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Building Genuine Connections: Janice Porter on Relationship Marketing

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Building Genuine Connections: Janice Porter on Relationship Marketing (The Price and Value Journey, Episode 127)

In this episode of The Price and Value Journey, host John Ray welcomes Janice Porter, a relationship marketing specialist, LinkedIn trainer, and host of the Relationships Rule podcast. Janice shares her unique approach to building genuine and lasting relationships through LinkedIn and tangible touches, such as sending personalized cards and making thoughtful connections. She emphasizes the importance of starting with service and generosity, nurturing existing relationships, and the strategic aspect of offering value without undervaluing oneself. Janice also discusses her journey from teaching to entrepreneurship, the mindset shifts needed to overcome limiting beliefs, and the surprising benefits of authentic relationship marketing. Tune in for valuable insights and practical tips on how to grow your business through meaningful connections.

The Price and Value Journey is presented by John Ray and produced by the North Fulton affiliate of Business RadioX®.

Janice Porter

Janice Porter is a renowned relationship marketing consultant and LinkedIn trainer with extensive experience in helping businesses build strong relationships and leverage LinkedIn for growth. She is the founder of Janice Porter & Associates, where she has been working since 2003. Her expertise lies in teaching business owners, entrepreneurs, and sales professionals how to create, nurture, and build lasting relationships using both online and offline strategies. She works with both introverts and extroverts, focusing on making connections that lead to referrals and loyal customers.

Janice is deeply committed to being a connector for others, leveraging her extensive network to link like-minded individuals for mutual benefit. She values her friendships and business associations, always considering how she can support others. Her mantra, “How may I support you?” reflects her service-driven philosophy.

Janice has a background in education, having earned a Bachelor of Education from The University of British Columbia. She has also taught networking skills at institutions like Capilano University and Douglas College.

Janice is recognized for her innovative approach to using LinkedIn, emphasizing the importance of nurturing connections beyond the platform through personal gestures like greeting cards and gifts. She hosts a podcast called Relationships Rule, further highlighting her focus on interpersonal connections in business.

Website | LinkedIn | Facebook | Instagram | Relationships Rule podcast

Topics Discussed in this Episode

00:00 Welcome and Introduction to Janice Porter
01:32 Janice’s Journey into Relationship Marketing
02:55 Understanding Relationship Marketing
05:05 The Importance of Genuine Connections
08:52 Effective LinkedIn Strategies
16:54 Tangible Touches and Follow-Up Techniques
25:05 Using Audio and Video Messaging on LinkedIn
25:48 LinkedIn App Features
26:04 The Power of Asking, “How May I Support You?”
26:38 Building Connections and Networking
28:10 The Journey of Podcasting
30:14 Supporting Introverts in Networking
35:10 Balancing Generosity and Business
40:32 Client Success Stories
44:56 Conclusion and Contact Information

About The Price and Value Journey Podcast

The title of this show describes the journey all professional service providers are on: building a services practice by seeking to convince the world of the value you offer, helping clients achieve the outcomes they desire, and trying to do all that at pricing that reflects the value you deliver.

If you feel like you’re working too hard for too little money in your solo or small firm practice, this show is for you. Even if you’re reasonably happy with your practice, you’ll hear ways to improve both your bottom line and the mindset you bring to your business.

The show is hosted and produced by John Ray and North Fulton Business Radio, LLC, an affiliate of Business RadioX®. The show can also be found on all the major podcast apps. The complete show archive is here.

John Ray, Host of The Price and Value Journey

John Ray, Author of The Generosity Mindset and Host of The Price and Value Journey — John Ray, Author of *The Generosity Mindset* and Host of *The Price and Value Journey*

John Ray is the host of The Price and Value Journey.

John owns Ray Business Advisors, a business advisory practice. John’s services include business coaching and advisory work, as well as advising solopreneurs and small professional services firms on their pricing. John is passionate about the power of pricing for business owners, as changing pricing is the fastest way to change the profitability of a business. His clients are professionals who are selling their expertise, such as attorneys, CPAs, accountants and bookkeepers, consultants, coaches, marketing professionals, and other professional services practitioners.

In his other business, John is a podcast show host, strategist, and the owner of North Fulton Business Radio, LLC, an affiliate of Business RadioX®. John and his team work with B2B professionals to create and conduct their podcast using The Generosity Mindset® Method: building and deepening relationships in a non-salesy way that translates into revenue for their business.

John is also the host of North Fulton Business Radio. With over 850 shows and having featured over 1,300 guests, North Fulton Business Radio is the longest-running podcast in the North Fulton area, covering business in its region like no one else.

John’s book, The Generosity Mindset: A Journey to Business Success by Raising Your Confidence, Value, and Prices

John is the #1 national best-selling author of The Generosity Mindset: A Journey to Business Success by Raising Your Confidence, Value, and Prices.

If you are a professional services provider, your goal is to do transformative work for clients you love working with and get paid commensurate with the value you deliver to those clients. While negative mindsets can inhibit your growth, adopting a different mindset, The Generosity Mindset™, can replace those self-limiting beliefs. The Generosity Mindset enables you to diagnose and communicate the value you deliver to clients and, in turn, more effectively price to receive a portion of that value.

Whether you’re a consultant, coach, marketing or branding professional, business advisor, attorney, CPA, or work in virtually any other professional services discipline, your content and technical expertise are not proprietary. What’s unique, though, is your experience and how you synthesize and deliver your knowledge. What’s special is your demeanor or the way you deal with your best-fit clients. What’s invaluable is how you deliver great value by guiding people through massive changes in their personal lives and in their businesses that bring them to a place they never thought possible.

The combination of all these elements is quite different for you compared to any other service provider in your industry. Therein lies your value, but it’s not the value you see. It’s the value your best-fit customers see in you.

If pricing your value feels uncomfortable or unfamiliar to you, this book will teach you why putting a price on the value your clients perceive and identify serves both them and you, and you’ll learn the factors involved in getting your price right.

The book is available at all major physical and online book retailers worldwide. Follow this link for further details.

Connect with John Ray:

Website | LinkedIn | Twitter

Business RadioX®: LinkedIn | Twitter | Facebook | Instagram

North Fulton Studio

Making Connections

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Making Connections

Providing thoughtful introductions and making connections between others in your network is a compelling and memorable way to create value for others. Here’s the way, over time, I’ve learned to do it in a way that others appreciate while strengthening your relationships as well. The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®.

TRANSCRIPT

John Ray: [00:00:00] And hello again, I’m John Ray on The Price and Value Journey. Once I was at an event in which I ran into two people I thought would benefit from knowing each other. Each were in complementary businesses, and so they could possibly be strategic referral partners for each other. They were both great networkers, meaning they would look to help each other as they could. That’s what being a great networker is all about. Most important, I thought they would like each other personally and get to be friends.

John Ray: [00:00:34] As I was introducing them, I suddenly went blank on one of their names. Now, that’s an awkward moment. I’ve just told this person that I want to help them by introducing them to someone they ought to know. And my brain won’t let their name fall out onto my tongue. Fortunately, I was saved by this individual’s name tag, which seemed to call out and say to me, “Look. Look at me. Here, I’m going to help you.” I recovered and the introduction went smoothly. Even so, my brain and I weren’t on speaking terms the rest of the evening.

John Ray: [00:01:13] Now, I’ve mentioned in an earlier episode of this podcast that when you don’t know what else to do in building your business, just be helpful. And one of the ways to be helpful is to make connections, and that’s one aspect of my business I particularly relish. For me, it goes beyond the enjoyment, which comes from making a good connection.

John Ray: [00:01:35] It’s something more. It’s a calling for me. I believe that we are all better, particularly in the often lonely space of entrepreneurship and in a world that’s heavily divided into tribes when we have a greater number of genuinely human and supportive connections with each other.

John Ray: [00:01:56] Connecting people the wrong way, though, is bungling in the name like I almost did. Sending a blind three way e-mail, I think, is often the worst. We’ve all received them, right? You two should know each other and enjoy drive bys, which make you feel like your pocket has been picked clean or something. While someone may have been thinking about you and the other person in the connection, the connector here seems to be doing just enough to try to score brownie points with both parties, and that’s it.

John Ray: [00:02:32] It’s not that all unexpected three way emails are bad, I’ve sent plenty of them, and most have been well received by both parties. I’ve introduced both parties to each other with several sentences of detail on why each should meet the other. In those notes, I’ve explained why I thought they would be good long term connections, and both parties often respond with appreciation for the connection.

John Ray: [00:02:58] What I’ve missed by sending such an email, though, even if both parties value the note, is the deeper personal connection, which comes from talking to both personally. And that’s why now, before I make a three way email introduction, I always call both parties and speak with them first. I tell them about the other individual, their business, and why I think the introduction would be beneficial. I ask for permission to connect them. I’ll let each know that they’ll receive a note from me only after I’ve spoken to the other individual and received permission from them as well.

John Ray: [00:03:43] By placing a call like that, several benefits naturally occur. I’ve made a much more solid introduction because both individuals know I care enough in a world dominated by texting and social media to take the time to make a personal phone call. It gives me the chance to catch up with both individuals myself. I avoid the embarrassment of someone’s business or circumstances having changed such that this connection, which might previously have been a good one, really isn’t anymore.

John Ray: [00:04:20] Finally, I also get the chance to deepen my connection with both parties by hearing about what’s going on in their lives. And I’m able to ask what they need, and understand what I can do to be helpful to them. By making those calls, I’ve not only made a great three way introduction, but I’ve deepened my relationship with each of those individuals. And all three of us are the better.

John Ray: [00:04:53] I’m John Ray on The Price and Value Journey. If you’d like to connect with me directly, you can go to my website, johnray.co, you can email me at john@johnray.co. Thank you for joining me.

About The Price and Value Journey

The title of this show describes the journey all professional services providers are on: building a services practice by seeking to convince the world of the value we offer, helping clients achieve the outcomes they desire, and trying to do all that at pricing which reflects the value we deliver.

The show is produced by the North Fulton studio of Business RadioX® and can be found on all the major podcast apps. The complete show archive is here.

John Ray, Host of The Price and Value Journey

John Ray The Price and Value Journey — **John Ray, Host of “The Price and Value Journey”**

John Ray is the host of The Price and Value Journey.

John owns Ray Business Advisors, a business advisory practice. John’s services include advising solopreneur and small professional services firms on their pricing. John is passionate about the power of pricing for business owners, as changing pricing is the fastest way to change the profitability of a business. His clients are professionals who are selling their “grey matter,” such as attorneys, CPAs, accountants and bookkeepers, consultants, marketing professionals, and other professional services practitioners.

In his other business, John is a Studio Owner, Producer, and Show Host with Business RadioX®, and works with business owners who want to do their own podcast. As a veteran B2B services provider, John’s special sauce is coaching B2B professionals to use a podcast to build relationships in a non-salesy way which translate into revenue.

John is the host of North Fulton Business Radio, Minneapolis-St. Paul Business Radio, Nashville Business Radio, Alpharetta Tech Talk, and Business Leaders Radio. house shows which feature a wide range of business leaders and companies. John has hosted and/or produced over 1,100 podcast episodes.