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Going from Invisible to Visible.....

Hello!!! and Welcome to my blog. 

In my last post I spoke about IVCPand the VCP Process® by Dr Ivan Misner with the I added by Mike Macedonio ( please see below blog for what this means) and promised to deliver some tips on going from being INvisible to visible!

More information which is in depth can be found at www.bninetworkingsecrets.com and more about Mike Macedonio can be seen at http://www.referralinstitute.com/main/aboutus.php 

Haven't we all heard before or even thought ourselves phrases along the lines of

I know the face but can't place the person?

Where have I seen them before?

and so on.....

When this happens it means that the person or business is on your radar but just not yet quite visible to you. Here are some tips on becoming visible,

^{_{Exchange Business Cards - sounds obvious, but DO exchange business card with others and DO write notes on them to remind you of little things ( ie do you have the same car or do your children go to the same school - its a great ice breaker when you speak to them again)}}

•Don’t Pitch first time - When speaking to a new contact always ensure that you keep the details of what you do brief.  If you need help with this then there are lots of networking skills workshops available, please email me if you would like to know where your local one is

•Arrange an appointment - Have a coffee together to see if there is any way in which you can do business together.... its not about selling to the other person but about who THEY know who could help you...

•Follow Up - Always always follow up with people you meet whether at networking events or meetings.  There is little point in going to a networking event to just collect a bunch of business cards

•Be genuine  Always be genuine with those you meet and show interest.  A person who says that are open honest and genuine will be spotted mile off if they act differently.

•

Walk the Walk 

Do what you SAY you will do when you say you will do it. 

This is by no means all of the tips available but try just one of these and you will notice a difference!!

Have a great week in business and come back soon....

•

Can they see you? Really?

This blog has been inspired from an article I read recently on Beth M Andersons Weblog  www.bethmanderson.wordpress.com based on the VCP Process ® initially introduced by Dr Ivan Misner, Founder and chairman of BNI, and the subsequent introduction of IVCP ® by Mike Macedonio. The VCP Process ® is covered in more depth at www.bninetworkingsecrets.com but here are some of the basics.

For businesses to do well in Networking, its important to understand the concept of  the  VCP    process®.  

V = Visibility

C= Credibility

P= Profitability

The idea is that   V + C   = P.  

This means that the higher ones visibility, the more likely they are able to raise their credibility and these two together add up to more profitability. 

It is important to understand however that this can ALSO work against a business or person.  The lower the visibility and credibility, then this would have a negative impact on the profitability of the person or business.     

Whether this is a concept that you know of well or if this is the first time you have heard it, I would like to introduce a step which Mike Macedonio speaks of  BEFORE VCP ®  which is absolutely essential in order to move forward and start the process. 

Lets look at this 

I V C P 

Now we know what the VCP process® is, but look at the 'I'

   

This stands for INVISIBILITY.     

Before we become visible, we are actually invisible.  sounds pretty logical so let me give you an example.  

Have you ever been in a situation where you have said to someone or thought (or someone has said to you?).......

'' I can't place that person'' 

''I know the face but can't think where I have seen them before''

''Do I know you?'' 

If you ever have then it means that the person or business is actually INVISIBLE at the moment to you.  

They may know you, but haven't yet taken the step to become visible to you or your business which is the only place that they can start to prove credibility from.   This doesn't mean that they can NEVER become visible in your sphere, but it DOES mean some relationship building needs to take place

SO, how do we go from being INVISIBLE to being VISIBLE.   This is one of the many Keys to Networking and I shall share my own thoughts with you on the next blog.......... but in the meantime think about this and see what you come up with. 

Have a great week in life and business.......

International Networking Week..... what did you do??

Welcome and Hello again....

Firstly thank you to everyone who sent their kind words to me whilst I had pneumonia, I am now well on the way to being back at the top of my game.  Thank you all....

This week is a landmark week in the world of Networking.  February 2nd - 6th marks international networking week.

Business People, Networking group members - such as BNI, Chamber of Commerce, The Business Club, WiRE have been brought together in events held across the world to mark the week. 

The brainchild of Dr Ivan Misner - Founder and Chairman of BNI ( Business Network International) , the aim of international networking week is to raise the awareness of the power of networking for business.

In my own region BNI East Anglia played host to 190 BNI members and Networkers from the Chamber of Commerce, WiRE, Norwich Network,The Business Club and  The Best of Norwich/Gt Yarmouth/Ely, Norfolk Networking just to name a few. 

To put this into perspective 190 people travelled to Norwich from ALL OVER East Anglia in the torrential snow from upto 100 miles away to play a part in this morning. 

It was a great start to the week. 

The Business Club Norfolk, held a networking meeting on Tuesday Evening with a fantastic speaker, Martin Williams from Sherlaws  ( who provide business coaching)  who spoke about  six steps to successful selling.

I  also very  attended an event in London called the business growth show which focused on speed networking and there have been lots of events in the UK and all over the world.

So after such a crazy week, time to put up my feet??? Kick back and relax??? 

NO!

This weekend I have joined my fellow BNI Directors in East Anglia on a retreat in the deepest darkest depths of Norfolk to get to know each other and focus on the year ahead!!!  

Sound crazy??  Certainly not, it allows us all to know where we are going, what support we need to get there and HOW to make it happen and support our chapters in realising their goals!

If you are reading this and wonder what there is to do in your area? region or country then PLEASE contact me and I will put you in touch with network leaders who will put you in touch with businesses who just simply  refuse to participate in a recession!!!!

Remember, its not what you look at ....but what you see!

 

Have a great weekend

Bye for now!!

Goals for 2009

Happy New Year.....  I hope you had a fantastic christmas whatever you did.....

Now its Jan 2009.  A New Year and for many of us, new beginnings and resolutions.   What are yours???

For some businesses, you will be looking forward to another great year, whilst for others the goal may be to still be in business at the end of 2009.    Whatever your goals, its important to make sure you have some kind of plan in place to help you achieve them. 

Here are 5 tips to help make 2009 more prosperous:

1) Set your Goals:   

If you know where you want your business and  to be at the end of 2009 you need to plan your journey there.  By knowing where you are going and how you plan to get there, you seriously increase your probability of achieving your goals.  If you don't already have one, invest in a great business coach ( if you would like a recommendation in your area email me )

2) Make the most of your marketing budget for 2009:

Put your resources into strategies that are value for money.  There are endless ways to market your business from newspaper advertisements to TV campaigns, and everything inbetween. These are great for raising your business name, but what about your own profile.  How do you make contact with local businesses.  What business networking activities do you currently undertake to raise your visibility and build sustainable networks?

3) Take business networking SERIOUSLY:

If you are networking, are you making the most of it?  Are you attending events, making the most of these, and following up with potential new contacts?  If your business networking - whether online through the likes of Ecademy, linked in or Facebook, or face to face, like BNI, The business club, Chamber of Commerce or a mixture of both, is not working for you, then its likely that you are not working your networks.  Dont be afraid to ask for help from the organisers and owners of these facilities.  They are there to help.

4) Ask for help

Don't be afraid to ask trusted contacts for help.  If you have contacts that you trust, then ask for their assistance.   Can your accountant help? Your Bank? IFA or a trusted colleague.   It can make a big difference just to know that you are not on your own.

5) Clear your desk..... 

Not in the physical sense ( but then saying that if it needs doing......) . More in the hypothetical sense.   Do you have any activities, business interests or ''clutter'', taking up ''Space'' on your desk and in your life.   Prioritise your main business, and clear any un-necessary ''junk'' from your life.

Set your goals and strive towards them.... have a great 2009 and please come back for more hints and tips throughout the year. 

Visibility and Credibility...... Does it count???

With Christmas just around the corner my thoughts have been centred around VISIBILITY and CREDIBILITY!

So does it count???  What exactly IS ''visibility'' and  ''credibility'' what can it mean for your business and your networking opportunities?  

My interpretation of Visibility  is how your business LOOKS.  How do other businesses see your business and most importantly see YOU?  Credibility is the light in which businesses see you - your reputation.

Every time you take an action. Whether its being in a one to one situation, OR whether you are presenting to 100 people at conference.  Your visibility and credibility  is laid bare for everyone to see.

Rememeber back to any Christmas Party you have been to. What was the most memorable moment?  Was it the venue, the politeness of the staff ( if you were at a restaurant)? or how about the person that got drunk , ended up dancing on the table , falling off it and then later crumpled on the floor?

I would hazard a guess that the latter was more memorable than the mundane events of that night /Afternoon/event. How many times have you been in the position or heard of someone too embarrased to face their colleagues or business contacts the following day back at work because of what happened at ''the Christmas Party''

Now i'm not knocking the Xmas Party - I will be up there with the best of you this year BUT...

The point is that visibility is important to businesses and the individuals in them and can make a difference to reputations.   It works hand in hand with Credibility and profitability.

Think of it this way:  V + C = P ( visibility + credibility = profitability) .  You need both Visibility and Credibility in your field in order to be profitable.  But make sure its POSITIVE!

Even if you dont own your own business, think about how this could affect you.  If you are more visible and credible in your day to day operations, will it ultimately mean more profitability to you?  If the company you work for can see that you make them money, then its more likely that more money and rewards would come your way. Hey Presto  Profitablility.

So how can you make it work in your favour when you are at a Business Networking Event or even out at a Christmas Party with a networking group or colleagues or your customers?

1) Stay within your limits and know who you are going out with:  Are you going out with a group of colleagues who you can comfortably let your hair down with , or is it your biggest client ??

2) Are you going ''just for fun'' or is it to impress ?  If you are out to impress then are those tequila slammers the best idea.

3) Do you have any important meetings the next day - eg BNI, Client Meetings, Work?  If you need to drive, is that extra drink worth it?

Just take a moment to consider how you want your credibility and visibility to look?

Most Importantly have a FANTASTIC CHRISTMAS

Hows Business?? because I am NOT playing!!

One of THE most frequently asked questions in business.....

''Hows Business''
''Hows things''
''Hows it going'''

No matter how we dress it up it tends to start the majority of conversations.

Now think about the last time you were asked that question or YOU asked someone else the question. What was the answer??

Let me share with you just a few of the last few responses I received.......

Q; How's Business??

A: OK I suppose
A: Could be better
A: Alright
A: Well what with the credit crunch ...........

Very rarely have I heard the answer FANTASTIC, or GROWING, or BRILLIANT or GREAT!!!!

Now thats going to be for a couple of reasons, mainly it is clear that the country is currently going through an economic downturn and times are challenging.

Secure Jobs are no longer that........ redundancies are on the rise............. general morale is really low..............

BUT as business people and individuals it is important to remember that in ANY situation, how we react is the ''make or break'' to any situation.

At a networking event recently, I saw a badge on one of my business colleagues. The message was clear and concise..... it said ........

'' I ABSOLUTELY REFUSE TO PARTICIPATE IN A RECESSION''

That person has decided that whilst there is an unavoidable situation in business and the economy, that they are not by any means going to participate in a recession.

It highlights a conscious choice to act in a positive manner and make the best of a situation.

Thats the difference between ''business is ok'' and ''business is great'' .

The interesting point is also that if you ask the person with the badge ''hows business'' you will get a response along the lines of

'' GREAT''
''BRILLIANT''
''FANTASTIC''

If you're feeling that you could do with more business and that you are going to choose not to participate in a recession then there are lots of events out there which will provide support and even better more business for you and your company. If you want to know whats out there then email me - mariecoles@consultant.com and if I am not in your area, I will do everything to put you in touch with people who DO know where local businesses are meeting, and making more money.

No matter what your ability and time, there are events for everyone at all times of day. Just Ask, but be warned you WILL be in serious danger of making new contacts and more money!!

Sometimes its lonely out there........ so keep in touch and watch the results!!

have a great week in business and stay positive.... and remember

its not what HAPPENS but how you react that makes the difference........

''The Key''

Maybe you have been attending a networking event regularly either weekly or monthly and you feel like you are just not making the most out of it that you can.  Alternatively you could be starting out on networking and find it daunting to make the impression that you want to make.   

The answer may be that you haven't found ''the key'' to networking yet.

So, you may be asking yourself  ''what is the key to networking?''.   I did just that when I first heard about it.

Take a moment to imagine that you are in a room at your networking meeting/business lunch or event.  Think of the other businesses in the room........ 

Take another moment to think now about what keys are on your key fob.  Keys to your home, your business, your car I guess will be 3 of the top answers.

Now think about the people that you meet regularly with in your meetings that you would freely, without any second thought, hand over that set of keys to.

Just to reiterate

who would YOU hand YOUR keys to amongst your business contacts without feeling even the slightest hint of worry?  The answers will vary ....

Its just the same with the KEY to the contact that your contacts have.    Until there has been a period of getting to know, like and most importantly TRUST another person, it is unlikely that someone will let you in on the contacts that they know.   

Sitting in a room regularly, be it weekly, monthly or quarterly isnt enough on its own.    You need to work on the relationships and build trust with your contacts.   This takes time and is one of the reasons why networking is no get rich quick scheme.    

Try it, and see the difference.   

To start this process, firstly identify who you need to build relationships with.   At the next event that you attend, take a look around and see if there are any business people who you would NOT give your own keys to yet.  These are the people who are unlikely to give you theirs.   There is the starting point.

Look for businesses that compliment your own who you can work well with - these are often referred to as strategic partners.  Work on these relationships first.   

Arrange to meet outside of the normal meetings - grab a coffee, lunch or visit each others businesses. From there, the relationship will start to grow.    At the point where you know like and trust each other, you will be more likely to start introducing your trusted contacts more freely.   

When we refer one of our contacts or clients to another business, we are giving away a little bit of our reputation.   If the business transacts well, then thats great, but if it doesnt?.......thats the risk and the reason that trust is SO important.

Don't worry, you may not always get on brilliantly with everyone, networking, just like life, is like that. 

The great thing is, the more confident and experienced you become at networking, the easier you will be able to identify those with whom you want to work with first.   But if you can, always give everyone an hour of your time.  You never know what may come of it. 

If you are new to networking, take your time, and attend your groups regularly.  if you are there, you will be remembered and take your time to get to know, like and trust those business people who you want to work with.

email me if you would like any more information.

Five TOP TIPS for effective SPEED NETWORKING!

Speed Networking - Are YOU READY!! 

Speed networking events are a great way to promote your business to a large variety of potential new clients:   

The format tends to be generally the same:    You move around the room in a structured way and have the opportunity to speak to everybody who has attended:  You will be able to speak from 30 seconds to 2 minutes or so depending on the event that you attend.

So the question now is How can you prepare for a speed networking event to make the most of it?

Here are some hints:  Please email me if you would like further help and information.

1. Establish your networking goals in advance

Its crucial to know exactly what you want to achieve from any networking event that you attend. It helps to write down your goals in advance to enable you to focus on what you wish to achieve.  If you are looking to grow your networks it may be that you want a specific number of business cards to follow up on, or you may wish to speak to X number of people.  Alternatively, you may be looking for a specific type of business, eg Mortgage Broker.   Whatever your goal ensure that you know it before you go

2. Bring product samples or brochures.

If you have some samples of your product or brochures its a great idea to bring these along to help  make you stand out in the crowd

3. Prepare your ''elevator pitch''   

An 'elevator pitch' is a short statement used to describe yourself, your business and your goals in just approximately a minute.  Imagine you step into an 'elevator' and the ONE person that you have wanted to speak to is in the same elevator.  You only have a matter of seconds -maybe minutes - hence the term elevator pitch!  Its a great idea to plan this in advance and ensure you know the basics that you will say. 

4. Write a short profile sheet  about your business or networking goals to had out during the networking.

Its a great idea to write up a profile page to describe your networking goals. This can be distributed everyone you meet at the event . Consider including the following information

• Your contact details and website- include ALL contact details ( eg Skype: Ecademy: Linked In details)

• Description of your business

• A brief background and history of your business

• Your target clients & networking goals for your business.

5. Follow up after the event - the more you give the more you get!

What goes around really does come around when it comes to any kind of networking activity. Keep the business cards and contacts you receive.  Arrange to meet for coffee with those that you think you can help immediately and LISTEN OUT.   Networking isnt a get rich quick scheme, it can take some months to build up relationships.  By following up after an event you can start to build relationships and ''strategic alliances'' 

Happy Speed networking:  Keep your eyes open for the next events in your area:

If you are in East Anglia, check out    www.carmar-events.co.uk   and see the event on 4th April.

See you soon!

Speed Networking - Are YOU READY!! 

Speed networking events are a great way to promote your business to a large variety of potential new clients:   

The format tends to be generally the same:    You move around the room in a structured way and have the opportunity to speak to everybody who has attended:  You will be able to speak from 30 seconds to 2 minutes or so depending on the event that you attend.

So the question now is How can you prepare for a speed networking event to make the most of it?

Here are some hints:  Please email me if you would like further help and information.

1. Establish your networking goals in advance

Its crucial to know exactly what you want to achieve from any networking event that you attend. It helps to write down your goals in advance to enable you to focus on what you wish to achieve.  If you are looking to grow your networks it may be that you want a specific number of business cards to follow up on, or you may wish to speak to X number of people.  Alternatively, you may be looking for a specific type of business, eg Mortgage Broker.   Whatever your goal ensure that you know it before you go

2. Bring product samples or brochures.

If you have some samples of your product or brochures its a great idea to bring these along to help  make you stand out in the crowd

3. Prepare your ''elevator pitch''   

An 'elevator pitch' is a short statement used to describe yourself, your business and your goals in just approximately a minute.  Imagine you step into an 'elevator' and the ONE person that you have wanted to speak to is in the same elevator.  You only have a matter of seconds -maybe minutes - hence the term elevator pitch!  Its a great idea to plan this in advance and ensure you know the basics that you will say. 

4. Write a short profile sheet  about your business or networking goals to had out during the networking.

Its a great idea to write up a profile page to describe your networking goals. This can be distributed everyone you meet at the event . Consider including the following information

• Your contact details and website- include ALL contact details ( eg Skype: Ecademy: Linked In details)

• Description of your business

• A brief background and history of your business

• Your target clients & networking goals for your business.

5. Follow up after the event - the more you give the more you get!

What goes around really does come around when it comes to any kind of networking activity. Keep the business cards and contacts you receive.  Arrange to meet for coffee with those that you think you can help immediately and LISTEN OUT.   Networking isnt a get rich quick scheme, it can take some months to build up relationships.  By following up after an event you can start to build relationships and ''strategic alliances'' 

Happy Speed networking:  Keep your eyes open for the next events in your area:

If you are in East Anglia, check out    www.carmar-events.co.uk   and see the event on 4th April.

See you soon!

Follow Up, Follow Up , Follow Up!!!!!!!

Those of you who are members of BNI (Business Network International) will know the phrase ''follow up'' really well.   

Imagine the scene...... you attend a business function, networking event or just a party and throughout the evening you acquire business cards from other professionals.    After the event you look at the cards and think...... ''job well done, I have made some contacts''

Is that really it?  What meaning do those business cards REALLY have if you do nothing with them but put them in a file or a card holder?   

Nothing!!!! Is the Simple answer.   Effective networking and word of mouth business comes from building relationships with other professionals so that they get to know and trust you.

But HOW ??

In order to do that you need to ''TAKE SOME ACTION'' and contact those people who you have received business cards from during your travels.

That is the follow up!!    The event where you acquire business cards is only the start.  The follow up allows you to start building relationships and strategic alliances.  Only when this is achieved can you REALLY start to reap the rewards. 

Remember:  The fortune is in the FOLLOW UP and it isn't NET - SIT,  or  NET-EAT, its NETWORK.. ...  It takes a little work but is well worth the effort!!

There are LOTS of networking tips, here are 6!

Six tips of networking

Tip 1. Don’t network to network. Define your purpose. For instance, your purpose may be to find contacts who can open doors for you, to find people for whom you can open doors (you are less likely to get the former without doing the latter), and to hear the gossip on the grapevine.

Tip 2. Build your network before you need it. People can tell the difference between desperation and an earnest attempt to create a relationship.

Tip 3. Never eat alone. If you’re in a strange city, look up someone  who you’d like to meet and have lunch with them.

Tip 4 . Ask for what you want. People might say yes!

Tip 5 . Don’t keep a tally, so open doors for other people generously, time and again, without counting the score. What goes round, comes round.

Tip 6 . Be there!