Dress for Success

When you attend chapter meetings be sure you project the correct identity. If you would be meeting a potential client for the first time, how would you dress for the meeting? Would you wear blue jeans? If you're a landscaper or other industry where that is the norm, it's ok. But if you're a financial planner, probably not the best idea.

Whether we want to admit it or not, we are judged by others every day we interact with them. How we talk, our demeanor, our grooming, wardrobe, etc. are all things that other people use to formulate opinions about us.

If you treat all your AmSpirit Chapter meetings like a first meeting with a client, you'll always project the correct identity. Maybe I should qualify that statement more. If you take first meetings with potential clients very seriously and dress professionally, you'll convey the proper identity. And you just may get a few more referrals coming your direction because you've established credibility for your profession.

Be Patient...

Joining any networking group and expecting immediate results is unrealistic. I am often asked by people in networking groups how long it takes before seeing benefits (referrals)?

One way to answer the question would be for you to ask yourself, "How long does it take for me to make a buying decision when I'm the prospect?" Do you normally begin doing business with someone after one meeting, one networking event, one phone call discussion? Probably not.

You have to invest the time in building rapport with others to get the most out of your networking efforts. If you're not willing to invest the time, then you probably should find a thick phone book and get busy making cold calls.

The lesson to be learned here is to be patient, spend time building rapport with others, and make sure you let everyone know that you want to help them first. When you've accomplished those things the referrals will come your way.

Forms from MORE Meeting Presentation

For anyone wanting to get copies of the forms I referenced in my February 9th, 2010 MORE Meeting presentation, here they are:

Meeting Log and Referral Feedback Form

Do You Know Them...Really?

While the snow is piling up outside and there's no where to go today, I thought I'd catch up on some blogging and social media postings.

In the world of networking, we always stress the KNOW, LIKE, and TRUST factors. What's interesting is to find out how everyone defines these terms. My definition from a networking standpoint is this:

For me to refer someone to another and say that I know them, I would expect that I would stake my personal and business reputation on the line for that other person. In essence, what I am saying when I state that I KNOW someone is that I have firsthand knowledge of their business or the owners of the business and am confident they're going to deliver great products and services for their clients. I am vouching for them.

Others believe because they have met someone previously, they can say that they KNOW them and will refer freely to them. I think that's a mistake that can cause great harm to you and your reputation. I learned the hard way.

When I first joined a networking group, it wasn't long after that a landscaper joined the chapter too. He seemed like a nice guy, friendly, and everyone liked him. A month or two went by and my friend mentioned wanting to do some outside yardwork in front of his house. I gave him this guy's name as a quality landscaper who'd do a great job for him.

What a nightmare! He took a big deposit from my friend (more than $500) and disappeared. He stopped showing up at our weekly chapter meetings too. We came to find out later that he was in jail for spousal abuse, had a cocaine habit, and his business was bankrupt. I could not have been more embarrassed that my name got tarnished in my friend's eyes because of this ill-fated 'referral'.

Fast forward to just a few weeks ago. One of my clients was having computer problems and the referral I had given her in the past for computer issues wasn't working out as good as it should have. I knew of another AmSpirit member that I had met a few times and always thought he presented himself well. I referred him to my client, but with the following disclaimer:

"I have met this person several times, I know nothing about their business firsthand, but he appears to be able to solve the kinds of problems you're having with your computer. If it does work out well for you, please let me know so that in the future I can refer to him with more confidence."

It turned out great! She has mentioned on more than one occasion how happy she is with the service that was provided to her. I took comfort in knowing that I did not foolishly risk my reputation by just slinging any referral her way without qualifying it first.

So if you see me out and about and I ask you if you know someone, I really want to determine if you'll put your reputation on the line for that other person. There are people already around Central Ohio that know lots of folks, but far fewer would risk their own reputations vouching for others.