Sunday, 31 May 2009
Thursday, 28 May 2009
Wednesday, 27 May 2009
Monday, 25 May 2009
Friday, 22 May 2009
Missing in action ! Where has all the ENTHUSIASM gone?
On the economic front, things have been looking a little bleak over the last few months. But on looking around, when I’ve been out networking, one of the important things that I have found to be missing out there, everywhere, is simply ENTHUSIASM.
It seems to me that people feel that it’s not cool to be enthusiastic. There seem so many people out there trying to be very laid back and hiding any emotion about their businesses, their projects, their careers or about anything they're involved in.
All of the most successful people I know are enthusiastic.
Many of the people who know me, comment on my enthusiasm.
On our training course, when we look at the seven traits of good networkers, we highlight the fact that 'being enthusiastic is good for business’.
So I peeked at my Thesaurus to find some of the synonyms for enthusiasm and I thought I’d share them with you: Keenness, eagerness, passion, fervour, zeal, zest, gusto, energy, inspiration, excitement, vigour, fire, spirit, motivation, commitment, willingness, earnestness.
Let me assure you, these are all powerful and valuable attitudes to bring to your networking
to your business and to your life.
But it does seems in short supply these days, doesn’t it?
Frank Bettger, a successful salesman and self-help author who lived until 1981 (so none of this is new!), discovered that if he acted enthusiastically, he started to feel enthusiastic.
It’s the "fake it until you make it." school of thought.
Try it! It works.
When you exhibit enthusiasm, it's contagious.
Everyone catches it!
It seems to me that people feel that it’s not cool to be enthusiastic. There seem so many people out there trying to be very laid back and hiding any emotion about their businesses, their projects, their careers or about anything they're involved in.
All of the most successful people I know are enthusiastic.
Many of the people who know me, comment on my enthusiasm.
On our training course, when we look at the seven traits of good networkers, we highlight the fact that 'being enthusiastic is good for business’.
So I peeked at my Thesaurus to find some of the synonyms for enthusiasm and I thought I’d share them with you: Keenness, eagerness, passion, fervour, zeal, zest, gusto, energy, inspiration, excitement, vigour, fire, spirit, motivation, commitment, willingness, earnestness.
Let me assure you, these are all powerful and valuable attitudes to bring to your networking
to your business and to your life.
But it does seems in short supply these days, doesn’t it?
Frank Bettger, a successful salesman and self-help author who lived until 1981 (so none of this is new!), discovered that if he acted enthusiastically, he started to feel enthusiastic.
It’s the "fake it until you make it." school of thought.
Try it! It works.
When you exhibit enthusiasm, it's contagious.
Everyone catches it!
Like many other of the traits of good networkers, enthusiasm sets you apart from the crowd.
- People will see you as an achiever; and we all like to associate with achiever’s, don’t we?
- People will see you as confident; and we could all do with more confident people around us, couldn’t we?
- People will also see you as a winner; and we should all associate with winners shouldn’t we?
So that leaves me with a question for you.
Are you feeling enthusiastic about going networking right now?
If not, and if you feel your team would benefit from being more enthusiastic about their business development activities, then call me to see how I can help make you
- more enthusiastic,
- more effective
- and more confident.
I'll guarantee, if you implement my training it will:
- help YOU stand out from the crowd
- help you bring in more business
- help you prosper.
Can’t do better than that, can I ?
I wish you happy networking
Sign up to this blog for regular motivation and useful networking tips.
For more information on improving your Networking Skills follow the link to The Guru Garage
Mark Perl is a leading expert on the subject of Business Networking. He specialises in SME’s, business networking for solicitors, along with CPD training for the legal profession
Thursday, 21 May 2009
Packing for Munich ! Presenting at the pan European, JHI Conference. It's their 30th Anniversary - I feel so privileged to have been chosen.
Learn why Mark was chosen. Mark Perl is a leading expert on the subject of Business Networking. He specialises in SME’s, business networking for solicitors, along with CPD training for the legal profession
Learn why Mark was chosen. Mark Perl is a leading expert on the subject of Business Networking. He specialises in SME’s, business networking for solicitors, along with CPD training for the legal profession
Wednesday, 20 May 2009
7 reasons for making The Follow-Up Call – Part 7
By not making the follow-up call, you will simply never know how much business that client had for you.
You won’t be able to calculate how much business you’ve lost.
Not only how much business you’ve lost from that client, but how much potential business you lost from clients whom that person might have referred you to.
In economics they call it opportunity-cost. By choosing to do one thing, you are prevented from doing something else. There is a cost attached.
Here, by choosing, and it is a decision that you make, not to follow-up, the potential financial loss should be considered.
So if we look back at the last several outcomes of not making the follow-up call; and when you put a value on what you might be losing, then I hope it’ll make you reconsider.
I hope it’ll encourage you to make that call!
Now that’s GREAT for business!
Thank you for taking the time to follow this series and...
I Wish You Successful Networking !
You can read these seven blogs as a series of three articles by following the links
7 reasons for making the Business Networking follow up call - part 1
7 Reasons for making the Business Networking follow up call - part 2
7 Reasons for makeing the Business Networking follow up call - part 3
Mark Perl is a leading expert on the subject of Business Networking. He specialises in SME’s, business networking for solicitors, along with CPD training for the legal profession
You won’t be able to calculate how much business you’ve lost.
Not only how much business you’ve lost from that client, but how much potential business you lost from clients whom that person might have referred you to.
In economics they call it opportunity-cost. By choosing to do one thing, you are prevented from doing something else. There is a cost attached.
Here, by choosing, and it is a decision that you make, not to follow-up, the potential financial loss should be considered.
So if we look back at the last several outcomes of not making the follow-up call; and when you put a value on what you might be losing, then I hope it’ll make you reconsider.
I hope it’ll encourage you to make that call!
Now that’s GREAT for business!
Thank you for taking the time to follow this series and...
I Wish You Successful Networking !
You can read these seven blogs as a series of three articles by following the links
7 reasons for making the Business Networking follow up call - part 1
7 Reasons for making the Business Networking follow up call - part 2
7 Reasons for makeing the Business Networking follow up call - part 3
Mark Perl is a leading expert on the subject of Business Networking. He specialises in SME’s, business networking for solicitors, along with CPD training for the legal profession
Monday, 18 May 2009
7 reasons for making The Follow-Up Call – Part 6
By not making the follow-up call, you put yourself at risk when attending other events.
What happens if you bump into that person again when you are out attending other events?
How are you going to feel when you spot them and remember what you haven’t done?
Are you going to try to pretend you haven’t seen them and try to avoid them all night?
Are you going to pretend you’ve forgotten that you were meant to do something?
...and what are they going to think when they see you?
Long after people have forgotten what you said to them, they never forget how you made them feel
Your credibility will be lost.
That’s bad for business!
Mark Perl is a leading expert on the subject of Business Networking. He specialises in SME’s, business networking for solicitors, along with CPD training for the legal profession
What happens if you bump into that person again when you are out attending other events?
How are you going to feel when you spot them and remember what you haven’t done?
Are you going to try to pretend you haven’t seen them and try to avoid them all night?
Are you going to pretend you’ve forgotten that you were meant to do something?
...and what are they going to think when they see you?
Long after people have forgotten what you said to them, they never forget how you made them feel
Your credibility will be lost.
That’s bad for business!
Mark Perl is a leading expert on the subject of Business Networking. He specialises in SME’s, business networking for solicitors, along with CPD training for the legal profession
Friday, 15 May 2009
7 reasons for making The Follow-Up Call – Part 5
By not making the follow-up call, you create a negative multiplier out in the marketplace.
People rarely remember when you do something right, but they never forget when you do something wrong. You’ll be amazed at how many people they’ll tell, when you let them down. For many of us in the ‘advice giving’ sector, referrals from satisfied customers underpin our success. Having a negative commentary circulating within our business community can seriously hurt our business development and our reputation.
Statistics show us that 80% of an SME’s client base is within a 30 mile radius. This can really hurt you.
Also, what if the person you failed to call, ends up talking with one of your satisfied customers at an event and says
‘you see that guy over there? Awfully unreliable! He said he was going to send me.... but just never called. How rude?’
That can plant seeds of doubt in your existing customer’s mind.
That’s bad for business!
Mark Perl is a leading expert on the subject of Business Networking. He specialises in SME’s, business networking for solicitors, along with CPD training for the legal profession
People rarely remember when you do something right, but they never forget when you do something wrong. You’ll be amazed at how many people they’ll tell, when you let them down. For many of us in the ‘advice giving’ sector, referrals from satisfied customers underpin our success. Having a negative commentary circulating within our business community can seriously hurt our business development and our reputation.
Statistics show us that 80% of an SME’s client base is within a 30 mile radius. This can really hurt you.
Also, what if the person you failed to call, ends up talking with one of your satisfied customers at an event and says
‘you see that guy over there? Awfully unreliable! He said he was going to send me.... but just never called. How rude?’
That can plant seeds of doubt in your existing customer’s mind.
That’s bad for business!
Mark Perl is a leading expert on the subject of Business Networking. He specialises in SME’s, business networking for solicitors, along with CPD training for the legal profession
Wednesday, 13 May 2009
7 reasons for making The Follow-Up Call – Part 4
By not making the follow-up call, you tarnish your personal reputation and the reputation of your company. You are an Ambassador for your brand when you network.
If it’s the first time someone has met you, or a representative of your company, then everything you say, how you say it, how you act, how you react and everything you do, sets their perception. We try so hard to create a positive first impression that it’s criminal to let yourself down at the first turn. Both yourself and your company will be judged on your behaviour. Don’t ruin it by your actions... or lack of them
That’s bad for business!
You can read this blog and the other reasons as a series of articles by visiting:
7 Reasons for making the Business Networking follow up call - part 1
and 7 Reasons for making the Business Networking follow up call - Part 2
Mark Perl is a leading expert on the subject of Business Networking. He specialises in SME’s, business networking for solicitors, along with CPD training for the legal profession
If it’s the first time someone has met you, or a representative of your company, then everything you say, how you say it, how you act, how you react and everything you do, sets their perception. We try so hard to create a positive first impression that it’s criminal to let yourself down at the first turn. Both yourself and your company will be judged on your behaviour. Don’t ruin it by your actions... or lack of them
That’s bad for business!
You can read this blog and the other reasons as a series of articles by visiting:
7 Reasons for making the Business Networking follow up call - part 1
and 7 Reasons for making the Business Networking follow up call - Part 2
Mark Perl is a leading expert on the subject of Business Networking. He specialises in SME’s, business networking for solicitors, along with CPD training for the legal profession
Prepping to motivate 160 purchasing managers to Network with more enthusiasm. Looking forward to bringing some sunshine into a grey day !
Mark Perl is a leading expert on the subject of Business Networking. He specialises in SME’s, business networking for solicitors, along with CPD training for the legal profession
Mark Perl is a leading expert on the subject of Business Networking. He specialises in SME’s, business networking for solicitors, along with CPD training for the legal profession
Monday, 11 May 2009
7 reasons for making The Follow-Up Call – Part 3
By not making the follow-up call, you show yourself to be unreliable and untrustworthy.
If, as most networkers accept, relationships are built on a foundation of Knowing, Liking and Trusting, then we fundamentally undermine the ‘like’ and the ‘trust’ by failing to call.
All that happens is that your prospect thinks you are unreliable.
They’ll think:
‘If that’s how reliable you are at the very start of a relationship, how bad might you turn out to be when I become a client ?’
They’ll also think you are untrustworthy:
‘He/she said he would call/send me some information on.../facilitate a meeting with.../introduce me to...’
It’s rude. They’ll think you don’t want their business and ...
That’s bad for business!
Mark Perl is a leading expert on the subject of Business Networking. He specialises in SME’s, business networking for solicitors, along with CPD training for the legal profession
If, as most networkers accept, relationships are built on a foundation of Knowing, Liking and Trusting, then we fundamentally undermine the ‘like’ and the ‘trust’ by failing to call.
All that happens is that your prospect thinks you are unreliable.
They’ll think:
‘If that’s how reliable you are at the very start of a relationship, how bad might you turn out to be when I become a client ?’
They’ll also think you are untrustworthy:
‘He/she said he would call/send me some information on.../facilitate a meeting with.../introduce me to...’
It’s rude. They’ll think you don’t want their business and ...
That’s bad for business!
Mark Perl is a leading expert on the subject of Business Networking. He specialises in SME’s, business networking for solicitors, along with CPD training for the legal profession
Saturday, 9 May 2009
Disappointed with Hamiltons repeated poor showing.. will we see somthing big in Quali 3?
Not disappointed with the input I am getting into my business though from small business marketing expert Nathan Tarrant
Getting significant input from Guerrilla marketing Expert Nathan Tarrant ...and watching F1 time trials too ! Awesome day !
Learn more about why Nathan is a small business marketing expert, by visiting www.rapidprofitmarketing.com
Friday, 8 May 2009
7 reasons for making The Follow-Up Call – Part 2
By not making the follow-up call, you are actually rejecting your prospect.
Rejection, in all its various forms, is the underpinning fear that many of us have when we go networking – and you are doing it to them!
That’s bad for business!
Mark Perl is a leading expert on the subject of Business Networking. He specialises in SME’s, business networking for solicitors, along with CPD training for the legal profession
Rejection, in all its various forms, is the underpinning fear that many of us have when we go networking – and you are doing it to them!
That’s bad for business!
Mark Perl is a leading expert on the subject of Business Networking. He specialises in SME’s, business networking for solicitors, along with CPD training for the legal profession
Wednesday, 6 May 2009
7 reasons for making The Follow-Up Call – Part 1
I was recently delighted to have been invited by Jonathan Jay to make a presentation to members of the Success Track Business Club. As you can imagine, my presentation was entitled ‘Discovering The Secrets of Outstanding Networkers’.
During my allotted hour, I focussed on the interpersonal skills and the interactive ‘front-end’ of networking. In such a short time, it’s just not possible to cover everything.
I had a great time, and the feedback, from those who pinged off emails after the event, was really positive. However, working with the knowledge that you can’t please all of the people, all of the time, there was one rather irritated respondent who instead of focussing on the nuggets that were covered, crucified me for not covering the importance of the follow-up.
Frankly, if you’re reading this...
I think you’re right!
So over the next few weeks, we’ll take a look at the ‘follow-up’.
This is where many people let themselves down. They simply fail to follow-up.
The same fears and concerns that they experience upon entering an unfamiliar room, full of strangers rise to the surface, in a slightly different guise. Fears of rejection inhibit them. Thoughts like
· They weren’t really interested
· They were just being nice
· They won’t remember me
· They won’t take my call
· They’ll just say ‘no’
If you fail to follow-up you become what renowned networking expert Will Kintish calls
‘Networking Criminals’
They’re everywhere, aren’t they?
They never call.
They never do what they say they’re going to do.
During my allotted hour, I focussed on the interpersonal skills and the interactive ‘front-end’ of networking. In such a short time, it’s just not possible to cover everything.
I had a great time, and the feedback, from those who pinged off emails after the event, was really positive. However, working with the knowledge that you can’t please all of the people, all of the time, there was one rather irritated respondent who instead of focussing on the nuggets that were covered, crucified me for not covering the importance of the follow-up.
Frankly, if you’re reading this...
I think you’re right!
So over the next few weeks, we’ll take a look at the ‘follow-up’.
This is where many people let themselves down. They simply fail to follow-up.
The same fears and concerns that they experience upon entering an unfamiliar room, full of strangers rise to the surface, in a slightly different guise. Fears of rejection inhibit them. Thoughts like
· They weren’t really interested
· They were just being nice
· They won’t remember me
· They won’t take my call
· They’ll just say ‘no’
If you fail to follow-up you become what renowned networking expert Will Kintish calls
‘Networking Criminals’
They’re everywhere, aren’t they?
They never call.
They never do what they say they’re going to do.
The business world is a desert of unreliability. I’d like to encourage you to be an oasis in that desert.
Do what you say you’re going to do, when you say you’re going to do it !
Furthermore, to do it quickly. In my experience ‘Speed Stuns!’
To embolden you to always follow-up we will look at the implications of not following-up.
Have a little think, yourself, over the next few days, as to why you feel it’s so important and then pop back for a visit to see some thoughts as we dissect the dangers inherent in not following-up
You can read this blog post as an actual article titled: 7 Reasons for making the Business Networking follow up call - Part 1
Mark Perl is a leading expert on the subject of Business Networking. He specialises in SME’s, business networking for solicitors, along with CPD training for the legal profession
Monday, 4 May 2009
10 attributes of confident and effective networkers - No10
And so we come to the final attribute in this series.
Good networkers follow up and are persistent without pestering. We’re all busy, so don’t let those fears of rejection bubble up in your consciousness when following up. If you met the person, if you got on well, if you found an opportunity to help them in their business and if you asked permission to make the follow up call at a later stage, feel confident that they do want to hear from you. If you’ve taken the time to craft a good feeling of mutual respect don’t let self conscious fears prevent you from making the call. After all, it’s making the call that leads to the business. It’s what we went networking for in the first place. A simple tip to ensure you keep your confidence up every time you call is to 'ask permission'. Retain control of every interaction with "do you mind if Idiarise to call you again in..... days/weeks/next week/next month?" This gives you the right to phone again and keeps you in control. If you simply ask someone to call you back when they are ready or leave a message with your number without saying "and if I haven't heard from you by.... I'll call you again", you give up your right to stay in contact.
Looking back over these attributes I can't see anything complex or difficult!
I truly believe good networking practices are simple - but they're not easy !
It's no good simply 'knowing'. The only way to make them 'easy' is to turn this knowledge into skill, which we can only do through repetition. By doing these simple things, repeatedly they turn into a habit. After only a few weeks of consistent repetition it actually becomes easier to keep doing them than to stop. Implementing these pointers, you'll be doing the right thing, on every occasion, naturally.
So it's up to you; not simply to know, but to act.
Good networkers follow up and are persistent without pestering. We’re all busy, so don’t let those fears of rejection bubble up in your consciousness when following up. If you met the person, if you got on well, if you found an opportunity to help them in their business and if you asked permission to make the follow up call at a later stage, feel confident that they do want to hear from you. If you’ve taken the time to craft a good feeling of mutual respect don’t let self conscious fears prevent you from making the call. After all, it’s making the call that leads to the business. It’s what we went networking for in the first place. A simple tip to ensure you keep your confidence up every time you call is to 'ask permission'. Retain control of every interaction with "do you mind if Idiarise to call you again in..... days/weeks/next week/next month?" This gives you the right to phone again and keeps you in control. If you simply ask someone to call you back when they are ready or leave a message with your number without saying "and if I haven't heard from you by.... I'll call you again", you give up your right to stay in contact.
Looking back over these attributes I can't see anything complex or difficult!
I truly believe good networking practices are simple - but they're not easy !
It's no good simply 'knowing'. The only way to make them 'easy' is to turn this knowledge into skill, which we can only do through repetition. By doing these simple things, repeatedly they turn into a habit. After only a few weeks of consistent repetition it actually becomes easier to keep doing them than to stop. Implementing these pointers, you'll be doing the right thing, on every occasion, naturally.
So it's up to you; not simply to know, but to act.
I wish you profitable networking
Mark Perl is a leading expert on the subject of Business Networking. He specialises in SME’s, business networking for solicitors, along with CPD training for the legal profession
Friday, 1 May 2009
10 attributes of confident and effective networkers - No9
Ask for other people’s business cards. The ‘spray and pray’ business person who hands his card out at every opportunity to all and sundry is simply making his printer rich. He’s not building relationships or focussing on his prospect. Once connectivity has been established, courteously ask for your prospects business card. Examine it, comment on it; treat it with care and interest, as you would the person’s name. Later, record your conversation, your points of connectivity, where you met them and why you felt you should be getting in touch with them again. Load it into your data base as soon as you get back to your office. We’re all guilty of having cards in our desk drawer where we have no memory of what connected us to that person, or where we met them.
Mark Perl is a leading expert on the subject of Business Networking. He specialises in SME’s, business networking for solicitors, along with CPD training for the legal profession
Mark Perl is a leading expert on the subject of Business Networking. He specialises in SME’s, business networking for solicitors, along with CPD training for the legal profession
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