Listen…the secret of great networkers

You know very little about the best networkers in the world and do you know why that is?  It’s because when you meet them they ask questions of you and they listen to you.

The best networkers know and are consciously aware they must listen to you in order to learn how they can best serve you.

Ten years ago when I began my business I didn’t know squat about networking. My ability to connect with people stemmed from my natural extrovert nature.

That nature was out of control as I often tell people that I am an “off the chart” extrovert. I struggle with each encounter to keep myself under control and to let the other person speak to me. It doesn’t always work that way.

God gave us two ears and one mouth for a reason. He wants us to listen more than we speak. Practice it this week.

Dale Carnegie said that when you encounter someone imagine there’s a sign hanging from their neck that reads, “Make me feel special.”

When you listen you set yourself apart as someone who cares about others.

Reflect On This!

Tis the season to say “Thank you.”

According to author Gary Chapman  there are five love languages:

  1. Quality Time
  2. Words of Affirmation
  3. Gifts
  4. Acts of Service
  5. Physical Touch

We all have a primary language and a secondary language. So there’s a 33% chance that by expressing your gratitude in any one of the five languages you’ll make that connection with the person you wish to say “Thank you.” to.

Remember What Your Mother Said?

Our moms taught us to say “Thank you.” OK, maybe not yours but everyone else’s did. Hey Buck-O it’s not too late for you to learn this invaluable lesson.

The most typical love language used to express gratitude is words of affirmation which can include:

  • A verbal “Thank you.”
  • A “Thank you.” email
  • A note card sent in the mail as in via the US Postal Service. Yes it’s corny, it’s old fashioned but it’s the most sincere form of “Thank you.” (Make sure you use blue ink.)

As we near Christmas Day you’ll be showered with reasons to say “Thank you.” Don’t blow it. Don’t let this opportunity pass you by to express your heartfelt gratitude.

Look at it this way. Someone thought enough of you to take money out of their pocket and purchase something for you. Sometimes it’s more thoughtful than you could ever imagine. Then they took time to wrap, send, present or mail your way. All that, deserves a simple “Thank you.”

That simple “Thank you.” can express just a bit of love that was missing from that person’s life. You have the power to change the world with your “Thank you.” of love. Will you use your powers?

The Answer You Seek/I Remember You

How many times have you wondered why you seem to recall a song or poetic verse so easily? If you’ve ever thought to yourself, “Why is this song stuck in my head?” Then this excerpt from author Roy Williams’ Magical Worlds of the Wizard of Ads will answer that question.

Doubt is what happens when the security guard of the rational, logical left brain isn’t sure whether to accept an idea or not. But unlike his left-brain counterpart, the right brain doesn’t make judgments at all.  He isn’t concerned in the least about plausibility; that’s the left brain’s job. So when your idea is rejected at the door of the left brain, just knock on Righty’s door. He’ll let anyone in. Once inside the mind, your idea can scoot over to the logical left on the waterslide of symbolic thought.

There are several ways this can be done. One of them is to use an anapest: “For the moon never beams/without bringing me dreams/of the beautiful Annabel Lee.” * An anapest is a rhythmic pattern of syllables composed of two light verses followed by a heavy third stress. (Anapests don’t have to rhyme, but they often do.) Since anapests are inherently musical, they enter directly into the nonjudgmental right brain, and upon crossing over to the left (via the dorsolateral prefrontal association area) they often become stuck in the phonological loop.

In other words, you can’t get them out of your head. Ever notice how much easier it is to recall phrases that have a lyrical beat?

*Edgar Allan Poe

_____________________________________________________________________________________

I Remember You

It’s the motto of a great networker, by remembering the names of the faces you meet it can propel you to greatness amongst the masses. There are numerous ways to assist you with that goal. What works for me may not work for you. I do know this: If people are important to you, you’ll discover your method to help you remember.

Glen, Francis, & Ottis

Glen Travis was born on born April 22, 1936 in Billstown, a tiny community in Pike County Arkansas, he is now 76. He was the seventh son of 12 children. His father was a sharecropper of Scottish descent. His Uncle Boo was an Austrian circus clown. He started playing guitar as a youth without learning to read music. He credits his uncle Boo for teaching him the guitar.

Francis Edward Ifield was born in Coundoun, Coventry, Warwickshire, England, on 30 November 1937, he’s 75 today. Frank moved with his Australian parents to Dural (31 miles) from Sydney, about 1946. It was a rural district and he listened to hillbilly music (now called country) while milking the cows. He learned how to yodel in imitation of country stars like Hank Snow.

Born in Tampa, Florida, as Ottis Dewey Whitman, Jr. on January 20, 1924, he’s now 89. Growing up, he liked the country music of Jimmie Rodgers and songs of Gene Autry, but he did not embark on a musical career of his own until the end of World War II, after he had served in the South Pacific with the United States Navy.  Even though he is right handed he plays guitar left handed. Why do you think that is?

I Remember You (1941 song)

Australian singer Frank Ifield recorded the song in a yodeling country-music style in 1962. Glen Campbell has a sweet rendition on YouTube with nearly 6,000 hits.  Ottis “Slim” Whitman introduced by Andy Kaufman has garnered nearly 138,000 hits.

Numerous people have recorded “I Remember You”, I’ve just narrowed it down to 3 plus one group. The Beatles recorded it in Hamburg, Germany during 1962. At the time the Beatles were in their apprenticeship phase. My opinion is they butchered a beautiful melody.

Just click on the artists name to have a listen to their version.  What’s your favorite?

Frank Ifield

Glen Campbell

Slim Whitman

The Beatles

You may be asking yourself why I wrote about this song. Frankly, Frank’s version was playing in my phonological loop when sat down to compose this month’s issue.

Nuff said.

 

Make’em Laugh

I work with a graphic artist that prepares my customer’s logo and info for imprint on promotional items. I have worked with graphic artists for over 25 years and in general they are not extroverted type people. Friendly sometimes but rarely extremely outgoing.

Kay has been working with me just over a year now and she makes jewelery she sells online as well. Recently she decided to help some friends with their business. Her job is to approach tourists at area hotels near Disneyland and persuade them to attend a 2-hour presentation about time shares.

She puts in about 6 hours a day, 5 days a week and contacts 100-150 people per week. Her goal is to get 4 people to attend the presentation per week. When less than 4 attend she is paid for her hours but when 4 or more show she is paid a commission. Commission pays waaaaaaaaay better,

In only 2 of the past 7 weeks she has earned a commission.  So I inquired as to what she was doing on her approach, what does she say?  She’s got the rapport building part figured out but she’s at a loss for setting the hook.  She needs a Power Statement so the prospect will open their mouth and take the hook.

In her approach she mentions that they will walk away with $100 cash in exchange for their 2 hours of time.

After a few more questions I wrote her a Power Statement that had her ROTFLHAO. If you can make them laugh, they’ll buy. I further instructed her to deliver this Power Statement for one week and she would see a marked improvement in her results ensuring an earned commission.

 

Kay’s Power Statement

“If I could show you a completely legal way to earn $100 for just 2 hours of your time without removing your clothes, would you be interested?”

 

$50 an hour equates to $100,000 a year in a job. Most of the people she’ll contact don’t make that kind of money on their job so the offer is tempting.  “…without removing your clothes,”  makes’em laugh and think about the offer.

“…, would you be interested?’ is a question that weeds out the dead wood. If they’re not interested she can move on to the next prospect. It’s a numbers game and the more people she contacts the better her chances of earning a commission. She should politely thank them for their time and excuse herself.

Do You See What I See?

Branded Email

For those of us with eyesight we live in a visual world.  Our sense of sight is probably the biggest reason we have for much of what we do yet many of us take it for granted.

When you return from your vacation the first thing people normally ask is, “What did you see?” Can you imagine taking a trip and not going to see the local sights or meeting people? Why take the trip in the first place?

Sight is a vital part of our being in work and play. Sight even makes hearing take a back seat when we go to a concert. If sight wasn’t a priority to hearing we could have just bought the latest CD and listened to the same tunes.

Before the invention of the television people listened to the radio as a form of family entertainment. As they listened they would envision in their mind’s eye the drama being played out over the airwaves.

We think in pictures too. When the word “horse” is read or spoken you think of a picture of a horse.  As for myself I “see” a brown mare. What color was your steed?

Many people have a problem remembering other people’s names. However they don’t have a problem recalling peoples’ faces.  That’s because we think in pictures.

The Wax Museum

Years ago I was at a friend’s house for a Super Bowl party. I met a man there whose family owned two wax museums, one in San Francisco and the other in Buena Park. I’ve been to wax museums and could never understand why people were so drawn to them so I asked him why that was.

His response made a lot of sense when he explained that many of the foreign tourists that come to the Los Angeles area have a preconceived idea of what to expect based on the American movies they have seen.  They also expect to see movie stars and when they don’t they look for other avenues to satisfy that expectation. Thus the wax museum is a popular destination.

Emails

Rather than dull, boring, black on white emails, imagine email with a visual explosion of color and imagery.  An email that would display your logo and company colors, your image and your contact info. An email that info would include links to your social media sites and your company web site. That would be a powerful business tool.

That’s exactly what Ace of Sales offers.  I tell people that Ace of Sales is the best $20 per month investment in my business because it is.  With Ace of Sales my emails “work” for me, they connect me to the people I want to reach.  Ace of Sales emails “draw” a picture of what I want to convey.

Talk is cheap and since you’re a visual person you really need to see the possibilities that this tool offers. So here’s my offer. Try Ace of Sales for 30 days FREE. Simply use my promo code PRUSA. You’ll get 30 days to test drive it and I’ll throw in one FREE greeting card and one FREE post card. I suggest you send them to yourself so you can see first-hand what your clients will be getting.

Send me an Ace of Sales email after you’ve signed up for the 30 day FREE test drive and I’ll enter you name in the hat to win a $50 gift card. Entries must be submitted before Christmas Day 2011.

That’s my Christmas gift to you:

- 30 days of Ace of Sales ($20)

- FREE greeting card ($3)

- FREE postcard ($1)

- Chance to win $50 gift card

If Gmail, Yahoo, Hotmail or AOL can top that offer let me know I want in on that deal.

Seeing is Believing

Wednesday I am sending you a “branded email” from my Ace of Sales account. Then on Thursday you’ll get an “email greeting” from my AOS account. Friday you’ll get a holiday “email greeting”.

 

New and Seldom Used

The word tweet was just added to Websters Dictionary. With the onslaught of social media (there’s that buzz word again) and the Internet new words, idioms and phrases are added to our language faster than Hollywood gossip.  Blog, just saying that word makes my stomach wheezy.

On the other end of the spectrum are words, idioms and phrases seldom used or exercised in this changing world.  One phrase that specifically comes to mind is “Thank you”. Because I haven’t forgotten how to express it my “Thank you” has ever increasing value and yours can too.

Surprisingly you can now tweet your “Thank you” which I did just the other day.  On Wednesday I attended a regional trade show for my industry. The show floor opened at 10 AM and I finally left just after 5 PM, closing. I love going to events like this because

  • I get to meet my suppliers face to face
  • Inspect new product offering
  • Meet with peers
  • Attend educational sessions

I had collected 15 business cards and when I returned to my PC that evening I sent an Ace of Sales branded email out to those 15 people. Yes, that’s a plug for Ace of Sales. It’s vital that I mention Ace of Sales because that branded email (like the one you got from me yesterday) reminds people what you look like and of your business card.  It’s what they saw at the trade show. I also sent a tweet out.  My email read:

Dear (First Name),
How special do you feel? You're one of fifteen that I met today. I wonder how many people I would have met had I been an extrovert?
It's still too early to tell why our paths crossed today but I'm already reaping the rewards. 
Meeting you today gave me a great "tweet" to send out tonight:
If I can give you back 10% of what you've given me today you'll feel overwhelmed with gratitude.
Let's make a difference,
John Prusa, CAS

Within an hour an email was sent back to me from the president of a company that supplies product. He had come from New Jersey for four days and his email said this:

Hi John,
It was very nice receiving your email.  Rarely do people write to tell you when you have made a positive impact in their outlook.  I hope we can help each other be successful.  I do appreciate your note to me, very nice.
Thanks, T.R.H.

Most of you know me well enough that I shared that story not to say that I am great but to drive home this point: Take a few minutes to say thank you and you’ll be dropping sunshine into the lives of the people you meet. Not everyone will write back but everyone that reads your words will feel the gratitude.

Got Pens??

When I can find the time I love going to Grand Openings and Ribbon Cuttings with my local chamber of commerce. I especially like restaurants but not for the reason you might think as I don’t eat the food they serve most of the times.

I like restaurants because I’m appreciated by the wait staff.  I make it a point to talk to as many waiters and waitresses as possible.  I give them something they all need and appreciate,  a couple of ball point pens.

In the trunk of my car is a stash of my promotional ball point pens. I’ve got red and white ones for Prusa Marketing.com and Surf City Santa.com and I’ve also got the green grass and sunshine yellow ones for Prusa Marketing.

I’ve been telling my customers for years that if you’ve got pens as a promotional item you need to give them out at your favorite restaurant as they will find their way home to future customers.  Anywhere a pen is used is a good place to give a pen. I know the checkers at my local Ralphs store love getting pens from me.

On a recent Friday night I attended just such an event at a new hamburger joint.  Can a place be called a hamburger joint when they serve $10 burgers? Whatever happened to the $6 burger? When I was a kid McDonald’s sold burgers for 15 cents, but that’s ancient history.

The following Sunday I got an unsolicited email from a friend that read:

 I just used your pen to sign my bill at Slater’s 50/50. You’re on the ball!

Have a great day!
Cynthia Varnell

Cynthia also attached a pic of the pen she used.

The really interesting part of this story is that while at the grand opening I was talking to a Promote U reader and sharing with her the idea of giving out the pens to the wait staff.  After I got Cynthia’s email I forwarded it to the reader who replied that she needed a pen for her HR business.

Just yesterday I was in line at a small Arabic market (great coffee). The checker needed a pen for a credit card transaction.  After he began to sweat and frantically look for one, I gave him the one in my pocket and a smile came to his face and he said, “Thank you.”

When he started to check my items I asked him his name. He replied “Nassar” and we shook hands, I made a friend.  Leaving the store I put my bag in the trunk and grabbed a handful of green and yellow pens.  Went back in and gave my new friend some pens, they were warmly accepted.

Save and Continue

When people ask me what sort of content Promote U has I tell them I write about stuff that I observe and notice in the world and people around me.  That doesn’t sound very glamorous does it?

Possibly the same stuff has happened to you or it will. Unless you write it down or share it with others, you’re the only one that learns a lesson

You’ve heard the phrase, “Experience is the best teacher.” That’s not necessarily true as someone else’s experience can be invaluable.

The reason I write each week is to share with you my experiences and from that I hope to give you:

-          Insight

-          Understanding

-          A different viewpoint

-          An edge.

Remarkably my readers compliment me on the content but then most of them have had some time to get accustomed to my writing. I’m often curious what the first time reader thinks and if they’ll come back for the next issue.

Some weeks the main story content is obvious to me and other weeks it’s not. Either way I never worry about what I’m going to write. Something always presents itself that can help others.

While compiling the different sections of Promote U this week I had issue #227 nearly complete. I just had to write the main article before I could relax that evening.  Up until this point I had about three hours invested in the issue.  Three hours of:

-          Think

-          Create

-          Write

-          Proofread

-          Rewrite

-          Proofread

-          Rethink, etc.

Shazamm!  My PC was struck by a bolt of thunderous lightening. The page on the screen changed and my three hours of work vanished in the cloud, somewhere.  I clicked the return arrow but alas it was gone. Three hours of creative genius and inspiration gone with a click in the Google search window.

If only I had saved the document along the way. What now? The only thought that entered my mind was laughter, loud contagious laughter.  Too bad there was no one around to question my sanity.

In that moment I realized that I had two choices:

1.  Whine, mope, cry, tell myself how stupid I am, pout and feel sorry for myself.
2.  Smile, laugh, realize how truly funny it was and continue.

 

We all have circumstances (crap that happens to us), sometimes good and sometimes not.  My point is this: We all have circumstances we generally can’t control but we do have attitudes we can control.

It’s easy to have a good attitude when things are going your way. The true test is how you respond to adversity.

As a result I have learned to save and continue while creating my documents.

Your attitude is a choice, pick a good one. It will serve you well.

How small is your world, Cleveland?

During the 90’s in my aviation career I traveled the world. After a few 8, 10 and 14 hour flights you begin to realize how small your backyard is.

I enjoy meeting new people and making friends, worldwide.  After a brief conversation I usually discover common ground and thus a “connection” is made.   The more connections you make away from your backyard the smaller the world becomes.

Enter the Internet. Now my travels are limited and mostly within the county I live in. Once a year I do go to Las Vegas for my annual trade show and congregate with 15,000 peers (the world comes to me).

Social Networking

I enter the Facebook site on average twice a day, LinkedIn twice a day and email many times a day.  I’ve made a Facebook friend of a guy in Wyoming I’ve never met; he’s 26-years old. We have an instant connection even though we never met and there’s so many years difference in our ages.

Google Alerts

I’ve got Google Alerts set to email me when the name John Prusa hits the Internet. I got an email this morning.

On Wednesday, June 29th 2011, John Prusa was honored by his local chamber of commerce as the 2011 Volunteer of the Year. John was not present to receive the award; my guess is he was busy volunteering somewhere.

Will the real John Prusa please stand up?

  • John Prusa of Evanston, Wyoming is a Facebook friend. How many Facebook friends do you have with your name?

 

  • I also have Johny Prusa from the Prague, Czech Republic friended on facebook.

 

  • The 2011 Volunteer of the Year is John Prusa, owner of Highpoint Lawn Service in Stow, Ohio (34 miles south of Cleveland)  and one of the founders of BEST (Benefiting Everyone with Stadium Turf) for Stow.

In addition to owning a successful business in Ohio and New York for almost 20 years, Prusa is a member of the high school booster club, Rotary Club, was a former president of the Ballet Theatre of Ohio and has always enjoyed coaching softball.

Calling a tractor a second home, [Prusa] has selflessly helped transform the football practice fields and soccer fields at the Stow Munroe Falls high school complex from fields of dusty brown to shimmering green. This entrepreneur has contributed time, talent, and treasure to the construction of the bathroom, concession and storage building located by the high school softball fields.

The people you meet and the company you keep.

I sure wish I knew these guys personally. I’ll bet we’d have a great time together and find much in common besides our names.

I’ll bet if I walked the streets of Stow, Ohio or talked to the football coach at the high school they’d all not believe who I am.  But once they heard the story I’d make a connection and a new friend. What do you think?

You can send a note of congratulations to John Prusa @ Highpoint Lawn Service, 1337 Commerce Drive # 4, Stow, OH 44224-1758.  You know my policy of using blue ink in correspondence so use it. I’ll be sending a copy of this article along with my promotional items of pens, lanyards and notepads.

 

 

A Voice for Radio Beats a Face for Radio on Any Given Day.

Branded Email

Just after I sent out last week’s e-zine I got feedback from Andy Horner, a new friend.  Andy’s feedback reads:

John, You are TOTALLY kicking butt with your emails and e-zines. I’m loving it.
I feel like I’m in the Prusa School of How to Do It! – Andy

At this point I have known Andy Horner just two months. We first met when I attended Jeffrey Gitomer’s sales presentation in Irvine, CA. When we met Andy told me I had a voice for radio whereas everyone else tells me I have a loud voice. At gatherings I am often asked by my host to make announcements.

Andy Horner is the Chief Architect of Ace of Sales an email branding system.  A what?

An email branding system makes my emails look professional because they include my image (smiling), my contact info, my logo, the color of my logo and buttons to click on for my:

  • Website
  • Email
  • Facebook
  • LinkedIn
  • Twitter
  • You Tube

In other words my emails kick butt according to Andy. The Rest of the Story…………

I’ve had maybe 15-minutes of face to face time with Andy since we met and we have never talked on the phone. I consider his feedback a great compliment and I earned it through emails, Ace of Sales emails.

If I can earn compliments like that with emails then the investment of $20 per month is paying dividends already.  I’m also getting positive feedback from my clients about my new emails and I’m earning orders from my clients too!

Ace of Sales allows me to exercise my creativity in an email message by including but not limited to:

  • Pictures (photos)
  • Frames
  • Borders
  • Text
  • Font
  • Color
  • Links

Does this sound like a sale’s pitch?  It is, but then nothing gets past you.  When I get excited about a:

  • Person
  • Product
  • Place
  • Idea

I tend to share or give it to others, you included.  Remember the root meaning of the word sell?   Give

If an email branding system can help me make friends or sales, then I’m all for it.  If it can help me then it may help you.  I probably have more fun with Ace of Sales than the law allows but they haven’t caught me yet.

Within 5 days of using Ace of Sales I became an affiliate so that I could share it with you and earn a profit. Oh! There’s that dirty word “profit”.  It ain’t a dirty word to me but it is to those that don’t know how to earn one.  Everything you buy has profit built into it.  Wouldn’t you rather see your money go to someone you know, like and trust?

My reply to Andy:

I resemble those remarks, thank you. The school you speak of is

“How I Did It and It May Work For You”.       John

Quote #4
A voice for radio beats a face for radio on any given day. John Prusa, 2011