You Just Need to Show Up and Ask

There are sayings that to succeed you just need to show up. While another saying, ask and you shall receive. In my experience, not only you need to show up but to ask as well. When I say ask, it means asking tactfully.

Lately we have been working on a couple of prospects. The discussion to secure a deal is still on going, but the very least we are given the opportunity to be heard. I do not know these prospects personally nor we were introduced. It just so happens that we got acquainted through a charity event and exchange name cards. These prospects are all well established players in the market while I am still a new kid on the block with limited clientele and cash.

Instead of hard selling my services, I asked about their business, plans and frustrations. I offered some of my thoughts and even promised to introduce somebody that I might know whom might be able to help them. After we have established the relationship, did I immediately sell my services? No. I did not. I offered to catch up over a cup of coffee to discuss the matter further and wanting to know more about they do.

This sets up the opportunity for a second meeting. I would use that time to check out and understand more about this prospects. It can be their business nature or read up about things that they enjoy. If the person is a football fan, I would read up about it. Some of you readers may think this not sincere at all. You are wrong, I am sincere. I genuinely wanted to establish a relationship with this person. The only way is to have a common ground. Not all prospects can become business opportunity, the bright side is that you make a new friend.

In our second meeting, we would have more things to discuss and talk over. Will I spring up the question about my business offerings? The answer is depends. If I notice that there is nothing that we can offer. I will keep my mouth shut about my services. Occasionally I would say something about my company but never in detail unless the person ask. If there is an opportunity, I would offer my company's service but it is never in detail. If the person is keen, I would ask for a formal discussion. Of course, this sets up another meeting which is a formal meeting. Even if there is no opportunity, it is no harm to catch up again.

That's why showing up to meet the person is not only important but knowing how to ask tactfully is vital too. Many would think that "to ask" is means to ask for the business. It is not true, to ask is to understand your prospects and offer a solution to their problems. Is this time consuming? Yes, it is time consuming but we are here to establish a long term relationship. In many business dealings, it is all started from human interactions and relationship.

Cleaning Up The To-Read List

I love reading. The source of materials that I read comes from webpages, books, newspapers, and magazines. Normally I would read digital books and webpages from my Samsung Galaxy Note 2 phone. The screen size is just perfect to carry around and read while waiting. Whenever I come across webpages that I wanted to save for later reading, I would use the Evernote tool to save the webpage for later reading.

One of my biggest challenge is sorting out my reading materials. Around the house and my office desk, I have all kinds of half and to read materials. The same goes to my digital reading materials as well. As I accumulate more reading materials, it has become overwhelming. I see books and magazines everywhere and I would get distracted by some other reading materials as I am just reading through whatever that was in my palm.

I have spend the weekend trying to get myself back in order and free up some space in the house. The first thing that I did was to put all my reading materials into one location in the house. In this case, that would be my study room. I have to fight the temptation to procrastinate the clean up whenever I pick up something that catches my interest at that time. Without any thoughts I just want to pile all the notes, books, magazines and newspaper clipping into one area.

With all the reading materials laying in one central location. I look at my short term and long term goals. The goals will be the basis of how I should sort out the reading materials. For example, I have given up hope on learning how to code. Those programming books goes straight to the donation bin. I am still trying to aim to be certified as a PMP practitioner. Those materials will stay and pile together. For those really long term goals such as learning French, I would put those aside on the "maybe" pile. During the sorting process, I have to be ruthless. Whatever reading materials which I have not touch for more than a year, it is lightly that I will not need it again. Those goes into the donation bin. During clean up, I have found old prints that the ink has stuck the papers together already.

After shredding a bag full of papers and stashed two boxes of books and magazines. My reading list now is more manageable. My short term goal reading materials will be sitting next to my desk, while my long term goal reading materials are kept in the bookshelf. The "maybe" books will be in the storeroom.

The idea is to keep all the books in their respective locations. I will not simply put my books around the house. Whenever I need a break from the book, it has to go back to the same place where I took it. When I finish with the reading materials, I would either consider to be filed, shredded or given away. By doing so, this helps me to keep the house in order as well as making sure I get the necessary reading done and not get distracted.

If I have better ways to manage your reading materials, do share! Remember though, books can only give you knowledge and not wisdom.

Call or Meet Face to Face

With the popularity of social media, we are a lot more connected than ten years ago. Many business and professionals have relied on social media and the internet to connect with friends and clients. I confess that I am a Facebook addict where I have to check my accounts at least once a day.

Relying on Facebook and Linkedin, I thought I am well connected and I have made sure I stayed in touch with my fellow friends and potential clients. Oh, was I wrong. I have neglected the ever importance of phone calls and face to face meetings.

I have a friend of 12 years and we would exchange e-mails and update each other through Facebook. Over the weekend, we have finally caught up for a quick dinner. Despite the e-mails and Facebook updates, I noticed that I really do not know much about this person. During the dinner, he shared his aspirations and ideas. It was only dawn to us that we may be able to strike something up and work on some opportunities. Without the dinner, nothing would have happened.

Many of us have fallen to the false sense of security that we are well connected and networked through social media. In a way, these tools has allowed us to stay in touch. To make our network works, we would still need to spent effort on it.

Here is what I am going to do, and maybe you too can draw some ideas from it.

1. Go through your friend list, look for the ones whom you have not talked to for more than three months. 
2. Compile those names into a list. 
3. Dedicate five minutes a day, by calling someone on that list. You just need to call one person a day.

What can you discuss? Anything! Be bold and direct, just tell the person that you called to catch up and see how are things going for them.  Remember, the call is not to make a sales pitch or asking for favors but genuinely wanting to connect with the person.

If you can keep it up for two weeks, you would have gained fourteen more friends! Besides just calling, other forms of communication may work too. Just use your imagination.