Heidi Miller interview - Corporate Presenter, Trade Show Narrator, and Presentation Specialist

Heidi Miller is a product spokesperson who has been helping companies make the most of their trade show experiences for over nine years. She has logged thousands of hours in-booth at dozens of industry trade shows, giving effective presentations and orchestrating productive interactions for clients in industries as diverse as restaurant and food to radiology to manufacturing to graphics and printing.

As a former college professor, field sales representative, on-camera actor and software trainer, Ms. Miller has worked to create effective communications both inside and outside the booth.

I'm pleased to bring you the following networking advice from Heidi Miller...

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

Heidi Miller: "Business Networking" is just hanging out with people you think are cool, sharing your experiences and learning from theirs as well. It is not schmoozing, spraying your business cards around the room like confetti, or promising to "hook someone up" with a deal.

People tend to do business with people they know, like and trust, and networking is just a way to find the people that you'd like to hang out with.

Networking is important because... well, because that myth of the single entrepreneur building an empire alone is a MYTH. No one does it alone; we all have experts, advisors, friends, colleagues, brand ambassadors and clients who walk the road with us.

I mean, how likely is it that you have absolutely all the expertise you need to take your business where you want it to go? You may not, but others do. And you probably have some insight and expertise that they need to take their business to the next level. So why *wouldn't* you share that knowledge?

Sure, you might be able to pass a lead on to someone and she may be able to pass one on to you, but to me the real value of networking is in the quality of the long-term relationships you can build over the years.

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

Heidi Miller: Some of the best networking advice I ever got was to be curious about people as *people.* Of course you need to take time to find out about his business needs, but I always find out more by asking, "How did you get into that?" This tends to uncover the person's true passion and tells me so much more than "I'm a mortgage broker on the northwest side." It gives me a chance to find out where she went to school, what kind of music she likes and who she is.

Another fun bit of advice I learned from networking guru Bob Burg is a great question to ask: "How do I know if someone I'm talking to is a good lead for you?" First, it's almost always followed by a double-take and a thoughtful pause, maybe even a "no one has ever asked me that before!" So not only does this tend to up the perception of the asker in this situation, but it also gives the asker a better chance of actually being able to refer a lead or resource to the subject.

In short, it gives you a better chance of actually being able to make a connection and help your new networking buddy. That one question has garnered me more smiles, laughs and great conversations than any other I've ever asked!

-You can learn more about Heidi Miller at www.HeidiMillerPresents.com.

Interview with Chris Warwick, Hoover's VP of Acquisition Marketing

Chris Warwick serves as Hoover's Vice President of Acquisition Marketing since joining the company in November 2004. She is responsible for driving the overall performance of Hoover's online and direct marketing efforts to drive qualified leads, unique visitor traffic and brand awareness.

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

Chris Warwick: Business networking refers to any opportunity to engage with other business professionals for the purposes of building relationships. This can occur within an online community, discussion board, social network or offline forum.

Business professionals today operate in an environment of excess--a multitude of information resources and channels through which they can be reached and also make connections. For sales professionals this is even more of a challenge as they try to identify that unique positioning that will cut through the clutter of the competitive environment.

Leveraging relationships and trusted connections becomes critical to opening doors and driving new business opportunities.

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

Chris Warwick: In any networking environment, it helps to focus on a topic or leverage an area of expertise. This enables you to engage in specific conversations with other business professionals and develop relationships in which you can establish yourself as a good resource for future contacts or referrals.

Most importantly, be sure to follow up when contacts reach out to you or request you get in touch!

-You can learn more about Hoover's at www.Hoovers.com.

Interview with Alexander Kjerulf - Speaker and Consultant

Alexander Kjerulf is variously: Chief Happiness Officer. Author of the book "Happy Hour is 9 to 5 - how to love your job, love your life and kick butt at work". He is a speaker, Consultant, and Radical renaissance man. He speaks and consults on happiness at work in organizations around the world.

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

Alexander Kjerulf: Business networking is how you express your love for the business community you exist in. It's how you share your knowledge, it's how you give to others. How you network is probably the truest expression of your business self.

It's also how you find your playmates. As a kid you found your playmates in school or on your street. In business, networking is how you find other people with similar interests and passion.

It matters enormously, because if you do not find an outlet for that love and generosity, and people to share it with, it slowly withers away. You become isolated and paralyzed.

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

Alexander Kjerulf: Always start with this question: What can I give? How much of your time, ideas, products, thoughts, inspiration, energy can you give to others?

It's obvious that you can't give everything away, because you still have to make living yourself. So in your network, give away as much as possible. You'll find that the more you give, the more you get. Generosity, as opposed to "what's in it for me", is at the root of all good business networking.

The second question is: Where is my passion? You can't network effectively around something you're not passionate about. No passion, no fun. Passion is also the best way to attract other people and the best way to determine who to network with: Go look for the passionate people.

-You can learn more about Alexander Kjerulf at www.positivesharing.com.

Interview with Mike Murray - speaker, writer, and internet security professional

Mike Murray is a speaker, writer, coach, leader, and internet security professional. His current focus is on helping IT and Information Security professionals have stronger emotional intelligence, social intelligence and career skills.

A certified hypnotherapist and NLP Master Practitioner, he previously worked for nCircle Network Security, where he built the Canadian division of the company and the world-reknowned VERT Research Team.

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

Mike Murray: Business Networking is the art of doing everything that you can to help the people that you meet as you walk through life in business. I think that far too many people look at "networking" as the idea of "building up a group of people who can help me" - I'm far more interested in building up a group of people who I can help.

I know that if I help enough people in my life, I'll see a great deal of benefit from that - both in terms of just feeling good about myself at the end of each and every day, but also in terms of success.

I have always believed in the brilliance described by an old Welsh proverb: "The leader must be the bridge".

"Networking" to me is finding a whole lot of people who I can be the bridge for.

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

Mike Murray: Absolutely. The most important thing that someone can put into practice is in the form of a quote from Mahatma Gandhi:

"You must not worry whether the desired result follows from your action or not, so long as your motive is pure and your means correct."

Many of us spend our time networking, thinking mostly of "what I can gain" by meeting a given person. The key is to focus on enjoying meeting the people around you and enjoying the connections that you can make with another person. It is at that point that you will have the correct motives in mind - you're not meeting the person for "what can you do for me", but for the purpose of making a genuinely profound connection.

In my experience, the most profound connections always work out best.

I can think of a perfect example from my own life: two years ago, I was at a conference in Las Vegas. It was an early morning, and I was in the elevator, and I struck up a conversation with the person next to me. It turned out that the person was at the conference, and we enjoyed the conversation as we walked to the conference.

Over the next year, we became friends - talking on occasion, seeing each other when I was next in his city, etc. And six months ago, he called me and said: "Mike, I have the perfect job for you." And, because of the relationship, I took the job, which was a great opportunity.

In short, the best networking happens when you have no motive beyond simply making a new friend.


-You can visit Mike Murray at www.episteme.ca.

Christine Clifford Beckwith Interview - Keynote Speaker and Author

Christine Clifford Beckwith, CSP, is an award-winning author of six books (including You, Inc. The Art of Selling Yourself, Warner Books, March, 2007), an international professional speaker, an industry-leading top salesperson, Partner in Beckwith Partners and CEO/President of The Cancer Club. Christine helps companies with their branding, positioning and sales efforts.

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

Christine Clifford Beckwith: Business Networking is all about creating partnerships, and it's important because partnerships drive our businesses. If the people you network with become clients and are thrilled, you'll get more business. If they aren't, you will have to go out and find that business.

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

Christine Clifford Beckwith: Sometimes it seems impossible to make contact with an executive, celebrity or expert in your field due to their high visibility and their laundry list of responsibilities and commitments. Should you give up on making a connection? Not at all. Rather, start by making a contact with a person who is lower on that individual's totem pole.

When I began concentrating on my speaking career full-time, one of my first priorities was to get a meeting with Mr. Harvey Mackay, author of Swim With the Sharks Before You Get Eaten Alive and Dig Your Well Before You're Thirsty. Why Harvey? He was successful, well connected, knowledgeable, and local. Would he take my call? No.

I contacted friends of mine who knew Harvey and asked them to call, write and email on my behalf. Through those contacts, I made an appointment to meet Harvey's assistant. He and I hit it off and had several things in common. Before my friends were finished making phone calls, I also had an appointment for breakfast with the President of Harvey's firm.

Networking my way through Harvey's web of professional and personal relationships landed me my appointment and several others since.

It never hurts to know the receptionist, secretaries, and administrative personnel who, once they know you by name, can hand you the key to the head office. The disadvantages? It will definitely take longer and may require several appointments with people of lesser importance until you reach your targeted goal.

-You can learn more about Christine by visiting www.BeckwithPartners.com; www.ChristineClifford.com or www.cancerclub.com.

Interview with Jeffery Anderson of FSB Associates

Jeffery Anderson is the Publicity Director at FSB Associates. Since 1995 FSB Associates has promoted many best-selling authors and books through unique web sites and customized web publicity campaigns.

It's my pleasure to bring you the following advice from Jeffery Anderson...

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

Jeffery Anderson: Next to your skills at managing yourself and others, business networking is one of the most important basic skills to have.

Whether you are buying, selling, expanding or just getting your name around, it can greatly affect the outcome of your career and your business.

Meeting and forging a meaningful relationship with trustworthy people who can be partners and advocates for your business and recommend you to others is a major contributor to growth.

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

Jeffery Anderson: Proceed cautiously at first. "Be yourself" is good advice, but some people take it the wrong way. You want to approach people with an eye out for what they are expecting of you. You want to be seen as personable, but not necessarily personal. That comes later. In the beginning of the relationship, always focus more on the person you are meeting than yourself.

Direct the interest toward them unless they ask about you. Answer them and then direct the focus back to them again. People feel good when you are interested in them and it is important to learn as much about them as possible to keep the relationship positive and productive.

-You can visit FSB Associates at fsbassociates.com.

Interview with Ron Sukenick - Consultant, Speaker, and Author

Ron Sukenick is the president and founder of The Relationship Strategies Institute, a global training and business development company that provides innovative, effective and relevant programs and systems for corporations, organizations, and associations. He is the author of "Networking Your Way To Success" and co-author of "The Power Is In The Connection".

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

Ron Sukenick: While there is no shortage of definitions or interpretations of the word networking, I'll define it simply as the sharing of ideas, information & resources that one has to offer to another.

From a business standpoint, and being in such a highly competitive world, relationships and the building of networks have become paramount in sustaining and expanding business opportunities.

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

Ron Sukenick: So many ideas, and so little room to share them. I always take at least 15 minutes before I leave an event to walk around the room and say goodbye to people that I met for the first time. You would be amazed on the impact at point of interaction the person your saying goodbye to has.

Another idea is to put in place a solid system of follow-up that begins with a simple e-mail to everyone you meet within 24 hours from the date of the event. The impact is also pretty high in getting people to remember you. You would be amazed by how many people we meet never follow-up with you.

Most people are going after the sale. I always go after the relationships.

-You can visit Ron Sukenick at www.RelationshipStrategiesInstitute.com.

Thom Singer interview - Speaker and author

Thom Singer is a the author of "Some Assembly Required: How to Make, Grow and Keep Your Business Relationships" and the creator of the Networking Quotient Quiz. He has over 17 years of sales and marketing experience with fortune 500 companies and is an accomplished speaker on the topic of networking.

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

Thom Singer: Business networking is more than just meeting people and trading business cards. The real networking begins after you first meet another person.

A real network is based on true relationships/friendships -- and it takes time (years) to cultivate this type of mutual connection with others. But the time is worth it, because people do business with people they know and like, and thus having a strong network will bring opportunities to your doorstep.

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

Thom Singer: Anyone can improve their networking skills, they just have to make it a priority in their schedule. Networking is not just for when you have "free time". You have to make it part of your lifestyle. This involves going to business events and seminars where you can make connections with people in your industry... then regularly following up with them.

The mistake that people make is that they falsely believe that "meeting" someone makes them part of their network. WRONG. Meeting someone makes them a stranger who you met at an event. You have to reach out to them to build a relationship.

The magic is in mastering the "follow up". Start with a handwritten note telling them that you enjoyed meeting them. So few people send handwritten notes nowadays, that you will be remembered!

-You can visit Thom at www.ThomSinger.com.

Business Networking Interviews - October 2006

Here's a list of our Business Networking Advice interviews from October 2006 ...

* Merlin Mann from 43Folders.com

* Michael Yang - CEO & Co-founder of Become.com

* Steve Pearce - Executive Coach and Conference Speaker

* Marjorie Brody of BRODY Professional Development

* Terry Gold of Gold Systems

* Stephanie West Allen - Speaker & author

* Chris Gloss - Motivational Speaker

* Dr. Stan Harris - Motivational Speaker and Trainer

* Phil Gerbyshak - motivational speaker, self-improvement advocate, author

* Cindy Chernow - Keynote Speaker, Author, Trainer

* Adam J Kovitz of TheNationalNetWorker.com

* David Breslow - Speaker, Author, Performance Coach

* Michael Angier - from Success Networks International

Enjoy! ... Josh Hinds

Interview with Dean Lindsay of The Progress Agents

Dean Lindsay is the founder of ProgressAgents.com - a workshop company and consulting firm that is dedicated to empowering progress in sales, service, and workplace performance. He is the author of the book, Cracking the Networking CODE: 4 Steps to Priceless Business Relationships.

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

Dean Lindsay: First, great site and blog Josh. Wish I would have thought of it. Congrats and thanks for including me.

OK, here we go... business networking according to me. The goal of business networking is not meeting people. The goal of business networking is to build priceless business relationships. Therefore, it helps to think of business networking as a creative and often slow process: You are creating ways to serve and to help others progress.

Meeting people is a fundamental step to building priceless business relationships, but it is far from the only step. There is a big difference between meeting someone and building a priceless business relationship with them. There is a long way from ‘Met to Net’, and because people misjudge this distance, the term "business networking" has gotten a bum rap.

I consistently ask professionals who come to my Cracking the Networking CODE Boot Camps, to share with me what they think of when they hear the words "business networking." Far too often, they say the words conjure up images of manipulative, self-serving, insincere and predatory individuals who are on the prowl for someone they can pounce on, try to sell something to, or solicit an unearned favor from.

I wish I could say this style of business networking wasn't out there, but it is, and it is a waste of time for ineffective networkers and the unfortunate people they corner.

True business networking is not about arm-twisting. True business networking is not about trying to get someone to do something that does not make sense for them to do. True business networking is not about scary old backslapping sales shenanigans. True business networking means passionately dancing the back scratch boogie. We progress as we help others progress.

So, how do you build priceless relationships through business networking? This is an important question to consider because, to a large degree, who you know and associate with determines who you become in life.

The most successful, well-rounded and happy people are most often the ones who are best connected to other successful, well-rounded and happy people. When these people need support or information, they know who to call.

How well-connected you are determines your access to those with the most money, the best contacts, the real power and influence (not to mention the best seats at sporting events). Being connected to the right people opens up opportunities for you and your company.

To build priceless business relationships, you need to help others be successful. You need to help them progress. The people we meet must view being around us as progress, not change. It is natural to resist change, but we embrace progress. Building a relationship with us must be viewed as progress if we hope others will choose to alter their lives to include us.

To build priceless business relationships and become a truly effective business networker, you constantly need to search out ways to help others progress. You must position yourself in their minds as a catalyst in their progress, as an agent in their progress, as a Progress Agent.

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

Dean Lindsay: It may be slightly more than one idea Josh, but I will offer up the CODE. The four letters that make up the word CODE stand for the four steps consistently taken by the most effective business networkers to build truly priceless business relationships and be progress-effective business networkers:

C: Create Personal Curb Appeal...
Effective business networkers feel successful and display a genuine desire to help others progress. They are Progress Agents. They look and act the part of someone you would want to have in your corner. They don't go to networking events looking for success; they take success with them to the events.

O: Open Face-To-Face Relationships...
Effective business networkers connect with new people everywhere they go. They also research the various business networking event options and commit to a business networking strategy. They get out and about and reach out. They proactively open relationships. Be aware that it's possible to go to a business networking event and not have any "networking moments." Business networking is more than showering and showing up (though I recommend them both). It's about connecting with people and finding ways to help them progress.

D: Deliver Solid First Impressions...
Effective business networkers know their first impression sets the foundation for all future impressions, and they make sure it's progress-based. Effective networkers strive to stand out in a positive way in the minds of people with whom they want future contact. Effective business networkers focus on being interested, rather than interesting. The key is to "Turn people on to you by tuning in to them."

E: Earn Trust...
My definition of trust is the promise of progress. Effective business networkers follow up and keep in touch. They get to know and stay involved with the people they meet and earn their trust through a series of progress based impressions. They continually find ways to help -- to "be progress" for those in their network. This is where most ineffective networkers drop the ball. Even if your Blackberry or ACT database system is bursting with names, numbers and email addresses, it will not do you a bit of good unless you BUILD the relationships.

Sure, being in business is challenging. Sure, it's nerve-racking to look for a new job. Sure, sales can be tough to come by. Sure, marketing is a moving bull's-eye. Sure, people are often pressed for time. But here is something else I know for sure: People do business with, as well as help, share information with, brainstorm with and give referrals to people they trust and value. They trust and value people who genuinely care about them and provide progress for their lives. They trust and value people who offer the promise of progress.

Get out there and find a back to scratch. Crack the networking CODE. Be Progress.

-You can learn more about Dean Lindsay at www.ProgressAgents.com.