Lead By Example by Sending Magic Mails

September 29, 2011

Two weeks ago I wrote a blog post about leading by example to get more referrals.

I explained to look for ways to help someone (in this case the person you want a referral from) by introducing or referring them to someone who is interesting to them. In this way they will experience themselves how this works and reap the benefits. Not only will they be more open to help you, but they will also understand how to do it.

The “tool” we advise to use is called the Magic Mail.

The Magic Mail is actually a “normal” email in which you introduce two people to each other.

Why do I call it the “Magic” Mail?

Because the results can be magical!

Its primary function is that the receiver of the email experiences that you took time and made an effort (so it must be important enough). Besides the Know, Like, Trust factor is also transferred, creating the foundation of a potential relationship between the two people.

Of course it depends on the relationship between you and the two people you introduce whether there just a few sparkles of magic or huge fireworks.

To your success !

Jan


Forrester Research Study confirms the Power of the Magic Mail

April 28, 2011

In our presentations, training courses and in “How to REALLY use LinkedIn” we talk a lot about the power of what we call “The Magic Mail“.

In that email you are introduced by a common contact to the person you want to get in touch with.

We already knew from experience that this approach works like magic (hence the name :-)).

Now I’m glad that a research by Forrester confirms what we have been speaking about the whole time.

This is the conclusion of the study sent to me by Bill Cates, President of Referral Coach International (sign up for his referral tips, they are great!)

The Forrester Research Study measured the level of trust people place in different sources of information.

At the bottom of their trust scale was a “company blog” – receiving a trust rating of 16%.
In the middle were such things as “radio” – at 39% – and “social networking site profiles from people you know” – at 43%.
At the top of the list was “email from people you know” at 70%.

70% is already a great number (especially when compared with the other sources!), but it can be higher if the right words are used. More about that in a future blog post.

To your success !

Jan


The Person I Want to Connect With on LinkedIn Only Has A Few Connections. Now What?

March 10, 2011

One of the (many) misunderstandings about a professional networking website like LinkedIn (or Xing, Ecademy, Viadeo and others) is that it doesn’t work when the people you are looking for are not active on them.

The major benefit of LinkedIn is that it shows us who is connected to whom.

Or in other words: who can introduce us to the customer, partner, employer, employee, investor, expert or other person who we want to meet.

So it doesn’t matter that much whether they are active or not.

To get in contact with the people you want to meet, always think of these three steps:
1) Use a professional networking website as a research database to see who is connected to whom.
2) Pick up the telephone and call the person you both know.
3) Ask to be introduced via a regular email (in the book “How to REALLY use LinkedIn” I call it the Magic Mail; if you want to know what that is, you are welcome to join a free LinkedIn Fundamentals webinar in English or Dutch, or if you can’t wait, just buy the book :-))

To your success !

Jan

PS: get your free light version and free updates (50 pages in the meanwhile!) of the book How to REALLY use LinkedIn (or in Dutch: het boek Hoe LinkedIn nu ECHT gebruiken)


LinkedIn Confusion: Can I only connect with people I know very well? If I connect with others I can’t recommend them.

September 18, 2010

It is very important to keep the difference between an introduction and a recommendation in mind.

You can only honestly recommend people you have had an experience with. But don’t let that keep you from making introductions. You can always introduce two people to each other without even knowing them well. However, the words you use when you make the introduction are important.

If you only met someone for 5 minutes, but think that he might be of help to one of your business contacts use a phrase like: “Hi Marie, I want to introduce you to John Smith. I met John at the Safety conference last week. In the 5 minutes we were able to speak to each other he told me he just finished doing a safety project at a large chemical plant. Maybe he can help you too with your projects.”

When you use words like “last week, 5 minutes and maybe” Marie will know that you don’t have any personal experience with John and that you can’t recommend him. But she will be happy that you thought of her and wanted to help her.

To your success !

Jan

PS: get your free light version and free updates of the book How to REALLY use LinkedIn (or in Dutch: het boek Hoe LinkedIn nu ECHT gebruiken)


New: Advanced LinkedIn Webinars

September 1, 2010

I’m very proud to announce that we are going to organize a series of “advanced” LinkedIn webinars.

In this 4 part “LinkedIn Steps to Success” webinar series we will go deeper into the following topics:

– Session 1: How to Create an Attractive Profile
– Session 2: How to Build and Expand Your Network
– Session 3: Personal and Company Branding
– Session 4: Finding New Customers

The reason why we offer these webinars is that many people from around the globe are not able to attend our live seminars or training courses (which are mainly organized in Europe and the USA).

In order to also have them benefit from the large variety of (business) opportunities LinkedIn can bring to them, we will host those 4 webinars. These webinars can be followed separately or as a series of 4 (at a discount). Each participant will also receive the recording.

Find the dates and the detailed program of the LinkedIn Steps to Success Webinar series in English or in Dutch.

To your success !

Jan

PS: we also offer a FREE LinkedIn Fundamentals introduction webinar (English) or in Dutch: GRATIS LinkedIn Fundamentals introductie web seminarie on regular basis.


LinkedIn Secret: Everybody in the Chain Can Read Every Message of an Introduction.

November 28, 2009

Time for another “LinkedIn Secret”: Everybody in the chain can read every message of an introduction.

When you send an introduction request to someone via “Get introduced through a connection”, you always have to write two messages: one for the final recipient and one for your first degree contact.

Be aware that everybody who is “in the chain” can read all messages. In practice this means that your first degree contact can read your message to him and the final recipient, that the second degree contact can read your two messages and the message from your first degree contact to him and that the final recipient can read your two messages, the message from your first degree contact to your second degree contact and from the second degree contact to him.

So always be professional in the messages you send whether it is an introduction request from yourself or whether you forward a message from someone else.

I think it was Warren Buffet who said, “It takes a lifetime to build a reputation, but only a few seconds to destroy it.”

To your success !

Jan

PS: this is an excerpt from the book How to REALLY use LinkedIn (of in het Nederlands: Hoe LinkedIn nu ECHT gebruiken). Make sure you download your FREE light version.


Difference between an introduction and a referral

July 7, 2007

Many people don’t know the difference between an introduction and a recommendation.

This is the reason that so many useful connections are not made !

When someone is looking for help in any way, we tend to only connect them with people we know very well. People who have a personal experience with and who we can recommend. In practice this means that we only do this for a few people. We meet a lot of people during our life, but only with a few of them we have a personal experience.

The reason that we only think of the people we can recommend out of our personal experience is that we don’t want “a connection to blow up in our face”. If the person we introduced, did a bad job, we feel that we are personally responsible and we don’t want to take that risk.

You don’t have to take any risk if you communicate it in the right way !

Instead of recommending someone, you could tell: “I met Simon a week ago and talked 5 minutes with him. He might have a solution for your problem.” By communicating that you only met briefly the other person knows you don’t have a personal experience and that you can’t recommend Simon to him. You haven’t had the time to do a “quality control”. But what you DID do, is showing that you want to help him out by offering him a potential solution. He will remember that and chances are high that he will also try to help you out the moment you need help.
Have a great networking day !

Jan


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