REFERRALS GOOD FOR BUSINESS

You are having coffee with Rae and she says, “You really should meet, Frank Brown.” Instead of letting the statement go, write the name down. It is unlikely Rae will have Frank’s contact information with her, yet you have captured a name.

Once you are back in the office, send Rae a note and ask for Frank’s contact information. This illustrates:

You were listening closely.

You are honoring Rae’s advice.

Once you have followed up with Frank, send a note to Rae. Let her know what happened because of you got in touch with one of her referrals.

BUSINESS COMMUNICATION TIP:

Make sure to add referral names to your contact list. Include a note from whom you received the name.

DOING BUSINESS IN PALM SPRINGS

Working and living in Palm Springs since August has brought some interesting insights and reminders about how varied the United States is in form of geography, climate, and social norms. Even though I have traveled a great deal, the past two month have served as reminder about how much I do not know.

The Coachella Valley is a desert. Lawns are mostly white gravel and mountains surrounding the valley are barren and reflect the sun at various stages during the day. No matter how often you look up at the surrounding mountains, you cannot help but be in awe. The street that follows the edge of the airport gives one a majestic view of mountains on both sides of the valley. I take it as often as possible.

Last week I was to present at a formal meeting of the General Managers of the major resorts in the area an update on the Palm Springs Wild West Fest http://www.palmspringswestfest.com

I met my colleague in the lobby of The Parker Palm Springs http://www.theparkerpalmsprings.com When he saw me he said; “Now you got it, the Palm Springs look.” He was referring to my outfit that was flowing, classy and business-like. Quite different then my customary Northwest business attire that is fitted, much more conservative, though always contains a splash of color.

We were directed to the site of the 8:00 a.m. meeting. It was a beautiful morning. I was “surprised” to see that it was entirely outside. The patio was beautiful and surrounding gardens served as an outstanding backdrop.

Upon reflection, I have to laugh; of course, they hold meetings outside all the time in Palm Springs. My mind had not switched to the fact that I was in Palm Springs in October not the Pacific Northwest. In fact, now that the summer heat is behind us, apparently, people pretty much live outside.

This is an interesting assignment and with great anticipation, I welcome each day and marvel at how much I can learn by keeping my eyes and ears open.

BUSINESS COMMUNICATION TIP:

It is proven that men and women’s brains are different. Men think to talk. Women talk to think.

NETWORKING TIPS

Many years ago a retire Army General told me one of his favorite ways to keep organized. He labeled file folders 1-31 and kept them in the bottom drawer of his desk. He started his day by pulling out the folder. In it were reminders of items that he was to follow up on that day.

When you are meeting people, often they will say, “Would you call me after the 8th? “ I make a quick note on my notepad “Call Jim after the 8”. That note goes into the file #9.

Personally, I would rather make the note on a hard copy. I find it distracting when someone pulls out his Smartphone while we are in the middle of a conversation, scrolls to his calendar and then enters the information. Personal interaction is becoming more and more valued. I would rather save that time for real interaction.

The folders also serve a depository for your airline tickets, theatre tickets and that all -important jazz concert. No more wondering where you put them.

BUSINESS COMMUNICATION TIP:

Pick up the phone and make an appointment with someone you would like to get to know better. Suggest a coffee spot near her office so she can have a break from her routine.