Bob Burg

Super excited to be bringing my friend and networking mentor, Bob Burg back to town on June 26th at Lawrence Technological University.

Bob will be sharing his “Endless Referrals: The Go-Giver Way” presentation with an audience of over 200 professionals. This will be a great opportunity to connect with new folks while learning some tips that you can implement immediately.

Here are the highlights of what you’ll learn that day:

  • Quickly cultivate new prospects — whether or not you have ANY existing contacts.
  • Dramatically increase your business without spending more time or money.
  • Instantly connect via what Bob calls, “Feel-Good Questions®.”
  • Instantly deepen that new connection via the “One Key Question” that will set you apart from the rest.
  • Really use social media as a truly effective, profitable, business-building tool.
  • Model the one SECRET all superstar salespeople use to get to the top.
  • And much, much more!

Bob has been teaching people how to network more effectively since the mid-90s and he is regarded as one of the best. You’ll love his style, humor and ability to engage the audience. The information is immediately implementable and it can take your business to the next level.

Buy tickets early and SAVE BIG. We’ve got special pricing from 5/20-5/22. Details will be posted soon.

If you’re interested in seeing a couple of promos you can click HERE to learn about Endless Referrals and HERE to learn about Price vs. Value.

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5 steps to building better business relationships faster

Since “All business is relationship business” you need to understand how to build better relationships. Fast.

This video (5 steps to building better business relationships faster) includes 5 areas on which you can focus. You’ll notice a couple of recurring themes:

It’s important to give first

It’s not really about you

If you can master these 5 areas, you’ll be doing great!!

Big thanks to Joe Venuto of SoPlat for bringing his camera over and filming me while I shared these thoughts. Special shout out to Michael Angelo Caruso for “loaning” us his patio in beautiful downtown Royal Oak.

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Business. Networking. Training.

What’s the best form of Marketing? You know this, you’ve heard it time and time again. It’s word of mouth. A good referral from a trusted source is almost “money in the bank”. Since that’s true isn’t it vitally important to get more referrals? Of course it is!

Many of your best sales pros are probably already doing “some networking” both online and face to face. Are they doing it right? Only your CFO knows for sure.

What about other people in your office. Wouldn’t it be great if they were bringing in business too? They have a network. Why aren’t they? If your company is looking to add revenue, I have some training classes that can help:

The 5 U’s of Networking: This class gives a comprehensive overview on what is needed to Network effectively both online and in the real world. We discuss why Networking works, what you need to know before you begin, how to work an event, what to do after and touches on some crucial online tactics.

Social Media for Business Growth: Companies who have one person responsible for social media are truly missing the golden opportunity. This class goes into the What, Why and a little of the HOW to use sites like Facebook, Twitter, YouTube and of course, LinkedIn to grow business.

60+ Things You Need to Know About LinkedIn: Contrary to popular belief, LinkedIn isn’t some infomercial; you can’t just set it and forget. The class moves quickly and even your resident LinkedIn guru will learn dozens of new things on how to use this uber power tool for business.

How Likes, RTs and Shares Grow Business Now: This class takes a detailed look at how to engage others on all the cool social media platforms. We will dive into the  hows of using Facebook, Twitter and YouTube to your businesses advantage.

Content Mastery: While this isn’t necessary for the whole staff, this is a class you’ll want people to take. Ever wonder why some people post and get a bunch of likes and you get crickets? They know how to turn an interesting phrase. And after this class, you will too.

These training classes run for an average of 90 minutes. All classes are tailored to meet your company’s specific objectives and the cost includes a pre-class consultation and post course support for attendees.

Here’s a few recommendations:

“Go out of your way to hear Terry Bean–and then move mountains to get him to your organization/community/business. I don’t often smile with delight at the back of a workshop room but I do when Terry Bean is presenting. I hear a lot of speakers on a variety of topics and Terry is one of the best. Knowledgable, entertaining, personable–Terry is a speaker that creates a relationship with the audience and then takes them to magical place where ideas and information come fast and furious. Great content is delivered on the wings of inspiration. If you appreciate talent, intelligence, creativity and humor–then you’ll appreciate working with Terry Bean.” Penny Shanks Executive Director- Clarkston Chamber of Commerce

“Terry spoke to Michigan Technological University alumni at career networking events recently in Ann Arbor and Sterling Heights, MI. In addition to a motivating (and humorous) presentation on the value of networking, Terry spent considerable time connecting with guests both before and after his talk. He also took the time to research Michigan Tech and incorporated many references to the school in his talk. We will definitely engage Terry again and would not hesitate to recommend him as a speaker to other organizations.” -Brenda Rudinger, Director of Alumni Relations, Michigan Tech University

Here is a link to many endorsements and 70+ recommendations I have on LinkedIn.

Looking for other training? I have extensive knowledge in customer care, communications, sales, marketing and Universal Laws. Additionally, I am one of the most connected people around and am always happy to refer the right connection.

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Relationship Marketing 201- 12 tips shared to make you a much better networker.

Show up-     This is first and will always be. If you don’t show up ready to network both online and off, you won’t be effective at it. Networking takes effort…hence the word “working”. Take the time to understand how the following ideas fit into your networking world, and you will do well.

Know what you have to offer-    Without a solid understanding of what you have to offer, you will find it much harder to give.  How often do you give any of the following to your network: Time, Energy, Attention, Money, Expertise, Connections or Resources? See, you have a lot more to give than you thought.

Know what you want to receive-    When it comes to networking most people want the same thing: More Business. That’s great! But unless you can tell us what kind of business will be best for you, we will have a hard time giving it to you. The more specific your ASK, the better. People want to help you, but we can’t do so unless you tell us how.

Consider “After You” Networking-      Everyone worries about making a great first impression. Use this to your advantage. When meeting someone new, let them go first. Several benefits are yours with this approach: A. You’ll demonstrate your desire to be interested prior to being interesting.  B. You’ll have a solid understanding of who they are and what they need. C. They’ll be able to actually listen to you when it’s your turn to speak. D.  If they don’t listen to you, you know exactly what kind of person they are.

Use online networking effectively-    So many tools, so little time. The good news is they can help you expand your network FAST. The most important thing about online networking is creating and maintain relationships. The power of “search” is one you must understand. It’s about finding the folks you need while making sure those who need you can easily find you too.

Give when you can-    You already have an idea of what you have to offer, be sure to give it when you can. We have all heard the phrase “Giver’s gain” made popular by Dr. Ivan Misner of BNI fame. It’s time to put it to good use. Give. Give a lot. Give every chance you can. I firmly believe that giving others a clear path (ASK) on how they can help you is an act of giving.

Connect others-     Networking is about levering the relationships you have to create the relationships you need. This requires introductions. Don’t sit and wait for others to introduce you. Make connections for them too. The more proactive you can be in this space, the better.

Know why networking works-    Networking works when people work at it. If you give to me, I’m going to make sure I do my best to give to you…This is the Law of Reciprocity. Similarly if you give to me, I’m going to make sure I pay it forward and give to someone else. This is the Law of Generosity. Universal Laws dictate much of our life and networking is no different.

Ask. Listen. Repeat.-    When it comes to networking, and all good communications for that matter, Asking good questions and listening to the answers is at the heart of it all. Make sure you practice these important skills again and again. If you’ve ever wanted to honor someone, ask them questions about their favorite topic (themselves) and actually take time to listen to the answer.

Make it easy for others to help you-    It’s a big world and you’ve got a lot to do. You’ll do far more with the assistance of others. Don’t make others chase YOU to help YOU. Make your contact information easy to access by putting it on your e-mail signature and social media profiles. When someone does say they will help, call or e-mail them. Don’t make them reach out to you.

Say thank you-    It’s important to update your network on the status of any referral they have given you. It’s vital that you thank them for it.  You can make a phone call and say thanks just slightly easier than you can go by a gift card to their favorite store or restaurant. Just be sure to let them know they and their faith in you are appreciated.

Follow up-    This is the number one area where sales people and networkers blow big opportunities…they fail to follow up. Following up is so crucial that I dedicated the entire last chapter of my book to it. You can follow by letter, e-mail, telephone, video chat, social media or several other ways. How you do it isn’t nearly as important as you actually doing it.

Thank you for taking the time to read these. Proper implementation of these ideas will result in big praise from both your wallet and your network.

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Bustup

Wanna have a lot of fun “networking” with good people while doing good in our community? Join us for a Bustup!

With #backchannel of Channel 7 on August 11, 2012

What: BUSTUP
When: October, 13 2012 Starts at 9. The busting will go until 4.
Who: Motor City BlightBusters + Motor City Connect + 313Dlove + Prudential + everyone else we can get
Where: Northwest Detroit near Grand River and Lahser (we will meet at Motor City Java House 17336 Lahser Rd, Detroit, MI 48219)
Why: We will transform the energy in our city and help with the building of Farmville Detroit.
More info: Our event Facebook page

What is a Bustup? You may be familiar with the term “tweetup”- when people on twitter get together in real life to meet. A Bustup is a tweetup with a specific purpose…to tear down a dilapidated house.

For the past 5 years, Motor City Connect (large Detroit based networking group) has partnered with Motor City Blight Busters (24 year old non-profit near Brightmoor) to remove negative energy from Northwest Detroit. We do this typically by knocking down a dilapidated house or 3 and cleaning up the area near Grand River and Lahser. It’s been a wonderful experience and 90% of the people who attend can’t wait to come back.

Take a look at THIS VIDEO OF A HOUSE BEING BUSTED UP and THIS VIDEO OF IT BEING PULLED OVER. Both of these videos were taken when the #backchannel of Channel 7 joined us in August, 2012.

We are looking for sponsors to help make this a fun, family friendly event and to start a lasting legacy for our Detroit while raising some some much needed funds for Blightbusters. I would be happy to discuss details on sponsorship with the appropriate parties.

Here is a list of what you may want to bring the day of:

Old clothes you don’t care about
Comfortable, yet sturdy shoes
Gloves (please bring extra pair(s) to donate to them if you can
Large trash bags (again, please bring some to leave)
Masks (sometimes the dust really flies)
Additional items that would make their day great- Axes, Sledgehammers, Large trash containers.
We will provide food and beverages for the day

Thank you so much for your time and consideration.

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60+ Tips on Using LinkedIn effectively

LinkedIn is THEE most important business networking site there is. The challenge is most people think of it like it’s one of those late night infomercials…you know “set it and forget it”. LinkedIn is like EVERY other networking opportunity there is, for it to succeed it will require some participation on your part.

It is my hope that you will utilize at least a few of these tips that I have drawn up for you so you can understand how this tool will help your business. It’s important to note that I joined LinkedIn back in 2004 and currently have over 5,000 connections. I offered my first LinkedIn training class in late 2005 and have conducted over 100 sessions since then.

I am a very open connector because I believe that connections lead to opportunities and opportunities often require new connections. How you use LinkedIn and for what purpose is entirely up to you. I do suggest that you have a plan in place. If you are looking for some ideas, reach out to me, I’m always happy to help.

Without further ado, let’s jump into the meat, shall we?

Complete your profile- This is your appearance to the outside world. LinkedIn is a buttoned up business kind of place. Even if you spend the majority of your day in sweatpants and bunny slippers, you certainly don’t want to give that impression here.

Add a photo- YOUR picture, not your logo will humanize you. Job seekers don’t have to worry about being discriminated about due to age. Most HR professionals search profiles with the photos “turned off”.

Create a catchy headline- Use one that helps you stand out from the crowd. Combine who you are with what you do.

Choose your category- LinkedIn provides lots of professional categories from which to choose. Pick the one that best describes you.

Edit your websites to reflect what they are- When entering your 3 websites you have the option to edit them to say more than just “my company”, “blog” , etc. Click “other” and write exactly what you want.

Customize your public profile link- LinkedIn will assign you a “public profile” address. It will have your name and a bunch of random characters. Take a moment and change it to better reflect you.

Put this link in your email signature and invite people to connect with you- This is a great way to add to your network.

Attach your twitter account- LinkedIn makes it easy to share your status updates on Twitter when you attach the two accounts.

Write a meaningful summary- The summary isn’t about your current job. It’s about you. Let your personality shine.

List all of your positions- LinkedIn does a great job of suggesting contacts from your past for you. This also gives you additional opportunities to help others by connecting people who need assistance.

Tell us what you accomplished while there- No sense in leaving this blank. Give us the highlights!

Use the projects feature to give greater detail- This new(er) feature allows you get very specific on your accomplishments.

Ask to be endorsed- LinkedIn makes it easy to ask individuals in your network to endorse you.

Write endorsements for others- Make someone’s day and get a little value for you too. A well written endorsement can speak volumes about the author of it.

Add skills- These are highly searchable and lightly customizable. Make sure you pick those that represent you well.

Share your interests- Also searchable and a great way to connect with others of like-mind.

Focus on business but remember it can be personal too- We like people we perceive are like us. Show us who you are to help us establish common ground more quickly.

Post your educational experience- Another way LinkedIn helps you connect with your past. And it’s important for some to know you’re edumucated.

Add connections- The true power of LinkedIn resides in the numbers. I’m not saying that you have to have 5,000+ connections, but you had better have well over 100. Here are some easy ways to add new ones.

Upload your contacts- This should be step 1. LinkedIn does a great job of protecting your security and an even better job of showing you who you communicate with regularly who are already using the tool.

Get connected through connections- Want to meet someone who is connected to someone with whom you’re connected? Easy. Just ask them to make an introduction (note: an introduction is different than a connection and it is a good starting point).

Add people from groups- Find people in the groups you’re a part of and ask them to connect (groups are discussed in a different section)

Add people via their e-mail address- LinkedIn really wants you to connect with people you already know so they like it if you know their e-mail address. Use that address and send them an invite. It’s that easy.

Add them as a friend- This is the “open” way to connect with most anyone. Be careful using this with closed networkers you don’t know especially with the generic invite. These people will be inclined to report you with an “I don’t know”. Get too many of these and LinkedIn will suspend your invite privileges’.

Join groups- Groups are sectioned off areas where people with like minds or like experiences can connect and share on a deeper level. Groups can be the best
place for you to find your next whatevertheheckyou’relookingfor.

Find those of personal interest- Self-explanatory, right?

Find ones where your clients are- Great way to connected to people who are like your clients.

Find ones that are industry specific- Excellent opportunity to stay current in your industry.

Post relevant content in them- Posting content is one form of participation. There is little sense in being part of the group without participating.

Respond to content there you find important- A much easier way to participate. Make sure your comments represent you and your brand well.

Can’t find a group you like? Create one- It’s one thing to be a member of the group. It’s something totally different to be the center of it.

Invite friends and colleagues to it- A group of one sucks, plain and simple.

Ask them to do the same- Why even have a group if it’s just a bunch of people you already know?

Share content there too- Still gotta participate even if it’s your group.

Add your Linkedin group to your email signature- People + People = more people

Applications- These fun little tools can help you personalize your profile and let you audience know a lot more about you.

Do you travel? Add tripit. Update your network on where you will be. It’s a great way to create serendipitous meetings.

Like to read? Add amazon book list. Highlight what you’re reading and books you love.

Present a lot? Use slideshare to showcase your presentations.

Have a blog? Link it to your site so your connections can see it on LinkedIn.

Like to attend or put on events? There’s a calendar for that too.

Be sure to check out the other applications under the “More” tab

Company pages- These are the opportunity to showcase your business. One of the best parts is that in addition to being able to have your company represented like you are GOOGLE loves this section just like they love your own profile. Be sure to get that good google juice for your business by filling this out.

Start at the VERY beginning…do you have one? If not, figure out who is going to set it up. Smart money is on marketing and having HR being one of the admins of the page.

Tell your corporate story concisely. Consider it like your bio. LinkedIn will walk you through this.

Add your products and services that you company offers.

Share your career opportunities (part of the reason HR gets invited to the party)

Determine what other relevant content you will share here and at what rate of frequency it will be shared.

Make sure your employee’s profiles use the same name as your company page so they can cross-link each other.

Invite friends and connections to “follow” your company. Use employee status updates, groups you’re a part of, other social sites and even your e-mail signatures to further spread the word.

Follow the BUZZ that’s being generated about your company whenever it is mentioned. This is a great way to let other people toot your horn for you.

Search If I’ve said it once, I’ve said it 1,000 times…this IS THE MOST IMPORTANT feature of LinkedIn. In fact, I truly believe that if Facebook understood search half as well as LinkedIn does, LinkedIn wouldn’t exist. The ability to find and be found in a business context is pure gold!

Do a search on the things you want to show up for. Do you show up on page 1?

Try searching for people you’re looking to meet. Can you find the CFO at your favorite prospect? You can search by company, by title, by industry…by so many things. Mess around with this function.

Make sure the drop down is on people and click the advanced button on the right. If you upgrade your membership, you can narrow your search even further. This may or may not serve you well.

In addition to more narrow searches enhanced membership levels get to see more results and get full names on 3rd degree connections. See, membership does have its privileges

LinkedIn added the ability to search status updates in about March of 2011. This is important because you see what people are talking about right now.
You can search companies to find the businesses with whom you want to connect. It’s also a nice way to find many, if not all, of their employees in one place.

The job search function could be its own paper and may in fact be at one point. For the purpose of this document let’s just say there isn’t a better place to search for jobs then on LinkedIn. They did a brilliant thing when they partnered with the Simply Hired. They show many great jobs all the time.

Search groups to find the right ones for you. As mentioned in the groups section of this discussion you will find groups from your alma mater and past employers to groups about hobbies, interests and industry events. If you’re looking for it, they likely have it. If they don’t, consider starting it!

Other things- There are a handful of other things that are worth noting and probably another bunch that I have overlooked. What can I say, I had to be done writing this at some point.

LinkedIn today- It’s basically your little magazine subscription (the cool kids call it an RSS reader).

Setup the information you would like delivered right to your LinkedIn homepage. Like Harvard Business Review? It’s there. Want to follow Automotive news? You
can!

In fact there are 41 different types of feeds for you to choose from. Get bored of one, switch it out for another.

When you find an article that interests you, share it with your connections. They’ll be glad you did and you will have another opportunity to get in front of them to stay top of mind.

Answers- These are a great way to survey your network, do a promotion about your business or simply gain new knowledge.

Think of a question you want to ask and do so.

You can choose to select people who are your 1st degree connections or kick it out to the larger network as a whole.

Categorize your question based on topic. The more focused you get it, the more likely you will get real, relevant answers. People troll the “answers” section looking for the opportunity to give answers and receive the highly coveted “best answer” designation.

Be sure to rank the answers you receive when you’re done.

Spend some time answering questions in your area of expertise. You may be able to help someone AND get yourself a big star for the day (not kidding…best answers actually receive a star).

Polls- Are another great to survey your network. The difference is this one will give you lovely graphs and cost you money.

What would you add to this list?
Even better, how many of these tips are you utilizing or about to be?

Thanks so much for taking the time to read and feel free to share this link!

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The 9 Hard, Fast Rules of Social Media

These rules were conceived by Charlie Curve and I in 2008 and have delighted and educated audiences numerous times over the past four years.

1. Ready. Aim. Fire.
Social networks reward early adopters. The rabbit wins. Every time.

2. Join all. Participate few.
Stake your claim on new networks where your prospects play.

3. PBO is the new SEO.
Ensure your Personal Brand is Optimized at every touchpoint.

4. There are several BE attitudes including: Don’t be that guy.
Social media is a conversation, not a sales pitch.

5. Feed your networks.
Your network needs fresh content to survive, thrive and drive business.

6. It ROIs or it dies.
Don’t invest a ton of time, energy and effort into networks with understanding what you get from them.

7. Find your golden ratio.
Share the megaphone and increase your own amplification.

8. Build your network before you need it.
Plant, nurture and grow your networks before you expect to harvest.

9. Tools are not tactics.
A scalpel doesn’t make you a surgeon. Hire the experts.

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Focus on Knowing Yourself

It is important to know how you work, how you learn, how you think. When you know these things, make a point of focusing on your strengths. Surround yourself with people who can support you in getting you where you want to go, but also allow yourself the freedom to do things in a way that works best for you.

Focus on Knowing Yourself from Terry Bean on Vimeo.

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Business card etiquette at networking events.

Going to a networking event to collect or hand-out business cards isn’t going to do you any good. Give or ask for business cards when you know there will be mutual benefit, to you and the person you’re talking with. Use them with purpose, or they’re bound to end up in the trash can.

Business card etiquette at networking events from Terry Bean on Vimeo.

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