Debra Kasowski

Episode 58: Mastering the Influence Game with Teresa de Grosbois

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Meet Our Guest:

Teresa is a 4x bestselling author and an international speaker sought by entrepreneurs and large corporations wanting to better understand how local word of mouth can suddenly turn epidemic.  Specializing in the topics of influence and success, Teresa has a proven track-record in understanding word of mouth epidemics having taken three books to best-seller status in only 8 months. Her recently released book Mass Influence hit  #1 international bestseller status in North America and Europe on the same day it launched. Teresa teaches business and marketing courses around the globe, including teaching courses to start-up entrepreneurs in developing countries. As the Chair of the Evolutionary Business Council, Teresa leads an international, invitation-only council of speakers and influencers dedicated to teaching the principles of success.  For more information, or to sign up for her free e-newsletter, please visit www.TeresadeGrosbois.com

Are You Sacrificing Your Potential to Help Others?

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Networking can prove to be one of the most powerful was to fill your pipeline of clients. In one Gallup study, 50% of people feel networking is wasting time with people. According to the U.S. Bureau of Labor Statistics, 70 % of all jobs are found through networking. Networking offers opportunities and inside track information that you will not find in the newspaper or online. Why? Networking is about building relationships. Networking is not a waste of time if you come from the belief that you are here to build relationships and help people achieve their goals. You are not there to see how many cards you collect or how many cards you can hand out in 30 minutes. You are there to meet new people and nurture relationships that have already formed.

Dollar bills flushed down the toilet

Collecting a stack of business cards on your desk is like throwing away money or as some would say flushing good money down the toilet. I do not think it is the networking that bothers people as it is so much of the issue as it is the follow-up. Many people are afraid to pick up the phone for the fear of rejection, resistance, and being challenged on their knowledge and ability to assist another person. I had the opportunity to assist with a political campaign by phoning residents asking for their support. Most people were polite. Some were not interested. No one yelled at me. I removed emotion and shared information. Remember – not everyone is the right fit. Really, what is the worst thing that will happen?

What happens if you do not take action? Your results are the same now that if you do not take action. The answer is always a “no” until ask or take some form of action. You miss out on developing rich relationships, referrals, meals, and potentially profits. You are in business to make money right? If not, you have a hobby. You are sacrificing your potential to help someone improve their performance, productivity, or profit with your product or service. You have the knowledge, skill, and ability to help others breakthrough barriers and create or innovate new things. If you do not share how you can help them or someone they know, how are they supposed to know about what you can do?

What is worse? You lose out on your opportunity to grow and learn. Each person I meet teaches me about a new concept, idea, or a perspective of how I can better serve others. What are you waiting for? Go ahead and attack that stack of cards on your desk. People may be waiting for your call. They may have lost or misplaced your card. Make the first move.

What do your prospects and customers teach you?

 

Do You Know Where Your Next Client Is Coming From?

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Are you too busy doing activities that do not serve you? Are you hiding behind the computer because the thought of networking makes you queasy? Do you think networking is a waste of time? Maybe, you thought if you built your business, product or service, the people would come. Sorry to disappoint you but people do not just come.

Your friends and family may have been your first customers. You may even feel that the well has dried up and you do not know where your next client is going to come from. The problem here is that you do not have a plan.

Find New Customers words written on a calendar date or day with red marker
Find New Customers words written on a calendar date or day with red marker

You need to have a plan. People need to learn about you and what you offer. You have to build the know, like, and trust factor. People have to get to know and like you before they will trust you with their money. Studies have shown on average it takes about 7-9 touches or contacts with a person before they will do business with someone. For some people, it takes up to 25 times. It takes even longer before they will refer someone from their circle of friends or colleagues.

Think about how you size up people and situations before you do business with them. Chances are that once you have built the relationship with them you have no problem doing business with them or referring others to them.

There are many ways to attract the ideal client. Networking events are only one of the ways to get the word out about your product or service. These events are a great way to meet new people. The most common downside I see when going to networking events is people tend to gravitate to people they already know. I challenge you to introduce yourself to three people you do not know. Find out what they do. Share what you do. Ask questions to learn more about what they do and learn more about them. You may offer a complimentary gift such as a sample or session for people to trial you. If you are not leveraging networking opportunities, you are giving money to your competition. If you do not serve your customer, someone else will.

People crave face to face connections and conversations. Live events are the best way to create those connections and get the conversations started. Networking events are a gathering of people for a common purpose. The ice breaker has already been established. You already have a relevant theme to talk about.

Live event ideas to meet your next client:

  • Chamber of Commerce events
  • Professional associations
  • Women’s Groups
  • Trade/Industry Associations
  • Rotary, Lion’s, and Kiwanis
  • Alumni associations
  • Sporting events
  • Business Mixers
  • Volunteer Opportunities
  • Conferences
  • meetup.com
  • Classes and workshops

Get out where the people are. Live events are only one way to meet your next client. Do not discount your everyday interactions in the grocery line or bank line up, at the gym or at your child’s school. Do the people you interact with know what you do? If not, here is an opportunity you are missing out on. Do not forget to leverage your social media interactions and check out Kijiji, Craigslist, Eventbrite, and Meetup.com for ways to connect with like-minded people.

Before you know it, you will be connected with several individuals. Now, you need to follow up and continue to build and nurture these relationships. Find out what their goals are and how you can help them. Zig Ziglar said, “You can get everything you want in life if you will just help enough other people get what they want.” When you do this consistently, you will not have to worry about where your next client will come from.

Where did you get your clients from?

4 Smart Ways to Nurture and Build Business Relationships

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Business is not business without prospects or customers. Business is all about relationships and how you can serve others with your message, mission, products, and services. I learned long time ago that you need to build these relationships before jumping in and sharing some of your products and services. Business relationships are built on trust and rapport also known as the “know, like, and trust ” factor.Social network

Many people go wine and dine and even schmooze at networking events but never follow up with the people they meet. There is more to networking than the food and drink. You want to build and nurture the relationships almost like courting. It is important for you to have strategies in place to nurture your relationships. Strategy and not schemes. Strategies are intentional plans of continuing to build relationships to you understand how to serve your audience and the persons in relationship with learn what you do, what your needs are and how they may help you as well. Relationships take time to build. They say it can take 7-9 touches or interactions with someone before they will do business with you. There are many smart ways to make them happen!

Business Relationship Building Strategy #1 – Get to Know Your Audience

Getting to know your audience begins with active listening and paying attention. Think about the information they like, share, or pin on social media. Develop a dialogue online and ask a question to learn preferences, likes, and dislikes.

Small Action Step

Send a direct message on social media to someone you have conversed with in person or online asking them about their business goals and how you may support them. Another idea you may try is blogging about a recent book you read and asking others for their feedback on the book or what books they would recommend.

Business Relationship Building Strategy #2 – Follow Up Phone Call or Send an Email (BUT do NOT hide behind the computer)

Follow Up is the key to business success. You can do this with a simple phone call or an email referring to your meeting or follow up on the discussion you had. Perhaps you promised to send them some information or you agreed to check your calendars to meet for lunch or coffee and you were just following up. Ideally, follow up should occur within 24-48 hours. Life are busy – try to make your follow up timely.

Small Action Step

Call the last person you met at a networking event. Arrange to meet for lunch or coffee to learn more about them and the business. Always come form a place of service first. You may want to do business with them or you may keep them in mind for someone who does.

Business Relationship Building Strategy #3 – Send Nice to Meet You or Thank You Cards

Send out “Nice to Meet You” or “Thank You” Cards to people you have just met or people you have done business with. How often to you get mail from someone you have just met or you have done something for? Most people tend to say not too often. I know that this practice can change your life. Not only does sending a card make you feel good, you will make someone else’s day.  I use a distribution service called SendOutCards. I can send small tokens or appreciation or gifts.

Small Action Step

Purchase 5 Thank You or Blank Cards and write out a heartfelt message in a card to the last 5 people you had interaction with. They may be some you met at a networking meeting, a member of your team, someone who provided you with exceptional customer service, or someone who has made a big impact in your life.

Business Relationship Building Strategy #4 – (ONLINE) Write Content Rich Articles for Your Audience

Article marketing is a great way for others to “get to know your voice” and learn about how “you think” about the world. There are many article directories that you could submit article to. Ezine Articles and Self-Growth are two directories I submit content to.

How to articles are some of the most searched for forms of content.

Small Action Step

Write an article about something that people often ask you about. I bet this will be pretty easy as you already do this naturally. What are 3 tips or words of advice that you have recently given someone? How do you explain it to them?

Business relationships are key. Although some social networking can be done on the computer it is best to get out there and do some face to face communication, so people can get to know like and trust you. Are you in!

I would love to hear your comments about how you nurture your relationships. Leave your comments below.