2 Jeffrey Gitomer Resources for Jobs Seekers & Entrepreneurs

Jeffrey Gitomer is a best selling author, world class keynote speaker, and one of the most important resources available for job seekers and entrepreneurs today. Gitomer specializes in many important facets of business including business development, sales strategies, and networking. Yet it is one very simple concept, that remains one of the greatest takeaways I have learned in my business career. Jeffrey’s mantra “Give value before you receive value.” When you network with people he instructs people to give value, give it continously, and give value without asking for anything in return. Here are too very valuable resources that help people understand networking and the sales process:

1. Newsletter: Sales Caffeine

This is a fantastic resource. Jeffrey asks a weekly question that is both thought provoking and instructive.

Q: What is the most significant long-term benefit of successful networking?

A. You will not have to cold call to get new business

B. You will build business friendships and relationships

C. You will be able to use your contacts for sales and referrals

D. You can call people later and they will already know you

Answer is here

2. Books: “The Little Black Book of Connections: 6.5 Assets to Network Your Way to Rich Relationships

Gitomer has authored 12 books from customer loyatly and sales principles to persuasion and success. The most influential book I have ever read that changed my mind set and results is Jeffrey’s “The Little Black Book of Connections: 6.5 Assets to Network Your Way to Rich Relationships.” Here are some of the concepts that changed my business life:

  • How to give value constantly without asking for anything in return
  • How to become a go-to resource of value
  • How to research before networking
  • What to give first in order to create value for my networking partners
  • Why your network building is the most important concept that must be a continuous process throughout your business career
  • Understanding networking etiquette for different networking groups
  • What networking is NOT
  • Where to find the best resources to network
  • How to assess your networking efforts
  • How to stay connected and relevant in today’s networking environment
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Brand “You” By Establishing Your Writing and Public Speaking Platforms

“People who are effective speakers come across as more comfortable with themselves, more confident, and more attractive to be around. Being able to speak effectively means you can sell anything-products, of course, but also ideas, ideologies, and worldviews.” -Dustin Wax Lifehack

Throughout your business career if you have worked for a corporation or small company you have probably “towed the company line.” That is to say you learn the products, services, and culture inside out and you are able to repeat the benefits and features of your employer to anyone interested in listening-or not.

How Do I Brand Me?

“The good news — and it is largely good news — is that everyone has a chance to stand out. Everyone has a chance to learn, improve, and build up their skills. Everyone has a chance to be a brand worthy of remark.”-Tom Peters “The Brand Called You” Fastcompany.com

1. Differentiating Factors: what is your Differentiating Factor? Do you have great experience in your niche, well known company experience, negotiating success, or any other accomplishments that help you stand out from the crowd?

What Do I Do To Brand Me?

“Politicians brand you. So do marketers-and your boss and co-workers. If you don’t take control of your brand, you’ll forever be stuck with how the world judges you.” -Diane Brady BusinessWeek

1. Writing: create a writing platform within your business. Whether you are an employee of a large firm or an agent in a brokerage begin writing.

a.) How To: write step by step guides on how to do things

b.) Lists: write top 10 lists or 5 things that will help people. . .

c.) Profiles: write about other industry professionals, your clients, or your niche

d.) Analysis: analyze your industry, a new product or service, or anything in the news about your industry

2. Vehicle to Deliver: establish a blog. This is the best method to deliver your message. If you will not write a blog then produce a weekly newsletter for email distribution as well as hard copy distribution. Trade magazines or ezines, prominent bloggers in your niche who will allow you to become a contributor

3. Public Speaking: create a public speaking-workshop platform within your business.

a.) How To: utilize your writing platform for scripts or workshop content for your speaking platform

b.) Research: your niche for effective speakers; evaluate their topics, create a list of workshops of value

4. Approach Organizations: offer your keynote or workshop for free. Speak at Rotary, Lions Clubs, industry meetings, your company, affiliates, career fairs, employment groups, schools, womens organizations, networking groups, or on a soap box in the parking lot of your local 7-11. JUST SPEAK! Get out and do it. Your practice will lead to confort and exposure

Results

1. Writing provides a constant flow of information about you, about your expertise, and it becomes your moving “living” resume. It demonstrates your ability to communicate on a level most people will appreciate. Your helpful writing give people the perception you are there to help

2. Speaking provides quick exposure and viral marketing word of mouth opportunities. Do a good job and your audience becomes your instant “commercial” to their friends and family.

Women’s Business Advantage: Women’s Networking Organizations Fastest Growing Trend In America

One of the biggest misunderstandings in establishing new business, lead generation, and gaining valuable exposure is the advent of niche referral groups. Although these groups, like BNI (poorly named in my opinion), can be effective for many people, they lack the basic most powerful component-networking. Networking is not handing out unqualified, poorly connected, referral slips for a one time shot at connecting. Networking is creating, over time, a relationship that will attract business.

One of the biggest secrets that really isn’t a secret is how active woman business owners have become in networking off line in the real world. Women-centric networking groups outnumber men’s groups by a wide margin in our Northern California region and I suspect it to be the case in many parts of the country.

Important Note

You do not have to limit your networking to industry specific organizations or groups. Stretch out and aim to meet community leaders, political leaders, and other top notch organizations in your area

The following is a list of women-centric networking groups who support women business owners, provide fantastic exposure, great connectivity, and resources:

1.National Assoc. of Women Business Owners: NAWBO is a national organization with pull

2.Women’s Council of Realtors: WCR has many fantastic industry specific resources

3.Women in Consulting: WIC provides a great measuring stick for fee structuring, training, and resources

4. Schiff Hardin Networking Group: SH LLP is a regional organization with power

5. Webgrrls International: Webgrrls has 100 chapters around the country

6. American Business Women’s Assoc: ABWA is a stalwart in networking

7. American Assoc of University Women: a great chance to reconnect with alumni

8. Commercial Real Estate Women: CREW is another solid choice

9. National Assoc For Female Executives: NAFE is anther source of powerful executive women

10. Women in Housing and Finance: WHF is another source of partnership opportunities

More resources go to this link for 29 more organizations

The New Sales “Paradigm” In Real Estate: “The Hard Sell Is Dead”

The era of real estate hard sell tactics, cold calls, badgering email spam campaigns, and endless (Non-targeted) advertising is coming to a painfully slow end as many Realtors are beginning to painfully understand. The new paradigm shift and strategies, not tactics, are best described in Pat Kitano’s “The Hard Sell is Dead-Slideshow.”

The “Old Way”

1. Call to Action– Realtor attempts to force prospect to make decisions that require a definite action

2. Endless Ads- Always having an advertisement, usually the exact same ad, in as many places as possible

3. Spam– Everyone is a potential client actions of email spam, twitter spam, any unwanted unqualified sales pitch

4. Lead Generation– agents purchase unqualified leads then spam or cold call in attempts to “convert”

5. Unsubstantiated Claims– agents cold call and claim expertise without substantiating, proving, or providing evidence of such stature

The “New Way”

1. Blog share your knowledge continuously for free proving your knowledge and analysis of your market

2. Social Media- leverage your knowledge by providing “real time” commentary and analysis via social media networks

3. Clients- unknowingly clients follow your blog writing and social media commentary eventually RSS subscribing to your blog

4. Let Them Come to You- clients will contact you without you attempting to reach out to them first

5. Law of Attraction prospects are attracted to your writing, honesty, personality, and analysis. They will seek you out

Misguided Referral Strategies

1. Brokers– teach the “sphere of influence” friends and family plan of networking but that has limited scaleability

2. Spamming and Hunting– once you have gone through your friends, family, and sphere of influence where do you go for your next lead?

3. Bufini, By Referral Only, and Mike Ferry– they work in the old world but all three of these expensive coaching systems lack “one key component”: They have NO social networking strategy

Buffini Lead Gen Kit: 100 items of value; 50 custom personal notes; 100 Ch By The Way foil stickers; Dry erase board; tracking website setup assistance; Daily activity tracker; Laminated dialog poster

Keys To Understand

1. Online vs Offline Referrals– It’s easier to make an online referral if you write articles and commentary explaining your analysis and take on the market than it is to attempt to cold call an unqualified “prospect” who is not expecting your contact via email or phone

2. Social Media Key to Referral Strategy– Physical networks, like Rotaries or Chamber of Commerce, are moving onto social networks like LinkedIn, Facebook, and Plaxo

3. Information Free Eratransparency in business and free information blogs and site are changing our business environment. What has not changed is the fact that a real estate transaction is often complicated and Realtors are necessary within this transaction

4. Expert Interpretationleverage your writing platform (blog-freelance articles-newsletter-social commentary) and public speaking platform as methods to “make money selling your expertise”

5. Establish Your Online Expertise– your “network” of people considering hiring you and past clients follow your blog writing, your social commentary, and your bookmarks (digg etc.) which establishes your credentials as an expert in the online world

Realtor’s Video Tutorial Web 2.0: How You Explain A Global Revolution

One of the most brilliant explanations of our Web 1.0 world transforming into our Web 2.0 world of global connectivity, hyper linking people, and global communication was created by Mike Wesch Assistant Professor of Cultural Anthropology at Kansas State University. Professor Wesch is a contributor to the blog mediatedcultures.net.

Simply put this is a fast forward time line with critical thinking elements and posits that are coming true each and everyday in the evolution of the internet and online world.

If you want to be fascinated, educated, and more knowledeable then spend 4 minutes and 33 seconds of your life on this youtube video titled “The Machine is Us/ing Us” aka The machine is us and using us. This original video has been viewed ” 5,922,492″ according to youtube.

Mike Wesch: Link to his 7 videos

Press Releases For Viral Marketing Power And Traffic: Realtors Small Business Marketing Tip #8

One of the most effective marketing professionals happens to be a nationally recognized hyper local blogger by the name of John Harper aka theharperteam.com. One of John’s strategies is to utilize Press Releases to maximize the reach and viral power of his web-blog site. John utilizes a site called I-newswire.com. The following tip provides benefits to any small business, entrepreneur, organization, non profit, charity, public relations officer, or giant corporation.

What is I-Newswire.com?

I-Newswire is press release aggregator. Simply put they allow you to write a press release on almost any subject, submit your release to their network, and then push your message out to a vast network of media websites around the globe

Note: A good press release IS NOT a sales pitch for you, a listing of a property, or something that sounds like a self serving message. Like the blogoshpere, the tone of a press release needs to be valuable, informative, relevant

What Are The Benefits?

1. I-Newswire.com: press releases are seen on hundreds of news websites such as PressRadar.com.

According to I-Newswire.com:

“We are not able to track the exact reach because most of the outlets obtain our releases automatically using our XML feed at http://www.i-newswire.com/xml.php. In addition, your press release is hosted as a webpage on our site, and will be indexed by search engines such as Google and Yahoo, giving you additional exposure.

2. Journalist and Editors: these are the people who visit I-Newswire on a daily basis looking for newsworthy information.

3. Exposure: I-newswire.com has an Alexa.com ranking of 72,434 worldwide. Similarly ranked sites have in excess of 3,000 visitors per day and 20,000 pages views per week–that’s power

4. Press Release Writers: a best of breed listing of press release writers are available if you are not confident in your ability to produce your own. To acces this go to data bank pr-firms on the site

Strategy

This strategy is all about bringing readers to your website or blog. One of the best methods to bring fresh new readership is to make news yourself, report breaking news, or report breaking news (news that happened within a day or two) with your analysis and solution

Example Scenario

You are a realtor specializing in foreclosures. Your area is full of foreclosures and a Nationally syndicated news agencies writes a story on the state of foreclosures and investors waiting in the wings.

1. Take this article and make an aggressive headline announcement. Ex- “Foreclosure Market Saving Realtor Jobs.”

2. Write a short succinct few sentences about the core message of the media article

3. Use your succinct few sentences on the media article as the lead-in to how Realtor jobs are being saved by the added business that investors represent in your market

4. Offer a free pdf or podcast that provides a market report for your city or region’s foreclosure market and describe your free giveaway as a tool for investors or Realtors from other regions

5. Point readers to your website or blog in order to receive their free pdf or podcast “bonus”

Analysis

Small business owners are discovering that they can write multiple press releases about current events that relate to their niche or speciality. They then can leverage their knowledge, free information, or bonus as a method to give readers added value while bringing awareness to their website-blog.