The ABC's of Networking: XYZ are the End

THE END!

What?

There is no end to networking. Once you meet people you need to cultivate and maintain the relationships.

You also need to keep meeting new business professionals.

So there is no "End". At this point go back and review "A" and all the other letters. Repeat.

Have A Great Day.

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

The ABC's of Networking: W is for Wisdom

"One cannot have wisdom without living life" - Dorothy McCall

"It is a characteristic of wisdom not to do desperate things" - Henry David Thoreau

"Wisdom is the principal thing; therefore get wisdom: and with all thy getting get understanding." - Proverbs 4:7

Wisdom is more than knowledge.....wisdom is to objectively understand what you have learned and act accordingly. Entire books have been written on the subject of "wisdom", but in my opinion it comes down to good judgment and common sense.

When we are young many of us allow our enthusiasm to take control and our passions to be the lead. Most look back at youthful indiscretions where they acted or spoke in the heat of the moment and know they would respond differently in the present. While their position might have been correct, they ruined a relationship, friendship or their reputation because of their impetuous actions.

One of my favorite sayings is "Youth is wasted on the young". While I look back on the endless energy that filled my life, much of it was misdirected or totally unfocused. While I would love to have that chutzpa I had at 22.....and if I did I would be able to move mountains, I would not be where I am today without the trials and tribulations (and bad choices) that I encountered along my path. It has been all those experiences that have lead to understand of wisdom as something that is gained with maturity (limited as my own might be!).

Look closely at the three quotes that lead off this post. Think about how you have been changed by your experiences. Are you more seasoned today than you were a few years ago? I think most people would say "yes".

I suggest that you embrace wisdom, both your own and that of others in your network. The experiences of others can be as valuable to your own education as that of your own. That is why you should seek out and find a mentor who has lived the life you desire. While finding someone to be your mentor is not always easy, when you have a trusted advisor, your path to success can be much easier.

But not everyone becomes "wise" as the years go past. You need to learn to recognize those who have learned from their experiences (the good and the bad). Many allow their ego to cloud their judgments and never get past themselves. I think those who have real wisdom naturally give back to others in their community (see the quote from Proverbs!), and so should you.

It is not enough to have just existed. To be successful you must understand why!!!

Have A Great Day.

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

The ABC's of Networking: V is for Vision

Who do you want as part of your professional business network, and how do you expect your network to be of assistance? Those who are successful in their networking efforts do not just expect to meet people and then await results. Successful people are visionary (in all aspects of their lives).

Take a long look at who you currently network with and examine if the people you know are in the industries you desire to do more business with. See if the individuals have the status and the commitment to be a mutually beneficial resource. While knowing a lot of cool people is nice, it is more important that you recognize if you know the right type of business people. Some will not have the cache to open doors for you, but worse.....others will not choose to do so (or simply not have the skills needed to be a networker). If you have holes in your network, you need to identify them and then make a plan to add people to your circle of influence who have the connections you need.

By having vision I mean that you look to your future and identify where you want to be with your network (and your career). Once you see in your mind what success looks like, you need to clarify what you need to do to make you vision into reality. Anyone can visualize a desire, but it is the commitment to taking action that puts you on the path to success. But the first step is seeing it in your head.

If you were boarding a plane that was flying from Los Angeles to Honolulu, you would want the pilot to in his mind where he is going and to visualize what constitutes success (a successful landing at the Hawaiian Airport!!!). If not, he would just be taking off and flying west. If you look at a map, there is a lot of "blue" out to the west of California. To just hope that the plane would land on the runway is a big gamble and would ensure a watery end. The same is true for anything you want to achieve in your career.

Know what success looks like (Steven Covey says "Begin with the End in Mind!!!") and see it clearly in your mind. Have a vision of what you want and how to get there. Know who can help you along the way. Then go do it.

Have A Great Day.

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

The ABC's of Networking: U is for Urgency

The best time to build your network is now!!! Do not procrastinate on building business relationships, as you never know when you will need the assistance of others to boost your career.

As you focus your attention on building a network of professional contacts, you will have the opportunity to meet many fascinating people. However, meeting someone does not automatically establish a strong mutually beneficial relationship......it just means you know them. It is important that you plan for follow up with those that you meet, and that you do so in a timely manner. Timing is urgent.

Creating a real network is not done at networking events. These events are just a tool to put interesting business professionals in the same room. The real connections are made in the follow up. To establish a network involves multiple points of contact between you and others.

Too often we meet others and do nothing to initiate the next step until it is too late. Have you ever run across the business card of someone you met months ago and thought..."Dang, I never followed up with them"?. It happens all the time. People wait to make contact and then the opportunity is gone.

Follow up must be done promptly. There is a real urgency for you to strategize on just how you will make contact with new contacts. An email, handwritten note, or a phone call cannot wait for more than three days, or you will be a distant memory in their mind.

I prefer sending a handwritten note, and I make the time to do them every Wednesday and Friday. I mail notes to anyone that I have met in the previous few days with whom I would like to get to know better. I do this not just to people I meet networking, but also any prospective client that I might have called on for the first time. Very few people send handwritten notes, so the effort is noticed. But if you do not make it a priority to send them within 24-48 hours, then they you will most likely never do them at all.

Treat all aspects of networking with urgency.

Have A Great Day.

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

The ABC's of Networking: T is for Tenacity

If you want to succeed in business you can never quit. There are countless examples of successful people who routinely faced major obstacles along their path to greatness. They did not roll over and play dead. They did not quit. Successful people are tenacious.

I once heard it said that the average sales person gives up on a prospect after five unanswered calls, but that the average business person does not call back until they receive seven phone calls from a potential vendor. That means that the tenacious sales person will get more appointments (and sales) than the average sales professional.

Business networking can be very complicated. Many people think networking is just going to "after-hours" events, drinking some beers and waiting for the referrals to role in. This is why so many people give up on networking. When they do not see immediate results they trash the whole concept.

To see real results with your networking means that you have to be tenacious. Many people you meet can be great connections for you, however it takes a long time to build meaningful relationships. Stick with it. You cannot reach the top by quitting half way up the mountain!

Visualize your goal and then go for it. Do not let anyone or anything stand in your way. Avoid the nay-sayers. Be tenacious. Grasp victory!!!

Have A Great Day.

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

The ABC's of Networking: S is for Sincerity

When building a network of professional contacts that will assist you in growing your career, you must have the right motivation. You should genuinely look to connect with others in your business community whom you can create mutually beneficial relationships.

If your motive is just to find people who will send you referrals, and you do not plan on putting in the work to help others (notice that in the middle of the word "networking" is the word work!!), you wont be successful. Over time others will discover that you are a taker.

You must sincerely want to be a resource for others if you want to assemble a useful network. Those who are selfish with their intentions should stay home.

*If you meet someone who is influencial, but you do not really like them....do
not invest the time to build a relationship with them. That is not sincere. It
is manipulating them into a friendship for your own gain.

*If someone in your network is helping you, look for ways to be return the favor. If you do not clearly see a way to benefit them...ASK them what you can do to be of assistance to their career. But you have to sincerely mean it...and then take action.

*Never be phony in your interactions with others (but you still have to be
polite!!!). Do not kiss up to people to garner their friendship. Be yourself,
and look for ways to be relevant to others.

Nothing proves your sincerity more than longevity. Many people will come and go in the business world. Those who last two, three, ten years on top will have their secrets exposed, that is why you should always be sincere....as anything less will eventually be known to all.

Have A Great Day.

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

The ABC's of Networking: R is for Respect

The fact that you need to treat others respectfully should go without saying.

However, how do you think about people? What traits do you focus on? What is it that occupies your mind about the individuals in your professional network?

Too often we spend our time thinking about people's faults. It makes us feel better to ponder areas where they fail. If all you see is someone's shortcomings, how can you really admire them? Without admiration, can you show them respect?

Each morning when I look at my calendar I review the list of people whom I will encounter during my day. These people include co-workers, clients, prospects, referral sources and family members (mainly my wife and children). I then think of two things I admire about each person. By spending the time to look for positive traits, it makes all of my interactions with others much more enjoyable.

Yes, sometimes you have to deal with difficult people (and some you do not even like), but my father told me that you can always find something good in everyone. The older I get, the smarter my dad appears. He is right. You can always find something that you respect in the people you encounter in your business and personal lives.

When your mind is in tune with the postive traits in others, your conversations will be more pleasant. You do not even need to tell them about what you admire, your respect just shines through.

Think about your boss....what two things makes him amazing?

Think about your biggest client....what is it that makes her successful?

Think about anyone you met at a networking event last week...what made her stand out from the crowd?

Think about your husband or wife...what two things make you proud of them?

How about your children....why are they special?

When you focus on why you respect another, it keeps your dialogue more positive. Do not fall into the easy trap of finding another's weakness. That leads to disdain, gossip and superficial relationships. To build strong and true relationships you need to have respect.

Be in tune with what makes people special. Then treat them as the spectacular person that they are.

Have A Great Day.

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

The ABC's of Networking: Q is for Questions

Asking questions of other people is an important part of networking and business development. We all like to hear ourselves talk, but knowing what your clients and prospects want to hear is even more important. I am fond of the expression "you have two ears and one mouth - use them accordingly".

While listening twice as much as you talk is easy in theory, it is hard to execute. Especially if you are in sales. It is a natural tendency to want to share the benefits of your products or services with anyone who will listen. I know! I love to tell stories. But I have found when I ask others about their desires, I gain valuable information that helps me better serve them in the future.

By finding ways to solve problems, you will become a resource. And a resource always wins over some random sales guy!

Here are eight questions that are good to ask of everyone you meet in the business world:

*What is your biggest challenge this year?

*Who is your ideal client or prospect?

*What could happen that would make this month incredibly successful?

*What are your goals this year?

*Where would you like to see your career/business in five years?

*In a perfect world what would your (insert your industry: banker, lawyer, accountant, etc...) be doing for you?

*Who in your business community would you most like to meet?

*What can I do to assist you?

The answers to these questions will allow you to discover ways to add value to anyone you meet. Once you know what others need, look for ways to solve their problems. Once you do this, you will become more valuable to those in your network.

If you do not ask others what they need, you will never know how to give it to them.

Have A Great Day.

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

The ABC's of Networking: P is for Persistence

"Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent. The slogan "Press on" has solved and always will solve the problems of the human race" --- Calvin Coolidge.

I am often amazed how easily people quit trying to accomplish their business goals. They start the year with conviction that this time they will work harder, start a business, expand their network, write articles for their industry trade journal, etc... However by mid-year they are suck in the routine of mediocrity and they have stopped thinking about achieving greatness.

Then there are those people who keep trying, no matter what obsticles appear in their path. When they finally achieve their desires, they set out to create new goals and they keep moving ahead. Other people often see these people as "lucky", but luck has nothing to do with it. It is their attitude of never stopping that leads them to the top.

When I began to write my book I thought it would take about six months. Instead it took eighteen months. However my editor, Leslie Morris, and I kept moving the project forward. There were times when we were busy with other things in our lives, but we never quit. Sure there were missed deadlines (and some slacking off on my part!), but we were committed to completing the project. We were not "lucky" to have had the time to write a book,....we were persistent.

I love watching "extreme sports" on television. These skaters, skiers, skydivers, bikers, mountain climbers and the rest are amazingly talented. However, they were not born with these skills. It took years of practice to learn how to do the death-defying moves. It took guts..... I mean real crazy bravery. They did not give up along the way. The same is true for those who are the peak performers in the business world.

I have accomplished some great things in my life, and I have failed to achieve other goals. The difference is always persistence.

Have A Great Day.

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

The ABC's of Networking: O is for Others

When you are building a network of professional contacts that can and will refer you business, you must remember the golden rule:

"Do unto others as you would have them do to you!"
And then do more for them.

Quite often people think that when they are networking and meet others, that these people will immediately start sending them referrals. They return to the office and wait for the phone to ring. When nobody calls, they complain that the people they meet do not understand networking.

Meanwhile, they do nothing to help the other people.

While we are all hoping that our networking efforts will lead to increased business opportunities, you have to remember that other people want the same thing. By actively looking for ways to serve others, you will be more successful.

Does that mean that everyone you help will instantly find ways to send you business? NO. Some may not have the ability or connections that will benefit you (but you should be happy to have helped them anyway). Others are selfish and never help others. But most people will be grateful and find ways to reciprocate.

I always try to find out who others want to meet in the local business community. If I know the other person (and feel like it is a reasonable connection) I will follow up with an email introducing the two people. While I get nothing directly from their interaction, by making the effort to help others in my network I know that I will eventually see others do the same thing for me.

Author Steve Harper describes this in his book The Ripple Effect. Harper says that if you toss a rock into a pond, the ripples will go out and affect the whole body of water. At some point the ripples will hit the sides and return to the center. The same is true in life.

Discover ways to help others and you will find the success you seek.

Have A Great Day.

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

The ABC's of Networking: N is for Name Recognition

I know a lawyer who told me that his firm was "the best kept secret in the legal industry!". He was proud of the fact that most people in his city did not know his name or that of his firm. He thought that by marketing and advertising he would "cheapen" his professional standing. The reality is that he was leaving money on the table.

There is nothing wrong with "blowing your own horn", in fact, if you don't do it....NOBODY will. I do not mean that you should be braggadocious, but you have to take responsibility for letting others know who you are and what you do. People do business with people they know and like. If they do not know you, they will take their dollars to your competition.

By having name recognition in your business community means that others will help you reach your goals. They can become your best assets by singing your praises to others, in effect becoming your virtual sales team.

There are many ways to achieve name recognition, but a combination of the following can be very effective: write articles, give speeches, volunteer your time for charity, author a book, be interviewed by the press, advertising, networking, attending industry trade shows, and creating a newsletter or blog.

Name recognition does not happen by accident. It takes effort. And once you achieve a level of fame, there will be those who talk negatively about you. But if you have good character and treat people fairly, the naysayers will be few and far between (some people are always negative, you cannot avoid professional critics!!!).

Opportunities always find their way to those who are known. There are always people who others say "WOW, Mark is so lucky to have gotten that job" or "Sally is an overnight success!".... It is not luck or overnight..... it is that these people have built a solid reputation.

How about you? Are you a known quality brand in your business or are you "the best kept secret"??? Can others benefit you and your business? If yes, then you owe it to them to let them know you exist.

It takes years to create the type of name recognition that leads to better opportunities. Starting today will get you there much faster than waiting until 2009 to begin.

Have A Great Day.

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

The ABC's of Networking: M is for MEGA

I do not know who said it first, but if you want to succeed (with networking or ANYTHING else in your life) you need to:

Go Big, or Go Home!!!

Too many people try to achieve success without having a BHAG (Big, Hairy, Audacious Goal). Do you think that Microsoft began because Bill Gates vision was for a little software company? Did Michael Dell revolutionize the computer industry with small goals? Did Google succeed by just wanting to be another search engine?

NO. All of these companies achieved greatness because they sought industry domination.

Do not just host events, host AMAZING events. Don't just treat people well, treat them like GOLD. It is not just about delivering average products and services, deliver the BEST products and services. And don't just set goals, set MEGA goals.

Mega success is a product of mega goals.

While searching (on Google) with my computer (manufactured by Dell, using Microsoft software) to find who coined the phrase "Go Big or Go Home" (FYI, I did not find the the answer), I did discover a book by the same title by Wil Schroter . He had some great points about mega thinking"

Vision - Think BIG, the way companies like Google, PayPal and Skype do

Growth - Learn how to compress time to grow faster than your competition

Marketing - Position your company as Number One right from Day One

Capital - Forget raising capital, learn how to create capital and leverage what you have today

Management - Leverage your smaller size to run circles around your larger competitors

Great advice for anyone who is looking for success. Even if you do not reach your target, buy setting mega-huge-giant goals you are more likely to outpace your competition. Being average gets you nowhere.

THINK BIG!!!

Have A Great Day.

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

The ABC's of Networking: L is for Leading Edge

According to the American Heritage Dictionary, Leading Edge is defined as:

1. The edge of a sail that faces the wind. 2. The front edge of an airplane propeller blade or wing. 3.a. the foremost position of a trend or movement. b. Someone or something occupying such a position.
Are you the leading edge in your company, industry or business community? Do you look for ways to stand out from your competition? Or do you just follow the leader?

If you want to build a strong reputation in your field you need to be a pioneer. Just being like everyone else in your industry is mediocre, and the mediocre rarely finish on top. You must look for ways to stand out from the crowd and deliver increased value to all that you encounter.

*Within your company you need to be a thought-leader and the "go to" person on a variety of topics.

*With your clients you need to be seen as highly capable and dedicated to being a partner in their success.

*With your network you need to be seen as a person who gladly helps others and looks for ways to make connections.

Be out front and others will follow. Or allow your competition be the leading edge. Your choice.

Have A Great Day.

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

The ABC's of Networking: K is for Knowledge

Knowledge is power. Yes, it is cliche, but it is also true.

If you want to be relevant in your business community and industry, you need to have knowledge. You must be viewed as the "Go To" person on a variety of topics. Yes, doing a good job in your chosen field is important, but only mastering one topic will get you passed over many times.

You need a broad range of interests. You should read newspapers (including the entertainment and sports pages), magazines, trade journals, blogs, websites, and books on a variety of topics.

But wait, you are thinking "It takes a lot of time to read that much". YES, it does. I never said any of this came easy!

Achievement does not happen by accident. You have to prepare for success. And one of the elements in that preparation is knowledge. Time is limited, but once you acquire information it is yours forever. Investing your time in learning new things will always be of benefit.

I once heard it said that "Leaders are Readers". I find that the successful executives I know read and study multiple subjects. They have a natural curiosity about the world and can converse with people from any race, religion, political affiliation, industry, etc....

What have you read today? (Hey, you read
this blog....and "Thank You" for that!!!).

How many books do you read every year?

Can you list the periodicals which you
subscribe?

When was the last time you took a class at
your local university or attended a seminar?

Examine your answers to these questions, then decide if you devote enough time to gaining knowledge.

If you are not doing enough to learn something new everyday, do something about it!!!

Have A Great Day.

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

The ABC's of Networking: J is for the Journey

We often forget that our career is not just about getting to some ending point. Too often I find myself looking forward at achievements I want to have in the future, and I forget to enjoy the tasks at hand.

After a speech I gave recently someone came up and followed up about a specific comment that I had made during the presentation. I had said that "those who develop the best networks (those who actually get referrals and other huge business opportunities) spent years...often more than ten years, cultivating the relationships that made up their network of professional contacts." The man said "But I am fifty-years-old. I have never worried about networking, but am now learning it is helpful to have strong business contacts. If what you say is true, then I will be sixty before I see the benefits?". I told him that in ten years he will be sixty either whether he builds a network or not!!!

While it might take ten years to grow a huge network, along the way he will make many valuable connections. He should not be focusing on the destination, but rather on the journey.

Have A Great Day.

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

The ABC's of Networking: I is for Intensity

"Ultimately, it is your career, and you must take charge of it. Create value, capitalize on opportunity, and always let the world know how great you are!" says new author David Lorenzo (you should read his blog too!!!).

His new book, Career Intensity: Business Strategy for Workplace Warriors and Entrepreneurs, will be released in May 2006. I had the opportunity to read an advanced copy, and it is 216 pages of fantastic advice for anyone who wants to take their career to the next level. It was perfectly timed for the "I" post in this ABC series.

This is not a job hunters guide (the title led me to believe it was for those looking for a new career), but rather a manual for those whose toes are already on the ladder.... and are trying to grasp the success secrets that will take them to the top.

The Intensity Lorenzo wants us all to embrace is that spark that we see in peak performers:

The hallmark of successful entrepreneurs and top executives is the drive for continuous individual improvement known as Career Intensity. This is not a genetic trait; it is a focused strategy. This book is a competitive advantage for today's individual economy.

Regardless of your goals, success does not happen by accident. You need to intensely focus on the little things everyday to reach your goals. To do anything less will leave you unfulfilled.

Do you know in your heart that you can be one of the great ones in your industry....but are still wading in the shallow end? Do something about it: Take charge. Focus. Plan. Network. Create value. Engage your intensity.

Have A Great Day.

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

The ABC's of Networking: H is for Help

If you want other people to assist you in your career, you first must find ways to help them. Very often people will make a commitment to "networking", and after a few months they will sour on the whole process. When asked why networking is not working, they will reply with; "the people I have met do not refer business".

If you think that meeting business professionals and handing them your business card will make them run back to their desk, dive into their database, and spend hours telling the world about you and your company....you are not just wrong....you are having delusions.

To really inspire others to become a referral source, you need to find ways to help them with their business first (I know, you are saying "that's NOT FAIR, why don't they help ME first?). Most people will want to return favors to those who helped them (not everyone, there are a lot of pure "takers" out there, but they are rare).

I suggest you take one hour every week where you go through your contacts and look to see how you can be of value to others. Review the names of people in your network of professional contacts and think of whom you can introduce them to, or other ways that you can help them.

1. Do you know a local reporter for your Business Journal (or other publication) whom you can have lunch? While at lunch share with them positive and colorful stories about key business people. This is a double win, business reporters love to meet interesting people in the community (one never knows what stories they will be assigned in the future), and it helps those in your network, as maybe the reporter will want to feature their business in a story!

2. If you are going to be attending an interesting business event, forward the information to others who would benefit from attending. Or better yet...invite them to come to the event as your guest.

3. Plan a breakfast or happy hour at a local gathering place and invite the key members of your network (the ones who are the most helpful) . My friend Scott has put together a group called the "Get It Group" (those who "get" how networking really works) which meets once a week. While I had never met any of these other people before, they are some of the most outstanding people I have ever met. Although the group is new, everyone looks for ways to help each other achieve their goals. And everyone appreciates Scott's efforts in arranging the meeting.

If you look for ways to help others you will see results. Plus, it just feels good to be of assistance to someone else.

Have A Great Day.

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

The ABC's of Networking: G is for Game Plan

I have found that too many business professionals execute on their networking, marketing, business development, PR, and branding without having a game plan. While there is always a time for "ready, fire, aim"...that is not the best manner in which to regularly operate (just ask Dick Cheney!!)

If you want to achieve results, you have to know what success looks like. You cannot measure the outcome if you do not know in advance what you are trying to accomplish. This requires taking the time to create a plan and then reverse engineer the steps involved in getting you there.

I had the good fortune of meeting the CEO of the country's leading "Experiential Marketing" firms. (If you do not know the term "experiential marketing", you will soon!!!). Tim Hayden of GamePlan Marketing understands the importance of knowing what success looks like for his clients. As the name of his firm suggests, it is all about knowing in advance what actions a company or individual needs to take to get noticed over all the "noise" in the marketplace.

From their website:

GamePlan Marketing & Events is an experiential marketing agency that
creates and executes strategies where brands achieve positive, measurable
results through integrated marketing practices and events. Respecting the unique
challenges set before each of our clients, we build winning campaigns and events
that generate demand, gain exposure and create awareness.

Tim and his team will not work with clients who do not clearly know what they are trying to accomplish. While many companies create events, parties and other "over the top" experiences, most do not understand who they are trying to reach, whom are their clients and prospects, and what constitutes successful marketing. This can leave them with big expenses and little tangible results.

Does your company know how to define success? Do you? Do you have a game plan to lead you toward a dominant position in your industry?

If not, then remember: G is for Game Plan. Get one!

Have A Great Day.

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

The ABC's of Networking: F is for Follow-Up

When you meet someone at a business event and exchange business cards, they are NOT automatically part of your network. Many people confuse knowing someone with actually being in each other's network.

In order to really build a business relationship you need to have a series of interactions with people. You need to understand their business and who would be their ideal clients. They need to know the same thing about you.

Too often people meet a new business contact and add them to the database, but do not think about the next steps.

Networking is all in the follow up.

If you happen to have a conversation with someone at a business event, the best thing to do is to follow up a few days later with an email, phone call or handwritten note. This simple gesture is a way to remind the other person of you, and allows you to instigate the next step of having lunch or inviting them to attend another business event.

Keep in mind that to really add someone to your "network of professional contacts" you need to have seven to ten times where you personally interact. Less than that and they are just a person you slightly know. By proactively following up, you will move them into your network at a faster pace.

If you just wait for the other person to follow up with you, you may wait for a long time.

Have A Great Day.

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

The ABC's of Networking: E is for Evangelist

In his wonderful book, The Human Fabric, author Bijoy Goswami tells us that there are three personalities in the world: "Mavens", "Relaters" and "Evangelists". Then he cuts to the chase and tells us the "evangelists make things happen"!!! He is right.

When we talk about networking, we usually think about relaters (those who are experts in relationships), but relationships alone will not produce results. Successful networking requires people to take action. You have to know what you want, how to get there, and be able to get others excited about your cause.

Evangelists are not shy, they will tell anyone who will listen (and a few who wont) about what is important to them. They have the ability to persuade those around them to be believers. We want to follow them....we want to help evangelists succeed.

Goswami tells us that evangelists have changed the world by believing deeply in a cause bigger than themselves. His examples include: Saint Paul, Ronald Reagan, Steve Jobs, Martin Luther King, Michael Dell and General George Patton. If you want to make your world a better place, you must never slow down, never accept defeat and never stop believing.

If you are serious about building a network of professional contacts that can and will refer business, you cannot be shy. Carry your banner high, and keep working toward success.

Have A Great Day.

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

The ABC's of Networking: D is for Determination

To create a strong network of professional contacts that can and will refer real business, you must have determination. To build true connections takes time and effort. If you think that a networking just happens, you will be instore lack luster results.

The commitment to making, growing and keeping business relationships takes dedication. It is not something that you can only do on those "slow days". Networking is not for part-time.

I recently met a woman who was impressed that I had developed a strong network. She questioned why I still attended networking events after ten years of building contacts. When I told her that I had not even begun to scratch the surface of building a successful network of professional connections, she was shocked. She thought that once you had built a "brand" you could slow down and stop with basic networking activities.

Nope, you never get to stop. Out of sight is out of mind. Networking is never ending. I have seen many people get burned out and fade away. To win you have to keep going.

You have to focus to build a network. Be determined and stay determined.

Have A Great Day.

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

The ABC's of Networking: C is for Creativity

Best-selling author Tom Peters said it best; "You are either distinct or you are extinct!"

If you want to stand out from your competition you have to be creative. Too many people think that if they just do a good job they will be rewarded. These days doing a good job is just the price of entry.

To be distinct you need to look at what others in your industry are doing, and then do something DIFFERENT.

Many years ago there was a regional law firm who garnered national attention with their successful print advertising campaign featuring the managing partner's bull dog. It was so good that everyone inside and outside the legal industry knew about this firm and their not so cuddly mascot.

The response of their competition? Dozens of law firms immediately began having pets in their media. One firm announced they wanted to do something different with their ads. They wanted to feature the managing partners cat!!!

Do not just do what everyone else does. Look for new ways to entertain your clients in a manner they will always remember. One successful sales person who routinely brings clients to Broadway Shows always mails the tickets to the client with a copy of the musical CD. Lot's of sales people send tickets....how many add in the gift of music? Who will be remembered?

Punch your way out of the box and find ways to be creative.

Have A Great Day.

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

The ABC's of Networking: B is for Brand

Coca-Cola has a brand.

Nike has a brand.

You have a brand.

It's true. In the old west they burned a brand onto the cattle so that they could instantly be identified to anyone who saw them. The same is true of you in your business community. Everything you have ever done and said is part of your brand. Your past actions are now part of how others instantly see you. Today and in the future.

I know a woman who claims that she does not have a "personal brand". And if she does, she says it does not matter what other people think. I beg to differ. Much like we discussed yesterday about "Attitude", your image in the business community is very important to opportunities that will come your way.

Major corporations spend millions of dollars and employ professional "brand managers". They do this because they understand the value of having a positive image to the outside world. Yet individuals often ignore the importance of managing their own brand.

You need to pay attention to how you behave under stress. I know one professional who thinks that his staff views him with admiration. His heart is in the right place, but when he gets over-worked, he becomes very difficult, irrational and mean-spirited. His brand is that he is an awful person with whom to work. He has paid no attention to his "brand" and allowed his reputation inside his company (and outside) to become tarnished.

Here are seven things you can do to improve your "brand":

1. Treat others with respect
2. Volunteer for business and charitable organizations
3. Always do a great job for your employer
4. Mentor others
5. Learn to be a better public speaker
6. Write articles for business publications
7. Refer business to those in your network

Have A Great Day.

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

The ABC's of Networking: A is for Attitude

Attitude. There is no replacement for having a positive attitude.

This post will be short, because it goes without saying that those who find the glass half full will always be better off than those who whine and complain. People like to be around others who have a positive attitude and can discover solutions to problems.

Those who just complain and point fingers at what they don't like are just annoying.

An example is comedian Bill Maher. Back when he hosted the Comedy Central show, "Politically Incorrect" I thought he was the funniest guy on television. He had a great knack of lampooning everyone in Washington, and his own opinions were secondary. These days all his humor is based around how much he hates the President (not that there is anything wrong with that!). He is not nearly as funny as he used to be. His jokes are cynical, mean-spirited and filled with negativity. My guess is that his audience is smaller than it was five or six years ago.

In your company you know who are the negative souls. If you discovered the cure for cancer they would walk around saying, "But what about diabetes?, You didn't cure that, did you???". These folks rarely have solutions, and often miss new career opportunities because nobody wants to be around them (then they blame everyone else for their lack of advancement).

Better off are the people who display a positive attitude and look for ways to make things better for those around them. Looking for the bright side and providing solutions will always serve you better. Opportunities seem to follow these people around!

In this crazy world there are many things that you cannot control...but you can control your attitude, so have a positive one!!!

Have A Great Day.

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

My Blog Goes International

Apparently a website in the Netherlands quoted my blog and linked to my site, as I have gotten dozens of hits from there....However I cannot read what is said in the post:

"Thom Singer weet het, aan netwerken heeft iedereen een hekel. Want u kent toch al genoeg mensen om zaken mee te doen? Niet dus.....,"

For all I know they say I am a stupid idiot (would not be the first time someone said that in a foreign language!!!....or even in English!!!).

Click here to read the whole post

Thom

Business Professionals HATE Networking

It's true. Many people hate to network.

They know the old saying "People Do Business With People They Know and Like", and they believe it is true. But they still wince at the thought of going to conferences, seminars and networking events and having to make small talk with other people.

But the smart ones do it anyway.

You are not reading this blog because you necessarily like to network and getting past that awkward stage of getting to know those you meet. You might even feel that you know enough people.

You are reading this because you know that you need to improve you networking skills. (or you were searching for something else and Google accidently pointed you to this blog!!!)

So what can you do to start networking if you really do not want to?

1. Do it anyway. Regardless of if you like networking events, get out and attend business and industry events anyway. If you stay in your office like a hermit, you are guaranteed NOT to have a network. Out of sight is out of mind. In the business world that means out of business.

2. Be interested in others. Remember that you are there to make first connections with people. You will not become best friends or sign a new client at the Chamber of Commerce "After Hours Cocktail Mixer". You goal is simply to meet people in the business community. Be interested in others and ask a lot of questions. Get their business card and after you leave the event, write some notes on the back of the card to remind you of what you talked about (do not take notes in front of people!!!).

3. Finally, Follow-Up!!! Meeting someone does not make them part of your network. Building real relationships takes time. Call, email ....or better yet, send a handwritten note to them a few days later and tell them that you enjoyed meeting them. You wont follow up with everyone you meet, but if you think that in the long run you could do business together or be mutual referral sources, then should plan for the next step. Lunch or coffee is always good.

Does it sound a little bit like dating? (Maybe that is why people hate networking so much!!!!). The principles are the same. You have to go meet a lot of people to find those few that will be a permanent part of your business network. But a good network of professional contacts who will refer business will make you more successful.....so just do it.

Have fun, even if you secretly hate networking!!!

Have A Great Day.

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

Remember: The Turtle Won!!!

Yesterday I met a nice guy who was actively trying to build a network of professional contacts. This guy was a professional who knew his industry and had realized that to advance in his firm he would need to be a "rainmaker" and bring in his own clients. He was excited about building a book of business, but wanted to find a way to get fast results.

There are no quick fixes to building a network and turning those connections into real business opportunities.

We all remember the story of the Tortoise and the Hair. Slow and steady wins the race.

No matter what your career goals, you will most likely not achieve them as fast as you would like. Most overnight successes spent years doing the necessary basics, which set them up for great achievements. When they finally are on "top"....others will refer to them as "lucky" or "fortunate". In most cases they were neither. In most cases they made good choices along the way and just kept inching along toward their goals.

Successful professionals still have many days where they feel they are stuck in a rut or just not achieving. Everyone has bad days. But the best of us get past these "feelings" and just get back to work.

I had one of those days last week. I was trying to set up some sales appointments and just not having any luck. It "felt" useless. I struggled. I considered going home early. Like the turtle racing the rabbit...I want results fast and I want victory to come easily. Instead I decided to make five more calls. Like the turtle, I just moved forward one step at a time. On the third call I set an appointment with a great prospect. If I had stopped, I may have never made that connection.

How about you? What could you do right now to help advance you cause. Close the internet and go do it right now.

Good Luck!

Have A Great Day.

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

Audio CD

Some Assembly Required:

How To Make, Grow and Keep Your

Business Relationships

NOW AVAILABLE ON AUDIO CD

New Year Publishing is proud to announce the release of "Some Assembly Required" as an Audio CD.

Available now at www.thomsinger.com (and soon to be at Book People in Austin, Texas) for $19.95.

Thank you to everyone who made the Audio Book a reality!!

Now you don't have to read books to receive the message of the book. Enjoy!!!

Always Have Class

Guy Kawasaki has a great book review on his blog (his blog is a "must read") highlighting a book that looks very interesting: "What Would Jackie Do?--An Inspired Guide to Distinctive Living". The book is a how to guide to behaving with "grace and class" in all situations... using real life examples from the life of First Lady Jacqueline Kennedy Onasis.

Some people have never been taught the importance of behaving properly. This is especially evident in the new world of anonymity that is provided in cyberspace and the blogosphere. I am amazed at the mean-spirited comments that are often posted on blogs when someone disagrees with the author. Usually these commenters do not post their names, but rather shout horrible words and threats while hiding behind their computer.

In a real life social interactions most people do not randomly insult strangers (think about going to a corporate networking event, not many people are called "jackass" during cocktails!!!). However, online many feel the freedom to attack others. Online communities will can never achieve their hopes and dreams of being relevant "networks" unless those who participate in them are held to the same socially accepted standards of the real world.

Thanks, Guy, for a great post. I look forward to reading this book.

Have A Great Day.

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

Are You A Technology Leader?

Every two years the leaders in the world of technology gather to discuss the important issues that cross country boarders and effect the future of everyone on the planet. This year's conference will be held in one of America's premier tech centers: Austin, Texas. (The next one will be in Malaysia, so don't wait for 2008 if you live closer to Texas than Asia). The information, knowledge exchanged and the networking is like nothing else on the planet.

From the WCIT 2006 website:

Are YOU a Leader?

This May, leaders from business, government, and academia will convene at the 15th World Congress on Information Technology to assess the impact of ICT on the global community.

As a catalyst for social and economic development through the exchange of policies, ideas, and technology, WCIT 2006 stands alone as the world's premiere Information Technology (IT) forum.

The biennial conference is expected to draw 2,000 business, government, and academic leaders from 80 countries. This 15th World Congress seeks to explore issues of impact and create actionable policy recommendations to world and technology industry leaders focusing on three issues of Global Impact: privacy and security, healthcare, and global digital access.

Attending a forum of this caliber is more than a perk...It's your job!

And it is about the future. For anyone who is anyone is the world of technology, this conference will bring together leaders, innovation and ideas. When a perfect storm like that comes together, powerful ideas develop. And that leads to the creation of more technology, commerce, capital and careers.

In addition, The city of Austin and Cisco Systems are creating a high-speed wireless network that will deliver free broadband internet access to parts of downtown Austin, East Austin and Zilker Park. This free internet connectivity will allow the delegates to the WCIT to have online access throughout their stay at the conference, and the network will remain active after the May gathering, leaving Austin, Texas with the best high-speed free internet access in the world.

Pass along the link to this conference to any tech leader you know: www.wcit2006.com.

Have A Great Day.

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

Sometimes Eat Alone

The successful book by Keith Ferrazzi titled "Never Eat Alone" is a runaway best-seller on the topic of business networking and building relationships (I only wish my book on the same topic had sold half as many copies...although it continues to sell well!). While I agree with everything Mr. Ferrazzi says, today I had a nice experience which de-bunks the "never" part of his title...... Sometimes you should eat alone!!!

I schedule business lunches most every day. If I am not eating with a client or a referral source, I am dining with co-workers or other friends. Since you have to eat anyway, this is a great way to make connections, cultivate business relationships or just stay in touch.

Today, however, I had a last minute cancellation for lunch. Since I was busy in the office, I gratefully accepted the extra time to catch up on emails and phone calls during the lunch hour. Usually with no lunch appointment I will grab a sandwich from the local deli and eat at my desk. But my canceled lunch was to be held at my favorite downtown Mexican cantina...and the thought of that great cuisine just kept calling to me. By 1:15 PM I was starving and I had to have the taco plate.

So I decided to go to the restaurant by myself, "table for one".

With the hectic lives that most business professionals live, I was reminded that on occasion you have to just stop and take a few minutes out of your routine and enjoy some alone time. Many people work ten (-plus-) hour days that include breakfast meetings, lunches, cocktails, dinners, etc.. It seems that every free minute away from the desk is spent with a scheduled activity.

Twenty-five years ago they were worried that technology was going to free up so much time that the average 40-hour per week American worker would only have a three day work week. HA HA !!! That didn't happen. It seems that technology has imprisoned the American worker into a 50 to 60-hour work week with no time to smell the roses.

But today I spent 30 minutes with nothing to do but enjoy some great Mexican food. I did not bring my laptop, customer files or a newspaper. I just sat alone and ate.

So no matter how dedicated you are to networking....SOMETIMES EAT ALONE!!!

Have A Great Day

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

Happy Birthday Blog

I failed to notice that March marks the one year anniversary of this blog.

Amazing. I began this as an experiment, and now it has a life of it's own. I logged onto to blogger.com in early March 2005 after attending a luncheon that talked about blogging. The speaker said it was easy to begin, so I gave it a try.

When I was eight-years-old I had a birthday party for my dog and invited all the other dogs on the block. There were games and a cake. All the guests brought chew toys and kibbles for gifts. So what does one give a blog for its birthday? Special links to other cool sights? A new color scheme? I guess I will just eat some cake today! (hey, any excuse for dessert!!!)

Thank you to everyone who reads what I write, and to all those who have bought my book, posted comments and sent me emails.

We've come a long way. Here are the archives from last March. Enjoy.

Have A Great Day.

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

Austin Chamber of Commerce Event

If you live in Austin, Texas - Mark you calendars for a special event where I have been asked to speak on a panel about networking skills.

Sponsored by The Greater Austin Chamber of Commerce

April 12, 2006

4:30 - 6:30 PM

The University of Texas Club

I will be on a panel discussion on the "Art of Building Your Network" along with my good friend Scott Ingram from NetworkInAustin.com. The cost of the event is $25 for Chamber members and $40 for "future" Chamber members.

For more information or to register for the event, CLICK HERE.

Have A Great Day.

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

Stop....and Appreciate Your Clients!

Yesterday I wrote about how a restaurant owner turned a Saturday lunch into a wonderful experience. He did not just do this by providing the service I went into purchase. I went to his restaurant to get lunch with my family. We could have eaten lunch at any of the hundreds of restaurants that litter the roadside, and received the nutrition to carry on through the day. What made this restaurant so special was that the owner and the staff went the extra mile to make us feel welcome.

Think about your business. The product or service that you offer is just part of the equation. If you think that you are such a great lawyer that your skills are all that matter, you are mistaken. If you think being an accountant with Sarbanes-Oxley knowledge is all the clients cares about, you are not seeing the whole picture. If you are a banker who thinks the lowest interest rate is all that counts, you will be left in your competitors dust.

Delivering a quality product at a good price is only the start. In today's business environment quality and value are just the start. Everyone claims quality. (Most actually have it!!). You need to do more to reach your customer at their heart and solidify their impression of you as more than just a commodity.

Too many professionals get confused on this issue. Their egos let them believe they are superior to their competiton, and thus they think they will automatically succeed. Many talented businessmen continue to leave money on the table because they do not take the time to amaze their customers. They just provide the product or service, and then bill the client. They add no personal touch, and thus they do not turn their clients into "fans".

Think about sports....anyone can go to a game....but fans go back time and time again.

As the first quarter of 2006 comes to an end the time has come for you to review your "Customer Touch Points". Since you mailed that Christmas Card in December....what else have you done to show them that you care about more than just their paid invoice?

A few things I have seen companies do this year:

*A client appreciation event (lunch, dinner, ballgame, etc...)

*A personal "Thank You" note letting each client know their business is appreciated

*Send along a free book that you know they will enjoy reading

*One company delivered warm cookies and milk to all their clients on St. Patrick's Day

You can do many things to tell people that they are an important part of your business. To do nothing leaves them vulnerable to your competition. Think about that for a few minutes. What if your client feels that the competition cares more about them than you do? What do you think will happen????

Stop sitting there. Appreciate your clients or prepare to say good-bye.

Have A Great Day.

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

Creating Buzz

Word of Mouth Marketing and Buzz Marketing are all the rage in 2006. You can barely pick up a marketing publication or surf blogs without seeing the topic displayed, dissected and discussed. Buzz is all the buzz.

But there is no trick to getting you and your company on the tip of everyone's tongues. To get your customers to sing your praises from every mountain you must be simply spectacular. You must stand out from the competition, and do so with gusto.

I was reminded of this over the weekend while vacationing on Galveston Island (on the Gulf Coast of Texas). I had never been to Galveston, and I had heard mixed things about it as a family get-away destination....but my family had a great time.

While many things contributed to the experience, the highlight of the weekend was the lunch we ate at the Mosquito Cafe. Galveston is not lacking for restaurants. It seems that most of the usual suspects chains are present along the Sea Wall, but the Mosquito Cafe was off the beaten path. We discovered it quite by accident, and decided it looked inviting.

I could rave about the food for paragraphs (but I must mention the "Lemonade Dream Cake", which is the best piece of cake I have EVER tasted. I now feel sad for all other cake), but it was not just the amazing cuisine that made this place special. It was the owner and his staff that set this restaurant apart from the hundreds of others.

The owner, Stephen Rennick, walked around the restaurant visiting with all the patrons. It was clear to any observer than this place was a favorite of the locals on the island, and not just a tourist destination. He assisted his wait staff, and still found time to talk to the guests.

He spent ten minutes with us, answering our questions about the restaurant, his background, and the other great places to eat in Galveston. While he would not share the recipe for the cake (DANG), he did make an impression on my family. Even my nine-year-old daughter noticed that he was "nicer than most restaurant owners" (not that she has ever seen any others come by the table and socialize...that just does not happen everyday). When we left he gave my wife an extra piece of the lemon cake, and two homemade cookies for my kids. This little bit extra just made it official....this guy and his restaurant are fantastic.

There was always a crowd waiting to get into the restaurant (both while we ate and when we drove past the night before). Without a doubt, this establishment has "Buzz" and the "Word of Mouth" is working.

I could not wait to write about this restaurant on my blog, as everyone should know about greatness when it exists (it is so rare these days). If your travels ever bring you to Galveston, you MUST eat at the Mosquito Cafe!!! You wont be disappointed.

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

Happy St. Patrick's Day

As a kid, St. Patrick's Day was always one of my favorite days of the year. And this began long before I could drink the green beer!!

You see, my mother's parents were both born on the Emerald Island (aka: Ireland), so our family was all about celebrating this special day. I fondly remember my aunt Catherine's famous Irish Soda Bread (the recipe has been published in my wife's cookbook, Mad At Martha, with Catherine's approval...so now you too can enjoy this amazing treat) and corned beef with cabbage. And God forbid one did not wear the green on St Patrick's Day!!! Pinch, pinch...OUCH.

In addition, my mother always made this an extra special day for me, as my middle name is Patrick. She even died part of my hair green for the day when I was in kindergarten (fortunately, not a tradition that stuck).

Anyway.....you don't need to be Irish and have a stripe of green in your hair to have the luck of the Irish on this day. So enjoy the spirit of the Irish today and have fun.

So "Top O The Morning" to you and yours. And "may you be in heaven a half hour before the devil knows you're dead!!!" (My favorite Irish proverb).

Have A Great St Patty's Day.

T. Patrick Singer
www.thomsinger.com
thom@thomsinger.com

Captain of Industry

You don't have to take yourself so seriously. Last night I had the pleasure of drinking wine and playing dice with a top executive of a major company, who has a life that most people dream about. He is a "Captain of Industry"

Yes, he has a lot of fun. I am not sure I have ever met anyone in my business career who enjoys life so much, and engulfs others in his circle of joy.

In two hours I learned more about success than I have learned in a dozen years. This person spent the evening with a group of people he did not personally know, and yet he dedicated 100% of his attention to those around him.

I wont name him by name, but he is known as a maverick in his company and industry. He could have easily been acted as if he was above those around him, but instead.....he was just the opposite. He was just cool. Comfortable. Delightful.

I thought a lot about this guy who could be equally at home in jeans and sandals as he would be in an expensive Italian suit. I wish more people in the business world like this man. Why do so many people get caught up in image and delusions of self importance?

How about you? Are you the cool cat to hang out with? Have you even considered how you act around other people? Does your success define who you are....OR... are you defined by something greater than the size of your paycheck?

I doubt I will encounter this gentleman again, but I will not forget the lesson I learned last night. Be yourself. Have fun. Talk to everyone. Laugh. Make others feel important. And pick up the check!!!

Have A Great Day.

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

Make The Ask

Need some help? Just ask.

I am amazed at how many people know that they need assistance from co-workers to reach their potential, but fail to ask. I guess people would rather simmer in mediocrity than appear to look weak. (Guess what, asking for help is rarely seen as weakness.....failing to excel is however).
I am equally amazed at how many professionals never ask prospects for their business. They meet with them, pitch their product or service and wait. And wait. And wait. And then wait some more.

Part of selling is closing the business. You will never win if you do not close. Making the prospect make a decision (hopefully "yes") will usually only happen if you are the one who instigates bringing the sales cycle to a conclusion. I once sold print advertising, and the greatest part was that we had a press deadline. From the first day I would meet with a potential customer we both knew they had to decide by press time. It made forcing a decision much easier.

Not all businesses have hard deadlines. Hiring a new law firm, bank or consultant may or may not be tied to a specific date. Thus if you do not ask for the business, the prospect has no compelling reason to take action.

And there is no bad answer. If they say "yes"...well, CONGRATULATIONS!...you got a new client. If they say "no" that just means "not this time"....so, Congratulations, you know that this company is not buying today (so you can focus you attention on another company). And, they become a prospect for next time. Sometimes it takes years to win the business. If they say "no", do not write them off. Stay in touch with them. Be tenacious.

I challenge you...find three things to ask for before Friday. Ask co-workers for help, ask clients for referrals, and asks prospects to give you their business.

Have A Great Day.

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

since we

Knowing It All

I am on a roll for reading great books. Yes, they are not business themed tomes, but none the less, all work and no play makes Jack a dull boy. You gotta have some fun, too.

Last week I wrote about Mike Greenberg's "Why My Wife Thinks I'm An Idiot". I actually wrote my review while only 1/3 into the book. You will be thrilled to know that the rest of the book was equally as entertaining.

This weekend I read (and finished) another ridiculously amusing book by A.J. Jacobs. His book, "The Know-It-All: One Man's Humble Quest To Become The Smartest Person In The World" is more that great. I loved this book. I wish I could sit down and eat dinner at some New York City diner with this guy. If you do not usually read humor books, break that tradition and join A.J. for his adventure of reading the entire Encyclopedia Britannica.

Yes, that is what he did. It took him more than a year (and most of his wife's pregnancy) to complete this task. The book takes you through the journey of this thirty-something's battle to gain knowledge.

I really liked everything about this guy and his book. Maybe I felt a kinship with him because of his stint on the TV Game Show "Who Wants To Be A Millionaire" (althougth I out-earned him with my two gameshow appearances by over twenty times!!!).

Treat yourself to one of the most pleasurable books you will ever read!!!

Have A Great Day.

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

Open Question Friday #9

If it is Friday, it must be time to answer a question.

Today's question comes from Merle:

"I am in marketing/business development for a small law firm. They will not give me business cards because I am considered "staff". What should I do?"

I cannot believe that in 2006 law firms still exist that think that staff should not have business cards. Everyone who works for the firm should be issued business cards. ESPECIALLY the marketing department. (The receptionist and the people in the mail room, too!!!). By not providing business cards the lawyers are sending a message that says; "we are superior and the only ones who matter".

What do they think these card-less staff says when asked for a card by people they meet? They say; "I am just staff and the firm does not give cards to staff". This is heard by the outside world as; "I work for pompous jerks".

Any lawyer who reads this blog whose marketeers, secretaries, recruiters, IT staff, etc... do not have business cards....RUN, do not walk to the printer and remedy this situation. If you think it costs too much money, you are nuts. Every person on your staff should be seen as part of your marketing team. If they do not have a card, they cannot promote your firm. 250 cards cost around ten or fifteen dollars.

If for no other reason, it will make your team feel good. Professional business people are issued business cards. Treat your staff like professionals and you will get professional results. To NOT give cards says "YOU ARE NOT PROFESSIONAL". Lawyers cannot succeed without staff, so why would you treat them poorly?

Can you tell this question has me upset? It does. It is an attitude like this that is the reason firms fail to succeed in their business development and marketing endeavors.

My guess is that firms with attitudes like this will wallow in mediocrity for a long long time.....never understanding why they cannot do better.

I challenge every lawyer (or any professional) who does not issue business cards to staff to either change that policy today or to post a response here explaining why you will not alter your opinion.

My suggestion is to do what the best people always do....go find a new job where they appreciate you!!!

Have A Nice Day.

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

The White Paper That Is Not On White Paper!!!

In the year 2006 everyone actively uses the internet to market. All firms large and small have successful web strategies to promote their business, yes? Busy professionals are versed in blogs, SEO, podcasting, and streaming video, Right? Some would think that knowledge of all the ways to maximize on-line activities is pervasive by now.

One might think so, but it is not true. The use of the internet for marketing is still in its early stages (I know, the dot-com boom seems like a lifetime ago...but it was just yesterday). If you are not 100% sure of every way to promote your practice on the internet, you need to read the informative new white paper (that is in full color...not just on "white paper") recently released by Mark Merenda.

Merenda is the founder of Smart Marketing, a premier national marketing firm that specializes in the legal and financial services industries. The free white paper, Using The Internet To Market Your Law Practice makes the confusing on-line world easier to navigate.

While large firms have whole departments dedicated to assisting professionals, small firms and independents can often feel very alone in these uncharted waters.

His twenty-five page paper is easy to read and covers the topics of websites, search engines, pay per click, blogging, podcasting, e-newsletters and streaming video.

If you feel that you are behind your competition with your on-line marketing strategy, don't just sit there. The longer you wait to understand the internet, the harder it will be to catch up. If your firm is still holding on the the hope that the web is just a fad.....it is time to log on and smell the coffee.

Mark will happily provide you with a free copy of this wonderful "white paper" if you email him at mark@smartmarketingnow.com.

Have A Great Day.

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

My Wife Thinks I Am An Idiot Too

I was in the bookstore on Sunday looking for a new book. I don't know why, since I have three or four books on deck, waiting for me to read them. I often can browse the business and non-fiction section for hours before a book leaps out at me. This day was different. The title grabbed me within seconds and I could not put it down.

Why My Wife Thinks I Am An Idiot, by Mike Greenberg.

First, I am not a big sports fan. I like to go to a game (any game) with a group of friends and be part of the experience (and drink a large beer or four from plastic cups)...but I am not the guy who follows teams and players. I rarely listen to sports radio/TV.

So with that in mind, realize that I have no idea about Mike Greenberg.

Turns out, he is a sports radio and TV personality who has a top rated morning talk show and is a fixture on ESPN.

But as a husband and father of two daughters (age 8 and 4) I was drawn to the book like a bug to a porch light. I too am sure my wife thinks I am an idiot....although she continues to seem to like having me around.

I am only 75 pages into the book (The book I wrote is only 100 pages long).....but I cannot wait until I get a chance to read more.

I am already thinking about who I will give copies to (as my friend's wives think they are idiots too).

Anyway, I know that to create such a thing like a book takes effort, and I believe when someone writes one that is this entertaining, you should say "Good Job". So I decided not to wait until I finished reading the book to praise it in my blog. I can already tell that it will be one of my favorite reads of 2006.

Have A Great Day.

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

Austin Under 40 Awards

Friday night I attended a wonderful event in here in Austin, Texas. For nearly ten years the Young Men's Business League and the Young Women's Alliance have sponsored the Austin Under 40 Awards, and this year's gala awards ceremony was one of the best ever.

In a city where youth, health and fitness, community service and the entrepreneurial spirit are celebrated... The Austin Under 40 Awards are an important community event that honors local business leaders in ten categories who donate their time to making Austin a better place to live and work.

And the winners are:

Arts and Entertainment:
Danny Gillespie - The Austin Music Foundation

Business and Entrepreurship:
Tim Hayden - GamePlan Marketing & Events

Community Service:
Kerri Qunell - Capital Area Food Bank of Texas

Youth and Education:
Rudy Montoya Jr. - Texas Child Support Program
*Also named "Austinite of the Year"

Financial Services:
Maurice Benson - Wells Fargo Bank

Government and Public Affairs:
Justice Don Willett - The Supreme Court of Texas

Real Estate:
Deep Nasta - Deep in the Heart of Texas Realty

Medical and Healthcare:
Daniel Leeman, MD - The Comprehensive ENT Center of Texas

Technology:
Matt Diamond - Dell, Inc.

Law:
Bill Hopkins - Thompson & Knight LLP

All the winners exemplify excellence in their careers and service to the community. I am proud to know many of these fine people and to call them my friends.

Proceeds from the gala and the silent auction benefit the Austin Sunshine Camps and the Young Women's Alliance Foundation.

Congratulations to all the Austin Under 40 winners!!!

Have A Great Day.

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

Open Question Friday # 8

On Fridays I answer questions about networking, sales, business development, marketing or PR that I hear during the week.

Today's question comes from Bryan in Austin, Texas:

"How do you repair a business relationship that has gotten off to a bad start, or has been damaged?"

Often times when we are dealing with people we might get off to rocky start or have an incident that causes the relationship to go south. The best way to handle this is to address the problem in a fast and straight-forward manner. Approach the other person and directly discuss the negative situation.

If you are at fault (even partially), then apologize. If it is not your fault, but the other person's perception is that you are at fault, then admit to a misunderstanding, and apologize for your part in the mis-communication.

Some people are petty and will never give you a second chance. These people are rare. Most will accept your attempt to remedy the situation. If they will not, then you are better off without them. Still be polite when you see them, but realize that people like that are small-minded and move on. Don't waste your energy on people who are above accepting an apology.

If you are able to repair a business relationship, you must pay special attention to make sure that you are careful not let there be any other problems. Most people will forgive you once, but the smart ones will never forgive you twice.

Have A Great Day.

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

Career Pointers

David Lorenzo at The Career Intensity Blog has some good advice called "Three Pointers For Any Career".

Read the whole post and many of his others (his blog has become one of my favorites, and I look forward to reading his soon to be released book).

The key points are:

1. Make smart, bold decisions.

2. Flex and bend.

3. Play well with others.

It is simple, but if you approach your job with gusto and take actions that are not always the easiest course....you will achieve more.

Meanwhile, you cannot be so set in your ways that you cannot see when you are on the wrong path. Situations change, if you don't change with them you will get lost.

And finally, you cannot do it alone. You need others to give you a hand up from time to time. If you regularly step on people, there will be a time when they will return the favor. Always, always, always treat others with respect.

Have A Great Day.

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