The Right Way to Throw an Event

Four Easy to Implement Actions You Can Start Today to Double Your Check

Where are all your prospects??

Howdy Gang!!

I just wanted to give you some food for thought this morning.  I was on my way home from my free breakfast at Denny’s this morning (O.K.  I will say the chicken commercials during the Super Bowl really work) and I was thinking about where I could meet some new prospects or better yet where do my ideal prospects hang out.  This is a question I am asked all the time and I never really had the best answer……..until NOW!!  Remember that I like to do things a tiny bit different than most so when I look for people to network with I am always looking for new people, new situations and/or new ways to increase the number of people I have relationships with.  O.K. so let’s get back to my drive home from Denny’s. 

Let me first tell you that one of the groups I like to network with are sales people.  Why?  Because we are ALL in sales and these people have some amazing skills (the good ones anyways).  In my line of work I like to deal with professionals.  I like to work with super top notch quality people that actually have some people skills.  Another thing I look for in people is their level of Entrepreneurialism.  And then it HIT me like a ton of bricks!!  I got so excited it may just made my day, so I thought I would share it with you!! 

I will be taking a class at my local community college in sales!!  Now, I can hear it already so let me explain.  I am going where the people who I want to hear more about will be hanging out.  I know these people are being proactive in developing the skill of selling!!  It will be like shooting fish in a 55 gallon barrel!!  So let me give you another example.  If Realtors (by the way Realtor is only 2 syllables and I lost a HUGE sale because I use to say Real A Tor) are your best clients why not take a class with a bunch of them.  They HAVE to take continuing education classes so only the good ones try to maintain their licenses!!  Fish I tell you fish!!  If you sell makeup does it not stand to reason that a class teaching people how to become makeup artists might be a good place to start?  Who knows you may even learn something new about yourself or the products you sell. 

I gotta go get registered for some classes so I can start finding the fish!!  Happy networking!! 

P.S. Thank you in advance if you find enough value in this little post to hit the Retweet button on the top.  You ROCK!

For crying out loud, shell out the $3.49!

Hey Gang~~  Casey here with another super easy simple little thing you can do to increase your effectiveness in developing a long relationship with someone whom you just met.  This is so easy to do but also easy not to do.  I will also give you a real life example of how not doing this can make someone feel like they are of no value to your network.

 

O.K. Here is the deal.  The most valuable thing I have in my business is both time and knowledge.  As is the case with most professionals and especially Entrepreneurs.  I would like to tell you a little story of something that just happened to me this past week.  I had met this guy at a networking event and it was very clear TO HIM that I was a good candidate for his services AND I had the knowledge to help him improve his business on a massive scale.  He was pretty good about following up with me so I thought “hey, maybe he is someone good to know”.   He called and asked if I would meet him for a cup of coffee so he could “pick my brain”.  I tried to schedule the meeting outside of my own production hours but his calendar for whatever lame set of reasons would not permit it.  It is worth repeating at this point that I was the prospect AND the one whose pea brain was about to be “picked”.  So I reluctantly gave up a two hour block of top production time to meet this guy and listen to his pitch.

I show up at the coffee house on time and he is already there, sitting down and had already prepped the table for what I am sure he thought would be a lay down sale.  It was covered with a brochure, flip chart, samples and by far the most telling an application for his services.  Interestingly enough, he also had a coffee of some sort. (a fancy latte I believe).  When I walked up to he table and shook his hand, he did say how nice it was to see me and that he appreciated the time I took t come listen to his deal and have him “pick my brain”. Then he said the DEAL KILLER, “I’ll wait here if you want to go get yourself a coffee”. Really? No, I mean….Really?

Now, let me tell you what went through my head. I was about to give up valuable time AND be pitched AND be asked about how to improve his business and he was making me buy my own coffee?  Please understand, I can buy my own coffee but this guy was not thinking.  He came across as cheap and unthoughtful.  I went up and bought my iced soy latte (hint if we ever meet for coffee) and while I was at the counter I was telling the Barista about the situation. Even she chuckled.  Now, please understand something, it was NOT about the coffee.  It was about character!  He lost me before he started and in fact I told him this during our “picking” session.  I did tell him that he could have had a way higher chance of closing me if he had taken just $3.49 and offered to buy my iced soy latte!

I know this seems like a rant but there is a very valuable lesson here.  If you are prospecting and or selling something and even better meeting with someone who can help you build your business, you might want to think about the time, energy and resources you are sucking away from them and provide them some sort of value as well.  I would never expect someone to buy my coffee but I assure you by offering it does show you are a bit mindful.   This is a really long story with a short moral…….

For crying out loud, shell out the $3.49!!

Give someone an AWESOME day!

A 30 second way to build a relationship with someone you just met!

Howdy Gang~~

Casey here with a really simple yet VERY underutilized tool to continue building a relationship with someone you just met.  Look, here is the real deal.  How often do we go to an event where tons of business cards are being passed around and when you get home you have nothing but a handful of business cards and nothing to do?  It is amazing to me how many people still feel that they can just go pass out some cards and business is just going to flood their doorstep.  Well here is what I do and for some reason everyone thinks I’m smart (no comments from the peanut gallery please) because I love getting business cards at an event but I actually DO something with them, even if I have NO intention of ever talking with the nimrod. (I have no idea why, but I love the word nimrod!)

I want to get to know as many people as I can AND scout out the ones I want to do business with.  I do want people in my information loop and I choose to use social media sites as a great way to do this.  Note: I almost just went and deleted “nimrod” but then I smiled and just typed it again!  On my facebook page, I keep people up to date with what I am doing but also use it as a data mine for things and situations I can help others with in their businesses.  So, Are you ready for this thing that I do?

Easy: When I get home from every event I ALWAYS try to connect with the folks who were cool AND the NIMRODS on Facebook and twitter just to keep them in the loop.  It is free and you never know who they may know.  This sounds really easy to do but the reality is it is just as easy NOT to do.  This will increase your connections and everyone wins.  Now look, I am sure someone will say “yeah but why do you want to connect with nimrods?’ I don’t but they may be connected to someone I would like to know OR maybe they can introduce me to someone they have a relationship with. 

Bottom line, In order for you to increase your social currency you must build a reputation for helping people.  I run everyone I meet through Facebook right when I get home.  I may or may not leave a message but I am just looking to connect. 

Give me an awesome day and click on one of the little blue links to connect to a non nimrod!

How 69 cents can set you apart!

O.K. Casey here with another simple networking tip that will set you apart!  I learned this little trick from a friend of mine.  Here it goes.  Whenever you go to an event like a chamber mixer or a BNI meeting  and you have a place to set out cards.  Go buy a few card stands like the picture for .69 each and use them as a mini displays.  I always, o.k. sometimes when I remember, carry two of these in my bag.  I will usually set one up on the literature table and the other goes in front of my plate where I am eating.  There is just something that looks more professional when you have some kind of display. 

I know this does not seem like a huge thing, but remember it is all about the slight edge.  I will be posting some really easy things we can all do to make the networking experience a bit enjoyable and by enjoyable I mean PROFITABLE!! 

Now, a tiny favor. See the little tweet thingy in the upper right corner? We just added it today and it loaded all the posts with a big FAT goose egg!  If you use twitter, and ONLY if you liked this tip, can you hit it so I can see something other than a zero?

Give someone an AWESOME day!!

One (1) simple tip to help you increase your exposure at events!

Howdy Gang~~

Here is a simple tip to help you gain some FREE exposure at every networking event you attend.  Here it is.  Arrive early and instead of becoming just another attendee who is trying to hawk your products to a bunch of people not there to buy because they are hawking their stuff ACT like you are the Host of the event!

When I attend an event you will probably find me close to the front door being one of the first people to extend a friendly hand to welcome you to the event.  I will ask you several questions about you and your business and then grab you by your hand and introduce you to someone standing by themselves.  One of the reasons I do this is so I can have first crack at introducing you to the client of your dreams!  This is HUGE for me.  I make it a point at every event to introduce you to people I think you need to know.   Another benefit of acting like a host is, you will be seen as a leader and someone who others should know.  Usually I try and introduce potential clients to those who I am trying to land as clients as well.  Why you ask?  Because if I am trying to land you as a client AND I am introducing you to several new people at a specific event, I am doing the work for you and your business. This makes your job easier AND you have a higher likelihood of wanting to get to know me. 

Remember at your next event to act like an Ambassador for the event and NOT like a guest!  Try it and please let me know your results!!  Give someone an AWESOME day!!  Happy Networking.

Pick up the phone and tell someone you care!

Howdy Gang~~  Casey here again with another super cool little trick to build and maintain your client base.  I have been in the habit for many many years (O.K. only a few) of at least once a day picking up the phone or finding someone in my mobile to call and just check in or better yet tell them how much they mean to me.  One of the things I try to do always is put myself in the other persons shoes and see how I would feel.  Think about how you would feel if your insurance agent or your Realtor calld with no other agenda other than to tell you they value your freindship or business. 

There are many things you could do for another human being but I think picking up the phone to to say you care is one of the easiest and least expensive things you can do for someone else.  I know listening to your car radio on your way to work is super important but if you just take a name and number home with you and leave it in your car over night, you will not even have to think about who to call.    So as I write this I just thought of three people I can call right now to tell them Thank You for being a part of my life.  Funny thing, my friend Lance just called and I told him how much I value him.  I love making people feel good.  Sure beats the opposite!  Now after you leave a comment of who you value, give them a call!  Thank you for making someone else’s day!!!!!! 

The 4 words that can change your life!

Hey Gang~~ Casey here and I just wanted to share a tip with you that has changed my life forever and I wanted to share it with you out of the kindness of my own heart.  My money is made by networking and connecting people  so I would consider myself a dang good “connector”.  I am always looking to connect people with others who can help them with what they are looking for.  I learn from others and here is what I have learned.  Over my computer there is a piece of paper that has a simple four word phrase.  When I am not at my computer I never remember to ask it but when I am at my computer I ALWAYS ask the question “Who Do You Know?”  This is a question tat if you get into the habit of asking I PROMISE you will build your network. 

Just today, I was talking with a prospect who was clearly NOT interested in what I was wanting to share with him.  After he was done giving me all the reasons why my product was not a perfect match for him, I asked him who he knew ran a big nonprofit.  Turns out his best friend is a Founder of a MASSIVE nonprofit who would be without a doubt one of the best referrals EVER!  I have been trying to get into this nonprofit for literally years! Years people YEARS!  Always ask and you may just get exactly what you are looking for! 

Now, Who Do You Know??

Wow do you STINK!

Howdy Gang!  Casey here with a little story that happened to me at a recent trip to an evening Chamber of Commerce mixer.  Considering I write this blog called The Ideal Networker it is always amazing to me what I see out in the market place.  So let me set the scene.  When you arrived at this mixer you had to sign in at your table (it happened to be a multi Chamber Mixer) and then we were shown into the room where the event was held.  When I was led into the room I was quite literally ATACKED by a lady who said she has heard of me (I admit I was flattered at first) and wanted to “pick my brain” on networking.  That should have been my first clue but I am still a sucker after all! 

Let’s call her Sally (I don’t know why but Sally Struthers just popped into my head).  Sally pulled me over into a corner and proceeded to start her version of “picking” which quite literally meant asking me every question she could about how to get into my network.  Turn off #1.  Turn off #2 which is why I grabbed the picture of a skunk was that she was wearing so much perfume I think I still smell it and the event was last week!  By the way…….it STUNK like wet hair and nursing home!  Now, what she did not know was that I am seriously allergic to hideous smells and upon inhaling her stench I started coughing!  I could go on here but I won’t.  Here is the bottom line for those of you out in the networking scene.  PLEASE PLEASE PLEASE do not wear perfume, cologne, or anything with a strong odor.  It is repelling and can cause the person you are with quite literally choke to death. 

Now, to avoid her, I excused myself into the restaurant where I saw another friend who had the EXACT same comment!  We laughed for the next couple of hours and networked our butts off with the folks leaving the mixer while enjoying a frosty beer.  I hope you never have some one’s internal monologue saying “Wow, do you stink!”