Client Relations through Social Networking

It’s incredible how quickly social networking has become so integrated in our lives, but a majority of people do not use it to its full potential.  Using social networking to help grow your business and allow you to be successful is pretty simple and inexpensive compared to other forms of reaching out and advertising.

There are many benefits to using social networking to reach out to current and potential clients.  Since computers and automated systems have taken over a majority of the customer service process within companies, it’s a major benefit to show that you are still a REAL PERSON working with your customers.  Social networking is a superb way to let your clients know that you are a real person and to interact with them.

Interacting with clients through social networking allows them to feel that they are getting quality one-on-one attention.  Psychologically, people want to feel that their needs are being met and they are valued by others around them.  With social networking, you can build those relationships with your clients and are able to show that they are worth your time and energy.

Many people are on Facebook and Twitter (and other social networking sites), so take advantage of that.  Don’t rebuild the wheel; use the networks that already exist.  Inserting your name and your business into a network that already exists and functions successfully will save you a lot of frustration and energy.

Another major advantage is that you are able to just post a status (or even a tweet, which is 160 characters) to reach out to your entire network at once.  A lot of people even have their social networks connected on their phones, so you will be able to reach them at any moment in time, no matter where they are.  With a website, you will have to have someone who understands HTML coding/Wordpress (or something similar) and it takes a lot of time to update every time there is a change.  It doesn’t take much time at all to write a sentence or two and send it to your entire network at once.

There are so many types of social networking and so many ways to use them.  I have already talked about Facebook and Twitter, which are the more popular forms of social networking.  Another way to incorporate social networking is to make a blog page.  You can write articles relating to your business and/or industry that would be beneficial to your potential and current customers.  It is a great way to show up in search engines and spread your name to more people.

You can also link your different social networking outlets to each other, so people are able to just click on a link and go from your Twitter account to your Facebook to your blog to your website, etc.  A blog is a great way to compliment your website.  Websites tend to stay the same because it takes a lot of time and effort to change them.  It is not cost-effective to be changing it on a daily or weekly basis.  Having a blog gives you the opportunity to give a current update on different things you are doing or share your thoughts on particular issues relating to your business/industry.

Since so many people already use social networking, use it to your advantage!  Take the time to initially set up your different outlets and to update them regularly.  Putting in that little extra effort will help to set you apart and allow you to stand out to potential clients.

30 Days to Successful Networking

You have spent a lot of money and energy to advertise your business, but nothing seems to build your client base or reputation within the community!  You want to scream at the top of your lungs from the tallest building or pull your hair out from frustration (or maybe you already have).  The problem with those particular options is that it still won’t build your client base or reputation.  🙂

However, I have a 30 day solution that will help solve those problems, and it only takes a few minutes of your time every day!

You’ll either want to print this out so you can refer to it daily over the next 30 days, or else go through the next 30 days and note each one in your daily schedule.  Either way, just jump in and follow the 30 day plan outlined below, and you’ll be well on your way!

Day 1. Introduce yourself to three new people today.

Day 2. Send an email to two people in your network to keep building that relationship.  Ask about a common interest, their family, etc.  Make sure it’s genuine.

Day 3. Ask a family member or friend about their day, and be genuinely interested and actively listen to their response.

Day 4. Make a list of five things you have to offer others.

Day 5. Listen to someone tell you a story/talk about their day without interrupting or giving advice.  JUST LISTEN!

Day 6. Find two things you have in common with another person.

Day 7. Write down the top ten things you want to gain for yourself/your business through networking.

Day 8. Today, introduce two people to each other (either because of a common interest or you feel there is a benefit to them knowing each other).  Connecting people is a great shortcut to growing your network more quickly, because you soon become known as the person who knows everyone, and who everyone knows! This builds your credibility and authority big time!

Day 9. Smile at five people today.  You can then introduce yourself and begin a conversation, when appropriate. Do it again tomorrow. Make it a habit.

Day 10. Go to a networking event.  Your goal should be to meet and get to know at least three new people.  This allows your network to grow by three (and you gain access to their networks as well).

Day 11. Put seven to ten business cards in your wallet or purse.  It’s a good idea to always carry at least seven business cards with you EVERYWHERE! You never know when you will want to hand one out.

Day 12. Look up one article related to your business every day.  If it would benefit someone else in your network, share it with them as well that day.  This opens the opportunity for them to send you an article that may be very beneficial.

Day 13. When you hand out your business card to at least 3 new people today, hand each of them two or three cards. When they say “Oops, you gave me an extra one (or two)” just smile and say “Yep, you can share that one with a friend who could use it.” 🙂

Day 14. Call three people you know today, chat with them, find out how things are going in their world, and towards the end of the conversation say something along the lines of “I don’t know if you can help me out or not, but who do you know that …” and fill it in with what kind of referrals you’re looking for.

First off, people love to be able to “help you out” and secondly, using the phrase “Who do you know…” rather than “Do you know anyone who…” puts their brain into a different gear. When you say “Do you know anyone who…” their brain searches for an answer quickly, and the answer to the question is either yes or no. Most typically the answer is “No, I don’t know anyone who…”   However, when you say “Who do you know?” their brain goes into a different search mode, looking for the answer to the question “Who?” rather than the immediate Yes vs. No, so they’re more likely to come up with an answer.

Day 15. Today create a calendar of holidays that you want to send out professional greeting cards to your friends and associates. Include at least one different and obscure holiday that would be unexpected.  http://holidayinsights.com/moreholidays/index.htm

Include more than one during the year if that’s your personality. For example, in September there’s “Talk like a Pirate” Day. J Be sure to include any holidays that relate to your business – like Sept 16 is Working Parents Day and January is National Hobby Month and June 4th is Hug Your Cat Day.

Day 16. Today make a plan to mail out 5 Thank You or Gratitude or Thinking of You cards per week.  That’s only one per workday.

People love real mail that’s not bills. It will make you stand out because people don’t receive letters or notes or cards anymore now that email and texting is so prevalent. And it will reposition you at the top of their mind again.

Day 17. On your computer, create a simple card for your obscure holiday(s), or better yet, have your teenager do it for you. 🙂

Day 18. Buy a box of business appropriate cards for the next holiday that’s coming up within the next month or two. Maybe Halloween/Thanksgiving/Valentine’s Day/Easter/Fourth of July/Cinco de Mayo/etc.

When you are preparing your 5 thank you/thinking of you cards per week, go ahead and prepare and address the next upcoming holiday card as well as the obscure holiday. Keep them each in a separate stack. This way, the week before the holiday, you have a stack of cards that you can just stick a stamp on, and mail out.

People will be pleasantly surprised, because they don’t expect to receive a card. They’re impressed that you thought of them, and you stay at the forefront of their mind. This system will set it up so that at least 3 times a year they are getting an unexpected card from you when other people aren’t sending out cards to them. (1st the Thank You/Thinking of You card, 2nd the next upcoming holiday, 3rd the obscure holiday.)

Day 19. Instead of sending Christmas cards, send Thanksgiving cards. They don’t get lost in the pile of other holiday cards that the recipient gets, it stands out, and it comes before any of the others start showing up in December.

Day 20. If it’s too late for Thanksgiving cards, send out Happy New Year’s cards. Again, it’s different; you stand out. It doesn’t come in the sea of other cards…And it impresses them that you took the time and energy and that you’re thinking of them.

Day 21. Start your own group around your interests and business. If you’re a caterer, you could start an “Simple Entertaining at Home” group that meets once or twice a month whereby you talk about easy ways to entertain, have parties or get-togethers, and/or simple entertaining food ideas that make you look like you spent a fortune and slaved away in the kitchen. Since people who entertain a lot are your ideal audience, becoming visible and developing credibility in that circle of people will help build your business and allow you to network with potential clients and give you an instant referral network that can tell people how great you are at what you do.

Day 22. Make a daily/weekly plan.  Write it down!  It only takes 10-15 minutes to write down your plan for the week, but it holds you accountable to get those things done.  Pick one of these tips for each day, and write down which one you are going to do for the week.

Day 23. Write down 5 goals for your business that you want to accomplish by this time next year.  That gives you 365 days to reach those 5 goals.  Pin them to your bulletin board; tape it on your mirror; write them in your planner; keep them where you will see them every day.

Day 24. Take your 5 goals and write down a couple things you can do to reach those goals or use networking to your advantage.  Again, writing it all down helps you put your plan into action!

Day 25. Use 5 new peoples’ names today.  For example, if you run into one of the parents of your kid’s friends, start the conversation with their name.  You meet so many people throughout your day that you may not remember every single person you meet.

Remembering someone’s name shows that you have taken an interest in them.  They will feel like you listen and have paid attention to them, and you will form a stronger networking bond with that individual.

I think it was Dale Carnegie who said something like “The sweetest sound to someone is their own name.”

Day 26. Let another person “win” today.  We have all been in some sort of group setting where the answer to the problem seems so obvious, yet everyone is talking around it.  When they finally get to the answer and decide it’s the best option, they all want to claim that they came up with it.  Let them!  Enjoy the process and know that the end result is what matters.  People will think of you as a great asset to the group rather than the person who just brings negativity.

Day 27. Give someone a “compliment sandwich” today.  Knowing how to give feedback to people you associate with is sometimes very difficult, but it needs to be done.  Whether it is your professional or personal network, here is a great tip to get started.  Start with a compliment, but you must be sincere: “That video that you used really helped to make your point.”  Then, you give the feedback/criticism: “I think you could have been more interactive when speaking to the audience though.”  Finally, you end with another sincere compliment: “Overall, it was obvious that you love sharing your expertise about the topic.”

Day 28. Make a Facebook/Twitter page for your business.  Social networking is a free and easy way to start building a network quickly for your business.  If you already have one, look to see if any information needs to be updated.  All it takes is someone clicking the “Like” button on Facebook or the “Follow” button on Twitter, and you have access to that person.  You can post status updates and tweets about anything.  People are all about the Internet, but Facebook & Twitter are two sites that still allow that personal touch.  It allows people to still feel like they are doing business with another person rather than a computer.

Day 29. Start liking or following other pages.  Choose 5 new pages to like/follow today.  A friend of mine is a photographer, but she is just starting out.  She has “liked” some other local photographers’ pages, and she has gotten some great advice from them.  Also, if one photographer is booked or needs a second photographer to help out with a particular event, my friend has been able to take advantage of those opportunities.  This gives her experience and sample photos to display and build her reputation.

Day 30. Reorder your business cards, because by now, you should have given away nearly all the ones you had. Now’s the time to tweak it and make changes to it to add the oomph and power to your card that will allow it to be more effective for you.

Here is a bonus:

Day 31. Do it all over again for the next 30 days, starting with tip # 1 again!

I guarantee that if you follow this 30 day plan, by the end of a month you’ll have met a ton of new people, but more importantly – a lot of new people will know who you are and what you do.

If you’re ready to turn those everyday conversations into lifelong clients and referral sources, you’ll want to order my “Turn Conversations Into Clients” in-depth training program.  Check it out at

http://abetteryoucoach.com/products-services/c2c/ and see if it resonates with you!

Make it Great!

I’d love for you to leave a comment below sharing your most successful networking tips and stories with us. Can’t wait to hear – Please share!

Networking Do’s and Don’ts

Have you ever felt that you didn’t belong in a particular situation?  Say you are married and you go out with a few of your single friends for an evening.  You may feel uncomfortable and decide that you don’t belong.  It doesn’t make for a very fun evening.  Now, you may be wondering what this has to do with your business and networking.

There are going to be times that you are outside of your element, but you need to make the best of any situation.  When you are at a networking event, you may feel that same feeling you did when you were the only married one out of your group of friends.  The good thing is:  It’s always your choice to make the best or worst of the situation!

I have compiled a starting list for you to consider:

DO’S:

-Keep in contact with your network.

It is important to stay fresh in the minds of who you are networking with.  Sending a holiday card or an e-mail to ask how their kids’ sports teams are doing are a few ways to keep in contact with your network on a genuine basis.

-Build relationships, not expectations

Be genuine, and get to know the people in your network.  Building a relationship with a person is way more valuable than networking with them and expecting something in return.

-Make a good first impression

First impressions are very important; we hear that constantly.  It applies to your networking goals as well.  No matter what you do, the first impression someone gets is everlasting!  Make it a good one.

-Dress for success

You may be comfortable wearing jeans and a t-shirt, and your business may allow you to do so.  If you are attending a networking event where people are looking more professional, you should too!  Taking the time to make yourself look your best will help you portray confidence.  People seek out confident people to network with, so be that person everyone is seeking out!

-Fake it till you make it.

If you’re intimidated or shy or hesitant to get involved or start a conversation, pretend like you’re a friendly, outgoing and confident person and do it anyway. As a former shy person, I’ve used this strategy hundreds of times over the course of my life to help me move forward and make connections. I used to say to myself “Pretend like you’re a friendly and outgoing person, and you will be a friendly and outgoing person.”

I even used this tactic when I was younger and put in charge of running my own branch (and later, district) office. I’d tell myself “Pretend like you’re a district manager, and you’ll be a district manager. People coming in here to apply for a position don’t see you as anything but professional and in charge. They have no idea you’re uncomfortable unless you telegraph that.”

And guess what? It worked. I ran a successful branch and district office. I had the respect of my people as well as my peers and superiors in the business. All because I did what I needed to do, I was good at it, and I didn’t telegraph my discomfort and lack of confidence.

And the bonus was that the longer I “pretended” to be confident, the easier it was to forget I was “pretending.” Then I wasn’t pretending anymore – I actually was confident and successful.

So … take it, use it, own that phrase: Fake it till you make it. It works!

DON’TS:

-Don’t be a business card collector

It’s great to have business cards for people in your network, and it’s a great idea to give out your business card when networking with others.  Just don’t collect business cards.  Take the time to form a genuine relationship with the people you are meeting.  If you have nothing in common or don’t see a mutual benefit from being a part of each other’s networks, don’t exchange business cards.

-Don’t talk about yourself all the time

No one likes a self-centered person who focuses on themselves the entire time.  People will actually be drawn to you more if you listen to them talk about themselves.  Taking the time to listen to another person talk and showing interest in what they are saying is way more valuable than talking about yourself the entire time.  After all, we were given two ears and one mouth so we can listen twice as much as we talk.

-Don’t expect anything from people

Networking will benefit you in the long run, but it should not be your immediate goal.  Building a network and connecting other people is just as important.  If you are the type of networker who makes connections between two other people, they will keep you in mind when they are trying to do the same.

-Don’t wait for someone to talk to you

Take the initiative!  Go talk to them!  Put yourself out there and meet people.  The girls gathered in the corner with their friends at the high school dance are not the ones that the guy asks to dance with him.  He asks the girl out in the middle of the dance floor making the best of the night.

-DON’T BE SHY!!!

Along the same lines, don’t be afraid to put yourself out there.  You have nothing to lose, only something to gain.  Put a smile on your face, be confident, and don’t be shy! And if you are shy, remember those six little words:

Fake It Till You Make It

Now that you know what  to do and not do to make the best of your networking experience, why not CHOOSE to make it a GREAT EXPERIENCE!

Remember, this is just a starting point.  There are many other things that could help/hurt your networking efforts.  Please share your feelings about the do’s and don’ts listed above and your own networking do’s and don’ts based on your experiences.

Seven Networking Tips

Do you know someone who landed a job because they knew someone that already worked at that company?  Did you grumble that it wasn’t fair or that they should have had to go through the same laborious process as everyone else?

Sounds like a little sour grapes to me. But there is a secret…

The secret is networking.

Knowing people and having connections is imperative to your success.  The concept related to the “Six Degrees of Separation Theory” is very relevant to showing how humans naturally network in their everyday lives.

I have put together a list of seven tips to help you network successfully.

1)      Keep building on that relationship.

It is not very effective to meet someone and begin a professional relationship with that person if you have no intention of keeping in contact with them.  The purpose of networks is to help each other in different situations; that is not possible when you lose contact.  Have you ever heard the phrase “Out of sight; out of mind”?  Keeping in contact with your networks and building on those relationships helps to insure that both parties will be there when the other needs some type of support from the relationship.

2)      Give more than you take.

I am sure that at some point in your life, you have had a friend that is always taking from everyone around them and never gives anything in return.

You know exactly who I am talking about…  I’m sure you have had that friend that calls you constantly to complain about their “big dilemma” of the week.  Being the positive friend that you are, you talk through the problem of whether they should wear the green dress or the purple dress to the party this weekend, but then they rush off the phone before you get to tell them the good news that you are getting married!  They never take the time to inquire about what’s going on with you. How frustrating!

Those types of friendships are draining and usually don’t last.  Don’t be that type of networker!  Networking is not just about what everyone else can do for you.  It is in your best interest to be the person who gives more, because people will be more likely to help you when you need to take a little down the road.

3)      Professionalism is key!

In order to form a professional network that works for you, it is crucial to keep it separate from your personal network as much as possible.  You want to be known throughout the community and with your client base as responsible and trustworthy in order to build a positive reputation.

You may also like to go out with your friends for drinks on a Saturday night.  In general, people do not link alcohol to responsibility and trustworthiness.  It is very important to draw the line and keep these two networks separate from each other in order for your personal network to not have a negative impact on your professional network.

4)      Focus on what you have to offer others.

Along the lines of giving more than you take, it is important for you to focus on what you have to offer others in your network.  If you have a lot to offer, people will begin to recognize you as the sought-after “go-to” person.  They will begin to ask for your advice and rely on you.  This can also help get your name and positive reputation out there… Sounds to me like free advertising!

5)      Go out of your comfort zoneTalk to people everywhere!

You never know who you will meet when you just start talking to people.  Think about this tip the next time you are standing in line at the grocery store.  Instead of being frustrated or annoyed because the lines are so long and you are in a rush, start a conversation with the person in front of you or behind you.  You never know what may come of it.  They may just be a nice person to talk to while waiting in line at the grocery store, or they may be your next customer… Who knows?!

6)      Be open to meeting new people and hearing their story.

Just talking to a new person may not be enough.  In order to really get to know someone and add them to your network, you must be willing to hear their story.  Everyone has had different experiences.  In fact, I remember hearing a saying that goes something like “Learn from other’s mistakes because you will never live long enough to make them all yourself.”

This saying can also go the other way—you can also learn from other’s success stories. So learn how to ask a lot of questions and be genuinely interested in the answers. They will actually think that you are the most fascinating person they’ve met, because even though they did most of the talking, they’ll subconsciously be “falling in love” with you because you’re actually listening to them, and not interrupting them and not trying to one-up them like everyone else that they have a conversation with. They’ll find it refreshing and you completely loveable, even though they might not even recognize why they feel that way about you.

7)      Find common interests.

It’s not very effective to start a conversation with someone you just met by asking for something.  In fact, that person will probably not even be interested in getting to know you.  Your best bet is to try to find common interests to build a foundation for your relationship with that person.

Being genuine in wanting to get to know the other person allows you to form a relationship and be memorable to that person. And again, the easiest way to find common ground is to ask them questions about things that you are genuinely interested in. So the weather or their family or something on their desk or mantelpiece may not be the best topic of conversation if you don’t actually care about listening to them talk about that. Even though you asked, your disinterest will definitely show.

With that being said, being memorable and standing out (in a good way, of course) is one of the major reasons why it’s important to network successfully.  It’s important to get your name out there with a positive reputation to back it up, but it’s even more important that people REMEMBER YOU!!

How to Ace Client Phone Calls

You have a bunch of new leads and its time to sit down and give these potential clients a call. How do you make a good impression over the phone? In person you can interpret their body language but over the phone, people can be difficult to read. In order to ace your phone calls, you need to be able to make a good impression, give them your complete undivided attention (and let them know they have it), and answer all possible questions they may be having. So, how do you do this?

Well since you asked, here are 4 major Do’s & Don’ts that can help you with this process:

1. Do Listen

Over the phone it can be difficult to know if someone is listening to you or completely off in la-la land. You want your customer to leave the phone call feeling blown away by your customer service. Simple ways to do this include asking questions about what they are saying, paraphrasing their words, and making sure you both are on the same page before moving to a new topic. In fact, you can even say things like “Let me make sure we’re on the same page…” and “If I’m hearing you correctly, you’re saying…”

2. DON’T Rush

I know we all get busy, but try not to ever rush a client or prospect. Make them feel like they are a priority. This will translate into what kind of service they can expect from you, and no one wants to feel like they aren’t top priority.

3. Do Collect Information

Collect as much relevant information as you can during the conversation, preferably towards the beginning. This can help you get a better feel for their needs, and can make the rest of the conversation go smoother. With a better sense of where they are coming from, you can answer their questions more accurately.

Tip – be careful not to make the information collecting sound like a questionnaire or an interview. Keep it personable and casual.

4. Don’t Be Afraid To Talk Money

How much will this cost? After all is said and done, customers want to know how much your service is going to cost them. This is easier for service providers with flat rate prices. However, if the price of the job depends on size, time, conditions, etc., don’t leave the customers hanging with no answer, or a promise for an answer at a later date. If you aren’t sure of the exact price, it might be a good idea to try your best to leave them with a price range. If the price range doesn’t scare them away, then you can go ahead and set up an in-person meeting for another time to discuss more of the details. By giving the prospect a price range this gives them a better idea of what to expect, and stops you from chasing a dead lead if the price range isn’t what they are looking for.

If you feel hesitant to talk about your prices, or you find that your prospects have a lot of resistance to your prices, you’ll want to download my free training audio on “How to Eliminate Price Resistance.” Just go to www.ABetterYouCoach.com and fill in your name and email address, and we’ll shoot it out to you right away.

In the meantime, feel free to leave a comment with your tips, tricks, questions and insights on how you’ve dealt with calling prospects on the phone.