Posts from — August 2006

The following advice on business networking comes from Michael Lovitch. Michael is the co-founder The Hypnosis Network — which brings together the collective knowledge of some of the most experienced hypnotists in the world.

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

Michael Lovitch: Every interaction you have in business both purposely or by accident is business networking. A big mistake a lot of people make is that they view business networking only as a specific set of behaviors that they do at certain times to create more business through their contacts.

How you treat your co-workers is business networking. How you treat your customers is business networking. And yes; creating relationships with other professionals for mutual benefit is business networking also!

The importance of business networking then is huge. It is a small world after all.

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

Michael Lovitch: Stay narrow and keep it real. Developing deep relationships with people you genuinely like and trust is more effective in the long run than trying to “network” with everyone. I am not saying that you shouldn’t put yourself out there, but I am saying that if you spread yourself too thin, then you really don’t have a relationship with anyone.

Of course I recommend people I know and trust – that is a given. MORE IMPORTANTLY: When someone I know well recommends I work with a person they vouch for, I am very likely to work with them because I know my friend wouldn’t risk jeopardizing our relationship.

A personal example: I know and trust Andy O’Bryan (your partner on AudioMotivation.com). Therefore, I had no reservations about doing this interview because I know Andy only works with good people.

* You can visit The Hypnosis Network at www.HypnosisNetwork.com.

It’s an honor to bring you Christopher Knight, Publisher and CEO of EzineArticles.com. He is also the founder of The EmailUniverse.com Network which is a leading provider of information, tools, and research for business professionals who wish to leverage email, email newsletters and email marketing campaigns to help build, grow, and promote their business.

Pay close attention to the ideas Chris has to share with you here and you’re sure to learn some valuable ideas…

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

Christopher Knight: Business networking is less about business and more about mutually-valuable relationships… because, businesses don’t do business with each other, but rather at the core of every ‘business deal’ is actually a human relationship or a series of human relationships.

Human networking (“Networking” in my world means ethernet, is about staying in touch with old business friends while actively engaging in activities that expands your circle of friends with influence. Sing this tune, “Make new friends, but keep the old… one is Silver and the other Gold!”

It’s also about leadership… especially when the ice needs to be broken at an event.

The best networking opportunities happen when you are able to stay 100% authentic, being confident enough to be humble, and making every encounter with another person to feel valued. This is to have succeeded in networking… and I know this formula will attract everything you and your business will need in the coming years.

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

Christopher Knight: Attempt to quantify the size of your human network of friends or the quantity/quality of your networking activities:

You can use simple metrics, such as how many people are you “LinkedIn” with?

How many hours per month do you attend live events (both physical and virtual)? How many business cards do you collect from new friends made at these events?

How many private and public email discussion lists and/or industry-specific forums do you participate in on a regular basis (when I say ‘participate’, I mean meaningful engagement in the community rather than just lurking)?

For me, I make it a point to attend live in-person industry events for the purposes of networking, and use email & IM to follow up with all of the dozens of new contacts made at each event.

While the live events deepen my business relationships & friendships; the one thing that has blown away any networking vehicle of choice is: MY BLOG! There isn’t a better or more efficient way that I know about than to blog every day or nearly every day — thanks to the many insights, referrals and friendships that are made with a target market made up of my ideal stakeholders/clients.

Josh, your audience may be particularly interested in our 600+ “Business Networking” expert articles.

Visit Christopher Knight at Christopher-Knight.com.

The following ideas are from Kyle Wilson, president of Jim Rohn International. He shares some excellent advice on developing ones business networking skills — that in turn leads to increased business and greater success.

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

Kyle Wilson: A perfect world is finding relationships that can create true win/win relationships. And that is what I look for, a truly reciprocal relationship where both sides benefit. Sometimes you like someone and would love to find a way to work with them, but there just isn’t enough common ground to make it work.

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

Kyle Wilson: Having worked with Jim Rohn for the past 17 years, I learned early the philosophy of bringing value first and then good things will happen. So I always encourage any one new trying to make a break through in a new market, to come prepared to serve and pay your dues. But if you can be valuable, especially to valuable people, you will attract great things.

Visit www.JimRohn.com.

I’m pleased to bring you the following ideas from Chris Widener. Chris is a leading keynote speaker and author — he speaks on several personal development topics including leadership.

As you read through the ideas Chris has to share make a point to apply them in your own life. As a result you’re sure to see great results.

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

Chris Widener: I define Business Networking as the art of building relationships with other business people who you can work with in mutually beneficial and reciprocal relationships. This is extremely important in our competitive business environment.

There is an old proverb that says “One can put a thousand to flight but two can put ten thousand to flight.” Basically, two people working together multiply each others work so that they accomplish much more than they would if they stayed alone.

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

Chris Widener: I do two things: One, I try to meet the person at a Starbucks or something like that where we can talk. While there I just try to get to know them as a person and about their work. Second, I ask them what I can do to help them. I don’t tell them how they can help me or suggest ways we can work together. I go into it with an attitude of a servant. What can I do to help them. That is the key. Let them know that you consider their interests more important than your own.

* Visit Chris Widener at www.MadeForSuccess.com.

Today we’ve got Jeff Keller — Jeff is a speaker, seminar leader and writer in the area of motivation and human potential. He is also the author of the “Success From Soup To Nuts” Audio Program.

Pay special attention to what Jeff has to say about getting out of your comfort zone. It’ll do wonders for increasing your personal network and expanding the opportunities that find their way into your life.

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

Jeff Keller: I define networking as the development of relationships with people for mutual benefit. In the business arena, networking offers the following benefits:

- Generates new clients or business leads
- Increases employment opportunities
- Helps to find people to fill critical positions
- Provides valuable information and resources
- Assists in solving problems, both personal and business

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

Jeff Keller: At meetings and seminars, make it a point to meet different people. The tendency is to talk with those you already know. Don’t sit with the same group at every gathering. While it’s great to talk with friends and those you know for part of the meeting, you’ll reap greater benefits if you make the extra effort to meet new faces.

Years ago, I was at a convention. At lunch, instead of sitting with friends, I sat down at a table where I didn’t know anyone. As a result, I met someone who has not only become a great friend — but who has also referred thousands of dollars of business to me over the years. It pays to get out of your comfort zone and to meet new people.

* Learn more about Jeff Keller at www.attitudeiseverything.com.

Here’s some advice that will do wonders towards making you a more effective business networker — it comes from Laura Stack, MBA, CSP, President & CEO of The Productivity Pro, Inc. — use it, apply it, and watch your business grow as a result.

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

Laura Stack: To me, Business Networking is allowing trusted colleagues to open up doors for you that you would never have been able to open yourself. It is far more productive to have someone recommend your services to other people than to attempt to get their attention yourself.

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

Laura Stack: A couple weeks following a successful speaking engagement, I send out a Reference Request letter to follow up with the client:

Thank you for your complimentary remarks about my program. I’m delighted the participants found value in my ideas, and I appreciate the opportunity to work with you!

My appreciation would deepen through the strength of your recommendation. I would really appreciate it if you could set aside five minutes to recommend any colleagues, suppliers, customers, or friends who have similar decision-making or decision-influencing authority as you do. Perhaps there’s someone else in your own organization I could speak with about other meetings. I would be grateful for your gift.

I don’t want to waste your time, so I’ve enclosed a simple, easy response sheet to fax back. I will use your name when I introduce myself and learn if they’re interested in receiving information regarding my speeches, seminars, or educational resources. I will be sending your referrals a gift in your name as a way of introduction. If you have time to call them and introduce me first, that would be wonderful.

Thanks again for your confidence in me and for whatever support you can provide in helping us produce new business. I look forward to seeing you again in the future.

Appreciatively,

Laura Stack
President & CEO

* Learn more about Laura Stack at TheProductivityPro.com.

Today’s interview is with Speaker and Success Skills Coach, Jim Rohrbach.

Josh: How do you define Business Networking

Jim Rohrbach: Business Networking: Creating and sustaining mutually beneficial relationships between business owners for support, education and sharing of leads. The two types of leads shared are prospects (people the business owner wants to do business with) and centers of influence (people who are not prospects but can refer them).

Josh: And why do you feel it is important?

Jim Rohrbach: In the age of Do Not Call restrictions that has just about eliminated cold calling, Business Networking is the best way to generate well-qualified professional referrals. Most people think that networking is simply handing out their business cards at a Chamber of Commerce event and saying, “Call me if you know anyone who can use my services.” (Not very likely to happen, which is why most people don’t get business who do that.) Instead, it’s developing partnerships with people who get to know you, like you, trust you, and understand who you’re looking to meet — and vice versa. It’s a process that takes time to develop.

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

Jim Rohrbach: I have my coaching clients who go to Chamber events ask to exchange cards with people they hit it off with in a synergistic profession. For example, I have a lot of financial advisors who meet CPA’s. When they get back to the office, I have them invite the potential business networking partner to get together in the following manner: “Nice meeting you yesterday Mr./Ms. CPA! Let’s get together for breakfast/lunch/coffee. I’d like to find out more about your CPA practice, share more about what I do and see how we might be able to help each other — what’s your schedule like?” Who can resist a sincere invitation like that?

* You can learn more about Jim at www.SuccessSkills.com.

The following advice comes from the interview we did with author, speaker, and marketing strategist, Joe Vitale. Enjoy! …

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

Joe Vitale: Simply put, it’s people helping people for mutual benefit. It’s the ultimate win-win. It’s important because it’s the only way to make the world go round rather than have it limp along.

In other words, if you help someone, and they help you, we have a world coming from the heart, and not from hype; it’s coming from love and not manipulation. When you help someone, you have to get out of your ego and think of them; when they help you, you have to get out of your ego and receive the gift. As a result, networking becomes a personal growth experience.

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

Joe Vitale: The average person trying to be a networker simply hands out business cards and collects others cards. A far smarter approach is to pay attention to what people are interested in and give them something that directly ties to their interests.

For example, when someone learned I loved magic, they found a magic trick and gave it to me. I never forgot it, or them. When someone learned I liked the music of Stevie Ray Vaughan, they found a rare CD and gave it to me. I never forgot him, either.

This is how solid networking relationships are built. You listen, and then you stay alert for ways to help people. As a result, they will be inclined to help you later, maybe without your even asking.

* Visit Joe Vitale at MrFire.com.

The following advice comes from Joe Tye — Joe is America’s Values Coach. He is a nationally recognized speaker on values-based life and leadership skills. He’s also the author of six books, including the international bestseller Never Fear, Never Quit: A Story of Courage and Perseverance.

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

Joe Tye: I define Business Networking as follows: “Business Networking is a systematic approach to expanding the circle of people who know the specific ways in which you can help them.”

This is not just important, it’s essential. Especially at the beginning of a relationship the primary, and perhaps the only, reason someone will want to connect with you is believing that in some way you can be of help to them. Your job is to let them know the ways in which you can be helpful, so they think of you when their need arises.

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

Joe Tye: When most people think of the word “networking,” it conjures up images of working the room, passing out business cards at the Chamber PM. I think of this as Retail Networking. It’s important, but not terribly efficient if you want to quickly expand the circle of people who know how you can help them.

Wholesale Networking, on the other hand, is the art of creating the feeling of a relationship with every individual within a larger group. You do that by speaking and by writing. I’m astonished at the number of professionals (managers, realtors, insurance agents, etc.) who can spend hours smoothly “working the room” handing out business cards, then get transformed into Elmer Fudd the instant they are asked to speak before a group or write a compelling article.

The CEO of a company that produces corporate training videos once told me that if you want to really reach an audience, you have to have s e x with them: you have to create a Significant Emotional eXperience. And the only way to touch people emotionally is by telling a story. The single most important skill for becoming a great Wholesale Networker is learning how to tell a story in a way that touches people emotionally. Stories sell.

When I’m giving a speech, I illustrate every key point with a story, and the stories relate back in some way to what I can do to help my listeners achieve their goals. Likewise, I use my e-publication Spark Plug to create relationships with people I will most likely never meet, but many of whom I can help by sharing the values-based life and leadership skills and strategies that we’ve developed over the years.

* You can learn more about Joe at JoeTye.com.

Recently we caught up with Jim Stovall, an accomplished keynote speaker and author. Jim is also the Co-Founder and President of the Narrative Television Network, which makes movies and television accessible for our nation’s 13 million blind and visually impaired people and their families.

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

Jim Stovall: Business networking is the process of establishing win/win relationships. When people look for what they have to give instead of initially seeking what they have to receive, a valuable and permanent network can be formed.

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

Jim Stovall: The simple question “What’s the biggest immediate need you have in your business?” ask it of every person you meet who is in business can revolutionize your networking potential.

* Visit Jim Stovall at JimStovall.com.