I Participated In ProductCamp Austin Summer 2010

I spent the day yesterday at ProductCamp. While this was the fifth ProductCamp in Austin, it was the first one I had ever attended. I am careful not to commit my Saturdays away from home, as I travel during the week in my career as a professional speaker, but many friends encouraged me to participate.

This is an "Un-Conference" in that the speakers are not pre-determined. Over 50 people submitted proposals to speak, but there is no "speaker selection committee". Instead, the attendees show up and vote in the morning for the speakers and topics they want to hear. About 30 were chosen and a schedule was created. Once in a session, people vote with their feet, if they do not like the speaker, they walk out to go to a different room.

I was honored to be selected to present "Your Personal Brand Is Tied To Your Company". The participants in my session and I had a fun, informative and interactive discussion.

The flow of the presentation took its own direction as people asked a lot of questions and shared their thoughts. There was some division in opinions over the good and bad of being too transparent on social media, but I was impressed with the high level of respect that those with differing opinions showed to each other. There were lots of laughs.

While encouraging participants to look closely at the nuggets of information they got from all the speakers they saw at ProductCamp Austin I blurted out "Go home and look at your nuts" (yes, I meant "notes", but sometimes in a high energy presentation the wrong words gets out of a speakers mouth). It was funny, and the participants and I had continued chuckles with that line over and over and over.

One ongoing conversation in the hallway and on Twitter after the presentation was about generational differences in how much they share online. Some people thought I was too "old school" in my views, but I think we agreed more than we disagreed on the topic. The examples used were too superficial, but my point was that while making mistakes is part of life, sharing EVERY mishap could hurt your reputation. I did not mean never share anything, but why give people reasons NOT to hire you in the future.

Example above --- I am cool sharing things like the mistake of saying "nuts" instead of "notes". It was as mistake, but it did not hurt my personal or professional brand (did it?)... and it was really funny to everyone in the room! In fact, some could argue it makes one more human and approachable when you share harmless faux pas.

But there are other things people share on the internet (sex, drugs, politics, crime, dis-respect, hate-speech, etc....) that are hurting their chances at employment, client engagements, and other relationships. Plus if your employees are doing these things it can harm you company's brand. One participant shared that HR Departments conduct searches looking for reasons to eliminate people from contention for jobs over things online that could later embarrass the company.

My message was to think things through. I don't buy into the argument from younger professionals who say "it does not matter" to their generation, as in 20 years these types of things will make no difference to anyone. While society always gets more accepting over time, some things could come back to haunt you later in your career.... thus one should be cautious and careful.

When I was in college 25 years ago there were not cameras and video cameras on every cell phone (here is a shocker... nobody had cell phones!). Thus we were not recording each and every thing we did (THANK GOD). The times are different and the tools we use to communicate are different, but that does not mean people should not think about this topic of personal brand and the long term ramifications!

I think the organizers of Product Camp Austin did a great job. I will certainly attend again. The next ProductCamp in Austin will be January 15, 2011. If you live in Texas, save the date!

Have A Great Day.

thom

15 Minutes of Fame

In 1968 Andy Worhol said that "In the future, everyone will be world-famous for 15 minutes."

He could not have predicted the internet, blogs, print on demand, YouTube, Twitter, Facebook and all the rest of the social media tools.... but he could not have been more right.

I will admit that I enjoy seeing things "go viral" online. While the world we live in is certainly different than it was 20 years ago, the cool things that we get to see online are often fascinating.

When I consult with professionals looking to increase their business I remind them that they must become "a little bit famous" in their industry. I do not mean "Brad and Angelina Famous"... (the paparazzi will not be chasing corporate lawyers and bankers around town) and I never expect anyone to be able to "go viral" on command with some video or other stunt. But I do know that successful professionals must be top of mind for their products and services within their community. Out of sight is out of mind. If you do not have that "little bit" of fame, you will not make the short list of prospective clients looking to make a decision. If you are not on the short list, you will not be selected for the business. End of story.

I used up my fifteen minutes of fame in 1987 when I was a five-day returning champion on a television game show. Reality TV and today's prime-time million dollar prize shows cannot compare to classic weekday morning network TV game shows of the 1970s and 1980s.

Howie Mandel, Drew Carey and Guy Fieri cannot hold a candle to the Game Show Hosts of yesterday like to Wink Martendale, Bob Barker, Allen Ludden and Dick Clark. (I secretly still want to host a game show. If you are a producer, give me a call and we can work something out!).

Here is a video clip that might make you smile. Yes, I was young, but look at how excited I was.




Have A Great Day.

thom

Entrepreneur Xtravaganza! This Friday (Austin)

The Austin Business Journal is hosting the "Entrepreneur Xtravaganza" this Friday (All Day).

The event will be held at the Hyatt Regency Austin from 8 AM until 6 PM. A great line up of business speakers will share their stories and inspire everyone to go out and achieve more.

You can still register for this unique event. It will prove to be a great way to spend your Friday. Bring your whole team for a dose of motivation and a map toward success.

The speakers include:

NEAL PETERSEN- No Barriers- Only Solutions
Adventurer, award winning author and international keynote speaker. South African-born Neal Petersen is an adventurer, solo around-the-world racing yachtsman, businessman and international speaker. PBS airs a documentary about his life – “No Barriers – the Story of Neal Petersen”, and he wrote the award winning auto-biography, Journey of a Hope Merchant. Petersen has faced many challenges in life – poverty, discrimination, physical disability and other insurmountable barriers – and he always responded by turning them into opportunities and solutions. His life experiences show that imagination coupled with determination to achieve, can break through the toughest challenges. Neal completed the 1998-99 “Around Alone”, a 27,000 mi yacht race, 9 months at sea ~ alone; in a yacht he designed and built himself. In sharing his high-impact, unique and extraordinary adventure, Neal delivers a powerful message that “In Life There Are No Barriers – Only Solutions!”

KYLE MACDONALD- One Red Paperclip
Originally from Belcarra, British Columbia, Canada, Kyle MacDonald has planted more than one hundred thousand trees, delivered more than one thousand pizzas, but eaten only one scorpion. He has also traded one red paperclip for a house only once. Inspired by “Bigger and Better,” a game he played as a child, MacDonald came up with the idea of trading objects over the Internet. He posted a red paper clip on Craig’s List and waited for offers. The buzz was almost instant, showing how a unique story can capture the minds and imaginations of people all over the world, and create a movement unto itself. He has made hundreds of media appearances including, The Today Show, Good Morning America, The Hour, MSNBC, BBC, CBS, CNN, CBC, City TV, Global, and has been featured in USA Today, Maclean’s, The New York Times, In Touch Magazine, VH1, MTV, The National Examiner, Reader’s Digest, LA Times, The Wall Street Journal, Washington Post and The Toronto Star, among others. When he’s not stealing a flag from the Prime Minister’s office or promoting Alberta Beef by hitch-hiking in a parade, you might find him leaving his wallet in El Segundo or hanging out in Bangkok modeling Italian Soccer jerseys to fund 4am Red-Bull and Rum-fueled urban hitchhikes. He also enjoys writing third-person biographies for his speaker intro. His mom still cuts his hair.

RICK SAPIO- The Simplicity Imperative
MIT Gathering of Titans, Chairman. Richard (Rick) Sapio, 46, is a lifelong entrepreneur who started his first company, a bicycle repair shop, after the death of his father, when he was 14 years old. Since then he has founded more than 20 companies. After college, Rick worked in the investment industry, and traded distressed bonds. Shortly thereafter, he became the youngest partner at his firm; after making more than $1 million in commissions and $100 million in transactions in one year, while he was still in his mid-twenties. At the age of 30, Rick started an investment holding company, that has made more than 50 investments in the past 16 years. Rick invests in private companies, public companies, and real estate. His firm currently has more than 30 direct and indirect holdings; which include being the founder of six separate publicly-traded funds, the founding GP of a private equity fund, and 11 start-ups. His firm is also an active LP in 10 healthcare/medical device investments. Rick was the President of the Dallas Chapter of Entrepreneurs Organization for two years, and is currently a member of YPO. He is the four-time Chairman of MIT’s “Gathering of Titans” program in Boston. In the past two years, his passion for business turnarounds, has enabled him to successfully turnaround two midsized private companies.

JACK DALY- The Keys to Growing Robust Sales and Profits
Jack Daly is an expert in sales and sales management inspiring audiences to take action. He brings 20+ years of field proven experience from a starting base with Arthur Andersen to the CEO level of several national companies. Jack has participated at the senior executive level on four de novo businesses, two of which he sold to the Wall Street Firms of Solomon Brothers and First Boston. As the head of sales, he led forces numbering in the thousands, operating out of hundreds of offices nationwide. In 1985, Jack relocated to California and started a mortgage company. As CEO, he grew the company in 18 months to 750 employees, 22 offices nationwide, producing $350 million per month in mortgages, and in its first three years they reported profits of $42 million. In 1998, working as a senior partner in a 5 year-old privately held Enterprise, Jack helped the company to be recognized as Entrepreneur of the Year by Ernst & Young and ranked No. 10 on the Inc. 500. Jack Daly speaks from experience and has helped thousands of individuals and organizations reach their full potential.

RANDY COHEN- Ticket to the Limit - how passion, purpose and performance can transform your life & business into an amazing adventure!
President & CEO, TicketCity. Randy founded TicketCity in 1990 and has since grown it to be one of the most successful companies in the secondary ticket market. Under Randy’s guidance, TicketCity has developed into one of the largest and most prominent ticketing companies, won numerous awards, and has been named one of the Top 50 Fastest Growing Companies in Austin six times. When TicketCity began, the internet was still unknown to most consumers, however, just six years later Randy led the company to launch the first e-commerce web site in the industry. Randy focuses on acquisitions and partnerships as well as being the Chief Energizing Officer for the company. He is active in the community and is a member of the Entrepreneurs Organization and MIT’s Gathering of Titans. Randy is also a published author; his first book, Ticket to the Limit, is a personal account of how passion, purpose and performance can enable you to build a company from nothing to amazing while living all your wildest dreams along the way. His second book, DD and Daddy’s Big Night Out, is a children’s book he wrote for his daughter. In addition to overseeing TicketCity and writing, Randy frequently speaks at area events and has started a charity organization known as The Loop of Love.

BERTRAND SOSA- MPOWER Labs
Founder & Partner, MPOWER Ventures; Founder & President, MPOWER Labs. Bertrand Sosa is passionate about consumer branding, marketing, and entrepreneurship. In 1999, he co-founded NetSpend Corporation, now the nation’s largest prepaid debit card company targeting the underserved. While at NetSpend, Bertrand oversaw the creation of the signature messaging and look that would defi ne the All-Access card as “the end of no” for America’s un- and under-banked. In 2006 he co-launched MPOWER Ventures, a double bottom line venture capital fund created to make investments in early stage companies whose products and services financially empower the underserved. As President of MPOWER Labs, Bertrand oversees the portfolio’s business strategy, including global management of product development, advertising, and marketing. Bertrand is passionate about entrepreneurship and is one of the founders of RISE.

See you there!

Thom

Put Yourself In A "Time-Out"

Three weeks ago I wrote about feeling overwhelmed with all the little things I need to keep up with in my business and life (here). This post caused a friend to call and share his entrepreneurial frustrations and feelings he is coming up short with in his own success efforts (here).

Both of these posts spurred several people to say "Amen" and "I feel the same way". There seems to be an epidemic of people who feel like they are a hamster on a wheel. They run hard but do not know if they are getting anywhere.

I see it all the time when I coach and mentor lawyers and other business professionals on their business development plans. People feel overwhelmed with choices.

I regrouped with my business owner friend (from the second post) yesterday and he was feeling better. I was too. Our cases of "entrepreneur related stress syndrome" were in remission. We laughed about the ebbs and flows of emotions that come with being a human being, no matter what issues you face. I concluded it would be boring to not "feel". Emotions are a gift that should be enjoyed. However, we both agreed that when you feel like crap, it is not as good as when you feel spectacular!

One reason we both were in a better state of mind was sales. He commented that nothing can make a business owner feel good faster than new and happy clients. There is truth in that, as I had recently signed a multi-conference speaking contract for four meetings in 2011 with one company. The morning we met my friend's largest customer (he is in a different industry than I am) had just renewed their contract for two more years.

The lesson we both tried to learn from our ups and downs is that when you are having a bad day, it is just that.... a bad day. It is a little harder when you couple a bad day at work with other pressures around money, family, etc... but even then the bad feelings will pass. Just three weeks later you can be re-motivated, inspired, and taking on the world with gusto.

The next time you feel overwhelmed, take a "Time-Out". Breathe. Get some perspective. Talk to a trusted friend. Read a book. Once you realize that you are doing the right things, moving forward toward your success goals, and living your dream...., you will begin to get a firm grip on life again.

Have A Great Day.

thom

Maximize Your Conference (Part 4 of 10) "Your Blackberry or iPhone is Not Your Friend"

Thom Singer is known as "The Conference Networking Catalyst". He regularly speaks at industry conventions and trade shows where he inspires the audience (and vendors) to maximize their participation at the event. One of the top reasons people attend business conferences is for the "Networking Opportunities", and yet once there they fail to create connections that will have any meaningful impact on their career. Thom sets the tone for the culture of the conference which becomes the foundation for a more meaningful set of interactions.

Maximize Your Conference (Part 4)

Your Blackberry or iPhone Is Not Your Friend
by Thom Singer

A big mistake that many people make when they attend a multi-day industry conference is spending too much time tethered to their office via mobile technology.

Little more than a decade ago if you were at a conference you were at the conference. The demands of your office, email, conference calls, texts, etc... did not follow you to the event. Thus people were able to engage with others attendees and take advantage of the networking opportunities. Industry conferences were a place to make important connections, and the office was left behind.

Today we are accustomed to having our mobile devices with us at all times, and we live under the assumption that this makes us more productive. In reality, your constant addiction to being on your smart phone can be a dumb choice, especially while you are at a conference.

It is very common to see conference attendees huddled in corners replying texts, talking loudly, typing emails or walking through the hallways in a iPhone induced trance while they read the latest blog post by Chris Brogan.

The problem is that, whether you like it or not, other people are always watching you and making snap judgments. First impressions matter. If you spend your time during the networking breaks with your nose buried in your phone other attendees will determine that you are either too busy or just not approachable. If you are chatting away with your assistant, boss or a client it is clear that the people around you are not the priority.

Hours later nobody will not come and talk to you because who you are and what matters to you will already be established in their minds. They might not even be conscious of this preconceived notion, but your attention to your electronics has sent a message that the human beings around you do not matter.

To stand in a crowd at a convention and pay attention only to your phone is rude. People may not say anything, but nobody considers this behavior polite. Even those who are the worst offenders do not like it when others ignore them and make love to their touch screens.

My advice is that during breaks, meals and happy hours you commit yourself to participating with other people. If you do need to tend to business, do not do it in the common areas. Instead excuse yourself and go far away from the convention area. If you are outside and far from the official conference nobody will be watching you. If they do see you they will know that you have important business. They will respect you more for taking it down the hall.

The same thing is true in when you are in the educational sessions. If you are sitting in the back of a large conference hall you can get away with multi-tasking while listening to the speaker. However, if you are up front or in a small breakout session you must be cautious not to be focused on your phone.

I often see professionals doing "The Blackberry Prayer" (look at someone in a meeting typing away like crazy, they look like a nun praying The Rosary) in meetings and they are never as inconspicuous as they think. If this is you, be aware that others will decide that your priorities are outside of the conference. You can rationalize all day how busy you are , but it will not add to maximizing your conference participation. If you appear unapproachable you lose.

I have a friend who swears that it is socially acceptable to multi-task in meetings, but people find her behavior rude and aloof. She wont just do this at large conventions, but also in intimate business and board meetings. Her associates and friends negatively talk of her "Crackberry" habit and feel she is self-absorbed. She says she does not care what people say, and believes they should respect how busy she is and be grateful she is present in the first place. But this is backwards to the most effective ways to build relationships and earn respect. My guess is she never makes any meaningful new contacts when she attends conferences.

I am not saying that you should not stay connected with your office while you are at a conference. My suggestion is that you schedule times to check in, and do it in private. When you are surrounded by people take advantage of the opportunity to connect. Have conversations and explore ways to create longer-term and mutually-beneficial relationships. Later you can make time away from the festivities to get your business done.

Your Blackberry or iPhone is not your friend. One conference attendee recently challenged me and said I was wrong, as his iPhone was the last thing he touched at night, and the first thing he touched in the morning. Yes, he is single. Nothing more needs to be said :)

Have A Great Day.

thom

Maximize Your Conference (Part 3 of 10) "Have A Plan"

Thom Singer is known as "The Conference Networking Catalyst". He regularly speaks at industry conventions and trade shows where he inspires the audience (and vendors) to maximize their participation at the event. One of the top reasons people attend business conferences is for the "Networking Opportunities", and yet once there they fail to create connections that will have any meaningful impact on their career. Thom sets the tone for the culture of the conference which becomes the foundation for a more meaningful set of interactions.

Maximize Your Conference (Part 3)

Have A Plan
by Thom Singer

Showing up at a multi-day conference without a plan is a fast way to leave opportunity behind. Before you arrive at the conference you should have previewed the schedule of events and determined the "must see" speakers and mapped out which concurrent sessions you will attend.

Most conferences have several breakout presentations taking place at the same time, and this means you have to make choices. If you are traveling with a co-worker or close friend you should work together to examine the schedule and then "divide and concur". By splitting up and hearing from different speakers you can then later re-group and share what you learned.

Knowing when and where the breaks, happy hours and meals are being held will also allow you to plan for getting any other work done that you must do. While I do suggest that you focus on the conference while there, there will be things that need your attention back at the office or last minute emergencies that will require your input. When you are fully aware of the schedule before you arrive you will know what things are your higher priorities and at what time you can tend to other issues.

Additionally you want to determined in advance when the calendar has allotted for "free time". May multi-day conferences have an "off" night when attendees are left to their own plans. If you wait until the last minute to make arrangements you could find yourself eating alone. The best thing to do is to reach out to a few contacts a few weeks before the event and organize a group of people for a causal gathering for dinner or drinks.

You can make reservations at a nearby restaurant a weeks in advance to ensure your group can get a table. I suggest that include a few extra seats in your head-count when you make your reservations to ensure you can accommodate last minute people who you and your dinner companions might meet at the conference. It is always easier for a restaurant to shrink your table than it is to expand the number of chairs.

(*Remember, if your plans do change and your group decides to dine elsewhere, call the restaurant and cancel your table. Common courtesy is always important to remember. Another ideas is to offer the reservation to another group of people at the conference looking for a place to eat. They will be thrilled to have VIP reservations and you will be the hero. A call to the restaurant to tell them that the contact person for the group has changed is also a good idea).

Fully knowing the flow of the schedule will allow you to maximize your time and also prepare for spontaneous opportunities to network. Many vendors and other companies in attendance at the event will be hosting private parties in local bars and hotel suites. Being aware of the schedule and flexible with your plan will also allow you to take advantage of last minute invitations to some cool extra activities that you might not have even known were taking place.

(*If you are invited to any hosted events, remember to thank the executives from the hosting organization and the person who invited you. Too often people take these corporate parties for granted and have an attitude of entitlement. When you are grateful for being included you will be invited back next year!)

The same is true for reviewing the list of vendors who will be exhibiting and planning for whom you want to visit in the trade show area. I will talk more about that in a later blog post in this series.

Your investment in time to study the schedule and plan how you will spend your time at a conference will allow you to accomplish more and maximize your experience while attending.

Have A Great Day.

thom

Maximize Your Conference (Part 2 of 10) "Be Present"

Thom Singer is known as "The Conference Networking Catalyst". He regularly speaks at industry conventions and trade shows where he inspires the audience (and vendors) to maximize their participation at the event. One of the top reasons people attend business conferences is for the "Networking Opportunities", and yet once there they fail to create connections that will have any meaningful impact on their career. Thom sets the tone for the culture of the conference which becomes the foundation for a more meaningful set of interactions.

Maximize Your Conference (Part 2)

Be Present
by Thom Singer

When you decide to attend a conference it is a commitment of your time and attention. In order to receive the most value from participating in the event you must be present and actively engaged.

When you plan your travel arrangements make sure that you arrive in time for the opening and that you do not leave early. Very often people look at the schedule of a multi-day conference and make decisions to shave off part of their time to accommodate a better flight (or other priority). The problem with that is that you might be missing the most important part and you would never know it.

A conference is a mini-community. If you are not attending the opening ceremonies you will miss out on shared experiences that will be discussed, joked about and understood by all the other people. Leaving early could cause you to miss a powerful nugget of information from a speaker or connecting with others at the final social gathering. The "final good-byes" expose you to how others feel about their desire to continue to an ongoing relationship. If you are not there, they will focus their attention on others. You cannot predict in advance when or where you will find the highest value at a conference, thus you need to participate for the whole time to get the most from your investment.

The same is true for the time in between. Very often people review the agenda and make decisions to blow-off large portions of the conference schedule. They either go to their hotel room to work (or sleep), or jet off property to golf, visit friends, or sight-see around the city. The problem is that the purpose for being at the conference (and the reason that your boss is investing the money) is for your education and networking opportunities. When you are not present, you are undermining your ROI. If the conference schedule is not value based, then do not attend in the first place.

Being away from the convention area means you are not an engaged member of the community. This will limit your chance to be invited to off-hours social events, VIP parties, dinner groups, etc... If you are not interacting with other attendees you will be left behind. People spend time with those they know, like and trust. If you are late to arrive, run to your room during breaks, and skipping the happy hour, you will be a conference ghost.

Additionally, when you are there you must be present in your mind. Pay attention to the speakers and be attentive to those you are having conversations. Allowing your mind to wander and being aloof will mean that you will not be approachable to others. Smile, listen, ask questions, and be excited to be there and you will draw other people to you.

You owe it to your company, who is funding your participation, to actually participate!

Have A Great Day.

thom

ProductCampAustin

Next Saturday (August 7, 2010) is ProductCampAustin.

What is ProductCamp?

In the spirit of BarCamp, ProductCamp is a collaborative, user organized unconference, focused on Product Management and Marketing topics. At ProductCamp there are no "attendees," since everyone participates in some manner: presenting, leading a roundtable discussion, helping with logistics, securing sponsorship, setting up wifi, or volunteering. ProductCamp is a great opportunity for you to learn from, teach to, and network with professionals involved in the Product Management, Marketing, and Development process! From ProductCampAustin experience, it is understood that everyone has something they can teach and everyone has something they can learn.

While the original ProductCamp was in Silicon Valley, California, we in Austin, with inspiration and leadership from Paul Young, think we've done a good job of maintaining that participant-centered, creative and fun style, but are expanding ProductCampAustin into a more comprehensive scope. ProductCampAustin conducts several ongoing event series - the original ProductCamp format, and two Austin originals, ProductPotluckAustin and ProductPartyAustin. Planning is underway for other means of building and serving a following around ProductCampAustin. Call it a brand, community, experience or whatever, ProductCampAustin is "the place" for active, novice and experienced Product Managers and Marketers to develop their craft, learn from each other, network in meaningful ways and have a lot of fun.

I have submitted a possible presentation for ProductCampAustin:

Your Personal Brand Is Tied To Your Company

As an early stage entrepreneur you cannot separate your brand from that of your company. People are watching you and judging your business based on the reputation you bring to the table, and the actions you take along the way. Your network is a key tool to expand the success of your business. Many early stage entrepreneurs and their key team members get so busy working on their product or service that they ignore the people who could help them succeed. All opportunities come from people. Those who do the best job of establishing honest, long-term, and mutually beneficial relationships will find people lined up to help them succeed. But if you do not invest in others, they will not care about helping you.

Have A Great Day.

thom

Maximize Your Conference (Part 1 of 10) "Know Your Purpose"

Thom Singer is known as "The Conference Networking Catalyst". He regularly speaks at industry conventions and trade shows where he inspires the audience (and vendors) to maximize their participation at the event. One of the top reasons people attend business conferences is for the "Networking Opportunities", and yet once there they fail to create connections that will have any meaningful impact on their career. Thom sets the tone for the culture of the conference which becomes the foundation for a more meaningful set of interactions.

Maximize Your Conference (Part 1)

Know Your Purpose
by Thom Singer

There are many reasons that business professionals attend their industry conferences, conventions and trade shows: Learning new information, networking, maintaining skills levels, getting continuing education credits, viewing new products, discovering new trends, attending the parties, getting away from office, to present new ideas, participating in trade show, hearing great keynote speakers, building name recognition, visiting with top clients / prospects, meeting competitors, looking for a new job, etc....

Any of these reasons are legitimate, but to get the most out of your participation in a conference, you must be honest with yourself about why you are attending. There is a sizable investment of money and time that is necessary to go to the event, and thus is you do not have a clear purpose, you will never know if you achieved your return on investment.

A clear purpose helps you to make the hard choices that come with attending a large conference. Which breakout sessions to attend become clear, as does the amount of time you spend walking the trade show floor, networking, attending social events, sleeping, etc....

A friend attended his industry's big annual conference with the goal of assessing the trade show (he was considering having a booth in the future) and finding one new idea for his company. He had never attended before and had heard conflicting reports about the value that came from participating at the event.

Before he arrived he had also pre-scheduled meetings with some vendors, friendly competitors, and customers who he know would be present.

His experience at the trade show was a disaster. He did not like the way the booths were arranged and he found no useful ideas that would help his company. He did not meet any new vendors that interested him. His purpose of discovery was achieved, albeit with negative results. However, his pre-set meetings were all successful, and made the investment to fly across the country worthwhile.

If he attends in the future he knows his purpose will be to have face-to-face meetings with existing contacts (having so many people from one industry in a city at the same time is a great bonus). His attending one time before being a booth sponsor also saved him a lot of money and frustration.

I believe that attending industry events are an important part of being successful in your business. But to experience real benefits from a conference you must know why you are there and what you expect from your participation.

Before you register for a conference meet with your whole team (those attending and those staying at the office) and discuss a how you and the company can gain from sending one or more people. Decide who will attend and why they are the best choices to represent the organization. Identify the purpose of participation and define the actions they will take while in the city where the conference will take place. The more clear you are about the "what and why" the more success you will have from the attending a conference.

Have A Great Day.

thom

Marny Lifshen - Guest Blogger

Today's Guest Blogger is Marny Lifshen.

Are Your Networking Expectations Reasonable?

By Marny Lifshen, Author

“Some Assembly Required: A Networking Guide for Women”

Recently, a colleague recommended me to a prospective client, and I was very happy to be hired as a marketing consultant for their company. I immediately e-mailed the colleague that referred me to let him know the good news, and asked if I could take him to lunch as a thank-you.

During lunch, I filled him in on how things were going with the new client, and then made a point of asking him about his business, and how I might help him. I learned quite a bit about his business goals and made a few suggestions about people he should meet and organizations that might be a good fit for him.

After lunch (I of course picked-up the tab), I followed up with virtual introductions to the people I had mentioned, and the websites of the organizations I recommended.

A few weeks later, I saw him at an event. As we were chatting with some others, he told them about giving me a lead and then jokingly (sort of) said he hadn’t gotten anything back from me yet. I was rather shocked! I felt that I had helped him, and I was certainly looking for ways to give him a direct lead to business.

This led me to think about networking expectations, and how having unrealistic ones can cause you frustration, and eventually hurt your professional relationships and reputation. So, here are some suggestions for how you can keep your networking expectations in line.

1) Networking SHOULD be a two-way street. It must be a give-and-take relationship in order to be successful -- but it doesn’t always happen consecutively or immediately. It can take time to get something back from someone you helped, so be patient and don’t have that “tit for tat” mentality, or you will alienate your colleagues.

2) Networking is not always about LEADS for clients, customers or jobs. The benefits of networking are vast and varied, so don’t keep a narrow focus. Your network can help with resources, advice, access, support and opportunities that don’t necessarily relate to leads – but can be hugely helpful to your career.

3) In order to get the benefits of a powerful network, you have to ASK for what you need! Not everyone is good at proactively looking for ways to help people in their network. So if you need something and you think someone you know can help, ask them – you’ll be surprised how willing people are to help if they just know what you need. Don’t assume they know intuitively what to do.

There is no doubt that a strong network can have a huge impact on your career. If you keep your expectations realistic and reasonable, you will ultimately enjoy better results.

Have A Great Day.

Three Mistakes Made When Giving A Speech

As a successful business professional you will find the higher you climb on the ladder, the more often you will be asked to give a speech. Since you are not a "professional speaker", you might believe it is okay to "wing it" and babble on to the audience without investing the time to craft a meaningful presentation.

Heck you are smart and you have accomplished great things - people will want to hear what you have to say, right?

WRONG!

Always remember, just because someone is smart or they have done something interesting does not mean they belong on a stage talking to an audience. We have all sat through too many presentation where the audience would have rather stick needles in our ears than have to stay in the chairs.

Placing unqualified and inexperienced speakers on stage is a mistake that is made by countless amateurs who are coordinating meetings. Professional meeting planners know that you do not just put anyone on the schedule to fill a "spot", but instead you must vet everyone who will be on the platform to ensure they have public speaking skills.

A bad speaker can ruin your event and make people think twice before attending next time.

Here are the top three mistakes that executives make when giving a speech. Avoid these blunders and your audiences will be eternally grateful:

1. Opening with a joke. Somewhere along the line, about 50 years ago, a fable was told to public speakers that if you open with a joke, you will put your audience at ease. This only works if you are a professionally trained comedian. If you are not, it usually makes you look dumb. While using humor in your presentation is an excellent idea, there is a difference between humor and jokes.

On the flip side do not start by just telling the audience who you are and what you will be talking about. Someone else should do your introduction. The first few sentences out of your mouth will be the most important part of your whole presentation. Make sure you start strong.

Begin with a story. If it relates to your topic, and has the ability to spark interest in you and your presentation, it will have the power to win you the right to the audience's attention for the duration of your talk.

Yes it takes time to prepare a strong opening story, but if your audience is not worth the effort, do not accept the invitation to speak in the first place.

2. Not dressing the part. In our uber-casual society too many people feel they can show up to speak without giving any thought to how they are dressed. But the truth is that what you wear sends a message to the audience. When you dress correctly (and that will depend on the type of event, the venue, and how the audience will be dressed), it sends the message that you considered them before you showed up.

Too many speakers (even professionals) forget that it is called "giving a speech", which means anytime you address a crowd it is your gift. How you dress is the wrapping paper. You would not give your bosses daughter a wedding gift wrapped in old newspaper that smelled like rotten fish, so do not do the same thing when presenting your gift of a speech to an audience.

Many executive that I coach argue that "Steve Jobs" never dresses up when he speaks. My answer, when you bank account matches Steve Jobs' bank account then you can do whatever you want. In the meantime.... think seriously about what you wear.

3. Overuse of the word "I". When we are asked to come share with an audience, we all mistakenly think they want to hear about our accomplishments. Too many speakers only tell stories where they are the hero. Nobody would want to hear you brag about your life while sitting across from you at lunch, what makes you think that just because you are on stage they want to hear you profess your own greatness?

The best speakers provide a mix of their own successes with examples from other people. I suggest you arrive early and get some ideas from people in the audience. When you praise and quote someone from the crowd, the whole audience responds favorably because you are singling out one of them. It raises them all up. If all you can do is talk at them from your own high point, it makes them feel small in comparison.

Take a look at how often you talk about yourself and make sure that it is not the whole presentation. When you do site yourself as an example, have a motivating purpose that helps the audiences. Why do they care about what you did, and how can they learn from your experiences?

Reading books about speaking can help you become a better speaker, but nothing beats practice. If you want to become a talented public speaker then speak often, video tape your presentations, and review them regularly.

Also, every time you get the chance to see someone else give a speech, watch their elements of style in addition to listening to their content. I call this "Speaker's College". Anyone on stage can be my professor (professionals and amateurs), and I always learn something through observation. Never be afraid to try new things. Keep what works, and continue to grow your own unique speaking style.

Have A Great Day.

thom

You can purchase a copy of "The ABC's of Speaking" at Amazon.com.

Attention Sales Managers, Business Owners, and Law Firm Managing Partners - The Time Is NOW To Start Thinking About 2011 Business Development

If I was to ask you if you believed "your organization will have its best year ever in 2011?", how would you answer?

Perhaps you would tell me that you are unsure. You may sight the current economic conditions as a reason for your uncertainty. Maybe you would question the competition's roll out of new technology, and wonder if it would give them a leg up? And it is possible that after two hard years you are concerned about your firm's survival. Your answer might be that you are going to wait and see what the new year brings.

Perhaps you would respond that you were confident that 2011 will be fantastic. The reason for this is because you have no competition and your organization prints money quarter after quarter. Your CFO has never seen any hiccups on the balance sheet. Recession? What recession? You are on fire, and know it will continue into 2011 (if this is your answer - GOOD FOR YOU! Keep it up!).

Perhaps you would state that you are committed to doing just that, making 2011 your best year ever, and you would ask me if I could assist you in discovering the path to more success. Maybe you would share that you have a good team of people but they need more direction to be the great business developers you know they can become.

If the third answer sounds the closest to your response, now is the time to take action. To impact 2011 you have to begin to have the hard discussions with your people now. You have to lay the ground work for creating a business development culture that will bring in new clients and expand your brand in the marketplace. There is now wishing or hoping when it comes to changing the direction for next year. You must have the hard conversations, and the sooner you start, the faster you will receive results.

There is no magic bullet. Waiting to see what the new year brings will just leave you behind. It is always harder to catch up when the year is half over and you are panicking about hitting your numbers.

If you want to grow the visibility of your organization in your business community, and end up on more "short lists" with prospective clients, it takes a commitment from everyone who works with you. You cannot do this alone. Relying on a few "rainmakers" leaves you vulnerable.

As the person in charge of revenue growth you have to lead a cultural revolution that supports the efforts that bring in business. Allowing people to stay in the status quo will mean that nothing will happen.

If you are reading this post and feeling a tug in your soul that you have to take action, then quit rationalizing excuses and just do it. Uncover your path to success and lead your team out of the forest of mediocrity.

Have A Great Day.

thom

SXSW Interactive On the Road: Thom Singer part 2

In March of 2010 I was interviewed by the captivating Ingrid Vanderveldt before the SXSW Interactive Conference. Here is part two of our chat:

Enjoy the video.



Have A Great Day.

thom

SXSW Interactive On the Road: Thom Singer part 1

In March 2010 I was interviewed by the dynamic Ingrid Vanderveldt before the SXSW Interactive Conference. Here is part one of our conversation.

Enjoy the video.



Have A Great Day.

thom

Recent College Graduates Looking For A Job - The Answers To Employment and Career Success Are Closer Than You Think!

The power of business relationships and networking are not a mystery. If you are in college or a recent graduate you should read "Some Assembly Required: A Networking Guide for Graduates" (New Year Publishing, 2010).

Establishing the foundation for a lifetime of mutually beneficial relationships with other professionals who seek to help each other succeed is key to your career. This book by Anne Brown and myself will make it all easier.

Do not wake up one day at 40 years old and say "Oh Shoot, I should have done this 20 years ago".



Available NOW at Amazon.com

Have A Great Day

thom

PS - Do you like this video? Are you an author looking to create something similar to promote your book?

Contact Paul Durban at Blazonfire. I went to high school with Paul over twenty years ago. This is proof that this networking stuff works, as when you keep in touch, the right people with the right skills show up when you need them!

Follow-Up Is Key To Networking Success After #NSA10

Many of the 1,200 plus people who attended the National Speakers Association Conference (#NSA10) are probably feeling reminiscent of a fraternity party Jagermeister induced hang-over this morning (not that I would know that feeling first hand).

Even those who did not go to the Hotel Lobby Bar every night or hit the Foundation Gala or the Cigar Peg Party (and Cigar Peg Hospitality Suite) are exhausted from the information overload that the program provided.

From Friday through Tuesday many of the nations top professional speakers and others attended non-stop keynote presentations, break out sessions, "Ideation Sessions", and VIP parties in and around the Marriott World Center in Orlando. Meeting, greeting, and networking prevailed in the crowded hallways.

(Everyone else who reads this... imagine 1200 professional speakers in one place. There is not a lot of silence in those hallways!).

But without follow up, all the mixing and mingling is a networking failure. Missed opportunities to cultivate relationships are a waste for people who put in the effort to meet interesting people in the first place.

Lifelong friendships can be formed at these types of events, but giving someone a business card does not make them part of your network!

One of the main reasons sighted for attending a multi-day conference like NSA is the "networking opportunities", and yet most people are horrible at the execution of creating meaningful connections after such an event.

I regularly present a program at industry conferences called "The Conference Networking Catalyst" (I did not do this presentation at this conference). When I do this program the final piece is always about "Following Up".

Meeting someone once a year only at a conference is not a real relationship. To establish a powerful connection you must continue the conversations, get to know each other better, and become a resource. To be part of someone's network you must matter in their life.

If you want to succeed in establishing this type of relationship with someone you met at NSA (Or any industry conference) you must reach out to them before too much time passes away.

YOU must own the follow up.

While not everyone you met will become an ongoing and mutually beneficial contact, some of the people can have a future impact on your life. To increase the chances that they will remember you down the line you have to let them know you want to keep in touch.

It takes seven to ten meaningful interactions with people before they become a part of your network, thus you cannot assume that a few drinks at an out-of-town conference will bring them to think of you again after they return home.

Here are five tips to enhance your follow up:

1. Be timely. You must make contact within one week. If you wait too long it will appear as if they were not important enough to make it to the top of your "To Do List".

2. Stand out from the crowd. Most people will never follow up, so doing this will make you more memorable. Email is fine, but also very common. Most people get hundreds of emails a day. I suggest sending a short handwritten note to let them know you enjoyed meeting them and are hopeful your paths will cross again in the future.

3. Do not send a Facebook or LinkedIn request immediately. The ways in which people use these tools differ. I do not link to anyone in these two social media communities that I have not had a meal, a beer or a cup of coffee with (meaning approximately and hour long conversation). I call this "The Coffee, Meal or Beer Rule" - and the beer part does not count if we were both in a group setting in the bar!

Ask the other person if you can connect with them in these venues before sending the invite.

4. Read their blog and leave a comment. People who write blogs appreciate comments. To have a new friend from NSA chime in on their discussion would be appreciated. If you read their blog regularly you will get a better understanding of them as a person and lead you to reasons to reach out in the future.

5. Not everyone will want to be your friend. Sometimes there is no "there there" in establishing friendships. If the other person is not reciprocating your efforts to establish an ongoing connection, do not be offended.... just move on. Not everyone will become part of our networks. You have to look for people with whom you really had a "spark", and then work on building the fire. No spark, no fire!

CHALLENGE.... Before this Friday reach out to five people you met this week at NSA, by email or handwritten note (handwritten not is best!), and tell them why you enjoyed meeting them. Avoid having to look back in six months and realize that you killed your networking success by neglecting to follow up.

Have A Great Day.

thom

PS- Thank you to everyone I met at the conference and to all my old friends who I got to see again. I am honored to be part of this community of Speaking Professionals. My connection to NSA is an important part of my career!

*Disclaimer, part of this post came from my March 17. 2010 post immediately following the SXSW Conference.... but the information is still relevant to anyone who attends a multi-day conference.

Your Personal Brand Is A Real Thing

If the world today was such that people were always watching and judging you, what would they see, feel and think about you and your company? Stop and consider your brand. Regardless of if you are actively cultivating your image and reputation, you have one.

Are your actions in line with your goals? Do you "Walk The Talk"? Do you do things that help others achieve their dreams, or are you so focused on finding your own success, that you are blind to the easy things you can do to have a material impact on the people you encounter. You do not need to do a lot to make a difference.

Look around, you are being watched and judged by everyone. Do you care? You should. You have a personal brand and it is screaming out to others. Are you aware of what it is saying?

Have A Great Day.

thom

Entrepreneurs Never Know For Sure They Will Succeed

My blog post from Friday spurred a phone call from a friend who is frustrated with his slow progress in moving his company to the next level. While he is not a client, I have coached him for a long time on building his brand, networking, marketing, PR, and visibility.... and I know and understand his business. He is successful, but has not yet reached his potential.

He could feel my own trials and tribulations and my sense of feeling overwhelmed in the worlds I wrote. It worried him, as his impression is that I do an above average job of juggling all the responsibilities, and if I could see the "wolves at the door", then he feared his own "wolves" getting inside.

We talked for 20 minutes. He is distraught about the amount of work he does "just to keep up" with the information, client requests, family obligations, running a business, growing a reputation, all the while still finding time to keep himself fit (mentally, physically and spiritually). His biggest worry is that he letting down his family, his business partner, and himself.

I had no answer. There is no magic bullet. I think all entrepreneurs have these feelings from time to time. While we would all like a crystal ball, we cannot know what is around the next corner, and success requires a level of faith that you will reach the promised land.

We agreed to talk again next week. He needs to regroup and motivate himself. There is no "motivation fairy" who will sprinkle him with dust. I told him to go close a deal, as I find nothing gets me back on track has signing up a new client or delivering a speech or training program for a company or law firm.

I challenged him to notice those he encounters this week who inspire him, and to let that inspiration sink into his soul.

I will report back as to how he feels next week.

Have A Great Day.

thom

So Much To Do, Read, Learn, Share, Etc....

Stop for a minute.

No, I mean it. STOP.

It seems everything around us is moving way too fast.

We are living in a time when there is seemingly very little downtime. The amount of information that is coming at us is unlike anything in history. Bombarded with important and useless tid-bits at every turn. It makes me want to scream.

In the 1970s when my father left his office everyday for his hour-long commute home from downtown Los Angeles to the suburb where we lived (it was only 17 miles, but with traffic it was a long commute) - he really was away from work. There were no cell-phone calls from his boss or clients, there was no blackberry buzzing with alerts, and there were no texts coming to his iPhone. He had peace (if one can consider Los Angeles traffic peaceful!).

I believe that people had some time to just "Be". I never think any of the people I know just get to "Be". We are all to busy looking at our watch to make sure we get to our next appointment.

When I was a kid and we went on vacation, Dad was not getting up early to keep up with emails or other correspondence. He was on vacation. There were no phone calls being made to "check in". Long distance calls were very expensive and were simply not made if there was not an urgent matter or an emergency. If I do not keep up while on vacation then I would be buried when I got home. When I am on vacation I am not on vacation.

I could not sleep last night (I was actually thinking about my 95-year-old dad!). At five o'clock I decided to get out of bed. I sat down at the computer and began going through old emails, catching up on minor projects that had been ignored, and working on "Some Assembly Required: How to Make, Grow and Keep Your Business Relationships -- 3rd Edition".

Suddenly it was 9:00. I had worked for nearly four hours, and did not feel that I had made any real progress. However every task I had given my attention was important to my career, my family or my life. On top of all the distractions from inbound information, it seems like there is a never ending "To Do List". I believe I could work for 100 straight hours and never get caught up. Plus all the new things that would be rolling in that needed my attention. Grrrrrrrr.

Then there is the media. The amount of things I feel obligated to read, videos to watch, etc... makes me crazy. I worry if I am not keeping up with news, blogs, industry information, and the rest of the stuff out there that I will become obsolete.

I know I cannot be the only person who feels this way. I bet many of you who read this post are thinking "ME TOO!".

How do we get hold of it all?

Have A Great Day.

thom

"Integrated Visibility" Webinar Next Week

Readers of the blog can register for FREE for the "Integrated Visibility Webinar" next Friday, July 23, 2010 at 11:00 Central Time.

Space is limited so sign up today.

CLICK HERE, then go to the "Upcoming" Tab and click on the July 23rd link.

Have A Great Day.

thom