At least, that’s title of the post I’d like to write – if only my annoying sense of morals would allow it! I got a chance to pick Seth’s brain last week and thought you’d benefit from a field report of the Q&A.

To be 101% honest, calling it a “Q&A” would be like calling a Manatee a “beautiful, graceful sea-swan”.

The reality: I snuck into a webinar for female business people of Australia, that Seth was participating in.

Not only was I not in Australia at the time, but my wig was totally unconvincing too.

Nevertheless, when they opened up the floor for questions and some 600 women clamoured to have their queries answered, my question somehow got through.

I asked Seth:

“What advice do you have for someone who struggles to define their superpower?”

If you’ve read Seth’s latest book Linchpin, you’ll know that a “superpower” is the ultimate elevator pitch – it’s what makes a linchpin indispensable.

For a long time I had really struggled with this. I’ve helped clients out as a therapist, strategist, consultant, coach, speaker, trainer and more… always creating enormous value.

Yet, I could never sum up what I had to offer. In fact, when people at parties asked “What do you do?” … my most common response was:

“Well, it’s complicated and I don’t wanna bore you…”

Yikes!

Seth’s reply was simple, to the point and change-my-life-and-business-forever awesome:

“Your closest 50 clients and friends know your superpower. Just ask them.”

I immediately got on the phone and speed-dialled my favourite client. I asked him what he thought my “superpower” was.

His response? “Its uh, like you’re some kind of awesome Shrink… but for entrepreneurs.”

Zing!

I phoned around a bunch of other clients and friends to bounce that idea off them. The verdict was universal:

My superpower is being THE Shrink for Entrepreneurs.

If you’ve ever had trouble articulating what you have to offer, now you know Seth’s shortcut.

So… what’s your superpower? (Leave a comment below)

Smart entrepreneurs know the value of landing that “big fish” client or customer. Check out the business networking tips cheat sheet here…

Business networking is the only proven strategy for reeling in that big fish. Networking is the 80/20 principal in action – just a tiny bit of time invested can generate 80% of your business!

The reason? The clients really worth having will never beat down your door to meet you and probably won’t respond to your advertising either.

If you’re in retail or there is no such thing as a “big-fish” customer in your industry, then you could use the following tips for establishing relationships with the best suppliers or strategic partners.

Business Networking Tip #1: Introduction Magic

Do not underestimate the power of a live testimonial – generated, of course, by an introduction from a mutual friend. Better yet, get introduced by a raving fan customer.

You may need to coach your “introducer” to announce you to the “big fish” like this:

Introducer: “Hey Big Fish! I wouldn’t normally interrupt but I just saw my buddy at this event and I absolutely had to introduce the two of you”

If the big fish trusts and respects your introducer, then you just got their interest and attention in 5 seconds flat!

Business Networking Tip #2: Calm down and play it smart

The over-eager, rapid-fire card dispenser  wins no friends. In fact, it’s kind of embarrassing just to watch.

About once a month, I stand above my rubbish bin (trash can) and sort through the inevitable pile of business cards.

Each card gets a half-second glance while by brain searches for recognition. About 90% end up as recycling.

Being a smart player in the networking game means waiting for the ideal moment to approach your “big fish”. Striking at that right moment means you’ll have a chance to chat and create a lasting impression.

Believe it or not, it is this “impression” – not the design of your business card, that will ensure you make it into the Rolo-dex.

Business Networking Tip #3: Trying to sell will murder your chances

People do not attend networking events to be solicited by each person in the room. As desperate as you may be to kick off a relationship with this important person, resist all temptation to blurt out your pitch!

Instead, learn to ask questions that uncover problems or issues that the person (or their business) faces. You can then position yourself as the potential solution to one (or many) of those problems….

… Take their card and leave them with the expectation that you’ll be in touch shortly to deliver the problem solving pitch.

Questions to uncover problems could include:

“What do you do?…… I see! How is your business approaching this “recession” thing?”

“What big changes in your industry do you see coming up in the next 6 months?”

… and the cheeky option when you have enough rapport:

“What is going on in your business that you’d rather be here at this event, than in the office?”

Business Networking Tip #4: The biggest mistake

If someone does hand over their card to you, do not interpret this an invitation to phone them. Certainly, never ever phone their mobile.

By phoning, you risk destroying the fragile relationship by coming on too strong and/or presenting an inconvenience they never wanted or asked for.

Email is the best bet. You can increase the chances of your message getting opened and read by telling them you’ll be sending it.

A really cool tactic is to drop off custom, beautifully printed material (with a personal note) to their company receptionist. The receptionist will pass on the papers and mention the fact that, unusually, you actually turned up to it drop off. Typically, the “big-fish” person will then invite you back for a meeting.

Business Networking Tip #5: Introduce others

Remember, networking isn’t always about you. You’ll quickly develop a reputation as a trustworthy and useful contact when you regularly introduce people who have great value to share.

Doing this requires you to get over any scarcity fears that you have. There is plenty of business to go around and helping out others isn’t going to harm you (quite the opposite!). If you struggle with this concept, you shouldn’t be attempting to network at all.

If your clients know that you are a great networker and have benefitted from referrals that you’ve provided, then you’ll get many more useful referrals from them. Everyone wins.

Summing it up:

Business Networking isn’t as easy as many people think. Firing out business cards indiscriminately without introductions is going to do more damage than good.

The simple recipe of getting introductions, waiting for the right moment, solving problems, polite follow-up and giving back will result in the biggest and best business opportunities available… best of all, it’s low cost and hardly takes any time!

My internet activity has taken a back seat in the last few days.

Unfortunately, this happens from time to time – due to the reality of “real world” business.

The cool thing is, real world busy-ness usually means there are some big profits around the corner.

Why?

It is still enormously easier to make money as an entrepreneur in the “real world”. If you’re struggling, then use these three tactics to bring in more profits:

1. Find a new reason to have a chat with your customers and their friends/colleagues

This could be anything from a new mail or email campaign… or simply phoning them up for a chat. The “excuse” for the “point of contact” is simple – you’ve just made a “development” that you think they need to know about.

In the world of consulting, this tactic is worth thousands. I regularly use it to meet new people connected to my existing clients.

The phone call goes like this:

“Hey client! How’s things?

I know you weren’t expecting to hear from me for a while, but I’ve just had something come up that I wanted to talk to you about first.

I’m developing a new sales programme and I need some real world expertise… I was hoping I could schedule a coffee with the Sales Manager in your business and pick his brain.

In return for the favour, I thought it’d be cool to do a psychological assessment of the Sales Teams core capabilities and strategies… all for free, as a thank you.

Do you think it’d be appropriate for me to give him a call? What was his number?”

… and just like that, I meet a new potential client. By doing a bit of stuff for free, I’ll have the opportunity to sell them something else.

2. Ask for testimonials

Some people think this is weird – because asking for a testimonial usually signifies the END of a customer relationship.

WRONG!

Giving a testimonial is the thing that happens right before you get some juicy referrals.

While you’re asking your client all about what they loved and didn’t like, you can start to get a clear picture of the kind of people they believe your product is perfect for.

Then ask them if they know any other people like that. Start writing down numbers, business names or emails!

3. Do research and give people cool facts

So you’ve got some spare time.

Why not go on an enormous google mission and put together a “swipe file” of hot resources that will help your customers?

If you’re in the business of helping businesses, this article could be in that swipe file.

If you’re in the cafe business, find a really cool article about how coffee is made and email it out to all the people on your database. (you’ve got a database right?!)

People love information – so long as it is relevant and they’ve given you permission to contact them.

This is just another little trick that makes you look good, while keeping you “top of mind” with your customers.

Difficult to measure, but my experience is that this technique can result in a instant 10% increase in referrals.

Hope these help – if you’re struggling to apply these tactics to your unique industry/niche/business then speak up in the comment section below for some tailored advice!

Starting a home business is something that everyone dreams about, usually when we’re stuck in a distressing 9-to-5 rut.

Wishes of making money at home usually happen around 3pm on Tuesday afternoon. Sigh.

The grim reality of home-based business opportunities is this: Only a tiny percentage of home entrepreneurs ever achieve financial freedom!

Want a guaranteed method for money-making? Get a job. Read on to discover the truth about why home businesses don’t work…

Multi level marketing, Coaching Franchises and Internet marketing packages all make irresistible offers of wealth, freedom and happiness coupled with an intense sense of urgency that convinces you to “buy-in” today.

The confusing thing is the testimonials you’ve all seen (“I tripled my corporate salary in three months and was able to retire!”)…are usually true!

This means that somewhere out there, people are making a whole boat-load of cash with these home business programs.

This promise of easy money is what convinces normal people to invest huge amounts of up-front cash to get the “opportunity” to make more.

What the salesman doesn’t tell you:

Only a fraction of program participants actually make money using these models.

What differentiates these success-story individuals from the rest of the “punters” is psychology.

There are three crucial criteria/skills that most home business owners lack

Number 1: Coach-ability

Most people who buy into home business opportunities believe they already “have-what-it-takes” to be a successful entrepreneur.

Instead of paying attention to the guru’s specific instructions, formulas or strategies… they do things their own way.

Funnily enough, gurus become gurus because they make a ton of cash and then systematize the formula to sell to others (to make even more cash). My point? They know what they’re doing.

It’s easier to make money in home business if you can simply, mindlessly follow the formula laid out for you. Make the cold calls, use the scripts, build the sales pages etc.

Do this, and success happens just as soon as you funnel enough numbers (prospects, site-visitors etc) through your system.

Most people think they know better and fail because they can’t be taught. Spot the irony.

Number 2: Sales skills

“Uh-oh, I didn’t realise I’d have to sell to people!”

- Famous home-biz owner’s last words

Wake-up call people. Being successful as an entrepreneur, in business of any kind, requires sales skills.

Most home business owners fail because they’ve never been taught simple sales skills or been conditioned to accept, for example, that 80-90% of your multi-level-marketing interviews will not work.

Without the built in, hard-as-nails toughness of a seasoned sales person… your home business will fail.

AND, part of being “un-coachable” is saying to yourself “… well, I’ll succeed despite my lack of sales skills”.

Sorry, you won’t. It’s an absolute, un-deniable necessity of ANY kind of business success.

Home business start-ups fail because they lack these two essential, mental skills. There is an additional, all important third skill (as my headline suggests), but I’m not going to reveal it now.

Instead, let me know what you think it is, by hitting “reply” and leaving a comment below.

I’ve recently found myself frustrated to the point of tearing hair out, by clients of mine who believe that generating more word-of-mouth, referral sales is the answer to all their bottom-line problems.

I’ve got to admit, the logic is appealing:

If you (Mr business owner/sales person) could only find a couple of friends within your social network who want what you’ve got, you can meet up with ‘em… sell it to ‘em and you’ll be on easy street!

The problem is, this principal is absolute bull$*%@…. and in the real world, it seldom works.

The reason sales people and biz owners are attracted to this method is that it enables them to feel a little more comfortable about the selling process.

By phoning up old friends or ex-colleagues to schedule a coffee and tell them all about “what I’m up to these days” you’re actually side-stepping around any real selling.

You’ll get a major kick (and a dose of warm fuzzy satisfaction) out of the short term success of setting “appointments”.

Problem is, when you go along to the appointment you’ll discover that your “networks” are filled with people who are keen for a coffee and a catchup… often just as an excuse to get out of the office.

Ready for the harsh truth? They don’t want to buy anything.

A lot of sales-reps use this strategy to keep their schedule bursting with appointments – it really helps them look productive.

Want to know the worst part? By engaging in this type of pseudo-sales networking, you actually risk damaging valuable personal relationships with some of your great contacts.

When you phone up to ask for a coffee date, your buddies don’t expect to be sold… any attempt at doing so is only going to lower the temperature on their lead status (and your personal relationship).

Nevertheless, biz owners and sales people are out there doing this everyday. More often than not, they’re also getting frustrated about their results…. which would be inconsistent at best or (more likely) dismally poor.

Don’t get me wrong…

I believe in networking. I’m positive that word-of-mouth is the most powerful form of advertising in existence!

What I’m really trying to say is that, in order to be succesful, our understanding of how networking works needs to change.

The Facts:

1. The only good-quality referrals (i.e. that make you money) come from people who have already bought something from you

2. Having coffee with the friends of your existing clients/customers is infinitely more profitable, professional and ethically enjoyable than subjecting your real friends to untimely, inappropriate soft-selling.

3. Referred business should be calling you. If you have to chase them up and harass them for a coffee date, then you’re doing something wrong and it isn’t a real referral.

It’s all true – successfully getting your head around numbers 1 through 3 is what sales (and to some extent business) success is all about.

I welcome your feedback, questions or examples-to-the-contrary in the comments section below…