Foregoing
“Building Valuable Connections: Inside & Out”This was created to satisfy the numerous demands of my clients.
Four years ago, when I founded my own consulting & training company, I was primarily concerned with increasing the efficiency and effectiveness of sales organizations. Here I was happily performing GAP analyses to identify what was going wrong and making recommendations for improvements. This would frequently be followed by a program of training & coaching.
As my business grew, I was frequently asked to give talks on business networking and selling. Toastmaster’s International was a great organization and I’d love to be able to address these groups.
Partly due to my speaking requests, my service requirements have changed. These topics ranged from focusing on selling techniques to topics like Career Networking Strategies and Influence From the Podium. All of these subjects were united by the common theme, Building Valuable Connections.
A skilled professional strives to establish a number of trusting connections whether he or she is selling, presenting, and networking.
After digging deeper into the subject I started to collect my thoughts and put them on paper.
My workshop was expanded to cover internal communications and team-building. This was an additional twist. The topic was again well-suited under the heading “Building connections of value”, so a new theme was developed.
You will find a short summary of my ideas about ways to improve our ability to build and grow relationships with others and groups in the booklet. It is important to increase one’s capacity to communicate and connect with others.
The ability to develop lasting relationships with people that matter is key to success.
This work is intended to help you build stronger connections, better networking and improve your relationships.
You are the key to your success!
Build valuable connections
Inside & Out
Excellence is not something that can be achieved by anyone on their own. Your success is dependent on the achievements of others.
Walt Disney said this: “You can dream, create, design, and build the most wonderful idea in the world, but it requires people to make the dream a reality.”
Mickey Mouse’s father, Disneyland and Epcot knew exactly what he was talking. He was an innovative genius, had tremendous energy and could succeed. Without others, however, his greatest ideas would not have become a reality.
It is possible that you are experiencing this same feeling. The best ideas come from great experiences, excellent energy and valuable insights. Your business has been started by you. With full faith and optimism you now expect that all of the people on this planet will be able to find their way to your doors. So you sit and wait. Keep waiting. Wait.
You need to build a team! It is important to build a network that works together for mutual benefit. Your company needs to be referred to others by a group of supporters. They need YOU to be part of their recommendation team.
If everyone works together, every member of the team is able to win. By working together, everyone can accomplish their goals.
Building valuable connections is key to your success in business and life!
Two steps are necessary to accomplish this feat, but they seem simple.
1. Create connections
2. To create value
It is all about creating value and building connections.
You must establish a relationship to increase performance. We spend 95% of our lives in isolation, fearing and feeling lonely. Because we assume that everybody else is, it’s easy to get lost in our own thoughts. “normal”And that’s why we aren’t the only ones with this knowledge.
These strange feelings of alienation are not normal. It is a deep feeling of alienation that makes us feel that we do not belong and we will never fit in. All others seem happier, more settled, more wealthy, and less unhappy with their lives.
Robert Heinlein may have been right when he published his science fiction classic “Stranger in a Strange Land.”Michael Valentine Smith is the protagonist. His character was brought up by Martians. He noticed the loneliness and discontent of these people when he first met them. Their shared experience was not a source of connection or bonding. They were all completely strangers even to one another.
These ideas are also relevant for the business world. It has never been more crucial to stay connected and get connected. Every year, companies spend millions to try and stay connected. “make a connection”With their customers. Besides media & advertising exposure, you also have a plethora of technologically-enabled solutions such as websites, blogs, and Podcasts, and newsletters.
Businesses and consumers have developed defensive measures to block unwanted connections and spot desired communications using sophisticated electronic defense systems, such as firewalls. “denied lists”Voicemail and sophisticated security systems are used to safeguard their people and resources.
Most business communication aims to increase visibility. Your potential customers. Your success in business requires that you transcend the inner “loneliness”Avoid self-centeredness and focus on the people you serve.
The ability to build value and establish new relationships is key to your success, whether in your work or in life. It takes a deep understanding of the concept and ability to build valuable connections in order to grow your team.
The Building Principles
First, some thoughts on Building Connections.
Connections don’t happen by accident, they are created. You have to take action. Waiting for connections to occur will only make things worse. Make sure you take the time and create an action plan that will help build the Right Connections to get your desired results. It is also important to assess all your connections, and then classify them. These are just a few examples of categories.
Friends and Family
Associates
Partners
Prospects
Qualified Prospects
Customers & Clients
Referral Sources
Super-Connectors
Who do you Connect With?
Here’s the short answer: “everyone important to my business.”
Harvey MacKay is a world-renowned networking expert and the author of “Dig your well before you’re thirsty,”These are some general guidelines about whom you should network with (or connect):
1) A network that is all the same as yourself, does not constitute a network.
2) Networking doesn’t have to be about numbers. You don’t need to meet as many people. You should compile a list with people who you can count.
2) You are not always an expert. Expertise is not always available. However, you can always hire an expert.
We have some more tips on who you should connect with.
Connect with someone who is connected. You can connect with anyone who is connected. “everyone knows”Joe, it’s your turn.
Ask around. Ask around if you are new to the group or meeting. You can then tell the person who is running it who you are, and what you’d like to do.
Introduce yourself. Once you have made a meaningful connection with someone, ask them to introduce you in their network. You can also return the favor and introduce them to other people in your network.
• Plan ahead. It is a good idea to research who you will meet at an event before it happens. Do your homework to find out who you really want to meet.
Where do people connect?
Everywhere! There is a possibility to form a relationship whenever two people meet. Once they have learned more about one another and their business, they can decide if this opportunity meeting is worth it and if it needs to be extended and made into a productive business relationship.
Many places are popular for businesspeople to congregate. You should be able to locate and make use of all these locations. Below is a list of places where business people congregate.
Branch Associations
Networking Groups (BNI, RBN etc)
Company-wide meetings
Clubs & Hobbyists
The Church
Volunteer Groups
Chamber of Commerce. Rotary. Lions.
Toastmasters International
Political Action Groups
Fundraising Groups & Events
Sporting activities (golf, soccer)
Alumni Associations
Special Interest Groups
College & University Events
Social Events: Opera, Theatre, and Music
If people gather, it is a chance to create opportunities. “meet & greet”It’s a great way to meet people you may find important. This will be their chance to connect and meet with you. Always take initiative when building connections and offer your help first. To establish a meaningful connection, you must be the one to introduce them to someone who is of benefit to you.
Time is a precious commodity. It’s important that you spend your time with those who will be most helpful to your success. You need to choose who you would like to connect with from the many billions of possible connections.
It’s possible to do it right now. List all people you wish to meet. Include business executives and other people who could be of most benefit to you in your future career. Consider companies who might be interested in your product or service. Take your time and make sure you have a comprehensive list. Once you have the complete list, your impact will be high. “target list”.
Next, find out who your friends might be able to help you identify someone on this list. You might also know someone …….?. This is just a small example. You now know who you want and have a better idea of what you should do.
Apart from the list you have made, it is important to be open to new connections. This happens when you’re in a large group, almost always with strangers. What are the best ways to make these connections?
Here is how to achieve this. Find out about the personality of someone you are meeting when you meet them. “sphere of influence.”You can use the following Connecting drill at group events
BUILDING CONNECTIONS WITH DRILL
How do you use your connections?
Keep in touch! You should follow-up if you took the time to get to know new people. You can enter the details into your contact list and then follow-up within two days via a call or email.
Arrange a luncheon or coffee meeting. You should do it in two days. Otherwise, the person might forget you and what it means to them. The LAW must be put in concrete and covered in gold. Keep following up!
You can establish and strengthen your relationship when you meet. You must have a mutually-beneficial relationship. Be the first to give! Seek out ways to support the other person and then do so. As much as possible, make connections with them and your other important contacts.
The World Wide Web is very much like your personal network. Your search engine ranking is determined by the connections you make between your friends and family. You will be more valuable if you are able to connect people with other people. If you can make connections and support another person, it builds good will between them. They will all be looking for ways to spread your name and services among their friends.
You have no better connecting tool than this. Your network will increase your value and your ability to connect with other people.
Take a look at the “Godfather”A series of movies. Don Corleone, who was also the director of the movie, was considered the most important character in the film. “go to” person. He was able to work with anyone of great importance. He made sure his friends knew each other and actively sought out their friendship. He was at the crossroads of all these communications lines. He was the cross-point, and he made the connections.
Inside Connection
This is known as “Taking Care of Business.”Your existing network, or your rolodex, includes all of your friends, associates and contacts. Your Community of Contacts is already established. It’s now time to give value to your existing contacts and care for them as if they were family. Here’s how:
Give great service
Give them something special
Get Testimonials
Post or distribute testimonials
Refer to
Refer to us for more information
Your Contact Database should be expanded
Friends
Clients —
— referral sources
— Super Connectors
Publish Newsletters & Blogs
Login to a special website “secret sauce”
Affiliate Marketing — Website
Co-Branded Events: Seminars, Workshops
Events co-sponsored
Make sure to remember their important dates
It should be personal
Donate valuable reports/white papers
Take advantage of Special Offers
Your Events are open to all
Reward Programs
Referrals: Spiffs
Cultivate Referral Sources (parallel services)
Consultants will answer you with 80-90% referrals when asked. This is why it’s so important to care for these. “inside” connections. You should, too.
The Outside Connection
It is the most powerful way to expand your business. Most people refer to it as networking. It is also known as Creating New Business Connections through Building Value.
Networks that are stuffed with everyone and everything have no value. Although it may seem like networking by rushing through meetings, handing out business cards to everyone who walks in the room is networking, it doesn’t have any value. You can send out mailings and email blasts. “the world”This is a complete waste of money and time. Smart marketers know that they should TARGET their marketing. The same principles should be applied to building your business/personal network. It means that you should target precisely the people you want to be part of your network. Then, you will find a way for you to make a connection with them. This is not an arbitrary activity.
Below are some of the most effective ways to create external connections.
Subscribe to the Newsletter
Organizations for Networking
Branch Associations
Speaking Opportunities
Writing
Demonstrate your expertise
Positive press
Communicate your value
Give away Something
“Who do you know who”
Networking Meetings — Strategies
Conduct research
Target Market Analysis
Make sure you are networking
Always be helpful
You can target the people you want to meet
Connect with the Super Connectors – and find them!
Working a Networking Event- Tips & Techniques
Networking events are any gatherings of people with the goal to exchange ideas, information, and resources.
The main component is RESSOURCES. They are your resource. They can be a resource for you. Already, you are exchanging ideas and information. It becomes even more powerful when they can be connected with other resources within your network, and vice versa.
The Conductor …. is the one who directs traffic. Your job is to direct traffic between the two points. These connecting points wouldn’t know each other without you. They are joined by you. Thus, you hold the position of influence and power.
It is important to be a resource, not a vendor when networking. It is important to bring a positive attitude to the meeting and be determined to make the meeting more productive. The key to your success is connecting people and resources with others.
Spend your time with people that are important to your company to make it the best possible use of your precious time.
At a networking event, there are three types of people:
1. Decision makers
2. Centres of Influence for Decision Makers
3. All Other
You must identify and limit the time you spend with other people.
Here are some more suggestions for effective networking
1. Keep your business cards with you at all times
2. Your goal in Networking is to expand your network of Friends. Do not just meet people that you know.
3. You can talk to everyone. It’s called a networking event when two people get together.
4. Listen to the other person and then you can LISTEN.
5. Always be helpful Be the first to help. “How can I help you”MAGIC.
6. Be Memorable. Be short, sweet and memorable
7. It’s not about selling, networking is all about building relationships.
Building value
What is the best way to build value? Let’s get started with a definition.
“the worth of a thing in money or goods at a certain time”
“the quality of a thing which makes it be thought of as more desirable, useful, important”
What is it? All of it is relative to one individual. It’s like “beauty is in the eye of the beholder,”So is value. This is an intangible attribute that can only be assigned by one person. This is how the person perceives what is being assessed.
You can expect people to pick different cars when you have them line up. People will select the car that suits their needs and preferences based on their personal perceptions. Their perception of what they consider important, valuable, and practical at the time will determine which car they choose. There’s no one right choice. It all depends on the person’s values.
This precept can be used to your benefit as a consultant.
Your ability to provide a service is what you are selling. To do so, it is important to project the impression that you know your stuff, are an expert and can deliver results. The service is not what you are trying to sell, but the value of it. You are selling the VALUE of your service, and not its actual value. The company/person you sell to evaluates that value on their perspective.
The intangible value you project is being evaluated through an intangible perception. All of it is intangible. It is not measurable, tangible, touchable, palpable, and can’t be weighed or tasted. It’s intangible.
The Value Equation
There is however one important component which IS tangible. You can feel, touch, measure, weigh, and smell it. This is your body.
If you are a public speaker, then you know the shocking truth: 80 % “message”The Body Motion (Body Language) is what delivers that message to the audience. The face is responsible for 60% of the BM!
The customer will be able to see both your body and face. Within seconds of being presented, they can make many decisions about you. You are the “first impression”After greeting you and looking at you in the eyes, they will make an impression.
Your prospect or client will decide within 40 seconds whether they trust you or not. Experts recommend making a positive first impression when interacting with clients or prospects.
It is possible to make an impression that is better than your first one, but this will not be enough. Negative impressions are difficult to erase once they have been made.
The first rule to building value is creating a positive impression. You must project professionalism, confidence, calm, friendly, and poise. Your body language and spoken word will contribute to your image. It is important that your image projects a positive message.
The intangibles can also be communicated. Human beings can project an energy that is different from the body. Our emotions create an atmosphere. “emotional impact”People. It is easy to rub off on others.
Second, you must project the right attitude and use the correct emotions to sell yourself. “broadcast”Using the correct wave length This will help you to appear poised. You can choose the energy that you want to send, but it should be appropriate for the circumstances. It should not be a response to the events in the meeting, but under your control.
Third, confidence is the key component of the value equation. You must be prepared for your meeting. You must take action, research and do your homework before meeting face-to-face. Lack of preparation and lack of practice are the main reasons people don’t feel confident. As much information as you can about each person before the meeting begins, the better. You should have an agenda and an object if you plan to attend a meeting. It should be concise and clear if you’re reviewing a proposal. It should contain as few variables possible.
Last but not least, delivery. After making a great first impression and generating the best energy possible for the event, delivery is now a must. Your connection is now established, you’re ready and able to convey your message. It must also be valued by the other party.
The perception of reality that your prospect/client has based on their experience and background will determine their decision making. Your task will be to see past this false perception and establish a real connection with your client/prospect.
Most people are able to hear the inside of their heads (as opposed to listening to outside).”the committee”). Their primary focus is on themselves and have little time for you. They will not listen to your compelling reasons unless you provide them with a reason. You can’t tap into their potential until you do. “WIFT”If you don’t have the right factor to grab their attention, they won’t pay full attention.
They should receive your initial delivery. They should perceive it as valuable. They should perceive it as valuable, funny, useful, informative, and/or educational. You should pay attention to the person you are talking with and meet their immediate needs. It is easiest to focus your attention on the other person and ask simple questions. Also, show respect by listening. They love talking about themselves and are constantly looking for someone to listen. You will come across as someone who is a great listener and a valued connection. You will have the foundation to build mutually-beneficial business relationships once you establish a good rapport.
Building value is key to selling your professional services. You must be able to master both the tangibles as well as the intangibles. Value is built by making positive first impressions, projecting confidence, and communicating messages that build rapport.
Performance Enhancement
In order to achieve your goals in life, it is important that you recruit and motivate others. A network of professional professionals is able to generate a tremendous amount of positive energy. There is no end to what they can accomplish. Every teammate has the ability to recruit a new set of connections. They can also recruit another set of connections. The result is exponential growth when you build connections of value!
These are the steps you can take to build your connections of value.
To your Success!