NETWORKING THROUGH THE HOLIDAYS

Many people believe the time to build your business or find a new career will stop about a week before the holidays officially begins and starts again after the holidays. I have a different belief.

I believe there is no better time to build relationships and meet new people than during this period. Think about it. You are invited to open houses, holiday parties for businesses and the organizations you are members of often suggest you bring a friend. All of a sudden, you have a whole new resource for meeting fun, connected people.

You do need some tools:

Up-to-date contact cards (business cards)
Make sure you carry plenty of them with you—not the time to run out.

Note cards to send after you have met.

My advice, keep on your toes, keep asking questions to start conversations and enjoy learning about people. Follow up with a note, and have coffee with them after the first of the year.

IMPROVING BUSINESS COMMUNICATION SKILLS:

When you are given a verbal agreement to say fix your car over the phone, make sure you write down what you heard them say and confirm with an email or fax.

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ACCOMPANYING RETAIL MERCHANT TO GARMENT DISTRICT IN LOS ANGELES

My friend, Kim, was on a mission. She needed new merchandise for her stores called “Mario’s of Palm Springs”. http://www.mariosofpalmsprings.com We left Palm Springs, coffee in hand, and settled in for the two-hour drive to the garment district.

She had made this trip many times, so I sat back and enjoyed the scenery. This was the first time I had gone to Los Angeles without being the one to drive. It was interesting watching the temperature change, first warm, then cooler and windier, and then just pleasant as we parked the car.

Kim was on a mission. She knew exactly what stores she wanted to visit. As we entered the first one, the owner greeted her with a big smile. There I was standing among hundreds of garments. You want a slinky tank top? Imagine seeing hundreds of them (all different sizes) hanging together. Color? Your choice of probably about 10 different colors. Of course, there were matching skirts, slacks and jackets.

While Kim was putting together an order, I looked at things with a new eye. I discovered a couple of things that I thought would be great for her store. She looked at them and said, “I believe you are right. Good we’ll add that!” It seems we were working pretty well as a team.

Now the hunt was on for a stylish sweater. We headed to a store around the corner. Once again, the owner greeted with her a smile. It was interesting to watch the interaction—he was showing her new things and “why” he thought they would be good for her store. There it was the perfect sweater. She added them in three colors to her order.

Next stop, a jewelry store. As many of you know, I am always on the hunt for unusual jewelry. Kim sells a great deal of jewelry and her supply had been diminished. In addition, all of a sudden she was getting requests for pins.

Now let’s talk about jewelry. Imagine a store entirely full of costume jewelry. Earrings were arranged by color….thank goodness. (Interesting to note, I have wanted red, longer earrings and even here, there were only a couple of pair in the deep Christmas red).

Kim grabbed a basket and was able to move through the aisle at a great speed. I was so overwhelmed by the selections, I spent my time just looking and marveling at the wide-range of colors and styles.

Next stop, scarves. Yes, I know I am in a warm climate. Remember her clients come down here from cold places and they will be looking for holiday gifts. Let’s see what color of scarf would you like? How wide? What kind of fabric?

I looked at scarves that are perfect to serve as blankets and pillows on airplanes. Kim hadn’t thought of that as a selling point, so again our two minds working together were coming up with some new ideas.

As we walked out of the last store, and put many of the purchases in the car (Many of her purchases had to be shipped). I was feeling overwhelmed. On the other hand, Kim was full of energy and pleased about how the morning had gone.
As an Executive Coach, it was great to see Kim flourishing and energetic in her chosen profession.

BUSINESS COMMUNICATION TIP:

If a person spends any amount his/her business time giving you some advice, send him a handwritten note. You are honoring him and his time. Trust me you’ll will be remembered with a smile.

NETWORKING SUPPORTING DEVELOPMENT OF RELATIONSHIPS

Recently, I sent a woman I hadn’t seen in a couple of years and whom I admire, a note congratulating her on her outstanding professional achievement. It was no brainer for me to write the note since anyone in the professional world knows receiving accolades from your own industry is truly an honor.

Two days later, I got a call from her. “Kathy, been wanting to connect with you, let’s have lunch.” We set the date and I looked forward to it – we always have had stimulating conversations.

I had read that the particularly restaurant, where we were going to have lunch, was accepting books for donations for our local library foundation, so I went through my own library. Found three books that I was ready to let go. (Not an easy task for me.) As I entered the restaurant, I gave the books to the manager. What was great, is that he sincerely seemed pleased I had made the effort….it was a feel good moment.

My friend, Jan, arrived and the next hour and half was full of catching up, business, and truly connecting. We gave each other suggestions and ideas flourished.

It takes such a short amount of time to write a handwritten note. Yet, the rewards are far reaching.

What do you think? Do you have someone you would like to write a note that is important in your life?

BUSINESS COMMUNICATION TIP:

It is never too late to send someone you know a handwritten note. It is appreciated more than you will ever understand.

HANDWRITTEN NOTES VERY MUCH APPRECIATED

In my supply cabinet is an array of note cards. I have my formal printed ones with my logo, name, and address on the back. However, I have discovered in recent months, I tend to go to the note card that fits the personality of the intended recipient.

Handwritten notes can be used for:

Congratulations on an award.

Congratulations for the news article which included his quote. (Send the article so they have extra copies.)

Letting the recipient know you are glad you met.

Thanking a person for a special lunch or dinner.

Thanking a person for inviting you to a special event.

Thanking a person for giving you a great idea.

Thanking a person for supporting you at a meeting.

Thanking a person for a gift.

It doesn’t take a rocket scientist to figure this out – yet, I think we have gotten away from this simple gesture. All you need to do is write three lines. Then include your contact card (formerly business card) so that it is easy for the recipient to get in touch with you if they want to in the future.

A simple reminder that the human touch is very much appreciated.

BUSINESS COMMUNICATION TIP:

When you have to change a business date, call the person up and give them the reason why. Then suggest some possible alternative dates. A quick phone call will be very much appreciated

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NEOGIATING YOUR SALARY

You can quote me on this: “The person who mentions salary first loses.”
I was working with an executive woman who was transitioning into a new career. Her list of computer skills read like the “Who’s Who’s” of the computer software world. The most amazing thing was that she was self-taught.

She called me excitedly to say that she has an interview. Her interview skills needed brushing up, so she hired me for an hour to help her out. We met at our local coffee shop and we role-played.

She learned to answer the question “What is your biggest weakness?” by avoiding giving a personality trait such as “I tend to be a bit too detailed oriented.” Instead, she mentioned a skill needed for the position that she was not proficient. Then she talked about what she was doing to obtain that skill.

When it came to salary, I said, “Do not mention a salary figure, the first person that mentions salary loses”. Then we proceeded to work on answers such as:

“What do you think would be an appropriate salary for a person with my skills?”

When asked what her old salary was, the reply might be: “We’re really comparing apples and oranges here, what were you intending to offer the person in this position?”

My last piece of advice, “Do not take the job on the spot if it is offered to you – Ask for 24 hours to think about it?”

I thought she had gotten it.

That afternoon an excited woman called me, “Kathy, I got the job.” I was surprised and said, “You have already accepted it?” She said, “Yes, I did—I know you told me not to but I was so excited I did on the spot”.

This woman began her job and found out that her salary was $20,000 below that of the men in her department doing the same job. In addition, she had forgotten to negotiate parking. She was stuck with a $75 a month parking bill in a nearby building.

RECOMMENDATION: (1) Do not mention a salary figure first. (2)Ask for 24 hours to consider the job so you can think through the benefits you might want to change or negotiate.

BUSINESS COMMUNICATION TIP:

My father taught me always to be a few minutes early. It is a trait that serves me well. If heading to a meeting in an unfamiliar place, be sure you know which parking lot to use and which door you should use to enter the building.

HANDWRITTEN NOTES VS SENDOUTCARDS

Because I am considered an expert on networking, I am often asked, “What do you think of SendOutCards?” No, let me rephrase that – People raise their hands and say, “I use SendOutCards and send them out all the time even birthday cards to my clients children”.

My only recourse is to smile and say good for you keeping in touch with your clients. The conclusion I have come to is that if you are not good at using handwritten notes appropriately, you might have some real challenges making a good impression with these cards.

My belief is one of the reasons people are so excited about this system is that they see as it a way to make some extra money. They are becoming associates and each person they get hooked on this system becomes part of their multi-market down line network. I have been offered so many free trials I would have enough to use the system for the next year free.

With that being said, here’s my take:

SendOutCards

I have to say I probably got a bit jaded on them because of the first one I received. It was printed upside down….clearly not the way to make a good first impression.

The next card I received had his contact card (formerly called business card) printed on the top half. No way, I could file that card or pass it on.

After years of appreciating the handwritten notes (saving every one of them), my mailbox is inundated with glossy cards and nice comments, and verses fit for a Hallmark card. Personally, I want those kinds of verses coming from my family and close friends.

The other day I wanted to email one of the people who sent me the card an article that I thought she would enjoy. I looked for her email….no email address.

Funny, the “handwritten address” is always the same…hmmmm.

For years, I have strongly suggesting people send handwritten notes…they will help build relationships. It is just sad to me people think these cards are accomplishing the same thing. I am convinced others will get tired of them and think, “Oh, here’s another one of those cards”. Then it will promptly be thrown away.

I was considering developing a class to teach people how to use these cards effectively. However, frankly, my belief is that is a short-lived fad. I am going to devote my time to other pursuits.

Right now I need close and send a handwritten note to a new friend that I had dinner with last night—she’s a real joy in my life for she stretches me in my career. She needs to hear that from me in the form of a handwritten note—not something constructed by my computer.

BUSINESS COMMUNICATION TIP:

You have heard it before, yet, since I just learned how well it works, I thought I would remind you. Before you close down your home office at night, put everything on it in its’ home. The next morning your desk is clear.