From the desk of Michael J. Hughes, Canada’s Networking Guru.  A long time acquaintance contacted me, asking if I could deliver a presentation on change management. It was beyond me that he would request I speak on this topic, given my on-going investment in promoting myself as a networking expert. The annoying part for me was that we’ve been colleagues for over 25 years. We worked in similar capacities at a previous employer. We’ve had conversations about our respective careers. And still he wasn’t clear.

I did want to be helpful so, before replying, I contacted a colleague, asking if she knew anyone who might have expertise about this subject. She quickly responded that this topic was, in fact, her area of speciality. I had no idea.  We were  close colleagues and I thought I had a good grasp on her area of expertise. What a revelation!!!

Too often, we take for granted that those closest to us know what we do and why they should hire or refer us. We’re mystified when they don’t. When was the last time you gave those closest to you the opportunity to gain (or re-gain) more insight and information about your value?

Here are three proven, practical strategies that can accomplish this.

Share success stories: prepare “good news” updates to share with colleagues and clients, especially in response to the question “What’s new?” This information relays your success, speaks to a specific market sector and reminds these important contacts of your core value.

Supply free samples: everyone likes a free sample. Make sure you include your highest-value relationships when you think of this strategy. Offer to send them white papers, new product samples or include them in your information updates. It will make them feel special and act as a reminder of the value areas you represent.

Invite them to participate in your offerings. There is no more powerful strategy to get others to act on your behalf than to allow them to experience the value you represent. Invite them to a seminar, allow them to attend an event you’re hosting or supply them with a ticket to that special offering.  This is the single most effective strategy I have used to get others to promote and/or hire me.

P.S.: Want more info on this topic? Email me at info@NetworkingForResults.com and I’ll forward you my article “The 5 Most Powerful Referral Motivators”

P.P.S.: Want more timely, topical and practical networking tips and tactics? Sign up for my FREE weekly email networking tip. As a bonus, you’ll receive a complimentary copy of my ebook “Managing the Networking Process”.

From the desk of Michael J. Hughes, Canada’s Networking Guru.  Sometimes we get stuck on who we are or the value we represent by being too focused on the wrong things. In one day last week, I had three separate coaching/mentoring  conversations. One was with an emerging entrepreneur, the second with a consultant in a new market and the last with a seasoned professional. Incredibly, all dealt with the same area of expertise.

Even more amazing was the fact they were all exasperated by the exact same issue. Each was struggling with how to
showcase value and stand out from the crowd. They saw themselves as one of many in an overcrowded marketplace where their topic was a commodity.

In each case, as soon as we zeroed in on areas of their personal passion, professional expertise or past success, their uniqueness became apparent. They were able to feel confident in their individual value and spoke more assertively
about the contribution they could make.

This week’s tip: Every one of us has a singular approach, perspective or position based on our individual journey. Therein lies the strength of our cause, the unique value we represent. Sometimes, we need to move away from marketing and reflect on our mission to embrace the contribution we can make to others.

You can receive Michael’s FREE weekly email networking tip AND get a complimentary copy of of 12-page ebook “Managing the Networking Process” by visiting his web site.
 

From the desk of Michael J. Hughes, Canada’s Networking Guru: I’m continually  stressing that contributing to others’ success is one of the most effective strategies to get them to remember you and work on your behalf. Sometimes, you need to get a ‘whack upside the head’ to remind you of the value that this kind of activity can provide.

 The morning after a presentation, one of the attendees called. He had a few questions about some of the content. Just as I was getting frustrated with supplying free advice, he mentioned that he thought my info would be helpful to others on his financial services team (my target market). As always, I left the door open for him to call back should he have any addtional questions.

He did call again a couple of days later asking for more info and advised me he had brought my name forward to the company’s founder. In fact, he had even arranged for me to meet with him. Two days later and I had a very positive and productive meeting with the key decision maker. I must admit I was impressed by his actions.

Even more impressive was his third call. He wanted to share that he suggested me as a resource with a previous financial services employer where he still had solid connections. I distinctly remember thinking “I can’t wait to meet with him in person and see how I could be of service to him”.

This week’s tip: The key to recruiting others as advocates and referral sources is to repeatedly contribute to their success. The quantity and quality of results of this strategy lies in your willingness and commitment to continue, long after others expect a reward.

Want to get more networking insights and information? Visit www.NetworkingForResults.com and register for the FREE weekly email networking tips received by thousands of professionals. As a bonus, you’ll receive a complimentary copy of my 12-page ebook “Managing the Networking Experience”.

From the desk of Michael Hughes, Canada’s Networking Guru. Are you requesting, and leveraging, client & colleague testimonials? Check out the message below I sent to my 4,000-member database. See the end of this message for the four-step process I used to get these invaluable comments.

One of the things I have become aware of is my unique ability to utilize the wealth of professional knowledge, business experience and entrepreneurial expertise to benefit others. Often, a single telephone conversation allows me to share a key insight, overlooked opportunity or new perspective that is the missing link to professional or prospect success.

Read these testimonials supplied by entrepreneurs and sales professionals in recent weeks, most after one single conversation.

“If you are looking for a mentor who will call it the way it is yet guide you to take action and get focused in developing your business network with tangible results, Michael is your guy. I spoke with Michael this week. I left that call feeling more focused and as a result, I will network with purpose and intent to create better business connections with the intention of growing my business. I encourage you to make the time to speak with this gentleman.”
Teresa Whitmore, Realtor at Royal Lepage Ottawa

“Michael’s expert advice provided the direction I needed to develop a strategy to implement the next step of my business plan. His interest is sincere and his energy is catching.”
Norma Goldsmith, www.focusoninformation.com

“During my 30 minute phone conversation with you, ‘reframing’ would be the operand word. You engaged, you listened, you suggested networking-related marketing solutions, then reframed my mindset creating within me the confidence that I really could do it. I was encouraged! Thank-you.”
Murray Comber, www.lifeconcepts.ca

“Prospecting was not the issue. Getting results from the prospects was my dilemma.  Michael’s simple but effective
 approach to setting a reasonable marketing plan in place made my business flourish. After 33 years in the insurance business Michael’s suggestions made all the difference!  Time well spent.”
Carol-Lee Whipple, www.gbairdfinancial.com

I find that conversations with serious, competent people both professionally rewarding and personally satisfying. The bonus is I can almost always deliver outstanding value. So I’ve committed to dedicating two days per month to one-on-one telephone coaching as part of the NfR Network Resource Centre. Monthly membership fee of $29 now includes a 30-minute one-on-one coaching call with me.

Click here to register NOW and schedule your coaching call for $29, while space is available.

 “I really appreciate the time you have spent with me over the past few weeks and thank you for sharing your expertise, enthusiasm and input. It has been the most useful and enjoyable networking information and experience that I have put into practice.”
Roger Gibbons, www.whitecapitalcorp.com “Within our first consultation Michael recognized the potential in my plan and suggested a strategy for moving forward with the first goal of increasing revenue.  I hung up the phone feeling inspired, more confident and eager to implement his suggestions.”
Cheryl-Ann Webster, www.beautifulwomenproject.com

P.S.: I’m restricting my time to two days a month for NfR Network Resource Centre coaching support.
Click here to register NOW and schedule your coaching call for $29, while space is available.

Here’s a four-step process to create and collect a stable of powerful testimonials like the ones above:

1. Implement a strategy of supplying value to others, without reservation or limit. 2. Confirm the value by asking them to validate how you contributed to this life/sucess/results.3. Request a testimonal within 12-24 hours of your value delivery.

Check out the entire list of networking skill-building resources at www.NetworkingForResults.com

From the desk of Canada’s Networking Guru, Michael Hughes.

Cheryl and I have finally embraced the PVR world. This allows us to record our favorite TV shows, then watch them at our convenience. No more agonizing about missing an episode or re-arranging our schedule to accommodate the time lines dictated by others.

A bonus to this strategy is that we can compress the time required to view our shows by fast-forwarding through the commercial breaks. What a great alternative to regular TV: maximum entertainment and little, or no, annoying advertising pitches to suffer through.

I wondered how the advertisers could survive in this new world. Then I began to notice that, even when fast-forwarding through commercials (even at double speed), I could grasp messages, read savings and identify brands. Do you think this is accidental?

This week’s tip: Just as TV advertisers have had to adapt their strategies and tactics to get their messages across in the ever-changing world of commercial television, we must adapt ours to the evolving technology advances if we are to maximize visibility and demonstrate value.
What have done, or what will you do, to adapt to the changes, constraints and challenges that technology has created for you and your products or services? It is a key to your continued success.

Follow me on Twitter (@mjhughes), be my friend on Facebook or let’s connect on LinkedIn.

Don’t forget to check out the wealth of networking skill-building resources at www.NetworkingForResults.com
 
 

From the desk of Michael J. Hughes, Canada’s Networking Guru.

It seems that there is less and less time to stop, or even slow down, and reflect on what matters. I’m not talking about for the world in general, I’m talking about for you. Have you invested time in this lately?

I was thinking back on my early days as an entrepreneur and remembered a one-page document I had created that embodied what I felt were, at the time, my most important values. I wondered “do they still matter?”

So I dug it up (yes, I still have it after almost 20 years) and read, almost in awe, at what I had written. I can see the foundation of much of my current success in the ten fundamental personal principles I had recorded.

This week’s tip: Have you invested the time to think through, and write down, your most important values? THis act will test your courage, commitment and character. Why? Because writing them down will force you to accept these as your compass and your conscience.
P.S.: Want a template to work from? Reply to this email with “list” in the subject and I’ll
forward a scanned copy of my 20-year old list.

P.P.S.: to receive these tips directly and check out the amazing list of networking skill-building resources, visit www.NetworkingForResults.com.

from the desk of Michael J. Hughes, Canada’s Networking Guru.

In the early stages of my speaking practice, I would make it a point to supply extra information and handouts to my audiences. My purpose was twofold: impress them with my wealth of knowledge and have them hire me.

Invariably, I would find many of the copies left on the tables. I struggled with how to help
audiences appreciate the resources I was providing. After all, I was investing quite a bit of time and effort to produce them.

One day I forgot my extra documents at home. During my session, I apologized and mentioned that anyone with an interest could leave me a business card to receive it. Although only a few participants came forward, I realized they valued this information.

this week’s tip:
Our society equates price with value. Don’t give away information, services or products.
Instead, when mentioning your offering, exchange it for something (email address, business card or permission for contact). Not everyone will agree, but you can be assured that those who do see value in the resource you are sharing.

Check out the wealth of networking skil-building resources at www.NetworkingForResults.com.

From the desk of Michael Hughes, Canada’s Networking Guru. There is no question that today’s difficult and demanding business environment is having an effect on sales and purchasing cycles. Decisions are now being impacted by more restrictive budgets, micro-managed bureaucracies and/or a general wait-and-see mindset.

Any, or all, of these factors are causing delays in confirming contracts or completing transactions in a timely manner. And often the real culprit (money) is buried behind any number of delaying tactics. It’s easy to become discouraged or frustrated when  these issues arise, especially when all seems to be going full-speed-ahead. 

How can you address this reality that is now a part of of our “new” economy?

1. Increase prospecting activity. The number one strategy to reduce the impact of delays is to expand the basket of prospects you are working with. Investing in this activity alone will help reduce stress as it supplies new options and opportunities. Implement a discipline of attending one networking event every week (personal bias here). It will result in an on-going stream of new contacts.

2. Shorten communication chain. It’s even more important, in today’s constantly changing business environment, to stay in touch with prospects, clients and colleagues. Use multiple media (email + phone + face-to-face) to continuously gauge the progress of projects and identify possibilities. Don’t take anything for granted. Ask the hard questions, especially dealing with financial aspects. This is your responsibility.

3. Focus on value. This economy is a buyer’s market. Clients and prospects know they are in the driver’s seat. That’s one of the reasons they are prepared to wait. Offset this tendency by supplying overwhelming value. This could relate to quality/quantity of services, fees/discounts or expanded offerings. Give them reasons to move forward by addressing the business case (cost of delay & tangible result of investing now).

4. Adapt schedules & services. Many companies and individuals are looking for a unique offering that is customized to their needs, situation or budget. Invest more time upfront to discover the unique formula that appeals to each prospect. Be prepared to be more client-focused. And I mean putting the client’s needs first by focusing all your efforts & energy sincerely on their success. This is now a requirement for success.

5. Accept reality. No matter what your value or your offering, some clients in today’s marketplace will explore working with you, then decide to pass. It’s simply a fact of life. Do your research, work hard to demonstrate your value, exemplify professionalism and integrity and know when to walk away.

To get even more ideas and insights on building a successful business, surpassing sales targets or accelerating career success, visit www.NetworkingForResults.com.

From the desk of Michael Hughes: in today’s difficult and demanding business climate, delivering outstanding service is the exception, not the norm. When we get it, we know; it’s that rare. But do we take time to acknowledge that extra initiative, second effort or unexpected impact? Rarely, if ever. Yet, unsolicited praise remains one of the greatest gifts we can receive.

Why not take the time today to recognize a supplier, client or colleague who has gone above and beyond your expectations by praising her/his actions in writing, for all to see. It’s powerful, it’s empowering and it’s satisfying for both of you. here’s my contribution:

To Clayton Shold and Dave Maynard at Salesopedia.com:

Didn’t want to let the day end without sharing with the two of you how much I’ve enjoyed working with you. Every interaction with each of you has been pleasant and filled with enthusiasm and positive eneergy. The level of professionalsim you bring to each project we work on is amazing. You continuously amaze me with your innovative ideas and willingness to put me first.

But the most important part of our relationship is that you are sincere about my success. The recent “Salesopedia author showcase” you created for me has already translated into new business (within a week of launch!). I’m both incredibly surpised and extremely pleased. Thanks for your support. I look forward to working with you again soon and contributing to your success.

from a more-than-satisfied client,

 Michael Hughes, Canada’s Networking Guru

With all the doom and gloom pervading the news these days, it’s easy to adopt a pessimistic perspective (often camouflaged as a ”realistic” outlook) about the new year and its opportunity as a catalyst for new beginnings or personal renewal. 

Pessimists say “why try? You failed last time.” Realists preach “It’s not worth the effort. You’ll only waste your time and effort again”. And don’t kid yourself, many of these negative comments come from the little voice inside you as much as those around you.

I, for one, choose to see the new year as a chance to start over, to begin anew without guilt or remorse for last year’s failings. I use the calendar to wipe the slate clean and renew my dreams and re-write my goals.

As an optimist, I accept that success is as much in getting back up and trying again, as it is about sitting back and accepting reality. I believe that it is this human characteristic that allows us to truly embrace who we are and what we are.

This new year brings with it amazing power and potential. This is the perfect time for you to choose,or renew, a commitment that reflects the optimist in you. It will empower you and propel you into the new year.

I started my consulting practice 18 years ago at age 43 after being terminated from a 23 -year corporate career . I’ve struggled, survived and am finally succeeding. I choose to believe, and plan for, 2010 as my best year ever.

I ran my first marathon and 58, after 24 years of trying and three failed attempts. This year, I’ll compete in my first triathlon and this fall, I’ll run my next marathon with my two sons. My training starts today. I choose to believe, and am planning to, accomplish both.

I believe that I am entering the period of my life that will allow me to make the contribution to others I am truly capable of. To that end, I commit to embracing new opportunities, options and relationships that appear this year.

How couragous are you? Do you have the courage to believe in yourself? This is the perfect time to turn and face this new day. I’d love to see, or hear, what the optimist in you chooses for this year. Email me at info@NetworkingForResults.com.

Michael Hughes, Canada’s Networking Guru