Category Archives: Positioning

Make Referrals The Right Way – Part 1

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2MenShakeHandsOne of the most widely accepted forms of reaching others is through a referral, those personal contacts that can help you locate resources, build a business or become more successful. Referrals are the most credible way to get other people’s attention. You can either refer someone to another person, or they can refer someone to you. It is a powerful way to expand your network. The personal connection opens doors much faster. Beginning with today’s post, and continuing for the next five weeks, I will share with you the top tips on making referrals the right way.

Lesson One: Contact your associate first. When you try to put people together, or match them up for business or social reasons, call or email your main contact first, and ask permission if you can send this person to them. For instance, I met a business woman several years ago who was new to our city. She and her husband had two small children, and they lived in an eastern suburb. A friend of mine, also a business woman and married with three small children, lived just several blocks away from the newcomer. I called my friend first and asked if she minded that I put this other woman in contact with her. “Go ahead and send her my way,” she said. It’s a simple courtesy, and it shows the other person that you are considerate enough to think of his/her needs and desire for privacy.

Today, it is easy to call or send a quick email to contacts, telling them there is someone who you would like to refer to them. It saves them the embarrassment of being caught off-guard when they receive a telephone call from someone they do not know. It positions you as a considerate, caring person with concern for the other person. Before you make that next referral, call or email in advance. Your thoughtfulness will be greatly appreciated.

You Can’t Fake Authenticity

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wb051288Genuine. Authentic. The real deal. Isn’t that how you would like people to describe you? When you are in the presence of someone who is truly authentic, you feel a deeper sense of openness and trust. Let me share an experience I had while on vacation last week.

The innkeepers had recommended that my husband and I dine at a nearby farm-to-table restaurant featuring a limited, creative menu. Our server, Darren, had me at hello. He welcomed us with a smile that lit up the room and engaging eye contact. He was young and enthusiastic. Instead of the artificial, memorized meet-and-greet (“Hi, guys. Welcome to the ABC. My name is Darren. I’ll be your server tonight. Can I start you off with a cocktail or an appetizer?”), he spoke to us like we were engaged in a real conversation (because we were).

Throughout the meal, Darren would check in with us. He was very attentive to any requests. Since this was a Saturday night, my husband and I wondered if he had another “day job” during the week, so we asked him. His reply: “This is my full-time job. This is what I do.” He explained that he believes in the restaurant’s philosophy, that he has always been in the hospitality industry, working at restaurants or hotels, and that he loves serving people. I said, “It shows. It’s clear that you enjoy what you do. You were very attentive and made our dining experience very memorable.” He was genuinely grateful for our comments and thanked us.

What was different about Darren was that his passion for what he does for a living was crystal clear from the moment he greeted us. This was opposite of the experience we had two nights earlier with a server who flashed his artificial runway smile just to earn a bigger tip. The customer knows the difference between artificial and authentic…you can’t fake authenticity!

Thank you, Darren, for being the wonderful, authentic person you are. And thank you to all the authentic individuals out there who truly enrich our lives.

How to Position Yourself as a Valuable Resource at Work

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MP900439442When you set a strategic goal for yourself to “Become recognized as a valuable resource at work,” here are some potential action steps to take:

  1. Look for opportunities in meetings to openly share your ideas and opinions. Present your ideas in an inclusive, non-threatening manner, using confident (not aggressive) language.
  2. Be known as a subject matter expert. Let others know that you are a resource in your area of expertise, and that you would be happy to share your knowledge with them. Remember, you are a resource (humble), not a know-it-all (egotistical).
  3. Continue learning. Remain current on trends and market changes in your industry and in your field. Share that knowledge with others.
  4. Ask for more experience or more challenging work. If you want more experience or a more challenging work environment, discuss your desire with your boss or supervisor. The next time a large project comes up, who do you think s/he will think of first?
  5. Volunteer to work on more challenging projects. The room usually goes quiet when people ask for volunteers in meetings. A career-changing experience could be waiting for you on the other side of “yes.”
  6. Continue your education with classes or special certifications. The expectation with letters behind your name is this: You know your stuff.
  7. Be the best you can be, and produce consistently good work. You will gain the reputation of being knowledgeable and reliable.
  8. Share new information. When you attend conferences or professional development programs, share some of the highlights of what you learned with your colleagues.
  9. Work with people who will expand your thinking. Work on a team with people whom you admire and respect and who will stretch your thinking.
  10. Know what opportunity looks like when it comes knocking on your door. People’s careers can shift dramatically when they make one important strategic choice along the way. Lead a big project. Serve on a committee or task force. Accept a new position.
  11. Tell yourself, “I am a resource.” Own this title. Embrace it fully. Be proud of what you contribute to the organization.

When your resourcefulness shines, others will be attracted to you. They will recognize how  valuable you are to the organization. Begin today by creating your action plan.

 

Position Yourself as a Valuable Resource

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What kind of resource are you? Are you the “go to” person who people come to for specific information? Most importantly, how are you positioning yourself as a valuable resource within your company or organization?

Professionals who invest the time to develop their abilities, skills and talents as a valuable resource are rewarded with more challenging project work, greater responsibilities and career advancement.

There are two ways to serve as a resource: Know the information that you are sharing and know the places to go for information.

When I started my first job out of college, I worked for an organization with a research department. I learned over time that one of the best resources within the organization was a woman who worked within the research department. If Ann didn’t know the answer immediately, she knew exactly where to go for the information. And isn’t that what a researcher does? I once got some ink on a white skirt. Ann knew the exact product to remove that ink! She earned the reputation as the go to person. She taught me early on in my career that each and every one of us can develop our ability to serve as a valuable resource within our company or organization.

Let me be clear about one thing: There is a big difference between a resource and a “know it all.” A “know it all” possesses a healthy ego, can be arrogant at times, can disregard your opinion as being inferior, and often forces information on you when you didn’t ask for it. A resource, on the other hand, provides the right information at the right time, considers the other person’s thoughts and opinions, and remains open, nonjudgmental and helpful. The aim of a resource is to provide appropriate assistance in the most direct and thorough way possible.

Observe the type of information that people request of you. Listen carefully to their questions. You will then see how others view you – and use you – as a resource. To help you understand more about your role as a resource, ask yourself these questions:

  1. Specifically, what kind of information do people request of me?
  2. On a broader scale, what general knowledge do I possess?
  3. If the question is outside my expertise, what other resources could be helpful?
  4. What do I need to do to position myself more effectively as a valuable resource?

Next week I will share some ideas to get you started on how to position yourself as a valuable resource. Until then, get busy answering the above questions.

 

Define Your Personal Style

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What makes you unique or distinctive? Every person has his or her own personal style that cannot be duplicated by anyone else. How are you defining your style? Here are a few ideas:

Hone your interpersonal skills. Look at how you contact, thank, remember or follow up with people. What do you do that sets you apart from others?

Keep in touch…for no reason at all. One of our longtime friends, Richard, has amused and touched us over the years with his thoughtful and often unexpected handwritten notes, cards and telephone calls. It is so endearing because he consistently keeps in touch.

Acquire an interesting hobby. If you are a manager during the day, you could become someone quite different in the evening or on the weekends. Are you a ballroom dancer? Do you compete in marathons? Have your prized perennials won awards at the County Fair? Who are you besides the person who comes to work every day? That’s what makes you unique.

Thank someone in a creative way. Imagine my surprise when I received a hand-written thank you note with a small enclosure – an herbal tea bag. It came from a colleague I met online. We had both submitted productivity tips to an online publication. She sent an email asking for more details and examples. I quickly replied. A few days later, her thank you note arrived in my mailbox. That small gesture captured her style: Thoughtful. Sincere. Unique. Creative. And of course…memorable.

Remember: Everything you do positions you. How does your personal style position you?

A Peer Group is a Prized Possession

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Your peer group is one of your most valuable and prized possessions. Yet it is often under-appreciated. Could it be that we are taught from elementary school to compete with each other? I can honestly say that I would not be half the professional person I am today if it were not for my peers who helped me. One of the fastest ways to shorten any learning curve is to look to your peers for advice, guidance and assistance. You may be surprised how willing they are to share their knowledge.

A few years ago, I received a call from a young woman who was referred by a mutual colleague. She wanted advice on how she could reach people and let them know about her new business venture. I recommended several professional organizations to her. Based on my positive experiences, I mentioned how valuable peer support groups are and how generous people are with their time. There was a long silence and then she said, “Why would I want to spend time with my competitors?” Her comment stunned me. I couldn’t believe how short sighted she was. I explained the value that peers bring to your career. She was not interested in my philosophy. Oh well. I tried.

In what ways are you tapping into the knowledge of your peers? And how often do you share your knowledge with them?

Practice the Greatest Networking Mind Shift

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“What do you do?” is the most common question people ask when they meet someone new. What do you think about these four words? How do they make you feel..as you ask the question or as someone asks it of you? It’s very limiting, narrowly focused and impersonal. Let’s analyze this question:

What is directed to what the person does, not who the person is.

Do you…

Do is career focused and reflects an interest only in position and status. When you meet someone who is in transition or between jobs, or does not work, you put that person in an awkward position. Without thinking, the question could be demeaning to the other person. Let’s create a mind shift and change this phrase to “Tell me about yourself.”

Tell me encourages action; you want to hear about that person.

About

Yourself The focus is on the other person…not just the person’s career…what a concept!

Try this the next time you attend a function. You will be surprised by the responses. People will be delighted that you are interested in them. As you say this new phrase, remember:

  • It focuses on the other person, not on you
  • It allows you more topics to discuss
  • It provides the other person with a choice of what to discuss

Networking is about building relationships, not just collecting business cards. When you see people at future events, they will know you are interested in them, not just their title or job function.

Be On Purpose – Part 4

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In this final installation of being on purpose, here is one last mantra for you to embrace: “Everything I do positions me as a true professional.” That means that everything about you determines your level of professionalism, like how you interact with others, how you dress, your attitude or how you respond to crisis or change. To me, the word professional represents a person who sets – and lives by – high standards, someone who delivers quality results, and  is considerate of others. It’s not necessary only to have a white collar job to be considered as a professional. Anyone can be professional. It has more to do with one’s character than it does job status or income level. Anyone who comes in contact with customers or clients can benefit from some pointers in “Professionalism 101.” Consider initiating an open dialogue with your work team or employees on the topic by asking questions like, “How do you define professionalism?”, “What benefit could greater professionalism bring to us as individuals and to our company?”, “What type of behavior does a professional demonstrate?” or “How can we treat our customers or clients more professionally?” You may be surprised where the conversation leads you.

Be On Purpose – Part 3

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Now that I have presented you with the mantra, Everything I do positions me, and a follow-up mantra, Everything I do positions my company, let’s look at the flip side: Everything I don’t do positions me. Reflect on this for a moment. It’s not only what you do…it is also what you don’t do or neglect to do that can work against you and position you in a negative way with other people. For many, it’s a habit, to say something and not follow through. What will people think of you if you repeatedly make the same statement every time you see them and never follow through? “Let’s do lunch” seems to be the most common of phrases. If you see me five times within one year, and say that to me every time you see me, what will I begin to think about you? “She says it but she won’t act on it.” That speaks to your character. Whatever you say, deliver on the promise. It will position you more powerfully as someone who follows through and honors commitments.  And isn’t that the sign of a true professional?

Be On Purpose, Part 2

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Now that you have embraced your new mantra, “Everything I do positions me,” let’s build on that to include “Everything I do positions my company.” You not only represent yourself…you also represent your company, whether you are on the job or off.

When you meet a prospective client for the first time, your behavior is scrutinized. If you promise to submit a proposal by Friday, and you don’t deliver on that promise, the person may think that this is how your company does business. The result: Potential lost business income. Even in your personal life, you still carry your company with you. If you yell at a waiter in a restaurant and a client hears the entire conversation, the person may question both your character and the character of your company. When you work for a highly visible or prestigious company or organization, your positioning is amplified even more, meaning, people expect even greater things from you.

Before you make that promise or (dare I say) begin to behave badly, take a moment to reflect on your new mantra, “Everything I do positions my company.” Remember, you are a brand ambassador, so make your company proud.