Leadership in Business-Is This Really Important?

downloadYes I believe it is essential to have leadership qualities in business. Strong business ethics, honesty and determination help you stand out from your competitors.

You cannot run a successful business without strong leadership qualities and having integrity in business. People need to trust you.

I am going to look at the different aspects of being a great leader in your business this week.

How being a strong leader is doing, not just talking.

These are the 7 aspects I will be writing a Blog about this week.

  1. Are you a good leader in your business?
  2. Do you have a good Business Mentor who can help you?
  3. Do you lead by example and are you responsible and reliable leader?
  4. Do you care and appreciate your people?
  5. Do you acknowledge your staff’s efforts?
  6. Do you help your staff to develop leadership qualities?
  7. Who can you promote to a leadership position in your company?

Leadership in business is expected of us, but do we really know how this will impact on our staff and our clients. If you are the owner of a business, whether it is as a: Solo Entrepreneur; Sole Trader; Partnership; Company or Corporation, people rely on us to make wise and just decisions.

Is this easy, well quite frankly no it is not. It takes time,  patience and a teachable spirit to learn how to be a great leader. It is not a solo effort. You do need the help of a trusted friend or Business Mentor to help you on your journey. Just when you think you have solved the current problem, a fresh one arises usually without much warning. This is when we need the advise of a trusted adviser.

How do we go about ensuring that we are making the right decisions in our business? I believe it is essential in business to have a wise Business Mentor who is not involved in your business, but who knows you well. Who has your best interest at heart and is keen to help you grow and prosper. Who thinks seriously about the problems you are facing and that you trust enough to listen to and then implement the strategies that you have worked through together. It is a partnership of trust that is developed over time. They will be able to identify solutions, that you may not have even thought of.

A good Business Mentor will always act honestly with high integrity and support you in your decision making process. They will be someone who will be available to you when you need them and not let you down.

We will explore these other aspects of being a great leader this week. It does not happen overnight, but with a patience and ‘Can Do Attitude’ you will be amazed at how far you will go and grow with good support in place.

I look forward to sharing more of my ideas around leadership in business tomorrow. Stay tuned…

 

Rose Gibbens – Director Networkers Referral Group

For more information, please go to: www.nrggroups.com.au

 

Follow-Up is King

follow up on business leadsIn eleven years of professional networking, I have found that this is one of the most common mistakes people make. They make a great first impression with a business person that they meet at an event and then they forget to contact them again.

Follow up builds trust and ensures that your prospective client knows that you value them and their business and that you would like to go on and build a relationship of trust with them and are keen to do business together.

A great opportunity that currently exists to make a new client is often lost forever.

8 Simple Steps to Convert More Clients

  1. At the networking event, get their business card and ask them if you could give them a phone call in the morning to set up a coffee meeting with them in the next few days.
  2. When you get home, you need to record this person and the event. A CRM system is great for this or an Excel Spread Sheet. I use Insightly CRM for mine. File your cards in a folder or a box. I always write the date and event on the back of the card.
  3. First thing in the morning, call them to arrange a coffee meeting, ask them to choose a café close to their work and arrange a day and time that is suitable to you both.
  4. Phone or email them the day before to check that they are still available to meet you for your coffee meeting and say that you are looking forward to meeting up with them and getting to know more about them and their business.
  5. SMS them about 8:00am in the morning of your coffee meeting as a final reminder. How many times have you turned up after checking in the day before and the people have forgotten or a last minute event has happened?
  6. When you meet for your first coffee meeting, it is about building a relationship of trust and finding out about them and their business and how you can assist them. Do not do a ‘hard sell’ at this time.
  7. Look up people in both of your databases that may be a good fit for one another that you can introduce each other to. Set up a coffee meeting for a month’s time and at that coffee meeting bring an introduction, referral or connection that they are looking for to the meeting. This will build immediate credibility and they will know that you are truly interested in being a business associate that they can trust.
  8. Doing business together is now that next natural step.

Rose Gibbens is Director of Networkers Referral Group and is a networking professional in Brisbane.

Phone Rose on 0478 201 866 or Email: rose@nrggroups.com.au Web: www.nrggroups.com.au

If you would like further information about Follow Up or Networking in Brisbane, Rose is available to chat to. If you would like to visit one of Rose’s Four networking groups in Brisbane, a Free Guest Pass is available on request.

Building a Business Hub

Building Your Referral Business Hub

“Building Your Business Is Firstly About Building Your Team Around You” – Rose Gibbens

  • Are you a Sole Trader or a Small Business Owner, but you do not have staff yet?
  • How can you build your business without taking on staff and extra debt you may well ask?
  • Well lean in and listen carefully, because I will share my secret with you……
  • THE SECRET is in building your own Referral Business Hub. You may have never heard of this expression, or you may not know what it actually means, well then let me explain this concept to you.

I first learnt of building a Referral Business Hub when I was Brisbane South’s Regional Manager for The Referral Institute. I was doing my training course to become an accredited trainer with The Referral Institute five years ago at that time. This made so much sense to me that I immediately implemented this into my business. You can easily do the same in your business by following these 7 easy steps.

Seven Simple Steps to building a Referral Business Hub

Step 1: You select four business people that share the same or a similar client base to you, that you know and trust and that have high integrity in business.

Step 2: You then set up a Coffee Meeting with them and discuss the concept of having them as your Referral Partner (someone who you can send quality clients to) and building a strong business relationship with.

Step 3: You sit down and talk to each other and write down the following:

  1. What services or products do you each offer?
  2. Who is your ideal client?
  3. What services or products do the clients require?
  4. What words or phrases do they say that would indicate that they may need your Referral Partner’s services?
  5. How do I best introduce my client to my Referral Partner?
  6. What other businesses do our clients see before and after us? 


Step 4:
 You agree to meet for a Coffee Meeting monthly to grow your relationship and to keep in touch with each other. To look at different ways to bring a new connection or client to one another at this meeting. To ensure that you pre-qualify the client prior to sending through a referral, so that the client knows that your Referral Partner will be calling them to chat and help them.

Step 5: You just Do It! Go through your data base of good clients and look for the people that are ‘a good fit’ for your Referral Partner and put them in touch with each other. The most effective way is to set up a 3 Way Coffee Meeting and introduce them to each other. The success rate in doing this is about 90% to a closed sale. You will find by implementing this into your business, you will soon feel confident to refer your Gold Clients to one another. This is when second tier referrals begin to happen. Your referred clients, then refers their best clients….

Business Hub Blog Photo 3Step 6: You then repeat this process three more times to establish YOUR Business Referral Hub. If you have 4 Referral Partners that you spend quality time with each month and you regularly send qualified referrals to, you will be amazed how quickly this will help you build a strong base of Referred Clients for you. Remember-The best clients are referred Clients.

Step 7: You may be asking, will this work for my business? Well the answer in my opinion is yes, it will. You just need to sit down and think, who sees my clients before and after me. Usually these will be the best Referral Partners for your Referral Business Hub.

If you would like to know more about how to build your Referral Business Hub, then come along to one of my four Networkers Referral Groups weekly meetings for a Free Guest Visit.

Call Rose Gibbens (Director) on 0478 201 866 Email: rose@nrggroups.com.au
Website: www.nrggroups.com.au and go to Weekly Meetings Tab to find a NRG group close to you.

 

Networking and Nurturing Your Prospective Clients

business-friendship“Nurturing takes place before harvesting”… Rose Gibbens

Networking is one of the very first steps in obtaining new clients.

Learning how to network effectively is the key to building a strong base of referred clients and increasing your cash flow.

Networking is a step by step process of building trust and confidence in you as a person. Your clients need to trust you and what you say in order to want to do business with you.

This is done by using ‘Touch Points’ to build credibility with your prospective clients before they then become your clients. Each time you interact with your prospective clients you build trust with them.    It will often take 6-8 ‘Touch Points’ before a prospective client will trust you enough and what you are saying, to now do business with you.

Being a Passionate Networker I have grown my business in this way. These are the steps that I have followed in growing my network of members and Strategic Alliance Partnerships. The ‘Touch Points’ that I use to build a strong relationship of trust are as follows:

  1. Meet at a networking event
  2. Go online and look up their details on Google Search, LinkedIn and Facebook to find out more about their business. This will give you background information about them and their business before your meeting.
  3. Follow up the following day with an email inviting the prospective client to have a Coffee Meeting with you at a nearby café to them
  4. Meet with them to get to know one another and build trust at a Coffee Meeting. This is an informal meeting and is a non-pressure meeting.
  5. Send them a LinkedIn and Facebook invitation to connect with you and start interacting via social media
  6. Send a thank you note in the mail thanking them for the meeting and outlining the things you discussed
  7. Call and set up a second appointment to specifically discuss how you can assist them
  8. At the second appointment it is now the time to look at how you can now do business with each other and mostly by this point they are ready to do business with you

Balance your businessNurturing takes time – but the money will follow…

Trust and respect has now been built and you will find that your prospective client will now be very open to becoming a client who wants to do business with you. It is a much slower process than the ‘hard sell’ but it will build you long term clients that will seek you out as a trusted business associate.

Your harvest will be a strong base of referred clients that speak well of you to their own business associates.

Rose Gibbens-Director Networkers Referral Group

Your Referral Business Hub

“Building your business is firstly about building your team around you”– Rose Gibbens NRG Director

Are you a Sole Trader or a Small Business Owner, but you do not have staff? How then can you build your business without taking on staff and extra debt you well may ask? Well lean in and listen carefully because I will share my secret with you……

The SECRET is in building your own Referral Business Hub. You may have never heard of this expression, or you may not know what it actually means, well then let me explain this concept to you.

I first learnt of building a Referral Business Hub when I was Brisbane South’s Regional Manager for Mr Lindsay Adams from The Referral Institute as I was doing my training course to become an accredit trainer with The Referral Institute four years ago. This made so much sense to me at that time, I immediately implemented this into my business from that day forward.

Step 1 You select Four business people that share the same or similar client base to you, that you know and trust and that have high integrity in business.

Step 2 You then set up a Coffee Meeting with them and discuss the concept of having them as your Referral Partner(someone who you can send quality clients to) and building a strong business relationship with.

Step 3 You sit down and interview each other and write down the following: What services or products do you each offer? Who is your ideal client? What services or products do the clients require? What words or phrases do they say that would indicate that they may need your Referral Partners services? How do I best introduce my client to my Referral Partner? What other businesses do our clients see before and after us?

Step 4 You agree to meet for a Coffee Meeting monthly to grow the relationship and to keep in touch with each other. To look at different ways to bring a new connection or client to each other at this meeting. To ensure that you will pre-qualify the client prior to sending through a referral, so that the client knows that your Referral Partner will be calling them to chat and help them.

Step 5 You just Do It!! Go through your data base of good clients and look for the people that are ‘a good fit’ for your Referral Partner and put them in touch with each other. The most effective way is to set up a Three Way Coffee Meeting and introduce them to each other. The success rate in doing this is about 90% to a closed sale. You will find by implementing this into your business, you will soon feel confident to refer your Gold Clients to one another. This is when second tier referrals begin to happen. Your referred clients, then refer their best clients….

Step 6 You then repeat this process three more times to establish YOUR Business Referral Hub. If you have Four Referral Partners that you spend quality time with each month and you regularly send qualified referrals to, you will be amazed how quickly this will help you build a strong base of Referred Clients to you.
Remember-The best clients are Referred Clients.

Step 7 You may be asking will this work for my business? Well the answer in my opinion is Yes, it will. You just need to sit down and think, who sees my clients before and after me. Usually these will be the best Referral Partners for your Referral Business Hub.

If you would like to know more about how to build your Referral Business Hub, then come along to one of my five Networkers Referral Groups for ‘A Two Week Free Visit’ as my guest. Call Rose Gibbens (Director) on 0478 201 866
Website: www.nrggroups.com.au and go to Weekly Meetings tab to find a NRG close to you.

IMG_1284

Networking and Nurturing = New Clients

“Nurturing takes place before harvesting”… Rose Gibbens

Networking is one of the very first steps in obtaining new clients. Learning how to network effectively is the key to building a strong base of referred clients. Networking is a step by step process of building trust and confidence in you as a person. Your clients need to trust you and what you say. This is done by using ‘Touch Points’ to build credibility with your prospective clients before they then become your clients. Each time you interact with  your prospective clients you build trust with them. It will often take 6-8 ‘Touch Points’ before a prospective clients will trust you and what you are saying to want to do business with you.

Being a Passionate Networker I have grown my business in this way. These are the steps that I have followed in growing my network of members and strategic alliance partnerships. The ‘Touch Points’ that I often use to build a strong relationship of trust are as follows:

  1. Meet at a networking event
  2. Go online and look up their details on Google Search, LinkedIn and Facebook to find out more about their business, to give you background information about them and their business before your meeting
  3. Follow up the following day with an email inviting the prospective client to have a Coffee Meeting
  4. Meet with them to get to know one another and build trust at a Coffee Meeting
  5. Send them a LinkedIn and Facebook invitation to connect with you and start interacting via social media
  6.  Send a thank you note in the mail thanking them for the meeting and outlining what was discussed
  7. Call and set up a second appointment to specifically discuss how you can assist them
  8. At the second appointment it is now the time to look at how you can now do business with each other

Trust and respect has now been built and you will find that your prospective client will now be very open to becoming a client who wants to do business with you. It is a much slower process than the ‘hard sell’ but it will build you long term clients that will seek you out as a trusted business associate.

Your harvest will be a strong base of referred clients that speak well of you to their own business associates.

Rose Gibbens-Director Networkers Referral Group

Website: www.nrggroups.com.au

 

Networking = Successful Business People

Rose’s 3 Top Secrets for Successful Business People

Secret One: Prepare before you attend a networking event

Sounds simple doesn’t it-but ask yourself: How many times have you turned up to a networking event and you have forgotten to put your business cards, pen and a small notebook or diary in your bag or portfolio holder. You have met a business person that you would like to catch up with again as they will be a great connection for your business and you cannot take down their details. This looks very unprofessional. So always be prepared before you step out of the door of a morning.

Secret Two: Take a ‘Wingman’ with you to the networking event.

  • This is probably one of the most successful networking tips I use as a professional networker. Take a good business friend  with you to the event (Wingman). Before you enter the networking event, meet outside and hand each other 4 business cards and then decide what two business categories that you are looking for today. Tell each other. Walk in together and then separate. You are now looking for your Wingman’s two identified people and they are looking for yours. Ask your friends at the event if they know anyone in the room that they can introduce you to for your Wingman. Ask the host or hostess as well and then ask for an introduction.
  • Once you have found the identified person, introduce yourself and say that your business associate Mr John Smith is looking for a connection for  a ? for his/her business network. May I introduce you to John. I have never ever had anyone say No. This will then show people that you are interested in making quality connections for others and you have a ‘givers attitude’. This works for me everytime. I have made great connections for my members using this method and they have found new guests for my networking groups for me as well.

Secret Three: Follow up your new connection the next morning

  • No Spamming, no emailing… A Phone call is the most effective here!!
  • Pick up the phone and call them personally. You will now stand out from the crowd
  • Arrange to meet up later in the week at a cafe near them for a coffee meeting.
  • You have done the hard work, now start to build a relationship of trust with this new business person

To be a great networker you need to enter the room with confidence and be passionate about your business and helping your business associate with his. Try this for yourself at your next networking event that you attend and let me know how you go.

Rose Gibbens – Director NRGcrossing our paths

Business and Passion – Do They Go Together?

Shut your eyes and think of what a Monday would be like if you were not Passionate about Your Business…

  • You would not want to get out of bed
  • You would not want to go to work
  • You would not want to talk to people
  • You would not want the phone to ring
  • You would not want any custormers to walk into your shop
  • You would not want to talk to your staff
  • You would not want to sit in your office planning your week ahead
  • You would not want to meet with business colleagues

Some Mondays we might feel like this, but it would not take too many Mondays before we did not have a business anymore! I have met some business people that act and talk like this. Have you?

IMG_2364

Well then what makes a great business person? My answer is Passion for their business and their clients.

Have you met business people that you have instantly liked, that made you feel really special and listened to what you wanted and then supplied the exact thing? These are the business people that you want to use and to refer your friends to as well. They leave a lasting impression on you and you feel positive around them.

Be Mediocre or Be Passionate about your Business. The choice is Simple and it is yours to make, no-one elses.

Rose Gibbens – Networkers Referral Group (NRG)