Networking is about making connections. The more quality connections you make the better for your business. But making connections is a skill that some people find challenging. The good news is that it’s a skill that’s easily learned -- once you pay attention to it. Read on to find out more.

Prejudging People is one of the biggest mistakes you can make because it limits your success in making connections. Here are three things to watch for.

1. Everyone you meet could be a possible connection

Yes, everyone! Even if you can't immediately figure out how they will fit. But take a little time and you'll find that there are many different types of possible connections: casual, formal, business, referral and networking connections -- and every one of them can be valuable. Your goal is to find out where the people you meet will fit.

Of course if you're attending networking events in the hopes of finding a prospect or client, you're already off track and likely to be disappointed. Or maybe you're only looking for one or two of the possible types of connections, and if people don't fit, you don't see the point in connecting with them. Yet they might have led to a veritable goldmine of referrals down the road.

2. Find the positive

Most people spot the negative first, which is an even more disastrous networking mistake. Often the idea behind this "negative first" strategy is to eliminate people before you have spent (or "wasted") any of your precious time or energy on them. It's almost as if you're trying to find a reason to eliminate them so they can move on to the next prospect.

And we all make this mistake at one time or another. Maybe we don't like their voice, or the way they dress. Maybe they don't score very high on the physical attractiveness scale. Maybe they remind us of someone we don't like. No matter what it may be, looking for the negative can be a huge barrier to connecting with others.

In fact, discounting people because there's something we don't like about them at first glance is a key factor when it comes to missed opportunities. And, we'll never know what we've missed out on.

This is easy to turn it around. Just look for the positive instead. In my networking seminars I say - "seek to be impressed by everyone you meet". After all, aren't we all impressive! Everyone has done something, knows someone, been somewhere I haven't. So in my conversations if I come seeking to be impressed - looking for the positive, and set aside judgments it's a perfect combination for building connections.

3. Be careful how you read people

Here's a third way in which prejudging can hurt your sales and networking efforts: we often misread people. Instead of jumping to conclusions, get curious! -- start asking questions. The answers will help reveal their attitudes, their interests and much more, all of which can help you connect with them and, potentially develop a referral partner, collaborator, friend or yes, maybe even a sale.

There's one key point that's needed to do all of the above: an open mind. Luckily, you'll quickly find that if you consistently work on finding people's good points and where they could fit into your network of connections, especially if you get curious and carefully listen to their answers, you'll find a wealth of opportunities and build the most valuable asset you could possibly have - a connection!

Weekly Feedback Question

Have you ever made a mistake "reading people"? Give an example

Talk to you again soon, love to hear your feedback on this one

Ockert

Are you networking as a strategy to grow your business? Is you focus on constantly looking for more prospects? If you wearing yourself attending scores of networking events and still have very little to show for it.

It's time to try something else.

A good way to get started is by learning from your mistakes...

How many of these five mistakes are YOU committing on your quest for more sales leads? You go to networking events "expecting" to find clients.

· You try to pass out as many business cards as possible at every opportunity.
You don't like to waste time with 'chit chat' and instead tell people about what you have to offer as soon as possible.

· You try to close the sale right then and there -- after all, you may not have another opportunity.

· You follow up with everyone, making them an enticing offer they can't refuse -- and are puzzled that they decline anyway.

So what should you do instead?

1. If you're going to networking events focusing on clients, you'll miss out on what you COULD find: connections. Focus on getting to know people instead. They may not buy your product today, or ever, but in time they may send numerous people your way who could - but not unless you develop a relationship with them.

2. If you think passing out business cards is a numbers game, you're sadly mistaken. Instead, focus on getting to know people -- and get their cards as well. Quality is far more important than quantity. Make sure that you have made enough of a connection that people actually remember you when you call later or see them next time -- and remember you in a positive light.

3. Don't jump in with your offer. Instead focus on the other person, get to know more about them and their business. Start by building rapport and connections. Try and find ways that you can be of service or help them, make introductions and refer them if you can. Ultimately, just get to know them.

4. The hard sell is dead. If you want to chase away prospects, this is exactly how to do it. It's okay to talk about what you do or offer, the problems you solve and outcomes your clients get. Where you cross the line is when you assume what you do is what they need and start selling and pushing your product or service on them. If the person you're talking to is interested in your services - schedule a sales appointment. You'll be much more likely to make the sale once you've established a relationship.

5. When you follow up with people after networking events, don't start selling them. Again, develop the relationship by finding out more about them, seek to be of service and continue to build that relationship. If your follow up is by email - don't send a sales pitch. Instead reference a point in your conversation and offer them something of value - an informational article, resource link or introduction.

Keep thinking about ways to build "relationships" and be of service. You'll find your networking will start yielding more connections, friends, referrals and opportunities!

Love to hear your feedback on this one, and yes I know it's a bit of a schlep to register to do the feedback but once it's done it's done :--

Weekly feedback Question

Which one of the above mistakes are you currently making the most?

Ockert

The Miracle Man

Growing a small business is tough work. The sales function is a time consuming task with a constant need to fill your "sales funnel" with fresh, qualified prospects on a regular basis. Finding the best qualified leads from your business does not come from a cold contact situation but from building a strong referral business. Discover the benefits and 7 tactics to drive the referral marketing for your small business.

Referral Marketing Benefits

The business of referrals makes sense for most companies for the following reasons:

• Referral marketing reduces your sales expenses and sales cycle. With less time calling cold prospects, your small business can focus on customers and their circle of influence.
• Referrals can build your level of satisfied customers. The cycle self-perpetuates with more satisfied customers referring others to your company.
• Referrals increase your sales revenue. According to world-renowned sales trainer, Tom Hopkins, in "Sales Prospecting for Dummies"; your closing ratio for non-qualified leads is 10 percent versus a 60 percent close ratio with referred leads.

If the prospect of building the referral end of your business is so enticing, why do so few businesses do it? Because they use the wrong approach in building referrals and have limited success. To ensure your business is on track to building referrals, follow these 7 tips:

7 Sure-Fire Ways to Build Your Referral Business

1. Set A Target: In business, measure the results to improve performance. Set a clear goal with a time line. Example, 10% increase in referral business over the next 10 weeks.

2. Timing: Conventional sales wisdom claims the best time to ask for the referral is immediately after the close. This tactic is far too aggressive. Give your clients time to experience your service or product before asking for a referral. Ask for the referral at close only if your client is already delighted with your business.

3. Top 20: Not all customers are referral candidates. Find the top 20% that are ecstatic about your business and ask them for referrals. Make sure their network is the type of client you want.

4. Give and You'll Receive: Give your clients extra service and follow-up support before asking for referrals. When you give willingly to your customers, they will return the favor.

5. Type of Customer: Inform your referring clients of the type of customers you can help. Providing a clear picture of the customer demographics will help your referral marketing.

6. Rewards Program: Provide special rewards to your referring customers on a regular basis. If a customer provides you with 5 sales, offer them something special, e.g. discounts.

7. Thank-You: Lisa A. Maini, President of my Marketing Manager, recommends businesses need to establish trust to build referrals. Lisa says, "Create a basic thank you letter that can be personalized and sent to each referral you receive. Treat your referral sources with the utmost of care and you will not only build a foundation of trust but keep hot prospects coming to your door."

These tips are simple but when executed on a regular basis they can drive your referral business and build sales revenue. Start today and watch your referrals grow

Weekly feedback question:

# 1 Why do you think referral marketing makes sense?

# 2 which one of the seven tips do you have the greatest problem with?

Love to hear your feedback on this one

Ockert

.

I'ts July and hard to believe that the year is more than halfway over. Now is the perfect time to review how you've been doing and what it takes to achieve or even exceed your goals this year.

And one of the best ways to do that successfully is to arrange for some breathing space away from daily distractions. Create a winter retreat for yourself where you can reflect on the past as well as envision and plan for the second half of the year.

How much time should you take? Anywhere from a couple of hours to half a day, or maybe even all day if you can.

Take yourself to the beach (you wish :--), the park, or your favourite cafe. The only "rule" is that you need to "get out of the box" (or office) -- pick a place that puts you in a good mood and where you will enjoy spending some uniterrupted time. Be sure to bring your biz and marketing plans you created last December or January, pens and notebook, and maybe a laptop. and if you're not in a cafe or similar place, bring a picnic basket or snack as well.

Once you've settled in, relax and enjoy the scenery for a while. Let go of all the things on your "To Do List", the emails to answer, calls to make, etc. Be present. Then, start by reviewing the last six months.

You can begin by asking yourself a few general questions to get a sense of how things have been going.

Are you happy with what you accomplished so far? If you are happy, great. Focus on what's been working well and do more of that. Remember those two questions I have been going on and on.....? If you're less than happy or even disappointed, now is your chance to make the changes that will get you back on track.

Next, take out your goal statements and other planning tools that you created and used to plan out the year back in December or January. you did that, didn't you?

If you haven't, take an extra half hour and reflect om what you wanted to accomplish this year and write it down.

Then, go over each of the points and compare where you are now with where you were projecting you'd be. Are you on track? Have you accomplished what you planned?

Or are you way behind? No judgement. Leave the could of's and should of's. Just take down the facts so you know where you stand.

Now, get down to business.

Consider where you are now, decide what you want to achieve by December 31st, make a detailed list and think about what it will take to get you there.

How far do you have to go, and how are you going to get there?

• In which areas are you on track, and in which ones do have a lot of catching up to do?



• How are you doing in terms of revenue ... Profit? Are you on track, or are you falling short?



• Do you need more customers, or do you need to charge more?



• Are your expenses in line with sales or do they need to be reduced?



• Which clients have you lost, and which ones are new? See any trends?



• Has your gross profit shifted up or down?



• Have you brought on any new products or services? Do you need to?



• Do you have any passive revenue generating products? Do you need to create some?



• Are you working to many hours? .... or not enough?



• Do you have a plan or are you winging it?

How can you improve things?

Go down your list of goals and figure out what areas need more work, and where you are doing just fine.

Now comes the fun! Make a plan and schedule specific and track-able activities that will get you on the fast track to accomplishing your goals.

If you want different results than what you have, now is the time to make changes! To quote one of my favourite Albert Einstein quotes......



To finish your planning session, write a note to yourself a year from now, projecting what you will have accomplished by then. Finally, pat yourself on the back and treat yourself to a nice lunch or dinner before you head back to work.

If you're uncertain how to reach your sales target this year why not request a 60 - minute Business Strategy Session with me. I'd be pleased to help you access your marketing plan and get you on track to more success. To schedule your session simply drop me an email ockert@icon.co.za,

Talk to you again soon

I know it's a bit of a schlep to register on the blog to give feedback but it would be greatly appreciated if you do......give feedback I mean :-- Your feedback could just help somebody that's been having the same kind of problem

Are there specific areas that you have a problem with? Are there specific areas that you did have problems with and solved it? How did you do that?

Love to hear the feedback

Ockert
The Miracle Man

Network is about making connections. The more quality connections you make the better for your business. But making connections is a skill that some people find challenging. The good news is that it is a skill that's easily learned -- once you pay attention to it. Read on to find out more.

Prejudging people is one of the biggest mistakes you can make because it limits your success in making connections. Here are three things to watch out for.

1. Everyone you meet could be a possible connection

Yes. everyone! Even if you can't immediately figure out how they will fit. But take a little time and you'll find that there are many different types of possible connections: casual, formal, business, referral and networking connections -- and everyone of them can be valuable. Your goal is to find out where the people you meet will fit.

Of course if you're attending networking events in the hopes of finding a prospect or client, you're already of track and likely to be disappointed. Or maybe you're only looking for one or two of the possible types of connections, and if people don't fit, you don't see the point in connecting with them. Yet they might have led to a veritable goldmine of referrals down the line.

2. Find the positive.

Most people spot the negative first which is an even more disastrous networking mistake. Often the idea behind this "negative first" strategy is to eliminate people before you have spent (or "wasted") any of your precious time or energy on them. It's almost as if you're trying to find a reason to eliminate them so they can't move on to the next prospect

And we all make this mistake at one time or another. Maybe we don't like their voice, or the way they dress. Maybe they don't score very high on the physical attractiveness scale. Maybe they remind us of someone we don't like. No matter what it maybe, looking for the negative can be a huge barrier to connecting with them.

In fact, discounting people because there's something we don't like about them at first glance is a key factor when it comes to missed opportunities. And, we'll never know what we've missed out on.

This is a easy turn it around. Just look for the positive instead. In my networking seminars I say -- seek to be impressed by everyone you meet". After all, aren't we all impressive! Everyone has done something, knows someone, been somewhere I haven't. so in my conversations if I come seeking to be impressed -- looking for the positive, and set aside judgements it's a perfect combination for building connections.

3. Be careful how you read people

Here's a third way in which prejudging people can hurt your sales and networking efforts: we often misread people. Instead of jumping to conclusions, get curios! -- Start asking questions. The answers will help reveal their attitudes, their interests and much more, all of which can help you connect with them and potentially develop a referral partner, collaborator, friend or yes, maybe even a sale.

There's one key point that's needed to do all of the above: an open mind. Luckily, you'll quickly find that if you consistently work on finding people's good points and where they could fit into your network of connections, especially if you get curious and carefully listen to their answers,you'll find a wealth of opportunities and build the most valuable asset you could possibly have -- a connection

So post your comment below and let me know which one of the above mentioned are you struggling with the most?

If you have stumbled onto this blog please visit our website and download the book "Are you a Sales Zombie?" http://ockertmoller.com// it's yours "mahala" :--