Standing Out

The trick to standing out in the crowd in your line of business isn't being slick or a smart aleck (we see a lot of people playing the smart aleck online). It's not being controversial or being a shock jock. The trick to standing out from others is being consistent and helpful as you build relationships.

Regardless of what you may have heard, people are still looking for someone to help them; they're still looking for someone that will make them feel safe and secure. I know we have the internet now and people can "educate" themselves on all the products they need, but all the information in the world will never replace a real relationship based on trust, knowledge, and a desire to be helpful.

If you want to stand out in your business, follow these three rules:

1. Communicate consistently
Write a note. Send an e-mail. Send a Tweet. Facebook them. Call on the phone. Drop in to say hello. And when you do any of these, provide something of value.

2. Make yourself available
While I was writing this post, one of my customers called and needed help with a piece of equipment he uses. The manufacturer was short with him on the phone (probably busy), and told him what he needed to do to fix his problem, but he didn't seem like he wanted to help. All I did was let my customer vent, agreed with what the manufacturer suggested he do to fix the issue, and then suggested a couple of other options. Right before he got off the phone he said, "Thank you." I said, "For what? I did do much." He said, "I know, but when I call you I can tell that you really want to help me." Be there when they need you!

3. Build trust
The most important thing you can do in any business is build trust. That means you need to know your stuff, be honest when you don't know your stuff, know what your customer needs, and be honest when you find your product may NOT be the best fit for your customer's needs.

If you follow these three simple rules you'll be leaps and bounds ahead of your competition in no time.

Image: diankarl

Shut Up, Step Back and Watch

Have you ever seen hyperactive networkers that just HAVE to meet the guy that spoke to the group? It's kind of funny. They kind of shake like a toy poodle as they stand in line to shake the speakers hand, share a few words, and then feel like they really accomplished something.

I just watched a number of fellow Power Breakfast attendees do just that in Charleston. I'm sure many of them were potential suppliers for the company the CEO that spoke runs, just like me. But what good is a quick word or two, the passing of a card, and worse yet; a little bragging about ones self and business going to to do for that networker hoping to make a connection?

Instead of joining the crowd, I did what a good friend, and much more seasoned salesperson told me I should do in situations like this; I kept my mouth shut, stood back and watched. My goal in attending the meeting was to get a good contact name for someone in this CEO's company that I could talk with about my products. I was hoping the CEO would be able to give me this information. But after standing back for a while I noticed a lady that kept attending to all of the CEO's needs. She hovered around him, handed him papers, and and so forth.

No one was paying any attention to her, so I walked up and said, "He keeps you busy doesn't he." With a smile she said, "You have no idea." She then went on to tell me she was the CEO's personal assistant. After we talked about some of her responsibilities, I asked, "Could you help me with a question?" She said she'd try. I then told her I needed to know who to talk to in her organization that would be interested in my products and then told her what I do and how I can help her company. She gave me the name I needed, took my card to pass on to the fellow she asked me to call, and then gave me her card and told me to call her if I needed any more help. Goal met!

Shutting up, standing back, and keeping my eyes open netted me a better contact than the one I went to the breakfast with the intention to meet. Two points to ponder:

1. Don't be so anxious
Take your time when networking.

2. Look around
If you're only focusing on the "target" you came to meet. You may miss out on a great opportunity to meet someone you didn't even realize could help you.

Image: fspugna

All the Work You Need?

It never ceases to amaze me how foolish people can be. I've been involved in a group in my home town called The Business Fellowship for some time now and we had a really great speaker scheduled for this last meeting, so I decided to invite a few friends; three in fact. One immediately said yes, one couldn't make it because he had to go out of town, but one responded to my e-mail with this reply:

"I'll pass. I already have more work than I can or want to do."

I spent the rest of my day shaking my head over that one! Now understand, this fellow is a contract employee in a very stable industry and really does have all the work he could want or need. But my question is, what is he doing to build his professional network in case he ever finds himself looking for another company to work with? Networking is not always about finding more work. There are many reasons to network. Let's look at some of the reasons Jeff Taylor talks about in his book, Monster Careers: Networking.

Networking Separates You from the Pack
If you had two applications in front of you and both were from people that are new to the work force, but equally qualified; which would you look at more closely? An applicant that is well networked (student counsel, volunteer, school newspaper, toastmasters) or one that isn't?

Networking Catches You When You Fall
If you are laid-off or your company goes under, wouldn't it be nice to have a solid group of contacts that can help you land that next job? If you're self-employed, this same group can lead you to your next client.

Networking Opens Up New Possibilities
Sometimes you'll run across clients you never thought to call on, or a career you never thought to pursue.

Networking Makes You More Valuable to Your Company
Power people network! How many potential colleagues could you meet while networking? Lots!

Many people think networking is just for entrepreneurs or salesmen, but the reality is everyone should be networking. Don't be like my friend who was so fast to say no. Consider all opportunities to meet people and build relationships. This group may not have been a good fit for him, but he'll never know. Here's hoping all that business never dries up! :)

Reference: Monster Careers: Networking, Chapter 1, Pages 5 - 6

Image: successfromthenest.com

LinkedIn or Facebook?

I'm a big believer in networking! Without a doubt, networking has lead to more opportunities for me to grow and move ahead in my business than any other single activity I do on a daily basis. But one area of networking still eludes me and that is Online Social Networking.

If you you asked me which online forum has the best potential, I would say LinkedIn, but it seems that Facebook is pretty powerful for business too. At least according to this article I found today.

I want all of you to click on the blue letters above and follow the link to the article. The writer came up with six business scenarios you might use either Facebook or LinkedIn for. The article was a big help to me in understanding how to use both sites, and what they're best for. Let me know what you think!

If you liked this post, be sure to visit my other blog: Jim Sharp

During an Interview

I had a friend of mine ask if she could interview me for a class project she was working on. They needed to assess a small business that uses 3 computers or less and they would come back with some recommendations for software that may be helpful to the business. She thought that On The Edge, a newsletter I publish, would be a good fit.

The interview went well. She and a young man from her class sat and talked with me for about an hour. It was helpful and I think once they go back to their class and make their report, they'll come back with some good suggestions that may save me some time and money.

What I found interesting though, was the young man she brought along. My friend is retired and is going back to school just for the fun of learning. She's not sure where it will lead, but she enjoys the challenge and her classes. But this young man is 26 years old and wanted to get into Computer Networking and IT. So I started quizzing him on what he is doing now that will help him get a job in the future. I kept getting blank stares. Here are some of the things I was asking him:

1. What organizations have you joined that are helping you get in front of potential employers?
2. Do you have a LinkedIn profile?
3. What books are you reading, apart from your class text book, that will help you excel in your chosen field?
4. Do you understand where I'm going with this?

Unfortunately he didn't. So I told him about GSATC and about their Tech after 5 networking meetings. I explained LinkedIn to him and suggested he sign up and build a profile. Since I don't know much about Computer Networking and IT, I couldn't suggest a good book on that subject. But I do know a good bit about Career Networking and I suggested he read Monsters Career - Networking. It is one of the best Career Networking books I've ever seen and every college student should read it. I also gave him the name of an IT Recruiter I know through some of the Tech after5 meeting I've been to.

It seems to me that our colleges need to do a better job of preparing their students for the future. While they're doing a fine job on the technical side of education, they should also be teaching the personal side of building relationships in your chosen field. Maybe this fellow will listen, maybe he won't. I have a feeling that the latter will prove true. In this new economy, we need to be interwoven into a community that can help propel us in our careers. Especially in a career like IT, it can change on a dime and you never know when you'll be hunting that next job.

So my big question of the day is, what are you doing to propel your career?

Image: pmi.org

If you liked this post, be sure to visit my other blog: Jim Sharp