Jeff Garrison

Awesome Laid Back Networking

Last night JCG Consulting and the McLellan Marketing Group organized the laid back networking event.  It is was awesome because it was better than mere networking.

It was about connecting.

At many networking events, it is more of a job function.  A company has paid a membership fee to an organization.  Someone is sponsoring the event.  Refreshments have been provided.  There may be door prizes, a speaker, or just a welcome speech by the host.  All of this tends to heighten the stakes a bit and the pressure to "network" and promote your business is on.

Laid Back Networking is voluntary.  There is no membership or any other kind of cost.  No speaker.  No door prizes.  It is BYOB so no refreshments are provided.  (We did make sure there was ice and we had to scrounge for a bottle opener.)  Heck, it is only called "Laid Back Networking" because something has to go in the subject line of the email that gets sent around telling people where and when to show up.

The lack of structure seems to create an atmosphere of greater exchange. 

In fact, I saw more people get introduced to each other than I have ever seen at a more formal event.

We would love to hear what you think.  Tell us about a connection you made.  Who did you meet or what did you learn about someone you already knew?  Please comment!

Blog Extra: Connecting, Networking, and Hugging podcast.

I Saw You On Twitter

I was at a networking event the other evening when I reached out to shake hands with a new connection and I said, "I am Jeff Garrison."

She responded, "Yes, from Twitter."  She had sent me a direct message earlier in the week in regards to one of my Tweets.

We skipped the "what do you do "and "what company are you with" conversation.  We already had made a virtual connection.

Tell me it doesn't have business value. 

Tell me it is a waste of time. 

I don't care. 

You make cold calls. 

I'll make connections!

Are the Winds of Cold Calling Changing?

There sure are a lot of opinions about cold calling out there these days.  Of course there are those that believe cold calling works with good technique and those who think cold calling is dead. 

The truth is it depends on what the ROI for cold calling is versus the ROI for other lead generation activities?

For example, can the business buy an inexpensive list and pay someone an hourly wage to pitch their product or services and set a number of appointments per hour?  If so, it would be crazy not to go with cold calling.

On the other hand (which is the hand that probably represents most b2b situations), even if you can buy a quality list of prospects who are decision makers with good contact information, the odds of getting them on the phone are slim.  Additionally, the more complex the product or service, the more a business needs to put into the compensation and training of the person making the calls.  The ROI starts to shift in a bad way.

Furthermore, if the salesperson needs to spend a lot of time doing research and building their own list only to make a cold call and get voice mail or shut down at least nine out of ten times, the ROI is terrible.

For large and medium size companies, the answer lies in Sales 2.0 tools.

For the SMB (small and some medium-size business), a Sales 2.0 like strategy is key.  In a nutshell, making good old fashioned, relationship based connections (a high form of networking) combined with the strength of basic CRM and online connection tools such as your website, LinkedIn, Facebook, and even Twitter is the way to go.

Where do you fall on the cold calling spectrum.  It is an alive and kicking strategy or is it dead?

Photo on flickr by jgh photo

Networking Event Preparation

The first Sales Habitude is Choose to Have a Winning Sales Paradigm.  As it relates to Networking, this means to figure out how one can give before one can get. 

This paradigm impacts how one prepares before a networking event.

Take plenty of business cards with you and be prepared to hand them out.  Also, be prepared to tell about the benefits that your product or service can provide.  However, since the main thing is to learn how you can help others and you can only help others if you understand their business and their needs ...

Take plenty of questions!

Memorize ten to twenty questions that you can be prepared to ask in a genuine, polite, and conversational way to learn how you can help others.

You may learn that the answers have nothing to do with selling your product or service.  You may find that the best way to help someone else is to introduce them to another person in your network that can help them with something you can't.  Maybe you can point them to an on-line resource or recommend a book.  Who knows?

Asking questions is the only way for you to become a resource. 

Network with enough people for whom you become a resource and you will not have to worry about getting business.  It will come to you.

Photo on flickr by Marco Bellucci

Do Networking Events with a Goal

Thousands of business people are showing up at networking events this week and every week all across the country.  Many will spend time with those people that they already know and with whom they are already familiar. 

Others will introduce themselves to people that they don't know.  Those that are prepared will deliver their thirty second pitch and exchange business cards.

The best and most well prepared will meet several new people and learn several facts about that person and their business.  They will exchange business cards and will have asked for a follow up meeting.

This best net-workers are not only well prepared and practiced, but they have a goal.  Perhaps the goal is to meet five new people and get three pieces of information about each.  Maybe the goal is to get two commitments for follow up meetings with prequalified prospects. 

Doing Networking Events with a Goal can significantly increase your Return on Time.

Laid Back Networking Event

Jeff Garrison of JCG Consulting and the gang at McLellan Marketing Group would like to invite you to the next BYOB Gathering.  If you're doing business in Central Iowa - you're going to want to be there.

We're talking casual conversation, some great networking, connect with people you haven't seen in awhile and meet some new folks.  No agenda, no speaker - just some chatter and coolers to keep your beers cold.

Thursday, May 28th

At McLellan Marketing Group's office (1430 Locust Street, DSM)
Parking along side the building and street parking

5- 7 pm

We hope you can make it.  Please forward this e-mail to everyone and anyone that you think would benefit from hanging out together.

Thanks!

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Sexy Sales!

 

You saw the titile and you couldn't wait to see what this post was about.  Am I right?

If the title of this blog had been "Choose Your Words Carefully in Sales" of "Word Choice Sells," would you have clicked as quickly?

The obvious point is that when we talk about our company, products, and servcies, speak with energy and emotion.  People will naturally be curious about your excitement and the conversation will continue.

Photo on flickr by PinkMoose

Bravado and Personal Branding

If someone is always talking about themselves, nobody else feels the need to talk about them.

I think it's a natural law of the universe or something like that.  After a while, the noise of personal bravado starts to drown out anything of value that one might have to contribute.  People are however going to draw one of two possible conclusions.

1. That person is as good as they say they are and they love themselves for it, or
2. That person is not as good as they say they are and they are over compensating in fear that someone else might suspect the truth.

Either way, it puts people off and Bravado becomes part of your Personal Brand!

Instead, talk less and listen more.  Pete Lefkowitz of the Morgan Consulting Group was the first person I heard say that people will judge you more by the questions you ask rather than the things you say.  (By the way, Pete's brand is extraordinary!  Just look at the website.)

Reality check!  Take a few minutes and write down some statements that you want to be true about how people in business see you.  Then, sit back and replay your last one or two networking encounters. 

What do you see?  Are your interactions congruent with the brand statements that you wrote down?

Photo on flickr by respres

Sales Paradigm and F.E.A.R

F.E.A.R. stands for False Evidence Appearing Real.  A sales paradigm based upon a scarcity viewpoint creates F.E.A.R. that can defeat you in sales. 

Picture this.  A company has a new, expensive commercial product for which sales have not taken off.  During a sales call, the company representative is asked how many other companies are using the product.  In response, he beats around the bush apologetically trying to explain why sales have not taken off.

His scarcity paradigm has him believing that the prospect won't be interested in a product without a solid track record.

How easy is it to sell something you think intelligent people would not be interested in (unless you throw in all kinds of "added value" or lower the price significantly)?

Look at it from a paradigm of abundance.  The fact that the product is not in use by a lot of companies increases the value of the product.  Those who buy it and leverage the product before their competitors will gain a significant competitive advantage.

With a change of paradigm, excuses become enthusiasm!

What other examples are there of the impact of a Winning Sales Paradigm?

For more, read How to Use Your Perceived Weaknesses by Jim Logan.

Photo on flickr by thegiantvermin

Abundance or Scarcity Follow-up

I just read Erica Anderson's new post Taking Advantage of the Rececssion. She provides examples of what Abundance Mentality business owners are doing right and what Scarcity Mentality business owners are doing wrong.

In a nutshell, the Abundance Mentality business owners have the perspective that there is plenty of business to be had, they just need to adapt to the current environment to make sure they get their part.

Scarcity Mentality business owners have the perspective that business has gotten so hard to develop that they need to retreat back on themselves to hold on to what they have.

Check out her list of common responses from each perspective.

Eica Anderson is author of Growing Great Employees and Being Strategic.