Interview with Anna Farmery of The Engaging Brand Company

Anna Farmery runs The Engaging Brand blog -- as well as a weekly podcast on leadership. Anna also coaches people on how to build a personal brand.

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

Anna Farmery: Business is about creating value of course in terms of profit however, profit is achieved by creating value in people's lives through products, services and also as an employment experience. Networking is a vital part of creating, and also understanding, what people determine as value 'to them'.

It creates connections, connections that can expand your knowledge, your understanding, your skills, your ability to find talent that will take your company forward. It is so easy to be insular at work - I always say to people "Make sure that you are carrying binoculars not a magnifying glass!" - networking is a great example of keeping your mind open to other ideas.

If you think about it a business is a large collection of human beings and human beings need emotional connections. Encouraging connections increases the ability of people to relate to you and your company.

People want to feel understood, cared for and valued. Networking is a visible way of doing this and the "pay off" to you, is that as you connect, people enjoy the experience and want to find out more about you. Business needs people - people to buy from them, people to work for them, people to sell for them through word of mouth. Networking is a way of building evangelists for both your company and your own unique leadership brand.

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

Anna Farmery: To see networking as a way of creating value for others and not as a way of collecting contacts. The strength of your network is not in the numbers, it is in the level of commitment to each other. Networking is about creating relationships which either of you can call on when you need support, learning, etc.

By creating value for others you increase your "attractiveness" to people. When you see networking as a way of increasing your personal brand through creating value for others, you increase your worth to the connections that you make. So when you meet someone in person, on the telephone, on-line.... ask yourself and the other person what can I do for you? How can I help you? The result is that the other person enjoys the relationship, and will see the value that you will bring them.

Josh: Can you share some of the ways you use the internet for business networking?

Anna Farmery: For me the internet is a wonderful resource for expanding your mind. I am passionate about blogging and podcasting as a way of connecting with people.

On my blog - The Engaging Brand - I use tools such as mybloglog, mychingo and linkedIn to connect with both the readers and listeners.

The power comes when you can create discussion, a conversation with other people. This dialogue gives you further insight into how others perceive your ideas.

My tip would be to choose 3-4 networking tools and create an action plan for each. There are many tools out there, but focus upon the ones that will help you achieve your personal goal.

Set time aside to understand how you want to use the tools to build your network. All of this needs an end in mind. If your goal is to find another job, build your own company, develop worldwide contacts - it doesn't matter, but choose the on-line sites that will allow you to fulfil that aim. The internet is powerful but only if you have a clear focus of what you want to achieve.

In my opinion, building a personal brand will become more and more important and networking is a fantastic way of making sure that your talents don't go unnoticed.

-You can visit Anna Farmery at http://theengagingbrand.typepad.com.

Interview with Larry Hendrick of Business Unusual

Larry Hendrick runs several blogs including: 'Business Unusual' and 'Motivation on the Run'.

Note: I especially enjoyed Larry's answer to the first question...

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

Larry Hendrick: Josh, that's such a good question. At first blush, I didn't think it would be difficult to answer, but it is proving much more difficult than I imagined.

I think Business Networking is so many different things. Making yourself available to people, friendship, honesty, integrity, losing yourself in the moment, giving more than getting, giving without expecting any return, encouraging, facilitating, and inspiring.

These are certainly principles of leadership, but fit nicely as my definition of Business Networking. In doing these and other like tasks, your networking will become a natural extension of who you are.

You will look for opportunities to assist people and to introduce different people who can benefit from each other's acquaintance. That's when I think networking is at its best.

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

Larry Hendrick: Join Toastmasters. Learn to listen, learn to lead, learn to communicate. When you can do these three well, business people will recognize your abilities and desire to meet you.

Josh: How do you follow up with the people you meet? Do you have any particular system in place for keeping up with and managing the relationships in your business network?

Larry Hendrick: This is probably one of my weak points in network building.

I'm constantly on the lookout for news or information I think will be beneficial to different people I have met, but have not implemented any contact schedule for calling or emailing for building stronger relationships.

I recently heard about jibberjobber and think Jason has a good idea. It's probably good to manage the network, rather than happenstance.

-You can learn more about Larry Hendrick at LarryHendrick.com.

Interview with Mike Sansone of ConverStations.com

Mike Sansone is an independent business consultant specializing in business blogs and social media. His experience in public speaking, sales and marketing, writing, and real-time online communication are strengths Mike relies upon in his role as a Conversation Conductor.

Prior to starting his own business, Mike helped to build thriving online communities with America Online (including People Connection), Real Fans Sports Network, Ignite Sports Media and HeyMax. He also has coordinated the growth of offline communities as a property manager, volunteer, and minister.

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

Mike Sansone: Business Networking is creating connections with others allowing the connected parties to increase each others knowledge, reach, productivity and accountability.

It is important to develop these connections because we all have weaknesses in our business. A well-developed network will strengthen those weaknesses. The accountability factor is especially important for solopreneurs and small business owners.

In reality, I believe there are two networks we must develop. An inner network - and everyone else. I'll connect with everyone because I think every single person is valuable. Yet, there should be a core we count on and we should be parts of others core. Don't forget the fringes, but don't stay out there either.

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

Mike Sansone: Introduce yourself to everyone. We can always learn from each other, so let's start learning. Even if they don't become part of your inner network, it allows you to practice your listening skills and your porch pitch.

Run out of business cards by giving them away (but don't ever run out). Be a conduit - in other words, connect others with each other.

Josh: Can you share some of the ways you use the internet for business networking?

Mike Sansone: Well, blogging is a key. Not just writing a blog, but reading others. Here's why: When I meet someone, the conversation is about them first. I try to find out what's important to them. I then look for blogs that might interest them and forward those along. This shows my care for them, but it also gives them examples of the power of blogging -- so it helps my business as well.

-You can visit Mike Sansone at www.ConverStations.com.

*brought to you by BusinessNetworkingAdvice.com

Business Networking Interviews - December 2006

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

* Allison C. Shields, Esq. - President of Legal Ease Consulting, Inc.
* Dwayne Melancon of GenuineCuriosity.com
* Valeria Maltoni of ConversationAgent.com
* Danielle Rodgers - Entrepreneur and Communications Consultant
* Peter T. Brown - Entrepreneur and Software Engineer
*Rajesh Setty - Entrepreneur, Author and Teacher
* Sue Pelletier - editor of Association Meetings magazine
* Tom Kane - principal of Kane Consulting, Inc., a legal marketing consulting firm.
* Jen Blackert - Marketing Coach

Interview with Jeffrey Phillips of the blogs Thinking Faster and Innovate on Purpose

Jeffrey Phillips is a VP with NetCentrics and OVO. NetCentrics helps its clients improve team productivity and collaboration through consulting and software applications, while OVO focuses on improving the ability of any firm to improve idea management and innovation for new revenue growth and profit.

Jeffrey writes the Thinking Faster blog and the Innovate on Purpose blog and works with customers to improve innovation, collaboration and teamwork. His most recent article "Innovate on Purpose" was published in September in the Harvard Management Update.

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

Jeffrey Phillips: Many people think of "networking" as meeting as many people as possible in your professional sphere. While this may be a valid definition, I think real networking is understanding what other people do and where your interests or capabilities align with theirs, or complement theirs.

When you understand what other people do and what interests them, you will find many opportunities to introduce them to prospects, colleagues and friends. In my experience, it is the warm reference that wins trust and ultimately leads to many new opportunities.

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

Jeffrey Phillips: When I create a new networking relationship and have established some trust with that person, I will ask them to think of 3 people that they know that I don't who might be valuable to meet. Then I'll ask for an introduction to those people.

Again, I seek warm references to people with mutual interests and capabilities, so I'm less interested in an exceptionally broad network but a tight, deep, cohesive network. Of course, this needs to be reciprocal, so I will also introduce my trusted colleagues to people I think they will find valuable or interesting.

Josh: How do you keep track of your networking contacts? Do you have any particular system in place for managing your business networking relationships?

Jeffrey Phillips: Lately I've started to use LinkedIn as a method to track contacts. I also use SalesForce.com and contact management within Outlook, depending on the nature of the relationship and the frequency of contact. More and more I find I am using LinkedIn due to its extensibility and the fact that it is searchable and I can see the relationships that my contacts have with other people.

*brought to you by BusinessNetworkingAdvice.com.

Interview with Benjamin Yoskovitz - Entrepreneur

Benjamin Yoskovitz is an entrepreneur with 10+ years experience in technology, focused primarily on web and software development businesses. His expertise involves designing usable, accessible software, client management and operations. Benjamin runs 2 active blogs including Instigator Blog, and Startup Spark with blog network b5media.

Most recently, Benjamin has been working on Gifter.org alongside friend and fellow entrepreneur Austin Hill. Gifter.org is running the Million Dollar Blog Post project; with the goal of getting 1,000,000 wishes for the world posted on a blog post, and $1,000,000 donated to charity (to sponsor the wishes.) Gifter.org aims to demonstrate the power of community and generosity.

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

Benjamin Yoskovitz: I try not to think about networking in boxes - so I don't want to put "business networking" in one box and other types of networking in other boxes. It's all networking.

Some might define business networking as a way of generating leads and sales. In my opinion that's a big mistake. Yes, it can work. Lots of sales and leads come out of networking; but there's so much more to it than that.

Networking is about opening a door and asking people to walk through. Anyone. It's about being available to people. It's about finding opportunities to connect (and yes, pursue your business goals.) And the reverse is true, in terms of opening doors. You need to be able to walk through the doors other people open, and find creative ways to connect.

A strong, growing network is essential in business. You will find the best opportunities, leads, referrals, employees, jobs, etc. through your network. But don't think of it strictly in terms of business; the result will be too narrow.

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

Benjamin Yoskovitz: Blog.

Do it honestly and openly. Learn what others are doing. Read their blogs and interact with them online.

Blogging can have a transforming effect on a person's networking skills for several reasons:

* connecting with people online is insanely easy
* blogging can grow your confidence
* blogging opens doors (many of which you didn't even know existed)

Josh: Can you share some of the ways you use the internet for business networking?

Benjamin Yoskovitz: I guess I've answered this question above. I blog. It's the best way to network online.

More specifically, I participate in numerous online communities that are built around the idea of people coming together and networking easily. Examples include LinkedIn, MyBlogLog, Successful-Blog's Open Mic Night.

Beyond that, I'm proactive when it comes to creating online community opportunities. Find ways to draw people to participate with you in something (group writing projects, interviews, etc.) and it results in automatic, fun networking.

-You can visit Benjamin Yoskovitz at InstigatorBlog.com.

**Note from Josh: If you haven't done so already drop by our Business Networking Advice MyBlogLog Community. It's a great way to connect with others who share an interest in developing their networking skills.