Author Archives: Cynthia Greenawalt

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About Cynthia Greenawalt

Cynthia Greenawalt is a leading trainer, consultant, and professional coach on networking and developing social capital in New York, NY.
EMAIL: cynthia@seachangenetworking.com
BIO: About Cynthia Greenawalt
PHONE: 954-214-2511

Why a “Declared Client” Disappears & How Our “Attraction Factor” is the Remedy
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Authored by , re: Business Development, on .
Why a “Declared Client” Disappears & How Our “Attraction Factor” is the Remedy | Cynthia Greenawalt

{3:21 minutes to read} In my 20 years of coaching and training, here’s what I’ve found to be at the heart of success in the art of referral generation: our Attraction Factor — the degree to which people feel inspired and connected to who we are as human beings. The most influential dynamic in having people feel drawn to us is our ability to be vulnerable, authentic, empathetic, and compassionate. As a business owner, your ability to show empathy and compassion comes into play when a potential client seems to disappear, somewhat like becoming a member of the “witness protection program.” Let’s take Jane, for example.

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3 Degrees of Rita
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Authored by , re: Business Development, on .
3 Degrees of Rita | Cynthia Greenawalt

{4:05 minutes to read} I recently had an amazing conversation with a potential client. Let’s call him Bob. I asked him to draw a dot on a piece of paper, which represented one of my favorite clients: Rita. I then asked him to draw a circle around Rita, to represent her first-degree relationships. Although her LinkedIn profile might say she has 3000 connections in her first degree, I asked Bob to write the number 300 on that first circle around Rita, to represent the 300 people that she could call on the phone and they would know exactly who she was. These 300 have an instant relatedness to her. I then asked him to draw another circle outside Rita’s first degree, to represent the second degree of Rita.

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Which House Are You on the Block? Maximizing Your Networking Real Estate
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Authored by , re: Business Development, on .
Which House Are You on the Block? Maximizing Your Networking Real Estate | Cynthia Greenawalt

{3:24 minutes to read} I was speaking in front of a group of entrepreneurs recently. I used a powerful analogy, asking them to imagine a beautiful neighborhood north of New York City with a block of 10 homes varying in price from 2 million to 10 million dollars. Then I asked which is the better real estate investment: owning the 2 million or the 10 million dollar home? The most popular response was the 2 million dollar home for the following reason: the value is brought up by the higher priced homes on the block, whereas the 10 million dollar home has its value brought down by its neighbors.

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How Is Asparagus Farming Like Networking?
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Authored by , re: Business Development, on .
How Is Asparagus Farming Like Networking? | Cynthia Greenawalt

Several years ago I gave a workshop discussing the benefits of being a “farmer networker” vs. a “hunter networker” (click here for my previous article on the topic). As a farmer networker, our sights are on creating a long-term sustainable yield from nurturing and cultivating referral partners who make introductions to potential clients. One of the attendees at that workshop explained to me how my training reminded him of the way asparagus grows. Because asparagus is my favorite vegetable, I was intrigued.

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Reaching Deep Into Your Goldmine: Shifting From Reactive to Proactive Referrals
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Authored by , re: Business Development, on .
Reaching Deep Into Your Goldmine: Shifting From Reactive to Proactive Referrals | Cynthia Greenawalt

{4:00 minutes} Referrals can be grouped into two categories: Proactive and Reactive. The value of categorizing referrals is so we can study them to become more masterful. In my experience, 90% of referrals that people receive are reactive in nature. Consider this example: Karen is a residential realtor with 20 raving fans—referral sources who are willing to risk their reputation by bringing her into their network. If Karen could put a camera on the shoulder of each of her fans for one week, and witness conversations that her fans are having with friends, clients, neighbors, etc, she would be shocked at what she saw.

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Are You Making Premature Withdrawals from Your Relationship Accounts?
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Authored by , re: Business Development, on .
Are You Making Premature Withdrawals from Your Relationship Accounts? | Cynthia Greenawalt

{4:02 minutes to read} Using a farming analogy, there are three stages before a harvest is ready: planting, fertilizing, and fruit bearing. In terms of networking relationships, the three stages are Know You, Like You, Trust You. It’s in Stage 3 – Trust You – that we can expect a return from these relationships in the form of referrals, favorable introductions, or favors (e.g., supporting our non-profit cause). Until a networking relationship is in Stage 3, it is our responsibility and duty to be the farmer who waters and nurtures that relationship. Before we promote ourselves and bring our needs into the equation, the focus is always on the other person.

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Harnessing Your Raving Fans Through the Taster Model
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Authored by , re: Business Development, on .
Harnessing Your Raving Fans Through the Taster Model |

{3:06 minutes to read} Once you’ve developed a base of referral partners, choose the top 10-15 that are in a deep state of trust with you. They understand what you do and perhaps refer you to others several times per year. They are Connectors who are willing to put their reputation on the line and open up their networks to you. These influencers are your Raving Fans. With your Raving Fans in mind, create an event such as a workshop or other type of experience using the Taster Model™.

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2 Ways to Nurture Networking During the Holidays
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Authored by , re: Business Development, on .

{2:04 minutes to read} One of the most powerful ways to leverage the holidays is to look at the events on your end-of-the-year calendar and find out which ones are open to you bringing guests. Make a list of your VIPs (from current referral partners to those you would be interested in trading referrals with) — the longer the list, the better. Once your list is complete, there are two ways to go about nurturing and cultivating the garden of your relationships:

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You’re Having Coffee with the Wrong People (Breakthroughs Live in the Blind Spot)
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You’re Having Coffee with the Wrong People (Breakthroughs Live in the Blind Spot) | Cynthia Greenawalt

(4:08 minutes to read) My life’s work is to empower people to access breakthrough results. I’ve been studying brain science, quantum physics, and peak performance strategies for close to 2 decades. Why? I’m passionate (perhaps even a bit obsessed) about people tapping into their greatness and living a life that matches their full power. Which is why I love the sandbox in which I play professionally: social capital development (aka, networking, relationship marketing, referral generation). A human being’s network of relationships is a non-linear phenomenon.

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Networking “Deposits” That Make You “Coffee-Worthy”
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Networking “Deposits” That Make You “Coffee-Worthy” | Cynthia Greenawalt

In my last article, “Are You Coffee-Worthy?” we explored how you can become a high-priority contact who can request “coffee time” with someone you’ve recently met. When you’re new to them, you’re sort of at the bottom of the line in their priorities! This puts the burden on you to find ways to move up on their pole ranking. Here are some networking courtship deposits that can help you do so:

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Facts Tell, Stories Sell: A Fresh Look
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Facts Tell, Stories Sell: A Fresh Look | Cynthia Greenawalt

By Angela Cason I have been in advertising and marketing for 30 years and pitched tons of businesses, but I had never been the person who had to get the meeting. When we started TEMPO Strategic in 2010, to provide the digital expertise our clients need, that picture changed. Suddenly, we had to think about new business. I had to think about new business. Yuk.

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Why Referrals Are So Magical
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Authored by , re: Business Development, on .
Why Referrals Are So Magical | Cynthia Greenawalt

{3:01 minutes to read} Let’s explore one of the most magical—yet, for the most part, hidden—elements in the realm of referral generation. If Sally, one of your trusted advisors or influential connectors from your network, refers you to Mike. Even though you don’t know him, you already love him. You walk into the meeting feeling inspired and excited about this person because you trust Sally’s opinion implicitly. She is Mike’s raving fan. Mike is relaxed because he has nothing to prove.

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Next 3 Steps to Making Powerful Connections
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Next 3 Steps to Making Powerful Connections | Cynthia Greenawalt

{5:03 minutes to read} As we explored in my previous blog article, being a masterful connector can be captured in 5 simple steps: Identify Questions Save and Store Wishlist Catalyst You can remember this acronym—I.Q.S.W.C.—with this phrase: “Networking IQ Supports WildConnecting.” In this article, we’ll focus on the final 3 parts of the acronym. Save and Store: The third step is to Save and Store the answers we get from the questions we ask from Step 2.

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First 2 Steps to Making Powerful Connections
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First 2 Steps to Making Powerful Connections | Cynthia Greenawalt

{3:05 minutes to read} Of all the tools for unlocking referrals and yielding a greater return from our garden of relationships, one of the most effective is making powerful connections. With my Power Partners Initiative™ clients, we develop this mastery by focusing on the gardening (cultivating) model. Being a masterful connector can be whittled down to 5 simple steps:

  • Identify
  • Questions
  • Save and Store
  • Wishlist
  • Catalyst

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