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Added for You - Work an Event, Not Just a Room
Whilst tests measuring the creative or innovative personality exist, there are a number of inherent flaws. Some are noted below:a) Whether a creative or innovative type exists at all is highly contentious. Creativity can be defined as problem identification and idea generation – universal abilities. Creativity can be defined as producing a number of ideas, a number of diverse ideas and a number of novel ideas – universal abilities. Traits are not stable or transferable across situations. Motivation is a critical factor.b) Due to the numerous relevant definitions of creativity and innovation, it is clear that a number of differing and distinct competencies are involved. It is unlikely (or rare) that all competencies are present in single individual.c) Creativity is a cognitive process and case dependent. Not all people produce equal quantities of ideas across tasks and, importantly, the same people do not produce equal quantities of ideas across tasks.d) Too many assumptions are made. Some have been indicated : the assumption that creativity and innovation are stable and transferable across situations ; motivation and competencies
The goal of the body is to find a commonality. Have your “ask-for” questions prepared so that you can determine quickly if you wish to pursue building a relationship. Equally important are your “listen-for” answers, again, so you can determine if you wish to move to another level.
The conclusion ends the interaction, and for some it is as hard as starting a conservation. Plan endings just as you plan initial words. This helps you politely end one encounter and move on to the next. The person you are speaking with is probably eager to move on, too.
Good times to end a conversation include when:
1. About 10 minutes have elapsed (you’ll get a feel for
this.
2. The other person’s eyes noticeably begin wandering
3. Others shift their stance away from you
4. Someone glances at his/her watch
5. Feedback is “interesting,” “hmmm,” “really,”
in a montone.
Say good-bye to everyone you met. Keep it short, upbeat and positive, and always use the person’s first name.
What to do After the Event
You will immediately stand out if you do what you promised. This is what separates those with integrity from those who merely say they will do something.
While there are myriad ways to store your information and follow-up methods, what is mo
If you want to be more successful in any area of your life, and especially if you're into wealth building, then there is one single step you MUST take before anything else.Nothing can affect any kind of positive change on your success or wealth building journey until and unless this step is taken first.Recently I came across the best written example I've ever seen that emphasizes the importance of this crucial concept.I don't know who originally wrote it, but I found it in a great book called 'The PowerMind System'.It's a poem called, "It's Your Fault":---------------------------------------If you hate your job and you DECIDE to stay there, it's your fault.If someone offers you a better job, but it requires you to move to another city, it's your fault.If you DECIDE to save no money during your working lifetime, winding up broke and embarrassed at age 65, dependent on charities for survival, it's your fault.If you DECIDE not to study or read in your chosen field and find yourself never rising above mere mediocrity, it's your fault.If you DECIDE to spend more money than
Most organizations provide opportunities for connections to occur rather than making the connections. While organizations need to shoulder the responsibility for offering creative and multiple venues locally and nationally, members also need to take more control of their destiny. They need to learn to network strategically rather than just network. Most people like to step up to the plate when they get to the room (and sometimes strike out!) rather than doing all the preparation involved in a planned approach to this vital art.
Working an event entails knowing what to do beforehand, how to work it once you get there and what to do afterwards. We’ll examine each more carefully after we look at what networking is.
What is networking?
Networking is an active, dynamic process that links people into mutually beneficial relationships. It is planting seeds. A sale is harvesting. The more fertile the ground in which you plant your seeds, the more likely you are to reap a good crop.
What to do Before the Event
An element that is key to all your relationship building is to make a plan! Word-of-mouth is the most successful marketing tool, which means networking needs to be part of your written marketing plan. Once you have an overall plan, it can be a first step in choosing any events to attend. Answer questions like:
What is the focus of your business or career?
1. What do you do?
2. What would you like to do?
3. Are you satisfied with your job?
4. Do you want to move laterally, get promoted,
change jobs? Stay where you are geographically?
Who is your target market?
1. Describe them specifically.
2. When, why, where, how do they buy?
3. Where can you meet them?
4. What organizations/clubs do they join?
5. What conferences do they attend?
6. Whom do you know who knows them?
Prepare yourself.
Your “practice sessions” help make sure you are ready for the real thing: the room.
1. Become a Student of Impression Management.
Know what impression you want to create and how to create it. People decide 10 things about you within 10 seconds of seeing you. It is based on your image, a combination of your appearance and behavior. Every color you wear sends a message. Decide what you want it to be. Authority, responsibility and knowledge? Then, wear navy blue. Successful? Then wear darker gray. Dependable, practical, stable – brown. Intuitive, regal, spiritual – purple. Powerful, dignified, sophisticated – black. While black is the most slimming color, it also can be too powerful for some situations.
Is the event business casual or formal business? Whatever the answer, remember that a suit jacket with long sleeves, slightly padded shoulders and a collar make you look one-third more powerful.
Body language is another key element that speaks before you say anything. Your posture can bespeak confidence or the lack thereof. Learn the meaning of the seven standard handshakes, and how to react to them. Eye contact needs to be steady without being too piercing or too weak. A good rule of thumb is to maintain it at least 80 percent of the time. You can look down or away in thought; however, you need to return to the subject relatively quickly before you appear to be uninterested.
2. Prepare a Powerful, Benefit-laden Verbal Business Card.
You want your all-important introductory words to intrigue people while at the same time inform them about what you do. They must be laden with benefits. People are most interested in how what you do affects or helps them. This is not the same thing as an elevator speech, which is 30-60 seconds long. This one is about 10-15 seconds. That’s all the longer you have to grab someone’s attention. It is also the length of time that is proper for you to speak before giving someone else a chance.
Make sure to include active verbs, the most powerful words in the English language. For example:
I am Lillian Bjorseth, and I help entrepreneurs
through Fortune 500 employees increase their comfort
level with meeting people and get along better with
others.
Notice I did not say I am a speaker, trainer, author, etc. Those words generally cause people to think, “So what.” Make yours elicit the question, “How?” That’s when you can launch into all the things you are itching to say.
3. Know Your Relationship-building Strengths and Limitations.
Use a behavioral tool such as DISC to analyze yourself in the networking arena. Even more importantly, learn to read others so you can network in their style and quickly help them feel comfortable.
If you are naturally confident like the Dauntless style and have a powerful stance, handshake and eye contact, ease up a little, lest you overwhelm others. Indefatigables, curb your natural enthusiasm and desire to do almost all the talking. You’ll benefit more from listening more.
Supportive networkers, push your comfort level, and talk with three or four people, rather than just the one who makes you feel safe. And, for those of you with a Careful style, be less stoic and react more. People may think you are aloof, don’t care and don’t want to be bothered with small talk, and therefore, relationship building in general.
What to do at the Event
Now, it’s time to “preach” what you have been practicing. Even people who understand the value of networking may have trouble getting over the first hurdle: walking into a room and feeling as if they fit. Some feel this way every time a conversation ends, and they need to start the process anew.
One helpful hint is to arrive early. This allows you to meet key people. Be respectful of their time, as they often have much to do at the last minute. Shake hands, make a good impression and move on.
Arriving early also gives you an opportunity to choose the right seat, get the best exposure for your materials if there is such a table, meet others in a less frenzied atmosphere, relax and adjust in the moment and eat. Since it is impolite to speak while eating and you want your hands free, don’t walk around with a plate in one hand and a beverage in the other. Especially risky is to hold a cold beverage in your right hand and then transfer it to the left to shake someone’s hand. Brrrr!
Another hint is to think of attendees as guests in your home. Act like a host rather than a guest. Approach people rather than waiting to be approached. It’s amazing how much warmer and friendlier events seem to be when you practice that method.
My 10-Minute Rule for Working a Room breaks down into an introduction, body and conclusion. The introduction is for small talk (a misnomer since this lays the foundation for the rest of the conversation) and possible business card exchange. Remember business card etiquette: If you want someone to have your card, ask them for theirs first. If they do not ask you in return, deliberate before giving them one.
The goal of the body is to find a commonality. Have your “ask-for” questions prepared so that you can determine quickly if you wish to pursue building a relationship. Equally important are your “listen-for” answers, again, so you can determine if you wish to move to another level.
The conclusion ends the interaction, and for some it is as hard as starting a conservation. Plan endings just as you plan initial words. This helps you politely end one encounter and move on to the next. The person you are speaking with is probably eager to move on, too.
Good times to end a conversation include when:
1. About 10 minutes have elapsed (you’ll get a feel for
this.
2. The other person’s eyes noticeably begin wandering
3. Others shift their stance away from you
4. Someone glances at his/her watch
5. Feedback is “interesting,” “hmmm,” “really,”
in a montone.
Say good-bye to everyone you met. Keep it short, upbeat and positive, and always use the person’s first name.
What to do After the Event
You will immediately stand out if you do what you promised. This is what separates those with integrity from those who merely say they will do something.
While there are myriad ways to store your information and follow-up methods, what is mos
Pop-up retailing has been around for some time now but many retail companies are yet to realize its full potential. First recognized and named by Springwise.com, the concept of pop-up retailing is to introduce a product in a temporary location for a short duration, generate a buzz from its innovative location and limited product line. It essentially makes use of the short life span of the fashion cycle by maximizing the buzz about a product with a ‘get it while it lasts’ attitude.Pop-up retail outlets give a more of a touch and feel experience, especially to non-traditional products of etailers and dot-com companies like Song and eBay. Pop-up retailing is especially suited to fashion forward retailers, where the lifecycle of a product is very short. By taking their product to the consumers, these retailers are increasing their customer base as well as generating an enormous amount of publicity.Pop-up retail outfits need to be managed very efficiently as they are in place for a shorter time than traditional retailers are. Pop-up’s operate usually for anywhere between 3 months to 3 days and their Location is of course the key factor in
change jobs? Stay where you are geographically?
Who is your target market?
1. Describe them specifically.
2. When, why, where, how do they buy?
3. Where can you meet them?
4. What organizations/clubs do they join?
5. What conferences do they attend?
6. Whom do you know who knows them?
Prepare yourself.
Your “practice sessions” help make sure you are ready for the real thing: the room.
1. Become a Student of Impression Management.
Know what impression you want to create and how to create it. People decide 10 things about you within 10 seconds of seeing you. It is based on your image, a combination of your appearance and behavior. Every color you wear sends a message. Decide what you want it to be. Authority, responsibility and knowledge? Then, wear navy blue. Successful? Then wear darker gray. Dependable, practical, stable – brown. Intuitive, regal, spiritual – purple. Powerful, dignified, sophisticated – black. While black is the most slimming color, it also can be too powerful for some situations.
Is the event business casual or formal business? Whatever the answer, remember that a suit jacket with long sleeves, slightly padded shoulders and a collar make you look one-third more powerful.
Body language is another key element that speaks before you say anything. Your posture can bespeak confidence or the lack thereof. Learn the meaning of the seven standard handshakes, and how to react to them. Eye contact needs to be steady without being too piercing or too weak. A good rule of thumb is to maintain it at least 80 percent of the time. You can look down or away in thought; however, you need to return to the subject relatively quickly before you appear to be uninterested.
2. Prepare a Powerful, Benefit-laden Verbal Business Card.
You want your all-important introductory words to intrigue people while at the same time inform them about what you do. They must be laden with benefits. People are most interested in how what you do affects or helps them. This is not the same thing as an elevator speech, which is 30-60 seconds long. This one is about 10-15 seconds. That’s all the longer you have to grab someone’s attention. It is also the length of time that is proper for you to speak before giving someone else a chance.
Make sure to include active verbs, the most powerful words in the English language. For example:
I am Lillian Bjorseth, and I help entrepreneurs
through Fortune 500 employees increase their comfort
level with meeting people and get along better with
others.
Notice I did not say I am a speaker, trainer, author, etc. Those words generally cause people to think, “So what.” Make yours elicit the question, “How?” That’s when you can launch into all the things you are itching to say.
3. Know Your Relationship-building Strengths and Limitations.
Use a behavioral tool such as DISC to analyze yourself in the networking arena. Even more importantly, learn to read others so you can network in their style and quickly help them feel comfortable.
If you are naturally confident like the Dauntless style and have a powerful stance, handshake and eye contact, ease up a little, lest you overwhelm others. Indefatigables, curb your natural enthusiasm and desire to do almost all the talking. You’ll benefit more from listening more.
Supportive networkers, push your comfort level, and talk with three or four people, rather than just the one who makes you feel safe. And, for those of you with a Careful style, be less stoic and react more. People may think you are aloof, don’t care and don’t want to be bothered with small talk, and therefore, relationship building in general.
What to do at the Event
Now, it’s time to “preach” what you have been practicing. Even people who understand the value of networking may have trouble getting over the first hurdle: walking into a room and feeling as if they fit. Some feel this way every time a conversation ends, and they need to start the process anew.
One helpful hint is to arrive early. This allows you to meet key people. Be respectful of their time, as they often have much to do at the last minute. Shake hands, make a good impression and move on.
Arriving early also gives you an opportunity to choose the right seat, get the best exposure for your materials if there is such a table, meet others in a less frenzied atmosphere, relax and adjust in the moment and eat. Since it is impolite to speak while eating and you want your hands free, don’t walk around with a plate in one hand and a beverage in the other. Especially risky is to hold a cold beverage in your right hand and then transfer it to the left to shake someone’s hand. Brrrr!
Another hint is to think of attendees as guests in your home. Act like a host rather than a guest. Approach people rather than waiting to be approached. It’s amazing how much warmer and friendlier events seem to be when you practice that method.
My 10-Minute Rule for Working a Room breaks down into an introduction, body and conclusion. The introduction is for small talk (a misnomer since this lays the foundation for the rest of the conversation) and possible business card exchange. Remember business card etiquette: If you want someone to have your card, ask them for theirs first. If they do not ask you in return, deliberate before giving them one.
The goal of the body is to find a commonality. Have your “ask-for” questions prepared so that you can determine quickly if you wish to pursue building a relationship. Equally important are your “listen-for” answers, again, so you can determine if you wish to move to another level.
The conclusion ends the interaction, and for some it is as hard as starting a conservation. Plan endings just as you plan initial words. This helps you politely end one encounter and move on to the next. The person you are speaking with is probably eager to move on, too.
Good times to end a conversation include when:
1. About 10 minutes have elapsed (you’ll get a feel for
this.
2. The other person’s eyes noticeably begin wandering
3. Others shift their stance away from you
4. Someone glances at his/her watch
5. Feedback is “interesting,” “hmmm,” “really,”
in a montone.
Say good-bye to everyone you met. Keep it short, upbeat and positive, and always use the person’s first name.
What to do After the Event
You will immediately stand out if you do what you promised. This is what separates those with integrity from those who merely say they will do something.
While there are myriad ways to store your information and follow-up methods, what is mo
Often times we believe the depth of our customer does not extend beyond that of the business they do with us.In fact, it goes way beyond that. People love to talk about themselves, and if you take the time to talk to your customers about non-business topics, you will find that, more often than not, they are more than happy to engage you in conversation.By getting to know your customers, you can find a whole lot of valuable information from them. Such as where they live, do they have a family, what their hobbies are, do they have pets, etc.By finding out this type of information, you can determine what their needs are, than proceed to tell them about the products you have, that you believe would be ideal for their needs.Another plus when it comes to getting to know your customers, is that every time you speak with one another, you are strengthening the business relationship you already have with them.When I talk about getting to know your customer, I don’t mean that you have to extend an invitation to them to join you at Thanksgiving dinner.All you have to do is take a little extra time to get to know their names and
2. Prepare a Powerful, Benefit-laden Verbal Business Card.
You want your all-important introductory words to intrigue people while at the same time inform them about what you do. They must be laden with benefits. People are most interested in how what you do affects or helps them. This is not the same thing as an elevator speech, which is 30-60 seconds long. This one is about 10-15 seconds. That’s all the longer you have to grab someone’s attention. It is also the length of time that is proper for you to speak before giving someone else a chance.
Make sure to include active verbs, the most powerful words in the English language. For example:
I am Lillian Bjorseth, and I help entrepreneurs
through Fortune 500 employees increase their comfort
level with meeting people and get along better with
others.
Notice I did not say I am a speaker, trainer, author, etc. Those words generally cause people to think, “So what.” Make yours elicit the question, “How?” That’s when you can launch into all the things you are itching to say.
3. Know Your Relationship-building Strengths and Limitations.
Use a behavioral tool such as DISC to analyze yourself in the networking arena. Even more importantly, learn to read others so you can network in their style and quickly help them feel comfortable.
If you are naturally confident like the Dauntless style and have a powerful stance, handshake and eye contact, ease up a little, lest you overwhelm others. Indefatigables, curb your natural enthusiasm and desire to do almost all the talking. You’ll benefit more from listening more.
Supportive networkers, push your comfort level, and talk with three or four people, rather than just the one who makes you feel safe. And, for those of you with a Careful style, be less stoic and react more. People may think you are aloof, don’t care and don’t want to be bothered with small talk, and therefore, relationship building in general.
What to do at the Event
Now, it’s time to “preach” what you have been practicing. Even people who understand the value of networking may have trouble getting over the first hurdle: walking into a room and feeling as if they fit. Some feel this way every time a conversation ends, and they need to start the process anew.
One helpful hint is to arrive early. This allows you to meet key people. Be respectful of their time, as they often have much to do at the last minute. Shake hands, make a good impression and move on.
Arriving early also gives you an opportunity to choose the right seat, get the best exposure for your materials if there is such a table, meet others in a less frenzied atmosphere, relax and adjust in the moment and eat. Since it is impolite to speak while eating and you want your hands free, don’t walk around with a plate in one hand and a beverage in the other. Especially risky is to hold a cold beverage in your right hand and then transfer it to the left to shake someone’s hand. Brrrr!
Another hint is to think of attendees as guests in your home. Act like a host rather than a guest. Approach people rather than waiting to be approached. It’s amazing how much warmer and friendlier events seem to be when you practice that method.
My 10-Minute Rule for Working a Room breaks down into an introduction, body and conclusion. The introduction is for small talk (a misnomer since this lays the foundation for the rest of the conversation) and possible business card exchange. Remember business card etiquette: If you want someone to have your card, ask them for theirs first. If they do not ask you in return, deliberate before giving them one.
The goal of the body is to find a commonality. Have your “ask-for” questions prepared so that you can determine quickly if you wish to pursue building a relationship. Equally important are your “listen-for” answers, again, so you can determine if you wish to move to another level.
The conclusion ends the interaction, and for some it is as hard as starting a conservation. Plan endings just as you plan initial words. This helps you politely end one encounter and move on to the next. The person you are speaking with is probably eager to move on, too.
Good times to end a conversation include when:
1. About 10 minutes have elapsed (you’ll get a feel for
this.
2. The other person’s eyes noticeably begin wandering
3. Others shift their stance away from you
4. Someone glances at his/her watch
5. Feedback is “interesting,” “hmmm,” “really,”
in a montone.
Say good-bye to everyone you met. Keep it short, upbeat and positive, and always use the person’s first name.
What to do After the Event
You will immediately stand out if you do what you promised. This is what separates those with integrity from those who merely say they will do something.
While there are myriad ways to store your information and follow-up methods, what is mo
Strategy #1: Change Your Mindset That's right, change your mindset! It's probably the number one most important strategy when selling Big Ticket Items. Plenty of people are uncomfortable selling items that are priced above the $500 - $1000 mark. It's the intangibles which make Big Ticket marketing tougher to come to grips with for many business people. They have questions like: Will my customers accept a product priced this high? How can I put a value on information? Who's going to buy an island for one million dollars? It's a lot easier to value a low ticket item like an E-book at $17 or $49 or $197. There are already books available that have prices in a similar range. So how do you start the switch in mindset? The best thing to do is to find a Big Ticket product that you believe in and just try marketing it to your list of customers! That's what Joel Christopher did. He wanted to attend a particular seminar but it cost $1000. In those days, that was a lot of money for Joel. But the organizer told him that if he sold 3 seats he could get in free and
Supportive networkers, push your comfort level, and talk with three or four people, rather than just the one who makes you feel safe. And, for those of you with a Careful style, be less stoic and react more. People may think you are aloof, don’t care and don’t want to be bothered with small talk, and therefore, relationship building in general.
What to do at the Event
Now, it’s time to “preach” what you have been practicing. Even people who understand the value of networking may have trouble getting over the first hurdle: walking into a room and feeling as if they fit. Some feel this way every time a conversation ends, and they need to start the process anew.
One helpful hint is to arrive early. This allows you to meet key people. Be respectful of their time, as they often have much to do at the last minute. Shake hands, make a good impression and move on.
Arriving early also gives you an opportunity to choose the right seat, get the best exposure for your materials if there is such a table, meet others in a less frenzied atmosphere, relax and adjust in the moment and eat. Since it is impolite to speak while eating and you want your hands free, don’t walk around with a plate in one hand and a beverage in the other. Especially risky is to hold a cold beverage in your right hand and then transfer it to the left to shake someone’s hand. Brrrr!
Another hint is to think of attendees as guests in your home. Act like a host rather than a guest. Approach people rather than waiting to be approached. It’s amazing how much warmer and friendlier events seem to be when you practice that method.
My 10-Minute Rule for Working a Room breaks down into an introduction, body and conclusion. The introduction is for small talk (a misnomer since this lays the foundation for the rest of the conversation) and possible business card exchange. Remember business card etiquette: If you want someone to have your card, ask them for theirs first. If they do not ask you in return, deliberate before giving them one.
The goal of the body is to find a commonality. Have your “ask-for” questions prepared so that you can determine quickly if you wish to pursue building a relationship. Equally important are your “listen-for” answers, again, so you can determine if you wish to move to another level.
The conclusion ends the interaction, and for some it is as hard as starting a conservation. Plan endings just as you plan initial words. This helps you politely end one encounter and move on to the next. The person you are speaking with is probably eager to move on, too.
Good times to end a conversation include when:
1. About 10 minutes have elapsed (you’ll get a feel for
this.
2. The other person’s eyes noticeably begin wandering
3. Others shift their stance away from you
4. Someone glances at his/her watch
5. Feedback is “interesting,” “hmmm,” “really,”
in a montone.
Say good-bye to everyone you met. Keep it short, upbeat and positive, and always use the person’s first name.
What to do After the Event
You will immediately stand out if you do what you promised. This is what separates those with integrity from those who merely say they will do something.
While there are myriad ways to store your information and follow-up methods, what is mo
Sometimes, experiencing bleak sales is a matter of failing to find your prospective customers’ trigger buttons.By trigger buttons, we mean anything that the customer would find of peculiar value. It may be the quality of the product, the promptness of the delivery, the added perks in the offer, the after-sales service involved, or any combination of these factors. There is no doubt that discovering, and complying with, these trigger buttons would greatly increase our number of successful sales.The problem is that our consumers’ behavioral patterns are quite irregular. Predictions on how a client would react in a given situation can never be conclusive, as each individual has his own quirks and idiosyncrasies. One client may prefer post-delivery confirmations, for example, while another would find it irritating.This fickleness in consumers’ behavioral patterns have been a bane for marketing ever since. Campaigns can never be universally applied without adapting some of their components to conform to the wishes of a particular segment of potential clientele. Market analyses produce many variables that are dependent on the shifting t
The goal of the body is to find a commonality. Have your “ask-for” questions prepared so that you can determine quickly if you wish to pursue building a relationship. Equally important are your “listen-for” answers, again, so you can determine if you wish to move to another level.
The conclusion ends the interaction, and for some it is as hard as starting a conservation. Plan endings just as you plan initial words. This helps you politely end one encounter and move on to the next. The person you are speaking with is probably eager to move on, too.
Good times to end a conversation include when:
1. About 10 minutes have elapsed (you’ll get a feel for
this.
2. The other person’s eyes noticeably begin wandering
3. Others shift their stance away from you
4. Someone glances at his/her watch
5. Feedback is “interesting,” “hmmm,” “really,”
in a montone.
Say good-bye to everyone you met. Keep it short, upbeat and positive, and always use the person’s first name.
What to do After the Event
You will immediately stand out if you do what you promised. This is what separates those with integrity from those who merely say they will do something.
While there are myriad ways to store your information and follow-up methods, what is most important is that you choose the one(s) that fit the other person’s preferences and behavioral style. You need to know if it’s e-mail, a letter, the telephone or lunch. Know whether to talk about the weather or get right to business. Gauge the right amount of time to wait between contacts and how often to pursue others.
People like to be treated in their style, not yours, and as the sales person (and we all sell all day long!), it is up to you to adapt to each situation.
Happy networking!
© 2005. Lillian D. Bjorseth
Reprint rights must include © Lillian D. Bjorseth, business networking, business development, communication skills speaker, trainer, author. www.duoforce.com, lillian@duoforce.com
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