Sage Networking Advice

Check out my friend Ron Gold as he provides some sage networking advice on Ron Villano's Internet Radio Show... Ron's segment starts at about 38 minutes into the show. If you use networking as a strategy for your business, you don't want to miss this one...

3 Keys to Getting More Referrals from Your Network

I hate to be the one to break it to you however I’d estimate that more than 90% of business networking is a waste of time. It’s non-strategic, poorly executed, and bears little fruit… there I said it!

Now, now, wait a minute! It doesn’t have to be a waste of time. It’s just my opinion that most business professionals are either, whether they know it or not, not very good at it or are simply lazy. That’s unfortunate considering the large volumes of time and money that small businesses throw at this marketing strategy.

For the networking rock stars of the world, networking tends to be very fruitful. They get qualified referrals from their network on a regular basis. They constantly are connecting with a steady stream of targeted prospects. Why? – Because their networking is typically very strategic and very well executed.

In Malcolm Gladwell’s “The Tipping Point”, he introduces the concept of “connectors” as people with a special gift to bring the world together. Now combine that concept and attribute with author Seth Godin’s concept of “sneezers” from his book “Unleashing the Ideavirus” and now you’re talking! You’re networking with people your target market both already knows, likes and trusts and that will actively and willingly help you get your word out. Network well with these people and let the referrals roll – that is of course assuming that you, your product, and your service are worth referring.

Let’s be clear here though, you’ve got to earn referrals. Just because you believe you deserve referrals doesn’t mean you’re going to get them. You need encourage them. You need to ask for them. You need to make it easy, lucrative and fun to refer business to you. Networking rock stars understand this… they don’t leave this to chance… they create their ideal reality. How do they do this? Well here are a few tips to get you started:

1. Make it EASY for your network to refer business to you! How?

• Make sure you regularly nurture relationships with those who either are in your target market or have access to it… especially networking rock stars!
• Make sure they clearly understand who you serve and what you serve them with… remember this is your responsibility not theirs.
• Be clear and specific in asking for what you want.

2. Make it LUCRATIVE for your network to refer business to you! How?

• Paint a clear picture of what’s in it for them.
• Always reward the behavior you want to see repeated.
• Recognize them for their generosity and referral savvy publicly in front of their peers… people never seem to tire of this type of positive PR.

3. Make it FUN for your network to refer business to you! How?

• Hold a referral contest where the person who refers the most business to you wins something they deem valuable.
• When you’re “THE MAN”, you become magnetic and people will always want to be around you and please you. So become “THE MAN” or if applicable, “THE WOMAN”.
• Everyone loves free stuff! Free is fun so if at all possible, let them sample your goods and services. This will give them first-hand experience and most likely will encourage them to speak more favorably of you, more often.

So in closing, some key questions to ask yourself are… point blank, are you referable? Are you making it easy, lucrative, and fun to refer business to you? Are you continually developing your networking skills to increase your refer-ability factor? Are you consciously and continually making an effort to identify and nurture the networking rock stars in your network? If so… GREAT… keep it up! If not, then as one of my mentors James Arthur Ray says “When would now be a good time to start?”

© 2009 Online Marketing Muscle -- All Rights Reserved.

Want to use this article in your newsletter, blog or web site? You have my blessing so long as you include the following complete blurb with it (including links).

Liked this article? -- Then you won’t want to miss Long Island-based marketing consultant, coach, and entrepreneur Dean Mercado’s highly acclaimed marketing blog 'The Motivational Marketer’s Journal' (www.MotivationalMarketer.com). Additionally, for even more small business marketing and success tips, sample the latest edition of his FREE marketing tips newsletter the 'Marketing Minute' (www.OnlineMarketingMuscle.com/marketingminute), -- a multimedia e-zine designed to give you a jolt of marketing wisdom in less than 5 minutes.

Dean Mercado, Online Marketing Muscle, marketing artcles, referral marketing, referrals, refer, referrable, refer-ability factor, qualified referrals, connectors, sneezers, networking rock stars, networking, network, target market, small businesses, Malcolm Gladwell, Seth Godin, James Arthur Ray

Networking 101: 11 Tips to 1-on-1 Meeting Success (Part II: The Final Six)

Well I certainly hope you enjoyed part I of this article where I shared with you the first five tips of my “11 Tips to 1‑on‑1 Meeting Success”. To quickly summarize, they were:

1. Come Prepared To Play

2. Confirm the Appointment at least 24 hours in Advance

3. Dress for Success

4. Make It Easy For Them to Find You

5. Be Respectful of Their Time

If you’d like to review them in detail, you’ll find part I of this conversation on my blog the Motivational Marketer’s Journal at www.MotivationalMarketer.com.

In the meantime, as promised, here are the remainder: 

6. Shut-off Your Cell Phone
Unless in dire emergency, nothing screams disrespect more than your cell phone ringing in the middle of a conversation… and you answer it. You say to the person you’re meeting with: “Hold that thought for a second, I’ve got to get this.” Translation to the person you’re meeting with… you’re not important, this call is. 

7. Be Clear About Your Intentions
Why do you want to meet with them? Don’t mislead them with false intentions. Is this just a meeting to get to know one another better? Or is this a sales meeting where you’ll be introducing your products and services? They’re likely to be upset if they’re expecting good conversation and it ends up being one long sales pitch. 

8. Maintain Proper Eye Contact
Don’t look over their shoulder as if you’re waiting for someone better to enter the room. Don’t check them out as if you were looking for a cheap thrill. This is business networking. You’re not hanging out at some singles club. Give them the respect they deserve. 

9. Listen Twice, Speak Once
Translation… let them do most of the talking and really tune in to what they are saying. Lending a true ear is one of the biggest signs of respect. 

10. Take Notes
Before proceeding with this one, be sure to ask for permission. For example you might say: “You’re sharing some very important stuff here. Would you mind if I took a few notes to make sure I don’t forget any of it?” This just oozes respect as well as lets the other person know that you believe what they’re saying is important… a major compliment. 

11. Identify Next Steps
The meeting’s just about over. What now? Where do you go from here? Does it make sense to take this relationship to the next level? How so? Whatever the outcome of the meeting, communicate whatever next steps you feel makes sense… even if it’s nothing.

So in closing, remember it’s all about respect… it’s all about courtesy… it’s all about making them feel important… it’s all about going deep enough to develop a strong rapport. Why? Because people do business with people they know, like, and trust. And in order to create that possibility, you’ve got to be willing to do whatever it takes to earn it.

© 2008 Online Marketing Muscle -- All Rights Reserved.

Want to use this article in your newsletter, blog or web site? You have my blessing so long as you include the following complete blurb with it (including links).

Liked this article? -- Then check out Long Island-based marketing consultant, coach, and entrepreneur Dean Mercado’s highly acclaimed marketing blog 'The Motivational Marketer’s Journal' at http://www.MotivationalMarketer.com. Additionally, for even more small business marketing and success tips, sample the latest edition of his FREE marketing tips newsletter the 'Marketing Minute', -- a weekly multimedia e-zine designed to give you a jolt of marketing wisdom in less than 5 minutes.

Dean Mercado, Online Marketing Muscle, marketing articles, networking 101, networking, meeting success, business professionals, surface networkers

Networking 101: 11 Tips to 1-on-1 Meeting Success (Part I: The First Five)

It’s scary out there! I can’t tell you how many times I’ve encountered so-called business professionals who simply didn’t get it. They simply didn’t get the fact that business is all about people. They simply didn’t get the fact that people do business with people they know, like, and trust. They simply weren’t willing to invest the time and effort needed to develop strong, mutually beneficial, and enduring relationships. Yet they wonder why this marketing strategy called networking doesn’t seem to be working for them.

These types of business professionals are what I call “surface networkers” and there are literally tons of them out there just cluttering up the networking avenues. The good thing about it though, is the vast opportunity it presents to those who really do know how to play the networking game… “players” so to speak…they tend to stand out like a beacon of light.

So you’re out their networking your tail off at a local networking event and you’ve met what you believe to be a “player”. They’re magnetic. They’re charismatic. They just seem to emanate this vibe that makes them irresistible. You reach out to them after the networking event and schedule a 1-on-1 “get-to-know-you-better” type of meeting. Now what?

You want to impress this person. You want to go deep. You want to explore how you may be able to help each other going forward. How can you make sure you give yourself the best chance of accomplishing that? Well here in part 1 of this 2 part series are the first 5 of the 11 tips that can help you do just that. So here goes: 

1. Come Prepared To Play
For starters, Google them. Check out their web site. Read their current news letter. Do they have any current press releases? If so, read them. In other words find out a little something about them as well as their industry prior to the meeting. This is a sure sign of diligence and respect. 

2. Confirm the Appointment at least 24 hours in Advance
Face it, we’re not perfect. And as busy professionals we can sometimes fall victim to our own busyness. That said… a little courtesy reminder can go a long way.

3. Dress for Success
One rule here; Dress as best you can without making the person you’re meeting with feel uncomfortable. 

4. Make It Easy For Them to Find You
If needed, provide directions to the meeting location. Exchange cell phone numbers. And just in case they may not remember what you look like… and yes don’t flatter yourself, this is a possibility… wear something distinctive and let them know about it (e.g. I’ll be wearing a green tie).

5. Be Respectful of Their Time
Arrive early and wrap it up on time. If for some reason you’re going to be late, give them a quick courtesy call. If the conversation is going so well that it’s about to go into overtime, make them aware of the time and either continue with the meeting (if it’s acceptable to both parties of course) or, break out your calendar and set a follow-up meeting to pick up where you left off.

That about wraps up the first five tips of “11 Tips to 1‑on‑1 Meeting Success”. In part II I’ll share 6 more whoppers that can make or break any meeting. Stay tuned.

© 2008 Online Marketing Muscle -- All Rights Reserved.

Want to use this article in your newsletter, blog or web site? You have my blessing so long as you include the following complete blurb with it (including links).

Liked this article? -- Then check out Long Island-based marketing consultant, coach, and entrepreneur Dean Mercado’s highly acclaimed marketing blog 'The Motivational Marketer’s Journal' at http://www.MotivationalMarketer.com. Additionally, for even more small business marketing and success tips, sample the latest edition of his FREE marketing tips newsletter the 'Marketing Minute', -- a weekly multimedia e-zine designed to give you a jolt of marketing wisdom in less than 5 minutes.

Dean Mercado, Online Marketing Muscle, marketing articles, networking 101, networking, meeting success, business professionals, surface networkers

READ THIS BOOK NOW!

"Chasing Daylight: How My Forthcoming Death Transformed My Life" -- Eugene O'Kelly

How often we take for granted those in our lives… or more simply, that there will even be a tomorrow. This book is a reality check on our own mortality. I personally was captivated, enlightened, and saddened all at the same time and fortunately I walked away with at least two gems that will serve me well for the rest of my days… and hopefully, that’s a lot of days!

Technorati Tags: networking, life lessons

How to Determine Where to Network Yourself and Your Business

“You are the average of the five people you spend the most time with.” -- Jim Rohn

As the author of an information product on networking aptly titled “Pumped Up Networking”, I’m often asked a question that goes something like this… How do I decide where to network and which networking groups should I join?

I hate to do this to you however I can only answer that question with another question. What do you want to accomplish by networking?

Don’t worry… I won’t totally leave you hanging here. In lieu of waiting for a response from you, first let me start you off with some of the basics to consider.

• Your budget… Networking events and memberships can get expensive so determine how much of your marketing budget you can afford to invest on it.
• Your time… Networking can become very time consuming as it takes time to establish and nurture fruitful relationships so determine how much of your time each month you can afford to invest here.
• Your comfort zone… Networking can be intimidating and quite frankly a waste of money and time if you are not ready to network in certain situations or circles. Yes, the coach in me will always try to get you to stretch your comfort zone a bit however, going from zero to sixty in six seconds flat is typically not the wisest choice to stretch you and position you for success. Patience is a virtue here.
• Your gut… Learn to trust it. Does a particular networking event or group feel good to you? Do you like the other attendees or members? Is there good chemistry amongst the group? This is critical because if you’re not excited about where you’re networking or who you will be networking with, your heart won’t be in it. And if your hearts not in it, fruitful relationships won’t happen.
• The logistics… Times, dates, and locations are critical; wherever you choose to network must make sense from a logistical standpoint.

With the basics now factored in, let me present you with a few of the more common reasons for networking and where you can look to network to meet that need… hopefully one of these fits your scenario.

• If it’s to acquire new prospect to sell to… if possible, your best bet is to network directly where your target market hangs out, wherever that may be. Some possibilities may include events for charity or awards dinners if you’re marketing to the affluent; or Chambers of Commerce if you’re marketing to small businesses. If getting in front of your target market presents a challenge for you, you can approach it indirectly by networking with others who can ultimately connect you with your target market. For example, participate in lead exchange groups such as BNI, LeTip, or smaller but effective local groups such as in my neck of the woods, the LI Rainmakers.
• If it’s to establish your presence locally in your community or as I call it, become a ‘rock star’ in your own backyard, then maybe try your local Chamber of Commerce, Civic Association, or maybe even your local Church.
• If it’s to connect with your peers in your industry… maybe attend industry specific seminars and trade shows; or join a trade organization related to your specialty or industry (e.g. if you’re a professional speaker maybe try the National Speakers Association or if you’re a Chiropractor consider joining The American Chiropractic Association (ACA)).

So in closing, I have to say that I’m a firm believer that a person’s success can be determined by their ability to network effectively. And yes Jim Rohn is right... You are the average of the five people you spend the most time with… so choose your networking wisely.

© 2008 Online Marketing Muscle -- All Rights Reserved.

Want to use this article in your newsletter, blog or web site? You have my blessing so long as you include the following complete blurb with it (including links).

Liked this article? -- Then check out Long Island-based marketing consultant, coach, and entrepreneur Dean Mercado’s highly acclaimed marketing blog 'The Motivational Marketer’s Journal' at http://www.MotivationalMarketer.com. Additionally, for even more small business marketing and success tips, sample the latest edition of his FREE marketing tips newsletter the 'Marketing Minute', -- a weekly multimedia e-zine designed to give you a jolt of marketing wisdom in less than 5 minutes.

"Dare to be Different" Series – 3 Tips to Pump Up Your Intro at Networking Events

So I just came from a networking event at a local Chamber of Commerce and as is customary in many types of events like these is at the onset, we went around the room and gave everyone an opportunity to introduce themselves to the group.

The first person, while remaining seated, with a low-key voice, starts off the introductions with “Hi, I’m John… an accountant”... that’s it! The next person obviously following the poor example of the first person says, “Hi, I’m Beth and I work for XYZ Bank”… again that’s it! The 3^rd, 4^th, 5^th, 9^th, 10^th, 11^th person introduces themselves and all I could hear, that is of course if I could hear them at all from across the room, was “Hi I’m blah, blah, blah, and I work for blah, blah, blah”… nothing interesting… nothing memorable… no one giving anyone any reason to make a bee-line across the room to connect with them.

At this point I’m cringing with disgust at their own lack of enthusiasm and confidence in who they are and what they bring to the table… while at the same time, selfishly elated with the potential of all these prospects that could definitely benefit from purchasing my “Pumped Up Networking” information product.

So finally a star arises at around number 15. This guy took the time to eloquently state who he was, what he did, who he did it for, and a small bit on why everyone in his target market would be crazy to do business with anyone but him.

Then unfortunately the 16^th, 17^th, 25^th, 26^th all went back to the original boring formula. Then boom… finally another rising star! Long story short, not including me, there were a measly 3 out of maybe 50 people who at least did a half-way decent job of creating interest in them for the group. This was not good! Hence my inspiration for what follows in this article… 3 tips to pump up the delivery of your introduction at networking events.

#1 – Be Seen
Stand up and look the part… This is not the time to be lazy! Be dressed for success and get off your tail and make yourself visible to everyone in the room! Additionally, unless it’s absolutely unavoidable, try not to speak with your back to anyone… that’s just plain rude. Speak to everyone, making eye contact with others in the group... not just the event facilitator at the head of the table or front of the room.

#2 – Be Heard
Speak up and speak clearly… This isn’t the time to be shy! If it helps, look at the body language of the people furthest from you. If they look like they’re struggling to hear you, step up the volume. If you’re unsure on how you project, arrange in advance for a networking buddy to stand on the opposite side of the room during introductions to flag you if they can’t hear you properly.

#3 – Be Magnetic
Sound off… This isn’t the time to be humble! Be thorough, yet concise as you choose your words wisely. Do like our rising star (#15) did when he took the time to eloquently state who he was, what he did, who he did it for, and a small bit on why everyone in his target market would be crazy to do business with anyone but him.

Inject your personality. If you’re a funny guy, use humor. If not, don’t. I firmly believe that people are most magnetic when they’re being themselves. This exudes a natural charisma, confidence and poise that are hard to fake.

Now there are literally a ton of other tips we could add here however, those will have to wait for another time… for our purposes here, this is plenty to get you started.

So in closing remember, people do business with people they know, like, and trust… all the more reason to make positive and memorable impressions whenever possible. I mean isn’t this why we attend networking events in the first place, to connect with others in hopes of improving our situation in some way. So why not make the most of it by giving yourself the best chance to succeed with you networking efforts. And yes, first impressions at a networking event mean a lot so never, and I mean never ever, blow a golden opportunity to effectively introduce yourself.

© 2008 Online Marketing Muscle -- All Rights Reserved.

Want to use this article in your newsletter, blog or web site? You have my blessing so long as you include the following complete blurb with it (including links).

Liked this article? -- Then check out Long Island-based marketing consultant, coach, and entrepreneur Dean Mercado’s highly acclaimed marketing blog 'The Motivational Marketer’s Journal' at http://www.MotivationalMarketer.com. Additionally, for even more small business marketing and success tips, sample the latest edition of his FREE marketing tips newsletter the 'Marketing Minute', -- a weekly multimedia e-zine designed to give you a jolt of marketing wisdom in less than 5 minutes.

Technorati Tags: Dean Mercado, Online Marketing Muscle, networking, chamber of commerce

Social Networking: 10 Keys to Increase Your Networking Success Online (Part II)

In Part I of this two-part article series, I shared five keys to increase your networking success online using Social Networking. To quickly summarize, they were:

1. Personalize Your Invitations to Connect
2. You’ve Got to Give In Order to Get
3. Think Quality, Not Quantity
4. Be Authentic
5. Open the Door and Let Them In

Now there are tons of additional keys that we could talk about, however here are five more great ones that if you apply them diligently, only good things will happen.

6. Know Your “Why”
There’s that dreaded question again... you know… the one you know you need to ask yourself but you often hate to… what’s your “why”… What’s your “why” or your reason for social networking in the first place? And what results are you seeking for your efforts? Knowing your “why” is not only critical for your success in Social Networking, but for any marketing activity you engage in.

7. Wherever You Choose To Play, Play Hard
As much as you may like to, you just can’t market yourself effectively on every Social Networking site out there… there are just too many them. I’m not saying not to have a profile in a bunch of them… I’m all for free marketing. What I am saying is choose a select few to play hard in. These should be the ones that strategically give you the best chance at connecting with your target market. Go deeper than just creating a profile. Use these to connect with others regularly and build strong relationships… the kind of relationships that may eventually bear fruit.

8. The Power Is In the Follow Up
Just like in the offline world, it’s not enough to meet someone once, exchange business cards, and do nothing. If your objective was to do nothing, why waste your time, and theirs, in the first place… time is money. Have a plan for follow-up! Know “who” you’re going to follow-up with… by “when”. And know “how” you’re going to follow-up with them… and “why”. As you mine your contacts deeper by continually following-up, the real gold starts to surface. Remember it’s not only who they are that counts, but who they know as well. And people generally are more likely to introduce you to their network once they know, like, and trust you… so continue nurturing those relationships and watch new doorways open!

9. Be a Connector
Want to improve the quality of both your current and future contacts? Then make it a primary objective to continually find ways to add value to them. The Law of Attraction tends to kick in here as like attracts like. The more value you give, the more value you get as others tend to flock to and mirror those they respect and appreciate. The best way to add value to relationships, help others get what they want. Regardless of what it is they want, just about anything is possible through relationships. So who do you know that may add value to someone else you know? Connect them and they’ll both be grateful that you were thinking of them. And because of the “Law of Reciprocity”… as author Robert Cialdini shares in his great book “Influence”… those now happy contacts quite possibly will feel a sense of obligation to reciprocate and help you back.

10. Don’t Be Afraid To Ask For What You Want
It’s this simple… you don’t ask… you don’t get. In my observations, people are generally very willing to help others… they’re just not sure how they can… so tell them how… give them a little nudging. Be willing to ask for help and get others in the habit of helping you. No one should be above asking for help once in a while. Just don’t become a “taker”… you know… someone who’s apparently only concerned with their own well-being.

So in closing, Social Networking can be a tremendously valuable marketing strategy for both you and your business. I highly recommend that if you haven’t already, make the effort to test the waters a bit and see whether or not it makes sense for you. But remember, you’re likely to get out of it what you put into it, so if you’re going to play here, play hard. In order to really benefit from Social Networking or any type of networking activity for that matter, continually work at establishing mutually meaningful and lucrative relationships.

© 2008 Online Marketing Muscle -- All Rights Reserved.

Want to use this article in your newsletter, blog or web site? You have my blessing so long as you include the following complete blurb with it (including links).

Liked this article? -- Then check out Long Island-based marketing consultant, coach, and entrepreneur Dean Mercado’s highly acclaimed marketing blog 'The Motivational Marketer’s Journal' at http://www.MotivationalMarketer.com. Additionally, for even more small business marketing and success tips, sample the latest edition of his FREE marketing tips newsletter the 'Marketing Minute', -- a weekly multimedia e-zine designed to give you a jolt of marketing wisdom in less than 5 minutes.

Technorati Tags: articles, Dean Mercado, Online Marketing Muscle, social networking, networking

Social Networking: 10 Keys to Increase Your Networking Success Online (Part I)

Social Networking is all the rage! Web sites like MySpace, Facebook, LinkedIn, Ryze, and more are popping up every day and working their way not only into our personal lives, but our professional lives as well. As a business professional, Social Networking can be your biggest boon… leading to new connections you may have not been able to make any other way – without great difficulty that is; Or, it can be your biggest bane… enticing you to continuously waste your most precious commodity, your time. The choice is yours. Social Networking can become whatever you want it to become for both you and your business. Now anticipating that you want value for your efforts, in this 2-part series, I’m going to share with you 10 keys that can help make your online Social Networking efforts a success.

1. Personalize Your Invitations to Connect
Just because you can hide behind your computer doesn’t give you an excuse to be lazy. Give people a reason to want to connect and network with you. Don’t send dry and impersonal invites to connect … ever! I don’t care who you’re looking to connect with. In my opinion, because of its already built-in cold nature, social networking requires even more personality and vitality injected into it, than traditional offline networking.

2. You’ve Got to Give In Order to Get
Nobody likes to hang out around the proverbial “taker”. You know… the type of person you don’t pick up the phone for when they call… thank you Caller ID! So to make sure you don’t end up like our friend “taker”, always be on the lookout for, as Dr. Stephen Covey says in his much heralded book “The 7 Habits of Highly Effective People”, opportunities to make deposits into the personal bank accounts of others.

3. Think Quality, Not Quantity
Social Networking shouldn’t be a popularity contest to see who has the most connections. You’re better off having fewer mutually lucrative and beneficial relationships than having tons of connections that bear no fruit.

4. Be Authentic
Nobody likes a liar… a cheater … a fake… a phony… or whatever you call someone who presents themselves as something they’re not. Be true to yourself and others and your natural magnetism will shine through. And it’s that magnetism that brings stronger more genuine connections that can really bring results. Yes we can all improve our game a bit here or there but, trust that you’ll bring more to the table when you’re being yourself.

5. Open the Door and Let Them In
The more you’re willing to share about yourself, the more parallels others can draw between you. These parallels can serve as a great stimulus for conversations to begin. Having things in common certainly helps break down comfort-level barriers. People tend to be more willing to connect and engage in conversations with others who share similar backgrounds, experiences, tastes, hobbies, et cetera. So be willing to share a bit about you. Just be careful not to share anything you wouldn’t want everyone in the world to know because once it’s posted online, it’s available to all to see.

So in closing, remember that these keys only work if you diligently and consistently apply them. And I firmly believe that much like the offline world, strong relationships lie at the core of any and all business success.

© 2008 Online Marketing Muscle -- All Rights Reserved.

Want to use this article in your newsletter, blog or web site? You have my blessing so long as you include the following complete blurb with it (including links).

Liked this article? -- Then check out Long Island-based marketing consultant, coach, and entrepreneur Dean Mercado’s highly acclaimed marketing blog 'The Motivational Marketer’s Journal' at http://www.MotivationalMarketer.com Additionally, for even more small business marketing and success tips, sample the latest edition of his FREE marketing tips newsletter the 'Marketing Minute', -- a weekly multimedia e-zine designed to give you a jolt of marketing wisdom in less than 5 minutes.

Technorati Tags: Dean Mercado, Online Marketing Muscle, social networking, networking, web sites, MySpace, Facebook, LinkedIn, Ryze

Marketing Case Study: "So Sarah, What Do You Do?"

Recently I was at a business networking event and as I usually do, I was going about my business and working my plan of what I wanted to accomplish while there. For me, my goal was to connect with at least 10 prospects for my coaching program. And then it happened… again.

We make eye contact and I walk over to introduce myself. Hi I’m Dean Mercado a marketing coach with Online Marketing Muscle… blah, blah, blah.

She goes ahead and tells me her name… and for our purposes here I’ll just call her Sarah. A bit a small talk ensues. And then we get to the often asked and much dreaded question, “So Sarah, what do you do?”

Sarah’s face begins to turn red as I can see the nervousness start to come on. Then she broke out into this whole what seemed like a dissertation that spoke of everything except answer my question... Sarah, what do you do?

As she trudged on and on about what she does... the hole she was digging kept getting deeper and deeper... it was clear that she wasn’t sure what she did or wanted to do as her business. And in her unsureness, she made it very difficult for me to understand what she did. So instead of cutting and running, which is probably what most people would have done, I decided to play along and began asking some probing and clarifying questions.

As her long-winded answers finally started to take form, not only was Sarah involved in businesses in two totally unrelated fields, but she couldn’t clearly communicate to me what she did in either of them, or why I should care.

So being a marketing coach, like a reflex, my “coaching hat” turned on and I gently asked if she was open to some coaching… she eagerly said yes… and we spent the next several minutes helping her get clear on what she did as a business and why someone should care.

The good news is that feedback from Sarah at the end of the networking event was very positive as she felt she made some solid connections that could pan out for her -- she was genuinely grateful.

The bad news here though, is as an avid networker, regardless of the networking event, I run into people like Sarah all the time. I recognize it so clearly because I used to be just like her -- completely confused about what I did or who I did it for. All the while trying to get several business opportunities off the ground at the same time -- none of which I might add did very well. It wasn’t until I chose one to run with and got real clear on what I did and who I did it for that it began to take off.

So in closing, the moral of this story is if you’re not crystal clear on what you do and who you do it for, there is no way I’m going to be -- and a confused mind certainly doesn’t buy.

© 2007 Online Marketing Muscle -- All Rights Reserved.

Want to use this article in your newsletter, blog or web site? You have my blessing so long as you include the following complete blurb with it (including links).

Liked this article? -- Then you won’t want to miss Long Island-based marketing consultant, coach, and entrepreneur Dean Mercado’s highly acclaimed marketing blog 'The Motivational Marketer’s Journal'. Additionally, for even more small business marketing and success tips, sample the latest edition of his FREE marketing tips newsletter the 'Marketing Minute', -- a weekly multimedia e-zine designed to give you a jolt of marketing wisdom in less than 5 minutes.

Technorati Tags: Dean Mercado, Online Marketing Muscle, networking, marketing coach, coaching

6 Ways To Help Turn New Contacts Into Sales

You attend local networking events meeting people and exchanging business cards; you participate in lead exchange groups like BNI in hopes of getting referrals; you create profiles on popular social networking sites like Ryze, LinkedIn, and MySpace; yet you’re still wondering why all this networking isn’t translating into increased sales.

Well while many business professionals work very hard to gather new contacts, the area where I see so many of them break down is in their ability to nurture those new contacts into long-term relationships. Relationships that can eventually turn into the increased sales that most of them are looking for.

So how do you go about nurturing those new contacts?

Well here are 6 ways that can help you take your professional relationships to a deeper, more prosperous level for all:

1. As humans, we’re never too old to enjoy positive attention. So if you stumble upon someone you know being quoted, discussed, or acknowledged publicly either in the media or by other professionals in their absence, give them a call or send them an email to let them know and congratulate them.
2. Acknowledge them on holidays, birthdays, and other cultural or religious special days. For example, in Greece, a person’s name day is highly celebrated -- so familiarizing yourself with what’s important to your contacts, and reaching out to them on those special days can go a long way in building a solid bond.
3. If you witness them doing something great or selfless, let them know how their actions touched, moved, or inspired you.
4. Always be on the lookout for opportunities to connect people. Someone’s looking for an electrician, refer one. Someone’s target market is Dentist’s and you know a few, introduce them. Someone’s looking to join a networking group, connect them with someone who runs one. Two people that you’ve met separately at the same networking event share a common interest, become the conduit and introduce them. My point is, helping others connect typically doesn’t go unnoticed, and is a win-win for all.
5. Forward along timely, useful, and/or entertaining information. Stumble across a great article on golf, send a copy to those you know who are golf enthusiasts. Read a great book on sales that has helped your business grow, recommend it to others who may also benefit from its wisdom. Don’t be stingy here, share the gift of knowledge whenever possible.
6. Inform them of events that may be of interest. Now when I say events, I mean any professional networking, entertainment, or educational events. Some examples might be, if you have a contact who is struggling with their finances and you know of a financial guru giving a free teleseminar, let your contact know about it. If you’re attending an event that you expect to be excellent for networking with real estate experts, and you happen to have a contact that serves that target market, invite them along. In other words, always be in the know of what events are happening around you and always ask yourself who else do I know that may be interested in this event?

Now in order to successfully carry-out these 6 ways I’ve shared with you here, there’s one key skill that you’ll need to employ and continually develop, and that is to be a great listener. No I’m not talking about the type of passive listening that many of us engage in most of the time. I’m talking about active listening -- The type of listening where you are actually paying attention well enough to learn what’s really important to the person you’re speaking with. It’s through the skill of effective listening where you’ll harvest the seeds necessary to ensure healthy relationships down the road.

So in closing, always remember that people buy from people they know, like, and trust. So it behooves you to continuously look for ways to nurture your professional relationships. Do that effectively and watch their value, and your success, soar.

© 2007 Online Marketing Muscle -- All Rights Reserved.

Want to use this article in your newsletter, blog or web site? You have my blessing so long as you include the following complete blurb with it (including links).

Liked this article? -- Then you won’t want to miss Long Island-based marketing consultant, coach, and entrepreneur Dean Mercado’s highly acclaimed marketing blog 'The Motivational Marketer’s Journal'. Additionally, for even more small business marketing and success tips, sample the latest edition of his FREE marketing tips newsletter the 'Marketing Minute', -- a weekly multimedia e-zine designed to give you a jolt of marketing wisdom in less than 5 minutes.

Technorati Tags: Dean Mercado, Online Marketing Muscle, networking, target market, BNI, referrals, social networking, Ryze, LinkedIn, MySpace

5 Ways to Leverage Your Voice to Market Yourself and Your Small Business

Have the gift of gab? Well lucky you because in the world of marketing, the gift of gab can be a huge asset for your small business -- that is so long as you leverage it properly.

To plant some seeds on how you can do this, here are 5 of my favorite ways to leverage your voice to market yourself and your small business:

1. Public Speaking

There are not many ways that will unequivocally set you apart from the pack as well as public speaking does. It immediately lends credibility and positions you in the mind of your target market as the obvious expert in your field.

2. Teleseminars and Webinars

If either the face-to-face of public speaking is too uncomfortable for you, or if you just want to supplement you public speaking efforts, conducting teleseminars and webinars may be the way the go. These are best used in marketing to inexpensively leverage your voice talents to both educate and allow prospects to test drive what you bring to the table for them.

3. Podcasting

Using audio to educate your target market on a regular basis via podcasts is a fantastic way to build credibility and top-of-mind awareness with your target market. Podcasting holds a certain attraction for its rather large community of enthusiasts -- almost cult-like in terms of their passion for it. And that passion can potentially be leveraged into major success for you.

4. Radio

Becoming a guest expert on business radio talk shows both on traditional radio stations as well as Internet-based ones can have a huge impact on exploding your business quickly. If you are finding it difficult getting on radio shows as an expert, start building relationships with the show hosts by calling in regularly as a listener in an attempt to add value to the show.

5. Networking

This is the forum for flexing you gab muscles. Whether it’s in person at networking events, seminars, or trade shows, or online in forums or social networking sites such as MySpace, Ryze, or LinkedIn, your ability to chat it up with your target market will definitely set you apart from the competition.

So in closing, if you happen to have the gift of gab, go with it. Continually nurture and leverage it so it can serve as a means to get you where you want to go. Typically, the marketing strategies and tactics that are based on this gift are inexpensive yet extremely effective.

© 2007 Online Marketing Muscle -- All Rights Reserved.

Want to use this article in your newsletter, blog or web site? You have my blessing so long as you include the following complete blurb with it (including links).

Liked this article? -- Then you won’t want to miss Long Island-based marketing consultant, coach, and entrepreneur Dean Mercado’s highly acclaimed marketing blog 'The Motivational Marketer’s Journal'. Additionally, for even more small business marketing and success tips, sample the latest edition of his FREE marketing tips newsletter the 'Marketing Minute', -- a weekly multimedia e-zine designed to give you a jolt of marketing wisdom in less than 5 minutes.

Technorati Tags: Dean Mercado, Online Marketing Muscle, small business, public speaking, target market, teleseminars, webinars, podcasting, podcasts, business radio talk shows, radio, networking, networking events, seminars, trade shows, online forums, social networking, MySpace, Ryze, LinkedIn, marketing strategies, marketing tactics

2 Types of Marketing Strategies Every Small Business Must Have To Not Only Survive but Thrive

Let’s face it. There are an endless number of marketing strategies and tactics that a small business can employ. And when you factor in all the different combinations of these, the task at hand of choosing which ones to use can be both daunting and overwhelming. Do I join a networking group? Should we advertise in the local newspaper? Should we participate in a trade show? Do we need a web site? All these choices can confuse you if you let them and simply put, a confused mind typically does nothing, it tends to lock up, and worse yet it typically doesn’t take the actions necessary to grow -- actions such as marketing your small business.

So what I’ve done for you here is identify 2 types of marketing strategies that every small business must have to not only survive but thrive. So here goes:

1. A “Lead Generation” Type of Strategy

This type of marketing strategy at a minimum brings awareness to your target market of who you are, what you do, and why they should listen to you. It should help you generate interest amongst your target market in what you bring to the table -- enough interest where they inquire about your products and services -- they become a prospect for you.

Some examples of “Lead Generation” strategies and tactics are:

• Advertising in trade magazines
• Submitting articles to online article directories
• Joint venture arrangements with others who serve your target market
• Endorsements from others who have an influence over your target market
• Referrals from others who have an influence over your target market
• Ethical bribes -- in other words offering something of value for free in exchange for contact information
• Public speaking to position yourself as an authority in your field
• Trade shows
• Networking events to meet and greet your target market

And we can go on an on and on here. However as you are probably starting to see your choices are endless so where do you start? Well how about choosing one or two that resonate immediately with you and work those for a while. If they seem to be working, continue, if not try a different one. In other words do more of what’s working and less of what’s not. The point is get into action!

2. A “Keep-In-Touch” Type of Strategy

Once you’ve acquired leads using any combination of “Lead Generation” strategies and tactics, it’s critical that you find ways to stay in front of them -- stay in front of them long and effectively enough to persuade them to respond positively to your call to action -- eventually becoming paying clients.

Some examples of “Keep-In-Touch” strategies and tactics are:

• Sending out a weekly newsletter
• Participating in online forums and social networks
• Making phone calls to share something your prospects may deem valuable
• Attending regular networking events to reconnect with prospects
• Emailing prospects an article that they may find useful
• Send holiday and birthday greeting cards
• Refer business to your prospects
• Invite prospects to events
• Be a connector by introducing one prospect to another that you feel they should know

And once again, we can go on an on and on here.

So in closing, keep it simple. Choose one or two from each type of marketing strategy and work them diligently. Yes you will definitely find that some are better than others for you however, I firmly believe that any one of them, if diligently applied, will bear fruit -- you just need to take massive action.

© 2007 Online Marketing Muscle -- All Rights Reserved.

Want to use this article in your newsletter, blog or web site? You have my blessing so long as you include the following complete blurb with it (including links).

Liked this article? -- Then you won’t want to miss Long Island-based marketing consultant, coach, and entrepreneur Dean Mercado’s highly acclaimed marketing blog 'The Motivational Marketer’s Journal'. Additionally, for even more small business marketing and success tips, sample the latest edition of his FREE marketing tips newsletter the 'Marketing Minute', -- a weekly multimedia e-zine designed to give you a jolt of marketing wisdom in less than 5 minutes.

Technorati Tags: Dean Mercado, Online Marketing Muscle, marketing, marketing strategy, marketing strategies, small business marketing strategies, small business marketing strategy, target market, lead generation, advertising, joint venture partnerships, endorsements, referrals, public speaking, trade shows, networking, newsletter, social networks, greeting cards

Networking: 5+ Tips to Get the Most Value Out of Your Business Organization Membership

"When you play, play hard; when you work, don't play at all." – Theodore Roosevelt (26th President of the United States (1858 - 1919))


So, you’ve taken the initiative to join a networking group, now what? In a nutshell, go for it… play hard… work hard… make your membership worthwhile. Milk it for all it's worth. How do you do that you ask? Well there are tons of ways; however what I've done for you here is compile a list of 5 staple tips geared to help you get the most value out of your business organization membership.


1. Show Up
As they say in the world of lotto, "you've got to be in it to win it". It's simply not enough to just join the organization on paper though; you really need to show up. Attend the general membership meetings, functions, and events. Isn't the whole idea behind joining a networking organization to network and connect with others? Well you certainly can't do that very effectively if you're not there – so try your luck and come to the dance.

2. Come Prepared To Play
Now there are tons of tips I can pile into this one alone – too much for this article – but here are a few that pack lots of punch.

Every networking organization has its movers and shakers – find out who they are and a take a few minutes to learn a little bit about them. Additionally, peruse the membership directory and pinpoint specific members that you want to network with and do the same. I think you'll find that a little advanced homework can go a long way – generally people can tell if you've done your homework and are usually quite flattered.

Be prepared to introduce yourself as well as be able to answer that dreaded question "so, what do you do?" I recommend having both a 10-second introduction that clearly says who you are, what you do, and who you do it for; as well as a more detailed 30-second version that expands on that a bit to use when connecting more deeply with other members.

Bring plenty of business cards! I can't tell you how many times I've encountered networkers without them – I hate to sound harsh but, in the world of business networking that's just unacceptable.

3. Get Involved
One of the things that separate the good networkers from the great ones are their willingness to get involved beyond the general membership meetings – If there are committees available, they pick the one or ones that resonate with them and participate. If there are leadership positions such as a "Board of Directors", they ante up and let it be known that they're interested. They actively seek to deepen their relationships with the movers and the shakers by getting more involved.

4. Network between Meetings
I don't know of any business organizations that prohibit networking with other members between general meetings – so why wait? Follow-up with those you met at previous meetings and reach out and introduce yourself to others that you want to connect with whom for whatever reason didn't attend.

5. Leverage the "Other" Benefits
Besides the one obvious benefit of networking, most business organizations also provide a variety of other useful benefits to its membership. Not sure what those are exactly? – Ask. For example, you may be able to get yourself and your business listed on their high-traffic web site. Also, there may be member-to-member discounts on products and services that you could take advantage of. Some organizations such as Chambers of Commerce even offer discounted medical and dental benefit plans for its membership. Remember, if you don't ask, you don't get.


So in closing, be clear that no matter what business you're in, it's all about relationships and there's no better marketing strategy to connect with people than networking. Networking really does need to be a core marketing strategy of every business, but remember, if you’re going to do it, go all out and do it to the best of your ability.


© 2007 Online Marketing Muscle -- All Rights Reserved.

Liked this article? Want to use it in your eZine, blog or web site? You have my blessing so long as you include the following complete blurb with it (including links).


Online entrepreneur Dean Mercado, "The Motivational Marketer", is creator of the acclaimed Pumped Up Networking' system geared to explode your business through professional relationships. To learn more about it and to sign up for his FREE eZine the 'Marketing Minute' – a weekly multimedia eZine designed to give you a jolt of marketing wisdom in less than 5 minutes, visit www.OnlineMarketingMuscle.com.


Technorati Tags: Networking, Marketing

A Handful of Tips to Spruce-Up Your Networking

"It's not what you know but who you know that makes the difference." –Anonymous

I bet there’s a good chance you’ve heard that saying before – it certainly packs a punch doesn’t it?

It’s much like that age-old question… “If a tree falls in the forest and no one is around to hear it, does it make a sound?”

In other words as I always say, you can be the best at what you do, however if the people who you want to know about you don’t, then how good are you really?! Essentially, your value to your target market will not be where you want, or need it to be.

So here comes networking to the rescue… right? …or right!

Remember, we can give 2 people the same set of tools, abilities and opportunities and get 2 totally different results. So networking can only help you if you’re willing to help yourself.

With that being said, here are a handful of tips that you can apply immediately to spruce up your networking to give it the best chance to make a difference for you and your business.

Sharpen Your Saw!
As Stephen Covey so wonderfully puts it in his highly acclaimed gem-of-a-book “The Seven Habits of Highly Effective People", habit number 7 is the habit of self-renewal or as he calls it “Sharpen the Saw™”. In this habit you are the saw, and as I see it and adapt it to our conversation here, you should continually seek to improve your tools, abilities and opportunities to get better results from your networking.

So how do you do that?

First, take a look at your props, tools, and systems such as your business card, your brochures, your web site, your elevator speech, your follow-up procedures as well as any other supporting props, tools, and systems that you normally would use or reference in a networking scenario.

Now evaluate what’s working, what’s not working as well as what changes you could make that would make a difference in the results you get from your networking and go ahead and make whatever changes to those props, tools, and systems that make sense for you right now.

Also, anything worth doing is worth doing well, so study the art of networking… pick up a book or two on the topic and freshen up your knowledge on the subject… give yourself permission to gain some new insights and perspective on networking.

Additionally, I would even go as far as to include things like your wardrobe, even down to your grooming. Go ahead and get that great haircut so you feel great – you’d be surprised about how we allow our perception of how we look dictate how we feel and ultimately how productive we are at any given moment.

My point here is to get a real grip on how you’re showing up to your target market through your ability to network effectively.

Choose Better Targets
Determine where it makes the most sense to play and play there… but don’t just play… play hard… play to win! Don’t waste your precious time playing where it does not serve you… it’s that simple. So go ahead and evaluate the current networking organizations that you belong to and once again evaluate what’s working, what’s not working as well as what changes you could make that would make a difference in the results you get from your networking and go ahead and make whatever changes make sense for you right now.

Practice, Practice, Practice!
Like anything else practice makes perfect! Well if not perfect, at least it will allow you to be as effective as you can be. With networking, it’s not enough to just be ‘book smart’, excellence is attained through experience!


So in closing, take a hard and close look at both your inner-self as well as your outer-self. Additionally, take a look at where you’re playing and practice your way to success. In essence, maximize what’s working and replace what’s not working with something that will.


© 2007 Online Marketing Muscle -- All Rights Reserved.

Liked this article? Want to use it in your eZine, blog or web site? You have my blessing so long as you include the following complete blurb with it (including links).

Online entrepreneur Dean Mercado, "The Motivational Marketer", is creator of the acclaimed 'Pumped Up Networking' system geared to explode your business through professional relationships. To learn more about it and to sign up for his FREE eZine the 'Marketing Minute' – a weekly multimedia eZine designed to give you a jolt of marketing wisdom in less than 5 minutes, visit www.OnlineMarketingMuscle.com.

The One Marketing Strategy You Can’t Afford to Be Without!

"The power is in the follow up" –Dean Mercado

I see it all the time... not only as an avid networker but as a marketing coach and consultant. You meet someone… you exchange business cards… and then nothing happens! No one follows up. Why? Why bother networking if you’re not going to follow up to see where a relationship can lead?

This is a typical breakdown point for many independent professionals, small business owners, and entrepreneurs. On a broader scale, you spend all that time, money, and energy identifying prospects and making the initial contact. Then what happened? You disappeared! You literally faded away into the proverbial abyss!

Now, the popular consensus among many marketing experts is that it takes at least 4 touches or contacts just to get on someone’s radar and at least 7 touches for them to see you as a credible source to buy from. Now if that’s the case and you don’t follow up beyond the initial contact, you’re not even on their radar! So how could you possibly expect them to buy from you? Even if they need or want what you have to offer, unless they can’t find anyone else, they’ll probably give their business to someone they’re more comfortable with.

Remember unless there’s no choice, people tend do business with people they know, like, and trust... and regularly staying in front of your target market builds that bridge of familiarity and comfort with you. This way when they’re ready to buy what you sell, you already have top-of-mind awareness and will be one of the first people they call!

So with all of this being said, I firmly believe that every independent professional, small business owner, or entrepreneur must, and let me repeat that MUST, have at least one what I call “Keep in Touch” marketing strategy!

It’s critical that you stay in front of your target market on a fairly consistent basis. This at a minimum will give them a chance to get to know you… to get comfortable with you… comfortable enough to buy from you.

So let me guess… I bet your next question is “well what are some great ways of keeping in touch with my target market?”

My answer… there are so many possibilities available to you… regardless of your budget. Here are some possibilities:

• Start a blog and allow your target market to join in for regular conversations;


• Create a newsletter or an ezine that shares tips and tricks;


• Publish a regular podcast where you discuss hot topics of interest;


• Write “how to” articles geared to make your target market’s life easier or better and periodically send them out as a way to add value;


• Send out holiday, birthday, and special occasion greeting cards – I don’t care how old your target market is, we all appreciate being remembered;


• Reach out and touch someone with a phone call… even if it’s just to say hello;


• Invite one, or better yet a few people from your target market for coffee and some networking… believe me, if you put some thought into who you invite, they may really appreciate you connecting them with others they may be able to do business with as well;


• And we can go on and on and on here.

As you can probably see, there are literally tons of ways that you can keep in touch with your target market. Now be mindful that you don’t overdo it here… you don’t want to become a nuisance… That’s not the point. Neither is the point to bombard your target market with solicitations they didn’t request. This will only trigger the “oh no, what are they trying to sell me now?!” syndrome. The point is to find ways to stay top-of-mind by regularly adding value.

Additionally, select the marketing tactics and tools that both your target market and you are comfortable with. In other words don’t start a blog if neither your target market nor you are comfortable online – you most likely won’t get the best results that way.

So in closing, remember the power is in the follow up! You need to have at least one way, one “Keep in Touch” marketing strategy to regularly stay in front of your target market and establish the top-of-mind awareness it takes to succeed.

© 2007 Online Marketing Muscle -- All Rights Reserved.

Want to use this article in your e-zine, blog or web site? You have my blessing so long as you include the following complete blurb with it (including links).

Liked this article? – Then marketing coach and consultant Dean Mercado invites you subscribe and join in on the small business marketing conversation on his blog 'The Motivational Marketer’s Journal'. Additionally, Dean Mercado invites you to sample the latest edition of his FREE ezine, the 'Marketing Minute' – a weekly multimedia ezine designed to give you a jolt of marketing wisdom in less than 5 minutes.

Networking for Success: The 3 Phases of Small Talk

Networking for Success: The 3 Phases of Small Talk
By Dean Mercado


In my mind, small talk basically consists of 3 phases:

1. The ice breaker
2. Get to know you better
3. Graceful exit

So let’s go ahead and briefly touch on each phase and in turn give you some concrete takeaway strategies that you can apply immediately for each.

Phase 1: The ice breaker
So you attend a networking event… you make eye contact with someone you want to meet, you approach them and introduce yourself… now what?

Well having a few powerful, open-ended ice breaker questions should certainly do the trick. For example:

=> A tried and true ice breaker is the proverbial, “So Jeff, what do you do?” In other words “Jeff, what business are you in? Now people love talking about themselves and their business so the idea here is to get them started talking. Most people also love to hear the sound of their own voice so the ice breaker question is critical and essentially sets the tone and potential for the conversation.

=> Another good ice breaker could be, “So Jeff, what brings you here today?”

Now notice on these sample ice breaker questions I’ve repeated the person’s name. First off by doing this it will help burn that person’s name into my head so I don’t forget it. Secondly, people love the sound of their own name – so don’t be afraid to use it throughout your conversation.

Phase 2: Get to know you better
Depending on the results of the ice breaker questions you should by now be able to determine whether or not it makes sense to get to know this person better. If not, simply skip this phase and go into your graceful exit. But if you do see a synergy here, by all means try some of these again open-ended, getting to know you better questions:

=> So Jeff, how did you get into that business?

=> What types of challenges keep you up at night?

=> Jeff, help me out here, draw me a mental picture, what does success look like for you and your business?

=> What’s new in your industry these days? Any events or trends that are shaping it?

Now you can use one, two, all of these questions, or more if the situation permits. However, be careful here not to dominate and monopolize someone’s time. If you’re at a networking event, there’s a good chance that they’re there to network and meet other people as well, so it may make sense to go to the graceful exit phase and encourage that you two get together in the near future.

Phase 3: Graceful exit
It’s vastly important how you leave a conversation – as this is the last impression you make on that person. We’re not looking to create any animosity here by rudely blowing someone off. The key here is as this phase’s title states, is to exit gracefully.

A key difference between the types of questions or statements you make in this phase as opposed to the previous two phases is that now you shift to using close-ended ones. For example:

=> Introduce the person to someone else that may be of interest to them and then politely excuse yourself. The dialogue can go something like this: “Hey Cindy I’d like you to meet Jeff. Jeff’s in the xyz industry as well and I just felt that you two should meet.” Now they exchange pleasantries and you immediately exit the conversation by saying something like, “Well you two probably have a bunch to talk about. Cindy I’ll catch up with you later and Jeff, it was great meeting you.”

=> Another example of a graceful exit may be: I can certainly see some synergy between what you and I do. Can I give you a call next week to set up some time to talk further?

=> Or, it’s been great meeting you, will I see you at future meetings?

=> And lastly, wow, this is quite an event don’t you think? Well we should probably keep moving… it was great meeting you Jeff!


So I hope you found this segment of the Marketing Minute useful and are ready to apply the strategies for the 3 phases of small talk immediately. Remember stay in the game and practice, practice, practice and you too can see the results you like for your business.


© 2006 Online Marketing Muscle -- All Rights Reserved.

Liked this article? Want to use it in your eZine, blog or web site? You have my blessing so long as you include this complete blurb with it (including links):

Online entrepreneur Dean Mercado, "The Motivational Marketer," is creator of the acclaimed 'Pumped Up Networking' system geared to explode your business through professional relationships. To learn more about it and to sign up for his FREE eZine the “Marketing Minute” – a weekly multimedia eZine designed to give you a jolt of marketing wisdom in less than 5 minutes, visit www.OnlineMarketingMuscle.com.