Category: Relationship Building

Networking Tip: Pushing the Pushers

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Selling ourselves and our brand is all about presentation. Sometimes this means giving a speech in front of a crowd of interested parties, other times it calls for a cold sell to someone you’ve met mere minutes ago. While the art of selling is a great ability to have, there are those that take the effort too far during networking situations. In conversations, they are extremely pushy, refusing to let you get a word in. In front of groups, all they can talk about is how wonderful their brand is. Though these individuals can’t be avoided,  here’s the first networking tip so they can be out maneuvered so long as you know how to approach the situation.

Listen

Immediately brushing a pushy salesperson aside can swiftly open up the door to unwanted return visits. They’ll mark you as possibly interested until they get to explain the entire scenario. In order to keep your time with them to a minimum, listen to the pitch the first time. Worst case scenario, you don’t like their brand. At this point, feel free to hand them a firm “no” and be on your way. In many cases, this will get the person to move on, as they don’t want to waste their own time, either. This is because, to them, the pitch is everything. If it can’t convince you, nothing else will.

The only time you should feel free to immediately stop the pitch is if you know it’s a product you do not nor will ever need. A coffee shop owner, for instance, would find no reason to ever purchase a fancy line of staplers, so why even waste time listening to such a spiel? During this type of situation, cut the individual off immediately, explain why you don’t need to hear anymore and feel free to move on. They’ll appreciate your honesty and respect for both of your schedules.

Exchange Information

If, during this networking event, you are strapped for time, it’s far more advantageous to get around to as many people as possible rather than get bogged down with a pusher that won’t take “no” for an answer. If you’ve found yourself stuck, ask for their business card and feel free to hand yours over as well. This will offer the potential of further communication outside of the event so both of you can go on to take further advantage of the event. For salesman, this means a possible avenue. For you, this means offering a better venue to hear the sales pitch at, one where there are no time limits.

Remember that once you are in the virtual arena, you exert a bit more power over the conversation. If you never want to deal with the email address again, block it or delete the email. If there’s a bit of interest, you’ll have time to read an email with all the information you need to make an informed decision. While it still may end up that there’s no interest on your end, moving conversation to a more personal level is appreciated by any brand.

Cut the Act

If you’ve ever had to sell anything, you understand that pitches are typically rehearsed and memorized down to the last punctuation mark. This preparation shines through the pasted on smiles of someone that has set their sights on you. Before they launch into the extended version of their product’s praise, catch them off guard. Joke about seeing how they’re ready to start their spiel. Remark on how prepared they look to perform what they’ve rehearsed for so long. This typically forces the salesperson to break character, leading to a real conversation rather than a canned stint.

Knocking them out of their rhythm my sound negative, but it’s a tactic that doesn’t have to end up in bruised egos or hurt feelings. If you are genuinely interested in the brand itself, getting them to drop the sales routine is the quickest way to have a serious discussion without all the fluff. You’ll get the answers you need, they’ll get to talk about what they want to talk about and no one’s time will be wasted as they try and hook you in with an obvious charade.

Use it to Your Advantage

At the end of the day, the pushy salesman needs to make sales in order to have made a success out of the networking event. Whether it’s a definite deal on the floor or bringing back an enormous collection of business cards to the office, these individuals are severely goal oriented, putting up blinders to virtually every social cue. Instead of trying to evade an insistence that will quickly overpower your passive avoidance, use it to your advantage. They sell something you might want. So do their competitors. How can they make their offer more enticing? Poke and prod to see just what kind of a deal you can strike.

Never be against window shopping. Typically, there will be four to five other brands selling similar products with each offering their own pros and cons. Be sure to spend some time perusing the various sellers to build a list of options being offered to you. Then, bring the offers around to the other brands to see just how far each company is willing to go to match the other. They can also help you pinpoint cons about one another that would not have seemed obvious to you at the start.

Salespeople can’t be faulted for wanting to grow their brand. It’s a desire each one of us has. Unfortunately, this means there are quite a few that willingly ignore societal cues in order to get one step closer toward making a sale. If you find yourself up against one of these pushy individuals at your next networking function, do what you can to make the most of the situation. Just because they’re annoying doesn’t always mean they should be ignored.

Keeping Your Personal Brand Professional in a Shark Fight

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The higher you climb, the more fans you get. Subsequently, the higher you climb, the more people are there to point out flaws in your arguments. Openly calling someone out for misinformation has always been a practice. Whether through poetry as was popular in the 1700s or through the internet as is popular today, you can’t amass an enormous following without amassing watchdogs there to make sure your ego doesn’t climb too high.

The Set Up

Such is how it recently happened in an exchange between businessman Mark Cuban and writer Amy Vernon. In a recently published article for Inc., Vernon targeted Cuban’s new bid for wealth, an app known as Cyber Dust, systematically pointing out all of the flaws in Cuban’s argument as presented in an exclusive Inc. video. In it, Cuban paints the picture of the privacy breach we’re all scared of. After all, everything we post online is accessible by everyone, can be screen captured by everyone and, according to Cuban, will be used by companies to profile potential hires. This means who you follow, who you retweet and everyone you come into contact with online is a potential threat. Immediately following this, he goes on to describe his new app and how it will protect your information when “30 seconds after they [the receiver] open it, the message disappears.”

While a great idea in theory, Vernon caught on to a few mistakes in the video and wrote her article breaking apart the weaknesses piece by piece. In it, she’s quick to point out that “Cyber Dust absolves itself of any responsibility if a message is not removed or deleted” in addition to the company not being responsible for screen captures. She also brings up the argument that Cuban’s advice to delete past tweets is a poor decision because “if you delete them and someone has a screenshot and doctors it, you have no way of proving it’s doctored.” All in all, it was not a slanderous post so much as a warning to those quickly jumping on to an app that purported to do things it cannot.

The Exchange

The ball was now in Cuban’s court. As much of a personality and figurehead as he is, it would be poor PR to simply ignore the holes poked in the argument he presented for his app project. What came next was a very simple personal branding lesson on maintaining professionalism during such socially broadcasted spats. The same day the article was posted, the response war began in earnest. Amongst truly interested parties and diehard fans of both names, the two engaged in a battle of words and facts. By the time the dust settled, it became clear that Vernon was the real winner.

While frustrating to both sides, Vernon maintained a calm, collected voice for the debate, never slipping into emotionally charged comments. She didn’t respond much on Twitter but did so when good questions came up. All in all, her main focus remained on the questions she had raised, nothing more. Her opponent, on the other hand, did his best to provide answers but ended up taking a childish route, insulting Vernon with, “Amy the next time you do any actual research on this topic will be your first time”.

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The Lesson for Your Personal Brand

Arguments will inevitably happen. Not everyone can agree on everything and that’s okay. The most important thing you can take away from this exchange is the fact that professionalism is the key to protecting your brand through anything. Though Vernon’s article was not inflammatory and merely brought inconsistencies in the presentation of the product, you may very well find yourself against far more slanderous opponents unopposed to writing articles that are derogatory in nature.

Keep Your Cool

The person who gets emotional about it loses the respect of those looking or listening in.

exchange-of-ideas-222789_1280In your business or work environment, keeping a calm demeanor will be beneficial to you.  Often, individuals try to rally the crowd especially when they feel the other person is wrong.  Yet, if you try to do that by being negative or insulting to the other person you will end up losing.  That negativity clings to you and ends up tainting what ever you are saying.  When you get personal with direct attacks, it reflects negatively on you, personally.

Utilize Your Resources

Using facts, statistics and quotes can help support your findings or “side” and if you’re not an expert on the topic then do bring in resources who are and can speak to it.

Bringing subject matter experts into the conversation, causes everyone to listen carefully.  Instead of listening to reply, they are truly listening to each of the points of information shared.

When you can use logic and known experts or expert resources to support you, then not only do you elevate the discussion, you elevate your personal brand.

Keep Communication Open

Communication and debates between two people lend themselves to keeping the lines of communication open since each person involved in the conversation is trying to convince the other person and share enough pertinent information that they may concede their point.

When the argument has an audience, on Twitter, or other social sites, then the theatrics of belittling your adversary can come into play.  Keep them out if you want your personal brand to be viewed as professional.

Ridiculing your adversary attracts the same reaction as name calling and in the court of public opinion can quickly categorize you as a “bully”.

Whatever it is you’re up against, always go back to Debate 101 rules. Stick to the facts, apologize when necessary and never, ever resort to emotions. When all eyes are on you and how you’ll react to a challenger, everyone, whether they support you or not, is waiting for you to slip up by getting emotional. Through denying this, you deny your opponent any leverage against you, making you the victor. Those watching will see the person offending you as being in the wrong, and you’ll be able to continue onward without having lost support. And, you’ll keep your personal brand professional.

Works Cited

Vernon, A. (2015, 11 June). What Mark Cuban Gets Wrong About Social Media. Retrieved from Inc.: http://www.inc.com/amy-vernon/mark-cuban-is-wrong.html

With Great Networking Comes Great Responsibility

Networking Strategy MeetingsIt’s easy to be the one at a networking event littering the place with your business cards, belting out a chorus of “me, me, me”, and treating people as if they were things instead of people.

I recently witnessed it at a networking event.

It was conference and it was the welcome mixer.  Everyone was mixing, mingling, and there were occasional heartfelt reunions where you would see genuine hugging and laughter.  I had my own as a saw a friend of mine and fellow BRANDido (term of endearment of those who participate in #branchat – a Twitter chat all about branding).

Then, there was that guy.  You know – the one who wants to meet all the “important people”.

I didn’t have speaker on my badge. And, he didn’t recognize the business so he said his hello, how are you, is this your first time at this conference and quickly disengaged.

But, before he left he asked for my Twitter handle so we can follow each other (which is code for so you can follow me).

Then, he stopped where he was walking to.  Our digital manager pegged it first.  He leaned over to me and said, “he just read your Twitter profile and now you’re someone worth knowing.”

And, he turned around and asked me – so you are the head of #brandchat?

Sorry mate! Those kind of networkers are a dime a dozen.  Sadly, I don’t even remember his name to try to disguise it for this post.

They are the card collectors and the people who work through and use people.  If you’ve ever seen the movie, The Internship, he’s the Grant.

Don’t be that guy.

Top 6 Things Bad Networkers Do (And How to Not Be Like Them)

Eight Signs You’re A Terrible Networker

What Good Networkers Do… and Don’t Do

4 Places Where You Should Not Be Networking

Look at the person not the name tag

I have always said that you never know who someone is, who they will become or who they influence.

Then, I come across those networkers that are reading name tags, or follower count, fans or even titles to gauge if someone is “worth” talking to.

In order to make good connections, people have to have the opportunity to sample your character and competence and you must also take the opportunity to sample someone else’s character and competence.  This means getting to know them.

It’s also good to burn useless bridges, according to Gregory Ciotti.

“This skill is an absolute must to learn.

Eventually, you’re going to come across “leeches,” people who you’ve connected with but don’t see the relationship as give-and-take, more like, “How much can I get out of you?”

Networking is supposed to help you grow your business by meeting genuinely awesome people, not create a network of vultures who only reach out to you when they need something.

Cut these people off, and fast, you don’t need anyone holding you back.”

8 Networking Skills that Every Professional Needs to Have

Networking the Right Way: People Remember How You Make Them Feel

The 5 Keys to Networking Online Successfully

Be in the now

How many times have we heard that grunt of “uh huh” or that “oh yeah” that didn’t really have any meaning behind it.

At a networking event, if you’re thinking who this person could connect you with or what you can get from them, it’s tough to focus on the “now”.

When your mind is in the future, it is busy strategizing and you cannot hear and be fully present to the person that you’re with.

7 Tips for Networking

13 Things Mindful People Do Differently Every Day

Focus on Your Connection and Conversation

How can you help?

Do you know how you help others?  And, how do you deliver value to their lives?

When you network, if you help people in any aspect of their lives they see you as someone who can be helpful – regardless of the area of their life they need help.

It is the authentic desire to help that makes all the difference.

It is why when you network that quality beats out quantity.  If you can have a quality conversation with someone (one where you learn what they need help with our how you can help), and if you leave your “sales focus” at the door and focus on the person, you can not only develop the “know, like and trust” factor faster, you can solidify a relationship and loyalty.

It’s not givers gain

I’ve never liked that phrase.  It sounds like the motive is to gain something and in order to do that you’ll give something in exchange.

It seems very transactional and not relational.

Any networking event I’ve gone to when that’s chanted has felt like a group of people swarming others to find out “what makes them tick” and then to descend upon that information with the goals of giving something and expecting reciprocation in return.

It just never felt right.

In fact, it often brought to mind a question and answer lesson a good friend of mine, Jose Zertuche, would always share with me. He would ask, “What’s the difference between a salesperson and a con man especially when both can be so charismatic?”  His response, “intent”.  What’s your intent?

In giver’s gain, the intent to me seems solely focused on the giver with the focus (from the get go) to get that other to reciprocate.

Appreciation in Business: A Crime against Words of Affirmation

A Crime against Words of Affirmation

Appreciate you! Thanks bunches! Grateful man! Thank you very much!  Thanks for all you do!

Meaningless. Droll. Lifeless words that are crimes against affirmation.

This is what we see as common place phrases that are used to convey appreciation in business.

Are you guilty of these types of words of affirmation?

Have you been on the receiving end of one of those standard thank yous?

Would you much rather hear nothing than to receive this kind of thanks?

There are many who would agree with you:

And, then there are those that are more about action as opposed to words.

Would you rather hear someone’s appreciation or would you rather see it in acts and deeds?

Regardless of the delivery, for appreciation to be heard with the true intention that was meant to be delivered with it – it must be genuine.

Fake it and you’ll be dead in the water.

After reading Dr. Paul White’s and Dr. Gary Chapman’s book, The 5 Languages of Appreciation, I’ve been on a mission to learn about how these are applied in business and more importantly how they are applied by the people who are face-to-face with customers and clients.

I’m interested in that intersection where knowledge becomes powerful – when it’s applied.

To assuage any possible association with these current crimes against affirmation in your appreciation:

  1. Be specific

This means that it’s more than just an “appreciate you”; “thanks bunches”; or even “muchas gracias”.

Specifically describe what it is the person did, said or a character trait about them that you are grateful for.

For example:

  1. Something they did:

“I appreciate you staying late and helping that customer with their questions.”

  1. Something they said:

“I appreciate you sharing your thoughts about our new signage.”

  1. A character trait:

“I appreciate that you take ownership of our workspace and care about if it’s kept clean and safe.”

When you’re specific, your appreciation is more terrific.

Okay, it may seem corny but it’s true.  When you can take the time to specifically list what it is that you appreciate, then the fact that you noticed and that it has some impact is communicated just by the mere fact that you mentioned it.

  1. Personal

“Thanks all y’all for everything you do.”

That’s pretty general. Very vague. And, feels like something that someone is just checking off their list of things to do for the day.

Yes, it’s also a little Texan. (And, I am Texan and feel comfortable in saying y’all – even professionally).

However, whatever regional phrases you use – Make sure your appreciation is very specific to that person.

Before you communicate your appreciation answer these questions:

  1. What did this particular person do or say that you are grateful for?
  2. What’s the best way this person likes to receive a genuine ‘thank you’?

Remember, some people like to be thanked publicly.  Others do not.

Some appreciate gifts, gift cards and even tickets to activities. Some do not and lose the cards or tickets. Or, they bury them away.

Some really like a little extra time to be heard and to make a difference.

Some like plaques and certificates. Some see those as a waste of time.

Do you know your team members or the people you connect with enough to know the best way that is meaningful to them to be appreciated?

  1. Focus on how it matters or makes a difference to you

All of us want to know that we’re valued and that we matter.

Do you want to ignite someone’s productivity, motivation and dedication? Let them know in all sincerity how they’ve made a difference in your life. For business, you might want to focus more on your “work life”.

Knowing this, you know that saying thanks – even as specific as possible – is not enough.  You need to share not only what you’re thankful for but also share how that’s made a difference in your life.

  1. Share how it matters or makes a difference to the company and your customers

How their action has made a difference to you as an individual is important. But, it also matters that they know how they make a difference to the company or to customers.

Here’s an example:

I appreciate that you took the time to help that customer with their individual questions.  It takes a load of my plate so that I can focus on growing the business. And, I know you make sure our customers feel heard and helped. Thank you!

Let your appreciation do more, mean more and be received by the person you’re giving it to with the same meaning and sincerity of the intent.

Do It Yourself Thinking is Wrong for Networking Effectively

Do you remember the book “The 7 Habits of Highly Effective People”?   There’s a story in the book about a team that was making tremendous progress in their efforts of cutting down a forest.  When the leader of the group alarmingly shouts out “wrong forest”, someone instantly hollers back “be quiet – we’re making progress.”

I come across a lot of DIYers (do it yourselfers).  When you’re dealing with budding entrepreneurs, they are often doing many things themselves.

Do if yourself is the wrong way of thinking for networking

Imagine you were setting out to network with people today.  Let’s do the math. If you allot 30 minutes to connect with someone (imagine ordering a coffee or making it through a parking lot, building and a receptionist – none of these activities all in all can be done in less than 30 minutes each).  Then factor in travel time.  How many people would you be able to connect with today?

No. I’m not oblivious to social media.  Even then, imagine you’re attending a twitter chat, connecting with people afterwards on Twitter or another social network.  How many people can you meet, connect with and really converse with in one day?

And, even though each person on Facebook is said to have, on average, 229 friends, there are less people that we actually influence even when we are well connected online.

When you make networking with others a “do it yourself endeavor” we lose the exponential benefits of other people’s influence and other people’s credibility.

When we can borrow from another’s credibility (which is essentially what happens when someone edifies you as they introduce you to a connection of theirs), we meet at an elevated level of know, like and trust which shortens the time necessary for them to sample our character and competence.

Review these tips and insights to help you shorten the connection process and make friends and influence people:

Be the expert at what you’re an expert at

If you try to do everything yourself, you’ll be mediocre at everything.

That was an early lesson for me in my business.  Like any small business owner, I started as butcher, baker and candlestick maker in my business.  I admit. Some moments – I’m still that.

Effective networking is through and with people. In order to do that, it’s imperative that you give them the room to be the expert that they’re an expert of – which is their connections and contacts. After all, they’ve developed a relationship with them and they know what matters most to their contacts (more than you do.)

You, on the other hand, know what you know best. You’re the expert of your business.

Instead of developing the connections yourself, spend your time in creating a curriculum for your contacts on:

  1. What you’re best at,
  2. How you serve people,
  3. What you deliver and
  4. How they can best refer connections to you.

Too often, do it yourselfers, focus on driving the relationship.  To succeed at and maximize the return on your networking efforts focus on your expertise which is your business and the best ways to refer you.

Synergy creates serendipity

When you’ve taught your connections the best way to connect, describe and refer you, you develop a synergy that creates powerful introductions and referrals.

Here’s how to do this – develop a one page document and in it outline:

  1. Your goals and objectives for the year
  2. Who you serve best (your target market/client)
  3. Where to find this “best client” in large numbers (associations, conferences, events)
  4. What are some of the key phrases or comments someone will say that identify them as a great connection for you.
  5. Describe the best way to introduce you
  6. Make sure to have all your contact information starting with the first (and best) way to reach you.

For example, this is what my Networking Document would look like:

Goals and Objectives:  To develop a solid base of email newsletter clients (10 new clients each month)

Target Client:  Realtors, Restaurants and Renegades (Definition of renegade: solopreneur, independent professional, inventor, author, entrepreneur)

Where to Find them:

Realtors:  Board of Realtor functions, Chamber of Commerce events

Restaurants: Chamber of Commerce special events, charity gourmet galas

Renegades: Chambers of Commerce, SBA or SBDC events, blogs and Twitter chats

Key Phrases and Comments:  I can’t get any results from social media; What are you using to send out emails?; I don’t know if anyone’s opening or really reading our newsletter

Best Way to Introduce:  A virtual introduction via email sent to both of us; Or, provide their email address and please call ahead to them about me and to expect an email from me.

Do it yourself means less control

Know that when you are working with people who are making the connections for you, that you will not be able to control the speed or the flow of the connection.

Remember, the best way to incentivize someone to assist you is to:

  1. Do the same for them
  2. Appreciate their efforts

Others have done a great job articulating this:

It is average

I liken you doing everything in relationship building and developing connections to a person who is putting out an ad about themselves and calling everyone telling them how wonderful they are.  It just doesn’t work. And, it’s was the average beginner does.

Yet, if you can work closely with a team of people who are already advocates for you and teach them the best way and who to best refer to them – the opportunities are endless.

That third party endorsement from someone that they know, like and trust could be just the thing that someone needs to know before they would ever consider even speaking with you.

Focus on networking effectively.  It will expedite your connection and even develop your relationships at a stronger more meaningful level.

5 Things You Need to Stop Doing Now to Create Strong Connections in 2015

I know, I know – the year’s just barely halfway through and now I’m writing about next year’s activities.  You can start now to put the foundation and resources in place so that you’re one step ahead of everyone.

Making Connections Work for Your Brand (and more importantly for you, it’s important to create strong connections)

You probably have heard the expression “people do business with those they know and trust.” It’s true. In a world where we are constantly bombarded with sales pitches, sales offers and an endless stream of online updates and messages, it’s the people you trust and have personal connections with that are likely to come through for you.

Ask any senior level executive, industry leader or even politician which skill plays a big part of their success – and a large majority will say making connections/networking. If you want to grow your brand, making the right connections is crucial.

As you embark on making meaningful connections, you realize that not everyone in or associated with your brand might have the same networking skills as you do. People are different, and where you might excel in communicating with others, some of your team members might not do so well. As a brand, you want to portray a unified front, so identifying members who may need a little work on their networking skills is important.

Do you need to develop your connection skillset? Here are some helpful articles for you to develop a foundation for online and offline connections:

The Importance of Connections

Why is making connections so important?

For starters, no man is an island. You need people around you to help you grow, learn and to share information with. But further from the team that helps your brand grow, you need people that will buy into the strategy and vision you have set out. For this to happen, a connection has to happen first.

Meaningful connections will share the vision that you have, and through word of mouth communicate it with others they interact with. A positive word dropped here and there works wonders for your brand. Also, it is through such connections that you start establishing your business contacts.

Through connections, you are able to understand the best practices and trends in your industry or area of expertise. Attending conferences and meetings allows you to interact with thought leaders and experts, and by making connections you learn the best methods and resources to use to deliver results effectively and efficiently.

The importance of developing relationships around your brand:

1.  Stop trying to look big

Be real, be human

Let your brand portray a human side. Be real and genuine in your messaging and approach. Know the target audience you cater. You are a good starting point of the ideal audience, so think what would appeal to you. How would you like to be approached?

It’s all about engaging with people and making meaningful, genuine connections. Listen and learn, and you’ll be on your way to creating the kind of connections you want.

Small business owners, this is where you excel.  Keep from wasting that by trying to look big and putting large business practices in place that encumber your responsiveness.

To Do Item:  Remain agile, responsive and human in your interaction. 

2.  Stop acquiring more connections than you can cultivate

Earlier I wrote that you need Stop Meeting People to Be Known and Get Referred and that’s a practice that you need to put into place before 2015.

Superficial connections, huge lists of contacts, and putting everyone that we meet into our database only becomes problematic, unmanageable and stressful to us.  It also takes away from the great connections that we could possibly make with others since all of our energy is often squandered away in trying to manage everyone we have contact with.

To Do Item:  When it comes to relationship building, less is more.

3.  Stop thinking it’s a numbers game.

It’s important to be strategic in our connections and in order to do that we have to know what it is we uniquely deliver to a connection.  When we know what it is we know or uniquely bring to any connection, then we can begin to develop relationships with others who can be a part of our support network, referral or information network.  Variety trumps quantity.   Developing stellar connections, means looking for others who have additional information or perspective that can lend itself to our growth and understanding.  It’s not about seeking others who speak from the same beliefs or even same knowledge background.

To Do Item:  Know your unique skills and perspective to strategically seek others who can complement us.

4.  Stop developing boundaries around your roles

When you have a variety of connections that can be helpful to others, you are in a perfect position to be a “hub” of resources to your connections.  Stop separating your resources by roles.  A great event planner at your church could be a stellar connection for customer in need of some ideas or connections on planning an “open house” event for their business.  A great volunteer you connect with at a non-profit who knows all the ins and outs of a word processing software, could be a great resources or even trainer to your team members (or connections) on knowing all the shortcuts in using this software.

To Do Item: Reach across the many roles you play in your life from PTA parent to member of the board of directors – bringing people together across a variety of roles is a valuable skillset.  

5.  Stop guarding your resources

In a minute you can Google most anything that you want to know more about so the days of keeping a resources or piece of information “top secret” are fleeting. When you can recognize problems or opportunities, and provide solutions you elevate your value in someone’s mind.  I’m not saying to “give the farm away”. What I’m recommending is when you find a great tool to help someone solve a problem, then share the information with them.

In positioning people who are experts in their field, you often here this statement, “identify the problem before they even know about that problem and you’ll be seen as an expert.”  The same belief applies here. Identify a solution or resource before they even know where to begin seeking assistance and you’ll be seen as a valuable connection.

To Do Item:  What resources have you been using, that you could inform someone about that would assist them? Start getting into a habit of reviewing your resources and sharing how people can acquire the resource for themselves.