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Business Resources:
Business and Personal Insurance Questions: Paul Counts, Agent, State Farm, paul.counts.nxnd@statefarm.com 301-474-0300
Business and Personal Computer Questions: Bruce Cain, "The Computer Doc", CainB@gao.gov , 202-512-3214
Strategies for Wedding Professionals: Tips from Brian Lawrence, VP Encore Studios and Marketing Director for "Sell The Bride" http://www.sellthebride.com/tipsstats.htm
Virtual Assitants - January's AWP speaker, Kathia Morales Waith, Typeaway, 410.686.2618 shared tips and resources. View a recap in the February 2007 Newsletter Archive. A few of the websites she mentioned are
Virtual Assistant Groups and Organizations:
IVAA – International Virtual Assistants Association http://www.ivaa.org
International Association of Virtual Office Assistants http://www.iavoa.com
Virtual Assistance Chamber of Commerce http://www.virtualassistantnetworking.com
Virtual Assistant Networking Association (VANA) http://www.vanetworking.com
Online Resources:
- Computer Backup Service ($5/month): www.carbonite.com
- Website Search, Visibility and Performance Services: www.AddMe.com , www.MyComputer.com
- Small Business Webcasts
Office Depot Web Cafe:
www.officedepot.com/promo.do?file=/promo/webcafe/index.html&template=promo
- SellingPower Webcasts
http://www.sellingpower.com/video/archive/index.asp
Read Down for the following Business Briefs
1. Better Networking for Professionals
2. AWP Library
*****
1. Better Networking for Professionals
Summary of 3-28-06 AWP Presentation by Marcia Hall of Marcia Hall & Associates, www.marciahallassociates.com for Contacts Counts.
On March 28, 2006, Marcia Hall presented some of the fundamental elements of the nationally acclaimed “Make Your Contacts Count” approach to better networking. Couldn’t be there? Then you missed a lively and informative discussion. Those attending rated this workshop as
“Worth double the cost!”
“Excellent topic. Very Informative.”
Here’s a brief look back at just some of the insights and recommendations Marcia Hall shared.
Great networking takes some advance preparation, and plenty of practice. Know ahead of time not just what you’d like others to know about you, but also be prepared with conversation topics that open doors.
When meeting someone for the first time, you have two goals.
1. Learn about and remember the other person
2. Help the other person learn about and remember you
A. The Name Game
Start with the names, and spend two or three times longer on the names than is customary. Why?
1. It gives you time to focus on the other person. Try repeating the other person’s first name, then commenting or asking a question about it, and then asking separately for the last name. Use this time to give yourself a unique way to better associate the other person’s name with something you’ll remember.
2. It gives the other person time to focus on you and your name, It helps for you to say your first name, then slowly say your full name, then suggest something unique about your name (ex., “I’m Lynne, Lynne Waymon. I’m waaaay down at the end of the alphabet”). This even gives you a “handle” you can use in the future (ex., “Remember me? I’m the one who’s waaaaay down at the end of the alphabet”).
To quote, “People often say, ‘I just zip through the name thing to get on to the good stuff!’ But in networking, names are ‘the good stuff.’” - Baber & Wayman
Also, make sure your nametag makes it easy for others to “quick scan” your vitals without an awkward break in eye contact. Print your first name very large. Your last name and business name can be smaller, and placed under your first name. Place your nametag on the right, not the left – people reach for your right hand, and their eyes naturally travel up your right side first. Make it a point to look at people’s nametags when you’re repeating their name. This aids later recall because most of us learn visually.
What comes next after you exchange names? Get ready for another break from routine.
B. Who Does What?
The next step is to now find out from the other person enough to understand how they might help you or someone you know, and for them to understand how you might help them or someone they know. You need to be ready to put your “I” statement into a Two Part BEST/TEST format that answers the questions, “What do you make happen?”
1. One sentence about what you DO BEST – what’s your best skill?
2. One sentence that puts it to the TEST – give an example that might generate questions.
“Do” is a VERB, not a NOUN. Your “I” statement is not about what you are, it’s about what you make happen. Your mother cares about your title, but 90% of the rest of the population will be politely bored, at best.
What’s the difference? Here’s a wedding related example:
Jennifer used to say, “I’m a floral designer.” But people didn’t really know what that entailed. Now, she says, “I help people transform ordinary surroundings into one-of-a-kind expressions of happiness and celebrations. At a wedding last weekend, I took a banquet space and used flowers, lights and fabric to create a ‘tropical paradise’ destination wedding effect, without the cost and inconvenience of travel.
Go back and compare the two. As a listener, which approach draws you in, and why?
Now, write down the way you usually introduce yourself. Which camp does your approach fall in?
What’s different about Jennifer's second approach? Look again, and see how many mentions there are of her specific title, company, industry or occupation. None. Zero. Nada. If you look at your own introduction, and strike out every label, including company name, what’s left? If the answer is “Not much,” then it’s time to craft a new BEST/TEST statement.
1. What problem do you help people or companies solve BEST?
2. What happened when you solved a typical problem – a TESTimonial with five-star appeal?
If you wear many hats, prepare many statements – but only use one at a time.
You’ll have created usable awareness about what you do, and often will have also generated an interesting discussion – all of which will help the other person remember you.
But what will you remember about the other person? To make your contacts count, you need more than a silhouette of the other person – you need to understand how this person might help you or someone you know. Since 90% of the world introduces themselves with labels, you’ll have to do the asking to get the details you need.
The easiest way to uncover another person’s hidden resources is to ask one or both of these two simple questions,
“What might I be surprised to learn about what you do?”
"What might you be looking for that I might help you find?"
The last two stages of cementing your contacts require upfront commitment on your part.
You’re a wealth of information, as are the people around you. Neither you nor they want nor need all of your ‘combined wealth.’ But within that ocean of available information, there are pieces that could be considered gifts. Gifts to give, and gifts to get.
We’ve all given and received useless gifts. What a waste.
How much better were the gifts we’ve received and given that came from careful intention? If you’re ready to forge stronger contacts, then you’re ready for the third step.
C. The Gift List – Giving and Getting
From your wealth of information, prepare and keep a list of “gems” or “seeds” to give generously. If you are in a position to give, you are seen as strong, resourceful, connected and caring. There’s no quid pro quo in the giving – you give because it makes you stronger. But, it’s true that those who give the best “gifts” are remembered longer and referred to more often. And, it’s also true that when you give somebody something, they’re typically motivated to do the same.
1. Decide What to Give
Make a list and keep it handy – notebooks or folders work for most people – you can tear out articles or drop in brochures as you come across them. Things like
New ideas or tips, new restaurants or other discoveries, ratings and/or trends, time savers, resources or services, opportunities, surprises.
Think about things that have caused you or people you know to get stuck – at home or at work – and be the person to anticipate a way through them. If the other person considers you a likely resource, it’s likely you’ll be the person who gets contacted first.
If the other person hasn’t thought to ask you for anything, find a way to give anyway.
How? Give a free sample – you could say, “You may never need a new web designer., but I was so glad two years ago when I found Harry Blacksmith – he’s made a huge difference in my business. I’d be happy to recommend him to you, or if you know anyone else who’s looking.”
Here’s the formula: “You might (might not) be interested, as I was, to discover ‘ABC’. What I found/learned was ‘XYZ.’” Now you can give gifts to anyone.
Obviously, if you take care to uncover the other person’s needs, you’ll be able to give the most meaningful ‘gift.’ And by gift giving, the other person leaves with more than they came with. How great is that? The challenge is to know your resources ahead of time, and keep them up to date.
But you also need to know what gifts will benefit you most, so that you can ask the right kind of question to get gifts that are workable for you.
2. Decide What to Get
If you’re an open slate as far as what you’re interested in ending up with from your contacts with others, you’ll end up with a second-hand store of information – it had its value to someone at sometime, but with no direct connection to you. Take an index card, and before you go to an event, write down the things that puzzle you – professionally, on one side, and personally, on the other. Things like
Professionally, I'd like to know:
- Have you found a (web designer, C.P.A., etc.) you like?
- What’s the best change you’ve made in your business in the last year?
- I’m thinking of hiring someone to do my XZY – do you have any recommendations?
- I’m thinking of tightening up my contract – do you have any recommendations?
- I’d like to encourage prospects to make a decision – have you found anything that works for you?
- I’m new to the group – what does it do well?
- The person I’d really like to meet is “X” – do you know anyone I could speak with who knows him/her?
Personally, I’d really like to find:
- A new place to go (Camping) with my kids
- Snacks that are 100 calories or less?
- Best cell phone packages for families?
- Help understanding new mortgage products?
- Creative ways to fit in more (Exercise)?
And then ask!
The kinds of questions you ask control the value of the information you get. So be careful how you spend your ‘conversation capital’. If you ask about things that are of no consequence to you (weather, sports, pop culture), you’re choosing not to help yourself. Personal and professional accomplishments aren’t built on chit-chat.
Contacts represent opportunity for every aspect of your life – but only if people understand you, and you understand them. Leave these opportunities to chance, and you’ll miss 85-90% of the things that could be making a difference in your life.
For more information, contact Marcia Hall, Marcia Hall & Associates.
mhall@marciahallassociates.com 410-987-0857
Summary provided by:
Susan Gildersleeve, Publisher, Perfect Wedding Guide of Greater Washington, D.C. AWP Member since 2002
www.PerfectWeddingGuide.com
*******
2. AWP LIBRARY:
Anyone wishing to borrow an item from the AWP Library may contact AWP Vice President Sharon Lewis at vice@weddingprofessionals.org. The list of titles is:
| |
Title |
Author |
Format |
No. Copies |
Contributor |
| 1 |
26.5 Strategies for Power Networking |
Jeffrey Gitomer |
2 Tapes/Workbook |
1 |
|
| 2 |
A Winning Attitude: How to Develop Your Most Important Asset! |
Michelle Fairfield Poley |
Paperback |
1 |
|
| 3 |
Customer Satisfaction Is Worthless, Customer Loyalty Is Priceless: How To Make Customers Love You, Keep Them Coming Back And Tell Everyone They Know |
Jeffrey Gitomer |
Hardcover |
1 |
|
| 4 |
Dealing With Difficult Customers |
Fred Pryor Seminars |
3 Part VHS Series |
1 Set |
|
| 5 |
Great Connections: Small Talk and Networking for Businesspeople |
Anne Baber, Lynne Waymon |
Hardcover |
1 |
|
| 6 |
Guerrilla Marketing Attack: New Strategies, Tactics & Weapons For Winning Big Profits From Your Small Business |
Jay Conrad Levinson |
Paperback |
1 |
Creative Cales |
| 7 |
Guerrilla Marketing Weapons: 100 Affordable Marketing Meathods For Maximizing Profits From Your Small Business |
Jay Conrad Levinson |
Paperback |
2 |
Creative Cales |
| 8 |
Guerrilla Selling: Unconventional Weapons & Tactics For Increasing Your Sales |
Bill Gallagher, PH.D., Orvel Ray Wilson, Jay Conrad Levinson |
Paperback |
1 |
Creative Cales |
| 9 |
How To Handle Difficult People |
Fred Pryor Seminars |
3 Part VHS Series |
1 Set |
|
| 10 |
How To Handle Difficult People |
Fred Pryor Seminars |
Paperback |
1 |
|
| 11 |
How to Stay Motivated: Developing the Qualities of Success Vol.1 |
Zig Ziglar |
6 Tape Set |
1 |
|
| 12 |
How To Work A Room: Learn The Strategies Of Savvy Socializing – For Business And Personal Success |
Susan Roane |
Paperback |
1 |
|
| 13 |
Keeping The Edge: Giving Customers The Service They Demand |
Dick Schaaf |
Hardcover |
1 |
Creative Cales |
| 14 |
Maximum Performance – Success In America |
Brian Tracy |
1 VHS |
1 |
|
| 15 |
Mission Possible: Becoming a World Class Organization While There's Still Time |
Ken Blanchard |
Hardcover |
1 |
|
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