Win Friends and Influence People: Join a Trade Group

Membership does have its privileges, writes Thom Singer in The ABCs of Sales - J is for Join. That’s why joining a trade association, chamber of commerce, or other industry club is a smart idea:

“While it might sound cliché, it is true that people do business with those they know, like and trust.  Joining and being active in industry groups is one of the best ways to becoming known, liked and trusted.”

Read the post, and the read the list of local organizations to find one where your clients and potential clients hang out. So you can join the club.

Stop fishing at the referral stream.

Thom Singer's "How To Refer Thom Singer" on his blog, Some Assembly Required. I've featured Singer's posts before. Thom knows relationships: how to establish them, how to nurture them, how to turn them into revenue. So when he writes that it's your job to give your contacts the tools they need to send potential new business your way, you'd do well to heed his advice. Because you don't need referrals for work you cannot or should not or absolutely will not do. Educating your referral sources is your responsibility. If you want them to help you succeed, that is. Still not convinced? I'll bet Brian Tannebaum can persuade you.

Leaving your future to chance is never a good strategy.

Thom Singer's "Telling, Gelling, and Selling: Three Tips To More Business" on his blog Some Assembly Required. Communication, connecting, and closing. They're not just for people in sales. Singer's tips on telling a story, on creating meaningful relationships, on moving the conversation from "this is what I do" to "I'm excited to be working with you" will also resonate with those for whom selling is just a means to an end. Like lawyers (and everybody else). Don't leave your future to chance. Read the post. Think about how you get business, and how you might use this advice to get more. Then get out and do it.

Hello. My name is _________. How can you help me?

Thom Singer's "Ten Tips For Networking At A Multi-Day Conference" on his blog Some Assembly Required. Everybody goes to conferences. Everybody networks. And everybody can benefit from reading these practical tips on generating value from networking. Singer's post reminds us that effective networking takes organization, effort, and the ability to ask questions first and tell your own story later. Read it, and follow his advice.