Whether you are a solo entrepreneur or small business owner or career professional, you probably spend a fair amount of your time at networking events to build your business.

Here are some common mistakes we make at networking events:

1.       We schmooze, but don’t make the necessary connection with people to get business. It’s great to meet new people, but effective networking is not just about how many new people you can meet. It’s about making more meaningful connections; building and leveraging relationships that will over time get you new clients. It’s about quality not quantity.

2.       We mingle with no strategy. Who is attending the event? Who do you want to connect with that you have determined might be a potential client or referral source or even someone to collaborate with? Make it your business to meet the people who will have the most impact on your business. Focus and be intentional.

3.       We assume that people automatically understand the value of our products and services when we introduce ourselves and hand out our business card. It’s important to use benefit language to clearly communicate the value of your service so people you meet can immediately determine if you will meet their needs or if they know of someone else who could benefit from your product or service.

4.       We give away too much. This includes too much information, too many things for free, and too many business cards. When we first meet someone at a networking event, we should not talk about ourselves endlessly. Craft your message so you just give enough information to stimulate curiosity and more conversation. Engage in a dialogue, not a monologue. You will learn more about the person.

Don’t offer to give away too many free products or services. Be strategic about give-aways. What product or service positions you best? What will provide a good intro so that people will want to purchase more?

Finally, don’t go to networking events with the goal of giving out as many business cards as you can. Collecting cards from the people you have good conversations with is much more important. Write notes on the back of those cards so you remember who they are and what they said. Once you have their card, you control the follow up.

5.       We don’t follow up. What’s the point of going to events to meet new people and then not following up?  Following up is how you begin to build relationships that will bring you business. If you tell someone you will make an introduction for them or send them information, do it and do it as soon as possible after the event. Determine who the key people were that you met and send a personal note and set up a time to talk or meet them again. This is the beginning of developing a network that will bring you business.

Are you a woman entrepreneur with big plans, and the vision and passion for growing your company? Do you know a dynamic woman entrepreneur who is on track to create a multi-million or billion-dollar enterprise?

If so, I encourage you to apply, or to nominate, an outstanding entrepreneur for the Ernst & Young Entrepreneurial Winning Women program. Now in its third year, Entrepreneurial Winning Women is a competitive award designed to connect high-potential women entrepreneurs with the advisors, resources and insights they need to become market leaders.

Winners will:

• · Join an elite network of the country’s best high-growth companies and entrepreneurs
• · Participate in a customized program designed to accelerate and sustain business growth
• · On a complimentary basis, attend the Ernst & Young Strategic Growth Forum 2010, the country’s most prestigious gathering of high-growth companies, November 10-14 in Palm Springs, CA (http://www.ey.com/us/strategicgrowthforum)

Eligibility:  Applicants are women who own or have founded their companies within the last ten years and have achieved at least $1M in revenue in the past two. For more information on eligibility and how to apply, or to learn how to nominate a deserving woman entrepreneur you know, visit http://www.ey.com/us/entrepreneurialwinningwomen. The application period closes on June 30, 2010.

I was in Rhode Island last Friday giving a workshop on Promoting Your Brand to Rhode Island Networking to Open Doors to Jobs. I arrived early and was, therefore, able to sit in on the facilitated networking exercise at one table. All of the people at the table were highly qualified and competent individuals who held director or executive level positions before being laid off.

The facilitator at the table asked each person to give a little information about their background, their strengths and expertise, and what kind of position they were seeking. I was impressed how well each person articulated their strengths and what types of companies and jobs they were targeting for employment. Everyone around the table responded enthusiastically with potential contacts and leads for their colleagues.

We worked our way around the table to one woman who told the group that she was an architect and was now in limbo and trying to decide what she wanted to do going forward. She told the group that at this time she was looking for any type of job. Interestingly enough, the group who had previously been so helpful to others, now remained quiet. They simply did not know how to respond.

The lesson from this is: People really want to help. In fact, most people are eager to assist you in getting a new job or getting clients, but YOU need to give them enough information so that they CAN help. When we are vague and unclear about what we want ourselves, we cannot expect others to come up with the answers for us.

If you are a business owner or entrepreneur, the more specific you can be about who is your target audience, the easier it is for people to refer business.

If you are looking for new employment, be clear about what type of company you want to work for and what kind of position you are seeking.

People sincerely want to help. Give them the opportunity to be helpful.

It’s President’s Week this week. Besides school vacation, it is also a time to honor Abraham Lincoln and George Washington; two past presidents who were a major part of our history in the United States.

The holiday this week prompted me to think as well about honoring all the women presidents who have started and are now running their own companies in the United States. These women are playing a major role in our current economy and our future history. We should take the time to honor and recognize all female presidents in business and the incredible impact they have on the economy in the United States.

Here are the facts:

• 40% of all privately held U.S. firms are now owned or controlled by women. (10.4 million firms).
• Women’s companies are responsible for creating jobs at twice the rate of all firms.
• Women’s  companies are now responsible for more payroll than all the Fortune 500 companies combined.
• Women’s companies are growing profits at a faster rate than all firms.
• 420 new women-owned businesses are started every day!

Margaret Heffernen states in her book, How She Does It. Women Entrepreneurs are Changing the Rules of Business Success, “That these companies are doing so well says a great deal about female strengths and talents….These phenomenal numbers show just how effective women can be when they work on their own terms.”

To Madam Presidents everywhere, we honor you for your hard work and dedication, your commitment to your purpose and vision, and your contribution to the growth of our economy. YOU are our future.

Tune into Women Mean Business Radio on March 23rd, when I interview Margaret Heffernen.

http://www.voiceamerica.com/voiceamerica/vshow.aspx?sid=1612

I have always maintained that the best way to market is by word of mouth. Communicating with your network is the most powerful and important marketing vehicle you’ve got. I was so pleased to read Seth Godin’s blog this week,http://sethgodin.typepad.com/seths_blog/2009/04/first-ten-.html because he validated this marketing approach and labeled it, the secret of new marketing.

In his blog, Seth states:

Find ten people. Ten people who trust you/respect you/need you/listen to you.

Those ten people need what you have to sell, or want it. And if they love it, you win. If they love it, they’ll each find you ten more people (or a hundred or a thousand or, perhaps, just three). Repeat.

If they don’t love it,  you need a new product. Start over.

Your idea spreads. Your business grows. Not as fast as you want, but faster than you could ever imagine.

This approach is so effective because you are communicating your message to people who know you and respect you. It is common knowledge that we buy products and services with brands that we trust. Your network contacts already trust you and believe in you and are more than willing to spread the word about your business and your brand.

Initially, it is not necessary to get your message out to the anonymous masses. There is a common belief that to jump start your business it is important to reach as many people as possible with expensive press releases and formal product launches. Seth calls this approach backwards. You spend a lot of money in the beginning and then it falls off when you should be doing the exact opposite. Save your marketing dollars until your business starts to grow and thrive.

Consciously nurture your network and be clear on your promotional message. What your network contacts say about you contributes to the value and reputational power of your brand.

April Teleclass on Self Promotion starts April 7th!

There is still time to register.  3 one hour sessions run consecutive Tuesday evenings 7-8pm EDT

Learn how to overcome your limiting beliefs around selling yourself and your business.

Create your own authentic and effective message to promote yourself.

Workbook included. $99 for 3 sessions!

register online: http://womenssuccesscoaching.com/services/group-coaching

Here are some testimonials:

“Thanks Bonnie! It was a great session and I found it very helpful. I am charged up and ready to go.”

“To anyone who hasn’t taken this workshop, I highly recommend it!! It’s excellent information.”

“Bonnie’s insight and approach regarding sales was transformational for me.”

]]> http://womenssuccesscoaching.com/2009/04/the-secret-of-new-marketing/feed/ 0 http://womenssuccesscoaching.com/2009/03/how-many-hats-can-a-woman-wear-in-one-day/ http://womenssuccesscoaching.com/2009/03/how-many-hats-can-a-woman-wear-in-one-day/#comments Mon, 23 Mar 2009 12:41:14 +0000 Bonnie Marcus http://womenssuccesscoaching.com/?p=748

No, this isn’t a riddle! We wear so many hats during the course of one day that it’s quite remarkable. How do we do it so effortlessly? Have you ever thought about all the different roles you play? There are probably way too many to mention in one blog post, however, since my intention is to give all women a much needed pat on the back and recognition for all they accomplish, I am going to give this a try.

Early Morning

1. Housekeeper
2. Caterer/short order cook
3. Drill Sargent
4. Chauffeur
5. Event Planner
6. Commuter
7. Athlete (did you get your gym time in?)

Work

1. Correspondent
2. Visionary
3. Leader
4. Manager
5. Customer Service Representative
6. Computer whiz
7. Team Player
8. Mentor/coach
9. Task Master
10. Negotiator
11. Marketing Director
12. Salesperson
13. Bookkeeper
14. HR Director
15. Peacekeeper
16. Researcher
17. Worker Bee
18. Cheerleader
19. Speaker/Presenter
20. Humorist
21. Nurse
22. Therapist

Evening

1. All of early morning activities again
2. Disciplinarian
3. Personal Shopper
4. Laundress
5. Librarian
6. Sports Fan
7. Teacher
8. Activist/Community member
9. Story teller
10. Babysitter
11. Entertainer
12. Companion, lover, partner, mother, sister, daughter, friend

WHEW! It really is quite remarkable how many different hats we can wear during the course of one day and how we can switch those hats so effortlessly. We are FABULOUS!

I know this isn’t everything. What did I miss? I would love to hear your feedback and be able to add to the list!

Join the Friday Breakfast Brag Club (TGIF)

Share and Celebrate your weekly successes by calling in each Friday 8-8:30 am EDT and practice your positive self-talk. This is a FUN way to end your work week.

Just $29.99 per month for all the self-esteem boosting you can take!

http://womenssuccesscoaching.com/services/group-coaching

We are all taught in Marketing 101 the importance of defining a niche and clarifying who we consider to be our target audience. I think we all understand this concept intellectually. It makes sense. When people have a clear understanding of what services and products you offer and who will benefit from those products and services, they can easily refer business. Yes, the concept completely makes sense.

Now, we are starting our own business. We have these wonderful products and/or services to bring to market. We don’t want to miss out on any opportunity to make a sale. So what do we do? Do we go back to Marketing 101 and choose a well-defined niche? Very often, we don’t. We ignore the marketing pundits and cast a really wide net in hopes of being wildly successful right out of the starting gate. We don’t want to turn down any opportunity that may come our way. The problem is that  promoting ourselves without a specific target audience and niche can often backfire. We try to attract everyone, but we end up not attracting the clients we want and we limit our success because we haven’t defined our message so that others can refer business.

The hesitancy to narrow our niche is often fear based. We are fearful that if we limit ourselves we won’t be successful and that when we first start a business we need to take any clients/customers that we can. This  approach can also be true, however, of more experienced entrepreneurs who are still holding on and patiently waiting for their businesses to grow.

The first step to attracting clients is to define your target audience. Who is your ideal client? Gender, age, income, educational background, occupation, geography, hobbies and interests, special needs are all important factors.

Once you clarify the target audience, you need to create a message to promote yourself and  your business that will attract this type of customer/client. Your message should be very specific about what you provide for that target audience and how they will benefit. There should be an emotional component for them to latch on to. Make your message personal and tell your story and your own connection to this product or service.

I have assisted many clients through this process and the results are usually quite remarkable. Once you get over the fear of narrowing your niche and you send a clear message to your network, your business will literally take off. All of a sudden, the light bulb goes on and people get it. They will know someone who needs your services or product and they will refer business.

Your promotional message can be used in any form of media. Now you have the content for any successful promotion whether it’s face to face meetings, radio, print ads, web site, or brochures.

Narrow your niche and you WILL attract more clients.

April Teleclass:  Self-Promotion for Entrepreneurs and Small Business Owners

Learn what limiting beliefs hold you back from successfully promoting yourself and your business.

Create your own unique compelling message that will help you stand out in a crowd.

This stimulating interactive group class will help any business owner feel comfortable and confident promoting themselves. Workbook included.

NOW ONLY $99 for 3 one hour sessions!

Tuesday evenings, 7-8pm EST. April 7, April 14, April 21

Brand New! Starting in April. Weekly Success Group!

The Friday Breakfast Brag Club (T.G.I.F.)

Thank Goodness I‘m Fabulous!

End your week on a high note. Call in every Friday morning 8-8:30 am EDT and share your successes for the week in a safe and supportive environment. Practice a little bragging.

What went right this week? What does that say about you?

Celebrate YOU every week. What fun!

$29.99 per month. 3 month commitment. Space limited.

Click here for more information on both Group Classes. www.womenssuccesscoaching.com/services/group-coaching

How do you stay marketable in a down economy? Promote your personal brand.

When it comes to selling yourself, you should follow the same guidelines that you use when selling any product or service. Take an objective point of view, do an assessment of the product (you), create an effective pitch, and develop a sales plan.

1.  Know Your Product.

Do an assessment of yourself and get to know yourself as the “product”.

What are your strengths?

List 3-5 personality pluses and how these traits have helped you in your current and past positions.

List 3-5 recent accomplishments. What do these accomplishments say about you?

2. What is your sales pitch for your product?

Create your own personal pitch.

Answer these questions:

What is my story? my history?

What differentiates me? What special qualities do I have and why are they marketable?

How have these qualities helped me be successful in the past?

What are my features and benefits?

i.e. I am tenacious and what that means to my employer is that they can count on me to stay focused and complete my assigned projects.

3. Create Your Sales Plan

What is your career goal for the next 6-12 months?

Create action items to help you reach your goal.

Identify people you need to be in front of consistently. How will you accomplish that? Set timeframes and identify resources needed  if any.

What organizations should you join/attend? What committee should you volunteer for?

What special projects should you take on?

4.  Go out there and sell yourself.

Always be prepared 24/7 to talk about your accomplishments.

Consistently work your sales plan and stay in front of your “web of influence”, your important contacts.

Stay visible. Stay positive. Stay focused.

Approach selling yourself and your own personal brand with the enthusiasm and confidence your “product” deserves. You are the best possible “product”. Go out there and let everyone know what you’ve got!

Want to practice your positive self-talk?

NEW Group staring in April

Friday morning Breakfast Brag Club (TGIF)

Thank Goodness I’m Fabulous!!!

8-8:30 am EDT every Friday morning

check it out:  http://womenssuccesscoaching.com/services/group-coaching/

]]> http://womenssuccesscoaching.com/2009/03/how-to-stay-marketable-in-a-down-economy/feed/ 0 http://womenssuccesscoaching.com/2009/03/network-network-network-now/ http://womenssuccesscoaching.com/2009/03/network-network-network-now/#comments Sun, 01 Mar 2009 15:54:53 +0000 Bonnie Marcus http://womenssuccesscoaching.com/?p=674

I think by now we have all accepted the fact that our economy is in crisis and there is not an immediate panacea to catapult us back to financial stability. Every day we hear of more businesses going bankrupt and laying off employees.

Perhaps you are lucky enough to be employed or  own your own business. Even if you are currently unemployed, now is the time to get out there and network!  If you are vigilant at networking, you can continue to build your business, keep your job, and land a new position.

What to do if you own a business?   Network!

1. Regularly stay in touch with your customers to ensure that they are pleased with your services.
2. Consistently expand your referral network. Set appointments every week. Target specific numbers of new contacts per week.
3. Look for new opportunities to showcase your business through your network. Write articles, blog, guest blog, go to networking meetings. Keep visible on your social media sites.
4. Fine tune your pitch. Make sure that your message is compelling and memorable.
5. Look for partner opportunities with complimentary businesses in your network. Tap your referral network for ideas.
6. Entice new customers with special promotions. Brainstorm with your contacts. Collaborate.

What to do if you are employed?   Network!

1. Make sure you stay visible at work. Now is not the time to hide in the shadows.
2. Regularly meet with your boss to discuss your progress and set new goals.
3. Expand your referral network inside and outside the company. Keep in contact with your network contacts on a consistent basis.
4. Use social media sites to network. Join industry related groups on sites such as LinkedIn to increase your network and visibility.
5. Develop an action plan. Who is in your web of influence at work? Who do you need to stay in front of? What actions are necessary?
6. Keep track of your accomplishments on a daily/weekly basis. Be prepared to speak about your successes.
7. Prepare your personal pitch. Be ready 24/7 to talk about what you do with your internal and external contacts. Don’t miss out on a opportunity to promote yourself because you are not prepared.

What to do if you are looking for a job?  Definitely network!

1. Write out a list of your accomplishments. Review the list and write down what these successes say about you.
2. Write 3-5 personality pluses and how they helped you in your past positions.
3. Make contact with everyone in your network. Include family, friends, former colleagues, professional contacts (doctor, lawyer, chiropractor, dentist, accountant, etc.) and let them know what type of work you are seeking.
4. Update your personal message to include your accomplishments. Your message should be upbeat and positive.
5. Work the social media sites and industry related groups.
6. Do your online searches daily and see the types of positions out there.
7. Be clear what you want. Set your intentions in that direction. Let everyone know what type of position you are seeking.
8. Prepare for each job interview. Research the company. Investigate to see if your network contacts have relationships in the company to help your efforts.

The challenge whether you are employed, unemployed,  or a business owner is to stay focused on work and keep a positive attitude. Set your intentions on new opportunities through your network contacts. Your diligence in networking activities will lay the groundwork for your continued success.

New April Teleclass!

Self-Promotion for Entrepreneurs and Small Business Owners

3 one hour sessions, Tuesday evenings 7-8pm EST, starting April 7th. $125

For more information: http://womenssuccesscoaching.com/services/group-coaching

]]> http://womenssuccesscoaching.com/2009/03/network-network-network-now/feed/ 1 http://womenssuccesscoaching.com/2009/01/why-is-to-sell-a-four-letter-word/ http://womenssuccesscoaching.com/2009/01/why-is-to-sell-a-four-letter-word/#comments Tue, 13 Jan 2009 17:07:14 +0000 Bonnie Marcus http://womenssuccesscoaching.com/?p=383

I am always amazed at how  many people are traumatized when it comes to selling.  When I looked up “to sell” in the dictionary, I found these definitions.

• to transfer services to another in exchange for money. (OK. I can live with this one.)
• to persuade or induce someone to buy something. (Used car salesman approach?)
• to convince (hmmm. Still a bit negative.)
• informal definition: to cheat, betray,or hoax. (OMG!)

Yikes! No wonder those of us in sales often fight the negative public perception of sales people and NO WONDER no one likes to sell. It’s because they don’t like being SOLD TO.

There are many negative beliefs about sales. For those of you who think that you need to be born as a salesperson or need to be a certain personality type, I challenge you. You are hiding behind this limiting belief and assuming that only certain people can sell well. It’s too easy to take on this belief and the consequences are far reaching if you have your own business. After all, who can sell your business with more passion than you?

Sales does not have to be a daunting task. It’s about having basic conversations and dialogues with people. I emphasize dialogue because good selling is more about asking good open ended questions and listening. Don’t be intimidated into believing that you need to make spectacular slick presentations. Sales is  more about building rapport and relationships, gaining trust, and educating others about your product or service. Even sales professionals know that these are the basic skills they need to be successful.

You can have the best business concept in the world, but if you don’t get out there and acquaint people with your product/services, you will not be successful. Talk with people about what you do. Connect with the passion  you had when you first started your business. Make your message personal and interesting and just get out and sell!

Women’s Success Coaching is offering a teleclass on Self-Promotion in February. Four one hour sessions for $199. Check out Group Coaching to access more information or to register. First class is Tuesday evening, February 3rd from 7-8pm EST.