You have to BE before you DO

Today, I would like to pay a small tribute to an old friend, Zig Ziglar. His inspirational life and inspiring words shaped many lives, including my own. On Monday, I heard his son, Tom, quote his father as having once said, "You have to be before you can do, and you have to do before you can have."

Isn't that the truth? Of course, one reason we loved Zig, who passed in 2012, is because he always told us the truth.

If you ever listened to one of Zig Ziglar's motivational and inspirational speeches, you know what I mean when I say that he made you want to be a better person.

You can make positive deposits in your own economy every day by reading and listening to powerful, positive, life-changing content and by associating with encouraging and hope-building people. Zig Ziglar

In today's world, I often see business people and entrepreneurs who tend to get ahead of themselves. I'm sometimes just as guilty. We think that the fastest way to success is to have the right techniques and systems in place, so we can do what we need to do to create more business. We try to generate sales with the latest tactics and we learn how to create relationships based on the advice of the newest best-seller. We get ahead of ourselves by doing in order to have the success we desire and we try to skip the step of "being" the right person for success.

A long time ago, I confided in a business friend that I was over-whelmed with too much to do. He said to me, "Beth, you need to BE for value, not DO for value. The problem is, you've got things in reverse. You've been trying to do for value."

I never forgot those words. They hit me solid, like an arrow in a bulls-eye. Since that time, whenever I catch myself over-doing it, over-volunteering, and trying to DO everything I can to succeed, I stop and take a breath. I remind myself that it is best to BE before I DO.

Each day, like Zig said, we can make positive deposits into being better, more loving and giving people. Thanks Zig! Thinking about you today.

Hello, my name is Clueless

Are you clueless to as to why wearing a name tag will not only attract people to you, but also help you give and receive referrals for your business?


Are you suffering from  NDS (Nametag Deficiency Syndrome)?

Here are 20 Reasons Why You Should ALWAYS Wear a  Name Tag for Business: (And if that isn’t enough – I could give you 20 more!)

1.  The bottom line is while everyone may know or recognize you, it is very possible they do not remember your name and they will be too embarrassed to ask you what your name is

2.  Name badges make it easy for visitors to your event to interact with you, it overcomes fear.

3.  Name badges help create a more comfortable experience for the people when they meet you.

4.  A visitor who has a great experience, because they felt comfortable (see # 3) visiting a new group is more likely to join when you follow up with them!

5.  If you really want to meet more people consider wearing your name badge everywhere you go!

6.  It allows a person to easily use your name in conversation and helps them open up.

7. A speaker will more quickly call on a person who wears a name tag then one who doesn’t.

8.  You’ll make an introvert feel more at ease when they sit next to you at a table.

9.  You’ll get better service when you are at a restaurant or shopping when you wear a name tag.

10. Wearing a name tag at a trade show maximizes your influence and interaction.

11. Potential customers and clients will make an instant connection to you.

12. Someone may avoid you because of fear of calling you the wrong name.

13. A good name tag gives the proper name or nickname that you prefer to be called by. Or you could just go by Sir or Madam, if you like.

14. Wearing a name tag gets people’s attention and they are more likely to remember you.

15. Wearing a quality name tag speaks volumes about you and your company’s professionalism.

16. You don’t want your business to suffer from NDS (Nametag Deficiency Syndrome.)

17. Lack of a name tag can cause networking anxiety for inexperienced networkers. They feel left out.

18. Feelings of annoyance can be present due to the inability to say hello using a new member’s name
because of lack of a name tag.

19. Not wearing a name tag creates missed opportunities to make new friends or business contacts.

20. Wearing a name tag is just smart business.

Really Connecting with Groups

Social Media can become a prospecting tool for you. Take the time to learn about it.

Then, pick one day a week, like Monday, to invite people to a business networking meeting that you attend in order to meet face-to-face.

 

Groups really connect people.

FACEBOOK GROUPS:

If you’re using Facebook to increase your business, keep it professional but friendly. Facebook is moving from just a social utility that connects you with friends to a platform where business “groups” can connect and have discussions.

Businesses are now using Facebook to not only connect but to refer business services to each other.

If you have a business networking group that meets on a regular basis for lunch or dinner, think about starting a business networking group on Facebook. If you give several people Admin privileges, they can help monitor it. I would suggest that about every 48 hours, one of you should start a discussion in reference to business or business networking. Invite all your business friends to join your new group online and watch how fast the relationships grow.

LINKEDIN:

LinkedIn also has groups. You can join multiple business groups on LinkedIn. However, I feel it's better to focus on maintaining a pro-active presence in just a few groups that are your primary interest. That way you can get to know the members. Again, I suggest finding time to meet with some of the members of the group face-to-face, if possible. If it's a local group, you could invite everyone to meet after-hours at a local gathering place or for a cup of coffee or suggest attending a networking event in order to meet.

We have joined LinkedIn business networking Groups like “Tulsa Networking Professionals” and “Connected Indianapolis.” You can post discussions in your group such as:

 “What is the greatest book you’ve ever read about business?”

 “What kind of networking events are your favorites?”

 “How is business similar to the TV show Survivor?”

 “Describe what you do for a living in 6 words or less.”

"What's more important in a job, passion or experience?"

A post like this will create great discussions. Once a week, (I like Mondays,) invite them to your regular business networking meeting. 

Here are some Social Media Etiquette Tips to help you get started on the right foot:

     Don't Blog dump - that's when you use a group as just a place to dump your blog every days.

                  Don't post any kind of negative comments or complain about people.
                 
                  Don't spam people with business promotions and sales messages.

                  Don't over share - about anything. We really don't want to know. Seriously.

                  Don't be a Post Hog - Posting too frequently is worse than not posting at all.

                  Don't  share too many videos & posters.

                  Don't be too quick to judge. It takes a while to get to know people online.

                  Don't be annoying and clutter every ones inbox with meaningless posts.

                  Do say thank you for comments on your posts.

                  Do be respectful. Remember that there is a real person behind the post.

                  Do follow the rules that the group has set. 

                  Do add a profile picture. We like to "see" who we're talking to. 

                  Do demonstrate patience, kindness and humor. 

These are just a few etiquette tips to help you. The most important thing to remember is to be thoughtful and use common sense. If you mess up, just apologize. No big deal.

                 

                  

                  

Secrets to Great Stories that Sell

Stories have power. They delight, enchant, touch, teach, recall, inspire, motivate, challenge.They help us understand. They imprint a picture on our minds. Consequently, stories often pack more punch than sermons. 

Want to make a point or raise an issue? Tell a story.” 

-  Janet Litherland

FIRST: Stories should be interesting and should hold our attention!

SECOND:  Stories should help us come to our own conclusions.

(Which is the conclusion the storyteller wanted in the first place.)

HERE IS THE SECRET: 

You will sell more from what people conclude from the story then from the story itself.  People will believe what they conclude on their own.

Here is are two short stories:

Gloria owns a local print shop.  When it came time for her 60 second presentation during a networking lunch, she told a short story about how she stayed at the shop three hours after closing time in order to put the final touches on a wedding invitation that she promised the bride would be done the next day. The bride wanted a tiny ribbon and bow at the top of every invitation, which had to be glued by hand. Gloria worked hard and skipped dinner that night to get it done. As a result, at 8:00 am the next day, the bride was over-the-top delighted to get her invitations exactly as she wanted them and on time.

David was an attorney.  His client was always talking about finishing his will but kept putting it off. One cold and stormy weekend night David got a call from his client’s wife. The client was hospitalized  with a serious condition. Without giving it a second thought, David grabbed his hat and coat and rushed to the hospital to serve his client’s needs. Fortunately, the client recovered, but because of David’s caring service, the whole family continued to use him for all their legal needs for years to come.

    

The first thing these stories do is hold your attention, because they are touching and interesting.

Secondly, as the listener, you have come to your own conclusions about Gloria and David. The stories paint pictures of  committed and caring professionals who are hard-working, dedicated and well thought of. But let’s say that someone just told you, without telling the story, that David was a dedicated professional or that Gloria was a great printer. You might not have been convinced. However, when you are allowed to come to your own conclusions, you believe it. People always believe what they conclude on their own.

“Stories… you’ve got to tell them to sell them.”

- Beth Davis, CEO Gold Star Referral Clubs

5 Engaging Ways To Stay Connected to Past Clients

I once heard Joe Stumpf of "By Referral Only" fame say, “The system is the solution.”  

Building your business by referrals is both a philosophy and a mindset and it takes a system to make it all happen. By creating a system to keep in touch with and to stay connected to your past and current clients, your connections and your fans you can consistently reap referrals. 

Your past customers may have known, liked and trusted you at one time, but will they remember you? Will they refer you to their friends a month or year from now?

How are you staying visible? What are some engaging ways to stay in touch?. Newsletters are great, but what else can you do?

Consider all the ways you can stay connected with your contacts. Be creative. Then, create a systematic plan so you can consistently stay in front of your connections and fans. A plan might include Facebook time from 3:00 to 4:00 pm every day, blogging on Monday and Wednesday or shooting a short video every Friday morning. You might set a deadline for yourself to get a newsletter out by the 20th or to write an article for a neighborhood newspaper once a month.

If you're anything like me, if I don't plan it and put it in my smart phone to remind me, the chances of it happening are pretty slim. So, make some decisions, talk it over with your team, write your plan down, schedule it and make it a priority to get started this week.

Here are 5 engaging ways to stay connected:

Use permission-based emails that give value and education. Link to some interesting blogs and articles. Send Newsletters that contain news and humor. I like to use ConstantContact for my email campaigns. It's simple and easy to manage with an unsubscribe feature.

Blog for your audience. Entertain your connections with enticing content. Share valuable information that is closely related to what you sell. Educate people so that they continue to know, like and trust you enough to do more business with you and to refer you to their friends. I like Google's Blogger best. That's just my preference. When I finish with a blog, it seamlessly blasts it out on Google+. Then my husband, Todd, sends it out to our other social media sites. If you need help with content join Copyblogger.com. 

Video and YouTube are excellent ways to demonstrate what you do. Post your short videos on social media websites along with your blog. When I create a video, I just use my smart phone, which is set up on a stand in front of me. I make sure that the background is fairly neutral and that the light source is behind the camera and not me. It's fast and easy to upload it to YouTube. I don't personally care for videos shot from a laptop camera. It can have a fish-bowl look and nobody wants to look like a fish. 

Create a Facebook Group. Like-minded friends and customers can grow into a community with common interests. Post a weekly topic and encourage comments. Connect to your blog and company videos. Encourage discussions. This one only takes minutes to set up and you'll be amazed at how close you get to the people who join your group.

 Events can be fun and are a great way to stay connected. Invite your past clients, current connections and friends to at least one event a year. For example, you could invite them to  join you at a sporting event, charitable fundraiser or a seminar. Consider having a party to watch a great TV show or an event like the Oscars. Better yet, once a year have a family day at the Zoo, rent a bowling alley or have a business networking event.

Keep in touch and stay connected.

You are only as limited as your imagination.

Now you see me, now you don't...

Lack of visibility will cost you business.   

We often speak about the importance of the Know, Like and Trust factors in referral marketing. But the formula is not complete without Visibility.

There is a common misconception that just by belonging to a business networking group you should get referrals.

Unfortunately, it doesn't work that way.

"Where did he go?"

The members of your group still need to get to know you, like you and trust you. They can’t do that if you don’t show up on a regular basis.

One doesn't generate trust without consistency. In fact, your referrals will begin to decline the minute you start missing meetings, even if you have a substitute.

There will be times of sickness and other emergencies that cause you to miss a meeting. That’s understandable.

However, when attendance is poor, the trust factor begins to deteriorate. The missing member will seem unreliable and will lose credibility. Fellow members may wonder...

· “Where is she?”

· “Is this how he runs his business?” 

· “Will she show up for my client or send someone else?”

· “I manage to get to the meetings on time, why can’t he?”

· “We must not be very important to her.”

· “Is there something wrong? What’s going on?”

As for profitability, empty chairs can’t give or receive referrals and there is always one of your competitors in the wings ready to take your business.