Ladies, We Need Your Help

While I am addressing this post to all you ladies, it can equally apply to men.

Ladies, I want you to know that most the guys you meet at a networking event are not "dirty old men". We are not staring at you but trying to read that small print used on your name tag. So I would offer a few suggestions that I have picked up over the years regarding using name tags.

• Use large print. Make it easy for everyone to read.
• Use a good clear font with easy to read colors.
• Consider using your first name only. This allows plenty of room for large print.
• Wear on the ride side so it is easy to see when shaking hands.

A couple of other tips you may want to consider which will make it easy for someone you meet to ask you what you do are to leave off your company name and your occupation. I have found that doing this is a great way to really get a conversation started especially on a good note. If you use your occupation and/or company and they have had a bad experience in that area you will either get an earful or they will not talk to you at all.

So make it easy for people to just know you name and for them to ask you the question that you want them to ask, "What do you do"?

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Copyright © 2009, Bill Hurlbut

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Are You Keeping In Touch?

Most people I meet at various networking events do a good job of following up immediately after meeting you at an event. The sad part is, very few follow-up after that if they do not connect right away or make a sale. The whole premise of networking events today is to meet people for the purpose of building relationships not just to make a sale. And, building a relationship quite often can only happen after a period of time.

I really had this driven home recently when I had someone purchase a health insurance plan from me. While my business is almost all from referrals, I have occasionally in the past purchased some Internet leads to fill in gaps in my schedule. Well, this sale came from a lead I had purchased about 3 years ago. While the individual had some interest back then they were not really a good prospect at that time.

Since late 2002, I have sent out a monthly newsletter to friends, clients and prospects as well as to anyone that has found my website and subscribed through there. So this individual for the last three years has been receiving the newsletter. And when the time was right, she called me to handle things for her. I would not have gotten the call if it wasn't for having kept in touch over a period of time.

This happens all the time because I keep in touch on a regular basis. If you do not have a way of staying in touch, I would suggest that you find a way to do so. You are losing out on sales if you are not.

In a future post, I will go into some detail of how I have set up my newsletter and how it has helped me gain business as well as helped me in the search engines.

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Copyright © 2009, Bill Hurlbut

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Networking: A Great Pick Me Up

My entire career has been in the insurance field. Until 1995 I was always working for a company in some capacity. However that year I ventured out on my own as an independent agent. It was an interesting time as I learned to do everything myself, as I was no longer in an office were much assistance was provided.

Probably the most difficult task I faced was that of keeping myself positive and upbeat with no manager prodding and pushing. It could get rather discouraging at times, especially during a sales slump when it was easy to become negative.

I found though that a good cure for the occasional doldrums was to attend a networking event. It was a great place to meet positive upbeat individuals in a very energetic atmosphere. I made every effort to not miss a weekly meeting so that I could get an attitude boost on a regular basis.

If you are in a business by yourself, where you do not have others to give you a lift and some encouragement when you encounter a down time, try attending a networking meeting and see if you don't get energized.

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Copyright © 2009, Bill Hurlbut

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When Asked "What Do You Do?"

Over the years, I have read a lot of material on answering the question "What Do You Do?". Most of the articles I have seen all want to talk about crafting short, concise "elevator speeches" which contain a USP (unique selling proposition).

My approach has generally been different for a few reasons. The primary reason I didn't like these other approaches was that it started to make it about me. I always like to keep it about the other person so that I may get to know as much about them and as quickly as I can. As stated in earlier articles, I am all about it being about the other person. My intent is to do all I can to help them and not to worry about myself.

The second reason, is having a USP or any other selling proposition just doesn't seem to make sense. You can not sell anyone in 30 seconds or less, at least today, as it is about doing business with people we know, like and trust.

In a new networking group I was asked to help get started, I have had the privilege to get to know Roland DesJardins (@flyingfrenchman in Twitter), a business coach. We share many of the same ideas about the proper way to network. He has written a great entry in his blog, entitled "So What Do You Do?" Take time to read it. I think you will agree, as I do, that it is a great way to answer the question, "What Do You Do?".

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Copyright © 2009, Bill Hurlbut

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