Business Success and Survival Depends On the Right Mind Set
I had arrived at a Health Expo here in Las Vegas and was looking for a business partner of mine. A young man jumped out from behind a table at a booth. “You need what I’ve got?” My first question wasn’t, “What is it?” It was, “Who are you?”
The next thing you know, I was shoved down on a chair. I got a first name. That was it. He rubbed this cream under my left eye and put a mirror in front of me. “Notice how the skin under the eyes match now.”
“Yeah, sure,” I said. “Can I get up now?”
He then pitched me that the value of the cream set was $2,000 but would sell it to me for only $400. I told him that I couldn’t afford it right now. “For you, $200.” I got up and left. Why did this not work for him? I didn’t trust him.
Can’t trust someone you don’t know.
Remember the Salesman who came to your door and introduced himself? That’s known as ancient history today.
Even in a store, sales people don’t tell you who they are. They just walk up to you and say, “What are you looking for?” or “Is there anything you need?” My first thought for a reply is – you guessed it – “None of your business.” If they say, “Can I help you?” that’s a phrase from my relative family’s sales experience where I will respond, “Just looking right now.”
The marketing being taught today is not new. The best way to succeed, that new marketers and business owners actually go out of their way to avoid, is relational. Why? It’s too personal.
My Experience With Networking
I started out a political volunteer. Walking door to door, phone calls, manning event booths and attending county committee meetings. How was it? Volatile. There were conspiracy theories, candidate cults, polarizing groups and the worse of all – people who wanted you to help them but wouldn’t reciprocate.
I did make some good friends. It also led to Toastmasters.
I networked in Toastmasters at the club and district level. I was Club President, President’s Distinguished Area Director, and President’s Distinguished Division Director. I have friends all over Toastmasters in different areas of business.
Then I took my networking and speaking skills to Las Vegas Health and Fitness Chamber of Commerce. I was a cancer survivor and had family members that had bad experiences with “established medicine.” I introduced who I was and what I was about. I’ve given speeches explaining my profession and why personally I’m a storyteller.
I was seeking a network, not a sale. It was a plus if someone wanted my services. The most I asked for was a referral.
Getting to Know You
No one can get to know you in a short amount of time. Or can they? Meeting on a regular basis cannot just get you familiar with someone but can create a bond. Telling a story about yourself that touches the other person creates a sense of trust. You opened up to them. You’re serious.
There are five elements to an introductory story:
1. Who you are personally and professionally.
2. An imperfection of yours, even if it is a little embarrassing.
3. A challenge you faced when trying to achieve a goal.
4. An epiphany you had in how to succeed.
5. How you succeeded.
The first two do the most relating on a human level.
There are three ways to network that will get you work, referrals and support.
But I Don’t Have Time
- Breakfast, Lunch and Dinner Meetings
- Events, expos and fairs
- Live or Video Interviews
I suffer on time myself. I always feel like I can’t catch up. It’s a matter of prioritization. Question is – What are your priorities? Sometimes we’re doing too much. What is it that you can move down to a lower priority to fulfill your dreams?
You can’t succeed if you can’t manage your time.
A Successful Mindset
Many people think that all you need is an understanding of your product/service and its benefits. Without a true persona and caring about who you’re marketing, you’re dead in the water before an eye hits your product.
You need to have the following:
- No fear of other human beings and what they think
- Being yourself and friendly
- A lack of desperation
- A position of putting others before yourself
- Scheduling your time and keeping others informed
- Being devoted to what you believe
Get More Acquainted and Trust
Lets start with attending (or attending more) networking meetings and events. Open yourself up to others and see where it gets you. Look for me at a meeting to start. I’m not there to judge you. Try out your introduction and I’ll tell you how well it works. Then you can move on to the other members.
Networking is the way you can expand your business. Does it happen right away? No. Circumstances can change for your contacts and they may have a great lead for you.
Unfortunately, if you’re not around much or don’t show up anymore – YOU MISS OUT. Someone important could show up at a meeting that meets what you’re looking for...and you’re not there.
The worse Plan of Action is No Plan of Action.
Join the Las Vegas Health & Fitness Chamber of Commerce. Attend a networking event. Members who have been away need to get back into the groove. We miss you.