Author Archives: Rick Roberge

Fun Friday Posts

Posted on by

If you’re on Twitter, you may know that they have this thing called #FF (Follow Friday) and I’m always flattered when somebody mentions @RainMakerMaker on their #FF, but as you know, I don’t work much on Friday, so I often miss them. Here’s my idea….

How about if we screw with the Twitter world, but do it with a Fun Friday post? The post will be silly, or off color, and definitely not serious, but (and this is important) will have a sales lesson in it.
I’ll start. This one comes from a good friend of mine.
  –  –  –  –  –  –  –  –  –  –  –  –  –  –  –  –  –  –  –  –  –  –  –  –  –  –  –  –  –  –  –  –  –  –  –  –
This is my neighbor:
She’s single…She lives right across the street.  I can see her house from my living room.
I watched as she got home from work this evening.
I was surprised when she walked across the street and up my driveway.
She knocked on my door … I rushed to open it.
She looks at me, and says, “I just got home, and I am so horny! I have this strong urge to have a good time, get drunk, and make love all night long!
Are you busy tonight?”
I immediately replied, “Nope, I’m free… I have no plans at all!”
Then she said, “Good! In that case, could you watch my dog?”
So, how many salespeople think they have a sale but wind up watching a competitor have all the fun?

So, your mission, should you accept it is to Tweet this post with the #FF hashtag. If you want some notoriety, comment before you do. Then they’ll probably read your comment as well as the post.

Want to guest post a #FF? Send it to me.

Is Inbound Networking WOM on Steroids?

Posted on by

Word of Mouth Trumps Every Method of Customer Acquisition or Retention

Yet so many entrepreneurs put networking and word of mouth on the back burner. Many argue it takes too long, and they need something to happen now. Maybe it is our entrepreneurial ADHD kicking in that we run after the next bright shiny object thinking that this new thing is the magic bullet that will propel us to success. But really, if we start with this end in mind, we would be too busy with growth to run after the next bright shiny thing.

‘Inbound networking’ is no different. Word of mouth has existed since the beginning of recorded history. Inbound networking is just word of mouth with a shot of online steroids. 

Think about how much time it takes to go to a face to face networking event. Let’s say you are 30 minutes away. The event itself is 2 hours. That’s 3 hours. At the event you meet 12 new people. Only 2 of them are actual prospects or partners for you. Now imagine that the other 10 people who are not prospects or partners for you are prospects for your partner in TX, CA, or even overseas. Now imagine that you make a virtual introduction. Both parties know and trust you, so they are more likely to be open to the person you are introducing.

Now imagine 1/4 of all your connections are doing the same thing and every 12 new people they meet they refer or introduce 2 of them to you.

Add in the steroids of blogs, social media, etc. That 12 is 1200. It is not rocket science to understand that is how a business (whether a start-up or expanding business) doubles sales for sustainable and consistent growth.

For more about me, check out my musings on the Smarketing blog, watch my ADHD in real time on Twitter, or visit me on LinkedIn. Or if  you prefer to speak, select a time on my calendar, I will do the rest.

P.S: I’d also suggest reading this blog by Rick. 

Trusted Professionals

Posted on by
Last week I published “Inbound Networking – RainMakerMaker Style“.
I received this inquiry through LinkedIn. “I would like to do what you´ve offered concerning Peter Caputas collaborative group idea: With your help I want to lead a group that generates SALES using Inbound, Social and Referral Networking.“
I replied with five questions including, ‘Have you chosen your “1-2 professionals that you trust”?‘
I was a little surprised at the reply. “What do you mean with: 1-2 professionals that you trust?“
Honestly, I thought that everyone would get that. Let me explain.
Think about all the people that you’ve ever met.
Some you didn’t like. So, take them off the list.
Some you liked, but they didn’t like you. So, take them off the list.
Some don’t work. Aren’t good at something. Don’t have principles that align with yours. Are too focused on doing what they do for their clients that they aren’t considered and don’t want to be resources for their clients. Take them off the list.
What you’ll have left are a few professionals that you trust. Two of mine are Marshall Katz and Steve Groccia.
Marshall’s wife went to nursing school with my wife. He bought Cutco Cutlery from me almost 40 years ago and referred me to others. He became my insurance agent back then and I referred him to others. Our kids grew up together. We vacationed together. It’s natural that if anyone has an issue with insurance, I refer him.
Steve and I met when our sons were involved with youth sports. He introduced me to Rotary. He’s like no commercial banker that I’ve ever met. One day, I was in his office and he asked me if I would try to help a few of his customers. I left with a dozen business cards. EVERY ONE of those people said that if Steve said that they should talk with me, they would and almost every one of them became a client of mine. The next time I was in Steve’s office, I thanked Steve and asked him how I could repay him because business owners don’t switch banks every day. He replied that I should refer him when appropriate and (this is important) I should take very good care of his customers!
Get that. Don’t worry about him. Take care of his customers!
So, as a result of the way they live, Marshall and Steve have a huge number of people that trust them and are called upon for advice even if it’s not in their area of expertise. Why? Because the people that ask them for advice expect that they will associate with other professionals with the same standards. When they steer me in the direction of someone, the bar has been set and the deal is mine unless I screw it up.
So, who are your two and do you want my help to start an inbound networking group with them?

Inbound Networking – RainMakerMaker Style

Posted on by

Unless you live under a rock, have a flip phone or dial-up internet access, you’ve probably heard of Inbound Networking. (If you haven’t, click the link and catch up.)

Here’s my recap:
  • It’s possible to grow your business with referral networking.
  • It’s possible to grow your business with inbound marketing.
  • It’s possible to grow your business if you are a great salesperson.
But, if you are all three, you’ll be huge! A true 21st Century RainMaker.
I will help start (help, not start) 10-12 Inbound Networking Groups in July. We will be focused on growing sales by expanding our network’s footprint and reach online and 1:1.
You will need
  • 1-2 professionals that you trust
  • a LinkedIn profile and Twitter name
  • a willingness to be ‘other centered’
  • the ability to gently say. “No” to disqualified prospects
  • a conversation with me
I will provide
  • access to my network to grow yours
  • a link on my sidebar to you or your company
  • the opportunity to write for my blog and others for every member of every group
  • help with nurturing the virtual lead into a real live customer
  • a stone wall when you need to be kept on course
  • a sounding board when needed
What’s in it for me?
  • 10-12 groups with 6-20 members in each guest posting on my blog, cross promoting, my traffic will exponentiate (as will your exposure)
  • I will find ideal new clients
Some of you are thinking, “What a sales pitch!” Good bye. Nothing more to see here.
10-12 of you are thinking, “Network with Rick and his network on a regular basis? Uh, OK.” Send me an email with your number and availability 7/5 & 6. I’ll do the rest. (I’ll be at the beach, but if you don’t mind the surf in the background, it’s where I do my best work.)
BTW, if you look at this post, you’ll see growth. It wasn’t inbound marketing, it was inbound networking.
Welcome to the 21st Century!

Are you going to fail?

Posted on by

Last week, a friend of mine scheduled a conference call with a new business owner and me.

Here’s the business owner’s background.
  • Franchise owner for 10 years
  • Didn’t renew franchise because they weren’t making a living and because they didn’t think the franchisor was doing a good job marketing.
  • Started company to deliver same services as franchise
Here’s what else I know about the business owner.
  • They didn’t show up for the scheduled call
  • They attended “Double Your Sales Using the Internet Without Blogging or Buying Expensive Software” and when my friend asked, “So what did you think of the webinar?” The business owner replied, “I understood his demonstration and how it can help a global sales effort by connecting with more people. I’m not sure how this would apply to a local walk-in business like mine. I want more people in my community to know about my services.”
All of you people that use your smart phones to search locally are probably LYAO right now!
Clearly, this business owner is way smarter than the franchisor, my friend and most definitely, me.
BTW, if you missed the webinar or have a friend that wants to grow their on line presence without a blog, here’s a link to the recording.

Why You Can’t Grow a Following!

Posted on by

Isn’t it all about reach? Why do some of you reach thousands and others reach 12? Don’t get upset with me, but it’s because you don’t understand people. 
You don’t understand their business. You don’t know what issues they’re dealing with or what their priorities are. You don’t get why they follow who they follow. All you care about is me, me, me, me, me.

Still there? Let me explain. What do you blog about? What’s going on in your industry and how awesome you are, right? Then you tweet a link to the post and send it out to your subscribers. You also probably ask people to RT your links.
What else? You probably also tweet stuff from your industry. Financial managers tweet WSJ articles. Marketing people tweet Hubspot programs.
How about client/prospect contact? When do you contact your prospects and about what? When you have a new offering, or you want to follow-up, want a referral, or you want something else that benefits you. Fair?
Here’s my point. You blog and tweet because you hope that your remarkable content gets somebody to buy from you. You share industry stuff because you hope that someone realizes that you can help with that. You contact when you want something that benefits you.
Here’s an example. I invited an insurance guy and a marketing person (among others) to this webinar. Both replied that they couldn’t attend and wondered if there would be a recording available. Neither of them promoted the webinar to their followers. Why? Because it didn’t directly benefit them. They’d like to attend to get help growing their business, but they can’t fathom that any of their followers might want the opportunity to learn how to grow their business.
Here’s the closing. People that read you get your message and file it. If they need you, they may or may not call you if you’re still in front of them. If you make information available that doesn’t necessarily benefit you, but may be of interest to a reader, aren’t they more likely to keep checking you out?
Am I wrong?

Proper use of LinkedIn

Posted on by
I shared my LinkedIn status with a LinkedIn group to let the group know about this free webinar.

I received this email in response.

Hi Rick,


I came across your LinkedIn profile recently and it looks like you provide great services and advice to businesses, small businesses and startups. I am part of a new online business community that helps people launch, run and grow their businesses, called mosaicHUB.

You would be a great addition to our community and I think you would benefit from connecting and networking with our growing community of entrepreneurs and small businesses.

You can create a free account by going to www.mosaichub.com, and signing up with your LinkedIn account.

Please let me know if you have any questions or would like additional information. Here’s to building better businesses!

Cheers,

Stephen Fiedler
Notice in the first paragraph that he gets to the point. He strokes me. Tells me that he gets me. Tells me that he may be a conduit to my market.
Paragraph 2 – I’d be a “great addition”! “connecting and networking”
Paragraph 3 – Simple call to action.
Paragraph 4 – Leave the door open and a great toast!
Great job Stephen Fiedler!
Three other things:
  1. He didn’t ask me to connect. Great. We don’t know each other well enough, yet.
  2. He didn’t register for my webinar. Does he think he couldn’t learn anything?
  3. I wonder if he told his group and connections about the webinar. They may want to attend.
Any other thoughts?

A Sales Lesson from Carly Rae Jepsen (AIDA)

Posted on by
Last week I saw Colin Powell sing “Call Me Maybe” on a morning show. It probably won’t go down as one of the best performances of the song, but today’s lesson is in the lyrics of the chorus.


Hey, I just met you,
and this is crazy,
but here’s my number,
so call me, maybe?
Two weeks ago, I published “Don’t Rush. Slow Down. Make it special.“. Read those lyrics again. Doesn’t it remind you of meeting somebody at a networking event that shoves their card in your hand and says, “Call me.” (or worse, asks you for your card so they can call you)?
Or how about on LinkedIn, when you get involved in a discussion and someone decides that you’re a prospect. So, they send you a link to what they want you to buy along with their contact info (or worse, they call you)?
My point is that salespeople forget that there are four distinct steps in the AIDA process and that the Attention step must be totally complete before they move on to the Interest step. 
“Hey, I just met you,” is the beginning of the Attention step and Carly Rae is right when she says, “and this is crazy,” because it’s way to early to say, “but here’s my number, so call me, maybe?“
OK? Incidentally, don’t feel bad. It’s difficult to hold back. It takes practice. Lots.
Copied from MetroLyrics.com

Growing Sales in a Small Business

Posted on by

Yesterday’s post didn’t do it for me. When I read it this morning, I felt like I made it too much for professional salespeople and not for the business owner. I didn’t make the point that I wanted to make which was that I think that a blog is a sales tool that should be used by people that are looking to sell something rather than a marketing tool used by a marketer.

OK? Clear? Great.