Posts from — September 2006

It’s a treat to bring you the following interview I did with Guy Kawasaki. He is a founder and Managing Director of Garage Technology Ventures. A noted speaker and the founder of various personal computer companies, Guy was one of the individuals responsible for the success of the Macintosh computer. He is also the author of several books including: “The Art of the Start“.

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

Guy Kawasaki: It’s building a relationship with someone before you need his help by doing things for him that have no apparent short-term payoff for you.

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

Guy Kawasaki: Print business cards that are legible without a magnifying glass.

-You can learn more about Guy Kawasaki at www.guykawasaki.com.

Jim Donovan is a leading motivational keynote speaker, and the author of, “Handbook to a Happier Life”.

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

Jim Donovan: I define business networking as developing relationships with other people. It’s important because this is what makes the world go around.

I’ve always felt that life is about relationships and having a business gives us a game board on which to do it.

We all have products or services to offer and we all need things from others. By cultivating relationships and friendships with people, we gain access to opportunities for new business and access to goods and services we need from a *trusted* source. You can be sure that if I refer you to someone, I’ve already gotten to know them and what they stand for.

Having good relationships takes the risk out of doing business. For example, my attorney has been to my house for dinner. If I refer someone to him, I know they will be treated right. I wouldn’t refer others to someone I did not know and trust and try to work only with people who have been referred to me by someone I know and trust. I don’t want to be choosing a surgeon from the yellow pages.

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

Jim Donovan: Yes. When you go to an event, instead of approaching it thinking what you can get, look for what you can give. Givers are the ones who people want to be around and, by the law of reciprocity, are the ones who get.

Too many people go to business events thinking it’s about how may cards they can hand out or what they can get. As I said above, I’m not referring you to anyone until I first get to know and trust you. Self serving people are a huge turnoff to most people.

Be genuinely interested in other people and you will soon become the person everyone wants to know and hang out with.

-You can visit Jim Donovan at www.JimDonovan.com.

Steven Pearce over at Common Ground interviewed me on topics dealing with business — specifically in the area of developing ones networking skills. Kudos to Steven for asking some great questions … All the best, Josh Hinds

It’s a pleasure to bring you John Harricharan. John is a highly sought after speaker and award winning author. His books include: “When You Can Walk on Water, Take the Boat” and “Morning Has Been All Night Coming”, as well as the “PowerPause“.

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

John Harricharan: To me, there is no difference between “Business Networking” and “Personal Networking”. They both come from the same root and, so, are totally interrelated. Actually, networking is networking, whether it is for business or any other reason, and the same principles apply. Networking, then, becomes a matter of building mutually beneficial relationships to achieve common, non-conflicting goals.

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

John Harricharan: Be yourself — don’t pretend to be something you’re not.

People have a built-in “BDS” (bull-detection system) and sooner or later they know whether you’re trying to use them for your own, selfish ends. Approach every networking situation with the thought of “What can I do for them?” instead of “What can they do for me?” It is somewhat of a mystical thing in that as you try to help others, a lot more help comes your way.

Connect with people at a “heart” level, listen to what they are saying and pay attention so they feel that they are the only ones in the world while you’re talking to them. Find out more about them, their work, their interests and such (within reason, of course) and refrain from trying to impress anyone. Then, if there is something you can do for them, do it without any thought of having them return the favor. You’d be amazed at the magic of such simplicity.

-You can visit John Harricharan at Insight2000.com.

It is an honor to bring you John Pullum. John is a Corporate Entertainer & Motivational Keynote Speaker. He’s also the host of The Discovery Channel’s “More Than Human”.

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

John Pullum: I feel business networking is getting good business relationships going with people in your own line of work and other related fields.

My main business is corporate entertainment and motivational / keynote speaking. I get together with local entertainers from time to time for lunch. We don’t get a lot of business done but do see each other. We keep others in the group in mind for shows that we either can’t do or that are better suited for them.

I also try to hit other meetings for business owners like Meeting Professionals International or similar events. These aren’t entertainers but people that work for companies that might hire a speaker or entertainer.

I visit business expos and look for larger companies that probably have events that could use me, and attend their luncheons, etc. to meet those people.

Business networking can be as simple as dropping a postcard to a company you are interested in working with or attending a business lunch or dinner with a group of people that you want to work with. It’s always good to keep your name in front of them.

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

John Pullum: I feel you need to be a good public speaker. If you are shy take improv or other comedy based classes to “try” to break out of your shell. Understand that everyone doesn’t want your product. Don’t waste time barking up the wrong tree or this will just frustrate you.

When talking to someone be sure to ask people about themselves. So many people out there LOVE talking about themselves and don’t let the other person get a word in. Leave time to find out what the person you are talking to does. You’ll find better leads and other business opportunities if you let the other person talk and take time to listen.

-You can learn more about John Pullum at www.pullum.com.

It’s an honor to bring you Matthew Cornell, from Matt’s Idea Blog. He is a consultant, speaker, and coach specializing in the areas of personal productivity and Workflow.

In addition Mathew has authored many articles on topics dealing with productivity, technology, and creativity.

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

Matthew Cornell: Let me first say that, until the last year or so, I spent my entire professional life as a programmer in government and academic research labs, cocooned in technical problems far away from “real” people.

I happily worked away, clueless about the importance of connecting with others. If I had an opportunity to talk to someone, I was ALL BUSINESS – maybe spending a few seconds of small talk before getting to the “real meat” of the issue, then quickly signing off.

I worked for twenty years this way until I realized, while switching careers to personal productivity consulting, what an impoverished way to operate this was.

My turning point was when I discovered networking was not only a *requirement* for my kind of work (where word of mouth referrals are key), but also deeply satisfying on a human level. At that point I made myself a student of business networking, and started including books like “How to Win Friends & Influence People,” “Love Is the Killer App,” and “Never eat alone” in my new consulting self-training diet.

The change has been remarkable. I’ve trained myself to always be on the lookout for opportunities to connect with others, being especially attuned to ways I might help *them*. (Note that this is the “white magic” kind of networking where you are looking for win-win relationships, not the “evil” variety in which you’re focused on taking as much as possible, and mainly using others primarily to further your own goals.)

Regarding a definition, I’d say it’s about connecting with others in mutually beneficial and hopefully pleasant ways, such that all participants emerge with richer relationships and potential to get what they care about done. In addition, networking adds to your intellectual and narrative mix. As I’ve heard it put elsewhere, “The currency of business is ideas, not money.”

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

Matthew Cornell: My suggestion would be a “meta” idea: I’d advise people to treat improving their networking skills as an area of focus, one that will pay off for the rest of their lives. Start with books like the ones I mentioned above, then practice! At work, social organizations, parties, everywhere.

More specifically, I’ve found it very helpful to do my research before talking with someone. These days, there is usually lots of information publicly available about people you’ll meet with, so find out as much as you can about their lives, where they work, and what’s going on. Have they received an award? Bring it up, or send a card.

Your research should provide you with plenty of questions to ask them when you meet. Ask them, then *listen* – people love to talk about themselves, and sincere active listening is a gift anyone can learn to give, regardless of where you are in business.

-Learn more about Matthew Cornell at MatthewCornell.org.

Meghan Wier is the author of “Confessions of an Introvert: The Shy Girl’s Guide to Career, Networking and Getting the Most Out of Life”. She writes on a variety of subjects including business networking, business success, and internet marketing.

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

Meghan Wier: Business Networking is making and growing business relationships – and it is important for every business, and every business person in order to succeed.

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

Meghan Wier: The best idea that I can share is to think of business networking as a part of your job. Allocate time to it, set goals, and do it every day. That means sending and returning emails to current and past clients/vendors/friends/coworkers – even if it is just to say hi.

Invest in some nice note cards and send an old-fashioned hand-written note whenever you meet someone new. Keep track of birthdays and send out cards. Set meetings with new acquaintances and meet them out for coffee – just to network.

Make networking your job and it will be a lot harder to put it off — and a lot easier to be a success!

-You can learn more about Meghan Wier at MeghanWier.com.

Jill Lublin is a speaker, author and consultant who teaches on topics dealing with marketing and publicity. She is the author of “Guerrilla Publicity” and “Networking Magic“.

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

Jill Lublin: Networking is the process of building and maintaining relationships. It’s the development of a team that will support your efforts and the efforts of your network teammates to reach your respective goals.

Networking is about forging bonds and sharing. Networking is important because magic can happen through your connections with other people. Making the right connections can lead you to the right avenues you need to reach your goals.

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

Jill Lublin: Real connections come from true, heart-felt, and honest interactions. Shed your business persona and be yourself. If you’ve got a line drawn between your personal and business connections erase that line. Start connecting with others as if each person might end up as your best friend.

The formula for connecting from your heart is simple: you’ll like who you’re being and you’ll naturally attract like-minded, quality people. People you meet are more likely to introduce you to their friends and associates if they like you.

Honest curiosity and vulnerability are key. Intimate connections are the foundation upon which we build satisfied lives and the best connections are heart-centered connections. Don’t think for a minute that success in business requires a stoic business persona.

-Learn more about Jill Lublin at www.jilllublin.com.

Scott Ginsberg is an author and speaker on the topic of effective networking. He speaks on topics including: “The Power of Approachability”, and “Becoming a Networking Superhero”. Scott’s the author of three books including: “How To Be That Guy – 47 Ways to Create an Unforgettable Brand that Magnetizes More Business”.

I loved Scott’s idea about carrying blank business cards with you…

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

Scott Ginsberg: I define it as “development and maintenance of mutually valuable relationships.” And I feel it’s important for five reasons:

1) People only do business with you if they’ve heard you, heard OF you, or someone they trust has heard of you.

2) We live in a sales resistant culture.

3) You just never know.

4) The Federal Bureau of Labor indicated that over 70% of all jobs come from networking. I think it’s higher.

5) It works. My entire speaking career turned on the hinges of a guy I met on a bus 4 years ago.

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

Scott Ginsberg: Sure. Carry around blank business cards. When someone you’d like to stay in touch with says, “Oh I forgot my card. I guess I’ll just have to call YOU,” give them a blank one, tell ‘em to fill it out, then hang on to it so you can keep in touch.

-You can visit Scott at www.HelloMyNameIsScott.com.

Pegine Echevarria is a leading expert on success, leadership, teamwork, and diversity. Her new book is called “Sometimes You Need to Kick Your Own Butt“.

The following ideas are sure to make you a stand out at the next networking event you attend.

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

Pegine Echevarria: Business Networking is an experience that is memorable, serves others and leads to income producing results. Business Networking opens doors not only for your self and your business but also for your family and friends. It is about connections — connecting you to people who want to help you and connecting you to people you want to help.

In my e-book “Go Fish for Friends, Business and Opportunities” I tell people that business networking is about fishing. (By the way you can receive “Go Fish for Friends, Business and Opportunities” at no charge by signing up for my monthly newsletter at www.pegine.com my gift to you). The term ‘networking’ comes from the fishing industry. Fishermen use nets to gather fish. They “work the net” casting their net into the ocean and pulling the net in (working the net). Within the net they discover different kinds of fish and other assorted items.

Fishermen know that in the net they will find:

* Things they weren’t expecting
* Fish they want
* Items they want to toss back and
* Surprising delicacies.

The same can be said for Business Networking. Sometimes you never know what you are going to find. Opportunities you weren’t expecting, the connection with someone you were hoping for, people that don’t have the same work ethic as you and then those connections that are so amazing, so wonderful, so terrific that you savor forever. Without Business Networking you are limiting your income producing potential.

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

Pegine Echevarria: Imagine you are having a party at your home. You have invited many people. As the host you circulate, you make sure that people have something to drink, you share where the food is, and you introduce people to others. You circulate and help people connect with each other. You want to make sure the party is a success so you make sure that you put on your smiling party face.

Do the same at any networking event. Imagine that the event is your party. Most of the events you go to are hosted by organizations and there are so many people no one really knows who the host is. Besides I’m not asking you to say you are the host… just act like you are.

How? Here are some tips:

* First imagine you are the host of the event. Put your party face on (even if you are nervous and scared… make believe it’s your party)

* Before you go into an event identify where the rest rooms, the food and the drinks (all stations) are.

* Make it your job is to ensure that everyone is taken care of so that attendees know where the food and the drinks are.

* Welcome people when they arrive, if you are near the door.

* Walk around and encourage people to mingle.

* Introduce yourself. (If they ask “Are you the host?” say “No, I just want to help and make everyone comfortable”)

* Introduce people to each other, look for strays and help them connect with others.

* By doing this you reduce your anxiety, you are actually being extremely helpful, you are perceived as a mover and shaker, people appreciate you and people want to get to know you. You become a star!!!!

-Visit Pegine Echevarria at Pegine.com.