Expert Advice On Business Networking And Tips On Developing Your Networking Skills

In the last 20 years, Bill Caskey has written books and papers, produced CD’s and created multi-media content for business-to-business sales teams. His book, Same Game New Rules, has become a standard for training high income sales staffs, shipping to over 22 countries. Bill can be reached through www.caskeyone.com

Josh Hinds: How do you define Business Networking and why do you feel it’s important?

Bill Caskey: To me, business networking is not much different than personal networking.

I say that because I think all too often our business relationships today come through personal means (the softball diamond at a kids game, a neighborhood cookout, friends for dinner etc).

The mistakes we make are a) we fail to look at our own personal networks for business results and b) we are awkward when it comes to broaching business subjects with our friends.

Josh Hinds: Can you share one idea that someone could put into practice that would help them to improve their business networking skills?

Bill Caskey: Yes. Taking my supposition from Question 1, I think we all should have a way to make that bridge between personal and business a comfortable one. Very few people have that bridge… therefore the awkwardness.

Here’s a thought: Why don’t you write a short 300-word article on the mistakes most people make when they buy your product/industry. Have it professionally designed (yes, you must actually pay for this. Don’t use an MS Word template). Then, after you meet someone at an event, email them a PDF of it.

Maybe the accompanying email text is “Hey, John. Good meting you at Smith’s the other night. Thought you might be interested in how we help companies save money on xxxxxx. May not apply to you… just an FYI. Regards, Jeremy.”

That way, you let the article talk about what you do… rather than you talking about it (that sometimes turns into a ‘pitch.’)

Josh Hinds: Based on your experiences, which places and activities have you found best for meeting new people and expanding your professional network?

Bill Caskey: Again, given my example above, anywhere. The mistake people make is going to an event HOPING TO meet prospects. With my idea above, it doesn’t matter if the person who calls you was at the event or not. They are only as far away as an email FORWARD. But if you have no “content” to send, then, you’ll wear yourself out trying to find that perfect networking group.

- Happy Networking, Josh Hinds
(Connect with me on Facebook or Twitter)
Learn more about having me speak to your group at JoshHinds.com.

*brought to you by BusinessNetworkingAdvice.com

Rebel Brown consistently challenges the status quo to deliver optimum solutions and high velocity growth for her clients and readers.

As an international consultant, Rebel has worked with over 100 clients – from larger companies to smaller, more entrepreneurial concerns – in a variety of stages – in both the B2B and B2C markets. She combines the strategic expertise and tactical savvy of a global Corporate Strategy, Launch and Turnaround Expert, along with the leadership and motivational skills needed to get the job done. Visit her at RebelBrown.com

Josh Hinds: How do you define Business Networking and why do you feel it’s important?

Rebel Brown: Business networking to me is communicating with those who has similar focus on or interest in topics that are also of interest to you. That means our networks change as we move through time – since our interests and focus change.

For me, business networking helps me to interact with, learn from and share my experiences with others for mutual benefit. It’s important since none of us is an island – we can’t possibly cover all the needs of our audiences.

But we can all work together to make a broader impact. When we network we expand our reach and range and expose ourselves to new and better ideas, which help us continue to evolve and grow.

Josh Hinds: Can you give a few ideas that someone could put into practice which would help them to improve their business networking skills?

Rebel Brown: One key is to make your focus about the other person or community – not about you. Anyone can go out and post or discuss everything and anything about themselves – that doesn’t offer a lot of value after a point – and it certainly doesn’t make others want to communicate with you. It does make you appear ago centric, self centered and more. And who wants to work with those kinda people?

A second is to be open to others’ opinions, needs, thoughts and approaches. Networking isn’t really about selling others on our way of thinking. It is about sharing how we all think and approach business, selecting what resonates with our own approach and expanding/growing. So focusing on selling ‘your way’ is not an approach to networking.

Third is to be yourself. People like people who are open and honest, who put their cards on the table. networking behind an image isn’t going to be as powerful as being the real you. People can sense the difference. In the final analysis, business is, after all, about people…

Josh Hinds: Can you share a personal networking success story with us?

Rebel Brown: My best story is about Defy Gravity, my soon to be released book. When I started the book, my goal was to transition from pure consulting to author, speaker and consulting on a different level. I had a 2 person network in the author/speaker world and was pretty clueless.

I started networking on Twitter, FaceBook and LinkedIn. Sharing my experience, telling stories about my business, being myself. I began to meet great people in the author/speaker community.

Six months later – I have a fabulous publicist, more endorsements and supporters for the book than I ever dreamed possible and a number of folks who are helping me reach for my dream.

ALL that came from business networking on social media. Until April, I hadn’t met ANY of the folks who are helping me launch. Yet I have the best possible team of supporters and coaches I can imagine. All because of business networking.

- Happy Networking, Josh Hinds
(Connect with me on Facebook or Twitter)
Learn more about having me speak to your group at JoshHinds.com.

*brought to you by BusinessNetworkingAdvice.com

Cesar is a ten year web veteran with a passion for business, and people. He is the President & CEO of SDG Agency, a web design & marketing agency based in Central Florida.

Josh Hinds: How do you define Business Networking and why do you feel it’s important?

Cesar Abueg: Business networking is a gathering structured in a manner where attendees have a common goal, which is to find, gain, and share business opportunities.

Josh Hinds: Based on your experiences, which places and activities have you found best for meeting new people and expanding your professional network (either online or offline)?

Cesar Abueg: In my experience, it’s all about going to where your target market is at. There are many gatherings around town, and you simply cannot attend all of them, nor will it be advisable to do so. You will want to niche your market down and be where they are most likely at. It’s also good to expand from your industry. You never know what you may find if you just reach out a little more.

Josh Hinds: Can you share a personal example where you benefited from having a network from which to tap for help?

Cesar Abueg: Having attended XBM (Extreme Business Makeovers) this year, which I believe to be a great opportunity to not only “business network” but to also learn from top performers in their respected fields.

By surrounding myself with professionals that have similar goals, it has allowed me to be a part of a support group locally. These like-minded individuals have allowed me to excel. We challenge each other, and we hold each other accountable for our actions.

- Happy Networking, Josh Hinds
(Connect with me on Facebook or Twitter)
Learn more about having me speak to your group at JoshHinds.com

*brought to you by BusinessNetworkingAdvice.com

Dave Scott is the CEO and Founder of Marketfish, creator of innovative list marketing technology. Prior to founding this technology start-up, Dave served as vice president of global marketing and strategy at Intermec, Inc. (NYSE:IN), where he was named “CMO of the Year” in 2006. Scott also served as the vice president of marketing and strategy for the global services division of PeopleSoft, Inc., which was acquired by Oracle.

Josh Hinds: How do you define Business Networking and why do you feel it’s important?

Dave Scott: To me, business networking is another way to say “word of mouth” marketing. It’s a way to promote your services or what you do to others within your network, or circle of acquaintances. It’s the oldest form of marketing and the most reliable. First of all, the return on investment (ROI) is great because all it costs is your time. Second, no one can sell the value of the business better than you.

Josh Hinds: Can you give a few ideas that someone could put into practice which would help them to improve their business networking skills?

Dave Scott: Get out there and mingle. Every event you attend, from a networking event to a happy hour, has the opportunity to bring you business. I’ve found leads in the weirdest of places – alumni events, Cub Scout dinners, even the gym.

Josh Hinds: Based on your experiences, which places and activities have you found best for meeting new people and expanding your professional network (either online or offline)?

Dave Scott: The most important thing to realize is that, even if you don’t yet have the budget for a huge annual convention or trade show, there are still many great networking opportunities. Your local networking opportunities provide a perfect opportunity for finding clients and business partners right in your area.

In Seattle, we have a Seattle Direct Marketing Association. This is a perfect place to get in touch with my target customer without having to weather a huge annual convention or trade show. Online opportunities provide equally great networking opportunities for businesses of all stripes. LinkedIn has many professional groups who have interesting discussions about your industry, as do Facebook and Yahoo Groups. Just dive in!

Josh Hinds: Can you share a personal networking success story with us?

Dave Scott: I belong in Rotary, the ultimate in business networking locations. At a meeting I sat next to a friendly gentlemen and started chatting about traveling, the weather, and service above self. When I explained that I wanted to start a company – Marketfish – he revealed that he was an angel investor and startup lawyer. It’s been a beautiful marriage ever since.

- Yours in networking success, Josh Hinds
(Connect with me on Facebook or Twitter)

*brought to you by BusinessNetworkingAdvice.com

Kevin Kelly is an Internationally Acclaimed Motivational Speaker and authority on entrepreneurship, sales, creativity and personal excellence. Over the past two decades, he has keynoted at events around the world including the Middle East, Far East, Europe and the US. You can visit him at KevinKellyUnlimited.com.

Josh: How do you define Business Networking and why do you feel it’s important?

Kevin Kelly: From my perspective effective networking is an organic phenomenen and happens at an energetic level.

Josh: Can you share a few ideas that someone can put into practice which would help them to improve their business networking skills?

Kevin Kelly: Believe it or not I am not an advocate of just knocking on more doors – I
believe the most effective networking strategy is to work on yourself.

Stanford Business School Advisory Committee asserts that self awareness is the key attribute that leaders should develop – I believe self awareness is the key to attracting an effective network into your life.

The more you develop yourself, the more you begin to attract the right type of people into your network.

Josh: How important has networking been in your own professional life. Can you share an example or two of how it has made a difference?

Kevin Kelly: Network members arrive in various guises – sometimes as students! At the start of this decade I was approached by a person who wanted to write a book.

After an energetic exchange he asked me what he could do for me. I declined his offer initially highlighting that I was happy to help. He persisted – I accepted his help.

It transpires that Michael was one of the top website designers around having worked on developing the site for one of the first banks and magazines online. He brought my site from absolute obscurity to the top of the rankings for some keywords… at zero cost!

Beware the student may be the teacher!

- Yours in networking success, Josh Hinds
(Connect with me on Facebook or Twitter)

*brought to you by BusinessNetworkingAdvice.com

David Paget is the owner of a free sales and marketing advice site online and has been in sales and marketing since leaving school. He is a regular networker at road events and a formidabble networker online. Visit his website at www.SalesAndMarketingForums.co.uk.

Josh: How do you define Business Networking and why do you feel it is important?

David Paget: Business Networking is something that many businesses do (online and offline) without even realising it. Networking in a simple sentence is communicating your message to other businesses but also communicating their message to others 2. Building trust, loyalty and great relationships together.

Networking is a great way of generating awareness and sales for any business when it is carried out correctly.

Josh: Can you share a few ideas that someone could put into practice which would help them to improve their business networking skills?

David Paget: I would suggest sitting down and writing a list of the best benefits of using their service/product and trying to put this into a small 60 second pitch that delivers quickly and precisely. Something that adds a little humour may also help break the 60 seconds down nicely.

Josh: Can you share a personal networking success story with us?

David Paget: Yes, I am a member at the largest business forum in the UK and had a wealth of information and potential customers at my fingertips. It took me a while to build a good reputation on the forum and meant that I spent time considering my posts before posting. Within 2 weeks of setting up my business I had a diary that was booked 6 months in advance just from that forum.

I believed at the time that the forum that I belong to covered too many generic areas in business so I went about setting up a free sales and marketing site that has really taken off in the short 12 months that it has been live with over 3600 members.

A great success story but networking takes time and persistance before it starts to really take off you cant just jump in there with cheap nike prices and expect a load of business to come from it.

- Happy Networking, Josh Hinds
(Connect with me on Facebook or Twitter)

*brought to you by BusinessNetworkingAdvice.com

Monique Terrell runs Sparkle Internet Image Solutions. Her company provides virtual marketing services to both national and international organizations.

Josh: How do you define Business Networking and why do you feel it is important?

Monique Terrell: Business networking is about meeting others to create and sustain business relationships. It’s important for business-owners to be known within their community and it helps to create and strengthen conversations and knowledge about you and your business.

Josh: Can you share an idea or two that someone could put into practice that would help them to improve their business networking skills?

Monique Terrell: Idea: Just Do It! Start with attending 3 groups – one within your industry, one within your target market and one general networking/socialize group.

Josh: How important has networking been in your own professional life. Can you share an example of how it has made a difference?

Monique Terrell: Networking has played in important role in my professional successes. As a business owner, networking both online and offline has been the key ingredient to my business success in obtaining clients.

- Happy Networking, Josh Hinds
(Connect with me on Facebook)

*Josh Hinds is available for keynotes, breakouts and personal development trainings. Visit www.JoshHinds.com for speaker information.

Janet Hilts is a performance coach and stress-free speaking specialist, helping reluctant professionals confidently bring their gifts and passions to the world. She helps coaches, consultants, mentors and other professionals to open up their communication so their businesses can expand in new directions. You can contact her through her web site at Clearing-Pathways.com.

Josh: How do you define Business Networking and why do you feel it is important?

Janet Hilts: Ultimately, exchanging resources is what networking is all about. Those resources come in all shapes and sizes – support, information, products, services. Somewhere in the mix, the goal is to have part of that exchange be someone’s eventual purchase of your services or products.

Networking is making solid enough connections with people to the extent that you trust each other’s recommendations. And that doesn’t happen in 90 seconds. That takes familiarity, and usually a little time or repeated contact with someone – in person or online.

It’s really important because people buy from people they trust or from people trusted by someone they know. That word-of-mouth marketing is the best! The more interconnected we are, the more channels we have — for finding exactly what we need for our own businesses and for getting the word out about what we do.

Josh: Can you share one idea that someone could put into practice that would help them to improve their business networking skills?

Janet Hilts: One tip for networking events is to act as if you’re hosting these people in your own living room at a party. Do the things you would do there: Keep circulating. Approach people who are standing alone and ask them about themselves to get them to open up. Introduce people to each other. Keep your focus on making other people comfortable. Be sure to spend a little time with people you’ve met before – to continue building those relationships. This keeps your authentic self shining through and that’s who people really connect with.

Josh: Please share a bit about the work you do, and in particular how one could go about overcoming the fear sometimes associated with stretching beyond their comfort zone and meeting and connecting with others in a professional networking setting. Could you describe how that might work?

Janet Hilts: With a combination of performance coaching and some cutting-edge body-mind techniques, I help people disconnect the actual cause of the fear from their networking behavior. This frees them up to be very relaxed in those settings, easily talking about whatever they want to – as easily as they would at their own kitchen table.

First we do some detective work to uncover the inner links to the nervousness. And then we use some mind-body work to unhook those connections so that the experiences or beliefs that produced the fear no longer effect their networking today. And it’s permanent. Now they’re free to just be who they really are in whatever setting they’re in – and feel confident and relaxed about it.

Josh: Could you share a personal networking success story with us?

Janet Hilts: My story shows the benefit of networking with people in your own field – the ones some people might call competitors. I network with fellow coaches on Twitter, Facebook and discussion boards on BlogTalkRadio. I’m also quick to respond to comments on my blog, which is another form of networking.

A woman asked a question on a forum – not even looking for a coach. On that forum, another coach (who knew me through social media) recommended a blog post of mine she’d seen on Twitter. As a result, the woman read my post, looked around my website, and called me to book a coaching appointment. You never know through what roundabout channels your networking will serve you!

- Happy Networking, Josh Hinds
(Connect with me on Facebook or Twitter)

*brought to you by BusinessNetworkingAdvice.com

Kathy Nelson is a seasoned certified Life and Business Success Coach. She challenges her clients to follow their vision, create their plans, use their talents, recognize their strengths and break through their limits. You can visit her and learn more about what she does at either OnTrackSuccessCoaching.com or Linkedin.com/in/ontracksuccesscoaching.

Josh: How do you define Business Networking and why do you feel it is important?

Kathy Nelson: Creating relationships and growing and contributing to community within associations and groups online or in-person. This can run the gambit from interest groups to business groups and philanthropic groups.

Josh: Can you share an idea or two that someone could put into practice which would help them to improve their business networking skills?

Kathy Nelson: 1. Help others get what they need and want. At BNI we have a saying, “Givers gain”. I find that is true.

2. Get really good with your 30 or 60 second elevator speech or commercial. Make it about your benefits to others, not a brag op for you. The word *you* is more important than the word *I*. Practice it until it is natural.

3. Get comfortable about talking about the value and benefits of your services and share stories of how it has served others. Before and after stories paint the story too.

4. When you meet someone at a meeting that is interesting, follow up with an invite for coffee and make the date. You will build your network one great person at a time. Find the common threads to create rapport.

Josh: Based on your experiences, which places and activities have you found best for meeting new people and expanding your business network?

Kathy Nelson: I have found success with BNI, local Network groups, NAFE, NAWBO, Chamber of Commerce, Business Association meetings, Rotary, Kiwanis, PTA and Soccer groups, anywhere where people come together for causes and interests. What are your interests? Where does your target market hang out? There are many great groups you can join and get involved with. Check out their forums too.

If you are friendly, interested in meeting and talking with others you will strike up a natural conversation. Wear a T Shirt or Hat with your company logo on it or something that says what you do. I used to wear a badge and people would ask me about the real estate market and start conversations with me in grocery and drug store lines. I was not a Realtor, but I got some leads for some of my clients who were.

Online social communities work well too. I have become active on Facebook, Twitter and LinkedIn and grown good relationships in the last 9 months.

Josh: Can you share a personal networking success story with us?

Kathy Nelson: I joined a local BNI network close to my office over ten years ago. Not only do I coach a lot of our members, but I regularly receive referrals from them. I believe these groups accounts for a good 40% of my business income and I have great resources available to support my clients needs as well.

- Happy Networking, Josh Hinds
(Connect with me on Facebook or Twitter)

*brought to you by BusinessNetworkingAdvice.com

David Hassell is President of the San Francisco chapter of Entrepreneurs’ Organization (EO), an International network of entrepreneurs who each have businesses with annual revenues in excess of $1mil. He is presently engaged in launching a new software startup that provides organizations with better visibility into their operations.

He is also a co-founder of Kite Adventures, offering guided downwind adventure tours and pro-coached kiteboarding camps in northeast Brazil. Furthermore he is also the co-founder of Endai Worldwide, a NYC-based Internet marketing and services firm founded in 1999, and served as the company’s CTO through 2006. Endai has been recognized on the Inc 5000 list of fastest growing private companies in America.

Josh: David, how do you define Business Networking and why do you feel it is important?

David Hassell: You can easily infer the importance of a business network by comparing someone with a weak network to someone with a more powerful one. While people have the same amount of time and roughly the same amount of energy, all other factors being equal, the person with the more powerful network will consistently outperform the other in business.

Ultimately the person with the more powerful network has the opportunity to improve their quality of life. It does so by giving them the capacity to produce equal outcomes with much less time and energy that they can now choose to use elsewhere.

The way I define business networking is somewhat different from how I commonly hear it described. A metaphor I often use compares a powerful network to a very large bank account. Both a large bank account and a powerful network give you the ability to access what you need, when you need it, while paying you passive dividends all the while.

Just as having a large bank account allows you to get whatever products and services you want or need when you choose, your network represents your capacity to access the advice, knowledge, expertise or connections you need in any given situation. You can think of the dividends your network pays as unsolicited opportunities that naturally flow your way as a result of that balance.

Similar to the time and energy it takes to earn, save and invest to produce a large bank account, it takes time, energy and investment to create a powerful network, more so than most people realize. Just as you can’t spend money before you have it (at least not without going into debt), you also can’t call upon your network for any meaningful help until after you have invested in building it, so you’d better start building it now.

One pitfall I often see ambitious networkers fall into, is confusing the practice of accumulating a large stack of business cards or hundreds of LinkedIn connections with the way a strong network is really created. The measure of a powerful a network is not so much the number of people you’ve met or know, but the quality of the help you can get when you need it, and how many real opportunities present themselves to you naturally as a result of having invested in that network.

That brings me to my next point. Building a network is about investing in the success of the people around you by providing help, and producing trusted relationships in the process.

I once heard LinkedIn founder Reid Hoffman give a talk to a group of member-leaders of the Entrepreneurs’ Organization (EO) where he said that the phrase “It’s not what you know, but who you know” was trite and incomplete, and missing a some key elements. He said that instead it should really be “It’s not just what you know, but who you know that trusts you.” I think that Reid was spot on.

If you don’t have you anything to offer, you can’t give powerful help to people who may be able to reciprocate in the future. And, if someone doesn’t already know and trust you, why would they be willing to stake their reputation on introducing you to an important connection, or providing you with access the knowledge and help you really need?

Josh: Can you share one idea that a person could put into practice which would help them to improve their business networking skills?

David Hassell: Remember what J.F.K. said. “Ask not what your country can do for you. Ask what you can do for your country.” Remember this when you’re out meeting new people, or getting involved in a community of your peers. Focus more on offering help than seeking it initially. Learn about who each person is, what they care about, and what they’re trying to accomplish. If you meet someone that you would like to attract into your network, think about both what you know, and who you know.

Can you make an introduction that might help this person? Do you have some skill or guidance you could offer to help them make progress on one of their goals? Don’t give with the expectation of getting something in return. You will make a lasting impression if you can help someone in a meaningful way that contributes to their success. They too will likely want to know what you are trying to accomplish, and you may soon find unsolicited opportunities coming your way. Furthermore, some day you may find yourself in a situation where they might just be the one person who can really help you (and will be willing to help).

Josh: Can you share a personal “networking” success story with us?

David Hassell: When I moved to San Francisco two and a half years ago, I had already been a member of the Entrepreneurs’ Organization in NY for three years. I’d also gotten a lot of value from my membership due to the fantastic education and networking opportunities accessible to me as a member of that community.

I decided to get involved and volunteer on the Board in San Francisco recruiting new members as a way to give back for what I’d received, and as a way to start building my network in a new city. I spent two years working with an incredibly high-caliber group of people, growing the chapter by nearly 50% and putting on some tremendous learning events all the while. I couldn’t have imagined at the the time that two years later my latest business opportunity would come as a direct result of the work I was doing on the Board, and the relationships I was building.

I learned that one of my fellow board members had built some software for his company that I thought had broad commercial viability. I acquired the software making him my first customer and a member of my advisory board. Furthermore, one of the other members of the board who owns a legal firm represented me in the transaction. Had I not invested in those relationships, I would not have even known about this opportunity, and without the trust-based relationship we built over time, I would not have been able to complete the deal.

- Happy Networking, Josh Hinds
(Btw. you connect with me on Facebook or Twitter)

*brought to you by BusinessNetworkingAdvice.com