March 25, 2018

Networking, Part 2

One of the best applications of Gratitude Marketing is networking. Networking is the most personal form of marketing, the easiest, and usually the most economical. When we network, we are establishing relationships with others which will benefit both parties. Networking is not an opportunity to attempt to sell others what we have. It is the opportunity to start a relationship for the future.

When we network, we meet people who are business owners, business employees, people who are interested in starting a business, and people who may be looking for a career change. We have a very short time to meet them, get to know them, and start building a relationship. Therefore, we must make the time to meet with them as soon as possible individually, one-on-one, and get to know them better.

We must find out their business story, and let them discover ours. We must establish a start towards deciding if we like them and if we can trust them. We do business with those we know, like, and trust. We also introduce people of this type to each other. That is how relationship marketing works. That is how businesses are successful.

Meeting someone one-on-one allows us to decide how professional the other person is, how passionate they are about their business, and how they treat others. What if we ask someone about their story, listening to all the details of how they are at the current point in their personal and business life, and they don’t want to ask about ours? Should we trust them with our introductions to other people with whom they should build relationships, or are they just going to try to sell others what they have to offer?

Deciding whether we like or trust someone must come before we refer them to our current relationships. Introducing these new people to our current partners implies that we endorse them and that we are asking our partners to trust them also. This may impact our reputation with our partners if the person never tries to establish relationships with these gifts/introductions that we have provided to them. Would we trust someone who stands us up when we should be meeting with them?

When we meet anyone one-on-one, we must ask, and allow, them to tell us their story. We must discover how they reached the current point in their business life. Since business and personal lives are so intertwined, we will probably also discover the details of how their personal life has reached its current point. Both these aspects of their story are what make them who they are today, and that is what we need to hear.

As professional business people we must establish relationships with others. It makes all of us more successful. It is good business, and it is Gratitude Marketing. Make it a habit to meet new people at every opportunity. Then meet with them individually to get to know them, discover what they need, and help them get it, whether we have it or not. If we don’t, introduce them to someone who may help them get what they need, or who may know someone else who knows someone else.

Gratitude Marketing is a great habit for all of us, a very good habit which will result in more customers, clients, and prospects. Listen to their stories because getting to know other people may bring us more prospects, customers, or clients. It also will bring us introductions to people who may lead us to the best client that we ever have. Please leave me your comments here, or email me at Jim@SOC4Now.com, or call, or text, me at 360-314-8691.

March 18, 2018

Marketing Tips

There are many ways to market a business. Here is a simplified list of some marketing tips.

  1.     Practice Gratitude Marketing liberally in your business and personal life.
a.    Make sure that all your clients, prospects, and everyone else knows that you appreciate them for everything that they do for you.
b.    Show your gratitude through your deeds as well as what you say.
c.    Always do the “right thing” when you market and deliver your product or service.
d.    Treat everyone as you would want to be treated or better.
e.    Everyone loves to be noticed for what they do for you.
f.     Everyone loves to be noticed for what they accomplish in life.

2.    Become a consultant, not a sales person.

a.    Always look for opportunities to be of service to others.
b.    Discover what others need and try to help each of them find it.
c.    Be a mentor to others who are not as proficient at marketing as you are.
                                           i.    Teach others how they can improve their marketing skills.
                                          ii.    Let others learn from your mistakes as well as your successes.


3.    Focus on client retention instead of prospect acquisition.

a.    Retaining your current clients is less expensive than prospecting.
b.    Clients who are happy will help you grow your business.
c.    Re-follow up with clients frequently to discover how you can help them.

4.    Be clear and concise in your marketing.

a.    Be certain that everyone understands the terms of your marketing.
b.    Stick to what you promise or offer a better deal for your prospect.

5.    Plan ahead for your business.

a.    Challenge yourself by setting attainable goals.
b.    Adjust your goals as you grow your business.
c.    Celebrate milestones as you reach your goals.

6.    Spend time each day in self-improvement.

a.    Watch DVD’s, attend seminars, listen to CD’s, read books, or schedule webinars.
b.    Realize that review may be as important as learning something new.
c.    Match yourself with an accountability buddy.

7.    Attend as many networking events as you can schedule.

a.    You never know who you may meet or who they may know.
b.    Follow up with everyone who you meet.
c.    Meet others one-on-one and get to know who they are and what they do.
d.    If you cannot become clients, try to refer each other to others in your networking relationships so that you can help each other succeed.
e.    Schmooze, don’t sell. You are marketing, not selling.
f.     Consistent attendance and presentation is great advertising.
g.    Share networking opportunities with others who may need to attend them.

Marketing is necessary for any business. If you do not have any clients, maybe no one knows who you are. If your clients believe that you appreciate them, they will market your business to everyone that they know. Gratitude Marketing brings real results. Practice it each day with everyone you meet, and you will prosper.

March 11, 2018

The Art of The Thank You

In his book, How To Master The Art Of Selling, Tom Hopkins discusses the importance of sending “thank you cards”. When he started as a real estate professional, Tom sent thank you cards to everyone he met. He carried cards with him and would write out a card thanking them for the conversation after each meeting, mailing the cards at the first opportunity. This is a great example of Gratitude Marketing.

This principle should apply to each of us in our everyday lives. No matter what our business is, what our level of involvement is, if we are in a career transition, or who we may know, we should learn the art of thanking others for what they do, for us and for others. Everyone, without exception, needs to acknowledge the actions of others, whether these actions are directed towards us or towards other people.

Showing our gratitude towards others for what they do is so much more effective than proclaiming how great we are. Everyone likes to be noticed and appreciated for what they do. No matter who we are, we all appreciate being thanked and being noticed for our actions. There is no greater message than showing gratitude to others without trying to tie in a promotion for ourselves or our businesses.

People do business with, and refer business to, people that they know, like, and trust. Anyone who provides us information has given us a gift. They deserve to be thanked, and we should personally show our appreciation for their gift of knowledge. We all would want to be thanked for being responsive and providing support. Our networking partnerships themselves may be the greatest gift of all that we receive.

When someone sends us an email asking for information, we should reply as soon as possible to the best of our ability. How do we feel when we never receive an email in reply thanking us for the information? Did the requester receive our reply, was the information what they needed, did the information help in the desired result, and did the requester discover new information that might aid both of us in the future? A simple thank you would be sufficient, but more details might be more appropriate.

Instead of emailing our thank you, how about sending a greeting card, expressing our appreciation and gratitude to the partner who helped us? If the information actually put money into our bank account, the price of a greeting card would seem to be a small price to pay for that assistance. Plus, the opening of a greeting card, mailed in a real envelope, brings many more warm feelings to the recipient than opening an email.

Which means more to us, getting a bland birthday wish on Facebook, or opening a birthday card that someone sent to us with their personal message inside? Personally, the greeting card means so much more to me, and I will keep it where I can see it longer. I also will remember the sender more fondly and will be more prone to refer business or show my appreciation to them. I guess that I am human that way.

It doesn’t matter how you show gratitude to others or even when; just do it. It is never too late, or too early, to thank someone for what they do, for you or for someone else. Please leave me your comments here, or email me at Jim@SOC4Now.com, or call me at 360-314-8691. Shock someone today by sending your gratitude in a big thank you.

March 4, 2018

Never Cold Call Again

If you do not like cold calling, you might try this philosophy, and Gratitude Marketing.

Understand that people do business with others that they know, like, and trust. They also refer business to others that they know, like, and trust. Therefore you should build relationships with others, business and personal.

It takes 10 times as much money, time, and effort to get a new client as compared to keeping a current one. Therefore, you should not waste what you spent getting a client; keep them. Instead of cold calling, get referrals instead.

Every relationship should result in a client, or a referral, or both. Therefore, don’t rely on new people for business; reply on people who refer business to you. Thank people for their referrals; they may have just put money into your pocket.

Why do people stop doing business with you or referring business to you? They forget about you, because they feel taken for granted. If you are out of sight, you are out of mind; if they cannot remember your name, they will not refer anyone to you. Remember that your current clients should be happy clients, and happy clients should refer new business to you.

To be successful, you must be memorable to those who you serve in life. You should have clients that you appreciate rather than customers. You should put relationships first; be a giver, and approach everyone with an attitude of service. Quit thinking about money and focus on service to others; the money will follow. Make others feel important; remember the principles of karma. Apply your core principles on a daily basis, and always live up to commitments and fix problems the right way. Remain personal.

Study mentors and learn and apply their strategies. Work smarter, not harder, using technology to further yourself. Make your life a daily goal to achieve your long term goals. Drive to succeed; prospect your way to never prospect. Spend time each and every day in self-improvement through books, tapes, videos, CD’s, seminars, blogs, webinars, and go networking.

Send sincere, personalized notes to everyone that touches your life. Think outside the box, and be creative. Remember that everyone likes to be noticed. Never mix a birthday or thank you message with a sales pitch.

Sounds like a lot to do, but if you make your habits good ones, you can improve your bottom line and your life. Gratitude Marketing can make you a better person and a more successful business person. You will also be happier and more content when you stop cold calling. Please leave me your comments here, or email me at Jim@SOC4Now.com, or call, or text, me at 360-314-8691.