Networking- The 30 Sec Commercial

Sometimes when you offer a service, it is difficult to explain or describe exactly what it is that you do.

For example, if you say you are a Business Coach.  What exactly does that mean?  What do you really do!

The Key Step here is to:  

Give an example of how you have helped a client.

One of the main purposes of a good, effective 30-Second Commercial is to be able to relay in layman’s terms:

1.  What it is that you do for a living?

2.  Who is your target market?

3.  Why should someone be interested in what you have to sell–your value proposition?

When you give that commercial, you want those in ear-shot to be able to tell other people what you do and to be able to explain it enough so there could or might be some interest generated that would result in a one-on-one meeting or introduction.

Always keep in mind to speak in layman’s terms and to give examples of how you have solved a problem.

Peggy P. Edge (c), 2014

Business Networking – Do you have a Plan?

So many times over the 15 years that I have been involved in my local B2B networking group, I have seen people come and go never understanding exactly what they are doing there or why there are there.  The main reason is they have not created an action plan or road-map.

Just like any good sales plan, you should also have a detailed plan for your business networking activities.

Here are a few pointers that your plan must include:

Basic Membership Requirements: Include not only dollars/cents but also the soft costs too, like time investment.

Dues and Meals:  These dues could be national, state and/or local.  Don’t forget to include the price of the meal in your hard costs.

Attendance:  Check this out because most groups require a certain percentage of attendance in order to maintain membership.

Leads/Referrals or Guests:  Some organizations require that you bring leads each session.  Do you have the connections to be able to do this?  What about guests?  Are you required to help bring in new members?

Soft costs:  Time to be a participant…do you have to conduct one-to-one meetings with members on a regular basis?  Do you have the time in your schedule to do this?  If not, then you might look at another group that does not require as stringent outside requirements.

Other soft costs:  time to get to/from meetings plus the time at the meeting.  Most networking groups meet for 1-1/2 hours, can you commit that that much time away from your office?

Offerings and Expectations:  Most people go to networking groups to “get leads.”  Some organizations forbid members to solicit business.  Do you know what the requirements are with regard to asking others for business?

In addition, your plan must include a detailed outline of your offerings and expectations.  What do you have to offer to the group…in leadership capabilities, mentoring of younger or inexperienced members?  Then, what are your expectations from the group…are you looking for some mentoring yourself or help developing a sales pipeline?

Agenda for meetings:  Once you have all of your costs figured out and you are ready to get involved, don’t forget that you should also have an agenda for each meeting that you attend.  Otherwise, you are just going for the social interaction.

Make a list of all of the elements involved in being a member of each group that you belong and put some dollar figures there to see if it is really worth your time to join a particular group or organization.

By creating a detailed Road-Map for your business networking activities, you can determine which groups best fit your overall sales action plan.

Peggy P. Edge © 2014 (Excerpt from Book:  5 Key Steps to Effective Business Networking, Peggy P. Edge © 2012)

Core Strengths – do you know what yours are?

Recently I took the Clifton Strengthsfinder(tm) test to determine what my core strengths are.  This test is absolutely amazing in that it can pinpoint who I am and what I’m all about.

I have known for years that I’d rather eat barbed wire than do anything related to accounting.  Although in my business, quite often I am required to look at the bottom-line numbers of my company, however, this is the least favorite thing on my “to-do” list.

Give me a widget to sell; sign me up to work the booth at a trade show; show me a new product that solves some problem and let my creative juices start to figure out ideas on how to market and I’m in my element.

So why was I so surprised at what the test results showed?  Well blow me over I don’t know.  What I do know is that I doubt there is anyone who knows me even slightly will disagree as to what the test results revealed about who I am.

The test results labels me is a “Passionistas” ™!  Ok, what does that really mean?  The formal or technical answers are:

• • Purpose driven–intrinsically motivated by my passion.
  • Warm, approachable and externally-focused.
  • Love leading others to action.
  • Personal and organizational mission statements are important to me.
  • Critical that I use my talents daily and love what I am doing.
  • Team-oriented–add gusto to any group!

What does this really mean in real down-to-earth terms:

• • I love to have fun.  If it ain’t fun, let’s find something else that is!  This why my friends refer to me as “Wild Woman”!
  • I make friends easily.  Well why not, I can clearly say, I never meet a stranger.  After all, Momma said I would talk to a sign post!
  • I explain things in story form.  Did you know that when I was 9 years old, …..happened to me and so, on and so on.
  • I want everyone in the room, on the block, in the building to come to the party.  We can’t leave anyone out.  Being an only child made me this way.  I had to go find friends because I didn’t have brothers or sisters to play with.  Now you know…I was deprived.  That’s why I married someone who is the oldest of 15 kids!  Really!
  • I am full of ideas.  Well that explains my sewing room with a zillion projects in various stages of completion.  Yes, that is because about the time I come up with one idea to make something pretty, I will start thinking of 5 other things I could make in the next hour.

So you see, if they had just asked me about me rather than me having to take a test to find out who I am, I could have told them all about me!

Peggy P. Edge (c) 2013