Guide to Networking Success ebook - Power Marketing · George Torok has built his business through...

Networking Success Torok.com

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Your Guide to Networking Success Principles, Strategies, Techniques, Examples and Tips to help you Get More Business by Building Stronger More Profitable Networks.

By George Torok With contributions from Cassandra Maschewski

www.Torok.com www.PromoteBrandYou.com Published by: Success Guides

http://www.torok.com/


http://www.powermarketing.ca/


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Copyright © 2003, 2006 by George Torok All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means without permission from the publisher. First published in 2003 by Success Guides Publishing 2026 Caroline St Burlington, ON, L7R 1L2 Torok, George Your Guide to Networking Success Summary: Practical guide to networking for individuals, sales representatives and business professionals. Topic categories: Networking Marketing Sales Business Development Career growth Self Help ISBN: 0-9734028-0-6 You can order bulk copies of this booklet by contacting George Torok at 905-335-1997 or by the website www.Torok.com You can order copies of this networking guide for all your people or as a gift for all your clients.




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The author, George Torok

iProfessional speaker

iBest-selling author iExecutive consultant

George Torok has built his business through networking. He works with organizations and individuals to help them grow. He specializes in helping you develop your thinking and communication skills. There are a few ways that you can work with George Torok Keynote speaker Inspire, entertain and get the message across Skills trainer Learn and practise key success skills Executive coach Work directly with you and your executive to build personal skills and manage tricky situations If you are from an association or networking group you can arrange for George Torok to speak to your people. He gives informative and entertaining presentations. You can arrange for George Torok to work with your organization or speak to your sales meeting or convention. Call 905-335-1997 or visit www.Torok.com




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Acknowledgements Everything you do is the result of what you did before, the people you met, the books you read, what you learned along the way and the help that others generously gave you. The key to networking is helping others. And many have helped me along the way. I pay tribute to just a few below. Peter Urs Bender helped me as my mentor by opening doors for me to grow both personally and in my business. He convinced me to write a book with him – which proved to me that I could do it. The staff at the Chamber asked me to speak to new members about ‘how to network.’ That caused me to examine and write this system of networking. Cassandra Maschewski eagerly paired with me to deliver that first presentation on Networking to the Chamber. And then provided input and encouragement for this booklet. Dan Lawrie demonstrated both the science and art of networking. He is a gentleman and a master networker. John Wilson demonstrated the power of giving first to get want you want. He invited me to join a powerful network. Daphne Dooling proofread and edited this booklet along with dozens of my articles and web productions. These and many more helped me. I hope you will use this guide to help others who might in turn help you.



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Contents Chapter Page 1. Maximize your time and message 6 2. Your name – help them remember you 8 3. Exchange business cards 10 4. Mingle on purpose - with purpose 13 5. Good conversations – a good beginning 15 6. Questions you can ask 17 7. Remember names 19 8. Be positive - Remove negativity 21 9. Your 30-second message 23 10. Grease your network 26 11. Build productive relationships 28 12. Get others to market for you 30 13. Cross promote – leverage your network 31 14. Your 60-second self-introduction to the group 33 15. Your 10-minute category-talk 36



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Time is the only non-renewable resource. Use it wisely.

Peter Urs Bender 1. Maximize your time and message How do you get more from your networking time? Plan your networking both strategically and tactically. Create a networking plan that fits your business plan. Choose networking groups that fit your plan. In selecting your networking groups ask yourself these questions. Who do you want to do business with? Who do you want to associate with? Who do you want to be known by? Who can help you do more business? The best groups to join and visit are those where your best prospects belong. Some associations allow supplier members. That is letting the fox in the henhouse. The next best is one where you will find possible allies or advocates. These are people who because of their positions might influence others to do business with you. This might be a referral, “I heard they were looking…”, “You can use my name...” or an endorsement and direct introduction. The third-best networking groups are ones where you might find second best prospects, secondary referrals and social contacts. Some groups might be a combination of these three types.



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Be clear on your reason for joining. And be realistic about your expectations. Networking is marketing and it takes time to pay off. For each group that you join set a timeline of tasks, goals and decision points. Then track, review and adapt as needed. Networking is not the goal. It is a means to a goal. Choose networking events that fit your tactical plan. Decide before you attend what you plan to accomplish at the event. It might be: find five new prospects, meet three new advocates or discover a promotional partner. Once you have accomplished what you targeted then you can relax and socialize – or leave. If you want just to be seen – then breeze in – shake some hands and leave. Networking is an inexact science so be clear on your expectations; plan then follow through. Networking works. It can be very profitable for you if you follow a networking system. This guide offers you a system for your networking success.



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Your name is your most important label. Wear it proudly.

George Torok 2. Your name You want others to hear your name, respect it, value it and remember it. You also want them to be able to repeat your name to prospects. When you tell your name – state it with pride. Do you like your name and yourself? Then show it so they can see it. Smile whenever you state your name. Stand proud. State your name clearly, slowly and loudly. E-nun-ciate. If they can’t hear it or understand it they will forget you and your name. Introduce yourself clearly and proudly like this: “My name is, (short pause), “George” (short pause), “Torok”. (pause and smile) Practise this to get used to being a little dramatic. If your name is unusual, repeat it once or twice. If it is a short name you can spell it. If it sounds funny then say it rhymes with… If you can make people laugh they will remember you. If it is a foreign name then tell them what it means in your mother tongue. They will remember you if you can create an image in their mind.



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If your last name is too difficult to say or remember then make a big deal of your first name – like Madonna, Sting or Cassandra. E.g. “Hi my name is Cassandra Maschewski – you can call me Ca-ssan-dra!” You can help others remember your name by using your own name in conversation; e.g. “And then my customer said to me, Mr. Torok….” “I love it when my clients call me and say, Cassandra – you were just what we needed” “I said to myself, George you can do it too.” Every time a new person joins your cluster of people at a networking function, restate your name loud and clear for all to hear.



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Networking is a business success skill. Treat it like one. George Torok

3. Exchange Business cards You must have a business card. Design it to be simple and easy to read. Use print that is clean and large enough to read. Forget the artistic look. Avoid colors and fonts that defeat the purpose. If they can’t read it – for any reason – it is wasted ink and paper. Less is more. Include your name, company name, address, phone number, email address, website, logo and slogan. That is plenty. Your card is your first line of marketing. It should tell people what you do and how to reach you. Entice people to keep your card. Print something of value on the back e.g. – calendar, quotation, tips list. When you give your card – present it with pride. Never toss your card on the table like a discarded playing card from a card game. Add a tiny bit of drama to convey the value of your card. Look confident and smile. Some of that respect might stick with them. Be proud of your card. If you are not – get rid of it and get a new one of which you can be proud. Always carry your business cards with you and give them out. And remember, it is far more important for you to get business cards than it is to hand them out. Then you have the contact information and you control the contact. When you receive someone’s business card, smile, thank them and look at the card. Read it and state the person’s



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name and company name. Look at it for something interesting to comment on. People will be quite impressed that you took the time to examine and comment on their card. They might be proud of it. When you receive their card write information on the back - any information that you want to remember about this person: important dates, their level of interest, where you met, and what action was promised. You can transfer this information to your database later. Some cultures say that it is impolite to write on someone’s business card in front of them. You can overcome this obstacle by querying, “Do you mind if I make a note on your card so I remember that?” Many will be delighted at this special treatment. Create and use your own coding system for marking the cards. Use numbers, letters, checkmarks, stars and/or symbols that tell you what to do with this contact when you return to your office. Use a simple code and be consistent. Sample Coding System for Business cards A hot prospect B interested but not now C no interest but follow up in 6 months 1 call tomorrow 2 send information 3 visit their website X give them referral When collecting cards at a meeting you will often get cards you have no intention of keeping. Don’t waste time. Accept the card and put it in your left pocket. The keepers go in your



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right pocket. Another system is to discreetly bend the top corners of keepers and bottom corners of discards. It doesn’t matter which system you use as long as you have and use a system that you can easily follow. What do you do with the business cards that are keepers? Add the names and contact information to your database along with any information you discussed or that helps you remember them. Follow up shortly after your first meeting to reinforce your discussion and help them to remember you. You could follow up with both a phone call and a written note. Business cards are fundamental marketing tools. Don’t leave home without them. Write your Business card coding system:



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Connect, contact and cement George Torok

4. Mingle on Purpose Don’t attempt to meet everyone in the room. Plan who you want to meet. You might have the names. But more likely you will define your targets by the type of person, business or situation. Then go hunt. You can get others to help you hunt. Tell some of your contacts, “I am trying to meet someone in the retail business” or “ someone who sells to CEO’s of midsize companies”. Stick to your plan. Once you have the information you need from a contact, politely move on. Wait for a pause in the conversation, smile, restate the agreements or plans you made to each other, and thank them for their time. Smile, shake their hand, repeat their name, and move on. You can’t meet everyone but do move about the room to meet some. A good way to leave them is to introduce them to someone else before you move on. Move with apparent purpose and confidence – even if you don’t feel that way. No one can read your inner thoughts and doubts. Approach those you have not met before. They are there for the same reason as you – they might be nervous about approaching you. Don’t waste time hanging around with your usual bunch of buddies.



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Don’t interrupt two people who appear locked in serious discussion. Their body language will tell you if they are open to a third party joining them. Keep your right hand clean and dry for shaking hands. Hold your drink, if you have one, in your left hand. Avoid munching on finger food with your right hand – for both hygiene and comfort. If you are going to eat – do it at one time then clean your hands and get down to business. Are you there to eat or network? When you shake hands – do it as an equal. The palms of your hands should meet vertically. Your palms should not meet horizontally with one person’s hand on top dominating the other. Squeeze the other hand with equal pressure. You should neither overpower nor feel limp. Shake until you can identify the color of their eyes. That is usually two to three pumps. Generally people from southern countries are more affectionate in their greetings. While northerners tend to be abrupt and more reserved. Wear your name badge on your right side. That makes it easier for them to read your name. They shake your right hand and follow the direct line of sight to your name badge. Invest in a quality name badge that clearly displays your name and company name. The type with the magnetic backing seems to work well and causes the least damage to your clothes.



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Talk less – listen more.

Cassandra Maschewski 5. Good Conversation To be a good conversationalist – listen. To be a great conversationalist – listen and appear interested in the speaker. To show interest, ask questions that stimulate interesting conversation. See the next section in this booklet for interesting questions you can ask. To appear interested, face the speaker with your body, look at the speaker and while they are talking, nod, smile, and/or say acknowledgements such as; “ah-ha”, “yes”, “hmmm”, “that’s interesting”… While listening look the speaker in the eye. While speaking look your listeners in the eye. When you are speaking to someone look him in the eye. It helps to build trust and interest in what you say. Don’t let your eyes dart around the room looking for someone else. When you are speaking to a group, look at each person. Deliver a phrase or sentence to one person then move your eyes to the next. Move your eyes comfortably around to include everyone – not just the one who asked you the last question.



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Talk about what you do and how you help your clients. Describe your ideal client. Use a testimonial from a client. Tell about an interesting problem you solved for a client. Be prepared with a few anecdotes about clients’ problems and how you helped. Don’t tell all your stories in the same conversation. When you are paid a compliment – accept it graciously. Don’t insult the person by refusing to accept the gift of their compliment with fake humility. Don’t dominate the conversation. See the section in this booklet, ‘Delivering your 30-Second Message’, on how to keep your stories and points short. When a newcomer joins your cluster, make room to allow them to join the circle. As soon as you can, ask them a question to draw them into the conversation. A powerful way to network and be memorable is to act as a host in a group by making introductions, welcoming newcomers and inviting quiet ones to speak.



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You ask good questions – I like you.

A fan 6. Questions you can ask When you ask questions, you demonstrate interest in others and you learn about them. They feel good about you and are more likely to help you. We first help those we like. Good questions breed great conversation, valuable connections and strong networks. Use these questions to move your conversations from good to great. What do you enjoy most about your business? How are you different from the competition? How would you describe your business? What advice would you give to someone starting out in your business? What one thing would you do with your business if you knew you could not fail? What significant changes have you seen in your industry? What trends do you foresee in your industry over the next few years? Describe the strangest or funniest thing that you experienced in your business.



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What are your most effective ways of marketing? Where or how do you find your best customers? What one sentence would you like me to use when I describe your business to others? How would I know if someone I am talking with is a good prospect for you? Who do you most want to meet at this event? What exciting changes are happening in your industry or business? What have you discovered since we last talked? What new skills will you develop next? How would you like to be introduced to prospects? Develop your own questions to help you decide if you are talking to a potential prospect, advocate, partner or a complete waste of time.



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I never forget a face. I’m not sure about yours. anon

7. Remember names You just shook hands and introduced yourselves – and you might wonder how you will remember her name. The first step is for you to hear the name. Listen. The number one cause of forgetting names is not listening. Try this six-step process outlined in the book, “Endless Referrals” by Bob Burg.

1. Notice their face and make a mental note of their most noticeable facial features. Consider the shape of their face, hair, nose, eyes, lips, chin, ears…

2. Exaggerate the person’s outstanding facial features.

Notice how Mick Jagger has made a brand image from his lips. And think caricature. If you were to draw a cartoon of this person what funny things would you draw with their face? Is it a Bob Hope ski jump nose? Do a scan of the face and look for unusual features such as…bent nose, elephant ears, wiry hair, shiny bald spots, deep set eyes, fat lips, no chin or multiple chins.

3. Listen carefully to her name. This helps you put it in

your short-term memory.

4. Repeat her name out loud to ensure you hear it and pronounce it correctly. Even ask her to say it again while you are looking at her face.



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5. Create a mental image of what the name suggests or

sounds like. This puts it in your long-term memory.

6. Form a silly connection between the mental image and the outstanding facial features. The sillier the connection the better because that makes it easier to remember. We tend to remember the unusual not the ho-hum.

PS: Never tell anyone the image or connection you created to remember their name.

Here are a few silly examples: Barbara – Big blue eyes Christine – Crystal clear skin Walter – want to alter that wide nose We tend to remember images far better than raw data. So attach data to images to help your memory. The wilder and funnier the image - the easier it is to remember.



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Positive people attract positive people and opportunity. George Torok

8. Be positive - Remove negativity You probably like to be around positive people. And most of your contacts will prefer the same in you. You probably want to be remembered in a good light – for your triumphs instead of your failures. It is said that everyone loves a winner. Even more than a winner we adore a person who has faced obstacles and overcame them. We want to be like them. So present a positive face to your networking contacts. Don’t lie, but do present your abilities, approach and challenges in a positive light. Unfortunately it is easier to remember negative things. Have you noticed that after returning from a mostly satisfying vacation people talk about the things that went wrong? Don’t fall into that trap. Don’t encourage them or be one. When you appear positive you also appear more successful. We would rather associate with, do business with and refer others to successful people. The surest way to appear successful is to look confident. No one else needs to know about what disaster happened yesterday or about what doubts your inner voice is scolding you. Don’t complain, whine or gossip. Don’t associate with people who do. Do you really want to be remembered as a complainer? Complainers will only pull you down. We all



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need hope – not despair. Offer hope. Others will be attracted to you. Life and business is up and down. That’s normal. Don’t focus on the downs. While you are building your network is not the time to look for therapy. You can also be positive in the words and phrases you use. Listen to your words and remove the negative phrases. Do you waste time telling contacts about what you don’t do? Instead state what you do. Make it easier for them to remember. I have heard some introduce themselves with, “We don’t….” What a negative way to start a conversation. As soon as we start to hear negatives we build a negative impression of you, our interest in you drops and we stop listening. Avoid these negative phrases:

You probably never heard of … I don’t want to bore you. Don’t hesitate to call me. If it’s no trouble… Would you object to… Don’t you agree? A double negative does not create a positive impression. Now rephrase the above negative phrases in a positive way. For a free list of common negative phrases that might be hurting you and how you can turn them into positive impressions send an email to [email protected]



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Don’t waste precious time. That is a sin. George Torok

9. Your 30-second messages Distill your main messages into 30-second segments. Often that is all the time you will have to hold someone’s attention. You must make every second count. In a longer presentation you get to include more so you feel better. In a short presentation you must leave some things out so the listener feels better. It can be more difficult to prepare a short presentation than a long one. It is more important to follow a disciplined system for creating a short presentation. In his book, “How to Get Your Point Across in 30 Seconds or Less”, Milo Frank describes how you can create your 30 second messages. Follow his five-step process outlined below.

1. Know your objective. What do you want to achieve from speaking to this person? 2. Know your listener(s). What are their needs, concerns and hot buttons? Your listener is not interested in you – unless you can show them what is in it for them. Your message must address their interests.



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3. Design your approach How will you explain your point? Facts are seldom enough. Tell a story. Use a metaphor or analogy. Paint a word picture. Touch their emotions.

4. Hook ’em Capture their attention with a question, startling statement, humor or answer to one of their problems. 5. Demand Action Don’t keep them guessing. Tell them what you want them to do next: buy this product, order today, call me Friday, join the association, or donate $100 to the charity.

Do all that in 30 seconds? Can’t be done you say? Study radio and TV ads. In 30 seconds or less that is exactly what the best ads do. But it takes work. You must write, rewrite, and rehearse. Then at the right time a prospect gives you 30 seconds and you deliver your best 30 seconds. Here are two examples of 30-second messages:

“Our greatest fear is speaking in public. The second greatest fear is dying. Why is it that many would rather be dead in the coffin than deliver the eulogy? If you want to keep your managers from dying on their feet, hire George Torok, The Speech Coach for Executives, to deliver an in-house seminar on presentation skills. Visit SpeechCoachforExecutives.com to arrange your program.”



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“Teens in North America spend more than 98 billion dollars every year. They have money and they love to spend it. Cassandra is straight from this generation of teens. She can give you the secrets, the insight and the inside scoop on hooking teens to buy, buy, buy! Call her today to help you sell more to teens now.”

Create and prepare several of your own 30-second messages. Keep them filed in your mind – ready to use when the next half-minute opportunity arises. Write a few of your 30-second messages below. Remember to rehearse them.



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You must care for your network to keep it healthy. George Torok

10. Grease your network Imagine that networking is a machine. It is like a machine of many cogs, levers and gears. Some cogs are more important than others. The more cogs you have in your network the more useful it is to you. And like most machines it is only useful if it is working. The wheels must turn, the levers must move and the parts must synergize from each other. To keep this network machine working it needs grease. The grease to keep your network working is – helping others. That is the grease of a network. A network is a collection of people who help you because you help them. A network is not a bunch of prospects. That is simply a prospect list. Your network might include prospects and clients but only because you helped them. And they might help you some day. One very important element of your network should be people who may never buy from you. But because of their position they have the power to influence others who might buy from you. How can you help others? • Give referrals. • Make introductions. • Give advice when it is requested. • Offer advice. • Talk about them behind their back. (good things)



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• Partner on a promotion. • Give them a gift. • Help them with a problem. • Tell them about developments in their industry. • Share the news of your latest success. • Trade ideas. • Ask for their help. • Respect them. • Send them a short note. • Give them a book. • Clip and send them an article from the news.

You will get more of what you want – if you give enough away.

Zig Ziglar



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Relationships are built over time. They are easier to destroy than to build.

George Torok 11. Build Productive Relationships Stay in contact by various means. Do more than merely show up at the regular networking meeting. Meet for coffee or lunch once in awhile. Make a phone call, send an email and mail a postcard. Different means of contact makes the relationship stronger and more memorable. Compliment them. It might be on their presentation, their website, recent promotion, service they provided, article about them, award for which they were nominated, challenge they overcame, new idea… We crave recognition. Thank them when they do something for you – either directly or indirectly. You can thank them at the meeting – and send them a nice thank-you card. We want to be thanked. We like those who are like us. Look for and reinforce the similarities when you talk. It might be hobbies, family, culture, interests, career,… Be honest. Yes I know business contact, especially at networking events, often has some posturing and fluff. But if you reveal some secret – it makes you real. But be realistic. Don’t reveal too many of your dark secrets. When you mess up – apologize. If we liked you we will readily forgive you. And we will remember you more



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because of your apology. This should be a standard operating procedure for your customer service. Display an honest interest in them. More that anything else, we like those who make us feel good about ourselves. Long-term business is based on good relationships. Good relationships take time, effort and consistency. The real secret to building relationships is helping others feel good about themselves.



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The best marketing is when others talk about you. George Torok

12. Get others to market for you You get the greatest credibility and impact when others talk about you more than you would get from most advertising. How do you make that happen? Do things that people talk about. Then make sure they learn about it – even if you must tell them. Do something crazy at least once a year. It could be a special promotion, dress-up day, competition or charity event. Make them an offer they can’t refuse: free gift, finders fee, valuable advice, referrals, partnership, award, etc… Talk about the good things that others did. That reinforces good things about you. Stay in touch with your contact list. Let them know about the things you are doing. Send them copies of your news releases and announcements about your business. Be different from everyone else in your business. Reward those who market you. That encourages them to do more for you.



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Together you harvest more. George Torok

13. Cross-promote Go beyond just trading referrals at your network meetings. Explore opportunities to actively cross-promote each other. Find those who have customers similar to yours. Then do a joint mailing or in-store promotion. Trade coupons or free samples with each other. Ask your network contacts, “How do you find your best customers?” Then consider and/or adapt that technique for your business. Offer coupons or free samples to your network contact to distribute to their customers. In exchange offer the same for them. When you have excess or old inventory – offer it to your network at a discount for their promotional use. A few of you band together to hold a special customer appreciation event. This could be a seminar, golf tournament, barbeque, contest, charity event… Offer free information to their customers via a tips list, booklet or seminar. You put their flyer in your shop window while they put yours in their customer shipments.



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Trade website links and post tips on their site. Write testimonials for each other. Write more ideas for cross-promotion… 1. 2. 3. 4. 5.



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You want to look and sound sharp when everyone is listening

George Torok 14. Your 60-second self-introduction to the group At some point in a networking meeting you might have the opportunity to introduce yourself to the group. A good self-introduction can stimulate others to like you, take an interest in you and refer business to you. A bad self-introduction can make them dislike you, ignore you and/or misunderstand what you do. You can introduce yourself to the group with impact. Be heard, be clear and be effective. Reread the steps to delivering your 30-second message. Then apply these do’s and don’ts of effective self-introductions. Start delivering stronger self-introductions now. a Do Before you start to speak

• Prepare yourself mentally and physically. • Decide on your key message. • Stand up straight and stand still. • Look around the room silently for two seconds to capture everyone’s attention.



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a Do While you are speaking

• Smile – often. • State your name – clearly, slowly and loudly (and proudly). • Repeat your name, especially if it is unusual. • State your company name – clearly, slowly and loudly (and proudly). • Look directly at the individuals as you speak. • Pause before, and after key words to make them jump out at the audience. • Project your voice. This is not the time to appear timid. • Be proud. Be positive! • Deliver your benefit statement, “We specialize in helping business owners collect their money faster.” Then add how you do that, “by training them to negotiate fast payment from their customers.” • Use action verbs and simple nouns. • Close by repeating your name and benefit. “When you need to collect your money fast – call Break-a-leg Collection service.”

a Do When you finish

• Sit down calmly and look happy • Listen to the other speakers

a This is the page of things you should do.



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r Don’t • Tell a joke. • Apologize for real or imagined faults. • Complain. • Use absolutes. • Look unhappy. • Speak too fast. • Pretend to be humble. • Mumble - if you must, mumble everything except your name. • Stare at the floor or into space. • Spin around to take in the whole room. (You turn your back on everyone.) • Use negative language. • Lean on your chair or your companion. • Play with things or your body. • Detract from your key message. • List every product you sell. • Use clichés or industry jargon. • Use the phrase, “we do..” (‘do’ is a weak and vague verb) • Expound on what you ‘don’t do’. • Turn statements into ‘questions’ by inflecting the end of the sentence. • Trail off the end of your sentences. • Assume what the audience knows, thinks or feels. • Go o n t o o l o o o n g. • Wing it. (You must prepare and practise.)

r Remember this page is the list of don’ts!



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Tell us. Show us. Excite us about your business.

George Torok 15. Your 10-minute category talk Many networking clubs allow you to deliver a 10 or 20-minute presentation about your business. This talk enables the others to learn about you and your business and refer leads to you. The clubs often call this your category or classification talk – because they allow only one member from each category or classification. Apply the other rules of presentation you have already learned in this booklet. Plus use these guidelines to design and create your presentation. Answer these five key questions for your listeners:

1. Who are you? 2. What do you offer? 3. What makes you unique? 4. Who are your best clients? (This is more specific and productive than merely stating your target market.) 5. How can the audience members help you?



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More Presentation Tips 1. Do not read your speech. Use keyword notes. 2. Respect time. Leave something out if you must to

finish on time. 3. If you offer 57 products – tell us about three

bestsellers or five categories. 4. Look at the audience when you speak. It builds trust. 5. Don’t tell jokes. Instead offer a (short) funny story

about something that happened. 6. To illustrate some aspect of your business, tell a story

of how you helped a client with a problem. 7. Dispel a few common myths about your business. 8. Drink water before you speak to lubricate your vocal

chords. 9. Speak loud enough so the person at the back of the

room can hear you at all times. 10. Smile – you love your business. Don’t you? 11. Tell why you love the business. 12. Use images and emotions to help your listeners

remember important points. 13. Tell us where to find you for more information. 14. Use a prop. It grabs attention and helps people

remember. 15. Avoid technical jargon. If you must use a term – then

explain it. To know what they are and how to Avoid the Nine Presentation Sins visit SpeechCoachforExecutives.com


http://www.speechcoachforexecutives.com/

http://www.speechcoachforexecutives.com/presentationsins.html

http://www.speechcoachforexecutives.com/resourcesforyou.html#3


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Secrets of Power Marketing

Promote Brand You!

How did you promote Brand You today?

Why you should read Secrets of Power Marketing Next to a lifetime of experience this is one of the most practical marketing books I have seen. I know you wrote this book for small business - but big business could learn a lot from it too.

George Cohon Senior Chairman of McDonalds Canada and McDonalds Russia, Author of To Russia with Fries

To all entrepreneurs I urge you to follow your dreams, challenge convention and keep a copy of Secrets of Power Marketing within easy reach.

Christine Magee President Sleep Country Canada

.. aimed at entrepreneurs, essentially a 245 page list of practical tips on how to accomplish that visibility and presence. It’s hard not to pick up lots of usable advice from the book.

Globe & Mail





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Marketing Truths… You should know. h We prefer to buy from those we know and like. h We like those who are like us. h Your number one job is to sell. Marketing is everything else that you do that makes it easier to sell. h You cannot - not market. You can market well or you can market poorly but you cannot - not market. h Wanting and needing to dance will not get you on the dance floor. You have to invite your prospect to dance. h Total Value = Real Value + Perceived Value h We prefer to deal with successful people and successful organizations. h Everyone wants to be thanked. h Recruit your suppliers. They are free marketing agents. h The media will help you if you help them. For more on the above and how to Promote Brand You! visit www.PromoteBrandYou.com




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Your Networking Goals Who do you want to meet? If you don’t know their names, describe them. Who do you want to associate with? If you don’t know their names, describe them. Who can help you get what you want? If you don’t know their names, describe them. What can you offer to help others?



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Why Network? iBuild your business iSustain your business iGrow your career iGet a job iMeet a friend iKeep your job iSave your life iFind new clients iSave money iDiscover opportunities iFind an expert iGet advice iBuild your credibility iHelp your family iUncover a deal iChange your career iMeet someone special iFix a problem iFind a new supplier iMeet a celebrity iForm a partnership iAvoid some potholes iMeet interesting people iFind sources of money iBuild your association iRecruit for your cause iRaise funds There are many reasons to network. You will get more of what you want if you build your network.



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Can networking save your life – or that of someone close to you? Oh Yes! My father was diagnosed with prostate cancer. His doctor missed the early signs of cancer and then was slow in reacting. Fortunately my father asked me for help and did some of his own checking. I mentioned my concern about the prostate cancer to a long time colleague, She made some calls and a few days later gave me the name of a surgeon that was known as one of the best. At the same time my father asked around his fitness club and learned of a retired physician who had survived prostate cancer. The retired physician gave him the name of the surgeon who operated on him – and added that he considered this surgeon to be the best. The same surgeon’s name came up twice from two separate networking relationships. The bottom line – my father was able to arrange for a referral and quick surgery and has survived the cancer. If my father had endured the ‘normal’ channels it is questionable that he would be alive. The more people you have in your network the more successful you will be in whatever you choose to do. George Torok


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