Build Your Business & Your Brand With Gratitude

When I’m not spending my time teaching, training or networking, you can usually find me at my flower shop, Bishop’s Flowers, fulfilling orders of happiness, sadness, humor and even promotion.As any retailer will attest to, a retailer is inundated with weekly requests for donations of some kind. And, being a trained networker and active participant in the community, I am aware of the need to “give back to the community.” I’m always happy to contribute what I can; hoping that my God-given talents changes someone’s life in some positive way.

This blog is not meant in any way to be an attempt to persuade business owners to not contribute to the community or non-profit organizations. It is, however, written with the intent to give a wake up call to those who are making the phone calls soliciting donations.

My flower shop, Bishop’s Flowers,  donates virtually to each and every non-profit organization that contacts us. And, especially these days, it can become a financial burden on a small business trying to keep up with all of the non-profits that are continually knocking on your door asking for more and more. After all, they are also getting crunched with the slowing economy. But, you have to bite the bullet and be thankful for what you have and be willing to “give back” and hope it makes a difference in someone’s life. After all a Givers Gain mentality is always the best option.

But, as the purse strings of local businesses tighten more and more every day, I’d like to offer one bit of advice: a simple sign of gratitude will make you stand out from all the others. Whether it’s a handwritten note, a phone call, or just a simple “thank you so much,” please take the time and make an effort to show that you appreciate their contributions, you appreciate their time or you appreciate their business.

Everyone loves to be appreciated.  Think about how you felt the last time you bought somone a graduation gift and they never “thanked you.” Yeah, everyone has experienced that at least once.

I’d like to challenge you to take the time today to say “thank you” to someone who has made a difference in your life recently. And then, come back and leave us a comment and tell us how they reacted. A simple “thank you” is an essential relationship building tool for successful businesses.

Want to read more about why you should show appreciation to your customers or referral partners? Patrick Finley has a great blog on this subject. Go check it out. http://pjfinley.blogspot.com/2009/04/am-i-being-petty.html

Three Deadly Mistakes To Avoid At A Networking Event

Rarely a week goes by that I don’t receive an invitation to attend a networking event. No matter what city I’m working in, it always seems that something is going on in the networking world…..too great to be missed!

Visibility is one of the first steps in building a concrete relationship for growing your business. But, you must take every effort to ensure that the visibility you are receiving is positive. From your body language, to your personal actions, you are being judged from people throughout the room. Some of the people you may not need to know today, but tomorrow they may be the decision maker on a proposal you are hoping to land!

Without the proper visibility techniques, you will never be able to make it to the credibility phase of developing a relationship. Dr. Ivan Misner, founder of BNI, teaches that you must first create visibility and then establish credibility to eventually experience profitability. And, we all know, that profitability is the ultimate goal of us attending any networking event…..right?

So, I’d like to point out three deadly mistakes you should always avoid when attending a networking event if you want positive visibility and credibility.

Be Selective Of The Company You Keep

Brian Tracy, renowned author, tells us that you are the average of the five people you are associated with the most.

I’d like to suggest that you are careful of whom you associate with when you are at a networking event. A person may be a lot of fun at the corner pub, but can be detrimental to your success at a networking event. I’m not advocating giving anyone the “cold shoulder,” but you should always be conscious of the drama that tends to follow certain people and avoid spending an extended amount of time with them.

Remember, the goal to attending a networking event is to build relationships not destroy them.

Watch Your Liquor Consumption…..Name Your Poison

Recently, a local networker was seen at a community networking event with “a drink in both hands.”  Wow, wouldn’t you love to be the one that everyone notices with “a drink in both hands?”  What were they thinking?  Was it last call or something?

Social drinking is obviously acceptable, but you must, you must, you MUST know when to say WHEN. Once again, you are networking to building relationships, not poison them.

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Even if you’ve had a rough day or even a rough week, you can’t turn to the local networking event to numb your personal problems. If your week has been that bad……GO HOME! Remember, you will never get to the credibility phase with others if your visibility is sloshed!

Avoid Gossip At All Costs

I say to avoid gossip at all costs because that’s exactly what it will be…..it will cost you business in the end. You must realize that even though most networking events are loud and noisy, people still overhear conversations. If someone hears you gossiping about someone else, they will first feel uncomfortable and not want to be in the circle with you and secondly, they will usually distance themselves from you at future events.

Remember, that the only people who are interested in your gossip are those who are helping you spread it. Everyone else sees gossip for exactly what it is…..an act to destroy relationships and build animosity.

So, the next time you’re at an event, take a look around and notice the groups of people networking. Notice how their body language is expressing a positive action to build visibility. Take note at who they are networking with…..and realize how quickly they are building credibility among their peers.

 And then, notice those who are obviously there to partake in libations and gossip and talk about how people don’t treat them fairly.

Is it any wonder those networkers never make it to profitability?

Create A Buzz About Your Organization…..Then Invite

Have you ever tried to invite someone to visit a networking group and felt like you’d driven straight into a rock wall? After all of your efforts to help this person build their network of business people, all you walked away hearing was, “NOT INTERESTED!”  Yeah, I’m thinking most of us have experienced this at one time or another.

 No matter whether it’s a networking organization, a local volleyball or softball team, or the local Parent’s and Teachers Organization, most of us are basically tapped out on extra time. One more commitment just might be the final straw to break social interaction.

In BNI, the world’s largest referral organization, we teach our members not to invite people to “join” BNI. We just want to invite you to “meet some local business professionals that we feel would be a good connection for you and your business.” Once you are at the meeting, you are capable of deciding if you want to make a commitment to the group and apply for membership. You are also probably considering if you can handle the extra business.

Introducing someone to a new organization is basically the same way. Every day we drive into that rock wall trying to find a new way to get people interested in joining us at our networking events, church socials, or even scrapbooking clubs. An idea that  I’d like to offer is that you become more open minded and start thinking of ways to get people interested in your organization, but still leaving enough to the imagination that is a call to action and makes them want to experience what they may be missing.

Some great examples (I like to call them “teasers”) are two videos about BNI that is posted on YouTube. The first video was recently created by Richard Swan for International Networking Week 2009 in London. Richard takes the classic song “American Pie” and adds his own twist to create a great marketing tool for BNI and its chapters.. Richard uploaded the video on February 5, 2009 and within 2 weeks it has an excess of 5,000 hits…..not to mention what hits have been driven to his personal website as well!

And, I personally met one visitor at a BNI meeting this week who admitted that he had been sent the link to Richard’s video and he was so intrigued by the video he said he “just had to come and visit a meeting and see what BNI is all about.”

I hope that you have clicked on Richard’s video above to hear his song. Thanks Richard for creating a buzz.

Another video that has drawn a lot of attention over the last year is a video that was created by The Huntsville BNI Chapter in North Alabama. Meaghan Williams, Executive Director, worked with this chapter to create a “mini chapter meeting video.” They taped an entire BNI meeting and then edited it until they had a 4 minute video that is a snapshot of a BNI meeting in action.

How can you not be interested in visiting a BNI meeting when you see how structured the meeting is and how much business is actually being passed. This video was posted on June 6, 2008 and presently has over 1,500 hits. Also, regions from all around the world have contacted the Executive Director for permission to use her video as a marketing tool for their BNI regions.

The link for The BNI Meeting video is http://www.youtube.com/watch?v=x1buf9sG7Tc.

My challenge to all BNI members, and anyone trying to persuade someone to “join” an organization, is to start thinking about avenues, like these videos, that will get you immediate attention and create a buzz around your community.

Start using your hidden talents, whether its blogging, singing, playing the piano, giving lectures, or hosting events, that will ultimately give you the opportunity to show others that your organization can be beneficial to them and their business.

I’d love to hear your ideas on other creative methods you use to promote your business and/or organization by creating a buzz.

Don’t Commit Financial Suicide…..Consider Having Multiple Streams Of Contacts

We’ve all heard of the advantages of multiple streams of income. It’s no secret these days, if you have a job, consider yourself lucky. If you want to feel extra blessed, you need to consider having multiple streams of income. 

Why? You never know when your main job will go away, for what ever reason. Multiple streams of income lessen the financial liabilities if one of your sources of income goes “south.”

 Now, I’d like to take that concept one step further and have you consider the advantages of having multiple streams of “contacts.”  Most everyone realizes the importance of being involved in a local community or business organization. My question is, “why just one organization? Why not join 3 or 4 organizations and have multiple, continual streams of contacts?”  

Have you considered that your regular, consistent, educated referral sources in an organization may eventually dry up. If you’re only associated with one organization, this could be financial suicide! The contacts in your organization that has been feeding you business referrals could possibility relocate, quit their job or just leave the organization. In most cases, when they leave, their referrals will go with them…..basically, out of sight, out of mind.

So I’d like you to consider creating multiple sources of “contacts” to fill your pipeline for your referral pool. And, the key to building your multiple streams of “contacts” is through building business relationships throughout your community.

Dr. Ivan Misner, founder of BNI, and author of “The Worlds Best Known Marketing Secret” teaches that you should have a powerful, diverse network of contacts.  

Joining a strong contact network that meets on a weekly basis for the sole purpose of passing business referrals is the first type of organization he recommends you consider. Then, you should be involved in a soft networking organization like your local Chamber of Commerce or the Better Business Bureau. These organizations meet less frequently, in a less structured environment, but their purpose is still for you to have an opportunity to meet other business people and broaden your network of business contacts. Also, Dr. Misner recommends that you join a local community service club. Giving back to your community is of great importance for many different reasons on many different levels, but it will also give you the opportunity to build your word-of-mouth business.

Remember that being involved in your local community, socially and via your business, is like stamping your contact information in everyone’s rolodex (or database these days). Each time you are seen in the community you are building your contact base. Why not be involved in several business and social organizations and create multiple streams of “contacts” so that your name is always the first that comes to mind when someone needs your service?

Learn To NETwork The Room With A “Cordial Smile”

We’ve all heard the saying “actions speak louder than words.” And, most of know it’s really the truth, but why don’t more of us spend time trying to learn the meanings behind “actions.”

A great outlet to market your business is attending networking events. But, you need to know how to get the best out of one of these events for it to be worth your while. Learning how to read the actions of fellow networkers could mean the difference in you landing that big deal you’ve been working on…..or losing it! And, just as important, is the message your body language is projecting to everyone at the event.

In a previous article I spoke about the importance of possessing a genuine smile while networking. Let’s take a look at another type of smile you may encounter from time to time. I like to call this the “cordial smile.” This is the smile that you put on when you are “on stage.” Just as if you were to paint it on like putting on stage make-up, you know exactly when to put this smile on and when you can safely take it off. Putting on the cordial smile is no different than putting on your best suit when preparing for a social event. You want to look your best and give the best impression you can…..and your cordial smile is just part of the uniform for the event.

The cordial smile usually will not involve the eyes as much as the “genuine smile” does and it rarely creates the “crow’s feet” wrinkles at the eyes as the genuine smile. Usually the person will only slightly be showing their teeth in the smile as well. The message being given is that you are approachable. And, more importantly, you want to approach others and the smile is asking for their permission to enter their space. The genuine smile shows more confidence in you; the cordial smile is a bit more reserved, but just as meaningful.

What I find important about the cordial smile is actually the lack of it. That’s right. The lack of your cordial smile is what you should be aware of when meeting someone in a networking or social environment. If you want to entice more referrals for marketing your book, you must understand that it’s your smile that first attracts attention to you.

It is of the utmost importance to be on your best behavior when you are attending a networking event. After all, what’s the point of networking if you aren’t going to be making the best impression you possibly can make. We all have experienced bad days, have had a headache, or just received a speeding ticket on the way to an event. But one thing I have found is that half of the people you meet don’t care about your troubles of the day, and the other half are just glad your day was worse than theirs!

You should be aware that many impressions you make are made from a distance. The brain actually records and deciphers a smile from afar before any other form of body language. You may only meet 10 or 15 people at your next networking event, but that doesn’t mean that 30, 40 or even 50 people aren’t noticing you as you work the room…..especially if you have your “cordial smile” on for the evening.

If you are lacking either the genuine smile or the cordial smile, then you are sending the message to everyone that you really are not approachable. Even if you make the first move to meet someone, they probably won’t be very receptive to you because of the lack of a friendly face. When you smile, you are sending a message that you are happy, that life is good.  And, when you are not smiling, your body language is telling everyone that you have other things on your mind. No one enjoys being around unhappy people. So, they tend to avoid networkers who lack a smile.

So the next time you are getting ready to attend your special event, take a brief moment before you get out of your car…..look in the rear view mirror, paint that smile on your face and say to yourself, “wow I look good.” And, you will!

Give The Gift Of A Genuine Smile While Networking

At the next networking event you attend, I’d like to challenge you to give a gift to as many people as you possibly can while in attendance. It doesn’t have to be wrapped in fancy paper or even have a pretty bow. All you need is to offer each person you meet the gift of your “genuine” smile.

Many studies have been written regarding our smiles, but how powerful will it be when you consider your smile as a small gift to everyone you come into contact with at your next networking event. And, more importantly, they will realize it was a gift as well.

We’ve all been in situations where we were looking at someone while attending a meeting, or even walking down the street. When they made eye contact with us, we would immediately look away, right?  We didn’t want them knowing we were looking at them. Why not?

Next time you make eye contact with someone, even if you don’t know them, offer them the gift of a genuine smile and see what their reaction is. I’m willing to bet, they will return the gift! If the situation is right, that small gesture usually creates an opportunity for you to introduce yourself. After all, isn’t that why you are attending networking events…..to meet people you don’t already know?

 I’d like to offer you a few tips to ensure that you are sending the “right” message, however.  The smile is one of the easiest forms of body language to interpret. So, be fully aware that your smile MUST be genuine.

Actually, think about some of the smiles that you have received lately. When someone flashes a quick smile, the message they are sending is that they are acknowledging you, but they are too busy to offer a genuine smile because that may lead into a conversation. So, if someone flashes you the quick smile…..smile back and keep moving. They probably aren’t open to having a conversation at the moment.

Then, there is a more genuine smile that takes a second or two to be communicated. Watch the eyes…..first they will raise their eyebrows. After they begin the smile with their eyes, their lips will follow the eyebrows and turn upward as well. A genuine smile is an invitation to say “hello.”  Now, you can smile back and offer a handshake. 

The first step in communication is in the eyes. The handshake is the first step to building a relationship.

What Message Is Your Body Language Delivering?

Whether you are working for a delivery company or a veterinarian, you are always “delivering” a message to your customers.

One of the most prevalent customs of human courtesy is to extend a greeting when you enter and/or leave a room. And, when you don’t speak, you may be sending a more powerful message than you realize. The question is….. “What Message Are You Delivering?”

I was recently sitting in my office when a well known international delivery service employee entered my building with a package in his hands. I looked up from my computer and said, “Hello, how are you.” He never replied, but I assumed he probably didn’t hear me.

I then went to the office door and he handed me the package. I took the package and sat it down on a nearby table and then he handed me the handheld device for me to give my signature. I signed the device, handed it back to him and he turned and left. During the entire transaction, he never spoke one word. Not a “hello” nor a “thank you” not to mention a “have a great day!”

My question is: “What message was he delivering?” More importantly, what message was his company delivering with him as a representative of the company.

It was only the next day that the delivery company’s competitor arrived at my office. The young lady, in her brown outfit, cheerfully bounced into the office with a “hello” and we had a quick discussion about how beautiful the weather was on this mid February day.

Once again, I ask: “What message was she delivering?”

You see, we all have choices of whom we do business with. And, during any time where we are feeling a financial crunch, we are more likely to pay attention to those who seem to be happy to be at work that day. We want to do business with people who WANT our business. We want to give our money to people who appreciate it…….not those who feel they are doing us a service by taking our loose change.

Your facial expressions and body language are two important tools that can make your business soar during the tough times (actually anytime), or they can leave a lasting impression that you really don’t value your customer at that very moment.

When you see your next customer, ask yourself: “What message am I delivering today?”

The answer will always show up in the cash register.