Pretend Its Your Own Party

Posted on February 25, 2011 by Diana Sturm

Here is a great re-post from Fabienne Fredrickson:

There are a few different types of professional networking events, one of them being the “free-for-all.” That’s the kind of networking where you’re basically thrust into a roomful of people who seemingly know each other and are supposed to introduce yourself. Ouch! That’s not always easy, even if you feel like a born networker.

A tactic I use when I’m feeling really overwhelmed by a roomful of people I don’t know is that I pretend it’s my own party. That’s right, as if I’m the one who organized the shin-dig in the first place.

If you know me personally, you already know that I’m a pretty social person and I LOVE to entertain. That being said, I’ve thrown hundreds of parties since my early twenties and I’ve had many occasions to feel what it feels like to be a host.

A host:
1.  is in control of the situation
2.  is confident
3.  knows most everybody
4.  has the right to ask if they don’t know you

In throwing cocktail parties and barbecues over the years, I’ve experienced more than a few times someone in my kitchen or living room that I didn’t know, usually a guest of one of my guests. I usually feel really comfortable going up to that person and saying, “Hi, I’m Fabienne. We haven’t met yet. What’s your name? Who did you come with tonight?” with a smile. I used to call this my ‘Ultimate Icebreaker,’ especially when I was single. :)

Taking that as a cue, when I get slightly shy in a large overwhelming networking situation, I shift my way of thinking about the event and pretend it’s my OWN party. Then I do the same thing, using my ‘Ultimate Icebreaker.’ It always works and I’m never nervous once I get started!

The best part of it is, sometimes, the person I walked up to and started the conversation with often DOES feel like it’s my party, or at least that I’m really confident. I guess that’s not a bad thing for attracting clients.

Your Assignment:

Pretend it’s YOUR party and that will somehow make it much more OK for you to approach strangers at a networking group. Then, use my Ultimate Icebreaker: “Hi, I’m so-and-so. We haven’t met yet. What’s your name? Who did you come with tonight?” with a smile.

If you’re not sure where to start with networking to get clients in the first place, check out The Secrets of Master Networkers Manual™. Step by step, I take you through everything you need to do to get clients from networking, and pull clients and referrals in easily and consistently. Get it today at www.secretsofnetworkers.com.

© 2011 Client Attraction LLC. All Rights Reserved.

Fabienne Fredrickson, The Client Attraction Mentor, is founder of the Client Attraction SystemTM , the proven step-by-step program that shows you exactly how to attract more clients, in record time…guaranteed. To get your F.R.E.E. Audio CD by mail and receive her weekly marketing & success mindset articles on attracting more high-paying clients and dramatically increasing your in.come, visit www.clientattraction.com.

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Going the Distance with Network Marketing

Posted on February 15, 2011 by Diana Sturm

There are a LOT of choices when choosing a direct marketing company. Most companies have an appeal for new recruits to go out and SELL, SELL, SELL. The idea is that a quick start-up with successful results will keep the new recruit in the business.  Why do they do this?

The target market for most network marketing companies are people who are working for other people. Most of these people have never worked for themselves so they need the guidelines a direct marketing company can provide. A direct marketing company can provide recruiting and selling tips, marketing materials and business forms to help run the business. They may also provide training videos and motivational materials. These are all great materials for any recruit to learn from.

Small business owners are another group which are often targeted. These people already know all the rules and requirements for running a business. They approach direct marketing sales from a different viewpoint – they are adding to their current product portfolio. They shy away from the rah-rah of the quick start-up and instead plug away at a steady pace.  Their motto is: “slow and steady wins the race.”

There have been countless network marketing books written by top earners in the industry. All of them have one common theme: Stick with it! Those who stay with ANY legitimate network marketing company for the long term – 10 years and actually promote the company and its products on a regular basis will find success in the upper earnings numbers for their company.

Before joining ACN, I looked at several different marketing companies. I read all the contracts and closely scrutinized the compensation plans of them all. I looked at the products and decided which ones I would be comfortable promoting. I chose ACN because all of the factors fit for ME. They may not fit for someone else. Each person should do their own due diligence to determine which network marketing company is best for them. ACN’s products, their video phone specifically, fits into my current business because I give client sessions over the phone. This “fit” is what made me feel comfortable joining ACN.  Take time to find your right “fit”.

Once you find your right “fit” make the conscious decision to stick with it. Sticking with it means putting your networking skills to good use. Listening when you meet new people will provide you with cues for people looking for your products or to expand their lives into direct marketing. If you keep your direct marketing company in mind EVERY day, you will find many opportunities to share your company with other people.

Remember: Slow and steady wins the race!!! On your mark, get set, GO!!!

ACN Independent Representative Mobile, AL

Dr. Diana Sturm, Change Agent, is the founder of The Delta Institute and Networking 101. She is a member of the Mobile Chamber of Commerce and has achieved Diplomat of the Month in both 2009 and 2010 competing against about 60 other networkers extraordinaire. She is an ACN Independent Representative in Mobile, Alabama. ACN is an extraordinary network marketing company providing home and business services. For a look at their products, visit Diana’s ACN website. For more information on EFT, visit The Delta Institute. To reach her, call (251) 219-4574.

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Be a Networking Observer

Posted on February 15, 2011 by Diana Sturm

Are you new to networking? Have you followed all the tips so far? If you are a bit shy about jumping into the networking fray; allow yourself to take a few baby steps by first being a networking observer.

It may sound a little strange at first, but we are most successful when we mimic other successful people. As babies, we learned to walk and talk by mimicking our parents and siblings.  We spent several months listening and watching before the day we opened our mouths to form our first words. And when the first words came out, they weren’t perfect. Our parents didn’t understand us for weeks. As babies we continued to refine our speech and walking until we became perfect. Once we learned to walk and talk proficiently, then we could learn how to sing and run.

When we are learning to network, we are most successful when we learn from successful networkers. When you are ready to take your first entry into the networking world, go to your first meeting with the thought in mind that you will be there primarily to observe. Watch how other people approach others and how they approach you.  Determine which ones are open and welcoming, which are offensive or too aggressive.

When you find a successful networker, tell them that you are just beginning and ask for some tips about YOUR market. This is a very important point. Each region of our nation has wonderful unique cultural qualities which can be the foundation for your own personal economic growth. Each region has acceptable and unacceptable behaviors for doing business. You must know the cultural norms for YOUR region. They are not translatable to other regions.

Here in the South, warmth and manners make initial meetings easy. Those people without either of these Southern essential qualities, don’t pass step one in the networking process.  Whatever your region, there is a step one. Find out what it is and learn to do it well.

Learning to be an observer will help you learn to read people; to know when they are interested or bored; to know when they are listening closely or just being polite. Being an observer can help you deduce connections between people and agencies.  All of this information helps you become a better networker.

After your first meeting, review what you learned and decide which tips you will implement at your next networking meeting. You don’t have to do it all at one time, take baby steps. Be sure and confident.

For your first few networking meetings, be the observer. Observe who in the room appears to be the master networker, and watch what they do. Even for those of you who have lived in the same area your entire life, often you are thrown into a sales job or new position and you are unsure how to network in your new position or new industry.

Dr. Diana Sturm, Change Agent, is the founder of The Delta Institute and Networking 101. She is a member of the Mobile Chamber of Commerce and has achieved Diplomat of the Month in both 2009 and 2010 competing against about 60 other networkers extraordinaire. She is an ACN Independent Representative in Mobile, Alabama. ACN is an extraordinary network marketing company providing home and business services. For a look at their products, visit Diana’s ACN website. For more information on EFT, visit The Delta Institute. To reach her, call (251) 219-4574.

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The Visioning Process

Posted on February 15, 2011 by Diana Sturm

Networking can bring great insights into your self and your community. Recently, I attended a regional meeting designed to gather opinions about how we can sustain our community culture, environment and economy. The group talked briefly about where our region has been, where it is now and where it could go. Instead of looking for differences, we looked for commonalities and strengths we can build upon.

This visioning process brought a large group of people together with a common goal. This group of diverse individuals was open to creating compromise to create a win-win situation for the region. Each person was asked what they could do to contribute and what they were willing to compromise. In a sense, this is what true networking is about.

Networking is learning how you can help another person succeed. It means that you may have a big part in their success, a tiny sliver or no part at all; but it means that you will make some effort to create a successful situation. Creating a vision of success before you walk out the door to attend a networking meeting, will create a positive energy surrounding every personal interaction you make.

When you enter a networking meeting with a positive mental attitude and the intent of creating successful collaborations; you will find that it becomes a self-fulfilling prophecy. If you plan a successful outcome for each person you meet, your networking efforts will start to multiply. There will be several possible outcomes to a networking event:

  1. You will find the perfect new client. They will want your products or services and as a result you will help them achieve goals they have set. Following up will close the deal.
  2. You will help connect a fellow business person to a new client. You have the opportunity to create a positive situation for two people. They will both remember your introduction. Follow up with both people to make sure there isn’t anything else you may help with to close the deal. This gives you the chance to remind them of your products and services. Ask them for referrals during your follow-up.
  3. Your product or services will not fit at all with the person you are meeting. Ask the person what type of client they are looking for, listen, and offer to refer people to them. Then ask the same of them and describe your ideal client. Follow up the next day by email, by re-iterating that you will refer potential clients to them.

By following these three different options, you will leave new acquaintances feeling that you were a good listener who really wanted to help them. People like to help people who have helped them. They also like to know how they can help. So be sure to describe what you are looking for in a potential client.

The visioning process is important. It sets your mental attitude to look for positive outcomes. Your brain will tune into successful opportunities you may have otherwise missed; generating more clients than you thought possible.  Just by being conscious of the needs of each individual you have met; you have created a positive win-win situation.

Dr. Diana Sturm, Change Agent, is the founder of The Delta Institute and Networking 101. She is a member of the Mobile Chamber of Commerce and has achieved Diplomat of the Month in both 2009 and 2010 competing against about 60 other networkers extraordinaire. She is an ACN Independent Representative in Mobile, Alabama. ACN is an extraordinary network marketing company providing home and business services. For a look at their products, visit Diana’s ACN website. For more information on EFT, visit The Delta Institute. To reach her, call (251) 219-4574.

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Speed Networking

Posted on February 9, 2011 by Diana Sturm

The dating scene meets the business scene. At many networking events you are in a roomful of people, but you don’t have time to personally speak with each person. Speed networking, much like speed dating, allows you to interact face to face with a person for just a couple of minutes about your business. This is an excellent way to create the beginnings of a warm, business relationship.

A lot of people are quite shy and uncomfortable when speaking to large groups of people, yet their jobs require them to be in the public eye to bring in more business. With Speed Networking, you get the large group interaction, but on a one-on-one basis. This allows the shy person to connect with numerous people without the phobia of public speaking.

Here are some tips to get the most out of Speed Networking:

  • Bring enough business cards. You can call the organization before the event to ask how many people will be attending or add extra business cards to your pockets. Bring at least 30 cards.
  • Make sure you have fresh breath. This should be a no-brainer, but for this networking event you will be sitting across the table from another person and leaning forward to tell your story. You do this because there are at least 15 people talking in the room all at the same time; so it gets rather loud. To be heard, you lean forward to speak. The listener leans forward to hear. Fresh breath is essential.
  • Have your 45 second presentation ready to go. You should tell your name, your company name (as you present your business card) and a short description of what you do. You might also be speaking to people you already know; in this case, tell them something about your business they don’t know: a new product or service you have just begun offering.
  • Collect all the business cards and contact each person you met after the event. You can do this through email or if you want to meet them in person, call them to make an appointment to see them either in their office or over coffee. At minimum, tell them that you enjoyed meeting them, you enjoyed learning about their business and you’d like them to keep you in mind if they ever need your services.
  • If you’d like to learn more about their business, call them up and ask if they’d like to meet again. You can hold this second meeting in your office or at a coffee shop.  Hint: If you use this line, this meeting will be a business meeting NOT a date. I have had men think that because I am going out with them for coffee or lunch that it is a date. It is not a date. It is a business meeting.
  • Come with the right mental attitude. This is your chance to meet potentially new clients and make new friends. Be polite and courteous. Ask them questions about their business. When you do your presentation, think about how you can help them.

Relax and enjoy the event!!

Dr. Diana Sturm, Change Agent, is the founder of The Delta Institute and Networking 101. She is a member of the Mobile Chamber of Commerce and has achieved Diplomat of the Month in both 2009 and 2010 competing against about 60 other networkers extraordinaire. She is an ACN Independent Representative in Mobile, Alabama. ACN is an extraordinary network marketing company providing home and business services. For a look at their products, visit Diana’s ACN website. For more information on EFT, visit The Delta Institute. To reach her, call (251) 219-4574.

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Executive Women’s Roundtable

Posted on February 8, 2011 by Diana Sturm

Bright and early before the frost melted from the windshield, I was heading downtown to the Mobile Chamber of Commerce for the preliminary meeting of the Executive Women’s Roundtable. My name tag was in place and I had all my business cards ready.

About 30 women participated, all seemed unusually bright-eyed for an 8 am meeting. We had a great guest speaker, Paris Love, a professional organizer for Organize with Love who regaled us with horror stories of hoarders….people with non-pets named Fred. Ick!

But after the meeting, there was time for networking. The most obvious people to meet and get to know are the people sitting on either side of you. In my case it turned out to be a woman from a local law office who handles a lot of cases for war veterans – a perfect fit for my Energy Psychology practice.  A number of people came up to ask about a new clinical study I am starting and to let me know that my once a month e-newsletter is reaching them. I connected with a fashion photographer who also does executive headshots – very important for social media and business cards.

New meeting, met a few new people and was able to catch up with some familiar faces who wanted updates. I’d say it was a success!

The follow-up after a meeting is just as important. I emailed the law office an article about using energy psychology with war vets and I also emailed two others that it was great to meet them this morning. Follow up and you will stand out from the crowd and be memorable to those you met.

Dr. Diana Sturm, Change Agent, is the founder of The Delta Institute and Networking 101. She is a member of the Mobile Chamber of Commerce and has achieved Diplomat of the Month in both 2009 and 2010 competing against about 60 other networkers extraordinaire. She is an ACN Independent Representative in Mobile, Alabama. ACN is an extraordinary network marketing company providing home and business services. For a look at their products, visit Diana’s ACN website. For more information on EFT, visit The Delta Institute. To reach her, call (251) 219-4574.

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I am a Change Agent

Posted on February 7, 2011 by Diana Sturm

Change Agent: one who creates positive change in the world.

I consider myself to be a change agent. Through my chosen profession and my daily interactions with people I try to help others take action on things in their lives which are important to them. What I have found is that people are not always interested in making changes in their lives – no matter how much they complain about their current circumstances.

In my full-time job, I use energy psychology, specifically EFT (Emotional Freedom Technique) to help people release negative emotions from their bodies. This includes anger, fears, sadness, reluctances, and resistance to doing different activities. The effectiveness for this is around 90%. But what I have found is that most people say they want to change, but they are actually afraid to do so. They want to hang onto to the story of trauma in their childhood or even in the past year. I often just want to shake them and ask: “But what if??? Who could you be if you just decided to let it go and move forward with your life?”

In my part-time job, I help people start their own businesses and build their own sales teams. I do this through a network marketing company called ACN. My job is to train them not only in how to build their business, but also in how to build their dreams. When we are young, we have many dreams of having the ideal family, traveling the world and having lots of material things. But as we grow older, we stop taking chances and get caught up in just living our daily lives. We often forget our dreams. In many cases, we purposely give up our dreams because we just don’t want to be disappointed one more time. But I am here to help people change and remember their dreams they once had and create new ones for the life they live now.

Ghandi once stated: “You must be the change you want to see in the world.”

What kind of change are you looking for? Are you ready to reach for the stars again? Or are you content to look up from your muddy rut and just watch the stars move by? Networking 101 is about connecting with other people and helping each other achieve dreams and goals. It is about learning new ways to look at life and learning how you too can be a change agent. It is only by helping others that we end up helping ourselves. Are you ready to change? Are you ready to find your guiding star again and begin to reach for it? Then join me!

Dr. Diana Sturm, Change Agent, is the founder of The Delta Institute and Networking 101. She is a member of the Mobile Chamber of Commerce and has achieved Diplomat of the Month in both 2009 and 2010 competing against about 60 other networkers extraordinaire. She is an ACN Independent Representative in Mobile, Alabama. ACN is an extraordinary network marketing company providing home and business services. For a look at their products, visit Diana’s ACN website. For more information on EFT, visit The Delta Institute. To reach her, call (251) 219-4574.

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