Power – It’s a Good Thing

by Patricia Guerzo 

Think about the last time you were frustrated.  The problem was probably something outside of your control.  Being hit with a life challenge in one part of your life can sometimes make you feel powerless, and that feeling can linger.  If you could just flip a mental “switch” and get your mojo back!

While I have not found a switch per se, I have learned, observed, and practiced some techniques that can push away those frustrated, powerless feelings.

It’s helpful to look at the sources of power we can have.  The most obvious are reward power, and coercive power – the power of a bully.  While effective in the short-term, they are rarely appropriate for everyday situations.

Positional power is awarded to the boss.  Even if someone is not a powerful person, their title gives them power.  There’s not much one can do to tap into this source right away.  Fortunately, there are others.

Referent power is the power to attract others and build loyalty.  People with charisma, good looks, and interpersonal skills have a lot of this power.  They are powerful because people want to be around them.  Employees with referent power can stall company changes, or help them succeed.  Management needs to identify people on their team with this power source, and make sure they manage them.

Similarly, expert power comes from what you know.  People are drawn to your valuable expertise.  Experts are needed beyond their organizational chain of command, and may have a public presence.

Unlike positional power, referent and expert power are available for anyone to own.  You can become smarter, get into better shape, and learn how to be motivating for others.  Most of the ways to increase your power are free.  Books, blogs, and newsletters everywhere can tell you how to be a better listener, lose 5 pounds, or where to find your industry’s latest white paper.

So the next time you feel frustrated because things aren’t going your way, challenge yourself to increase your personal power.  Take a walk, read an article, call a friend to listen; they all will help.

Better yet, make a list of things you always wanted to learn, appearance-enhancing steps you might want to try, and ways you can improve your interpersonal skills.  Then when life delivers a challenge, you can select a way to regain some power and control.

To use this article in your newsletter or blog- you must include the following: Patricia Guerzo, President of GBSC, is an accomplished business executive with a proven record of enhancing bottom line results.  http://guerzo.com

Proper Etiquette For Your Business Power Lunch

By Don Doman

Power lunches don’t just happen. If you leave them to chance you might end up at half-power. As in all business communications, power lunches start well before you sit down to talk . . . or eat.

Here’s what to do before your client arrives for lunch:

• If it is up to you to suggest the restaurant, have one in mind that will be conducive to conversation. A sports bar just doesn’t make it.
• Call and make reservations. If you are familiar with the restaurant and the staff, ask for a table that will suit your meeting.
• Call your client to confirm. Inform the client that reservations have been made under your name.
• Arrive early so you can make sure everything is in order.
• Talk to your waitperson and give them your credit card. Learn the waitperson’s name.
• Look over the menu and decide on your order.
• Order something non-alcoholic to drink while you wait.
• Be well aware of your client’s interests so you can easily slide in and out of small talk.
• Keep your cell phone on vibrate in case your client needs to cancel. This way you’ll not be kept waiting at the table through lunch.

Before you even think about a power lunch you should of course brush up on your table manners. If you are in doubt, and even if you are pretty sure, it never hurts to review proper dining etiquette. One of my favorite etiquette training programs is called The Art of Dining: The Business Lunch. The video covers the basics and acts as a good reminder for the steps involved as well as table manners.

“Hosted by Marjabella Young Stewart, this program dramatically increases your social confidence when dining as a host or guest.

The business lunch includes setting up your appointment, choosing the restaurant, ordering the meal, managing hard-to-handle foods, tipping and ending the meeting. Stewart is internationally known through her television appearances on “Good Morning America” and “The Today Show.”

This video will help stop you from making the wrong moves and pave the way for an enjoyable business lunch that should make good friends and good clients.”

– Ad copy for The Art of Dining: The Business Lunch

For less than hundred dollars this wonderful training video will repay you many times over. You can share the video with your fellow employees, or keep it to yourself.

The next step involved in the business or power lunch begins when your client arrives. The waitperson will probably show your client to your table and then take drink orders.

• If your client orders an alcoholic drink you should consider ordering one, but no more.
• The time it takes for the waitperson to reappear is time for small talk about the food, about the weather, about the client’s interests.
• If the client asks what’s tasty and well prepared at the restaurant, you can offer your favorites.
• While the client looks over the menu, turn your cell phone completely off.
• When the waitperson returns ask them to list the specials, and place your order.
• After the order has been placed you may begin talking about business.

Enjoy the meal, enjoy the conversation, and enjoy your business dealings. You both should be in a good mood following a well thought-out business power lunch.

Don Doman is a published author, video producer, and corporate trainer. He owns the business training site Ideas and Training (http://www.ideasandtraining.com), which he says is the home of the no-hassle “free preview” for business training videos. He also owns Human Resources Radio (http://www.humanresourcesradio.com), which broadcasts HR and business training information, program previews, and training samples from some of the world’s great training speakers twenty-four hours a day. You can listen and learn on Human Resources Radio.

Turn Prospects into Paying Clients

by Ali Brown

As a small business owner, you know that keeping your marketing funnel –your stream of prospects– full is essential for sustaining your business. I’ve spoken often of the merits of:

• Building your contact list of potential clients/customers
• Communicating regularly through an ezine (email newsletter)
• Posting valuable content on your blog
• Connecting through social media marketing (Facebook, Twitter, etc.)

If you’re doing all this, but still struggling to convert prospects into customers, here are some additional strategies for you to implement:

Back to basic methods work:

1. Call. Sometimes we get so wrapped up with our status updates, tweets and email broadcasts that we forget the most personal connection that you can make with someone: calling them up and having a live conversation. Don’t go for the hard sell though, instead connect and listen.

2. Send a personal note. In a mail box full of bills and ads, a hand-written personal note is golden. If you have a special event or promotion to tell someone about, consider the personal touch of a hand written note.

3. Invite someone to coffee. Face to face bonding goes a long way for making a favorable impression. Host a coffee for one or more contacts, and find out what they’re up to, and share your latest projects as well.

See people in person:

1. Host an event. Give people an excuse to get out of the house, break out a new pair of shoes, and mingle with colleagues. From an intimate gathering to a big production, you’ll make a big splash by bringing people together to connect and collaborate. Make it worth their while to attend by offering a discount, incentive, or complimentary information.

2. Invite the locals. Speaking engagements are terrific list builders, and when you do speak, whether it’s at the local chamber or a larger event, let everyone know. Send out a targeted email to your prospective customers in that area, and they’ll feel special and want to attend. Similarly, if you are attending an event, let your contacts know that you are going and that you hope to see them there.

Get more personal:

1. Send a personal email. You’re probably using an email broadcasting system, and that’s great, but it’s even better to regularly reach out to your top prospects with personal emails.

2. Survey your prospect’s needs. If what you’re doing isn’t working, find out why. Survey your potential customers personally by phone, or set up a survey (Check out Survey Monkey) and email it to your customers. Keep the survey short, carefully select your questions, and get assistance from a pro if you need it. Reward them in some way for taking the survey, and you’ll get better results.

3. Be super-responsive. It’s all about connecting with the people on your list to build their trust over time. One way to achieve that is to respond to every email, Facebook post, and Twitter tweet that you can possibly manage, and within 48 hours. (You may need an assistant or a team to help you with this.) Even though you can’t make everyone happy, respecting them with courtesy will make a lasting impression.

Offer them more:

1. Present bonuses. Add bonuses to your sales page if your customers sign on by a certain date.

2. Offer discounts. Make discounts available for certain circumstances to entice buyers.

3. Extend deals. Everyone loves a deal, so join forces with a joint venture partner, and offer customers a two-for-one offer.

4. Provide fast action bonuses. Reward early purchasers with fast action bonuses of special gifts.

5. Hold a drawing. Enter all customers in a contest for an enticing grand prize.

6. Make it easy. Deliver stellar customer service that makes doing business with you a pleasure by devising ways to make it easier for them. (Example: If a customer has just purchased a spot at your event, offer to make their room reservation for them.)

Be generous:

1. Deliver fabulous content. Make sure that your ezine, blog, Facebook, etc. has valuable content your readers can use, so they want to stay connected with you.

2. Reward referrals. Word of mouth from existing customers can be your most effective sales tool. Reward clients who refer you by offering referral fees, or better yet, create an affiliate program.

3. Offer options. Provide products and programs for every level of customer. Even though entry-level programs can be a “loss leader,” it’s a way to get people in the door, build trust, and eventually this pool of people may join at a higher level later.

Connect in every way:

1. Friend them. Create a Facebook Fan page that’s attractive to prospects and “friend” everyone and reinforce connections.

2. Follow them. Create a Twitter account and tweet away. Provide leading edge and engaging messages that attract followers.

3. Share. Share personal snippets of your life to keep people engaged with you to create a relationship.

As the economy continues to pick up, those who go the extra mile with their prospective clients will enjoy a higher customer conversion rate. Be personal and generous, offer fabulous incentives, informative content, and connect in a variety of ways. Then watch you sales lift and your spirits soar.

© 2010 Ali International, LLC

Self-made entrepreneur and Inc. 500-ranked CEO Ali Brown teaches women around the world how to start and grow profitable businesses that make a positive impact. Get her FREE weekly articles and advice at www.AliBrown.com