The power of incentives in getting others to do what you want

Let’s face it, we can’t all be persuasive communicators or masters at motivation. When you’re not, how do you get people to do what you want?

There is major power in incentives. This video shares a couple of ideas.

1T (one thought) Seaworld understands incentives

I will be adding more to this post AFTER my Motor City Connect meeting on 2/5/13

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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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Relationship Marketing 301: Two ways to get known, liked and trusted FASTER

My friend Bob Burg has said it thousands of times “All things being equal, people do business with people they know, like and trust”. Since that’s true, it’s your job to figure out how to get known, liked and trusted FASTER.

Here is a quick video (under 2 minutes) that gives you two BIG ideas on just how to do this. Please note that I’m not officially driving in this video LOL. Can’t listen where you are or don’t like videos in general? The two ways are written below.

As a bonus thought, be sure to use idea as a way to build your recommendations on LinkedIN (you can click that link and be magically whisked away to my profile. add me as a connection if you wish to be part of my almost 5,000 person network there).

Here are the two ways in a nutshell:

1. Leverage third party endorsements. Find someone who knows you both and can say good things about the offering you have. This is very powerful. It’s even better if the person is known, LIKED and TRUSTED by your intended audience.

2. Find common ground. The best way to do that is to ask questions. The video has close to a dozen questions you can ask about 70 seconds into it. Here’s the trick when you ask questions, you actually HAVE TO LISTEN to the answers ;-)

Thanks for checking out this video. There is plenty of other great information designed to help you on this site. Feel free to poke around!

Be connected-

Terry Bean

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After You…a lesson in networking

We network like we do so many other things…in too big of a hurry. As such, we miss a lot of golden opportunities. I want to share something with you that will change your networking results forever. I call it “After You Networking”.

You’ve no doubt been taught and believe the idea that you never get a second chance to make a first impression. While that is technically true, I don’t believe it matters. How often have you met someone who you thought was great and were proved wrong? How often have you met someone you couldn’t stand at first and now like?

Here’s the lesson: Because of this first impression thing we are in such a hurry to “impress” the person we just met. Unfortunately the way most people attempt to do so is wrong. They do it by talking. They want to tell you all about them. Who they are. What they do. Maybe who they know. And so on. What they don’t realize, and this is true regardless of how interesting they are, the first impression is they seem self-centered.

Here’s the trick: Start all of your conversations by inviting them to go first. Maybe a quick sentence like “tell me about yourself”.

Since you know this is people’s natural inclination. Let them do it. Give them the go-ahead. BE interested in what they have to say. Enjoy learning about them. Take time to understand who they are and equally important how you can be of service to them.

Here are the benefits:

1. The biggest benefit is that you will be able to remember their name. People ask me all the time what the secret to doing so is. The secret is you can’t remember something you never knew. We are so busy trying to “impress” people when we first meet them that we rarely even hear their name when we are introduced. This approach allows you to hear it.

2. The next benefit is that you will actually learn about them and their needs. This will put you in a position to truly help them.

3. You will be perceived as an excellent communicator. Why? because you will be primarily engaged in a conversation that they really enjoy. You know, the one about them! What’s everyone’s favorite topic? That’s right ;-)

4. When it’s your turn to talk they will actually listen to you. It’s true. They can fully focus on you and your needs because they’re not worrying about what they want to say.

5. You can gauge what sort of person they are. If you listen to them and they don’t return the favor, you will know how much future time to invest in them.

Now go ahead and tell me about yourself. I promise to listen ;-)

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It’s not what you know or who you know…

In the old days we got paid for what we knew. We had a skill or knowledge set and we used it to make a living. People played to their strength or at the very least to the needs of their community.

In the 70s what you knew became less important. In fact the popular refrain of “its not what you know its who you know” still echoes today. The thought being that knowing the right people can help you get the job, deal or opportunity you seek.

Some people will tell you its not who you know, its who knows you. They’re right, but its actually deeper than that.

In today’s world its all about how you’re known. Does your network immediately think of you when they hear the perfect opportunity for you? What’s your reputation in the community? Is your particular area of expertise fully associated with you? Have you ever changed jobs in such a manner that you had to re-educate your network as to how you wish to be known?

Two years ago we would call this your personal brand. There’s a lot of backlash going on today that say people can’t be brands. I’m not sure if I agree. What I do know for sure is that understanding “How YOU’RE Known” to your network and confirming that it’s how you wish to be known is of vital importance.

How are you known?
How do you wish to be known?

Be connected-

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Turn relationship marketing into relateWINship marketing

This post originally appeared on Continuity Program’s website on 11/30/2011.

I’ve been saying for years that “all business is relationship business.” It’s no surprise that relationship marketing has become the most important form of marketing there is. Relationship marketing is ideal for customer retention, lead generation and brand awareness.

But this post isn’t simply about relationship marketing. It’s about a very important aspect inside of it. It’s about creating win-win relationships. Kirk King, President of Continuity Programs described it best when he recently stated, “Business relationships have to be win-win. When everybody involved thinks, ‘This is awesome!’ the relationship continues.”

And isn’t the continuity of business relationships what matters most?

We have all heard how much more difficult and more expensive it is to land a new customer than to continue working with an existing one. Think how much better off your business would be if you were able to cross-sell your additional products and services to your past and current clients. How would your business development efforts change? How would your business grow?

The key to win-win business relationships is to understand the expectations on both sides and treat them as the minimum barometer of success. If you are a service provider, do more than just provide the service for which you are being paid. If you are the customer, do more than simply paying the invoice on time.

Take the time to understand eachother’s needs and how you can be of assistance. The assistance provided could come in the form of professional introductions, knowledge sharing or simply being a sounding board for one another. At the very least, make sure you each understand what an ideal referral looks like for each other.

Moving beyond the traditional vendor-client relationship puts you in the category of Relatewinship. When you reach this level, everyone is happy. Everyone is winning. And as Kirk King so aptly pointed out, the relationships continue.

Click here to contact Terry Bean.

Kirk King may be reached at 800-521-0026, kking@continuityprograms.com, or by filling out the Request Information Form on this blog.

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MagNetworking Defined- a new concept in relationship marketing

I have long been seeking a new word to describe business networking face networking in of itself just doesn’t do it for me.

For starters networking is already a well known verb in the computer world. Its the act of connecting computers. Sure one can argue that the act of connecting people could use the same word but is it really the same? Imagine if to network people we had to have wires run between us…or worse we continually had to reset the wireless router that was supposed to be connecting us. Now that would be fun.

The other downside is that networking and networkers have earned a bit of a bad rap. Multi-level-marketing aka network marketing has had a negative impact on networking. Similarly some individuals who have misunderstood the core tenants of networking have made it uncomfortable to attend events. You know the ones who come at you, hand you their card, tell you all about them and then move onto the next unsuspecting victim. Its really not their fault, where does one learn how to network properly?

What if there was a new normal in networking? One where people understood the ground rules from the beginning and participated for mutual gain?

Two of my favorite things two speak on have been networking and leveraging the law of attraction.

In fact I named my business Networked Inc and my logo is an N shaped magnet.

This got me thinking that maybe networking should be combined with attracting. And what better way to represent that then combining the word magnet with word networking.

Please join me in welcoming magnetworking into our vernacular. Magnetworking is defined as attracting what one seeks by leveraging both the universe and their network.

The process of magnetworking will be explained further in future posts and will be fully explored at our 11/17 presentation.

I shall look forward to MagNetworking with you real soon.

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Relationship Marketing Readiness Assessment

You need a clear concept of who your ideal customer is. You need the ability to effectively communicate that to your entire network. You need to fully understand who is in your network. When you have these three things, opportunities to close more business will constantly show up. Businesses THINK they aren’t closing enough business. The truth is there would be a lot more business closed if there were a lot more of the right door opened.

• Do you understand who your IDEAL client is?
• Do you know how to reach more of them with greater frequency?
• Have you ever considered your online and offline business networking strategy?

If you said “NO” to any of these questions, we should talk NOW. I have put together a 130+ question “Relationship Marketing Readiness” assessment that will add tremendous insight to your business. This survey will help small business owners answer these important questions:

• Are you connecting with your ideal audience? Are you sure you even know who they are?
• Are you connected through digital marketing as effectively as you should be?
• Are you connecting to the knowledge you need and attending the events that would most benefit you?
• Are you connected to your past clients, current business partners, vendors and employees in a way that makes them want to refer business to you?

The results of this assessment will be used to assure you’ve identified your target client/business partners, are leveraging online and real world networking effectively and to craft your perfect ASK (if you’re wondering what the ASK is, check out the F/R/E/E download on the homepage of this site).

You will increase the number of QUALITY referrals you receive almost immediately and be able to receive more anytime you want. Even better is that when you execute this system properly you will achieve greater income, with fewer clients in less time.

If that interests you, now would be a great time for us to chat. Pick up the phone and give me a call or use the “contact Terry Bean” function on this site.

Thank you for your time and consideration.

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