Category Archives: enhance your ability
Hi how may I help you? What can I do for you? What do you need? How can I help get it for you?
These are precious words that produce result when you are networking. Networking is not about you it is about your customers and those that are around and surround you. Networking will give you superior results while increasing the people in your referral partnership funnel. The larger the funnel the more opportunity to help another person grow whether it is growing financially or with getting things accomplished.
Whenever I meet people who are networking I am blown away that roughly less than half of those involved in networking get it. What is more alarming is many of these people have networked for years and still do not get it. What is repeated over and over is what another person has taught them versus discovering what networking is across the board. Just like everything else one size does not fit all and you need assistance to learn how to become an effective networker that produces amazing results and return on your customers investments while at the same time you are enjoying a return on your investment.
In any business growth is related to a business plan. The business plan is a map and roadway to where you want to get and how you will get there. The plan at times will have alterations due to changes that will need assistance with change facilitation. Networking requires a plan. The plan must be specific and have the same goals, time limits, and implementation of your plan to get where you need. Just like real estate location, location, and location, this is determined by how you position yourself.
One of the awesome goals that you the troubled networker must do is have the ability to recognize a potential gift to your referral partners and or your customers. There must be a way to educate referral partners to teach you/me how to identify a potential prospect and turn them into a warm lead to hot friend. Then the referral partner must teach us how we can gradually move the conversation towards why they do what they do how they do it and finally what they do. This must accompany a way to move from what you are doing to your referral partners. With 30 or more referral partners adds a greater degree of difficulty to make sure your sphere of influenced is represented.
When I have the opportunity to meet with a referral partner I ask quite a few questions. For me this is just like a sales call. I am amazed at the sheer amount of people who do not possess a real working plan with their networking. 1 of the questions I ask is: what is your purpose with networking? Typically the response has no purpose or plan and is a huge” I want to grow my business”. This is a wide broad based paint brush. I will point out a customer that has already been to 6 of your competition and ask is that a good person to help grow your business? Frequently they will say of course not but I thought you said you wanted to grow your business? It is time to rethink how you want to grow your business and develop a specific plan that will work to get you there other than a guess and a prayer to grow the business.
Recently a buddy of a referral partner sat up and said I do not want your business I want the people you know. Dah who else would you want and are you 100% sure of that message? Remember I knew that person that wasted 6 of your competitions time. Do you still want everyone I know? GET A PLAN! It is time to stop repeating what someone has taught you in a seminar and do a little research and discover a brand new day and world that has true growth. Decide today and determine what your purpose is and then place a plan in action to deliver the results you deserve.
Now that you have a real plan in place other than a pipe dream of growing your business it is time to determine the best possible partners. When I first started to network I did a lot of observing. The first 6 months I did not get involved with many networking groups but stood on the sidelines. I watched those who were good at networking. This is what worked for me and your educational process might be different.
Do not be fooled by a popularity contest. It gets confusing as you see people that seem to stand out among the group. They look like the social butterfly moving from one group to another smiling and laughing. Let us call this one the spotlight grabber. Being the hit of the party is just that the hit of the party and usually little substance concerning referrals. The 2nd person you will notice is the networker that has a strong feeling of belonging to a group and being an important spoke in the wheel. They will be around the leaders of the networking organization. Typically these people will receive referrals yet hardly give quality referrals.
The spotlight grabber when giving referrals will take a long time showing off their few referrals in order to make a dramatic entrance with those referrals. The “Belonger” networker will give referrals that do not pan out in order to be recognized for the number of referrals they give. Typically networkers are rewarded and recognized by the number of referrals they give. Standing up to say they have given x amount of referrals. The type referrals are of tasks that are not necessary and the referral party is not expecting you to call or visit. These two types are time wasters for you.
I understand that it is extremely difficult to master the different events that surround your life. However if you are making a plan to grow and work your business you should have interest in mastering that plan. Mastering the plan is not receiving only 1 source to gain your information. Whenever your education background is limited to 1 source you will discover your resources to be limited and not able to adapt to different situations that confront you when it is outside your area of expertise and comfort zone.
With each networking event there is a beneficial opportunity to enhance advantages to the networkers and you. You just need to take the time to educate yourself and implement the strategies that are present. Our job is to become aware of the opportunities.
Hi how may I help you? What can I do for you? What do you need? How can I help get it for you?
Practice Better Business
What Construction Service Industry Questions are you Asking your Customers?
Most of us are old enough to know better yet seem to struggle with discovering the right words to say and the right questions to ask. Then a question is asked: what are the right questions to ask? What weight should the customer’s statements hold deciding the type question you should ask? How can you determine and set the attitude and expectation customers have of you and your company?
What leeway should a customer have when engaging you? What if they are waiting to bait you? How should you act or react? Why do you react the way you do now to customer statements? Why do you believe they should not act out or misbehave? Who has said a customer must be on their best behavior? It is time to start thinking outside the box and understanding the customer has had all types of service providers in the past. The reason you must build trust and respect us due to those very same exact past experiences.
Some people think passiveness is a sign of weakness. I say kindness is a very assertive activity that has the inclination to force angry and mean people to submit and surrender their anger to calmness that begs to suppress chaos for remedies. Generosity has a way of removing animosity and replaces it with an eagerness to participate and provide solutions that are viable. When we give it freely it increases the chances to receive in return. Whenever I have witnessed 2 people extremely angry and maintained that anger it can turn into something volatile quickly. However when 1 person is in turmoil and the other is in constant calmness a comforting effect that is seeking a cheerful resolution overwhelms the offsetting behavior. Just a smile when speaking can create a vision of joy. Niceness is an attractive trait that is contagious.
The customer’s mood will dictate the type questions and their starting behavior. Stop thinking the customer is attacking you. They do not know you well enough to know your attitude and altitude. Stop thinking the customer is devaluing and berating you. It is time to change the customer’s expectation and show them a different point of view by bringing them to this new area that will give them different results. You need to remove yourself from the self-zone and open that comfort area to a place where you are not finished due to the place your mind has traveled and deposited money into the parking meter. It is time to focus on where you are going and not where someone has led you. You must create an action in order for both you and the customer to move forward.
What type of questions should you ask to gain control over the situation in addition to the smile? How about inquiring questions? Questions that ask the customer to freely give information that gives you the ability to regain their passion and composure then for you to discover the explanation of what is bothering him or her. The questions asked should demand a sacrifice and surrender of yours and their free will and to answer basic questions that examine how each of you feel, where this feeling came from and how you can align a solution to their feelings.
Another area I am conferring and parleying to the service provider is to surrender their free will giving up the combative approach of disarming the customer by might is right philosophy. Might is right will not define who or what is right or correct. Might, will define who is stronger with a routine or set of guidelines that gives you unfair advantage and strength to overcome an opponent that does not have a system to follow. Knocking down something that you have built has never been a great equalizer. It does show that you do not have control over your own emotion and no longer have the ability to control your business acumen.
The questions to ask are to disarm the customer. They are designed to engage and attract a picturesque response and reaction from the customer to guide them to a positive stimulant that demands movement to act to an ownership situation. Try to design questions that draw a belief from the customer. Then discover where this belief sowed its seed. Is it something that came from something they have done in the past, is it something they have heard or is it something they have seen? Then align the solution in a question that includes their belief.
Did your customer have the ability to pick this out themselves? Would they like to it out? Is this something they would like to do now or in the future? What is it they like about their current product that would keep them from replacing it now? What is it they would like to see different that they would like to see now? How is this product presently used? How else could this or another product be more useful to him or her? How can you influence your customer?
What must you do to change your position? You must discover your comfort zone and then expand that area. When you live inside an area you cannot grow that area. You’re stuck rotating in a vicious circle that has you turning round and round without gaining ground. No one questions the routine so it stays and you keep plodding through one step at a time. It worked before and it is still working to a degree or it has been steadily losing ground.
This change must be followed by an action that will include changing your source of information. Stop implementing old procedures that are no longer working or viable. Find a new source and frequently this means leaving old trusted advisors behind to seek new ideas that have evolved over time that are fresh and relate to this time. By discovering a new source you now have the ability to replace old thought with new thoughts. Before something new can work it is essential to replace those thoughts with new thoughts. Prior to discovering a new source and replacing your thoughts new thoughts must be programed into a plan and then implement the plan.
The concepts of sales have remained the same. You must have a discovery or a needs analysis. I call this information gathering time. You must be able to provide a product and service to the customer. You must be able to convey to the customer that you have the right product and services. Then you must influence the customer to make the right choice to use you and your solution. This is the basic to selling. The thing that has changed is how you sell, communication, medium to get your message across. You must earn the right to do business with customers today.
Now go make a decision to move forward today. You expect the customer to make the right decision. It is time you start making the correct decision. The unknown is not to be feared but to be explored. Open your mind to others ways of doing business. Just because you have been doing this for years does not mean there is not a better way. Decide to create an action that will have you moving forward. Become like a musical instrument that plays different notes together in chords that are in perfect harmony