Conversation is a Numbers Game

January 31, 2013 by Leave a Comment

AskLiz-MiamiI hope you had a great January! Short newsletter this week, but I wanted to let you in on a couple of things…

First, I would LOVE your help on a new video series I am launching called “Ask Liz Lynch.” After taking an extended hiatus from video, I’m now back in full force! I’ll be dipping into the mailbag of questions I get every day about how to build relationships effectively in person and online, and how to convert those relationships to revenues. It would be great to hear from you on any questions you have, or any ideas for questions you think I should cover.

Second, I wrote a new article all about the importance of conversations. If your business is not growing the way you’d like, you’re simply not talking to enough people.

To help you with that, my friend Wendy Weiss, the Queen of Cold Calling, is hosting a webinar next week on how to conduct successful prospecting conversations via the phone.

All this and more in the latest issue of Smart Networking Success.

I hope you enjoy it!

Filed Under: Marketing Yourself, Smart Networking Success Ezine, Videos & Audios Tagged With: , , ,

4 Ways to Be Well Armed for Growth

January 14, 2013 by Leave a Comment

oahmOne of the things I worried about when I left my cushy corporate job 12 years ago to start my own consulting firm was being able to balance the time required to serve clients and promote myself enough to attract new ones.

It seemed like there was an overwhelming number of things to do — launch a website, build a network, publish articles, and on and on. It was hard to know where to focus, what to do next and what would really work.

Of all the things you think you need, there are really four that matter most. Read about them in my newest article:

“4 Ways to Be Well Armed for Growth in 2013″

I hope you enjoy it!

Filed Under: Building Your Business, Marketing Yourself, Smart Networking Success Ezine, Success Principles Tagged With: , , , ,

Special TRAINING Call – November 28th, 2012

November 21, 2012 by Leave a Comment

 

“From Trusted Advisor to Thriving Rainmaker: 21st Century Strategies for Consultants, CPAs and Financial Planners”

Join me on Wednesday, November 28th at Noon ET (9am PT) when I’ll be revealing my strategies to help PROFESSIONAL SERVICES FIRMS build relationships that convert to revenues…

Are you getting clients online?

  • Only 15% of professional service firms generate at least 40% of their leads online, according to a study by the Hinge Research Institute.
  • However, those who do enjoy growth rates of almost 30 percentage points higher than their less active peers!

The data shows there’s tremendous untapped revenue potential for consultants, accountants and other service professionals willing to step out of their comfort zones and promote themselves online.

The small percentage of firms bold enough to embrace modern marketing methods and technologies receive a disproportionately larger share of loyal clients, prestigious assignments, and industry acclaim.

The remaining majority jockey for the leftovers, battle long sales cycles and cave to pricing pressures.

Which group are you in? Which do you want to be in?

If promoting yourself makes you nervous, that’s understandable. The tactics and techniques that work for consumer brands and other business providers may not be right for you. It’s vital that you preserve a professional, trustworthy image for the market you are trying to reach.

But doing nothing new and hoping that enough prospects will magically appear on your doorstep on their own is not the right strategy either. You’ve known this for some time, but have not known what to do about it.

I have the answer and I can’t wait to share it with you.

Join me on this special training call where I’ll be spilling the beans on:

  • The 6 things successful firms do to win more ideal clients and leave their competition in the dust
  • 5 critical gaps to overcome to sell more engagements
  • The #1 resource many professional service providers fail to maximize
  • Why your current clients may be killing your business…and what you MUST do about it NOW
  • My 3-part formula for converting relationships to revenues TODAY

Get ready for some tough talk and some bold solutions to your client acquisition challenges.

The first step: Register for the call. It’s absolutely FREE. Then watch your inbox for the call-in details.

To your networking success!
Liz Lynch

Filed Under: Blog Networking, Building Your Business, Social Networking Tagged With: , ,

8

August 10, 2012 by 1 Comment

 

Mark your calendars for our NEXT…
Smart Networking Shift call
WEDNESDAY, August 22, 2012
at 9am PST / 11am CST / Noon EST

Register for the LIVE call at:
http://smartnetworking.com/Dan

This month’s Shift…
“Raise the Level of Your Personal Performance and Get More Time Back In Your Day”

Wouldn’t it be great to face your work day with ease, deliver better-than-expected results, and have time to do all you need instead of constantly “fighting fires?”

Are you tired of unproductive meetings and wasteful processes?

Are you overwhelmed and missing important connections?

The key is to create systems for performing important tasks so you can achieve your goals while handling your day-to-day responsibilities.

That is why I invited Dan Markovitz of TimeBack Management to my next Smart Networking Shift call. Dan’s teachings improve individual and organizational performance through the application of “lean” concepts.

Join me as we discuss how you can master his TimeBack Management strategies and begin to get the results you know you have the potential to achieve.

In our conversation, you will learn tips to:

  • Develop more productive habits and eliminate time wasters
  • Set the stage for productive, results-driven meetings that your contacts, colleagues and customers will WANT to attend
  • Improve your workflow and incorporate powerful organizational techniques
  • Systematize your most important tasks so nothing falls through the cracks
  • Make your calendar your ally instead of your enemy

Learn to improve your effectiveness, find greater satisfaction, and increase returns – consistently!

To register for the call, go to: http://smartnetworking.com/Dan

All the best,
Liz

P.S. All episodes of Smart Networking Shift are FREE, but you MUST register to get the REPLAY information if you are unable to make the LIVE call.
http://smartnetworking.com/Dan

Filed Under: Success Principles, Teleseminars & Training Tagged With: , , ,

Drive-By Networking and Other Connection Disconnects

June 23, 2011 by Leave a Comment


In my weekly call last week with one of my mastermind groups, a colleague shared the results of a very successful meeting he had with a potential prospect. To celebrate his triumph, the group got into a discussion about the factors that led to the positive response he got, and one of the things we uncovered is that he didn’t bring a notebook to the meeting.
Now, for someone who likes to take notes, that idea seemed very foreign to me. But then I realized if I’m busy writing, I’m not listening. Or rather, I’m listening, but I’m not really listening.
In other words, when my eyes are looking down on my note pad, they’re not looking at the person — their facial expressions, the little gestures that hold so much more of the meaning of their words than the actual words themselves. And with my brain working to connect what I hear with what I write, I’m standing apart in my own world trying to meet my own objectives, rather than joining them fully in theirs.

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This got me thinking about other barriers we inadvertently put up when we try to make genuine connections and win people over whether in a sales call, networking event or other face-to-face meeting.
Take drive-by networking as an example…
Have you run across folks at networking events who seem more interested in handing out as many business cards as possible than having actual conversations? Is it just me, or is that the equivalent of them putting a flyer under the windshield of every car in the parking lot?
Filed Under: Networking Events, Success Principles Tagged With: , , , ,

“Monetize Your Expertise” Priority Notification

March 14, 2011 by Leave a Comment


After a big success at my first event last year, the Sun & Strategy Mastermind, I had so many people ask when I would do another one. So in December, I put down “host a LIVE event” as one of my goals for 2011 and developed the idea of a 3-day workshop where I would show entrepreneurs the strategies, tactics and business models to more effectively monetize their knowledge and expertise.

When I ran the idea past several folks in my network, it resonated immediately. Here’s the premise, let me know what you think:

Are you dying to expand beyond your limited dollars-for-hours business model and generate additional unlimited revenues and priceless marketing exposure through speaking and information products like books, ebooks, audio and video programs?

What about learning how to define and articulate your expertise in a more clear and compelling way to attract your ideal prospects and referrals, have them see your VALUE, and increase their desire to buy?

How about finding ways to get access to the right people, and know how to FOLLOW UP and keep the conversation moving forward?

And wouldn’t it be great to know the RIGHT mix of marketing and networking strategies that will work best for you, and develop a plan to help you prioritize your time, energy and focus?

What if…you knew exactly where to START and how to get it all done?

My goal for the three days is to share the systems, resources, tools and mindset that can help you take what you’re an expert in and what you do best, and make more money from it. I’d love to bring everything I’ve learned throughout my 18+ years of business strategy experience, relationship-building expertise and building my own business to help you put your own game plan together. 

The dates and location are set — May 12-14 in Philadelphia. We’re still finalizing specific details and have contracts to sign, but will be opening registration very soon. 

If you’d like to sign up for priority notification to learn more about the event and have an early opportunity to claim one of the limited seats, please fill out the form below and press “Submit”:









Name

Primary Email

How did you hear about this program?


(Please use your best email address that you check frequently. Your privacy is very important to us. We will never sell, rent or trade your information with another organization.)

Thanks for your interest! I’ll be keeping you posted, so please stay tuned! In the meantime, please leave your comments and let me know your thoughts on the preliminary agenda above, and any specifics of what else we’d need to include to make this experience as valuable for you as possible. Hope to see you there!

Thanks!
Filed Under: Marketing Yourself, Teleseminars & Training Tagged With: , , ,

Video Mini-Lesson: The Power of Positioning

March 6, 2011 by 3 Comments
I’ve been talking a lot about positioning this week for a course I started teaching, and it’s such a key component of making your marketing and your networking work, that I decided to put together a quick video to share some of the concepts.
It was also an opportunity to experiment with different teaching methods and this is my first attempt with video using Camtasia. I have to say that it was pretty intuitive and I’ll likely be doing more with it in the future.
What tools do you like to use to help get your point across? Please click here to leave comments and share your ideas. I’m always on the lookout for ways to do things smarter, faster, better. Thanks for your input!

Filed Under: Building Your Business, Marketing Yourself, Teleseminars & Training, Videos & Audios Tagged With: , , , , , ,

Productive Networking Conversations Part I: Making Initial Contact

February 9, 2011 by 1 Comment


 

Many people underestimate the power of preparation in maximizing their networking efforts. From researching the right event to attend, to preparing for the conversations they hope to have once they’re there, to how to follow up in the most effective way.

They just make it up as they go with meager results to show for it. And then,
ironically, they complain that, “networking doesn’t work.”

Whether you’re networking in person or trying to make connections online, it’s not about just being in the room, or putting up your profile. It’s about the quality of the interactions you have, and even more specifically, the quality of your CONVERSATIONS.

No relationship moves forward without words being exchanged. while some small talk can help break the ice and build initial rapport, you can’t stop there.

Before you start connecting with anybody, it’s important to think about strategic questions like:

  • Whom do I want to meet?
  • What’s the best way to meet them?
  • What’s the best way to introduce myself?
  • What do I want to convey?
  • What questions will I ask?

The difference between being a new contact that falls off their radar screen right away and one with potential staying power comes down to what you talk about. Light banter is all well and good, but it won’t move the needle. Not these days, not in our information-overloaded, multi-tasking society. 

If you don’t add value, you quickly become irrelevant. Moving the conversation forward adds value. Being authentically interested, listening actively, and asking questions lets the other person know there’s potential for a genuine relationship, and you’re not just trolling for business cards.

By the way, when I say “ask questions” I don’t mean questions like “How happy are you with your financial planner?” which has nothing to do with THEM, and everything to do with trying to ease your way into your sales pitch. Epic fail.

Instead, really get to know something about the person and what they do, and perhaps even why they do it. I LOVE talking to people about what they’re passionate about, how they got into it and where they hope to go from here.

Not only does that make networking much more enjoyable, I always end up learning something that’s helpful to me, and in turn, I may uncover an opportunity to help them. Now THAT’S productive!

Want to learn more secrets to purposeful, productive and profitable networking conversations? Join my free #conversationcall. Learn more at www.OneConversationAway.com.

 

 

Filed Under: Marketing Yourself, Monetize Your Expertise, Success Principles, Teleseminars & Training Tagged With: , ,

Referral Partnerships: Add More Value and More Clients

December 8, 2010 by Leave a Comment


Are you too focused on
trying to find clients one-by-one when you network that you completely miss the
people around you who can connect you to a whole big pool of them?

I’m talking about referral
partners, those whose businesses are naturally synergistic with yours. You
serve similar target audiences but in different ways. Your products and
services are complementary rather than competitive.

Some
good examples of this are:

  • Real
    estate agent, interior designer, landscape architect – when someone buys a
    house they might want to have it redone inside and/or outside.
  • Wedding
    planner, florist, caterer – when I got married 15 years ago, before the
    internet became so popular, that’s how I got recommendations. I found a cake
    baker I really liked and asked about the flowers she seen at other weddings.
  • Nutritionist,
    masseuse, personal trainer – someone who’s into their health, might REALLY be
    into their health and interested in eating better, working out more, etc.

Forming
referral partnerships with other businesses and service providers can help
connect you to people who can bring you a lot of new clients without your
having to do much work. Because potentially, everyone that they work with can
use your services too.

You
can create a steady source of new clients that come to you automatically from
your networking partners. You don’t have to spend so much time looking for
clients; they come to you. And in most cases they’re pre-sold on working with
you because of the strong recommendation from your referral partner.

Here’s
an example. If I were to meet an insurance agent at a networking event and they
were trying to convince me to set up a meeting with them to talk about my
insurance needs, I would probably blow them off. But, if my financial planner
said to me, “Go speak to this insurance agent, you really need to think about
this right now, here’s his card,” then I would do it. Because someone I already
trust and who knows my situation is suggesting that I do it.

Furthermore,
because your clients may be able to use your partners’ services too, when you
make referrals you add value to your clients’ lives by introducing them to
other resources that can help them.

You
move from being just a vendor who looks out just for himself, to a trusted
advisor who looks out for THEM and connects them to the best people.

One
of the key things I coach my clients to do is to start building what I call, a “web
of contacts” thinking bigger and broader about their connection strategy and
who they should network with. And we spend an entire module on this in the
Smart Networking System home study course. It’s THAT important.

Have
your target client in mind, but put your focus on people and professions who
can easily connect you to that client. What kinds of professions can you
develop referral partnerships with? Where is your service a natural fit with theirs, and where their clients have a good chance of needing what you provide? 

Spend
some time this week really thinking strategically about your web of contacts
and how to change those from lots of tiny threads that are hard to hold
together, into big, thick strands leading you to big pools of potential clients
for your business.

Strategic
relationships like referral partnerships are what really help your business
grow. You start to think bigger about how your relationships can help you, how
you can help them, and how to create win-wins.

People
don’t help you just to be nice. It’s great when they do, take it where you can
get it, but you’ll get the most help and the most valuable help from those who will
benefit as much as you will.

© 2010 Liz Lynch. All Rights Reserved

Want to use this article on your website, blog or ezine? No problem! But here is what you MUST include:

“Liz Lynch, business development strategist and author of ‘Smart Networking: Attract a Following In Person and Online,’ teaches entrepreneurs and professionals how to get 24/7 networking results WITHOUT the 24/7 effort. Get her Smart Networking Toolkit atwww.SmartNetworking.com.” 


Filed Under: Building Your Business, Targeting Your Audience Tagged With: , ,

Plug Into the Power of Existing Connections

November 29, 2010 by Leave a Comment



21099431.jpg

Before anyone will
help you – give you a referral, partner with you on a project, whatever it is
you need – they have to know, like and trust you.

You already have a
big head start with existing contacts — people you’ve worked with before, have gone to
school with, live near, served on a charity organization with, etc – but sometimes we’re so focused on making new connections that we
take for granted this rich resource that’s already in our grasp.

Rekindling those
connections is
like plugging into an electrical socket. The current is there, the energy is
flowing somewhere behind the wall, but unless you have a way to get to it, you
can’t tap into the power.

If you’ve read “Smart
Networking” you know that the very first networking event that I attended as an
entrepreneur, I ran out of the room after 5 minutes. 

After
I failed so miserably meeting total strangers at events, I took a step back and
decided to re-start my networking efforts with people I already knew. I sat
down with about a dozen former co-workers, bosses, and classmates to have
coffee with them, find out what they were doing in their careers and
businesses, and let them know that I had left corporate America and was now an
independent consultant. 

I
didn’t ask them to hire me. I didn’t ask them if they knew anyone looking for a
strategy consultant, I just focused on reestablishing the relationship. But of
course, through the conversation we had, they got a good idea of what my focus
was and what I was looking for. 

From
those dozen meetings, I filled up my practice for the next two years. Some of my
contacts hired me directly. They already knew my work and knew they liked
working with me, so if they had a need, I was the obvious choice.

Some
referred me to others in their network sometimes even 6-12 months later. They
were speaking to someone they knew who mentioned they needed help, and I got
the referral. If my contacts didn’t know I was doing this kind of work, they would
have recommended someone else.

I
guarantee that there are folks you know that you’ve forgotten about who can be
tremendously helpful to you. To rekindle the connection, first take deliberate
inventory and then take focused action:

1)
Write down every job you’ve had, every school you’ve attended, every networking
group you’ve been involved with, and every community organization you’ve
belonged to in the last 10 years.

2)
Make a list of at least 50 people you haven’t spoken to in a while, focusing on
those with whom you had a solid relationship. This will be the foundation of
your reconnection strategy for the next 12 months.

3)
Find as many of them as you can on LinkedIn and invite them to connect with
you, following the advice in my post on the best way to write a LinkedIn
invitation. LinkedIn is perfect for getting back on someone’s radar screen in
an unobtrusive way. You’re not asking for anything, you just want to reconnect.

4)
For those with whom you’re already connected on LinkedIn, read through their
profile to find out what they’re currently doing. Start a conversation. Comment
on their status update, answer a question they posted, or send a brief message.

“Hi
John, it’s been a while, but I was browsing through LinkedIn and noticed that
you’re working with ABC company. I’m at XYZ & Co., now and thought it would
be great to catch up and see if we can help each other in some way.”

5)
Plan to get together with at least one person each week. While catching up by
phone saves time, it doesn’t have the impact of a face-to-face meeting over
coffee or lunch, where you can be totally present with each other and not be
tempted to multi-task with email and web surfing.

6)
Leverage your time even more by organizing a group meeting. Invite 2-3 of your
contacts to a group lunch or after-work drinks. Not only will you be able to
reconnect with each one in a productive way, but you’ll also create an
opportunity for them to reconnect with each other.

7)
At your meeting, ask questions and show genuine interest in understanding their
current situation and needs. Listen for opportunities to connect them to
resources or contacts that can help them.

8)
Be prepared to explain what you’re doing in a clear and concise way. If people
can’t understand what you do, they won’t be able to help you. A confused mind
takes no action.

9)
Send a follow up email after the meeting. Forward any info you promised you’d
send. Reiterate that you’d like to stay in touch and would be happy to help
them in any way you can.

While
not every interaction will generate new business for you, learning this process
of contacting, meeting and following up with existing contacts will improve
those relationships, open up a strong line of communication, and increase your
comfort and skill level in building meaningful new connections.


© 2010 Liz Lynch. All Rights Reserved


Want to use this article on your website, blog
or ezine? No problem! But here is what you MUST include:

“Liz Lynch, business development
strategist and author of ‘Smart Networking: Attract a Following In Person and
Online,’ teaches entrepreneurs and professionals how to get 24/7 networking
results WITHOUT the 24/7 effort. Get her Smart Networking Toolkit at www.SmartNetworking.com.” 


Filed Under: Building Your Business, LinkedIn, Reactivating Contacts Tagged With: , ,
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