Guest Blogger Friday - Bert Decker

This week our “Guest Blogger Friday” contributor is Bert Decker, author of “You’ve Got To Be Believed To Be Heard” and NBC’s TODAY show communications expert. Bert is founder of Decker Communications, Inc. and is also a professional speaker, entrepreneur, coach and consultant, and a blogger. See his blog and website for more great communications tips and resources.

The Five Key Principles To Great Communicating
By Bert Decker

Thanks Thom for the additional forum. Now I’ll have to put this “guest column” on my own blog – but you saw it here first. And I appreciate all the great tips and blogging help you’ve given me.

I thought I’d try to get a lot of info in a short space, so I’m going to try to summarize what I’ve found to be the Five Key Principles to Great Communicating:

1. The Spoken Word is More Powerful than the Written Word.

To all you writers (and readers) out there, this might seem heresy – but hold on. The written word is GREAT for information. People can read five times faster than they you can speak. The written word is great for reference. And we are taught the written word, and how to write. But it isn’t the most powerful medium if you want to create action.

The power is in the spoken word – in our voice and eyes and movement. We involve all the senses, and our very powerful unconscious brain in our messages. We are the message. In speaking you can reach the emotions more immediately and more forcefully. You can reach The First Brain in speaking, not as easily in reading. (See “Blink” and “You’ve Got To Be Believed To Be Heard.”

Imagine being moved and inspired by Martin Luther King’s “I’ve Got A Dream” speech, or John F. Kennedy’s “We’ll put a man on the moon” speech. Being filled with the sounds and words and energy. Then imagine reading the words by themselves. They words alone would not live in infamy.

2. Always Have a Point Of View. Always.

No more rambling data dumps if you want impact in your business presentations. I’ve seen and heard thousands of speeches, messages and presentations, and I’d guess about 80% of them do not have a focus. It should be the first thing.

Anytime you are speaking, including on the phone or even sending an email, ask yourself, “What’s the point?” What’s The Big Idea. Why is it important for someone to listen to you. If anyone can be listening to you and say, “So what?” – you do not have a strong Point Of View.

We have a preparation “triangle” we teach people who want to be influential, and it sets three keys:

What’s my point!
What action do I want people to take!
What’s the benefit in it for them!

If you will just set those points even before you start creating your arguments and telling your stories, you will have the great benefit of always being on target.

3. Communication Rides Energy

When you are speaking, think of yourself as a horse, and your message is riding to the destination of influence. Or if you want another metaphor – you are the computer, and your message is the software that delivers those folders and files. If you have a clunky old computer with weak chips, it doesn’t matter how great your files are – they won’t get there very fast.

There are what I call the Behavioral Big Six – habits of our voice and body that have nothing to do with the content we speak, but everything to do with the impact that we have. There are subtleties and nuances of each, and it is worth finding out your ‘energy’ habits through feedback in these areas:

Eye Communication – the most important, at least five (5) seconds
Posture and Movement – move, don’t stand behind lecterns
Dress and Appearance – “thin slicing” or the first three seconds
Gestures and the Smile – animation reflects our enthusiasm and passion
Voice and Vocal Variety – beware the monotone voice
Pausing – rid of non-words and the Power of the Pause

4. Visual Impact Dominates Personal Impact

We often give inconsistent messages. When we do, the visual is what is believed, not the sound of the voice, or even the content. Professor Albert Mehrabian’s classic study showed this in what people trusted in these three areas when there were inconstancies:

Verbal: 7%
Vocal: 38%
Visual: 55%

And why not. We are overwhelmingly visually dominant. The nerve pathways from the eyes to the brain are 25 times larger than the next biggest – the auditory. There’s much more here – suffice it to say this is why video feedback is so dramatically powerful. Observed behavior changes.

5. Authenticity Is the Core of Communicating

Speaking effectively is a learned skill, it is not a born talent. We are all born with certain capabilities, just like some athletes are born faster, taller, stronger, etc. But the great athletes are those that are coached and practice. They learn – by getting out of their own way.

Speaking and communicating well is not a slick thing. But it is learned. The process is much like peeling the onion. All we have to do is get out of our own way – remove barriers between ourselves and our audiences.

The problem is fear often blocks us. Or thinking that speaking is just a different form of writing, and that if I say the words people will ‘get’ them. Not so. Speaking is as much a behavioral process as an intellectual process. We need to be enthused and passionate about our subject. We need to be authentic.

For more details and information, see www.deckercommunications.com


Thank you to Bert for being our third "Guest Blogger". I hope that everyone is enjoying these informative posts each week. Tune in next time for another great "Guest Blogger Friday".

Have A Great Day

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Four Days To Better Team Work (day 4)

Day Four - Assess Your Progress

The best laid plans of mice and men will often go awry (from Robert Burns poem: "To A Mouse"...and the from the book, "Of Mice and Men", by John Steinbeck)

Even though you know your destination and your team has taken action, you could still discover that you're headed the wrong direction. Many times people blindly try to reach their goal, heading down the wrong path Even when it is clear that they their journey is flawed.

If you find yourself leading your team toward a goal that is no longer what you desire, it is not only okay to re-assess your plans and change directions.....it is your duty to the team to do so.

There is no shame in saying "Oooppps, let's change our course". However, it is bad to keep running for the wrong goal line. If your team needs to revisit what success looks like, then the leader needs to bring everyone back together to revisit the plans.

On the other hand, by assessing your progress you may discover that everyone is going just great. Your team will appreciate the clarification and your complimentary attitude can help recommit their efforts.

In most cases your situation will be somewhere in between these two scenarios. In this case you can tweak the plans and adjust your goals, keeping everyone committed to achieving success.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Four Days To Better Team Work (Day 3)

Day Three - Take Action

Now that you know where you are and where you are going, you must take action. Most organizations make all kinds of plans, but never do anything to convert them into reality. Once you have defined what is "success", you should divide the work among your team and let them start achieving. Look closely at your the member's strengths and assign people clearly defined tasks that are inside their "sweet-spot".

Most people that I have worked with like to have action items. They want to know what their boss and co-workers expects. They take pride in doing a good job.

Once you have assigned the tasks, you must hold your team accountable. I do not mean that you need to hover over them (micromanage) or constantly ask them for progress reports....but you need open two-way communication with the entire group, (both one-on-one and with the whole team) so that you are aware of how things are progressing. You do not want to be surprised by any successes or failures along the way.

Remember that taking action is an important step in the achievement of your goals. Without action, a goal is simply a "wish".

"If wishes were horses, then beggars would ride." -An Irish Proverb

(my Irish grandmother loved this saying, though I still am not fully sure I know what it means!!!)

Have A Great Day.

Thom Singer
http://www.thomsinger.com/
thom@thomsinger.com

Four Days To Better Team Work (Day 2)

Day Two - Know Where You Are Going

Once you know where your team is starting, you have to know where you are going. If you do not know what success looks like, how would you know when you got there?

Everyone on the team has to be part of defining your goals. If someone does not help you create the roadmap, you can be sure they will look for ways to knock you off course in the future.

It is crucial that everyone realizes and acknowledges the direction. Team members must realize at the end of this discussion that they are all passengers on a "Northbound Train". When you are on a northbound train you only have two choices......YOU GO NORTH or YOU GET OFF.

If someone cannot agree to the destination, they are free to leave the team. But you cannot tolerate people who will constantly question your direction and/or try to derail your progress.

This might sound harsh, but it is okay for people to leave or be asked to leave. Those who are always undercutting management by their poor attitude will not contribute to the success of the whole group. Those who will criticize fellow team members and hurt morale are more trouble than they are worth, no matter how long they have been with the company or what past successes they may have achieved. If your team supports and understands the goals, you cannot afford to coddle the naysayers.

Determine your goals and make sure you have the support of the group. Be sure your team is all on the same track. Then Go For It!!!!

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Four Days To Better Team Work (Day 1)

Day One - Know Where You Are

When you are part of a team you have to interact with other people. Often times you do not select who else is part of the group, and that can cause conflict. Everyone has strengths and weaknesses. It is human nature to see your own positive traits as superior to others, and to view your negatives minor. The converse is how you might view others. This can cause the perception of reality to be skewed.

Before you can improve the dynamics of your work situation, everyone on the team needs to objectively look at what the other members of the company contribute. Without everyone's buy-in about the current state of affairs, real progress will be stopped before you can even get started.

This is not easy. People are judgemental and have preconcieved notions. Changing their minds is nearly impossible. I recommend that you do not try to change others opinions, but rather to refocus them.

Create a spreadsheet with each name down the first column. Have every team member annonomously write one or two positive attributes about other teammembers. Then compile each strenght onto a master sheet and share them all with the whole team. Many will be pleasantly surprised to see why others admire them and the rest of team.

Have a staff meeting with and discuss the contributions that each members strengths can mean to the advancement of the whole group. Allow everyone to participate and buy into the group dynamics.

Tune in tomorrow for "day two".

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Weekend Blog 11 - Gulf Coast Relief

The "Weekend Blog" is off the topics of business development, networking, sales, PR and marketing. It is my chance to talk about whatever is on my mind.

Gulf Coast Relief

I do not know where to start on this post, as the images that have been shown on our television screens of New Orleans and the other areas are heart breaking. From the families that have lost their homes, to those who were stranded in the Superdome, to the people who are displaced to other parts of the country... it just makes one want to cry.

The news has been dominated by reports of the horrible response to the New Orleans tragedy by the local, state and federal government officials. This was unacceptable and unfortunate at all levels. However, it is a bigger tragedy that people are trying to make this a political issue rather than a humanitarian issue.....all the name calling, finger pointing and political grandstanding is not helping the people who are currently in need. Now is not the time for dividing this nation, it is a time for uniting the American people. (Gosh, aren't we divided enough on regular days....we will have forever to assign blame!!!).

It is events like these that should allow people to put their differences aside and stand together. In addition to all the "bad" that exists within this horrible crisis, there are also many examples of people reaching out to assist their fellow man. This is where I choose to focus.

My family and I have donated food, clothing and money to the relief efforts. Friends of mine have gone to New Orleans and the surrounding areas to volunteer. On the television I have seen so many people do heroic things to make a bad situation a little better. This is what America is really about.....people chipping in and helping out when the worst times are upon us.

This message (public service and charity to others in times of great need) is what I want my young daughters to learn from this disaster.

My thoughts and prayers go out to everyone from this region of the country. May God bless all of the victims, volunteers, policemen, firemen, doctors, nurses and government officials.

Have A Great Weekend.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Guest Blogger Friday - Steve Harper

Our "Guest Blogger Friday" writer this week is Steve Harper, author of The Ripple Effect. Steve is a successful entrepreneur, writer, business consultant, blogger and all around good guy. I am honored to have him as my friend, and my second "guest blogger". You can find more information about Steve and his book at www.therippleeffectbook.com.

Impressionable Impressions
By Steve Harper

I appreciate Thom asking me to participate as this week’s guest BLOGGER. I am thrilled to do it!

I recently completed a talk for a financial services company in which one of the main principals asked me, “how can I turn a casual networking connection into something more?” It’s a great question!

My advice is really quite simple. Take the time, to make the time spent with a casual connection more meaningful. How do we do this? Set yourself apart from the rest of the pack!

Most business people don’t do anything more than surface hits. What I mean by that is they meet someone at an event, they have a brief verbal exchange and conclude it with the customary “so do you have a business card.” For 90% of business people that’s where it ends. The card is forever lost or only will be resurrected to prove to the boss or spouse that you actually attended the event.

If you really want to be different and make an impression, show the person how appreciative you are to have met them. Take the time to invest in some nice stationary and a good pen. Immediately following the event, within a day, sit down and write out a brief note of appreciation for the time they spent with you. Personalize it by recalling something that was said or something that was done at the event to let the person know you were really participating in the moment with them.

I recently attended a networking function where I met a VP of a local bank. During the course of our conversation he mentioned that he was likely in trouble with his son. It seems the event was being held right in the middle of his son’s baseball game and though he hated to miss it, the President of the bank had insisted he attend. I asked him casually about his son, age, team name, etc.. I turned that casual conversation into a meaningful moment because I showed sincere and genuine interest in him and his family.

Upon returning home that evening, I immediately took out his business card, penned a “nice to meet you note” and attached two discount coupons for Chuck E. Cheese with a brief note that hopefully this might help him get out of the dog house with his son. Within two days I had received a call back from him thanking me for the great gesture and just how shocked and impressed he was to receive my note and the coupons.

Now I don’t want you to think I manipulated the situation to better my chances of getting business with him. In fact, what I do has no barring on what this man does with the bank so the likelihood of us ever doing any direct business together is slim to none. However, as a VP of a well known bank, the opportunities that might flow through him and because of my sincere effort is very real. At the very least, I know that I now have made a meaningful connection with a pretty high ranking VP of a bank and that isn’t such a bad thing.

Now I know what some of you might say, why expend the effort when you don’t have any recognizable opportunity. That’s where you can really set yourself apart from the rest of the heard. Most people would see a situation like that and simply gloss over or outright ignore it because this “contact” wouldn’t prove directly valuable.

My contention is everyone you meet has the potential to enhance your life; personally or professionally. Taking the time to find a unique way to connect can open doors of opportunity that otherwise will remain closed to others.

Doing simple things like a prompt handwritten note with a heartfelt sentiment for the time spent is something that is completely out of the norm. Email doesn’t do it! A handwritten note shows a level of class and sophistication that has in large part been lost in the business world today.

Taking the time to contact the person on the phone following the event to just express how much you enjoyed meeting them and thanking them for taking the time to chat with you can go a long way too. Too often business people do the follow up phone call but do it purely for selfish reasons. “Hey Chuck it was great meeting you at the event last week. Listen, I want to tell you a little bit more about what I do in hopes of working with you.” Blah, blah, blah…Chuck and I could care less about what you do at that point. There is no sentiment only motivation to sell me something. Not a good impression!

Think about the last time you got a phone call from someone just because they were thinking about you. How did that make you feel? Business professionals are not impervious to feeling good. Take the time out of your day to simply call and say “It was great meeting you. I enjoyed our chat. I hope our paths cross again soon.” Talk about making an impact!

Impressionable impressions come in all forms. They have to be sincere, they have to have no agenda and they have to show you for the person that you are…not the person who sells this or promotes that.

Take a moment and look at the people you have crossed paths with in the past week. Sit down and ask yourself, “What can I do to make a favorable impression on this person.” Whether that’s a phone call, handwritten note or special delivery box of chocolates, do something! Trust me, just by doing something you will likely make an impression that will pay off for you in the future.


Thanks Steve for a making today's post a great "Guest Blogger Friday"

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

A Brochure Can't Make A Cold Call

Everyone has opinions about marketing and sales, regardless of their role in the organization. Many people who have never worked inside the marketing department are quick to throw stones at the marketers, but are slow to have suggestions that will add value to the company's strategy.

Those who are notorious for tossing grenades are often sure they have all the answers. They seem to think that a design change to a brochure or a full-page color advertisement will make the phone ring more frequently.

Sadly, brochures and advertisements do not sell professional services,....people do. While it is important to have good marketing materials, sales will not happen by magic....NO MATTER HOW GOOD YOUR MATERIALS ARE!!!

I have a friend who is in sales for a large technology company. He does not tolerate his fellow sales professionals complaining about things like management, marketing, advertising, PR or the competition. His philosophy is that the sales team is there to sell, regardless of all the other stuff, and that a good sales person can sell in spite of what goes on around them (he is right).

My friend never has disparaging words about his company, co-workers or competitors. He just sells his products and services....and earns hundreds of thousands of dollars per year doing it. He believes that everyone should find a way to be part of the solution, not part of the problem.

How about you? Are you part of the solution?

I am planning a series of posts to this blog called "Four Days to Better Team Work" that will focus on this issue. Rather than find fault in those with whom you work, what would happen if you identified the strengths and weaknesses of everyone.....and then made it possible for everyone to utilize their strengths? I think you would see more sales and have a much happier workplace. Stay tuned for Monday (day one).

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Thank You, Darren - "31 Days to Building a Better Blog"

A month ago I stumbled upon "ProBlogger.Net" somewhat by accident (the way anyone finds blogs out there....clicking links and following interesting topics). It is a site that is dedicated to "all things blog" and hosted by one of the world's most successful Professional Bloggers (Yes, Virginia, there are "professional bloggers!!!), Darren Rowse. Darren claims to earn over $100,000 per year from his various blogs, which include ProBlogger.

Just days after I discovered this sight, which is full of useful information for anyone who writes and reads blogs, Darren started a series called "31 Days to Building a Better Blog". He asked his readers to post tid-bits of blogging advice, and then he daily posted links to this virtual university for tricks of the trade.

I am a big believer in saying "Thank You" to those who provide assistance to my advancement in this silly world. Too often people take the help of strangers and act as if somehow they deserved the favors that were provided to them. I do not know Darren Rowse, and will most likely never meet him in person (he lives and blogs in Australia), but he has provided me with so much growth in my understanding of blogging just through this one series over the past 31 days, that I must publicly show my appreciation.

First off, this series has some amazing information that was compiled in one location because of Darren's efforts. If you have not seen "31 Days", I suggest you set aside the time and go and read the suggestions of his readers from around the world. There are so many useful tips that your understanding of blogs will jump light-years ahead.

Second, I shared some tips on this blog, to which Darren linked. The traffic on my sight went through the roof on the days that these posts were freshly listed. I have continued to see an up swing in visitors to my site from ProBlogger.Net. Many visitors continue to come back regularly....and some have gone on to pre-purchase copies of my new book: "Some Assembly Required: How to Make, Keep and Grow Your Business Relationships" (available for sale at www.thomsinger.com, and will be shipped by the last week of September). Now that is cool!!!

So thanks, Darren. I look forward to seeing what you will do to top "31 Days to Building a Better Blog".

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Dream

"All people dream, but not equally. Those who dream by night in the dusty recesses of their mind, wake in the morning to find that it was vanity. But the dreamers of the day are dangerous people, for they dream their dreams with open eyes, and make them come true."

-T.E. Lawrence, aka Lawrence of Arabia

Dream Big. You know there are things you want to accomplish in your personal and professional lives. There is greatness inside you that is struggling to find the way out. There is something that you can do better than anyone else on the planet.

I know that anyone can achieve big things in their lives. You just have to find the creative outlet that allows you to excel.

Today you are thinking of something that you want to accomplish, but doubt is holding you back. Defeat those negative thoughts and reach for your rightful place at the top.

Nobody can do it for you. Only you can assemble the pieces that make up the puzzle of your life.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Business Success Is Being Present

David St. Lawrence at "Ripples... Blog" (not to be confused with Steve Harper at "The Ripple Effect Blog") has a great observation on his blog about the importance of showing up. We have all heard the famous Woody Allen quote about "80 percent of success is just showing up", and St. Lawerence eloquently tells the story his showing up to market his wares at a farmer's market in the rain. He could have packed up and gone home, but to do so would have meant leaving future opportunities behind.

In anything you do, people want to know they can count on you. They want to know that those whom they buy from, and associate with, will be there for the long haul. When I write and teach the skills that are involved in building a professional network of contacts that will lead to more business, one of the key points is that you must make a commitment to always show up and participate in your business community. Even when you don't feel like it.

One of the best ways to prove you are the real deal is to always be present. Out of sight is out of mind. If you are not actively cultivating your relationships with other business people, you can be sure that one of your competitors is out there trying to win their friendship. Too often people think that they do not need to go out and particiapte in networking events because they already know the "key people". Well don't kid yourself. Unless you are visible, you are forgotten.

I recommend that you make other people a priority and find ways to reach out to those in your database seven to ten times a year. If you are not having some kind of contact at least that many times, then those people are just names in your roledex....NOT MEMBERS OF YOUR NETWORK.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Weekend Blog 10/A - The Book Is At The Printer!!!

"The Weekend Blog" is off the topics of business development, networking, PR, branding, marketing and sales. It is my chance to rant, rave and pontificate about anything on my mind.

My Book Is At The Printer (Yeah!!!)

Four days ago I received a phone call from Leslie Morris, my friend and amazing editor, who informed me that "Some Assembly Required: How to Make, Keep and Grow Your Business Relationships" had been sent to the printer. I was so excited I almost drove into a tree (I know, driving while talking on a cell phone is dangerous).

The long process of planning, outlines, writing, editing, cover design, more editing, typesetting, website design and final approval have come to a close. My life-long dream of completing my first book is done (the rest is up to the printer).

The book will in my hands by September 22nd.

Thank you to all my family and friends who have supported me in this process. The book is really a credit to the people in my life who have always allowed me achieve more that I ever could have on my own.

Also, I appreciate all of the readers of this blog who have pre-purchased copies of the book, as buying a book months before the release is a true leap of faith in some random blogger. I hope that you are excited to receive the book and that is inspires you in some special way.

Have A Great Weekend.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Weekend Blog 10 -Congratulations Christa and Robert

"The Weekend Blog" is off the topics of business development, networking, PR, branding, marketing, and sales. It is my chance to say whatever is on my mind.

Congratulations Newlyweds!!!

Last night we attended the wedding reception of some very special friends. Robert Tuttle and Christa Kleinhans Tuttle were married earlier this month in Napa Valley, California...and yesterday was the celebration with family and friends in Austin, Texas.

Christa has been an important part of our lives for nearly six years, and we welcome Robert to our circle of friends. You can just tell by looking at them that this is one of those marriages that will last for the long haul.

And what a great party!!! Christa's career has taken her from working in a major hotel, software companies, venture capital and now she runs her own marketing empire, Launch Marketing....so it is no surprise that she knows how to host a great event.

So raise your glasses high and toast the newlyweds.

Have A Great Weekend.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Guest Blogger Friday - Scott Ingram

Today is the first "Guest Blogger Friday" at "The Business Development/Networking Blog". The guest blogger is Scott Ingram, the proprietor of "Network In Austin", an on-line site that promotes networking in my hometown of Austin, Texas.

Networking and Blogging, Blogging and Networking
by Scott Ingram

Networking and blogging really were made for each other. Most good blogs tend to be very personal. Even a good business blog should be personal and incorporate good advice and information with personal content that help the reader feel a personal connection to the blogger. Networking, on the other hand, is about connecting people and building relationships. Therein lies the opportunity. In my own experience the most regular readers of my own blogs are other bloggers. If we make an effort to communicate with each other and support each other we can drive a lot of quality content and traffic back and forth.

Whether he realizes it or not Thom incorporates networking and blogging better than anyone else I’ve seen. This gives him a lot of leverage. He communicates regularly, not only with me, but with other bloggers who post regularly about related topics. Some of these folks I’m sure he’s never met, and will likely never meet. By communicating with the regularly about their blogs and relevant posts he’s been able to develop his own sphere of influence and has taken the concept of a blogosphere to the next level.

I think we can all learn from Thom and work to build our own blog networks. In my case it probably makes more sense to contact other local business bloggers since my business is much more focused on business networking in Austin. This is getting easier and easier to do with the growth of geo blog directories such as: GeoURL and A2B Location. You can find other bloggers who are literally your neighbors by searching from your address. Here in Austin there is the Austin Bloggers Meta Blog where local bloggers can add relevant posts to the site, and read the posts of other local bloggers. They even have a monthly get together where you can meet other bloggers in person. Essentially a networking event for bloggers!

You’ve probably seen the results of bloggers networking and not even realized it. Often the easiest post to throw together is a commentary on another bloggers post. This is a great way to build relationships with other bloggers and to drive traffic to them. Since you’re commenting on their post it only makes sense that your reader would want to read what you’re talking about. This obviously drives highly relevant traffic to the other bloggers post and makes the reader aware of a new blog that they may not have known about before.

Finally, I think what Thom is doing here is pure genius. Having a guest blogger is the ultimate result of two bloggers networking. Plus I’d be an absolute fool not to talk about this post, and my experience on my own blog after it’s been posted. I’ve enjoyed and appreciate the opportunity to be the very first guest blogger on Thom’s Business Development / Networking Blog. Keep up the great work Thom. You’re an inspiration!

Happy networking!

Scott Ingram
http://www.networkinaustin.com/

Scott Ingram is the founder of NetworkInAustin.com, a website that offers a calendar of thousands of business and networking events in and around Austin, Texas. They help Austinites who are using networking as a marketing strategy to leverage their efforts. Scott posts regularly to his own blogs: the Business Networking in Austin Blog and his Austin Business Events blog.

Thanks to Scott for being the guest blogger!!!!

Click here to go to the latest posts on The Business Development / Networking Blog

Have A Great Day.

Thom Singer

www.thomsinger.com

Come On, Lighten Up

I have recently had the displeasure of making the acquaintance of a person who could find fault with perfection. My gosh, it is amazing to me how this person finds the crap in every silver lining. And yet she is so self-righteous, that if I wrote her as a character in a short-story every reader would say she was unrealistic...you would think I had made her too ridiculous in her holier-than-thou attitude.

I do not want to go into too much detail, as she would be able to identify herself in my prose. Although I doubt she would spend her time reading my blog (But if she did she would find all the typos and mis-spellings....which I know exist).

People like this make me wonder how someone gets by in the world seeing themselves as so perfect and the rest of us as so flawed? It must be very lonely.

Anytime I have an encounter with this person it makes me take stock of my own actions. I try to make sure I am not guilty of treating others in such a manner. I think it is good for all of us to have a little reality check up on occasion.

Take some time today to look for the good in your co-workers, your spouse, your children. Pay compliments to everyone you deal with today. Say nice things to strangers. Smile. See every glass as half-full....not half-empty. Even if you are busy, over worked, tired and just feel as if you are right and the rest of the world is wrong..... just decide to be gracious.

In the end, you will feel better. Why dwell over all the B.S.? Lighten up, even if just for today.

Your homework: Find five people to praise before you go to sleep tonight.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

100 Blogs In 100 Days

I must admit that I am addicted to "The Blog Herald's" current daily series "100 Blogs in 100 Days". Everyday they select a new blog to highlight. It is only day four ... but they have already shared some very interesting blogs. This is a great way to see what is out there in the blogosphere, and learn new and interesting information along the way.

If you have a blog that you would like to nominate.....they are still taking nominations: Email Duncan at editor@blogherald.com with subject line of “100 blogs in 100 days” with your blogs details (name, url etc..). You also need to include up to, but no more than 100 words about your blog, what it does, what it’s about, or why the readers of the Blog Herald should visit it that will be published as part of the post. In return though they will be inviting Blog Herald readers to provide some feedback in the comments on what they think about your blog.

Take a look, I think you will enjoy all the various blogs. I can't wait for day five.

Have A Great Day.

Thom Singer
www.thomsinger.com

Networking Boo-Boo's

Liz Ryan at BusinessWeek OnLine had a great article recently titled: "Networking: What Not To Do". In this witty piece she shares stories of people who desire to get to know her better, and then try to set up meetings across town or show up ridiculously late (and seem not to care).

As someone who writes and lectures on networking and business relationship skills, I instantly related to the horrific stories that Ms. Ryan communicates to her readers. Why in the world would someone think that they can ask another person to lunch, then make that person drive 45 minutes across town....only to show up late or stand them up altogether? But it happens all the time.

The trick to building networking relationships is to make it EASY for other people to get to know you. If you systematically make it difficult for people to connect with you, then it is only natural that your reputation become that of a difficult person. And we all know what happens to those who are seen as a "pain in the ankle" (I know, another word really goes in place of ankle, but hey, this is a family friendly blog!!!).

I recommend you read Ms. Ryan's article and examine your own networking habits. Schedule appointments at or near the other person's office, and for the love of Pete....show up 5 minutes early.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Winning - By Jack Welch

I read a lot of books. I enjoy spending an hour or two sitting in a Starbuck's and sipping a vanilla latte or caffe americano and quenching my thirst for knowledge. My college career was not marked by this type of dedication to hitting the books (I had to make sure that San Diego State kept it's reputation as a "party school". Just kidding, SDSU is a wonderful academic institution, I was just not very focused on my future at that stage), but now reading and learning are among my favorite hobbies.

About 15 years ago I discovered the joy of reading. I also took an interest in business (I had been a political science major), and developed a deep desire to discover better ways to live my life. Since that time I have read between twenty and twenty-five books per year.

Because of this, I know a good business book when I read one. I just finished the latest volume by the former CEO of General Electric, Jack Welch. Welch has long been considered one of America's top business leaders and this book, Winning, is a MUST READ for everyone.

While the whole book is fantastic, I recommend that you do not miss Chapters 19. It is the best advise I have ever seen on Work-Life Balance. Welch's no nonsense advise is what everyone needs to hear. You may not like what he has to say, but he is right on the money as to why some people get ahead in business and others do not. Also he talks about why some achieve the "right" to take time for achieving balance and others do not.

It is not a short book (372 pages in the paperback edition), but every chapter is full of sage wisdom from someone who has reached the top of America's corporate world.

Have A Great Day.

Thom Singer
www.thomsinger.com

Guest Bloggers Wanted

I want Fridays to be "Guest Blogger Day" at The Business Development / Networking Blog. In order for this to happen, I need your help....and the help of anyone you know who writes about business topics.

If you would like to be one of my weekly guest bloggers, please send me an email (thom@thomsinger.com) with your proposed post on networking, sales, marketing, public relations, business development, advertising, or communications.

Once I get your email, I will reply and let you know if and when I will use your post.

The rules:

1. This is my blog...so I make the rules. This also means I get to change any and all rules as I see fit.

2. Any links to your blogs or other blogs (which I encourage) are subject to review. (I am not going to link to any sites that are offensive!)

3. 500-1000 words. Your own original writing that has not previously appeared elsewhere.

4. Topics must relate to the theme of this blog, and I must like your post.

5. You are NOT required to link anything back to me (I hate it when people do that). But if you want to link to this site, that's cool, ....thanks.

6. I will select one or more articles and post them on Fridays. If I get no submissions, then I guess there will be no "Guest Blogger Friday".

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Weekend Blog 9 - Playscapes Rock

The weekend blog is off the main topics of networking, marketing, sales, PR and business development. It is just an opportunity to write about whatever crosses my mind.

Playscapes Rock

Those of you without children may not be able to relate to today's post....but anyone with a kid under the age of ten will understand this one.

I have noticed a new phenomenon that makes dining out with kids much more enjoyable for my wife and I (AND anyone who might be seated near us in a restaurant). More restaurants are popping up that have playscapes for the children.

It used to be just McDonald's and other fast-food chains that had play areas....but now there are family oriented establishments that include fun areas where the kids can go after eating half their order of chicken nuggets. Meanwhile, the parents can continue to sit and finish their meal ... while keeping a watchful eye on the little ones.

In my home town of Austin, Texas, a family dining establishment, Waterloo Ice House, has one location (and another currently under construction) with a great playscape, sandbox and plenty of grass on which to run around. The food is very good, the atmosphere is pleasant, and we actually get to finish our meals when dining out with our two children.

In addition, two local supermarkets, that have restaurants, also have play areas. Central Market (North) and the new Whole Foods Landmark Store are great places to meet other families for a nice meal. The kids can eat, then play, while the parents can share upscale food and adult conversation. (Whole Foods has the picnic area and playscape on the roof with live music on Friday and Saturday).

In today's minivan and SUV dominated world, I think more businesses should have kid friendly activities built in (Hyatt Hotels actually has "Camp Hyatt" at all of their properties) ...... but I know that would annoy the heck out of tons of other people. Let the comments begin!!!!

Have A Great Weekend.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

PR Professionals Beware

While reading a post on a blog yesterday, I laughed so loud that the person in the next office came over to see what on earth could be that funny.

Monica Bay, the editor-in-chief of Law Technology News and author of The Common Scold Blog had a post titled "The Penalty Box". She has decided that far too many PR professionals send press releases abusing the use of the word "solutions" in their text. She now has an actual penalty box on the right hand side of her blog where she posts offending press releases that abuse the term.

The current culprits have twelve and thirteen uses in each release.

As a marketing director, I am cautious not to laugh too loud (when you live in a glass house, you should not throw rocks). I am sure that I have sent many a press release that would cause flags to be thrown all over the field. But I commend Monica for putting everyone on notice for this over use of the word "solutions".

Other offences that are worthy of penalties:

• Too Many Releases. Some companies put out a press release every time an executive uses the restroom. Make sure that you actually have "news" before you send out a press release.
• Long Press Releases. You are not writing a book. Stay on message.
• Too Many Quotes. Not everyone in your organization needs to have a quote in every release.
• Expecting Coverage. I know a lot of people who get angry at the press when they send a release that is not turned into a page one story. The editors get to decide what gets covered, that is just the way it works.

Thanks to Monica for a humorous way of drawing attention to an important issue for everyone who issues releases to the press.

Have A Great Day.

Thom Singer

www.thomsinger.com

Audio Blog - Awaken The Sleeping Giant

Is your company a sleeping giant? Do you have the best people and products in your industry....but you still cannot capture a dominate market position? Listen to today's audio blog for tips to get your slumbering giant of a business off the couch.

Click on the arrow below, or double click on the MP3 link to listen to the "Audio Blog".

(Length: 1 minute, 40 seconds)





MP3 File


Have A Great Day.

Thom Singer
thom@thomsinger.com
www.thomsinger.com

Blogosphere Networking

If you are reading this, then you probably know about blogs. However, there is a surprisingly large number of people who have no idea of blogs, blawgs, blogsphere, etc....

I was recently at a social gathering with some very educated and sophisticated individuals. In the conversation I mentioned my new book (soon to be released) and my blog. Everyone immediately understood the concept of a book.....but the idea of a blog created many a puzzled face.

I was asked a lot of questions (some folks had heard of blogging, others had not). The following are the top questions, and my feeble attempt to answer them:

1. Why did you start your blog?

I started it as an experiment to help educate myself about blogs. My company is interested in having an industry focused blog, and I decided to take it upon myself to jump into the blogosphere and get my feet wet. In addition, I write a recurring column for Professional Marketing Magazine, and I thought that regularly writing a blog would give me some good practice and help me uncover themes for future articles. I also felt I could use it to help promote my new book, "Some Assembly Required: How to Make, Keep and Grow Your Business Relationships".

2. Has it been worth it?

Yes!!! On all three of the above reasons I have exceeded my goals. I now understand the commitment involved if we create an industry blog. I have already created a lot of positive material that can later be turned into articles for my marketing column. AND.....I have sold a bunch of copies of my new book .....even before it is released.

3. Are all blogs the same?

NO. There are as many types of blogs are there are writers. I have categorized them into three types, but I am sure others would have arguments about these areas:

A. Corporate Blogs. These are hosted by companies to promote their products and services or to communicate with clients.

B. Philosophical / Content Blogs. In this type, an individual (or group of individuals) writes on a specific topic and shares their opinions with the readers. Topics can range from business to sports to politics to religion, etc.... I would put The Business Development / Networking Blog in this category. The blogs from which I learn the most are philosophical/content blogs.

C. Diaries. In these blogs people record their daily experiences the way one would write in a diary. Some of these can be quite entertaining, as they allow the voyeur in each of us to look into someone else's private world. However, reader beware...some of these can reveal a bit more than you want to read (or see).

4. Why would I want to read blogs?

They are a great way to discover information on any particular topic or variety of ideas. Many bloggers have very good sources of information and they certainly have opinions. As with any media source, you need to beware of the authors intent and ulterior motives. Also, blogs can just be interesting to read.

5. What have you learned from writing your blog?

Like the term "World Wide Web" only a decade ago, "Blogs, blogging and the blogosphere" are the new new thing, and are not just a "fad". If people are not yet aware of blogs, they will be soon. More and more blogs are created every day and blogs will soon touch everyone who surf the internet.

Having your own blog, however, is not for everyone. You must be committed to writing on a regular basis, and not shy about sharing your opinions. I have learned that a blog can go stale if you do not make posts on a regular basis.

I also learned that when you blog, you are actually networking. At first it seemed like this was one sided, until I began to hear from people who were regularly reading my blog. I have developed new friendships with many bloggers who write about similar topics. Often one blogger will email another with a compliment or suggestion, and they will begin to correspond regularly. Just like any other type of business friendship, the relationship grows over time. This blog-networking leads to mutual understanding and respect between the bloggers and then can lead to business relationships and referrals.

6. Should I start a blog?

That is a question every person will have to answer for himself/herself. I
would suggest you begin by reading other blogs and getting familiar with what is out there in blog-land. If you believe that you have something to say...then by all means, start a blog. But remember to be patient and persistent. Like writing a book, it takes time and there is no guarantee that you will become widely read. However if you are dedicated, you will uncover many unexpected benefits from your blogging experience.

If you are interested in easily learning a lot about blogs.... I suggest you start by reading the posts and links in the series called "31 Days to Better Blogs" at ProBlogger.net, hosted by Darren Rowse. This is the best collection of suggestions to the experienced and novice blogger.

To read all my most current posts to The Business Development / Networking Blog, click here.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Find A Niche

I am a big fan of people who have unique businesses. Everytime I meet an entrepreneur who has discovered a unique niche, and makes it work, I am impressed. Often these people have persued their personal passions and found a way to make those interests into a career.

My favorite of these people is my older brother, Bill Singer. I remember being a small kid and listening to him play the saxophone on the back porch of our parents house. He enjoyed playing the horn, and his love of music eventually took him to New York City. In addition to playing the saxophone, he learned to repair his instrument.....and now is one of the top saxophone repairmen in the Big Apple. Yes, you can build a business in "Saxophone Repair"....now that is a great niche.

His business is built the foundation of excellent customer service, unparalled skill, and a contageous enthusiasm for the general enviornment of the musicians daily experience.

Because the saxophone is such a delicate instrument, and so few people know how to properly do repairs, he also developed a set of "how to" videos on general saxophone maintenance. This is an example of how you can grow your business, even when opperating in a niche.

Bill is an entrepreneur who is living his dream and making his mark on the world. Learn more about his business at www.billsinger.com

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Corner Market Entrepreneur

Every now and then you encounter someone who makes you step back and say "WOW". My friend, Joe Grant, is one of those special entrepreneurs who is living his dream, experiencing success, and is embraced by his family, friends and customers.

Joe is the proprietor of Grant's Marketplace, which is located on the corner of Beech Street and Date Street in the quaint San Diego neighborhood of South Park (just blocks from the San Diego Zoo and Balboa Park). Three years ago Joe left his job as a school teacher to purchase and renovate this neighborhood corner market, which now bares his name. At the time, the building and the store were not much to see with the naked eye. But Joe, and his wife Kim (one of San Diego County's hottest up and coming architects), saw possibilities. Today, it is a centerpiece gathering place to those who live and work nearby.

I do not make it to San Diego very often, but I always look forward to having a breakfast sandwich, a cup of freshly brewed coffee and a glass of the worlds best orange juice at Grant's Marketplace. While it is not located near the business or tourist districts, I like to pass some time sitting on the patio and talking with Joe or his regular customers. It is the type of place where the locals all know each other's names (think Cheers....NORM !!!!), and regular folks can sit for a few minutes and watch the world go past.

Every time I leave Grant's Marketplace I wish that I lived in the neighborhood, or that my sub-division in Austin, Texas had a community market that was equally inviting.

This year the market has added a gelato bar, properly labeled with a sign announcing the "JOE-LATO". The lunch menu serves Boars Head deli meat sandwiches and freshly made salads. The wine selection is far beyond what you will find in most small corner markets, and if you need milk, cheese, bread or cereal, then you will find superb quality items at Grant's Marketplace.

On a blog that is designed to discuss and highlight sales, networking, marketing, business development and PR...... Joe and his corner market are just the ticket. While most of you will not have the chance to visit this delightful establishment....look around your own city and find those hard working entrepreneurs who are living the dream, and smile in their direction. They are exactly who we should admire in this world.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Business Network 2005

Those who are serious about building a network of professional contacts that can (and will) refer business cannot wait and let it occur by happenstance. They must actively plan to grow their network. If your New Year's resolution was to expand your visibility and your network, you might be feeling like 2005 is slipping away.

It is August. How has your network grown in 2005? Have you made new contacts? Have you grown and expanded your existing relationships? Are you getting referrals from your friends?

Even though the year is nearly two-thirds over (scary, huh?), it is not too late to refocus your efforts on networking.

My three tips to jump-start your database for the remainder of 2005 are:

1. Get out to at least two business events every week for the rest of the year.There are so many breakfasts, lunches, happy hours and dinner functions daily in every major city that nobody can
complain that there is no place to network. Search for events that are directly tied to your industry or that draw diverse and high-level attendees. Do not immediately discredit people you meet, as you never know who could become a referral source.

2. Schedule an early morning coffee or a lunch meeting four times a week. Try to have these with individuals or small groups whom you have recently met, or need to get to know better. Coffee is a great way to have a casual chat, and you can easily keep the time to about 30-45 minutes. I was recently in Seattle and set up a meeting with an acquaintance in the legal marketing profession that I have known for over a year, but never met in person. We had a great conversation and expanded our friendship. Fortunately there is a Starbucks on every corner in Seattle, so finding a convenient place to meet was easy.

3. Send eight follow up notes by mail or email to people you already know. Just because you already have developed a strong relationship with someone does not mean you can coast. You need to continue to reach out to the people in your network. Finding articles that are of interest to their career or hobbies is a great excuse to pen a short note. With the vast amounts of articles now on the internet and on blogs (like this one), finding relevant information is very easy.

If you take action now, then you can still grow your network in 2005 and set yourself up for a more successful 2006. Don't wait until the New Year to get back to networking.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Don't Be A Lobster

A friend of mine recently shared with me about a conversation he had about my soon to be released book: "Some Assembly Required: How to Make, Keep and Grow Your Business Relationships" (New Year Publishing) . The other person mentioned having met me and that we discussed my book on the importance of relationships and networking.

This person felt that the topic of building a professional network of business contacts was "WAY OVER DONE", and that it would be impossible for an unknown author to have any real success with a business book.

My friend shared this with me because we were conversing about how there are always people who are quick to find the negative in every situation, and take delight in cutting others down. I just laughed.

This reminds me of "The Lobster Story", which I heard many years ago (not sure of the source, sorry). Did you know fishermen can store live lobsters in a box with relatively low sides and no lid? This is because any time one lobster tries to crawl out of the pen, others will grab it with a claw and pull it back. After a while, the lobsters stop trying to escape because their peers do not let them get away.

That is how many people behave. They are so threatened by anyone else reaching for the stars, that they work hard to pull them back down to earth.

Did you know that over one hundred publishers turned down the book "Chicken Soup For The Soul" (by Mark Victor Hansen and Jack Canfield). They were told that books of collected stories do not sell very well and would not be marketable. LOBSTERS!! "Chicken Soup" and the books in the series that followed have gone on to be some of the best selling books in history.

I am not comparing my book to the Chicken Soup series (not yet!!!), but the point is that you should not let the naysayers get you down. If you have a goal or a dream, go for it. Luckily for me, I am allergic to lobster.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Weekend Blog 8/A - Better Blogging

The weekend blog can and will often be off the topic of business development, marketing, networking, PR and sales. Today we talk about blogs.

Better Blogging

At a wildly fun dinner party last night I had a conversation with a dynamic entrepreneur about blogs. This guy is successful, well-traveled, witty, edgy and a leader in his industry. He is the perfect candidate to start a blog that will help promote his company, his charitable work, and provide readers with very interesting stories. We talked about the possibilities of his taking on a blog and I gave him some advice that I thought could help him succeed (not that I am a "pro", as this blog of mine began as an experiment, and continues to be a learning experience).

This morning I stumbled upon Darren Rowse's ProBlogger site. Now, Darren is an "pro" at this blog game, with over 17 blogs under his belt, and many years (see THREE....a lifetime in the blogosphere) of blogging for business and profit.

Darren is currently seven days into his "31 Days to Building a Better Blog" campaign. He and his extensive stable of readers are posting the best suggestions for the seasoned and novice alike on how to improve their blogs, and thus raise the whole community of bloggers. It is worth checking out if you wish to expand your knowledge about how to write a successful blog. Be prepared, it could take you a lot of time to read all this useful information!!!!

Here are my top five suggestions to more successful blogging:

1. Post regularly. I have discovered that I lose interest in blogs that have grown stale. If you are not posting four or five times a week, you run the risk that people may stop making regular visits to your blog. While it takes a commitment to find the time to write a post, anything successful takes dedication.

2. Link to like-minded sites, but not too many. My blogroll has currently has about 27 links. I think that having more than thirty makes the list too long, and will discourage people from exploring the links you have chosen. I have not made it a requirement to link to those sites that also link back to me, but most have returned the favor. (Check out the great blogs linked on my blog roll....you will find a lot of great information!!!)

3. Tell others about your blog. For the first few months I was stealth about The Business Development / Networking Blog. I was afraid of negative feedback from my friends and co-workers. I began the blog to help develop material for the regular column I write for Professional Marketing Magazine, and to help promote my new book. But now that I have some regular readers, my motivation has changed. I now write to help provide information about business topics that I am passionate about. I gladly tell people about the site, and welcome all feedback. (Please, feel free to tell others about my blog!!!)

4. Keep your posts short. I am not so good on this point. Most of my posts are probably around 1000 words. I think 500 words is probably a better length, as it allows those who read the blog to quickly scan your thoughts and ideas, without having to invest a too much time.

5. Add some personal color. A blog is not like reading Fast Company Magazine or Business Week. I have found that people who read blogs expect a glimpse at who the blogger is as a person. My Weekend Blog posts include stories about my dad, my wife (she is an amazing full-time mom, who also co-authored The Mad At Martha Cookbook), and my kids.....as well as other personal topics of interest. I have gotten a lot of positive feedback about these stories. (Monica Bay of American Lawyer Media is one of the best at this. She shares her passion for baseball - and many other things - along with her highly informational posts on the legal industry at The Common Scold Blog)

Best of luck to everyone who has made the commitment to writing a blog.

Have A Great Weekend.

CLICK HERE TO GO TO MY MOST CURRENT BLOG POST.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Weekend Blog 8 - Off To The Gym

The Weekend Blog is off-topic from business development, networking, PR, sales and marketing. It is my chance to write about other things in my world.

Battle of the Bulge

In November 2004 I noticed that I had gotten fat. Up until that point I had always been able to justify the few extra pounds that had begun to appear around my middle as part of getting older. I had always been tall and thin since high school (I was a bit of a fat kid in elementary and jr. high school), and could eat and drink anything I wanted with no consequences.

Somewhere around my thirtieth birthday my metabolism moved out and didn't leave a forwarding address. The creep of the expanding waistline was slow, and at 6'3" it was easy to put on 30 pounds before anyone started to notice (okay, my wife noticed, but she loves me anyway).

Once the 38" pants (ideally I would be a 34) started to get snug, I decided I would do something about it. I set the goal of losing 25 pounds by April 30, 2005. That would mean about a pound a week, which sounded reasonable. I began reading and researching about all the different methods of how to lose weight, and I must admit, there are is a lot of advice on this topic (low fat, low carb, grapefruit, cabbage soup, etc....).

In the end I took the counsel of my 90-year-old father. He has lived almost a century, through two World Wars, the great depression and all the other stuff I only read about in history class. At his age he is very fit; he lives alone, drives, bowls, golfs, goes dancing, and had four girlfriends....so I figure he must know some stuff.

My dad said that, in his opinion, people forget the two basic truths about fitness: "MOVE MORE, EAT LESS". My downfall is that I like to eat...A LOT. And have a wicked sweet-tooth on top of that. Bad combination. Couple that with my enjoyment of a cold beer (or three, four...five...)....AND my lack of exercise, and it is surprising I only had gained 30 pounds.

With that in mind, I began my new diet and fitness program the week before Thanksgiving (yes, I know, I was nuts to start at the holidays). I examined the things in my diet that were full of useless calories. The biggest culprit was Starbucks. I would have mocha or vanilla latte everyday, and often add on a scone. What I discovered what this was over 800 calories per day, just from Starbucks. (I gave up the pastry and switched to black coffee, which only has 10 calories). I quickly discovered if I made some wiser choices in my other meals (as I loved to eat the burger with fries....not the salad, etc...and I followed most meals with dessert) I could cut out over 1300 calories every day, while still eating enough food to not starve myself.

The other trick was to say good bye to beer. I found that if I drank red wine I could enjoy one or two glasses. With beer I could easily have three or four (I can't put the wine away like that!!!!). This helped in my consuming less calories and less alcohol, which slows my already tardy metabolism even more.

The final piece of my health triffecta was exercise. I already belonged to Gold's Gym, but only went on rare occasions. Plus, when I did get to the gym I just lifted a few weights, I did not do much on the cardio machines. My new routine had me at the gym four days a week. I had trouble at first, but worked up to running two miles on the treadmill and then doing another 25 minutes on the elliptical machine at each visit.

I hated the whole thing at first, but I did see progress. Once I began to see the weight come off, I began to get more dedicated. By April 5th, twenty-five days ahead of schedule, I reached my goal of 198 lbs. (now at 195 lbs.).

The bad news is that keeping the weight off takes as much effort as losing the pounds in the first place. I have come to the conclusion that this diet and exercise are going to a permanent part of my life, every day.....FOREVER. Kind of a bummer.

Oh well, it is Saturday, and I am off to the gym.

Have A Great Weekend.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

PS- (added August 9th).....After writing this post I reconnected with a business friend who has a sight about fitness for busy professionals. It is a good read if you want to undertake a fitness plan in your lifestyle. www.rainmakerfitness.blogspot.com

Audio Blog - Marketing Strategy

Is your company's marketing strategy proactive or reactive? Are you just following the lead of your competition or are you leading the way in your industry?

My latest "Audio Blog" addresses this topic. Please click on the arrow below or double click the MP3 File link. (Length: 1 minute 53 seconds)





MP3 File

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Competitors As Friends

Very often people despise their competitors. They say bad things about them and find ways to make prospects uneasy about doing business with the other firm . They wish evil to fall upon the lives of those with whom they compete. I knew one guy who would arrive early at networking events and tear up his competitor's nametags and at trade shows he would steal brochures when booths were left unattended. YIKES. If you are spending that much time thinking about your competition, maybe you need to refocus and spend more time promoting your own company. (AKA, get a life!!!)

When you and your competitors are hard working and ethical, with good products and services, having positive relations with them will lead to you being able to create an "eco-system" inside your field of expertise. All industries have some bad apples, but when the good businesses band together, you can push aside those that lack proper character.

I have found that knowing the individuals who work at competitive firms is a good thing. It is always advantageous to have a "face with the name", and most of the time these are very cool people who can become your friends. Just because you compete for business does not mean they can't join you for a beer after hours.

Having friends in your industry is also good when you go to look for a new job. I know one guy who is highly respected in his industry and has twice been recruited to higher paying jobs by people he has gotten to know at competitive companies.

Likewise, if you need to recruit good talent to your company, you will already know who are the best of breed.

And don't forget, competition can sometimes give you business!!! What? It is true. Very often one company who competes in one product line will partner with the competition in another area where the two can be mutually beneficial. By not having good relationships with those in other firms, you might just be leaving money on the table (I hate to leave money on the table).

I even know a married couple who used to sell semiconductor equipment for rival companies. The man had always heard from his clients that his competitor was a "knock out" and that she was going to take all his business (good product and she was hot....that was hard for him to beat). When he met her, she took his heart. I am convinced he married her to stop her from selling against him!!!

Finally, I know that George W. Bush and John Kerry were never seen fishing together at a secluded lake near Crawford, Texas during the 2004 presidential campaign (Karl Rove would never had allowed that to happen).... but maybe if they had been friendly competitors more Americans would not hate the political process!!! Ronald Reagan and Tip O'Neill used to knock back a cold one from time to time after the business on Capital Hill had adjourned for the day.

Spend your time making people your friends rather than tearing up their nametags. You will be more successful and have much better karma!!!

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Weekend Blog 7 - A Different World

The Weekend Blog is off the topics of marketing, business development, networking, PR and sales.

A Different World


In 1900 Thomas Hill was 16 years old. Both his parents had died and he found himself responsible for his four younger brothes and sisters; ages twelve, ten, six and four. He sent a letter to his older brother who had left Ireland two years earlier. His brother replied, instructing young Tom to sell the family farm and bring the children to Chicago.

Within a month, Tom and his younger siblings left Castle Bar, in County Mayo, and crossed the Atalantic Ocean to begin a new life in America. A new life that included helping raise his siblings, getting married, and having ten children and twenty-six grandchildren.

Tom Hill was my grandfather. I am the youngest of his 26 grandchildren.

Think for a minute about being sixteen years old and having to take on that level of responsiblity. Although he passed away when I was seven months old (he lived to see all of his children and all of his children's children) I often think about the life that my grandfather lead..... And how in today's world we often feel so burdened by the "stress" in our lives. Is life in 2005 really that hard when you look at it through the eyes of those who lived 100 years ago? Are the pressures of our jobs actually that difficult?

Just something to think about.

Have A Great Weekend.

Thom Singer
www.thomsinger.com

Own Your Marketplace

Is your company the market leader? When customers, prospects and others think of your industry, is your brand first to mind?

Everyone has competitors. Some industries have dozens...maybe hundreds!!! But there is only room for two or three companies to dominate a space. In fact, only one can really "own" the space with two others renting some of the mind-share.

Let's think about some big national brands (but this is true for local products and services in any given community):

Book Stores: Barnes and Noble. To a lesser extent, Borders. Did you think of any others? (No, Amazon own the "On-line Bookstore" space).

Microprocessors: Intel. Then you think of AMD.

Personal Computers: Dell. Then Apple or Hewlett Packard (Compaq).

Coffee Shops: Starbucks. A few of you might have some 2nd choices depending on geography.

Business Newspapers: The Wall Street Journal.

So if you are not the dominate player in your arena, does someone own the space? Until someone controls 20% of the market share, then the space is still wide open. Once a company is seen as the "gorilla", it is difficult to unseat them. Perception is very sticky in people's heads.

In addition, once someone owns the top position, the competition will often concede the leadership role. While still continuing to do good work, the smaller company will not challenge the main brand's ownership of the industry.

How about your company? Where are you positioned? Is there a chance for you to become the leader? What are you doing today to help you achieve that role?

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Building A Network Takes Time

On his "Business Networking In Austin Blog", Scott Ingram (who runs the website: Network In Austin, which is full of great information and the best local calendar of events I have seen in years) addresses the question about how much time one should devote to networking.

This is an important question, and one that I hear often. We are all busy. Our jobs are demanding more time than just "9 to 5". Then there are family obligations, religious/church commitments (spiritual renewal), social events, catching up on reading the paper (books, magazines, etc....), fitting in a work-out, watching UT Football, etc... Not to mention having some personal time to relax. So how in the world are we supposed to take this "networking stuff" seriously and carve out more time to meet new people and then cultivate those relationships so they become powerful business connections?

There is no easy answer. You cannot ignore having a network of business contacts if you really want your career to succeed. There are few examples of people who have "made it" on their own, and we all have heard the expression "its not what you know, its who you know". At the same time, you cannot ignore your job, family, physical condition or spirituality either, as you will pay the price for that neglect as well.

The only solution is to make the commit to doing all these important things regularly and then managing your time. (sorry, I wish there was a magic pill for this one....then I could sell that pill with my book on networking).

Scott's blog post has some good advise. One thing I would add is that you need to have support on the home front. My wife and kids would prefer that I was home by 6 PM every night. Since many excellent networking opportunities take place at happy hour or over dinner, it would be difficult for me participate in the local business community if my wife was not supportive. We have an understanding that one or two nights a week I will not be home for dinner.

I recently had a discussion with a person who desperately wanted to build a network, but said his wife (who was hounding him to grow his business) would "kill him" if he was not home for dinner. Can he build a network without going to evening event....YES !!!! But it will take even more effort from other parts of his day.

Like everything worthwhile in life, building a network takes commitment and sacrifice.

Have A Great Day.

Thom Singer
www.thomsinger.com
thom@thomsinger.com

Value vs. Cost

Pricing. What a topic.

The amount to charge for your product or service is something that keeps seasoned executives awake at night. Price too low, you leave money (profit) behind. Price too high and you may not get any customers to buy. Settle in the middle and you are just an "average" supplier. If your industry becomes viewed as a commodity, then pricing is even more important. Margins become low and nobody wins.

When I worked inside a prestigious law firm, some attorneys were very focused on their hourly billing rates. They were always complaining that the firm had them priced too high for their clientele. However, I could always find example of lawyers in other firms (who had the same practice area) who were charging even higher rates, and still getting new clients. It was not about the money.

There is more to winning the business than price. It is how you position yourself in the marketplace. If you believe that your product is no better than the competition, then price will be your only tool for differentiation. However if you know in your heart that what you have to offer is light years ahead of anything else, then price is not the issue (to you or your clients). You need to have wild passion that is seen by client and prospect. This excitement will help create the perception that you bring more value.

If the client believes that you bring more value, he will happily pay more.

There is a great story in Harry Beckwith's classic book,"Selling the Invisible", that speaks directly to how you have to view yourself in regards to your pricing:

A man was suffering a persistent problem with his house. The floor
squeaked. No matter what he tried, nothing worked. Finally, he called
a carpenter who friends said was a true craftsman.

The craftsman walked into the room and heard the squeak. He set down
his toolbox, pulled out a hammer and nail, and pounded the nail into the floor
with three blows.

The squeak was gone forever. The carpenter pulled out an invoice
slip, on which he wrote the total of $45. Above the total were two line
items:
Hammering, $2
Knowing where to hammer, $43

If this story does not sum up the value of your knowledge, you may never understand.

Have A Great Day.

Thom Singer
www.thomsinger.com

One, Two, Three

There are many things you need to do if you want to make, keep and grow your business relationships, but the most important tasks that lead to success are all in the follow up.

Just because you met someone and exchanged business cards does not make them part of your network. In fact, it is this misconception of "instant friendship" that soils the whole concept of networking. It takes time and an ongoing effort to cultivate real connections.

My friend, Bruce Allen, had some interesting advise on his blog recently under the title: "Developing Face-to-Face Networking Skills :: Idea #7". (His other six ideas are good, too!!)

His advise is to select only three business cards from people you meet at any event and follow up with them in three different manners. Person one gets an email, person two a handwritten note, and person three gets a phone call. While I always prefer the idea of sending a handwritten note (because it takes the most effort and will stand out more than an email or phone call), Bruce's idea is great because it makes the process less monotonous, and thus you are more likely to do the follow up. Sending three handwritten notes is a chore, but one email, one note and one call will be perceived easier and more fun (nobody likes to do the same task over and over).

The other reason this idea is intriguing is because you can track your methods of follow up, eventually discovering a pattern of what is working best. If you end up having more follow up meetings (and building closer relationships) with those who get a call vs. those who receive an email, you will soon learn to use the phone as your preferred method of making contact with new people.

However you decide to follow up, just do it. Without follow up, you will not develop a real network.

Have A Great Day.

Thom Singer
www.thomsinger.com

Weekend (Audio) Blog 6 - Kate Sings

The Weekend Blog is off the main topics of marketing, biz dev, sales, PR and networking.....and will often be about anything under the sun. Like today.....

Kate Sings

This is just a cute clip of my three year old singing "The Turtle Song". Move over Madonna!!! She is a bit of ham, could you tell from the picture?

Click on the arrow to play the audio blog. If that does not work, double click on the MP3 link.





MP3 File

Have A Great Weekend

Thom Singer
www.thomsinger.com

Author, Author....

Seth Godin, one of the true gurus of marketing, has a post on his blog this week with advice for wanna-be authors, which is appropriately titled "Advice for Authors". Now here is a guy who knows a thing or two about writing books, as he has written several very good ones (If you have not read "Purple Cow", you should).

Since I am anxiously awaiting the release of my first book, "Some Assembly Required: How to Make, Keep and Grow Your Business Relationships", I read his article with great interest.

I recently heard that 85% of all Americans would like to write a book in their lifetime. If this statistic is true, then I assume that you would also like to write a book. It does take some effort, but my experience has been a positive one. However, you do need to know in advance that it is not always an easy process.

Seth's points were as follows (I will paraphrase):

1. Authors do not make a lot of money from their books.

2. It takes a long time to release a book.

3. Publishers will not promote your book, you must do it yourself.

4. For your ideas to spread, readers must actually read your book.

5. You may want to self-publish. Publishers want a big return, and will not be interested in you until you already have made a name for yourself, at which point you may not need them.

He is right. But then again, he is a "guru". Like anything in your life, if you want to make it happen... you have to be the one to make it happen!!!

Have A Great Day.

Thom Singer
www.thomsinger.com