspect, fugitive or person of interest.

In this case the suspect is opportunity. That’s right, I want you to be on the lookout for opportunity. Not just for you, but also for those in your network. Just like in the law enforcement world, we should all be on high alert. Are you paying attention to the BOL or APB? Have you spotted the suspect called opportunity? Do you have an accurate description, and do you know what opportunity looks like? Are you ready to “apprehend” opportunity before it escapes?

Identifying the “suspect”, is the key to helping those in your network. Spotting opportunity, and alerting others to it, will go a long way toward building strong business relationships. How’s it done, you may ask.  In order to find opportunities for others, you must first be able to recognize it. Most of the time, it surfaces during the normal course of conversation. It helps to keep your network in mind, when the suspect is in sight. Match the need (opportunity) to a trusted provider in your network. In doing so, you will get credit for the “collar”, also known as a referral.

Another benefit to identifying opportunities for members of your network, is reciprocal referrals. If you continually capture the suspect for others, they will also BOL for you.

Don’t allow the suspect named opportunity elude you, and remain on the loose. Capture it and the world will be a better, and more profitable place.

Oops gotta run, I just captured an opportunity, and am about to read its Miranda rights.

Best wishes in your search for this desperate and sometimes elusive fugitive.

Don Talbert
Sales and Networking Coach
Centurion Business Coach
www.centuriongrp.com
don@centuriongrp.com
859-816-2347

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Networking is a Game That’s Played on a 5 Inch Field; the Space Between your Ears

That’s an adaptation of a quote by golfing great Bobby Jones. It’s a reference to the fact that success in golf is largely  mental . You can have all the natural talent you wish, but your mindset is the difference between talent and being a winner. Look at Tiger Woods. For years he dominated the sport. A big change in his personal life and how it’s affected his mind, have reduced him to just another pro golfer. Will he win again? Only time will tell. However, the key to Tiger rising to the top of his sport once again, is between his own ears. If Tiger can regain his focus, and tune out all the internal noise, he may once again rise to greatness.

The same applies to networking. It’s all between your ears, all in your mind. You can master all the concepts, strategies and ideas on Earth, but your mindset is the key. As I mentioned in the golf example above, the difference between mediocrity and greatness is all up to you.

What holds talented people back in life. sports and business? The difference is in how they think.  Fear and self doubt are the enemy. The ability to tune them out and focus on winning is what makes us great… or not. Why should what you think matter, when it comes to networking? What difference would it make anyway? Back to our golfing example for a moment. In the 2008 US Open Championship, Tiger was 1 stroke behind going to the 18th green. He needed to make a rather long putt, in order to force a playoff. Not only did he make the putt, it was done before he ever hit the ball. Why is that? Tiger knew the ball was going to go in. You could see it in his eyes, the focus, determination and the vision to make that high pressure putt. Would another golfer have made the putt, and extended the tournament to a playoff? I doubt it. Tiger was in a zone that few of his peers will ever know. Tiger went on to win the 2008 US Open, by forcing another playoff by making a second 18th green, high pressure putt. His opponent finally erred and Tiger won $1.35 million. Fast forward 3 years, and I don’t think Tiger could do what he did in 2008, or any of the other 70+ tournaments he has won.

In networking you MUST have the right frame of mind. You MUST believe in yourself. You MUST be able to see yourself as a winner. You MUST have the ability to tune out the self doubt and fear. If not, you will FAIL to be a winner. Do you want more business? Do you want better and stronger relationships? Do you want to be focused, strategic, and results driven? You CAN do it. Your mindset is all that keeps you from achieving great things.

As always, best wishes.

Don Talbert

Sales and Networking Specialist

Centurion Business Coach

www.centuriongrp.com

don@centuriongrp.com

859-816-2347

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Pancake Batter, it’s all About Consistency

Disclosure: I am not writing as a guest contributor for The Food Network. This post is about networking.

As you know, the secret to good pancakes is in the consistency. By balancing the eggs, water and flour, you can mix the batter for your perfect pancake. However, the consistency you apply to making pancake batter the right consistency, is equally important. If you make a great pancake once, but aren’t consistent about how you make it, you will get different results than expected. The same applies to networking. You have different ingredients, such as attendance, referrals, being selfless, and  being considerate of others’ needs.  If you aren’t consistent in combining those ingredients, you will get inconsistent results.

Combining the ingredients in the right proportions, and repeating what you do, is the key to consistency in networking. After all, you are spending time and money networking, in order to get results. Doesn’t it make sense to do all you can to ensure those results?

Keys to consistency:

1) Regular attendance at meetings. The more you show, the better opportunity others have to learn more about you. Familiarity breeds business.

2) Have your radar tuned into opportunities for others. If you consistently look out for others, it will come back to you. Make it a part of your routine.

3) One on one meetings. Take time each week for a couple of one on one meetings with those you wish to know better. Learn all you can. Don’t promise more than you can deliver.

4) FOLLOW UP!- It’s one of the biggest consistency gaps I have observed. Follow up on referrals, and on promises you make to those in your network.

These are just a few ways to be consistent. Follow these simple suggestions and you have the recipe for success.

Breakfast anyone?

Don Talbert
Sales and Networking Specialist
Centurion Business Coach
www.centuriongrp.com
don@centuriongrp.com
859-816-2347

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I’m Not Getting Referrals… What’s Wrong?

I recently read some public comments on the topic and felt compelled to write. The author was expressing frustration at the lack of incoming referrals. The author  also claims to have given referrals, which led to real money being made by the people he referred. First of all, I’d like to say that giving referrals, does not ensure you will receive them. Although others will almost certainly wish to reciprocate, there’s no guarantee that will happen. Furthermore, I would not encourage anyone to keep score in networking. It’s bad for business. In other words, ” I gave you a referral, where’s mine?” That attitude is not conducive to building strong, long lasting relationships.

In the case to which I have referred, the author who expressed his frustration, had been a member of a certain networking group for nearly a year. Despite that, not one referral had come his way. So I ask you the reader, does this indicate something is wrong? After so much time going to meetings and giving referrals, why hasn’t this person received any referrals?

There could be several reasons why referrals don’t come one’s way.

Here are a few:

1) You have a  high ticket product or service. Your market is limited. Unlike Mary Kay, Juice Plus or Tastefully Simple,the sales cycle is longer and again, your audience is smaller.

2) You’re in the wrong group. If you’re an Architect, should you network with chefs? Be sure your product or service aligns with the composition of businesses within the group. If not, look around for groups that may be a better fit.

3) You have not properly identified your prospective centers of influence. Finding the people who can influence others to buy from you is essential to networking success. Centers of influence know how to refer you. Find them and build relationships.

4) It’s you. Are you doing all you can to be a productive member of the group? If you are only in receiving mode, chances are no referrals will come your way. Also, when things aren’t going well, we must ask why. Is it personality, lack of commitment, a low likeability factor, or something else? A good hard look in the mirror may yield answers.

The bottom line is your product or service, attitude, focus and strategy must align, or it may prove difficult to get referrals. Your success or failure, satisfaction or frustration are totally up to you.

As always, I wish all of you the best in your networking efforts.

Don Talbert
Sales and Networking Specialist
Centurion Business Coach
www.centuriongrp.com
don@centuriongrp.com
859-816-2347

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RSVP… What Does it Mean to you?

Repondez s’il vous plait, is French for RSVP. It means please reply or respond please. When there’s an upcoming event, it’s common to send invitations. The reason for the RSVP request, is so the host or organizer of an event, can get a fairly accurate count of who’s coming. It makes planning the event much easier than just sending out invitations and guessing how many people may attend.

I’ve made some observations regarding events, the RSVP and attendance.  When it comes to networking events, why do some people RSVP, never to show? It’s a phenomenon that I fail to understand. You see it all the time, an event is announced and people begin to RSVP. Yet, some who reserve their spot for the event, fail to show. Of course, there are circumstances that sometimes alter our plans, many times at the last minute. That is excusable. However, there are those who RSVP all the time, and never show. Do they realize the message they are sending? In my opinion, the RSVP is your promise to attend. When you fail to show, it’s a broken promise. Again, there are some exceptions, however I’m focusing on those who RSVP with no intention to attend.  What does that say about who you are? How can one expect to build trusting relationships with others, if he or she repeatedly reneges on an RSVP? Proceed with caution are words that come to mind. If someone repeatedly doesn’t attend a function, after reserving a spot, what’s to say he or she is dependable, honest or trustworthy?

So how do you handle the RSVP dilemma? Here are some tips:

1) If you believe there’s a 75% or greater chance you can attend an event, by all means RSVP with a yes. However, be mindful that you have reserved a spot, and are expected to attend. If your plans are altered, change your RSVP as quickly as possible. Some events have limited seating. If you don’t show, that seat will be empty. Changing to a no, then opens a spot for someone else who can attend.

2) If the odds are 50/50 that you will attend, indicate that you are interested but are not sure if you can make it. Once you’re sure, firm up the RSVP either way.

3) If you know there’s little chance of making the event, just indicate you won’t be there. Again, there may be limited seating, and reserving a spot knowing you won’t attend, is not recommended.

There are some repeat offenders in #3 above. What motivates people to RSVP, knowing they won’t show for the event? Perhaps it’s to get their name out there for all to see. Maybe it’s someone who’s totally disorganized and can’t juggle everything. Then again, it could be a lack of commitment and a reflection of character.

If you take the RSVP seriously, congratulations on your sense of commitment. If you just sign up for events with no intention of attending, perhaps it’s time to take that responsibility more seriously. It could open doors of opportunity you never thought possible.

Best wishes to all,

Don Talbert
Sales and Networking Specialist
Centurion Business Coach
www.centuriongrp.com
don@centuriongrp.com
859-816-2347

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“Relationship Selling Feels Greasy to me”

Wow, I actually saw that posted as a comment in reply to a sales oriented blog yesterday. The author of that comment said he was repulsed by anyone who attempted to sell him that way. He would prefer to sell first and ask questions later. He claims to first do business and get to know the client later on. How’s that work in the real world? As I understand that author’s comments, he prefers a non caring, transactional approach to sales. Call that a rush to judgment , but I’m sticking to it.

How many of you have ever had success pushing a sale through without some level of a relationship in place? In both my businesses, relationships are essential to making a sale and gaining a new client. My clients depend on me to be rock solid, honest, knowledgeable, and above all, to care about them. Maybe not every business works that way, but so many do. Furthermore, relationship selling is conducive to long lasting relationships. When you’re engaged and interested in your clients, they will stick with you. Look at them as a number, and seller beware. You will be out of their lives before you know what happened.

Relationship selling is honorable. If you sell that way, it doesn’t necessarily slow down the sales cycle either. If you are capable of bonding, building trust and moving your prospects through the selling process, relationship selling is a true joy. It’s also very rewarding. And believe me, the money will follow.

For the transaction oriented sales rep, money is the number 1 motivator. That’s like building a castle on a paper foundation. It will all come crumbling down someday. It’s also a high stress, high pressure existence.

I personally know many sales reps and business owners who are very happy with selling the way they do(relationship), make lots of money and are free from stress and pressure.

There you have it. Which style makes you feel greasy? Does relationship selling feel wrong to you? Or are you put off by someone who only cares enough to separate you from your money?

Next time you shake hands with a relationship oriented sales rep, break out a bottle of Dawn. It really cuts the grease. Then you can go on to have a long term business relationship.

Don Talbert
Greasy handed, relationship oriented sales coach
Centurion Business Coach
www.centuriongrp.com
don@centuriongrp.com
859-816-2347

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Networking…Process or Event?

Process:  A systematic series of actions, directed to some end.

Event: Something that happens or is regarded as happening; especially one of some importance.

With those two terms being defined, which would better describe networking? When you are out networking, do you treat it like a process, or view it as an event?  With events, there’s usually some expectation, buildup, and excitement, as the definition suggests. If you think of networking  with an event mindset, chances are there will be disappointment. Of course, there are networking events that we all attend. However , other than the event itself,  you should not expect anything of significance to happen on that given date.

Enter networking the process. Remember, it’s a systematic series of actions directed to some end. If you treat networking as a process, the only outcome is success . The actions you take throughout the process will be directed toward an end. Whether your end goal is to cultivate relationships with Centers of Influence, obtain a new client, connect others, give or receive referrals, a process driven approach will yield the best results. Taking an event driven approach when success is the product of a process, will lead to frustration, rejection and disappointment.

Here’s an example of how a process driven approach would unfold. You attend a networking event and meet several people who could be very good contacts. Once you’ve talked, some next steps are in order . An invitation to a one on one meeting would be a logical thing to do. It’s the first step in the process of building a relationship. In the one on one, you both get to know one another. If the meeting goes well, you’ll most likely agree to stay in touch and further the relationship. Again, another action step toward your end goal. From there, it can blossom into a high value, long lasting business relationship. It’s a win win for both parties.

If one takes an event driven approach, the relationship may not go anywhere. It could be a squandered opportunity, just because of the way you approached it.

Process or event? It’s your choice!

Best wishes as you engage in the process.

Don Talbert
Sales and Networking Specialist
Centurion Business Coach
www.centuriongrp.com
don@centuriongrp.com
859-816-2347

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Are you a Subject Matter Expert?

You’ve worked hard to establish yourself as an expert in your chosen field. It could be through advanced degrees, industry specific designations, self study or a combination of the three.  Whatever your area of specialty, chances are there are  many others who need your help. Are you a well kept secret, or out sharing your gift with the world?

As they say, knowledge is power. Actually, that’s not entirely true. Knowledge alone is just that, knowledge. Applied knowledge is true power.  If you are a subject matter expert, I challenge you to share that gift. “Easier said than done,” you may say. Actually it’s not that difficult.

Here are some avenues for sharing;

1) Speaking engagements – Choose targeted groups, such as trade associations, affinity groups, Chambers of Commerce, etc. If you have a valuable message to share, there’s a good chance you will be granted an opportunity to speak.

2) Events- Conventions and conferences. The organizers of these events, facilitate break out sessions for attendees. Guest speakers are in demand.

3) Social media- Demonstrate your expertise by participating in group discussions, Q&A, and keeping your network up to date on your developments.

4) Publish- Whether it’s a blog, online article, newspaper column, or even a book, appearing in print enables you to gain credibility as an expert.

Of course, showcasing your expertise isn’t only about promoting yourself, it’s about sharing, being a resource and making a difference in the lives of others. We all need to be paid for our work, however building goodwill, and giving of yourself will bring rewards both tangible and intangible.

So, all you experts, get out there and share. Don’t keep your talents a secret.

Best wishes on spreading your goodwill and expertise with the rest of the world. One day it could be a better place because you decided to share.

Don Talbert
Sales and Networking Specialist
Centurion Business Coach
www.centuriongrp.com
don@centuriongrp.com
859-816-2347

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