Guy's Advice

Okay, I'm frustrated. I still can't trackback to make comments. Okay, I have that out of my system.

I just read Guy Kawasaki's most recent post about getting the attention of venture capitalists.

IT IS A MUST READ, NO MATTER WHAT YOU ARE TRYING TO DO.

The advice Guy gives can be used in most sales situations, especially where the sales person is trying to get an audience with those in power of a large company. Just as the inventor is wanting the venture capitalist to invest their money in an idea, the sales person is trying to get the purchasing agent to invest the money in the product or service of the the company she represents.

Guy's information is brilliantly simple: introductions, introductions, introductions. And please make the introduction a first-generation introduction. So if you don't know the people you need to know, then work on that first!

I don't want to paraphrase what Guy has already written, just go there and read it for yourself.

Then come back and tell me how you will adapt his stuff for your career.

Nomination Series #3

When nominating someone for an award, you'll want to read the application to be sure your nominee fits all required criteria. Some of those that might trip you up are a residency requirement, or is there a certain period of time that the person needs to have lived in the area. Has this person demonstrated qualities that are a fit for the award? If not, find a different recognition for this person.

Set a meeting time with your friend to get the information needed. Ask the questions and take notes of what he says. We are all schooled to not brag, but this is the time to help him to do so. Draw more out of him. Ask him to tell you a story. Don't worry about the length of your answers now, just get as much information as possible.

Most selection committees don't want generalities for answers. "He's a wonderful business person," doesn't help them or your friend. Instead a statement similar to, "He has acted as a mentor to five business people to help them start and maintain ongoing businesses in our community. Combined they employ a total of 26 people," gives the committee an idea of this person's accomplishments.

During this process I promise you that you will find out really interesting and surprising information about your friend.

What's the most interesting thing you found out about a friend?

Walk the Talk

Yesterday I visited with a doctor who shall remain nameless. He was interested in how to take his practice to the next level with networking. But his take on networking was that it would provide a quick fix. His thoughts are more in line with "what's in it for me, now" rather than "how can I develop relationships." It's not his fault, I guess, cause I'm sure he didn't learn about relationship development in med school.

He kept saying how different his practice is from a regular medical practice, and what he stated as the variables did not sound very different to me. Additionally, when I arrived at his office, I entered a rather nicely decorated waiting room. What struck me, though, were a couple handwritten signs posted on the closed window of the reception area.

One said, "Do NOT knock on the window, nor shout hello. Just sign in and we'll get to you soon." H-m-m-m, rather an interesting welcome. No one opened the window for several minutes.

The other sign said, "Absolutely no cell phone usage in the office." I could understand that one because perhaps they do testing that the usage of the phones would disrupt.

What was the extra hit, was a little sign on the sign-in clip board. On a piece of masking tape was a message for all to read, "There are no phones for public usage in this office."

I don't know what you think, but I thought it was all rather unfriendly. I wonder if he changed some of this signage if his practice would grow more easily. Notice I said change the signs, not change the rules.

What is your experience, either good or bad, with the medical offices you have visited?

Unexpected Motivator

My friend, Deanna Tucci Schmitt, Executive Director of BNI of Western PA, and I host a podcast presentation on the last Thursday of the month at 5 PM EDT on Talkshoe.com with the topic being something to do with networking. The first one in February was called Networking on the Chin, because of the content, but then because it is such a weird name, we decided to keep it as the series name.

With Talkshoe.com we can invite guests to listen and participate in the podcast. It is also recorded while we are talking so that it can be downloaded for listening later.

Last week both of us were faced with our scheduled podcast without time to prepare. Should we just not do it? I said that we should go ahead and that I would be the person asking questions of Deanna, the expert. The topic was, Why Should I Network."

When doing a talkcast, I can see from my screen if there are other people participating. In fact, if I could learn to multi-task, I could react to the questions each person types. But of course, I'm not that good yet and managed to mistakely mute one of the typers last Thursday.

After the recording was complete, Deanna and I stayed on the line talking over a few logistical issues with being able to link episodes together. We didn't think anyone else was one the line. Because we didn't feel like this second episode was all that good, we were talking about going back and linking all future episodes to the first one. At that point, the listener that I had muted (so that he could not type any additional comments) entered the verbal conversation. Travis thanked us for a great talkcast. He said that he could tell that it was scripted. (Please don't tell him the truth!) and that he really got a lot out of the podcast.

Wow! What a boost. We chatted with him for several minutes. Found out that he is starting a business to be a financial coach. Little does he know that his input gives us the fuel to move forward and produce more of these networking podcasts, which we look at as a way to continue our branding as networking experts.

Thank you Travis for taking the initiative and the time to help us feel successful!

When did some like Travis move you forward?

Listening, Truly Listening

Listening is all it takes.

If the rest of the world is just like me (and why wouldn't they be???) we'd all be able to help each other if we'd just slow down and listen to what people are saying. Referrals and networking opportunities would abound.

Today I had lunch with Lisa Litalien with Central Travel. She was getting me together with one of the other managers at Central Travel, Polly Caumartin. During lunch Lisa mentioned again, that she would like to have an introduction to Talent Track, a company located in Toledo. This is the second time I have heard her say this, but the first time I didn't write it down. (Bad girl!) This time I did. When I got home I emailed another one of our Certified Networker grads that happens to have a connection with that company. Since Lisa is also a CN grad, I felt very comfortable asking him to help her.

But the most important part of this story is that I had to listen, really hear what Lisa was wanting and then do something with that information.

Have you ever heard someone ask, but not really listened? Or are you a conscious listener all the time?

Focus for Fulfillment

Recently I spoke with a group from Lima, OH about how they could gain more referral business by narrowing their focus. I took them through a process that I developed about four years ago called the referral triangle. The triangle shape is positioned on the paper with the point at the bottom.

At the top is a request for do business with "anyone, everyone or someone." (that doesn't paint a picture for anyone trying to help!)

As the spaces get narrower each step down, the idea is to refine the request so at the end the last little pointed area is the request for a specific name.

One of the participants in the exercise, Sue, wanted to increase the referral business she receives from one specific doctor in the community. Guess what? Sitting right next to her today was the wife of that very doctor. While the wife said she didn't know how much she could help, at least there was a connection. Because the wife has an accounting business Sue had not thought of her as someone who had doctor connections.

It goes to show that the more specific you become with referral requests, the more likely it is to have a helpful offering.

What the most unusual connection you've made as a result of asking for a specific referral?

Breaking Rules

I'm going to several events in the coming weeks - networking events - and I'm not going alone.

Yep, I'm breaking a rule of thumb with networking. That is to go alone, because if we do go with someone, we tend to spend time with that person instead of meeting others.


And you know what? With one event, that's exactly what I'm going to do. I've asked Joy MacLeod, of Artistic Memorials, to go with me. I want to take the opportunity to get to know her better. We have busy lives, both personal and business. This just might be the oasis of quiet that can help us to build our relationship to a stronger level.

With the other event, an open house, -- I am taking my guest, Martha Blair, a business banker with Toledo Area Community Credit Union, because I think there will be people at the event that will be helpful to her. She and I are in a BNI chapter together, and I don't feel I've done a very good job of figuring out how to help her. Maybe this will be the start of me doing a better job.

What networking rules do you think you should break?