This is something that’s not only important for you to know.
It’s also extremely beneficial to people in your networking group and contact
sphere. That’s why we recommend developing a one-page sheet outlining your ideal
client.
This one pager can contain as little or as much detail as you desire. An Ideal Client profile for our sister company, PR Works can be downloaded by clicking here. Feel free to copy and paste to create your own Ideal Client profile.
So, it’s been a while since you received a referral. Now what? Leads and referrals happen for a reason. Usually due to the work you do in presenting your business to your network to make it easier for them to refer you.
Over the next several newsletters, we will explore several steps you can take to end the dry spell. Step one is to target the people in your sphere of influence. Those are the folks who are most likely to pass you a lead or referral and make a simple introduction.
The first step is to define who those folks are.
Do you know who is in your sphere of influence? Do the people in your sphere know that?
We often take things for granted. The CPA may assume the bookkeeper will pass them leads and referrals and vice versa. Most probably do. Yet the conversations still need to be had on a fairly timely basis. At a minimum, once a quarter. During a dry spell. It should be more frequent.
Conversations with your sphere of influence don’t have to be anything more than answering a few simple questions:
What are you working; what new business have you recently received?
What referral source did that piece of business come from?
You would be amazed how providing answers to very basic questions can trigger possible introductions.
For example, let’s say the bookkeeper just started doing work for a pet store. The CPA may have done work for a pet store in the past. Perhaps he/she could arrange an introduction for the bookkeeper?
Let’s take it a step further and state the referral came from a financial planner who set up the 401(k) for the pet store. If the financial planner is making that type of a referral, is it a leap to think he/she could refer the CPA? Probably not.
So, what would it look like to make that introduction happen? Ideally, people in your network and sphere of influence are looking to ways to introduce you and pass business. But that’s a very conscious effort. With people as busy as they are it might not be a top-of-mind thought. That’s why the CPA should ask the question:
“Would your financial planner be open to an introduction?”
Simple question. The bookkeeper might not have been thinking of it. Or maybe he/she was but wanted to be more established with the client before making the request.
By having a regular dialogue with your sphere of influence, you can ask these types of questions. This minimizes the likelihood of misunderstandings (e.g. “Jim the Bookkeeper hasn’t passed me any business.”). It will also increase the possibility of discovering additional introduction possibilities.
My Pinnacle Network recently announced a full slate of business-to-business networking meetings for March. My Pinnacle Network meetings are as follows:
My Pinnacle Network – Westborough, Tuesday, March 3, from 8 a.m. – 9:30 a.m at Digital Federal Credit Union, 18 Lyman Street, Westborough, MA 01581.
My Pinnacle Network – Mansfield, Wednesday, March 4, from 8:30 a.m. to 10:00 a.m., Mansfield BioIncubator, 241 Francis Avenue, Mansfield, MA 02048.
My Pinnacle Network – Pembroke, Thursday, March 5, from 9 a.m. to 10:30 a.m., ACTSmart Training Center, 70 Corporate Park Drive, Suite 1225, Pembroke, MA 02359.
My Pinnacle Network – Needham, Thursday, March 12, 7:30 a.m. – 9 a.m. at Bullfinch Group, 160 Gould Street, Needham, MA 02494.
My Pinnacle Network – Braintree Third Thursday, Thursday, March 19, from 7:30 a.m. – 9 a.m. at 100 Grandview Road, 3rd Floor Conference Room, Braintree,
MA 02184.
Only one B2B professional will be selected for each category. Those categories can be found at bottom of http://www.mypinnaclenetwork.com. Prospective members are encouraged to attend a My Pinnacle Network meeting before committing to join.
If you are interested in attending a meeting in your area, please contact Steven V. Dubin at SDubin@MyPinnacleNetwork.com or 781-582-1061 to RSVP. There is no charge to visit a My Pinnacle Network meeting.
BRAINTREE, MANSFIELD, NEEDHAM, PEMBROKE, WESTBOROUGH, MA …My Pinnacle Network recently announced a full slate of business-to-business networking meetings for February. My Pinnacle Network meetings are as follows:
My Pinnacle Network – Westborough, Tuesday, February 4, from 8 a.m. – 9:30 a.m at Digital Federal Credit Union, 18 Lyman Street, Westborough, MA 01581.
My Pinnacle Network – Mansfield, Wednesday, February 5, from 8:30 a.m. to 10:00 a.m., Mansfield BioIncubator, 241 Francis Avenue, Mansfield, MA 02048.
My Pinnacle Network – Pembroke, Thursday, February 6, from 9 a.m. to 10:30 a.m., ACTSmart Training Center, 70 Corporate Park Drive, Suite 1225, Pembroke, MA 02359.
My Pinnacle Network – Needham, Thursday, February 13, 7:30 a.m. – 9 a.m. at Bullfinch Group, 160 Gould Street, Needham, MA 02494.
My Pinnacle Network – Braintree Third Thursday, Thursday, February 20, from 7:30 a.m. – 9 a.m. at 100 Grandview Road, 3rd Floor Conference Room, Braintree, MA 02184.
Only one B2B professional will be selected for each category. Those categories can be found at bottom of http://www.mypinnaclenetwork.com. Prospective members are encouraged to attend a My Pinnacle Network meeting before committing to join.
If you are interested in attending a meeting in your area, please contact Steven V. Dubin at SDubin@MyPinnacleNetwork.com or 781-582-1061 to RSVP. There is no charge to visit a My Pinnacle Network meeting.
You know the guy. He is everywhere. You know the gal. She passes leads, refers new clients and connects people to mentors and other influential types.
My Pinnacle Network, the business to business networking group with month meetings in Braintree, Mansfield, Needham, Pembroke and Westborough, MA recently announced the Sixth Annual Networking Ninja Awards. Nominations are sought for the following categories – Best Connector (helping bring people together); Most Ubiquitous (appears to be at every networking event); Most Altruistic (does most for others); Brightest Beacon (adds energy to networking events); Rookie of the Year (new member to a My Pinnacle Group); and Lifetime Achievement (an appreciation award for long-time networkers).
The public and business communities are encouraged to visit the My Pinnacle Network – https://www.mypinnaclenetwork.com/ninja/ – to nominate friends and colleagues. Deadline is March 9. Winners will be announced on March 17 at a joint networking event hosted by the South Shore Networking Professionals Group at Stockholders, 1073 Main Street (Route 18 South) in South Weymouth, Mass. The event begins at 5:30.
“When you pass a lead or referral or connect somebody and that leads to business for that person, you create cosmic goodwill. Hopefully, that comes back in the form of new business to you. Sometimes it does, sometimes it’s not as apparent,” noted Steven V. Dubin, one of the founders of My Pinnacle Network. “We created The Networking Ninja Awards to recognize the contributions of our area’s best connectors and networkers, who continually add to the well of cosmic goodwill.”
For information about the Networking Ninja Awards, please visit www.MyPinnacleNetwork.com, or contact Steven V. Dubin at SDubin@MyPinnacleNetwork.com or 781-582-1061.
It’s time again for My Pinnacle Network’s 6th annual Networking Ninja Awards. Please vote for your favorite networker by clicking here.
Here are the available categories:
Best Connector (helping bring people together)
• Most Ubiquitous (appears to be at every networking event)
• Most Altruistic (does most for others)
• Brightest Beacon (adds energy to networking events)
• Rookie of the Year (new member to a My Pinnacle Group)
• Lifetime Achievement (an appreciation award for long-time networkers)
The winners will be announced in March and honored at an awards ceremony to be held in conjunction with the South Shore Professional Networking Group. That event will take place on Tuesday, March 17, at Stockholders, 1073 Main Street, Weymouth, MA.
Votes are welcome for My Pinnacle Network and other members of the local business community. The general public is welcome to vote. Voting deadline is Monday, March 9, 2020.
Vote now and vote often at: www.mypinnaclenetwork.com/Ninja
My Pinnacle Network recently announced a full slate of business-to-business networking meetings for January. My Pinnacle Network meetings are as follows:
My Pinnacle Network – Pembroke, Thursday, January 2, from 9 a.m. to 10:30 a.m., ACTSmart Training Center, 70 Corporate Park Drive, Suite 1225, Pembroke, MA 02359.
My Pinnacle Network – Westborough, Tuesday, January 7, from 8 a.m. – 9:30 a.m at Digital Federal Credit Union, 18 Lyman Street, Westborough, MA 01581.
My Pinnacle Network – Mansfield, Wednesday, January 8, from 8:30 a.m. to 10:00 a.m., Mansfield BioIncubator, 241 Francis Avenue, Mansfield, MA 02048.
My Pinnacle Network – Needham, Thursday, January 9, 7:30 a.m. – 9 a.m. at Bullfinch Group, 160 Gould Street, Needham, MA 02494.
My Pinnacle Network – Braintree Third Thursday, Thursday, January 16, from 7:30 a.m. – 9 a.m. at 100 Grandview Road, 3rd Floor Conference Room, Braintree, MA 02184.
Only one B2B professional will be selected for each category. Those categories can be found at bottom of http://www.mypinnaclenetwork.com. Prospective members are encouraged to attend a My Pinnacle Network meeting before committing to join.
If you are interested in attending a meeting in your area, please contact Steven V. Dubin at SDubin@MyPinnacleNetwork.com or 781-582-1061 to RSVP. There is no charge to visit a My Pinnacle Network meeting.
One part of a My Pinnacle Network meeting is our Two-Minute Drill. A recent one—Dress for Success—sparked a lot of different stories and views on how your attire plays a role in your own personal success and success in winning over current clients and prospects. This included a story about a somebody wearing an AC/DC t-shirt to a client meeting and one member’s experience of birthing a baby shark! Let’s call that a topic for another day.
One prevailing thought on the topic of dressing for success was how it has evolved over the years. Conventional thought was that men wore a suit, shirt and tie, or a sport coat at the very least and women similarly were attired in business dress suit or slacks, with proper sweater or blouse. Yet many of the stories shared spoke to a new theme of dressing for the occasion or the person.
Several people shared stories where clients told them “not to wear a tie the next time.” Or when the member didn’t wear a time for a client visit and were told, “I’m glad you didn’t wear a tie.”
The more you hear these stories, the more you realize how what you wear impacts you and the person you are visiting. Some clients or prospects want to keep things casual. Others may appreciate the importance you place on a meeting by dressing more traditionally. You really do have to know your audience and dress accordingly.
Yet perhaps the most important audience you need to dress for is yourself.
A sub for one of our members in Westborough illustrated that point by sharing a story about playing competitive hockey in high school. Shirt-and-tie was mandatory dress for games. In college, he played club hockey. Come-as-you-are was the code. When the team didn’t get off to a great start in his first season, they internally adopted a dress code. No more sweats or jeans. Button-down shirts and nice pants were required. Almost on cue, the team began playing at a much higher level.
Interesting.
As you can see, dressing for success can play out in many ways and is very subjective. For example, one rule of thumb yours truly learned a long time ago: it’s much easier to take off a coat, undo a tie and a button then it is to convert a t-shirt and jeans into a suit or even business casual attire. Like I said, everyone’s experience in this arena can be very different.
What is your New Year’s business resolution? Are you thinking about and doing the right things to make your business the most successful it can be?
A complimentary workshop entitled “Think, act and grow rich. Entrepreneur hacks” is set for Thursday, January 16, 2020 from 6:00-7:30PM at the Mansfield Bio Incubator, 241 Francis Avenue, Mansfield, MA.
The workshop will explore four strategies for thinking critically about your business to help it to grow and thrive.
• What is your next best move? Where is your business on the business life cycle and what are the implications for its future success?
• Are you focused? How do you keep your focus on your vision, goals, projects and actions?
• Are your employees your biggest asset? Do your employees embrace change? If not, what is causing their reluctance and how can you change it?
• What makes your business different? Knowing what makes you different and finding ways to exploit the differences can dramatically improve performance.
The workshop will be led by Dominic Grew and Lisa Levesque who are certified business coaches and trainers with FocalPoint International Coaching & training.
Grew has more than 25 years of proven business development experience, building, growing and leading change, primarily in financial service companies. Dominic earned a Masters in Management from Cambridge College. Dominic is originally from Belfast , Northern Ireland, but today calls Sharon, MA home, where he lives with his wife and three children.
Levesque is a leader in business productivity and has helped Fortune 500 companies reduce costs while increasing revenue and gaining market share. Lisa is a graduate of Boston College, with a degree in Accounting and earned an MBA from Babson College. She resides in Foxboro, MA with her husband, two daughters and two dogs.
Please RSVP for the event at EventBrite at https://bit.ly/33RRacF. For more info, contact Steven V. Dubin at SDubin@MyPinnacleNetwork.com or 781-582-1061.
