“…the nature of work always remains a matter of social choice. It is not a result of an algorithm; it is a collection of decisions by corporations and policymakers.’ Read More
Lori Hil Contributor Forbes.com Feb 1, 2018, 09:00am 4,426 views
While a beautifully handwritten “P.S. I love you” from a mailed letter may represent a bygone era, the digital version is often underutilized real estate. Networking from your inbox? 132 billion. It is a big number to wrap your head around but that is how many business emails are sent each day according to a report from The Radicati Group Inc. But there is something important missing from so many of those emails, says Ivan Misner, Ph.D., a leading networking expert, founder of Business Network International and author of Networking Like A Pro. A hidden gem of potential.
What’s missing, Misner says, is your P.S. Yes, that postscript added after a letter is ended and signed. While a beautifully handwritten “P.S. I love you” from a mailed letter may represent a bygone era, the digital version is often underutilized real estate. Misner says, Adding a ‘P.S.’ to your signature line gives you an extra space to include an important message that will help you land more business. I’m shocked more people don’t do this.”
Misner gives an example of a friend who is a motivational speaker who utilizes this P.S. in every email, “P.S. If you know anyone who needs an event speaker in the areas of marketing, mindset and personal achievement, I’d appreciate it if you would mention my name. Thanks!” Simple and to the point. Does it work? Yes. A few big speaking gigs have come just from this simple email addition.
Why does a P.S. email line work? Misner lists multiple benefits to the approach: Adding a P.S. can help you display a message that wouldn’t come up naturally in your emails. You can add something funny or unique that will make you memorable. It can provide a call to action, especially if you include a link to your product or service that you’re selling. Lori Hil: What can senders do to make this approach even more effective? Ivan Misner: Now, if you really want to kick it up a notch, then consider changing your message every two or three months.
This can be especially useful for people who work in industries that are seasonal. In March, you’re asking for one type of referral, and then in June, you’re mentioning a different one. Furthermore, this helps keep your message fresh and gets people to pay attention to your email signature! Hil: In addition to utilizing the P.S., you talk about keeping up with connections and social capital. What is most important when it comes to contacts? Misner:
The key to improving your social capital isn’t the number of contacts you make. What’s important is making contacts that become lasting relationships. Imagine if you were putting together a marketing plan for the coming year and you called five close friends to ask them for help — in the form of either a referral or new business. Now, imagine cold-calling 10 people for the same reason. You’ll most likely have better luck with your close friends.
Hil: Relationships are important. How can you deepen your relationships with contacts and improve your social capital?
Misner: Give your clients a personal call. Find out how things went with the project you were involved in. Ask if there’s anything else you can do to help. Important: Do not ask for a referral at this point. Call all the people who have referred business to you. Ask them how things are going. Try to learn more about their current activities so you can refer business to them. List 50 people to stay in touch with. Include anyone who has given you business in the last 12 months (from steps 1 and 2) as well as any other prospects you’ve connected with recently. Send them cards on the next holiday. Follow up. Two weeks after you’ve sent cards to your contacts, call them and see what’s going on. If the contact is a former client or just someone you’ve talked to before, now might be the perfect time to ask for a referral. If it’s a prospect you’re calling, perhaps you can set up an appointment to have coffee and find out if their plans might include using your services. Social capital is the international currency of networking, especially business networking. After just a few weeks of putting these steps in motion you should have more than enough social capital to tap into the rest of the year.
You can visit Ivan Misner at Business Network International for more networking tips. Lori is a Business to Millennial writer at lorihil.com, digital nomad, and Chihuahua mom. Follow her on Forbes, Twitter, and LinkedIn for Business and Life Inspiration.
January 30th Advertising Age posted an article about ageism. Too late for the gray-hairs. I seem to recall everyone over 50 (maybe it was 40, but it seemed like 50 when I was 20) was fired for making too much money. Now it’s too much or not enough of something else.
I learned that lesson the hard way. Here’s my response posted to Ad Age just now:
I worked in advertising at the big creative agencies on both coasts for more than 18 years. When I hit 40 and was living in L.A. at the time, an well known ad agency owner looked up from his desk and said “I wouldn’t hire you ever no how no way”. When I asked why he said, “I can get someone half your age to work twice as hard for half the money”. Now that was a slap in the head with a two by four, no doubt, not to mention illegal but he was only saying what they all thought and didn’t want to say. It took a recruiter to sit me down and explain ageism to me.
Ironically, it was only then that I realized the only way to keep working was to keep reinventing myself in the digital world. I got a lowly job in a think tank in the Venice CA tech hub. Once there felt about code the way once felt about film. I was a sponge for technology and because there was nothing but new ground to cover, pulled out the stops, learned and accomplished things I would have been prohibited from doing in the Agency world.
While I love my colleagues and value experience in the advertising world, digital technology was the trip I seized and am still on. I am an award winning blogger, a sponge for all things digital and a well respected electronic commerce marketing specialist. TOTALLY SELF-TAUGHT.
In this new industry there are no holds barred as long as you are willing to stick your neck out and hit the trail.
Owner Maven Media New York
Blogging @ ExecutiveWomen2.0
Don’t Fret. Just Ask for What You Need.
By PEGGY KLAUS
Reprinted from The New York Times.
Published: Sunday, July 10, 2011
“YOU can’t be afraid to ask,” my Uncle Art used to say when recounting tales of his successful 40-odd-year career selling mattresses up and down the Eastern Seaboard.
My uncle was talking about making the sale, but corporate types need to ask for what they need, too. This is especially true for women, who, in spite of an increase in diversity training, mentoring and sponsorship programs, still lag far behind men in reaching senior management and C-suite positions. In fact, in 2010, only 14.4 percent of the executive officer positions at Fortune 500 companies were held by women.
Whether from fear of being perceived as too aggressive or too selfish, women tend not to be comfortable asking for what they want. And when they do ask, it can be in ineffective ways.
Often, women’s speech is peppered with tentative and indirect phrases that scream a lack of confidence, such as, “I’m not really sure, but you could try it this way,” or, “Now, I’m not an expert, but …” or, “I think this is a good idea — do you?”
Many women have also adopted an upward vocal inflection at the end of sentences, a regrettable characteristic popularized by the Valley Girl. It turns a strong declarative statement into a question, conveying weakness, uncertainty and a request for approval.
In addition, and perhaps most important, professional women sometimes forget to build their case around the things that matter most to their employer — principally, the impact on the bottom line. That was true for one high-producing client of mine, who needed a more flexible schedule that would allow her to work from home one day a week.
While she knew she could make the change work seamlessly for her clients and her direct reports, she was still very reluctant to ask. She worried that her boss would demote her to part time and cut her salary.
After addressing her fears of the possible consequences, we went to work on perfecting her “ask.” We prepared a brief, clear account of why she needed to make this change and described how she could do her job without harming clients, colleagues or the bottom line.
The dreaded conversation with the boss lasted exactly 10 minutes. It was cut short the moment he told her: “I have no doubt we can make this work. In fact, if you should need to work another day at home, just let me know, and we’ll see how we can manage it.”
It just goes to show you: you’ve got to ask.
Another client, a managing director of an international investment bank, says women need to be bold and straightforward when stating what they need to achieve their goals.
“My 25-year career path has included several job changes,” she said. “And with each new job, there was always a male colleague who was responsible for introducing me around the firm. In every case, my cordial host would introduce me almost exclusively to women. I know they thought they were helping me, but, in fact, it was the introductions to the men I couldn’t manage on my own.”
She was quick to add that the “women only” introductions had nothing to do with trying to undermine her success. The men had simply assumed that she’d be more comfortable with other women.
But how will a business see a return on investment if women cultivate relationships only with other women? The answer is: It won’t.
From her previous experiences, my client had learned to ask for the help she needed. A few years back, when male colleagues welcomed her into the company with an offhanded yet well-meaning “Let me know if I can do anything for you,” my client knew exactly how to respond:
Introduce me to the top 10 people in the firm. Include me when you and the guys go out for dinner. Arrange a breakfast with the firm’s top traders, and let me introduce myself and my team. Count me in when the firm signs up for any corporate sponsorships. Invite me to your quarterly top-client events.
In addition to these requests, my client had the courage — some might call it the chutzpah — to schedule an appointment with the chief executive and tell him what kind of support she was seeking. When colleagues asked why she had gone to see the C.E.O., she told them: “The firm’s paying me a lot of money to do a great job. What C.E.O. wouldn’t want to help me do that?”
THE act of putting your stake in the ground — stating exactly what you want — is scary for most women. We worry that if we’re too direct, we’ll alienate the very audience we’re trying to win over.
Unfortunately, in the corporate world there is a narrower band of acceptable communication for women than for men. Even so, we can find ways to ask for what we need. Unfair as it may seem, women do have to be more attuned to the listener and more careful in determining the best way to say what needs to be said. But look on the bright side: for a gender with a propensity for zeroing in on the feelings of others, we’ve got a head start.
Peggy Klaus consults with executives and organizations on leadership and communication. E-mail: firstname.lastname@example.org.