Camouflage Season

I've been told that today marks the start of archery season in Pennsylvania. Lots of hunters will be sliding on their camouflage pants and jackets, painting their faces, wrapping camo tape around their bows and heading off into the woods. All this in an effort to go unseen by the unsuspecting whitetail deer ... preferably a deer with a large antler rack! If they're successful at remaining undetected, they just might take home what their looking for. (Sorry for those of you who are anti-hunting!)

What effect would it have on your business if you took the camo approach to referral marketing? Let's just say this ... if you blend into the business landscape too much, you will be successful at going unnoticed. The bad thing is ... if your referral marketing plan is to get more business, by blending into the landscape, you certainly will not accomplish that goal!

Unfortunately, many, many people take the camo approach to marketing! You might recognize it ... just listen at networking events. You'll hear things like ... "Hi, I'm a financial planner" or "I sell business insurance" or "I'm a sales rep for ____". How much more invisible do you want to become?! The minute you introduce yourself to someone by title or by product/service ... you become ordinary and invisible (like wearing camo)!

Next time, change it up! Say something that addresses how people benefit from working with you ... like, "I work with people who want to be able to build their dream house!" or "I work with people who are tired of paying high health insurance rates."

Yes, it's camo season today ... but that don't let it apply to you and your business!

The Price of Coffee

I'm sure you heard by now that Starbucks is raising their prices ... effective October 6th. Did you know that Starbucks sells over 30 million beverages per day worldwide? That's A LOT of coffee (and sugar & caffeine!!).

Do you think the price increase is going to send it's loyal customers away pouting? I don't believe so. Their average customer spends $2.50 per day ... x 260 working days ... that's $650 per year! In 30 years, that's $19,500! Imagine if that money was invested?

Obviously ... price is not an issue for their customer. Why? ... because the customers are buying the full Starbucks experience! The baristas who talk to you personally and remember you by name if you're a regular. The lounge atmosphere with cool music. The clean restrooms with higher quality TP paper ... yes ... TP paper makes a difference ... ask their marketing specialists! All this for $2.50 per day.

Are you providing your customers a complete experience or just a product or service?

Do you know WHY your loyal customers stay with you?

When is the last time you asked a loyal customer for a written testimonial to address that very point?

Referral Reticular Activation

Has this ever happened to you?

You decide to trade in your car. You go the dealer ... let's say a Jeep dealer. You decide to test drive the Jeep Wrangler. You love it! But, you don't want to make an emotional decision, so you go home. Think about. Then, back to dealer ... test drive one more time. Still love it! Choose a color (red). Buy it!

In the next few days, all of sudden you notice that everyone else in town must have had the same idea as you because you start seeing red Jeep Wranglers everywhere!! I mean everywhere! Why is that always the case? It's called the "reticular activation system". This is when you seem to be tuned in to every Jeep Wrangler on the road. They're popping out of the wood work right in front of you. Why? Because you are so totally focused on Red Jeep Wranglers.

You can actually turn on the referral reticular activation system for your business by being just as focused. Here's one way to do it: Identify your optimistic client (the one you perform your best for ... the one you most enjoy). Start directing all your marketing efforts ... including referral marketing ... towards that optimistic client. Start directing your message towards that optimistic client. Start educating your referral sources on how to find that optimistic client. What do you think will happen? You will trigger your referral reticular activation system and before you know it, more referrals and opportunities will be coming your way that match your optimistic client!

Networking on Saturday!

This week, was my first week back from a week vacation ... it was a long week. The last thing I really wanted to do was to get up at 5:30am on Saturday in order to attend an event by the National Speaker's Association (NSA) -Pittsburgh Chapter. Since my referral partner really encouraged me to attend ... "it'll be worth your time ... I'm going" she said ... I decided to go. She was right!

The speaker for the event was Mark LeBlanc ... current president of the national NSA organization. I really enjoyed Mark's presentation. It was probably one of the best networking events I've been to in a while. Mark reminded me of several things that were paralleled to what I teach in Certified Networker. More importantly, he taught me several things that will add significant value to my business. He spoke about HVAs ... high value activities ... that we must focus on daily within our businesses. He talked about staying focused on our "optimistic number" on a monthly basis. In addition, he gave us a marketing plan DNA.

It never fails that I get the most value out of an event that I really didn't feel like going to. Not only did I get the great information for my business ... I also walked away with three referrals for people in my network!! Not bad for few hours on Saturday morning.

Lesson learned ... when you really don't feel like going to an event ... go anyway ... and better yet ... take a referral partner with you!

Time for an Adjustment?

A few weeks ago, I went to a chiropractor for the first time. I was nervous, apprehensive and even a little scared. As you know, there are alot of people who love chiropractors and then some who don't at all. So, I wasn't sure exactly what to feel. All I knew was that somehow, my shoulder and neck should really feel better.

So, I went to Dr. Tracey Boyles, owner of Results Family Chiropractic. Tracey and I connected when she completed my Certified Networker course and then she became a member of BNI. We share the same interest in motorcycles, camping, etc. and have since become friends. I certainly know alot of chiropractors and could have chosen anyone of them ... but my personal relationship with Tracey lead me to her.

The result was fantastic. Apparently, I needed quite an adjustment and as Tracey says, "I'm a work in progress." So, I'll be making a few more adjustments in the next few weeks, all to get things back to where they're supposed to be and in smooth working order.

What if you need to make an adjustment to your referral marketing plan? Would you be too afraid or too apprehensive to do anything about it? Who will you go to for the adjustment? Do you have a business coach, mentor, or accountability partner who can give you an adjustment? Keep in mind that you'll most likely need more than one adjustment, like the chiropractor ... depending how out of wack you are at the moment. But, don't be afraid to seek help ... you'll feel alot better afterwards when your referral marketing system is working in proper order!

NetworkingNow.com

Have you heard of NetworkingNow.com?

NetworkingNow.com is a resource for information on and about personal and business networking. This site contains a large knowledgebase of downloadable products to help you tone your networking skills and increase your networking effectiveness.

Here's a SAMPLE of the types of topics available on the site:
*Importance of Sales
*Get the Right Networking Mind
*5 Ways to Break into Online Networking
*Getting Referrals That Count
*How to Combat a Slow Economy

There are even free downloads available so that you can check out their material. On the site, you'll notice that there are several membership options and right now you can get a significant discount on a lifetime membership.

If you're seriously interested in lifelong learning around the topics of networking and referral marketing, this is a great source to provide you with a wealth of information from experts in the field!

Adirondack Adventures!

Hello again! I'm back from my Adirondack vacation!

This year, my partner and I went back to the Adirondacks for relaxation in the great outdoors. It was a fantastic trip full of hiking, scenic overlooks, mountain biking, and my first adventure in kayaking! I'm totally sold on kayaking and ready to buy my own kayak!

We met some new friends ... particularly, Connie Perry, the owner of Frisky Otter Tours, Inc. We met Connie when we were staying in this guide tent at the Woods Inn in Inlet, NY (on Fourth Lake ... in the picture). Connie's kayak/canoe rental & touring business is relatively new. While touring on South Pond, we ventured into a discussion of business and her desire to grow mostly by referral. [Imagine that ... referral marketing still happens, even when on vacation!!] What I like most about Connie is that she is following her passion. We talked about target market and making the right connections in that market. We talked about focus and the need to emphasize her unique selling position. We talked about networking with the right people. Connie and I decided to continue our dicussion in a coaching relationship to channel her passion in a way that will further enhance her referral business. I can't wait to get started.

In addition to developing this new friendship, I was also successful at finding a referral for one of my referral partners. Why? How? Because I heard a need and responded in a way that opened the door for my friend, Bob Faletti of Blue Archer.

Like I said ... it was a great vacation! Quality time with my partner, new friends, beautiful weather, new adventures, nature at it's best, and no tv, cell phone, or computer! If you've never been to the Adirondacks, by all means GO!