More on personal brand

From a seminar this morning on social media (where it is critical to manage your personal brand):

We are all brokers of three things:

• Knowledge
• Resources
• Relationships

Equal parts of these are the fuel of networking, marketing and sales.

Relentless

Thanks to Sean Piket, president of the Dallas SMEI chapter

A colleague reports: Who's Got Your Back?

Our colleague, Ann Ranson, recently heard a talk from networking guru, Keith Ferrazzi (the author of "Never Eat Alone"). While Keith was promoting his new book, he did come up with some great ideas important to our networking skills. Ann reports:

"I loved hearing Keith Ferrazzi (this past week) on the Leading News monthly conference call with Patricia Wheeler. He has great energy and passion, and is really into servant leadership – a passion which I share. He has a new book Who’s Got Your Back which sounds great."

"He says that networking is really about relationships, intimacy and generosity. It’s not about working a room. He talked about the importance of developing at least 3 LIFELINE relationships, which he defines as people who have our back:

• People with whom you can let your guard down & be vulnerable.
• People who will do anything for each other’s success.
• People who will be totally honest and will hold us accountable to greatness.

"After you have three, keep working to add one more person – and you must be willing to be vulnerable in seeking and developing these relationships."

"Be willing to ask your LIFELINE relationships the tough questions: how can I be more successful? What do you see that I’m doing that’s preventing my total success? The only acceptable responses are either thank you, or please clarify."

"Prioritize service and generosity…"

Thanks for sharing, Ann. As we have discussed many times, relationships are the key to quality networking and a quality of life.

Relentless

Ann Ranson is a skilled business consultant (www.annranson.com)

Nix the hard sell

Keep in mind that relationship selling is just that--selling you, not a product or commodity.

If you are into networking to generate sales, be patient. And I'll pull this word out--classy. If you go to an event with order pad in hand, well, knock it off. If the next words out of your mouth after, "Hi, may name is..." are either "where can I send my resume?" or "would you be interested in buying..." then you are not getting this.

I once worked for a company that swore up and down they were relationship sellers. Well, yes, they did sell to people they had relationships with. However, the business was a manufacturing concern at it's core and relied on volume sales of products ("stuff stackers" as one colleague describes them). Their approach was to meet folks, but write them off if they didn't place an order.

To be honest, there is a place for that style. Usually, longer sales cycles are the best fit for true relationship selling as described in this space. True, you have to close the sale ventually. Just don't kill future sales for the instant gratification of the immediate sale.

Relentless

You just never know

Yes, there ARE enough hours in the day.

You never know who you are going to meet and where the conversation will take you. You also will find it difficult to know who you are going to work with and for in the lifetime.

A networker should be relentless. It is your life. In these times of economic and cultural uncertainty, it is comforting to know that the richness in life is in the relationships we have and cultivate.

This space is dedicated to networking in all of it's various forms: from face-to-face to social networking sites, we hope to explore terms and techniques to help you, the reader, make better connections with those around you.

As a trade show professional for the past 20-plus years, I have seen firsthand the power of face-to-face selling. As a new business development person for the past several years, I have seen the power of the referral. And as a member of my community, I have seen the strength of a cohesive group make an impact on a neighborhood.

Relentless