Wearing a pin - trying to practice what I preach

People look for points of commonality with you. Where you came from. The school your kids go to. Whether you own cats or dogs. Even the pin you wear on your suit gives people an opportunity to find out what you do for fun on weekends. That invites conversation and relationship-building.

My wife and I just completed another Ironman competition (you can find our story by clicking on the marathon site at http://www.geocities.com/dhowlett2004/running.html)

And of course....I bought a pin!

Paying it Forward

Dave, Thanks to you, B's assistant got in touch with me, on instructions from B and asked me to send my resume. In line with your coaching, I sent her an email with my resume asking her as to the career opportunities for someone with my background! I’ll let you know what happens. Cheers.

Warm Regards
MA

Dear MA,

That's great to hear- good luck! BTW - B is a runner training for a marathon, so when you send him a thank you card, you can wish him the best on his upcoming race; or you can even pick out a card with a sailboat on the cover as I'm sure he will appreciate the reference to his Catalina sailboat story. (it's all about get people to remember you and like you).

Thanks for keeping me informed.

Dave

Dear Dave

I deeply appreciate you coaching me on these things; absolutely precious and while I am 100% genuine, the semantics are different. I’ve never been good at this card thing but I am learning from the best. Mighty thanks. Should I send him a card before he talks to me or after?

Warm Regards
MA

Dear MA,

You can send him the card after - remember the purpose of the card is to thank someone for something they did for you (in this case, their time, their advice, their referral to someone else). I have a good friend, Adi Treasurywala, who says in his culture, if someone helps you, a thank is best expressed by helping someone else and using their name in the process. I really like that as well ; it's a "pay it forward" philosphy.

In fact, I just did it by helping you and using Adi's name in the process.

From the 10,000 pile and put into the 300 pile

Building great word of mouth and developing a network can "scoot your file to the top of the pile"

That file could be your resume. But sometimes it's a business plan and a request for funding from a venture capitalist:

Here is a great article by David Robinson of "The Buffalo News"http://www.buffalonews.com/editorial/
20060709/1043924.asp
Check out especially the last paragraph.

2 cards a week - for the rest of your life

Make sure the card says "Thank You" on the front.

Sincere: mean what you say
Specific: tell them exactly what you are thanking them for
Succinct: keep your thoughts direct and your handwriting legible
Summarize: include your address and email


We don't accomplish anything in this world alone ... and whatever happens is the result of the whole tapestry of one's life and all the weavings of individual threads from one to another that creates something.
-Sandra Day O'Connor, former U.S. Supreme Court Justice

Got your prospect list?

Dear Dave,

There is nothing I would like better than to find an entry level IT position which will allow me to develop my software development/systems analysis skills in the banking/consulting/software industries. Any chance you can help me in my search?

Signed, Searching

Dear Searching,

During your job search, do you have a list of companies you are looking for entry to? A prospect list? Banking/consulting/software is too general for someone like me (and most other people) and unless you know of a specific position available, I can't help you too much. A lot of my conversations with job seekers go like this:

Could you please help me with some assistance?"

"Sure! How can I help?"

"I'm looking for employment?"

"I'm afraid that's too general for me, please be more specific."

"I'm looking for a position in marketing."

"I'm afraid that's still too general, please be more specific."

"I'm looking for a job in the pharma sector in marketing."

"Still too general, what company?"

"I don't know."

"Toronto based? Ontario based? Large company? Small company? Private? Public? Generic? Brand?"

"I don't know."

"That's OK, but you are making me (and other people) work too much on your behalf. Pick 5 companies to start with, write them down and start showing them to friends and family. Ask if they know anyone who works there and could you have a conversation with them? Most people response very well to this.

"But who do I know they are the right companies to work for?"

"This isn't a job interview, it's an informational interview. They may reveal this is NOT a company you want to work for. Often these talks result in the person telling you about another company in their industry with another opening. You just have to start getting in front of people and quit just being a resume."

e.g.

Could you please help me with some assistance?"

"Sure! How can I help?"

"Do you know anyone who works at GSK, Pfizer, Altana, Roche or Medical Futures?"

"Sure, I know folks who work in all those companies."

"I'm looking for a job in the pharma sector in marketing; any chance I could chat with one of them and get an informational interview for 5 minutes, or maybe a chnce for a face to face?

"Sure, don't send me your resume, just a one-paragraph outline listing your degree and experience and what you are looking for . I'll send it over to them and I'm certain they would be happy to take your call."

THEN,

1. Use this script:

"Hello, Dr. Brown? My name is Dave Howlett. I am looking to acquire some information into [their industry]; Susan Smith recommended you as someone having insights in this industry and into some opportunities where someone of my background and education could have a fit. I would really love the opportunity to meet with you."

(This gives you an introduction though an associate, it compliments them as an industry expert and accomplishes the purpose of having a meeting with them. Many positions in companies are unadvertised and something may be available. )

Don't forget:

- respect their time - they are busy people.
- make sure you have done research on their company and can speak about their successes and challenges (use news.google.com)
- ask the person you are talking to how you can help them in turn? (just offer it, people are charmed and complimented when you do)
- send them a thank you card (not just an email)
- let the original person who gave you the contact know how the conversation went.
- remember they will open door for you as a person (not as a resume) if they think you will make them look good and not embarrass them in front of others. Be nice, brush your teeth, polish your shoes, be courteous.

I hope this helps!

Keep track of all your Contacts and Leads

Dear Dave. Hope you are well. I'm starting to realize that my methodology for tracking, archiving, and storing contacts is somewhat limited. I'm just using excel spreadsheets (and my brain); but am reaching capacity :-). I thought I'd ask the expert... Do you a certain piece of software to keep track of contacts etc..?

Signed, K.

Dear K,

Yes, there is a Free edition of Salesforce at http://www.salesforce.com/products/personal.jsp This is a business development tool offered by Salesforce in the hope that this "viral marketing" will get their product into companies. I've used SF for years. It's a follow-you CRM that you can access anywhere (no software) and customize to your needs. Take some time and go through the tutorials as the important thing is to make sure you have the correct fields set up (garbage in- garbage out). They also have a great Stay in Touch feature you can send to people to allow them to update their information. You can also generate pipelines and appointments when and how to keep in touch!

Word of Mouth - Your reputation matters

Some of you who have attended my "Knocking Down Silos" seminars know that I ask you to write down what you want people to say about you when you are not in the room. In reality, you are writing your own epitaph.

Last week, I was in Vancouver presenting to the Canadian Society of Association Executives and talked about this concept. Tamera Olsen of MBABC related the poignant story of her mother-in-law who is adamant that her tombstone will NOT read: "I kept a clean house."

I thought that was terrific, then Angela Hold of CUFABC chipped in. The inscription Angela wants on her tombstone?

"If you can read this...you're not crying hard enough."

How do you keep in touch so they don't forget about you?

1. Set up a Google Alert to send you information that they would find interesting
2. Send them an email that a) tells them you were thinking about them b) gives them something of value c) refers to something about them as a person. Keep it short.

Lyndsey knows how to do it well!

-------------------------------

Hi Dave,

I'm in Edmonton right now for a Pharmacy conference, and do not have your regular email address. I was checking my email, and came across an article on networking - and obviously thought of you!

It's mostly what you explained to us during our cycle meeting, but I thought it might still be of interest to you. It can be found at http://www.wwwork.com/corporate/news/
ready_set_hired.asp#FeaturedArticle.

How's the training going? I'm loving this hot weather lately - I find it great for motivating me to get out there and run more often!

LM

There's Millions of Dollars in being "a good guy"

(overheard by a US Venture Capitalist at BioFinance 2006, in Toronto , Canada)

"Your personality determines whether I invest in your company. Your science determines how much I invest."

Want good word of mouth: Just be Convenient

Be convenient. Which phone call would YOU return?

"Hi - umm, this is Steve, I got your business card last week and you said I should call you this week to talk. Maybe I'll call back later.
Thanks."

"Hi, this is Steve Ong, it's 9:30 Monday morning. You and I met last week at the BioFinance seminar. I was the gentleman who went to Queens University as well; you and I also talked about John Daley's career as a golfer. Robert, you had asked me to call you this week about some opportunities with your company. My number is ____ - __________ . I'll be in this morning and out this afternoon. If you do get my voicemail, please leave a good time for you and I'll call you back then. I appreciate the chance to touch base with you Robert, again, it's Steve Ong, my number is ____ - __________. Have a great day."

Conversation Starter

Dear Dave,

I have been trying to network the past couple of weeks and now I have accumulated a lot of phone numbers. However, I am not sure how to call these people and start up a conversation regarding a possible job opportunity. Do you have any advice?

N.

Dear N,

Two weeks of networking should have gotten you a lot more than just phone numbers. If you met them already at a function or seminar, you should know:

- what their greatest challenge is
- what they like about their job
- what they do for fun on weekends

Use any of these to touch base again with this individual and bridge the gap to positioning you as a solution to their needs.

If all you have is a name and a phone number, do you have a name of the person who gave you the number? If so, try this:

"Hello, Dr. Brown? My name is Dave Howlett. I am looking to acquire some information into [their industry]; Susan Smith recommended you as someone having insights in this industry and into some opportunities where someone of my background and education could have a fit. I would really love the opportunity to speak with you for a few minutes."

If people upset you

Ever get frustrated or upset with certain people? They don't return your calls or emails and you assume this is because:

- you may have done something wrong to upset
or anger them
- they don't like or respect you
- they think they are better than you.

Whenever I feel this way, I think back to the wise words of my friend Pastor Joe Paluschak (he provided counselling to the rescue workers during 911 at the World Trade Towers).

"You would care less about what other people thought about you, if you knew just how little time they spent thinking about you."

To get you have to give

Oscar sent me a great email on Guy Kawasaki's blogsite on entrepreneurship and networking (see below in comments)

If you cruise through Guy's blog, you'll see oodles of hints, tips and links to other great people and resources.

If you want great word of mouth, be generous in your mentorship and your connections. Watch the hits on Guy's blogsite and you'll see he attracts huge success with his largesse.

Another example of this generosity is the assistance I've received from an Ellusive Fish. Rob shot me an email after he reviewed WOMBLOG and gave me some suggestions on linking.

Hide your knowledge and release it only when the purchase order is written, you'll be one of the crowd.

Share your wisdom and you'll gain that most valued description: "he's a good guy" or
"she's a nice person"

WOMBAT: it's not always about the product

[an actual email received by an associate of mine]

Dear _____________,

Today, I received your thank-you card. Thank you for this extremely kind behaviour which is very rare to find in this decade and in this continent. As I mentioned in my previous e-mail, I am also looking forward to cooperate with yourself and develop more business.

Signed

[senior executive from _________with previous experience in Europe and the Middle East. ]

What's the secret to goal setting?

Here's an email from one of the people on my running clinic:

On March 15, 2005 at my yearly physical my doctor told me to lose 60 lbs. She indicated that my 226 lbs was not ideal and I should be between 160 and 170 for my height. I told her I haven't weighed that since maybe grade 8 but I was now on a mission. I began training (swimming, biking and running) on March 16th and signed up to do an Olympic Triathlon in Sept. 2005. I completed my Triathlon goal and this year's goal as you may have figured out is a marathon. Over the past year, I've worked hard in terms of exercise, no so hard in terms of diet, but that's next. Anyway, yesterday was my yearly physical. Time to hit the scale and see was the year of training and getting off my a$$ did for me. I'm happy to say I'm down 49 lbs and now weigh 177lb. I have 7 more to go, but I know that it will happen. With the weight loss has come many benefits. I'm sick much less often, I can keep up with my 4 kids, and I'm just generally happier.

What's the secret to goal setting? Just write one out. Print it out. Draw a line in the sand. Make a deadline. Tell all your friends. Hang around good people.

Sure...we may stumble but better to have loved and lost than never to have loved at all.

Not just another branch office

So what's the secret in getting people to return your call? How do you stay "top of mind" so people remember you?

About 10 years ago, I had to make a trip to a local shopping mall. On my way back to the car, I came face to face with a parked truck. "Baldy's Tree Service" was prominantly painted on the side. My first reaction was "that's a funny name for a business". Around the front side of the truck, a guy was trimming shrubbery.

I struck up a conversation with him and asked him if he worked on residential homes. Turned out he did. Then I had to ask about the name. He mentioned that originally Baldy was just a nickname but his customers said it was a name they found easy to remember.

Rod's been back to my property 4 times in the last 10 years doing treework.

He's conscientious about tidiness, shows up on time and seems to do a good job. I've never really shopped around for another quote because it's so darned easy to remember to remember "Baldy's."

Sometimes you don't have to be better than your competition, just different enough to stay on someone's mind so they think of you when the need arises.

So how are YOU different?

Engineering Angst

How the heck do you get past the awkwardness of opening a new relationship?

I recently received an email from a "good guy" who had attended one of my seminars. We'll call him "Ed". In keeping with the WOMBAT philosophy, Ed sent me a thank you card and enclosed a great article titled As luck would have it. The he sent me the link by email: http://www.sciam.com/article.cfm?chanID=sa006&articleID=000D60F7-CDDB-1419-89C783414B7F0101&colID=13

It was an amazing read and contained information I can use for my next Knocking down Silos seminar. I also forwarded to to several clients and prospects; and that made me look great.

Ed did exactly what it took to reinforce a relationship: to get you have to give.

But here's the kicker: Ed's got incredible knowledge and drive but (like many engineers and finance folks) he finds himself fixated on needing "things" to get in the door: business cards, catalogues, presentations. In fact, he's thinking of giving up on selling himself as he finds that he can't simply walk in and start talking to someone without a place to start.

I've got one suggestion and am challenging readers of WOMBLOG to chip in with their own.

Ed, if in doubt, start off with a compliment. People surround themselves with clothing, jewelry and decorations that reflect their taste.They are always flattered when someone picks up on it.

These have worked well for me for years:

"I was admiring your watch, it's really unsual."
"So I see you work for _________. I've heard a lot of good things about them. How long have you worked there?"
"Is that a Saab you drive? I've always thought about getting one of those, do you like yours?"
"You're a graduate of ________________? That's a great school! What was your degree in?"
"You say you're from India? Bombay? I'd love to go there one day. I've always had a fascination for history and I'd love to visit some of the beautiful temples in India."

These have to be sincere and honest - so find a compliment that works for you. Many people I know in the science and finance world don't lack sincerity; so this technique will work to open a relationship.

Any other suggestions for Ed?

The Iron Apple

Someone I know recently returned from a business trip to that mecca of business and brusqueness: New York City.


We all get a little intimidated when meeting people - especially when they have more seniority and knowledge. And it's a triple whammy when you are a) a woman in a group of older men b) a Canadian surrounded by New Yorkers and c) just introducing a product line (in this case: cross-border financial solutions).

But is it all about business? Sometimes people respect you more for page 3 of your resume than the quality of material in your briefcase. When asked what she did when she wasn't talking finance, she mentioned she was training for Ironman USA in July. The dynamics of the conversation instantly changed and instead of just another vendor, she was elevated in their eyes to someone who was focused, driven and definitely different. In fact, a point of commonality was made when one director revealed his wife was an Olympian who competed in Sarajavo.

Never be reluctant to share your outside interests; it may get you the business.

Peter West: Exceeding Expectations

One of the mantras I teach about WOMBAT (word of mouth beats all techniques) is exceeding expectations. Peter West is a media relations pro with a lot of experience dealing with the LE world (that's law enforcement for you civilians!). Peter just completed a media-relations/communications training session for some Southern Ontario police officers. Now you and I know that there is nothing more intimidating than a bunch of burly peace officers who view the world in black and white. Their reception of this civilian (and ex-reporter to boot) was pretty cool for the first 10 minutes.

But apparently they warmed up to Peter pretty quickly because (in one of the officer's words) "he wasn't afraid of us."

The best thing about a customer with low expectations is that their word of mouth is tremendous when you exceed them. Well done Peter!