Are You Stuck in the "Friendly" Networking Trap?

Many of the business owners I have met with during this past year have told me that traditional networking does not work for them, and as a result they are seeking alternatives in an effort to generate more leads, referrals and new business.

Some networking groups tend to be little more than social clubs where friends hang-out for breakfast, lunch or after-hour drinks, rather than venues to build business relationships, share referrals, and establish new partnerships and alliances that will enable them to successfully grow their respective businesses.

If you are stuck in the "friendly" networking trap and want to move beyond traditional networking to obtain more referrals and accelerate your business growth, here are some alternatives to consider or put more emphasis on to balance your marketing and lead generation efforts:

1. Cold calling. We all hate it, but every solo entrepreneur and small business owner should be doing it. Still one of the best ways to target your prospecting efforts to your ideal customer profile. 
2. Industry or trade associations. If your business has a vertical industry focus, becoming an active member of an industry or trade association group could be a better route to quality leads and position you with the right audience at the decision maker level.
3. Become a subject matter expert or thought leader. Write an e-book, book and/or articles, and get published to help raise your personal profile and brand within your industry or market niche.
4. Local sponsorships - i.e. community event, open house, ribbon cutting, golf tournament, etc. Where possible, make sure you have a booth, banner and/or speaking opportunity to spotlight your business and broaden your exposure.
5. Participation at industry trade shows, seminars, workshops, webinars, etc. Participate as an exhibitor, keynote or plenary speaker and become a key member of the events planning committee. A compliment to item #3 above.
   
6. Referral/Rewards Program. Offer your clients, partners and suppliers incentives such as discounts, gift or cash awards for quality leads that convert to new sales.
7. Launch a blog and post regularly. On average, businesses that have a blog get 55% more traffic to their web sites, and more traffic = more leads = more sales.
8. Join a mastermind group. A mastermind group is an excellent way to connect with other like-minded business professionals who are passionate about their own personal and professional growth, and helping others achieve success.

I do not recommend that business owners abandon their networking activities. If done properly, traditional networking is a great way to obtain referrals, build new partnerships and alliances, and acquire new clients. However, I do encourage a balanced approach where effective networking is just one method to be utilized to successfully market and grow your business.

Beyond traditional networking, you should have at least 4-5 additional ways to generate more leads, referrals and new business. The critical factor is selecting the appropriate marketing pillars for your particular business situation. Contact a sales and marketing coach if you need assistance in this area.

Please let me hear from you if you have any examples of alternatives to traditional networking that have produced great results for your business.

Good luck and good selling!


COPYRIGHT © 2010 John Carroll

Have a Personal Plan for Success in 2010

The ball dropped in Times Square at the stroke of midnight, and the tartan-clad gnomes have erased the blackboards, officially ushering in the New Year. It is time to start anew ... new hopes, new dreams, and a new list of New Year's resolutions, goals and challenges awaits each of us.

Yes, it's hard to believe we are already well into the first full week of 2010. So, what's next for you? Do you have a personal plan to prepare you for success in 2010 and the new decade ahead?

The past year was a blur for me, it flew by too fast, and New Year's day already seems like a distant memory. We have a Carroll family tradition on New Year's day that starts off with Bloody Mary's and brunch, and then quickly moves on to a full day of relaxation and TV viewing - i.e. Rose Bowl parade, Bowl games, etc. However, the most important part of our New Year's day tradition (next to the Bloody Mary's) for me is working on my personal plans for the new year.

For the past 10-15 years or so, personal planning has been an integral part of my New Year's Day tradition. You will find me camped out in front of the big screen with the new year's edition of the Zig Ziglar Corporation's "The Performance Planner" working on my Dream List, Things I Really Want To Be, Do, Or Have list, and my Top 6 goals for the new year. This annual planning ritual takes between 6-8 hours to complete, and helps me to center on the plans, priorities and actions to be taken to reach my goals in the new calendar year and beyond.

Do you have a similar tradition or personal plan for success in 2010? If not, here are five things for you to consider in developing your plans for success in the new year.

1. Finish what you started in 2009.
   
2. Prioritize new projects and goals for 2010.
3. Decommission the things that are not working.
   
4. Remember it is okay to take a mulligan.
5. Stay positive about your plans, your life and the future.

Also, don't get in a hurry to fill up the blackboard. Stay focused and limit your personal plans to 5-6 major areas of emphasis, so you don't get overwhelmed.

Devote the time necessary to fully develop your personal plans, and work on your Top 'X' list of priorities every day. Purchase a copy of the Zig Ziglar Corporation's performance planner or a similar planning guide to help you work through the process, and keep things on track.

Best of luck for a happy and successful 2010!


COPYRIGHT © 2010 John Carroll