Articles & Reports

"31 Tips to Help Small Businesses Turn Casual
Contacts into Real Business at Networking Events!"

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Articles & Reports

Articles about Business Networking, Working a Room and Creating a Successful Elevator Speech

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You are invited to use them as long as you include the byline:

The author is Ellen Kaminsky, The Elevator Speech Therapist™, www.TheElevatorSpeechTherapist.com.

Email a copy of the text, the link and a description of where it was used to: Ellen@EllenKaminsky.com. Thank you! For even more ideas, info and tips about building your business through networking, sign up for Ellen's eZine, Networking News You Can Use.

Do You Hate Networking?

Have you mastered the art of asking for a follow up meeting? Do you wonder how to get out of a conversation that’s going nowhere? Did you accomplish everything you set out to do at the event? Can you honestly say you always get more revenue out of the event than you spend going to the event?

These are only some of the typical complaints I hear. Trust me on this, you are not alone! 95% of the people at networking events do not understand how to get real business from the room. These articles are here to help you get the right attention when you work a room!

Ellen takes your ordinary message and turns it into something extraordinary --
the difference in impact is amazing. If you aren't getting all the attention in the room,
you need to hire her!" Michelle Kunz, PEL Coaching

What Defines a Great Elevator Speech?
If you build your business through networking, your first impression – your elevator speech – must be compelling. You have 20-30 seconds to capture the interest of the listener. If your elevator speech is successful, you’ll hear “Tell me more about your business.” When that happens, you earn a second chance to explain your business and turn casual contacts into prospects.

Now a lot of people think, “Gee, if I only had a great elevator speech, I’d be raking in the revenue then!” I wish it were that easy. The key to remember is your elevator speech is simply the beginning of a conversation. If successful, your elevator speech – your first impression – is memorable and serves as the catalyst for a series of conversations through which you explain the value of your product or service.

Given enough time, we can all explain the value of doing business with our company. The challenge is getting enough time. So the answer to the question ‘What defines a great elevator speech?’ is… Read more…

The Deadly Sins of Networking
There are a lot of things you should NOT do when networking. The list is long and ugly and a quick Google search will turn up some very amusing discourse. There are, however, three things that are especially damaging. If you find you’re guilty of any of these, work on turning them around. I promise your networking experience will improve immediately. The First Deadly Sin is… Read more…

Identifying Your Perfect Client (and why it matters)
Okay, someone like me walks up to you and says “Who do you need to meet – who is YOUR perfect client?” How do you respond? Do you typically say “I can serve anybody!” or “Everyone needs what I sell!” A response like that usually means ”I haven’t really determined who I need to meet.” Rest assured “everyone” is not your client.

It’s important you take this to heart and understand you must be selective in how you spend your marketing time. Make no mistake, the time you spend attracting clients is very expensive. Most solopreneurs, entrepreneurs and small businesses have a limited budget they can commit to marketing. You must focus all your marketing effort on... Read more…

Are They a Prospect or a Suspect?
Make no mistake, the time you invest attracting clients is very expensive. You must focus all your marketing effort on a particular type of client so you don’t waste time on suspects. Why should you care? It’s important to note suspects get in the way of prospects and it’s critical to know a suspect when you see one. In order to be a true prospect, the person has to qualify in three specific areas. Read more…

Is Your Business Card Doing Its Job?
Do you understand what makes a business card powerful and effective? Are people throwing out your card because they don’t remember you and can’t tell what you do by looking at your card? Your business card is doing its job only when it sends a clear, focused message that demonstrates the problem you solve and the clients you serve. If someone can tell who your perfect client might be, there’s a good chance referrals could be coming your way.

How many times has someone looked at your card, days or weeks later, and not had a clue what you did for a living? Think I’m exaggerating? Take a look at… Read more…

What’s Your Agenda at Events?
An agenda clearly shows what you hope to accomplish within the limited time allotted. This is true for meetings, seminars and especially for networking events. Never walk into an event without an agenda.

Networking is the quickest and least expensive way to find the people you need to meet. Hate going to networking events? Join the club. Most people dislike them because they aren’t using them effectively. In general, people walk into an event, attempt to shake every clammy hand in the room and wander out with a pocket full of cards, a case of indigestion and no idea if they got any business. No wonder so many people dislike networking.

There's a better way to get your money’s worth at networking events. The most effective way to work a room is to… Read more…

The Power of Strategic Referral Partners
"It's not what you know, it's who knows you." For small businesses, this is an especially valuable insight. Solopreneurs, entrepreneurs and small businesses have limited time and resources to devote to getting their name in front of potential clients. Marketing and advertising are paramount to getting your name known and the most effective (and least costly) advertising is world-of-mouth.

Building a successful word-of-mouth campaign means finding the right people to serve as your chorus. To be truly effective, you need to develop strategic partnerships that send you a steady stream of referrals. That happens when...Read more…

Get 100% of Your New Business From Referrals
Relationships are your absolute cheapest source of new business. Build strong referral relationships and you can stop throwing money out the window on expensive advertising campaigns. In today’s world, entrepreneurs can realize 100% of their new business through referrals and word-of-mouth advertising.

Referrals come as a result of strong relationships and your current clients are your most valuable resource. On average, 60% of your clients...Read more…

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Networking 101: Increasing Your Networking Effectiveness

In this one-hour telephone consultation, we’ll uncover the specific networking problems keeping you from making bigger profits. Is it knowing what to say after you say ‘hello’? Getting into and out of conversations gracefully? Learning how to find your perfect clients? Do you need help choosing (and using) the right events, regardless of where you live? Perhaps it’s knowing how to increase revenue through relationships and referrals? Or you simply have other, nagging questions about using networking to find new business.

When you consider you'll spend $200-$300 a month to attend events, isn't it time you started getting a return on that investment? Think I'm making that up? Add up the registrations, membership fees, travel costs and your hourly rate....you probably spend closer to $1,000 a month. Isn't it time you started getting a return on that investment? The sooner you eliminate the mistakes most people make, the quicker you’ll be getting new prospects at every event you attend. Sign up today!

Networking Focus Session: $247
Making REAL money at networking events: Priceless

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Implementing Ellen's technique made an immediate impact! I feel a
greater sense of confidence and effectiveness. My calendar is
getting busier and I’m meeting more of the “right” people
to help build my business." Anna Brent, MBA, CPA