Great content. You hit the nail on the head.

The only thought I would add to your first comment about the business you start out with is not necessarily what you end up with is this:

I wish someone would have told me how hard it would be to let go of things I LIKE to do to do more of what I LOVE to do (and makes me more money). For some reason I thought that it would be easier to distinguish and let go but 6 years into this, I find myself doing things because I can do them and I like them...but they keep me from doing more of what I love. I am working on this right now so it is a high on my response list.

And....that takes us to the continuous personal growth topic. The never ending cycle. Gotta love it...and I do!

Thanks for putting this out there.

Mindy! You nailed it. These are great reminders now....and ANY time. A strong network makes business growth easy in and upward cycle but is absolutely essential in times like these.

I recommend "Dig Your Well Before You're Thirsty" by Harvey MacKay for those just beginning to think of building a network that works. Harvey's perspective is to network like an owner...not like a sales person.

Keep up the great work!

Michael,

So true! You nailed it. I find my work with clients in creating what we call a "working busines plan" helps them focus on what matters.

1. Their end game (vision)
2. Their position (who they are in the crowd)
3. How they make money...and how much (packaging & pricing)
4. Who is their customer and the best way to reach them (marketing & sales)
5. Calendar Control

I applaud those coaches and consultants who take the business plan off the shelf and makes it a working, living document.

As you state in your article...this process helps the business owner, whether solopreneur or organization, gain clarity and objective so they view their entity as apart from themselves.

Now that I re-read this, I may be projecting into your article. ;-) Nonetheless, thanks for contributing good stuff!

PS I (probably like you) use the same model for my own business as my clients. Which is a great reminder for all of us to revisit our working business plan on a regular basis.

My favorite Brian Tracy quote: Every minute spent in planning saves nine in execution. (The only solution I know for busy people to gain more time!)

Albert, This sounds like a great program. I am out of town until the 15th. Depending on how my day goes on the 16th, I hope to be there.

Where are you holding this event?

Kathie

Love it! I am planning a new office in my home right now and have been playing with some of these ideas. Based on your tips, I have some new thoughts to add to the mix.

You are absolutely right! As Indie Professionals it is critical we have a space that give us energy instead of draining us.

Thanks for this bright idea!

Chuck, great perspective!

I typically suggest my clients ask themselves what level of service they think their clients expect, even performing some informal surveys to get the real scoop on what the clients really desires and thinks about them as a service provider.

As a solopreneur, when you are the service as well as the delivery person, this can be a little touchy unless you can get over yourself and really focus on giving the customer what they want and more.

It requires brutal honesty with yourself when you are the break in the delivery chain. I speak from experience. I hate it when I am the problem in delivering great service. But...my desire to serve my customer keeps my on the continuous improvement track.

Once defining what exceptional service is for your business...the systems and support are essential. Your service is part of your brand.

Thanks for providing multiple angles from which to discover the solution.

Oops! I realized I didn't address the original question.

Conversations that are question driven in a natural manner can convey your expertise far more effectively than most practiced presentations. It also communicates your understanding that networking should be mutually beneficial.

Not intending to be random in my comment...just posting on the fly.

Lauren, great starter question! Great responses.

You and I share the same philosophy of networking. Here's some additional thoughts.

Networking takes time. Time is money. Those using networking to build new business can't afford to misuse time. It costs in dollars and lost opportunities when done haphazardly. Hence, I promote planning.

Think of your networking as part of your marketing mix. Network strategically to gain exposure, build your credibility, and do your own market research.

Great networking conversations are built around discovery. Not selling! If you get around alot like Jeff, the conversations do become second nature. If you don't it pays to plan.

After doing the homework that Lauren recommends (knowing who you are, what you do, how you can serve others) you can show up, ask good questions, and learn far more about another person in a very natural conversation than you would by talking about yourself.

Here are a couple of things I do to increase my payoff and leverage time when networking.

I choose events by the following criteria:

1. Target market rich (potential business development)
2. Target strategic partner rich (potential opportunties, cross marketing, and resources)
3. Fun (we are whole people, not just our work)
4. Contribution (attending events to give back to the community, people group, or individuals makes me feel good)
5. Professional Development (I always want to be increasing my knowlege base)

Here is another quick list. As I ask questions I try to discern the following:

1. Is this a prospect? (not so I can sell them on the spot but I can know how best to follow up)
2. Is this a potential partner? (I am always looking for people who do exceptional work)
3. Is this a connection to opportunity, resources, or information? (We can learn alot from from other people's experiences)
4. Is this a great person to know. (Sometimes the person you are speaking with is just "cool". I like to know cool people.)

David, I wholeheartedly agree with you. When I hear elevator speech, I cringe. I think it is overated in most networking environments. Good questions can overcome many a botched opening introduction. I know. It still happens to me.

Happy Networking!

Kaya, I am working on booking a trip to Colorado that may conflict with this date. If I am in town on the 12th, you can count on me!

I hope to attend but need to confirm an afternoon appointment. Look forward to meeting you!

Thanks, Mikelann. I didn't realize I got on such a roll. You inspired me. ;-)

Lori's comments remind me...the same challenges exist with trade. When doing trade, it is important to be clear about the value exchange or one or both parties can end up feeling cheated.

Elge, I hope this helps in addition to the other feedback above. Great comments!

Mikelann, using the resentment factor as a barometer is brilliant! What a fresh way to look at setting fees.

I typically illustrate pricing and packaging as a value exchange. For example; when your customers buy from you they want to receive value in exchange for the money they give you.

Elge, I hope this helps as you think about repositioning yourself and updating your packaging.

Your product or service has value. Money has value. It is a simple exchange based on your pricing. Here is what I've discovered.

1. If you don't charge enough the value exchange is heavily weighted toward the client receiving the greater value and you...not so much. This type of exchange creates a couple of outcomes:
   a. leads to "customer chasing"; you go after anyone as long as they can pay, b. you feel desperate and doesn't improve your self esteem, c. you feel taken advantage of, and d. your client may wonder if you really know what you are doing.

2. If you charge more than you deliver, the balance of value exchange is weighted toward you, not your client. The outcomes: a. you feel like you've gotten away with something, b. your client feels taken advantage of (even subconsciously),
   c. your client may feel cheated and I guarantee, if they do, they will talk about it.

3. If you charge what you are worth...and then deliver high value, the balance of value is equal. Everybody wins! Outcomes: a. you gain confidence, b. you build a sustainable business business model, c. you build credibility, profitability, and raving advocates which leads to referrals and new opportunities.

Consider this picture of the "value exchange" when you create your packaging so your clients can have a value exchange from the smallest increments on up to your larger packages.

This works for hourly as well as value priced packaging (which I am a proponent of as well).

Kristen, right on! I attribute my leaps in business growth to my mastermind groups over the years.

Over the last 5 years, each season of business growth has connected me to a new group of likeminded business people. It is truly amazing how effective being with people of different backgrounds and experiences can be.

My start up secret was to mastermind up. The women I invited to join me in the journey were sllightly intimidating because of the wealth of experience and expertise but I wanted to be like them. I discovered my unique offering, gained confidence and affirmation as I contributed to them and all of our businesses grew as a result.

Looking forward to more insights from you!

Kare,

Hi there! Kathie, here. I am finally getting up to speed and carving time to show up online consistently. This article really strikes home. I work with several local business resource organizations and they've been trying to maintain that value added edge with only nominal online presence. I know at least one of the organizations I work with will take this to heart at our upcoming strategic planning session. Thanks for making us think!

Evan, thanks for the fresh perspective. We don't have many out hear in the Portland, OR area talking about networking from a list building veiwpoint. At least they are not talking to me about it. My focus is helping individuals maximize and leverage their networks for business development, branding, expanded resources and value add for mutual benefit so I hear a lot of philosophies about what networking is and isn't. I try to keep people thinking big picture. Now you've got me thinking! That is a good thing.

Keep up the good work!

Great article! I've been hanging out in the background for a couple of years and recently took the dive to become more involved in 3 key networks. My network has responded with the same concerns, not to mention the invitations I get every week to an unknown network now that I am more visible.

Thanks for so clearly articulating the "why" we should forge ahead in the 2.0 environment.

Rhonda, I've learned a few of these the hard way! It is easy enough to get distracted when building your practice and chase potential opportunities. If there is anything that has slowed me down, this is it.

The opportunities are endless but it is the focus that leads to profit. I really needed this checklist right now. I spent the first quarter of '08 refocusing my practice and am getting ready to reap the rewards of that niche. This is feedback I am on the right track.