Creating Your Elevator Speech for More Business in 2009

We are into our first work week of 2009 and if any of you are like me it is time to jump back into the networking groups, meetings, luncheons, and other venues that may bring more possible clients and business growth. This is not one of my favorite things to do, (networking, yuk!) but it is necessary.

I have been at these events so many times and they will go around the room and give you an opportunity to introduce yourself. I cringe at some of the introductions, so poorly delivered and definitely unclear on what they do. And then it comes my turn and I deliver a non-educating 30 second description that no one would have a clue to what I do. Tomorrow is a new day and I plan on delivering an introduction that makes people search me out wanting to learn more.

So how I am going to do this? Well, I have an online mentor, Terry Dean, who helps me to learn online marketing and how to apply the skills in the offline business world as well. In a recent blog post of his he wrote about creating an effective elevator speech.

Terry list step-by-step how to write an elevator speech and gives examples that will help you while you create your own. I will be using his tips to give my 30 second speech in the next couple of days. I highly recommend you checking out his blog post if you lack the expertise to get your message across effectively.

To read it for yourself follow this link: Create Your Elevator Speech by Terry Dean

Planning for Networking Success

We are now into our third month of the year and I have been in the process of planning my marketing strategy. A big part of my strategy is networking. I believe the more relationships I build, the more likely the person or business will call me or refer me.

I recently wrote an article on networking and getting the most out of your dollar investment. Here is an excerpt from it:

Spending Wisely While Networking Smarter

Here are some other ways I prepare for events:

• Depending on the type of event, plan my attire to the event. Attire is very important when attending events. If it is a trade show and as a business coach my attire would be a business suit. At an after-hours function, you will find a variety of styles so normally what I was wearing during the day will fit the venue.


• Have an over-abundance of business cards. I cannot count the times I have met people that made excuses such as leaving them at home or ran out. Never let this be you.


• Bring marketing materials. Even at a black tie event I always have materials in the car in case I happen to see an old acquaintance who asks me for a brochure or card.


• Set goals. Perhaps my goal will be to connect with two new people at the event. Maybe it will be to meet the coordinator so I can volunteer to help or speak at their next function. Whatever the reasons, set a goal, make a plan, and take action.


• Follow up on the actions. After the event, make contact whether it be by emailing, writing a note card, making a phone call; whatever your choice do not let a week go by without follow up.

Preparation in advance makes all the difference between a fun event and a discouraging event. I always feel more confident when I know what I want to accomplish and my plan of action. If I meet and exceed my goals, I am further ahead in my marketing plan.

Carole DeJarnatt
Alliance Advisors, Inc.

P.S. The full article is available for reading or publishing at Ezine Articles. Thanks for reading and feedback is always appreciated.

The Art of Networking

With the holidays upon us there is no better opportunity to network than now. You are probably invited to all kinds of parties, your spouses parties, or a friend of a friend, and all of these have opportunities to meet new people.

Carole DeJarnatt
Alliance Advisors, Inc.

The Art Of Networking
By John Kaighn

As an entrepreneur you'll come in contact with numerous other business people as you conduct your day to day operations. They could be lawyers, suppliers, customers or other business services providers. These individuals are important to your business in many ways. If they bought your product or service or if you hired them, you can also gain their business knowledge, experience, ideas, and advice if you stay connected to them. This is what networking is all about. Networking is when two or more different businesses stay in contact on a regular basis to help build and improve each others business.

Some of the benefits which can be gained by talking to other business people are:

·Knowledge or information that you didn't have before
·Advice on how to solve a current business problem
·Leads to a new business project or opportunity
·Joint ventures and cross promotion deals
·Learning important skills that you didn't have before
·Constructive criticism that improves your business
·Brainstorming that sparks a profitable business idea
·Encouragement and motivation for your projects

There are several ways to network with other business people. You could participate in business expositions and trade shows. You might visit business clubs and associations or take part in on-line business related forums, e-mail discussion groups or chat rooms. By using your creativity, you could come up with even more ideas.

If you have the time, you could start your own networking group. You could hold meetings at a local seminar room, at a park, or at your own business facility. If you want to hold meetings on-line you can use a private chat room. You should publish a print or e-mail newsletter to keep members informed of meeting dates and times.

It is helpful to keep all of your business associates' contact information in one place. Make sure it is organized by business type or profession for easy searching, so when you need some advice on a new marketing campaign you can call your marketing expert. Be sure to follow up and stay in contact by phone or email on a regular basis.

Another fantastic way to network with other businesses is to operate a joint venture. This is when two or more businesses join together to work on a project for a set period of time. Participating in joint ventures with other businesses can increase your chances of beating your competition, increase your sales and increase your profits quickly. Other advantages of a joint venture are:

·money can be saved when businesses share operating costs
·referrals can come from other businesses
·valuable time can be saved when businesses share the workload
·new products and services can be offered to your customers
·new business associates can be gained
·money can be saved by sharing advertising and marketing costs
·advice and information can be obtained from other businesses

You can find joint venture opportunities with businesses online or
offline. I try to find businesses that have the same target audience, but are not in direct competition with my business. Here are a few ways to find joint ventures online:

·subscribe and participate in e-mail discussion groups, online forums and newsgroups that deal with your target audience
·subscribe to e-zines that deal with your targeted audience
·note on your Web site or e-zine that you are interested in doing joint ventures
·search in your favorite web directories and search engines to find businesses for joint ventures online

Once you find a business simply e-mail them your proposal.

Explain to the business owner the benefits of the joint venture.

Discuss why it would be a win/win situation for both of your businesses. Provide feedback regarding their business, Web site, products and services. Using the methods above will enhance your chances of constructing a profitable joint venture.

About the Author: John Kaighn is a Registered Investment Advisor with Jersey Benefits Advisors and writes articles on various business and investment information, ideas and opportunities. For more information about this and other topics you can visit www.johnkaighn.com and www.jerseybenefits.com.

How to Turn a Contact into An Ally

I know, I know, I know. I said the previous post was the last one in this networking series. Can you tell I am all about networking? I have been in business over a year now and have a steady stream of clients, mainly due to networking. That is the purpose of networking.

This is my last entry about networking for this week. It is actually a YouTube video (I love those don't you). Maybe next week will be about the referral process and how that works(?)!

Carole DeJarnatt
Alliance Advisors, Inc.



This is Keith Ferrazzi, Author of Never Eat Alone.

10 Commandments of Networking

Finishing off the work week with the networking theme, here is a partial insert from an article I found on About.com. I didn't realize how many 10 commandments there were out there but I found information about networking, leadership, communication, and more. I know about the Ten Commandments of the Bible but now I am learning more.

I hope you enjoyed this week of networking tips. I will change the subject matter next week to something different. I feel my job as a blogger is to write information to help you succeed and the more information I can offer to you on any subject is what I am supposed to do. If you agree or disagree, leave a comment.

Enjoy the weekend!
Carole DeJarnatt
Alliance Advisors, Inc.

If you want to gain the most out of business networking, follow the Ten Commandments of Networking!

1) Thou shalt drop the "what is in it for me?" attitude.
2) Thou shalt listen.
3) Thou shalt build a relationship.
4) Thou shalt give the first referral.
5) Thou shalt not tell others of the referral you require; thou shalt "show them" with a story.
6) Thou shalt be specific of the type of referral.
7) Thou shalt reciprocate when appropriate.
8) Thou shalt participate in the network executive, functions, and network time.
9) Thou shalt thank the person who gave a referral.
10) Thou shalt follow up on the referral within 24 hours.
Business networking is productive and fun, and that is why it will always be part of the Bigger Picture.

Mark McGregor is a keynote speaker and professional presenter with Speaking of Hearts. He is a motivational and inspirational speaker on business and stress matters. Mark is available to speak for your next Canadian and American conference, trade show or event.

How not to Network

I could not help but add this short video clip. I have seen this type of person in action before. Make sure you are not the one who portrays yourself or company in this fashion. If you recognize or can relate to the person in the video, call me. I will gladly offer my coaching skills to help !




Carole DeJarnatt
Alliance Advisors, Inc.

Networking an Event with Feeling

To keep up with the theme this week, here is another article about networking. This article is about your message and how to communicate clearly and effectively with feeling. Try it, you might enjoy it!

Carole DeJarnatt



Networking an Event - What You Do -- Once More, With Feeling!
By Greg Peters

One of the most challenging questions we all receive in any networking opportunity is the seemingly obvious, "So, what do you do?" Well, of course you know what you do, but communicating it to others in a way that doesn't make them stare at you blankly can be a bit more of a challenge. The trick, of course, is to elicit some sort of emotion from your listener. The other trick is that you must work continually on your presentation. You may even need more than one!

By the way, you'll recognize those who have chosen not to work on this. At a networking event they're the ones who say things like "I'm a real estate agent" or even the (only slightly) better "I find homes for people". Bo-o-oring!

The first step in the process is to ask yourself why people would buy from you or engage your services at all. I'll give you a hint: It's not the widget you sell - it's what your customer gets from the widget you sell. Take for example our long-suffering real estate agent. As I said, "I find homes for people" is a start, but I think we can get a bit more emotional than that. What images does the word "home" evoke? Magical family gatherings around the holidays? A safe, warm place to hide when the storm is raging outside? How about a source of light and laughter that your children will carry with them no matter where they go?

Any one of these images would get my interest more than "I'm a real estate agent."

To make this truly effective, you've got to use it and let it evolve. Personally, as a Web programmer, I know for a fact that even a whisper of the technical jargon with which I deal on a daily basis is enough to make my audience's eyes glaze over. I made it my goal to be understandable when dealing with technical topics. My descriptive path started with "When you're dealing with the Web, I'm the geek who speaks." Not particularly "emotional", but it was at least fun. With a little work, I came up with "Clearing up the Confusion on the Web" -- not bad, but not what I would call a real "grabber."

Hearing Scott Ginsberg speak one day was what really brought things into focus. After hearing him talking about personal branding, I decided to push the envelope a little. From that point on, when someone asked me what I do, I told them that "I am the international superhero known as 'The Webmaster!'" And what does such a champion do?

"I rescue people from their own websites."

Since I've adopted that phrase, it never fails to get a laugh. The best thing, though, is it also gets folks to ask for more. And, really, in a networking situation, what more could you ask than to be memorable and to arouse people's curiosity?

So, put in a little effort. Be brave. Pull out the emotion -- whether laughter, worry, or curiosity. The worst that can happen is have that other person look at you and say "Huh?"

But at least they're talking with you!

Copyright 2007, All Rights Reserved

Greg Peters is the owner and superhero-in-residence of Cyber Data Solutions. CDS has been helping website designers develop better web presence for their clients for more than a decade. We specialize in tools which help folks keep their websites up to date, fresh, and interesting. Visit us on the Web at http://www.cyberdatasolns.com/ to see how we can help your webmaster.

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Effective Business Networking

In the last couple of posts I wrote about the power of your network and the benefits of having one. In this post I would like to share an article on how to grow your network. Some people struggle when attending events and this article gives ideas on what to do before, during, and after the event. Carole DeJarnatt

Effective Business Networking: 5 Tips For Mastering The Art of Networking
By Soni Pitts

The heart of any business is the connection it has with other businesses and individuals that it can call upon to help meet its needs. Networking - any activity designed to create, maintain and utilize interpersonal connections - is an essential business skill. But not all business people take the time to truly master. However, without a solid understanding of how to network effectively and efficiently, no business can make the vital connections that it needs to survive and prosper in today's super-connected economy. Here are some tips you can use to increase your networking - and business - success

Go with a goal. One of the first and most common mistakes that people make when entering a networking situation (planned or otherwise) is to fail to have a firm goal in mind. Are you looking to acquire new prospects, meet colleagues for possible collaborations, create a mutual referral partnership, create name recognition for you and your business, find funding or just "shop around" for interesting news and trends you can use? If you haven't taken the time to determine what your goals are for the encounters ahead, you will have a hard time meeting them.

Of course, most businesses have several different needs, but in many cases any given networking opportunity is unlikely to provide more than one or two types of results, depending on the situation at hand. For example, if you are attending an event made up primarily of others in your industry or trade, you are unlikely to meet prospects, since everyone will be a provider just like you, nor are you likely to find referral partners, since almost everyone will be a direct competitor. So if your primary needs are clients and referrals, such events, while not an entire waste of time, might not be your best use of it. On the other hand, if you are desperately seeking a partner to expand or are looking to find out the latest, greatest technology in the field to offer to your client base, then you're definitely going to be in the right place.

Hone your message. When someone asks you what you do, can you articulate not only your business but it's benefit to them in a clear and concise manner? How about your "elevator speech" or 15-second intro - is it crisp, to the point and compelling, or do people's eyes glaze over before you get to the end? This is not the time to give a dry and deadly-dull job description. Save that for your resume. When someone asks about you and your business, you are being given a golden, but brief, opportunity to knock his or her socks off and to persuade them that you are the best thing to happen to them since sliced bread. Make sure you do so.

Important - leave your sales pitch at home! Networking is networking, and sales is sales. Confuse the two and you'll lose out on both. Nobody wants to be sold to, especially when they're quite plainly not in a sales environment. And remember that anyone who tries to work a networking event under the "three-foot rule" (anyone within three feet is an opportunity to make a sale) is likely to find others unwilling to get within three feet of them in a very short period of time.

Check your gear. Make sure that you have everything you need to make a great impression. Are your business cards or other hand-outs up to date, and as professional-looking as you can make them? If this is a planned event, do you know who will be attending and have you isolated a few people you definitely want to make sure to meet, or are you going in blind and resigned to winging it?

And don't forget to double-check the time, date and venue. Nothing is more irritating than showing up only to find that you're too early, too late or unable to find a parking space closer than a quarter-mile away.

Educate your audience. Are you seeking a collaborative partner for a project? Then make sure everyone knows what the project is and what sort of partner you are looking for (and the general parameters of the partnership they'll be investing their time into). If you're looking for referrals, then do your potential referral sources know what constitutes a good referral for you? It's a waste of your time and a drain on your referrer's good will and reputation if you turn down or do a bad job for everyone they send to you because the referrals were inappropriate. Likewise, a well-educated referral source might wind up sending you fewer referrals, but those are much more likely to be quality prospects that have a high probability of becoming solid clients.

On the other hand, if you are directly prospecting do your prospects know that you're the answer to their prayers and why? Remember that all prospects are tuned into station WII-FM - What's In It For Me - and unless you make sure that they know why they should consider working with you, they won't.

Follow through. The most important part of networking happens after the initial contact. The best impression, the snappiest laser marketing message and the deepest desire to work together will all come to naught if they don't hear from you in a timely manner - or even worse, never hear from you at all. No matter who said what about calling whom, always follow up promptly and in a manner designed to strengthen the relationship and add value for the other person.

A simple follow-up email may be okay for old contacts touching base, but for a new contact that can provide you with crucial funding or superior referrals, or a hot prospect itching to clear your warehouse of your top-shelf merchandise your follow through needs to have all the finesse, power and elegance of a figure skater's best jump - and all the holding power of a solid landing.

There are three keys to an effective follow through:

• It reinforces the original intent of the contact. Refer to your original conversation, restating any key points and reaffirming any agreements that were made or intimated. Follow through on any promises you made to deliver information, provide samples, initiate a meeting, put through a request, whatever - before the follow-up call, unless time constraints or lead-time make that impossible.
• It carries the scent of enthusiasm without the stench of desperation. Follow up as promptly and as regularly or frequently as the circumstance warrants, but don't turn into a stalker or a pest. And if you can find a way to add value to the relationship through your skills, influence, position or connections, by all means offer to do so, but don't cross the line from generous associate to obsequious sycophant. And if the other person makes it clear that they are not interested, move on. "Kicking and screaming" is not an acceptable level of participation in networking, and neither is "beaten into submission."
• It includes the seeds for the next contact. Don't get caught in the dead-end follow up. Unless it is clear that no further relationship is warranted or desired, make sure that there is some agreement on a next step or arrangement made to continue the conversation. Make that phone call and at the end, set up an appointment for lunch a few weeks down the road. At lunch, offer to forward an important report or offer to broker a desirable introduction to someone higher up the food chain, and so on. Make sure you never leave the table without an invitation to resume your seat at a later date.

Like a good golf swing or a stunning presentation, effective networking boils down to three essential stages of activity: preparation, delivery and follow through. And like an electrical circuit with a short or a break, a failure at any of these points stops the flow of life-giving connective energy - the healthy and continually renewed cycle of which your business requires to maintain a strong, stable potential for growth, resilience and success.

Mastering the art of effective networking, like any other business activity, requires time, dedication and attention. But in the end, the dividends it pays are well worth the time it took to cultivate them. Take the time to master these five tips and you will be amply rewarded with the prodigious fruits of your networking labor.

(c) Soni Pitts

ABOUT THE AUTHOR: Soni Pitts is a Personal and Spiritual Development Coach who specializes in helping people break free of "life as seen on tv" and reclaim the sacredness of living.

Get your copy of her free e-book "50 Ways To Reach Your Goals" and over 100 self-help and inspirational articles, as well as other products and resources, at http://www.sonipitts.com/.

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The Power of your Network

Earlier I wrote about the power of networking. In this entry I want to talk about the power of your network when it comes to value and benefits for you.

I think some of the benefits are obvious, a resource for knowledge or skills when needed. But here are some other ways you may benefit from your network:

• Virtual board of directors when making decisions. When making decisions, ask your network of loyal business associates.
• A back up when needed for testimonials, meeting attendance, and moral support.
• To run ideas or suggestions for a group poll.
• Introduction to others in their network.
• For referrals of new business.
• Sources for references and testimonials.

I am sure there are other ways to utilize your network and also to be a benefit to your network. Be the first to give in your network. If you are you will be remembered. Always strive to be a benefit to others and you will receive the benefit in return!

Carole DeJarnatt

I have the POWER

The power of networking that is. I recently met with a videotaping business owner to get some filming done for one of my clients for promotional purposes. It is my natural inclination to ask questions about people's businesses and while speaking with him I am surprised at the lack of contacts he has. I attribute this to lack of networking.

In business it is essential to network. There are many forms of networking. Some of the most common forms are events geared specifically for networking, such as mixers and such; chamber luncheons; and exclusive group functions (leads groups). The non-obvious but still networking is any event you attend for whatever purpose but meet someone whom may have an interest in you or your business.

I belong to a variety of groups not business related, but even at those you are talking with people who will eventually get around to the question of what your occupation is. I look at everything I attend as a networking event. I belong to another club that is of a political mind but for me it is not about the political affiliation, it is about the social and networking aspect. My philosophy is know me, like me, trust me.

This videotaping company I mentioned earlier I met at church. I saw some videos he filmed and found out this was his business. His work was awesome so now I am referring a client of mine to him. This is what networking is all about. Making your presence known but also finding others that will be a great resource to you.

If you do not enjoy the networking aspect of business, change your philosophy. Look at it as a social event. It is not the location but being prepared to talk when asked. Everywhere you go someone is looking for goods and services and it might be what you have to offer. Know me, Like me, Trust me, Use me!

Business Card Overflow: What to do?

Attended any networking events or luncheons lately? I attended a luncheon not too long ago that was new to me. When you walked in the door it was almost like a 5 minute dating game to see how many people you could talk to about their business. Another meeting I attended had a contest to see who could collect the most business cards in the room. And another event had us exchange cards with every person at the table (table of 8) and also played a game where you found people in various professions in the room.

What do you do with all these business cards? When I first started attending these type functions my intentions were good. When I first got home I tried to enter all the information in different categories in Outlook and then contact them via email. I did this a couple of times but then I procrastinated and the stack got put on my desk and by the time I got around to entering the information in my contact file I had to be creative in the way I contacted them so they would remember who I was.

Now I do things a little differently than I did in the beginning. Here are a few suggestions on ways I have improved and utilize business cards:

• Within one day review the cards received. If a connection was made with someone, contact them immediately (email, phone call, snail mail, text message, whatever). Just do it.


• For those cards received and no real connection was made, utilize them for direct mail purposes. Write a letter, send a postcard or a note; whatever you do personalize it with a message stating you enjoyed meeting them.


• Save the cards for future reference. After entering the information in my Contacts file, I save all cards received in a plastic container. Several times when working with clients I have searched through this container looking for a card of someone I had met. Eventually you will have to cull out the old but until it fills up no need.

I hope some of these tips I wrote help you to better organize your contacts and also get more benefit out of cards that were given in passing and no real connection was made. Utilize them to your benefit. You never know what may come of your follow up techniques.

Carole DeJarnatt

Making the best of Voicemail

Opportunity knocks in the form of a voicemail. A friend of mine that sells Aflac took the opportunity to educate a few friends this morning on the advantages to be taken when leaving a voicemail. I am not one to coldcall so had never thought about being prepared for leaving voicemails or how to create intrigue by leaving a not so common voicemail.

Here are three steps she recommends to design an intriguing statement:

1. List a Feature (a fact about your product)~~I offer business advisory and coaching services
2. What is The Benefit (value to your prospect, what's in it for them)~~We help you to find solutions to the situations that impede your business growth
3. Now, Make it Intriguing (make them curious, keep it clear and short)~~If I could guarantee positive results or your money is returned, would you be interested in talking?

She also gave 10 advantages to using voice mail but the list is too long to go into here. What I most appreciated was her efforts to bring people together to interact and be a sounding board for others who may make cold calls.

What I took away from it was: Be prepared, Be Upbeat, and Have a message of interest. They may not call you back but if you do make cold calls your chances are better of a return call if you sound like a person who is fun to work with.

Thank you, Becky, for educating this non-coldcalling person about the importance of voicemails.

Carole DeJarnatt
Alliance Advisors, Inc.