Modern Sales and the Lost Art of Relationship Building

The sales industry seems to experience major shifts every five or ten years. Many of these shifts are the result of the way technology changes. Others have to do with cultural ebbs and flows. But one of the more confounding changes over the last decade has been the lack of personal attention clients and prospects get in sales.

Why Relationships Matter

Over the years we’ve seen an influx of sales and marketing automation tools in the business world. The result? If there’s an aspect of your sales strategy that you want to streamline, there’s an app, software, or innovative tool to help you remove yourself from the equation and automate your interactions. But is this a positive development?

Sometimes automation is good. It can save time, improve accuracy, and promote greater consistency. But too much automation can hurt the overall health and vitality of your business. That’s because automation undercuts and compromises your ability to connect with prospects on a personal level and build relationships with them.

Customers are people. And what do people care about? If we’re being honest, we’re all looking out for numero uno: ourselves. We spend almost every second of every day thinking about how we can make ourselves comfortable, happy, healthy, or secure. Nearly every decision we make is a decision to put ourselves first.

This “me-centric” mentality may seem overly selfish, but it’s a part of natural selection and survival of the fittest. For millions of years, the animals that have survived the longest have been the ones that are capable of looking out for themselves. (The moment a small rodent loses focus in the vast expanse of the rainforest is the moment he’s eaten by larger, stronger prey. As soon as a soldier stops protecting himself in the line of battle, he gets a spear thrown through his chest, etc.)

We all care about ourselves – and that includes your sales prospects and clients. And if you want to appease this fundamental element of humanity, you have to make the person on the other end of the conversation feel special and important. You have to stroke their ego.

Relationships appeal to our sense of importance and belongingness. When we perceive that others care about us, it validates and reaffirms the notion that we matter. In the business world, as in our personal lives, this plays a distinct role in how we make decisions.

4 Tips for Building Stronger Relationships in Sales

Jim Davidson is the founder of Coral Gables Trust Company. For years he’s worked closely with business owners and successful professionals and he’s noticed the most successful people are the ones who have the deepest relationships with their clients.

Davidson recalls a story some years ago when he went on a hunting trip to South Carolina with a handful of friends. One night, in the wee hours of the morning, one of his friend’s phone rang. It was a VIP client of his whose son had just been arrested on narcotics charges. The client was desperate, emotional, and in need of comfort. Davidson’s friend stayed on the phone with him for two hours.

This may seem like an extreme example, but it speaks volumes. This individual had built such a solid relationship with his client that he called him in his greatest time of need.

You don’t need relationships that are this deep, but you should strive to go deeper than surface level. Here are some ways you can strengthen your sales relationships:

1. Don’t Screw Up the First Meeting

“When you use traditional sales language, potential clients can’t help but label you with the negative stereotype of ‘salesperson.’ This makes it almost impossible for them to relate to you from a position of trust,” entrepreneur Ari Galper writes.

Your first meeting with a prospect is often the most important. It sets the tone and establishes the first impression. But if you spend too much of this time focusing on a sales pitch, you’ll set the wrong tone. Instead, you need to foster a genuine connection.

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2. Listen More Than You Speak

There will be times for you to talk, but these moments are much fewer and farther between than you probably realize. The majority – or at least half – of your time spent with prospects should be listening.

When you listen, you get the chance to see where people are coming from. They’ll tell you what they want and why they want it. This eliminates much of the back and forth guessing game that often exists in the traditional sales process.

3. Find Common Experiences

If you want your relationship with prospects to go beyond the product or solution you’re selling, then you need to find some common ground. Whether it’s sports, mutual friends, hobbies, or interests, common experiences will pull you together and strengthen your sales pitch. Over time, these elements give you something to rekindle the relationship with. They’re invaluable in the big picture.

4. Be Transparent

You can’t hold back in your relationships. There eventually comes a point where you may have to create some commotion or insert a little friction.

As a sales consultant, Warren Wick writes, “The deeper the conversations become, the more transparency you need to provide. Sometimes you will actually have to tell customers something they don’t want to hear. That’s OK. Like any relationship — sales or otherwise — honesty helps both sides grow.”

Giving Weight to Relationships

You have to stop selling and start building meaningful relationships with prospects and clients. The person on the other end of the phone, email, or dinner table is an individual with specific needs, wants, desires, and frustrations. As you get to know that person, you’ll become aware of what matters to the individual, which gives you an opportunity to build a strong relationship that’s predicated on real connections and ideas.

Now’s your chance to revamp your sales strategy and include action steps that prioritize relationship building. If you don’t, one of your competitors will.

Source: https://tweakyourbiz.com
Image Credit: Depositphotos

ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business organization focused on providing our members and guests with an extraordinary networking experience, bringing business professionals together for the sole purpose of generating new relationships and developing new business opportunities. Not a member, learn how you can become a member and join this awesome group of professionals to connect and grow your business.

Stay Connected with WNFP!

How to Build Meaningful Relationships in Business

Thanks to technology it’s easier than ever to stay connected with friends, family, and business colleagues. Next time you’re at the office, take a step back and think about how many tools you use to communicate with others. You’d be surprised in how many you can come up with.

Many of these tools have made our lives much easier. But they’ve also changed how we define relationships. Just because someone has 800 friends on Facebook doesn’t mean they’ve built meaningful relationships with 800 different people. In fact, it’s probably quite the opposite.

Building lasting relationships with people takes time. You have to treat every relationship different. To know how to build each relationship, you need to take the time to get the know the person. Listing them as a friend on Facebook or a connection on LinkedIn simply isn’t good enough.

Throughout your business career, the people you meet will make all the difference in your success. That said, it’s more important than ever to build authentic and meaningful relationships. Here are six tips to achieve exactly that.

Don’t try to be somebody else

There’s nothing worse than a phony. In business there’s always a fine line between “fake it til you make it” and being straight up dishonest. Often times the extra “fluff” is just a result of passion. It starts to go south when you paint a picture of yourself that you can’t uphold. If you want to play it safe, just be as authentic as you possibly can.

Think about it this way. Every successful entrepreneur needs at least one win until they can call themselves successful. It’s okay to be a newbie. It’s okay to fail. As long as you’re authentic others will want to help and work with you.

Practice your listening

Did you know one of the most important communication skills has nothing to do with talking? Well you guessed it, it’s listening.

I’m sure you’ve dealt with this issue throughout your life. The fact that nobody listens. Whether it’s your parents, spouse, or boss it just seems like they don’t understand or listen to what you have to say. Well, how do you think other people feel about you?

Next time you’re having a conversation, try your hardest to listen attentively. As you feel yourself want to blurt out or interrupt, just hold back and continue to listen. You’ll learn much more about others and when it comes time to respond, you’ll have a lot more to talk about.

Go on more lunch dates

Pay close attention here and notice the choice of words. This isn’t a lunch meeting, but simply a lunch date. We get so bogged down with work it’s often nice to go out to lunch and let loose for an hour or so. Even better if it’s with one of your business colleagues.

The most valuable relationships in business come from people who genuinely like and respect each other as humans. How do you build that relationship outside of work? One place to start is a lunch date.

JOIN TODAY!

Give someone a call, just to check in

This is very similar to the point made above. In business, we’re always trying to keep things “strictly business”. When it comes to building meaningful relationships, however, you need to solidify the bond outside of the workplace.

When was the last time you called a friend or business colleague simply to check in? Just to see how they’re doing? If you’re like most people, it’s probably pretty rare. This isn’t because we don’t care about those people, it’s more so that this hasn’t crossed our mind as much. After all, we sent them a Snapchat a few hours ago about the new puppy in the office. That’s enough right?

After you finish reading this article. Take the time to call at least one person you’ve met in business and give them a call. When they ask why you called, you can tell them you just wanted to check in and say hi. You’d be surprised how far that’ll take you.

Be hasty with your responses

Sure we know that you aren’t on your computer or phone 24/7. However, most business people are within reach of a device for the vast majority of the day. Even better, we have access to all of our communication tools on most devices. This makes it super easy to respond to others when they reach out. So why does it always take so long to get a response?

Sometimes the person is truly to busy to respond. Most of the time, however, they simply see the message and decide to respond later. Don’t be one of these people. If you see a message, you should always try to respond right away if you can. People like reliability. If you take a day to respond to a text, people may stop reaching out altogether.

Embody positivity

This is one of the most important things you need to do if you want to build meaningful relationships in business. Ask yourself this. Would you rather spend time with someone who’s a total downer or with someone who’s bubbling with positivity? Okay, I’ll admit, the latter can sometimes be a bit over the top but it’s still much better than negativity.

If you embody positivity it will influence those around you to do the same. If you’re the person who others come to get lifted back up you can expect to keep people around for life.


If you’re looking to start building more meaningful relationships in business, make sure you don’t forget the six tips listed above!


Source: www.business2community.com
Image Credit: geralt / Pixabay

ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business organization focused on providing our members and guests with an extraordinary networking experience, bringing business professionals together for the sole purpose of generating new relationships and developing new business opportunities. Not a member, learn how you can become a member and join this awesome group of professionals to connect and grow your business.

Stay Connected with WNFP!

5 Ways to Create Great Relationships at Work and Beyond

Building solid relationships is a key part of being successful at work and beyond. Just think of the people you know who are successful. Most likely, they have an ability to create and sustain connections. But don’t just take my word for it. A Harvard study found that 85% of professional success comes from people skills, so it should come as no surprise that it’s impossible to have true success in all facets of life without building and sustaining outstanding relationships.

Relationships are at the heart of working, creating communities, driving change, and having a healthy self-image. The most critical relationship we each have is the one that we have with ourselves. Without a positive relationship with ourselves, every other relationship we have is in jeopardy. The best relationships are built on vulnerability and an openness to show our weaknesses, and this is true whether the relationship is with a colleague, spouse, relative, or friend.

Build Strong Relationships and Reap the Benefits

Equally important is that people who build great relationships always look for the positive in the world and in others. They want the best for the people they know and celebrate their successes. Here are five ways to create genuine connections that matter.

• Act on the intent to do something nice for others. The key is to not just think about other people, but to act on those thoughts. Consciously and continually contribute to others’ quality of life in a meaningful way. This can be a genuine compliment, a thoughtful note, or passing along something you know they’re interested in and would be excited to receive. The habit is thinking about what other people would want and what you can give. People tell us it’s important to listen and pay attention. Remembering the things that are important to others is a simple starting point. The approach is to give more than you take. The motto of this habit is simple: giving is living.

• Intuitively support others, especially when the need isn’t obvious. When we lose a loved one, the support that friends provide is often never forgotten. The value of the relationship we feel can’t be overstated. People who build exceptional relationships, however, pay special attention to the lives of others so they can tell when they’re struggling or going through a tough time – even when it isn’t as obvious as losing a loved one. They have a so called “empathy sensor” on high alert to notice the little things that might be distracting people they care about. When they notice something is up, they show up, step up, and intuitively know what to do to let the other person know they’re not alone. They don’t do this because they want to build better relationships, but because they care.

• Be happy when others succeed. The unhealthy competition we feel when we’re young – for grades, sports, recognition, making the team or club, and for being accepted – can easily slide into adult life. The habit of celebrating the success of others, instead of being jealous that their success is not your own, can be immediately felt by the people experiencing success. Ask a good friend, or just ask yourself: “Who do you think is truly happy for your success?” It’s stunning how quickly an answer will come. You just know. The habit of great relationship builders is to embrace an abundance mentality and to be just as happy for the success of others as if it were your own!

• Be actively curious about what other people think. Being curious about what others think means you suspend your opinions and conclusions to thoughtfully consider those of others, especially when they’re different and diverse. Loosening your grip on your point of view and exploring the whys, whats, and hows of what others think requires discipline – and it’s a habit of the best relationship builders. Most of us are too busy thinking about what we want to say next to really listen to what the other person is saying, but when we do listen, we build powerful relationships.

• Take responsibility for more than you deserve. Relationships and life get easier when you learn to accept the apologies you never got. A colleague once summed it up this way: “Being in relationships is more important than being right.” A friend feels slighted; a customer complains about a service; an argument has many changing pieces. It’s better to be in relationship than to be right, and this means that whatever the issue, and regardless of who is at fault, some of the best relationship builders step in and take the hit. Few acts are more selfless than taking an undeserved hit.

What’s your number one tip for building strong relationships?




Source: https://www.business2community.com/
Image Credit: StartupStockPhotos / Pixabay

ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business organization focused on providing our members and guests with an extraordinary networking experience, bringing business professionals together for the sole purpose of generating new relationships and developing new business opportunities. Not a member, learn how you can become a member and join this awesome group of professionals to connect and grow your business.

Stay Connected with WNFP!

Twenty Tips For Startup Success, Part Fifteen: Form Relationships

Achieving success in business is a long journey, and on that journey, you’ll meet people who will help you along the way. Building relationships are what we do as humans, and it’s vital that we do it in our lives as entrepreneurs as well. Even in the modern business environment that is fueled by technology and the Internet of Things (IoT), it’s ultimately humans who are behind the keyboard and who will ultimately make or break your company. As you work to grow your business, it’s important to not lose sight of importance that human connections play in getting you where you want to go.

Forming relationships with other entrepreneurs, either as mentors or friends, gives you an outlet for your problems and frustrations with people who understand the daily grind of the startup world. Not only can they lend you a sympathetic ear, they can also offer advice when needed on the issues that you’re running into. Having that perspective from someone who has either gone through a particular problem themselves or is removed enough to offer fresh ideas can be invaluable. And that same network might be able to lend a hand at other junctures when you find yourself in need of help, whatever it might be.

The network you’ve build can also help you to meet other people you might otherwise not have met that might be able to help you know or down the road. If you’re trying to get your foot in the door at a company for a partnership or pitch, an introduction through a mutual friend or acquaintance is going to prove more fruitful than a cold introduction over email or phone. Your shared connection can speak to your qualities as a person and an entrepreneur, either explicitly in an introduction or implicitly in the fact that they think enough of you as a friend or peer to make the introduction in the first place. Even if these introductions don’t initially prove fruitful, it never hurts to expand your network, as you can’t predict how the relationships you develop might ultimately pay off later in unexpected ways.

Partnerships are one of the biggest ways in which your relationships can pay dividends for your business. As great as your product might be, it might not meet every need that your customers have, or your sales and marketing might not be able to reach as many of your potential clients as you’d like. Building partnerships with companies that have complementary products allow each to help the other put in offering more to their customers to differentiate themselves from competitors. Those partnerships may be born out of shared interest or even need, but they are built and sustained by a strong relationship between both parties that relies on mutual understanding and appreciation.

As much as you may be getting from your network, it’s important to give as well. You’ve benefited from the generosity of those around you, and it’s only right to display that same generosity when others come to you for help and guidance. Even in cases when you’re getting an ask from someone that hasn’t previously done anything for you, helping as you're able without thought of reward fosters a spirit of collaboration that they can hopefully share with others eventually.

Perhaps the most important relationship you can form is the relationship with your customers. You’re always striving to make your product stand out from the rest, but in cases when it can be hard for buyers to choose between seemingly similar options, it can be the personal touch that makes the difference between making the sale and losing it to a competitor. Depending on the industry and your business model, you have to determine the right level of interaction for your company and product. For example, it might not make sense to have your sales team call every customer or potential customer if you’re offering a SaaS product at $20 a month. However, calls or online chat where appropriate, along with follow-up emails and responsive customer support, can demonstrate that you care about your customers’ business and want to make sure that they are getting the most from what you have to offer.  


Business can be transactional at its core, but it is still conducted by humans. It is human connections that help us to grow our businesses through friendships, partnerships and customers, and tending to those relationships and developing new ones is crucial for success.


Source: https://www.forbes.com/
Image Credit: Shutterstock



ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business organization focused on providing our members and guests with an extraordinary networking experience, bringing business professionals together for the sole purpose of generating new relationships and developing new business opportunities. Not a member, learn how you can become a member and join this awesome group of professionals to connect and grow your business.

Stay Connected with WNFP!

How to Build Intimate Relationships With Your Customers With This Single Lead Nurturing Campaign

What is marketing? This is a question many marketers have tried to answer, and most get it wrong.

I'm not saying I have the definitive answer, but for me marketing is simple: It's about creating a one-on-one relationship in a one-to-many way.

On first glance this may sound impossible, but it isn't. And the key to this is intimacy.

What most marketers get wrong is they try to automate a process that doesn't need automating. They do this because they're obsessed with growth and scale, yet there's a good chance they don't need massive amounts of leads and customers to achieve success. Instead, all they need are quality connections that count.

The SSF Method

A couple of years ago, I created the SSF Method, and it's helped a lot of entrepreneurs bring meaningful intimacy into their lead generation. Why? Because it removes this idea that everyone should get the same message as everyone else.

You can no longer create a single funnel or lead magnet and expect success. Your audience are at different stages, and your job as a marketer is to give them the right content at the right time. In general, they fit into one of three key buckets of awareness:

• The Sidewalk: Those who are not aware they have a pain or problem
• The Slow Lane: Those who are aware they have a problem, but don't know enough about the process or methodology to move forward
• The Fast Lane: Those who are ready to commit to a solution, but need more information about what the solution is

If you create specific messaging for each, you bring intimacy into your lead generation and become relevant to the right people at the right time. But, it isn't only the message that matters, because it's when you share it when the magic happens.

How to serve the right content to the right people at the right time

Once you understand who your audience is and whether they fit in your sidewalk, slow lane or fast lane, it's easy to create specific content for them.

• People in your sidewalk are not aware of their problem, so you need to produce micro content that illuminates their pain.
• If they're in your slow lane you need to educate them of your process, which means more in-depth content (articles, guides, longer videos, etc.).
• Once they enter your fast lane, you can share intimate and detailed content with them, such as webinars, training sessions and one-on-one phone calls.

Over time, you share more detailed content with them, because they trust you. But, building their trust takes time, so although someone may enter your fast lane from the beginning (because they are actively seeking a solution), you must still take the time to build their trust.

You cannot bombard them with sales messages and expect them to pull the trigger. They can see you have a solution that may solve their problem, but they don't know you; they do not trust you.

So, as well as understanding your audience's awareness level, you must also appreciate how relevant your content is, and the perfect time to share it with them. To do this you must move your relationship out of their inbox, and the best place to begin is Facebook.

The four types of Facebook ads (and when to use each one)

You can achieve a lot in your audience's inbox, but you cannot do everything. You must take your relationship away from your marketing funnel, so you can truly become top of mind.

My clients and I have found the best success using Facebook ads, but you can replicate it for other platforms. The point is to use retargeting ads to ensure you give your audience relevant content at the right time, meaning you extend your reach without overwhelming them with irrelevant messages.

This is where most marketers go wrong, because they place all their focus on lead generation. They send the same people the same ads, meaning everyone sees the same thing again and again. But, it's important to remember there are four types of Facebook ads:

1. Lead generation
2. Sales
3. Awareness
4. Audience building

Everyone focuses on the first two, but there should be a 50/50 split between lead generation/sales and awareness/audience building. This means you should spend 50 percent of your advertising budget on awareness and audience building, as this is what ensures you become top of mind.

How to dominate your audience's newsfeed and capture their attention

Your aim is to dominate your audience's newsfeed with relevant content -- not just based on whether they are in your slow lane or fast lane, but also on their engagement level and how long they have known you.

Remember, the key is intimacy and to build their trust.

It's not all about those lead generation and sales ads. To begin with, you should focus on building their trust with case studies, PR pieces and other social proof. Nurture them, and after a while, share your process and invite them onto a call.

You now have their trust, and as such, you own their attention.

This is how you build intimate relationships with your audience, and don't worry about how much time this all takes because you can still automate most of the process. You still have your funnels. You batch your content and messages. You set up your Facebook ads and run them on autopilot.

But, not everyone goes into the same funnel, and you don't share the same content with everyone in the same order. You provide an experience for them that's specific to their engagement, awareness level, and trust toward you as an authority figure.

You only give them what they need, when they need it. You nurture them and build their trust. You become omnipresent and relevant, and the "go-to" expert with the solution they need. So, turn your lead generation around this year, and stop wasting money on the wrong content at the wrong time.




Source: https://www.entrepreneur.com/
Image Credit: Roo Lewis | Getty Images



ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business organization focused on providing our members and guests with an extraordinary networking experience, bringing business professionals together for the sole purpose of generating new relationships and developing new business opportunities. Not a member, learn how you can become a member and join this awesome group of professionals to connect and grow your business.

Stay Connected with WNFP!

2 Little-Known Practices That Create Strong Relationships With Colleagues and Friends

When a friend lands their dream job or a colleague is promoted at work, most people show their support with a quick, "Congratulations!". Although complimenting friends and coworkers on their intelligence, hard work and achievements is important, going a little further than the standard pat on the back can have a significant impact on the quality of your relationships.

According to psychologist and author of The All-or-Nothing Marriage Dr. Eli Finkel, savoring happy times together and supporting people as they make those accomplishments is key to stronger relationships.

When someone is going through a tough phase of their life (a breakup, job loss, family passing, etc.), it's natural to give them a little extra attention and time. Yet, doing the same for when they have accomplishments, even small ones, can strengthen the relationship significantly. Here are two ways that you can show colleagues and friends support:

1. Recognize the win for somebody else.

According to a Gallup poll, recognition has a big influence on employee happiness and workplace culture. Top performers want to feel valued and recognized for their accomplishments, and not just by the CEO. When coworkers recognize each other, it fosters teamwork and engagement. Next time you see your colleague doing a good job, point it out and recognize them, even if the boss has already.

Instead of a generic, "Great job!", point out the details and show interest. Why was their accomplishment so great? If they landed a new client or formed a new partnership, you might say that you were impressed by how they conducted their outreach efforts or how they made connections to get warm introductions.

2. Match the support to the person.

Cater how you show appreciation to the individual. Think about how they would like to be recognized. In general, rather than say, "Hey, nice work," people should stop what they are doing and give a little more attention. Taking just a little bit of extra time to savor accomplishments makes a big difference. It could mean stepping away from the computer for a second to make a broader announcement, having the office break off for happy hour, or taking a colleague out for lunch.

We all experience small and big wins throughout the course of our careers and our personal lives. When someone puts in just a little extra time and effort, we notice and appreciate them more. In the office, showing support in these two ways can strengthen employee relationships, foster teamwork and create a high-morale working environment.

The next time a spouse, colleague, friend or family member has a win, take them out for a meal or drinks. Supporting them in both good and bad times will make a significant impact on the quality of relationships overall.

Source: https://www.inc.com/
Image Credit: Getty Images



ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business organization focused on providing our members and guests with an extraordinary networking experience, bringing business professionals together for the sole purpose of generating new relationships and developing new business opportunities. Not a member, learn how you can become a member and join this awesome group of professionals to connect and grow your business.

Stay Connected with WNFP!

Why Networking Business is Necessary to Create Trust For Your Startup Success

Humans, by nature, are innately social animals. It is built in them that they seek each other’s company and try to build alliances among them. Networking in business is vital to your success. Humans unlike any other creature, have the ability to empathize and effectively communicate with each other. Building connections for that matter are also inevitable for the success of startups. But the truth is, it’s not always that easy!

Some consider it sheer luck, others label it as persistent hard work. But for me, it is a power of a network. Yes, the more people you connect with, the greater will be your chance to succeed.

Pick a random biography of any successful Entrepreneur and they will share the same advice with you. No matter how talented or passionate you are, if you do connect with other people you cannot channel that energy for greater use.

Embrace the power of connecting with people with various talents. You can learn something from everyone. Try to learn the basics of networking and use that to make the best of people.


In a world that is bustling with distractions where everyone is extremely busy, it’s difficult to engage people. Here are some ways that are going to help you to do so with ease.

Start paying attention

In a professional setting paying attention is a must-have habit. So much can be learned about anyone by just paying attention to what a person is saying. Verbal or nonverbal, any communication, attention makes it easier for you to comprehend the appropriate behaviors.

The first rule of networking in business is to behave properly in a business setting. Checking your phone while in a room full of people is a bad habit. Such behaviors are considered rude in the well-established business communities. Making eye contact, asking questions or even nodding while communicating reflects your interest in the conversation and in the person talking to you.

Make the best first impression

Body language speaks volumes about your behavior and makes a prominent first impression. Your body posture and your facial expressions are the visible cues for creating an impression. You must always be aware of your expressions, voice tone, and your gestures while communicating to anyone related to business or in general.

Remembering the name

It is proven that people you meet for the first time, feel acknowledged and humbled if you ask and remember their names; for that matter introduce them to someone they don’t know as yet. One easy way to remember their name is by including it multiple times in a conversation. For example, how are you doing today, Larry? Did you meet Elizabeth? Elizabeth, this is Larry. My partner in the business. Just by including and narrating their names multiple times during a conversation makes it easier for you to remember them and you will notice that the other person will feel much better and is easily connected if you call them by their name in a meeting next time.

Make a story that connects

Make a story about yourself that gives insight into who you are and what your business is all about. For aspiring entrepreneurs, networking in business is important to become successful, and what benefits your startup is willing to provide to society. This is something that interests people and is going to build an instant connection.

The story that you make about yourself should be specific and must include a series of events that led to the actions that you are taking at the moment. It should be meaningful and motivational and must provide the audience with a benefit that they feel attached or attracted to.

Instill value in it

A successful person must find ways to which people can appreciate them. Being able to be of value to others makes you worthwhile and people find you more appropriate to make a connection with. You must understand that in today’s world, there is no one who wants to connect with a person that cannot add value to their lives. Therefore, in order to make a strong network of like-minded people, say professionals you are required to bring to the table that interests them rather than something that is of more interest to you.

Don’t forget the research

If you find random conversations sweat your palms and you wish to run towards the door to seek shelter, the more appropriate thing to do in such a scenario is to do prior research. In this scenario particularly talking of people in a business situation, I suggest doing your homework prior to the meeting and coming up with a few questions that are most likely to come your way during the meeting. This will resolve this issue and put you in a better position throughout the meeting.

Try to spark others interest

Many times all it takes to stand out in a crowd is your personal style and just being yourself. Yes, pretending is nice in business situations especially when you are trying to establish that first best impression, however, being too pretentious can become costly. Just being yourself in less formal situations and letting other know the kind of person you are, will help in building better connections.

Keep the learning doors open

When sharing experiences with others, understand that everyone doesn’t know everything. It is best to keep an open mind while communicating with others.

Conclusion

In today’s economy, the only currency that is relevant is your network. The more people you know, the easier it will be for you to succeed.

With the power of networking, you can easily get things done faster than usual. You can divide the responsibilities among your contacts. Help them first and after that you can ask for a favor in return. They won’t mind at all because you already did something for them.

When you ask for help they will be thrilled to help you. Acknowledge their help, appreciate them for their time and the effort they are putting in to make your thing work.


Networking is an important aspect in an entrepreneur’s life. Networking is the best form of learning when it comes to business. I hope these tips will help you to engage better and do more good with your work. Happy communicating!

Source:http://tweakyourbiz.com
Image Credit: irfanahmed

ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business organization focused on providing our members and guests with an extraordinary networking experience, bringing business professionals together for the sole purpose of generating new relationships and developing new business opportunities. Not a member, learn how you can become a member and join this awesome group of professionals to connect and grow your business.

Stay Connected with WNFP!

7 Tips to Avoid Getting the Email Cold Shoulder

This is an excerpt of a recent email I received--and a good example of one that will get deleted in record time. As a venture investor in early stage startup companies, I receive a steady stream of email pitches like this every day.

Unfortunately, all of them get the deleted without a reply. There might be a nugget among the daily onslaught, but I have never seen a company come over the transom ("cold") that resulted in a great exit.

The only investment opportunities I'll consider reviewing come through referrals from founders, VCs, or trusted industry veterans. "Ok, great Chris," you're thinking. "I live in Boca Raton, Florida, and I don't know anyone in the venture business, or anyone in Silicon Valley. What am I supposed to do? How can I connect with you and avoid the delete key?"

I'm glad you asked. Here are suggested steps to help you rise above the noise, and make the right connections to get a proper referral:

 1. Connect to a connector.

It's easy to go to LinkedIn to see my connections and discover our common connections. If there are none, find someone who you can approach, send a request, and begin to build a relevant network.

You can also search outside LinkedIn. For example, you can follow me on Twitter and Angel List (and, of course, Inc.com).

 

2. Join an incubator or accelerator.

There are hundreds of accelerators across the country, in almost every town and major city. Most accelerators have a network of local investors and entrepreneurs, and some of those people will allow you to leverage their extended networks. Undoubtedly there will be a Silicon Valley connection within that network.

 

3. Research your target's interests.

Like everyone else, I have personal interests and social causes that I am actively involved in. I love to cycle, and I am drawn to people who are fitness focused. I also co-founded a non-profit called The Last Mile that has very strong touch points in the technology, philanthropy, and investment communities.

 

4. Send me something of value, article, introduction, etc.

When I invest in a company, there is a value exchange. I provide money and expertise for equity in your company.

You can start that value exchange long before I take a meeting with you. Find some information or article that might interest me, or some book recommendations. I'm always looking for interesting (and unusual) books.

 

5. Become a published domain expert.

There are many platforms upon which you can express your opinions or provide information that is relevant to your domain focus. Anyone can create a Medium account and share their writing on social media. You can answer (and ask) questions on Quora, and you can do the same on Whale (one of my portfolio companies).

Find an outlet and be consistent.

 

6. Show up at meet-ups and conferences.

Network, network, network. Find local meet-ups that cater to entrepreneurs, your domain, or your hobby. You need to dedicate time to meet people and share your ideas.

Networking is easy for some, and difficult for others. If it's difficult for you, find a "wing person" who can help generate conversations, and make you more comfortable in these situations.

 

7. Take a trip to Silicon Valley.

Silicon Valley is still the center of the innovation universe, and visiting here will expose you to driven entrepreneurs, in the most competitive market in the world. You never know who you'll bump into in a coffee shop, restaurant, or at a local event. If you can't get to Silicon Valley, go to New York City, Los Angeles, Austin, Boulder, or any other innovation hub and start networking.

So, please don't make me hit delete. Try a few of these tips, and see if they lead to green.

Seriously, I look forward to hearing from you through someone in my network--and if I do, I'll gladly take a meeting. Good luck and happy networking.

Source- https://www.inc.com
Image Credit: Getty Images

ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business organization focused on providing our members and guests with an extraordinary networking experience, bringing business professionals together for the sole purpose of generating new relationships and developing new business opportunities. Not a member, learn how you can become a member and join this awesome group of professionals to connect and grow your business.

Stay Connected with WNFP!

8 Leadership Books to Help You Build Better Business Relationships

There are many skills and traits that form a good leader, some of which I'm admittedly more competent in than others. But lately, I've been hearing less about what makes a good leader and more about what makes a truly great one.

Rather than possess an insatiable drive for greatness or an impressive ability to constantly churn out new ideas, great leaders seem to excel in soft skills. In a world in which half of all U.S. employees have quit their jobs at some point in their career just to get away from their bosses, I've come to find that the secret to great leadership is relationship-building.

But relationships are tough. Wouldn't a simple eight-step guide be helpful? Thankfully, these eight leadership books can help you build, strengthen, and navigate your personal interactions to build better business relationships:

1. 'Give and Take' by Adam Grant

In this The New York Times and Wall Street Journal bestseller, Adam Grant uses his own research to show how success is increasingly dependent upon how we interact with other people. Grant refers to the way most people operate in the workplace as takers, matchers, or givers. While some givers -- those who help others without expecting help in return -- are susceptible to exploitation and burnout, the rest have the potential to achieve extraordinary results across a wide range of industries.

"Give and Take" explores what effective networking, influence, collaboration, and leadership skills have in common and opens up an approach to success that has the power to transform individuals, organizations, and communities alike.

2. 'Top of Mind' by John Hall

Leaders exist in all industries, and they perform all kinds of responsibilities. In this book, John Hall, CEO of Influence & Co., presents his tried-and-true method for any leader -- whether you're a marketing professional, a sales leader, or the founder of your own company -- to create powerful, lasting relationships built on trust and scaled with effective content marketing.

Through real-life stories that are as relatable as they are direct and tactical, Hall explains how to create opportunity for yourself and your business by focusing on what truly matters: real humans and your authentic, personal relationships with them.

3. 'Captivate' by Vanessa Van Edwards

"Captivate" is an emotional intelligence guidebook for leaders -- and then some. As someone who studies human behavior for a living, Van Edwards shares key insights for establishing rapport, building charisma, and decoding behavior patterns in order to transform our interactions with people. Whether you're interacting with your boss, your date, or a networking partner, these simple hacks will act as a field guide for building connections authentically in any situation.

4. 'Giftology' by John Ruhlin

In this unofficial masters class in gifting and relationship strategy, gifting expert John Ruhlin uses data-driven insights and captivating personal stories to reveal the best-kept secret of radically successful leaders: gift-giving with no strings attached.

Ruhlin explains how increased ROI, retention rates, and influence can all be achieved through this one philosophy. Regardless of your industry, this system can completely change your business, relationships, and outlook as a leader.

5. 'The Art of People' by Dave Kerpen

Being successful and attaining the influence you're after doesn't mean becoming a rigid, work-obsessed person who never has fun. In fact, in Dave Kerpen's book, "The Art of People," he emphasizes how important it is to hone your people skills in order to charm and win over those who matter, in both your personal and professional life.

Kerpen brings 53 easy-to-follow tips that will land you one step closer to what you're after. The tips range from how to network to the right questions to ask in meetings -- even touching on the appropriate way to blow off those who won't help you get where you need to be.

6. 'Leading Through the Turn' by Elise Mitchell

Rather than focus all your efforts, attention, and energy on your destination, Elise Mitchell explains in "Leading Through the Turn" how a journey mindset can positively affect your leadership style. While plenty of leadership books describe how to achieve an outcome, Mitchell focuses on navigating and appreciating all the twists and turns on the road to success.
Whether you're just stepping into leadership or you're an accomplished leader who's seeking something more, this book offers an important perspective for finding significance in your work and your life.

7. 'Self-Employed' by Joel Comm and John Rampton

In "Self-Employed," entrepreneurs Joel Comm and John Rampton combine their experiences and observations to offer cutting-edge insights into the personality traits that allow self-starters to thrive in the current entrepreneurial landscape.

Through easy-to-read, thought-provoking commentary, Comm and Rampton delve into the 50 (yes, 50) traits, characteristics, and mindsets that successful entrepreneurs have in common. Ultimately, the book provides a framework for assessing, understanding, and leveraging who you are in order to have the greatest impact and empower your business.

8. 'Ego Is the Enemy' by Ryan Holiday

Through insightful research and compelling anecdotes, Ryan Holiday shares a uniquely philosophical and historical perspective on effective leadership. In "Ego Is the Enemy," he explains that some of the most successful leaders throughout history -- from Jackie Robinson to Eleanor Roosevelt -- have placed the collective needs and goals of a group above their own desires for individual recognition.
Although leadership almost always involves mental, emotional, financial, and maybe even physical battles, Holiday demonstrates that leaders who have the biggest impact on history are those who've conquered their egos.

All relationships take work, but great leaders especially have a responsibility to foster them. These approaches and perspectives from successful industry leaders should give you more than a few ideas to enhance your own relationships.

What have you used to strengthen your own business relationships? I'd love to hear your thoughts below.



Source: http://www.inc.com
Image Credit: Getty Images


ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business networking association dedicated to helping small businesses and entrepreneurs develop, expand and grow. We offer affordable opportunities to help create a positive impact and advancement in your business interests and personal quality of life to take you to the next level.
Stay Connected with WNFP!

The 5 Least Important Skills for Networking Success

Recently, I wrote about better ways to network, based on a survey I conducted of almost 3,400 people around the world. In the survey, I asked participants what they thought the top characteristics of a great networker were. However, knowing what not to do can sometimes be as important as knowing what to do in developing a skill. In this article, I will walk you through the five least important skills needed to be a great networker, according to the respondents of this survey.

Over the last 30 years, I’ve found that most people assume that being an extrovert is an advantage in networking. But let’s take a good look at the bottom five characteristics. Four out of the five least important skills to be a great networker had something to do with being outspoken or bold -- characteristics more aligned with an extrovert than an introvert.


Fearless.

Based on the survey, the fifth least important skill for networking was being fearless. Extroverts tend to be more fearless and confident, but when it came to identifying the skills of a great networker, this was not very important to an overwhelming majority of people.

Asking for the sale.


The fourth least important skill was asking for the sale. Extroverts almost always ask for the sale quicker than an introvert does. Yet, this is a skill that most people think is not very important in order to be a great networker.

Assertive.

The third least important skill was being a self-promoter. This particular result seems completely counter-intuitive at first. How can self-promotion not be an important skill for great networkers? Well, the answer to that is easy. In order for networking to be effective, it has to be about the relationship, not the transaction. Many, many people get this one wrong. I think it is the single biggest reason why some people hate networking. They go to a networking event and have one person after another try to sell to them. Very few introverts can be called self-promoters, so this is one more example where being an introvert may not hurt your chances to network well.

Directness.

The second least important skill was directness. This is an interesting one because being direct in your business dealings is often considered to be an attribute. However, when it comes to networking, it seems to be viewed more as pushy, which is clearly not a strength in building relationships. Again, extroverts are more inclined to come across as direct than introverts are.

Social media savvy.

The least important characteristic of a great networker, based on this survey, was in many ways very surprising. It was an attribute that could easily apply to both introverts and extroverts. It was being social media savvy. I included this in the survey because I have found that many people think that networking online is pretty much all they need to do to network effectively. I believe that online networking has great value, but it does not replace face-to-face networking. However, even I was surprised that it ranked dead last by 3,400 business people all around the world.

After viewing this data, I thought surely, millennials would rank this characteristic much higher. So, I compared the survey responses of people under 30 to this result. I discovered that there was in fact, a difference. The under 30 crowd ranked this characteristic second to last! Seriously, second to the last. Even millennials understand that social media skills are not an indicator of great networking ability.

So, if you want to be a great networker, understand the essentials of better networking as well as these much lesser important skills. The combination of knowing what to do, and what not to do, will help you to network like a pro.

Source: htt://www.entrepreneur.com
Image Credit: Shuttershock

ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business networking association dedicated to helping small businesses and entrepreneurs develop, expand and grow. We offer affordable opportunities to help create a positive impact and advancement in your business interests and personal quality of life to take you to the next level.
Stay Connected with WNFP!

Relationships Are What Leverages Hard Work Into Success

Building good connections with clients and employees is important for a business to grow.

Every successful entrepreneur knows that relationships are key. No business is made in a vacuum, and the way you interact with clients, employees, coworkers and other entrepreneurs can give your business life or bring it to its death.

Unfortunately, there’s no perfect how-to on building the right kind of relationships. For example, you could meet someone who could potentially become a huge client for your startup. However, saying the wrong thing at the wrong time, or possibly even having poor body language, can end the relationship before even starts.

Entrepreneurs also have to be concerned about who they’re building relationships with. If your largest client is somebody that you can’t trust, then you need to ask yourself: is our business safe with this person? Putting your faith in the wrong people can put your business in a pretty tough spot.

With all this in mind, there’s little that you’ll get very far without some good connections. You never know what a connection can offer and the bigger your network, the better.

Engaging with others.

One of the first things you’ll need to do after you start a business -- and likely even before you start a business -- is connection building. Finding the right connections can help you and your business succeed. But where do you find these connections, and once you find them, how do you form the relationship?

The best way to find good connections is through networking. There are plenty of ways to approach this -- you could ask your friends and family if they have anyone who could help you, you could research possible connections on your own or you could go to networking events.

If you aren’t good at networking, then don’t let this step deter you. Not many people are born ready to network and building a real business connection with a complete stranger can be a difficult process. But practice makes perfect -- besides, these are connections you’ll need to succeed. You can’t afford to let these people slip away. If you’re quick to adapt, then you’ll quickly learn the ins and outs of networking. If not, there are plenty of helpful guides around the internet that can give you tips.

Sometimes, the networking is the easy part -- but finding the people to network with is difficult. If this is your issue, consider checking out this list of helpful organizations. Not only are they great for networking, but you could also end up learning some other useful skills along the way. Also be sure to check out any local entrepreneurial networking events. They happen all the time, and a quick search online can help you find anything nearby that could help.

Building value.

One tip I can give to those who aren’t the best at networking: Be valuable.

Just take a moment to understand how the entire process of networking works. Normally, it will be you and a complete stranger. There’s a good chance that you want or need something from them or someone they know, which means that they’re valuable to you.

If you walk up to this person and immediately ask them to give something to you, what do you think they’ll say? If they yes, then you’ve found one of the most generous people in the world. If they say no, then you’ve met a rational human being.

When a stranger walks up to you and asks you to listen to their business pitch, asks for the contact of someone you know or asks for funding, your normal response would be “no.” In all honesty, this should be your reaction. After all, you’re not going to give up something important to a stranger just because they asked.

The same works for when you’re networking. Recognize that whoever you want to approach is a person, and you’re a stranger to them. Make yourself valuable. When you approach them, try to build a genuine connection. Ask them about their business and their goals, and if you’re at a networking event, ask them why they came. Everyone who goes to a networking event is looking for something -- if you can help them out, then they’ll be much more likely to help you out.

If they aren’t looking for anything, perhaps they’ll learn something about you during a normal conversation. If you build a connection with them, they’ll be more likely to help you with what you need.

Working with other entrepreneurs.

One of the greatest parts about entrepreneurship is that it’s always changing. This keeps things dynamic, sure, but it also means that the field is constantly innovating -- and innovation is good.

An innovation that I’ve noticed going on in the interconnectivity of entrepreneurs. Entrepreneurs are becoming more likely to work with each other instead of against each other.

This is happening because entrepreneurs understand the importance of relationships. Every relationship you build is a connection that could help you down the road. If I were to connect with an entrepreneur who wanted me to help get them exposure, then I’m immediately proving myself valuable to them. This increases the chances of them helping me if I need to tap into their network.

Just remember that you can be valuable to anyone -- you just need to prove it to them. If you want to have someone help you, help them first. The more you do for others, the more they’ll do for you. People are built to work together in a community and a network is no different.

Image credit: Getty Images
Source: www.entrepreneur.com


ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business networking association dedicated to helping small businesses and entrepreneurs develop, expand and grow. We offer affordable opportunities to help create a positive impact and advancement in your business interests and personal quality of life to take you to the next level.
Stay Connected with WNFP!

6 Naked Truths About Relationships No One Wants to Admit (and How They Affect Your Business)

A happy relationship is a happy business leader.

The expression "naked truth" comes from a fable in which Truth and Falsehood went bathing. Falsehood went and dressed in Truth's clothes, and Truth, refusing to take another's clothes, went naked.

When there's conflict in your life, you don't make good decisions. You don't sleep well, and you end up stressed. You obsessively check your phone waiting for a response. Your mind isn't in whatever it is you're doing because you're too busy weighing pros and cons, playing "what if."

Relationships have a far greater impact on our pursuits and responsibilities than we might want to comfortably admit. We like to pretend that we can consolidate and separate, but the truth is that's very, very hard. The best leaders know how to manage their emotions and push through, but that doesn't mean they are still operating at peak performance. And with that, even the best leaders can only go so long without needing to either take a step back or make a drastic change.

Relationships, whether they be intimate or friendly, can be draining if not nurtured and taken care of properly.

1. Your Relationship Affects Your Mood

Bad mood, bad productivity. If you're upset, you are going to be upset with your work. If you're anxious, you're going to have trouble focusing. If you're sad, you are going to struggle to be energetic with your pursuits. That's just how it goes. So it's your responsibility to take care of the relationships in your life, and be diligent about resolving issues that arise in the moment--instead of letting them linger.

2. Clear Expectations Need To Be Set

Relationships tend to falter because of one fundamental issue: unmet expectations. If you set the bar low, and you deliver on that expectation, you still win. If you set the bar high and don't deliver, you are far worse off. Part of maintaining a positive relationship (with anyone) is setting clear expectations--especially with intimate partners. Do not make it seem like they are the center of your world when you are trying to launch a startup and working 18 hour days. Make that clear from the beginning.

3. Deception Never Lasts

Who you are is who you attract. And if you are attracting people into your life by being your false self, then at some point the jig is going to be up. You can only maintain that "alter ego" for so long--and when it crumbles, it's going to hurt you far worse than if you had just been honest from the beginning. (This can apply to any number of things. Apply as you see fit.)

4. A Relationship Can Be A Support System

A relationship as an entrepreneur, business owner, or just plain driven individual can be one of the most helpful things you could possibly have. They are someone you can confide in, with no connection to your otherwise complicated and logical pursuits. However, the thing to be wary of is to not make the other person feel like an "object" you use to vocalize all your stress and challenges. There has to be some give and take.

5. An Outsider's Perspective

When your friends, family, and significant other all live outside your direct realm of business or interest, they inherently provide an outsider's perspective that many times can be helpful. They ask simple questions, they provide you an opportunity to explain what you're working on in its most basic form, and they can often point things out you aren't able to see yourself (because you're "in it").

6. Relationships Are Mirrors

This is often one of the hardest things for people to admit. Whatever you dislike in someone else, you struggle with yourself. Whatever irks you the most, that's your issue--not theirs. Whatever frustrates you, or pushes your buttons, or makes you flare up in anger, that is a trigger of something inside you. If it wasn't, then their actions wouldn't affect you at all. Period. So when something triggers you, it's your responsibility to take the time to figure out what that issue is and move past it.

Source: www.inc.com

Image Credit: Getty Images

ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business networking association dedicated to helping small businesses and entrepreneurs develop, expand and grow. We offer affordable opportunities to help create a positive impact and advancement in your business interests and personal quality of life to take you to the next level.
Stay Connected with WNFP!