15 Minutes to Success

If you go to network meetings and you arrive on time and leave when they are over, you are doing yourself a great disservice. Strong relationships are built the 15 minutes before and after the meeting, not during.

During the meeting you should be figuring out who you need to be talking to. Don Talbert mentioned this next point at the TBN meeting on Wednesday, and it is worth repeating. Passing out business cards won’t get you very far. It is not about how many cards you pass out, but how many you collect. Another good way is to listen to everyone’s 30 second commercial and make notes in a notebook or on the back of their business card. Then after the meeting is over make it a point to seek those people out.

I break these people into 3 different categories:

1) People you can offer your product or services directly. This is the most obvious and can get you the quickest results. These people are my first priority.

2) People who deal with the same type of cliental as you do. You both are in front of the same people can easily refer each other business. These people are my second priority. Because you are in a position to help them it doesn’t take near as long for them to give you a referral as other people in the group. Giving them a referral also goes a long way.

3) Everyone else. Although these people are not on my immediate radar, make it a point to get to know a little more about them in the following months. This type of relationship takes longer to develop, but can end up being some of your best referrals.

Make sure you use those 15 minutes before and after the meeting wisely. Doing so can make a big difference to your bottom line. You can even take it a step further by meeting with individuals in the group before and after the meeting. When doing so, make sure you leave the 15 minutes before and after the meeting open for 15 minutes to success!

Jim G. Helton

Online vs Face to face Networking

This is a tough topic to discuss, or is it? Tri State Business Network is perfecting this model as I am writing this. Face to face networking does differ a bit from just logging on and meeting “like-minded” individuals online.

1. Online networking – most just send a friend request to someone they don’t know in hopes that that person will accept so they can be the most “connected”…..but what are you doing with those connections? Are you giving to them first by chatting with them about what they do for a living? or are you spamming the “crap” out of them by sending them “roses” or commenting “links” on their page? One works and one not so much…..which do you think is the online “networking” and which is online “advertising/marketing”? Think about how you can “give” that new connection value and meet them for coffee.

2. Face to face networking – well, I know these types of networkers go through the same issues….wouldn’t you agree? While face to face networking seems very simple and maybe even gets looked over because some think if they go to one meeting they should walk away with tons of business. Often there are “networkers” that troll around (just like online) with no commitment to the members of the group. Commit…….to something, focus on someone besides yourself….Think about how you “give” that new connection value and meet them for coffee.

There is no right or wrong about networking, but there is about “HOW” you do it. Which of these networkers do you want to be….face to face or online or both? Both is not a newer strategy, just be more purposeful..We don’t want you to stop either one, we just think that you can do both defined. Did you see a whole lot of difference? I bet you didn’t…..do you think you can do both while having a “givers” mentality? Sure you can…..now try it

If you need any help, give us a call or come to a meeting….

Thanks
Clayton

Top 10 Blogging Tips for 2010…

Blogging is common place in marketing your business online. It is your voice and face online. Your customers are searching actively, 24 hours per day, for your products and services. Don’t forget your professional blog attracts paying customers for your business. Your customers are wanting your services, and they are actively searching for your products online. Why are you leaving cash on the table from paying customers?

Yes, blogging can be overwhelming! The hardest question an entrepreneur may have regarding blogging, “I don’t know where to begin?” The answer to this question is very simple. You own your business, and started it with passion and determination to become successful. It is very important to have the same mindset, and take advantage of the FREE advertising possibilities online. As an entrepreneur, you need to reveal your expertise online with your blog platform. It is also very important to access professionals that will perform your blogging research, blog set-up, and write your blog pieces for you. We are available to provide these services.

What are the top 10 blogging tips for 2010?

10. The key to your blog is personality. Build a relationship with your customers and share your story.

9. Post to your blog on a daily or weekly basis. Active blogs are the successful blogs online.

8. The look of your blog needs to be professional. The look and design are very important because you need to grab your customers attention, in a matter of seconds, and be professional.

7. The key words and search engine optimization of your blog are very important in the marketing of your blog.

6. Writing your blog needs to be professional. The information you convey to your customers, on your blog, is comparable to writing a very important sales letter to your customers.

5. Niche your blog. As an entrepreneur, you may own numerous companies. You should have multiple blogs because your targeted customer varies. Focus on writing your blog to your targeted customer.

4. Share your experience. People love stories, first hand knowledge, and your expertise. It is very important to convey on your blog the same public identity. Your blog is your face online and your voice. I always write my blog as though I am speaking, in front of my targeted customers, at a local event.

3. Survey your customers! If you don’t know what to write. Ask questions to your customers, and answer their questions on your blog.

2. Search online for entrepreneurs that are blogging in your niche. Create a blogging club, and mastermind with each another.

1. Breathe! Social Media and Blogging are not going away. It is very important to relax and focus on what you need to implement today! Social Media is Fun, but Action is very important for you to start blogging today.

- Elizabeth A. Cobb Marketing

Get your “Ask” in gear…

We are all sales people when it comes down to it. Our jobs and income are based on our presentation of our product or service that we provide. BUT, how often do you prepare in advance for your appointment and get your flipchart or Powerpoint or current flyer all prepared and perfect and forget the most important part, the potential customer or client. You want them to buy from you, you NEED them to buy from you but finding the hot buttons are the KEY to enlisting long term clients. I’m talking about a GREAT interview process.

What makes them tick? What are their current needs? How will their needs change in the 6 months, year, 5 years? Why is their business subject to those changes? If you “ASK” the right questions, the person sitting across from you will tell you why they need you! If you parrot back to them their own words it is much more powerful than telling YOUR reasons that your product or service is the BEST for them. Think about your most recent doctor visit. The doctor diagnoses most of your sicknesses or injuries by asking you if you hurt here there. How long it has hurt and where you have been and what you have been doing. Who have you been in contact with? Since you diagnosed your own illness, he prescribes the cure. YOU can do the same thing with your prospects. They’ll tell you how their business is ailing and you can prescribe the cure. Your product or service just happens to be the injection that sets them apart from their competition and brings healing to them. Finally, if you ask them questions, you communicate caring. You build a relationship with them and they start to LIKE you. In the end, people do business with people they like and refer business to their FRIENDS before any other service provider they know! – Steve Glacken/TBN

In need of some services?

TBN has a wide range of service providers in its organization. We have service providers who will fix your taxes as well as fix your basement. But, they may need something you have to offer and they can’t find you.

I wonder why they can’t find you……really? Are you one of those service providers that think that you have enough business and you will rely solely on someone referring you, but you haven’t seen one of those in a while? Have you been wondering around to different networking groups, but won’t commit to a single one? You may even be that person that comes every once in while, with just a sliver of commitment, so you just try to come when you think that the organizer doesn’t see you….so you don’t have to pay those darn membership fees?

If you are any of those types, our member’s may need your services or you may need their’s…..Our members have committed themselves to helping others with their services as well as helping you by referring your business to someone else. Are you missing the relationships that you truly need? Maybe you are and maybe you just don’t realize it yet? Come out to a meeting this week so that maybe your needs may be filled with surrounding yourself with some great people. Everyone needs those type of relationships.

Thanks,
Clayton

Are you “touching” people on a regular basis?

If you subscribe to the “SALES” theories, you’ll know that they say that it takes 8 to 12 touches to make a prospect a customer and another 8 to 10 to make them a client. At that point, I would recommend at least twice a month according to your business. How do we possibly do that? Blogging is one way. Let me back up a second and define “touch”. A touch is a communication whether direct or indirect, personal or impersonal, or even outlandish if it fits your relationship. Here is a short list of touches. A visit, phone call, email (could be a commercial or just a greeting) invitation to event or training (even if you KNOW they won’t come) mail them a greeting card, plan an event around them ie sponsor an event where they are the center of attention and you are there for support.

I recently began an email drip campaign. My first thoughts were that no one needed ANOTHER email but, I was quickly put in my place. Week one got numerous responses both friendly and about the content. Week two, the same. Week three, more of the same. Week four… an invitation from a prospect on the list to visit and discuss the content of the message. Week five another invite. Week six, more communication and a new order from one of the prospects with another invite. By week seven, I had generated 4 new customers by following up those email communications with personal interaction. The key is to have some substantial content to every communication that will make people think about what you are doing and illicit a response. Then follow up. Like shampooing your hair, the bottle says, then repeat.
I’m not telling you I am a genius. OH NO, the opposite! I didn’t want to do it!

I just want us all to be the best we can be. To grow our businesses together and encourage each other with stories, techniques, and maybe even a little cooperative selling with other members of TBN. – Steve Glacken, Stewart Title

The Company you keep..

I love that old adage “Choose your friends wisely” Those are wise words to live by not only for our personal lives but also in our professional lives. The most successful business people understand that they need to surround themselves with people who know more than they do.

It is crucial that we surround ourselves with people that
1. Know more than we do
2. Think differently than we do
3. Have access to different people and resources than we do
4. Think bigger than we do.

We may learn specific skills and knowledge as well, but what happens energetically is much more profound. Our underlying sense of what is possible shifts and expands.

I recently met with a very impressive business owner. He recently started a business mid 2009. By the end of 2009 he had secured funding for his idea and also had 30 employees. I think the one thing that surprised me the most is that he is only 24 yr/old. One of the things I learned he had figured out was to surround himself with people that know more than he does. This brief meeting not only taught me a lot but inspired me and challenged me.

So let us all get out there and meet new people and open ourselves up to new experiences, possibilities and knowledge.

-Jennifer Prine, Cincinnati Chamber of Commerce

Looking for…..

a few good small business owners, entrepreneurs, and sales reps….you may know our organization has been around now for almost 2 years. We have many different organizations that belong to the group, but some of our members may be needing some of your services. You may have even heard that we have over 150 members at the moment, but our members have a purpose and a FOCUS!

We have an array of companies from insurance to marketing firms that are looking for leads to companies we may not be able to help them with. Do you think you could help us?

We have 3 meetings a week now that have 25 or more in attendance, but we are inquiring for more so that our members can have more opportunity. You may have heard of Tri State Business Network but haven’t checked it out yet…there are a lot of different groups out there at the moment, but our FOCUS keeps up going through the economy that we are staring at.

We do ask you to be a GIVER and help others and you may be that person that can help. So if you can help us in any way, we are asking that you come check out one of our meetings. At the top of this blog page you will be able to see our meeting schedule as well as a little about who we are and our purpose! If you have any questions or concerns, please feel free to contact us in any way.

Thanks,
Clayton

Common Misunderstandings of the Green Cleaning Industry

If five years, ago someone came to you and said something about “Green Cleaning” what would have been your reply? From most of us, a blank stare would have been our only reaction. Now fast forward to today, what would your reaction be? Yeah, we all have heard the words. Most likely we can put together a logical guess as to what it means, but do you really know? Do you know why it is important? Finally, do you know some of the possible solutions?

Let’s start off with the definition of “Green Cleaning”. It is the use of chemicals, supplies, and procedures that have a more healthful and have less environmental impact than other products that are used for the same propose, while maintaining equal or greater cleaning standards. As you can see the definition dispels one of the major knocks on green cleaning, “Yeah green might be good for the environment, but it just does not clean that well.” Green cleaning is not only good for the environment and has equal or better cleaning standards, it is a lot better for the person doing the cleaning, the people who work in the facility being cleaned and also the customers that come into the facility.

Second common misunderstanding of the green cleaning industry would be “Green means its going to have a higher upfront price tag”. This also is far from the truth, green supplies are extremely competitively priced. Regardless of this fact the number one factor behind janitorial pricing boils down to training. Chemicals and supplies have little to do with the cost of a janitorial service.

Since there is lots of confusion about Green cleaning. Here is another misunderstanding we hope to clear up “green cleaning means they just use green chemicals’. The fact is that is just the tip of the iceberg. There are numerous factors that create a green cleaning program. Some items that commonly get over looked include using microfibers cloths instead of using single use paper system or even more common cotton rags. Cotton cloths have a very short life span when compared to their bigger brother microfiber cloths. This increases waste.

Another item of concern is paper consumption. Many times this is over looked and is a major issue. When cleaning green one must always consider 100% recycled papers and zero waste dispensers. These products once again are very comparable to the tree killing relatives and very competitively priced.

Let’s take a second to try to put some numbers to the green cleaning industry. Why should green cleaning be a priority for your facility.

Airborne dust inside the building decreased by 52%*

Volatile organic chemical (VOC) concentrations decreased by 49%*

Bacteria decreased by 40%*

Fungi colony-forming units deceased by 61%*

Illness reduced by 24%**

Doctor visits decreased by 34%**

Antibiotic treatment decreased by 24%**

Days absent decreased by 46%

US Environmental Protection Agency.

We have talked about “Green Cleaning”, now let’s talk about why Heits may be the perfect answer for all your building services needs. First of all, hopefully by this point you know we are a green company.

We also handle tile and grout restoration, carpet cleaning, striping and waxing of floors, light bulb replacement, painting and a whole gamete of other services for your commercial building. We also are working on a recycling program and testing a new product called the Ionizer that uses water to kill 99.999% of bacteria. Yes it uses water plain old drink out of the tap water. We even back up our services with a money back guarantee something we have not found anywhere else in the country. We here at Heits believe that you are not only choosing a company for today; you are also choosing us for years to come.

Let us bring your cleaning to new Heits.

Joe Okum
Heits Building Services NCGD

Our group is missing a few services…..

that may be important to our members when deciding on a service..

We need these services to become part of TBN:
Catering Services
Residential Cleaning Services
Contractors – roofers, painters, plumbers, carpenters, siding, and window
Employee Services – we have many members that need help with their career
Office Equipment providers
Payroll Services

If you can provide any of these types of services, please join us at our face to face meetings or online.

Thanks,
Clayton
937-671-6238
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