C.J. Hayden - Business and Leadership Coach

C.J. Hayden is a business and leadership coach, and the author of Get Clients Now! and Get Hired Now! Since 1992, she's been helping people make a better living doing what they love. Both of her books have spawned active reader communities where people get together in groups to work through the books' 28-day programs for marketing and job search.

C.J.'s articles on marketing, entrepreneurship and leadership appear regularly in Home Business, RainToday, and About.com.

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

C.J. Hayden: Networking is a process, not an event. It consists of building relationships with a pool of contacts from which you can draw opportunities, customers, referrals, resources, ideas, and information.

Whether you are a business owner or employed in an organization, networking is a significant key to success without struggle. If you have a solid network, finding a new job or a new client can be almost effortless.

Without a network who can refer and introduce you, you have no choice but to cold call or send out resumes blindly, which decreases your chances of success dramatically.

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

C.J. Hayden: I think successful networking is more about your mindset than your skillset. People sometimes think they "can't network" because they are not outgoing enough or don't enjoy meeting strangers. But these qualities are not prerequisites for networking. The place to begin is to approach it with the willingness to give generously of yourself and a genuine desire for reciprocity.

Let's say you are looking for a new job, and you know some people who work for companies where you might like to work. When you contact them, you ask if they would be willing to spend a few minutes of their time suggesting departments where you might fit or managers you could contact.

In return, you offer to do something for them. You don't have to know what that something might be. The important part is making the offer and being sincere about it. Then let them tell you if there is anything they want in return. Often, they will tell you there is nothing they want from you, but because you made that generous offer, they would be happy to hand deliver your resume to the CEO, or put in a good word for you with the VP.

Or suppose you are self-employed and looking for referrals to build your business. Look around you at the people you already know, in both your business and your personal life. Which of those people is in a position to come in contact with your ideal customers all the time? Those are your most likely referral sources.

Instead of just asking them to send you referrals, approach them by asking what they need the most right now in their own business or career. Then look to see how you might assist with that need in some way. Perhaps you know someone you could introduce them to, or you took a helpful class on that same topic, or you could even refer them some business.

Once you have asked them what they need and offered to help, that's the time to let them know you are seeking referrals and perhaps they could help you. Don't worry if you can't always help someone else with exactly what they are looking for. It's making the offer that's important.

Josh: How do you encourage referrals from your network?

C.J. Hayden: One of the most powerful ways to encourage referrals is also one of the simplest and most overlooked. Stay in touch with people. You don't need tricks or gimmicks, you don't need to pay referral fees, you don't need to get aggressive and demand names and phone numbers on the spot. Simply by staying in touch with a wide range of people over time, you will generate a continuous stream of referrals.

One of my favorite ways to do this is the "thought-you-would-be-interested" note. I am constantly sending people emails or handwritten notes that include items I ran across that I thought would interest them.

If you are looking for clients in the legal field, you might get a forwarded invitation from me about an upcoming conference for law firm administrators. If you're looking for work in health care administration, I might send you a link to a list I found online of the top 50 local health care providers with the names of their CEO's.

If you are writing a book, I might send you a newsletter with an article about negotiating a book contract. Almost every time I send one of those notes, it generates a new referral, because the person I sent it to is reminded of me in a positive, helpful way.

It sounds like it would take a lot of time to do this, but really all I do is this. Instead of throwing things away, I first ask "who might be interested in this?" Whether it's a piece of paper or an email, usually I can think of someone in my network it would be useful for, and I send it along. It's easy to do, it's quick, and it generates lots of goodwill for me.

*brought to you by BusinessNetworkingAdvice.com

Mack Collier - Social Media Consultant

Mack is a Social-Media Consultant, helping companies big and small navigate the often confusing world of communicating with and understanding their customers. His marketing blog, The Viral Garden, is ranked in the Top 4,000 out of 75,000,000 blogs according to blog-tracking company Technorati. He has also written several popular articles for Marketing Profs., and is a regular contributor to the company's Daily Fix weblog.

He also produces the marketing podcast Mind The Gap, which examines how companies can empower their communities of customers to market for them. Mack additionally has over 10 years experience working with some of the Southeast's largest retailers, helping them solve their online and offline marketing and production problems, as well as both a BBA and MBA in Marketing.

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

Mack Collier: I'm actually not a fan of the term 'networking' because I believe to many people it means collecting business cards and making of list of 'what can you do for me?' contacts.

I prefer to attempt to develop actual relationships with the people I come in contact, and instead attempt to find ways that I can help them personally, or professionally. If they can help put me in contact with a future business partner/client, that's just a bonus.

As for why it's important, I think that if we as marketers talk about how companies need to embrace their communities of customers, that we have to extend that philosophy to our own business practices.

We have to develop relationships with our contacts, so that we can learn from and help each other. That way when someone contacts me asking if I know anyone that might be interested in a position with Company X, I don't have to shuffle through a list of contacts, I can immediately recommend Jim, because I know from talking to him that he has the exact experience the company needs.

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

Mack Collier: Might be preaching to the choir, but start a blog. Doing so enables you to actually get to know the people that come to your blog and comment. You begin to know them as people, and develop relationships with them.

The standard networking mentality of 'hey I need to stay in contact with Terry, because he might be able to help me later on', becomes 'I really like Terry and need to talk to Kevin because I think he would be perfect for the marketing position he needs to fill'. Blogging is networking on steroids, at least it has been for me.

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

Mack Collier: See above. And with online, people are wanting and expecting more than simply collecting contact info. This is a big reason why I rarely use LinkedIn, because I don't want to see somone's contact info and what they have accomplished, I want to TALK to them. I want to exchange emails, comment on their blogs, I want to get to know them. I want them to get to know me.

People are more comfortable with the people they know. If someone asks you if you know someone for a position they need to fill, are you more likely to suggest the guy who handed you a business card at last month's conference, or the blogger that you've gotten to know over the last few months of swapping emails/phone calls/comments?

Interview with Jeff Reifman Founder of NewsCloud.com

In 1991, Jeff joined Microsoft as a Group Program Manager where he helped launch MSNBC.com. Since then he has been involved in a number of successful ventures. Most recently Jeff founded NewsCloud.com.

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

Jeff Reifman: I'm probably not the best person to answer this as NewsCloud has been a solo project for the most part. Startup gurus say you should always have a co-founder but I haven't been so lucky.

I think networking is important in business as it is in life. It's important for people to know about what you're doing and why you are passionate about it. That passion will be contagious and it will build word of mouth for your project or company.

I think working by myself has both helped and hurt NewsCloud - and I am now looking at expanding the effort with more funding and people.

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

Jeff Reifman: Recently I had an evening pizza party at my house where I invited about 5 friends in the journalism and technology fields to talk about NewsCloud. We toured the Web site and just talked about what they liked and didn't like ... what they felt were the problems with media today and how online media could improve the situation. The discussion turned out to be fun and everybody asked me when we could do it again.

I also just entered NewsCloud in the Netsquared innovation conference. 20 projects will be chosen to attend a conference with other entrepreneurs/social startup leaders. Throw your hat into the ring.

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

Jeff Reifman: I recently closed my LinkedIn, MySpace and Friendster accounts. I felt there was something shallow about all of them that I wanted to take some space from. I was tired of getting emails from people who wanted to be "in my LinkedIn network" ... and never felt that I should be using an online search to "tap my LinkedIn network".

I publish a personal/political/technology blog at Idealog.us. I ask my friends to follow that to keep up on what I'm doing. I also publish a citizen media blog at http://blog.newscloud.com. Blogs are great ways for people googling for your expertise to find you.

I also use PHPList to send out regular emails to friends and colleagues about specific upcoming features, events, etc.

Interview with Ted Demopoulos - Business Consultant, Speaker and Author

Ted Demopoulos’ professional background includes over 25 years of experience in Information Technology and Business, including 15 years as an independent consultant. Ted has helped start a successful information security company, was the CTO at a "textbook failure" of a software startup, and has advised several other startups.

He is a frequent speaker at conferences and other business events, author of "What No One Ever Tells You About Blogging and Podcasting: Real-Life Advice from 101 People Who Successfully Leverage the Power of the Blogosphere", coauthor of "Blogging for Business", and the principal of Demopoulos Associates.

Ted also has an ongoing software concern in Hong Kong, The Arial Group, an Enterprise Risk Management solutions provider.

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

Ted Demopoulos: I define business networking as meeting and interacting with other professionals. It's more than just meeting, although certainly there will be plenty of people you just meet once and nothing further happens. I also define "professional" extremely loosely: a friend who is an unskilled hourly worker has found his last two jobs through networking.

Business networking is important simply because we like to do business with people we know, and when we don't know someone directly, a personal recommendation is the next best thing.

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

Ted Demopoulos: Two extremely effective techniques I've started using relatively recently are volunteering and blogging.

Volunteering is a great way to meet people. For example, I volunteered to design and implement a survey of the membership for a hobbyist group I belong to, I volunteered to help with a local fund raiser, and I keep volunteering to speak at almost any and all local groups where I think I can add some value. Every time I volunteer, I can't help but network with new people.

Although I've been blogging since 2004, it's only recently I've decided that the biggest benefit is networking. The number of people that have come to know me through my blogging and that I've come to know is simply staggering, and I'm certainly not one of the most popular bloggers.

The business connections are pretty amazing. For example, tomorrow I start working on a new project where I was recommended by someone I met through blogging, and I have two current profitable joint ventures with people I've met through blogging.

Josh: Do you see any common mistakes people tend to make when it comes to attempting to make business connections? If so what are they and what corrections could they make in your opinion which would help them to be more effective in their approach towards networking?

Ted Demopoulos: There are a lot of common mistakes I see, and I'm sure there are some I don't see that I make as well. The three most common mistakes I see are:

1) Not networking until you need something. That does not qualify as networking, and also doesn't work!

2) Simply shaking hands and handing out/collecting business cards. Merely going through the motions does not qualify as networking!

3) Not offering value. Whenever I meet someone, whether electronically or in person, if I'm able to provide them with some value, e.g. through a connection I can offer, advice on a topic I'm knowledgeable on, by recommending a book, article, or Web site, I always do.

Networking is about giving. Giving is usually very easy -- it costs nothing to arrange an introduction or recommend a book for example. People you help will remember you, and if one in twenty has an opportunity to help you in the future your investment is easily repaid.

A friend refers to business networking as "The Theory of Karma as Applied to Business," and although I wouldn't choose those exact words, they're very accurate!

Interview with Jason Jacobsohn of Networking Insight

Jason Jacobsohn is Director of Client Services Chicagoland Entrepreneurial Center.

Jason enjoys advising entrepreneurs on their businesses and helping others succeed in networking through introductions, planning events, and sharing resources through his e-mail newsletter, Network Your Way to Success, web site, Jacobsohn.com, and blog, Networking Insight.

Jason also writes a column, Tech Connect, for MidwestBusiness.com. He has cross-functional expertise in relationship management, due diligence, consulting, and analysis and has worked for National Association of Realtors, Vcapital, and Equity Office Properties.

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

Jason Jacobsohn: To me, business networking is about building mutually beneficial and sustainable relationships with people. It is not a short-term activity.

It is important because most business is transacted with people who you know well. At the same time, it can open up new opportunities and bring new people into your life.

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

Jason Jacobsohn: In order for networking to work effectively, you need to be proactive in maintaining your relationships. Whenever you meet someone who you connect with, make sure that you follow-up within 48 hours.

Most people never follow-up so take it upon yourself to not be like most people. You don't need a business reason to follow-up.

In networking, you need to make yourself stand out so show that you care about building relationships. Another good technique is to personally brand yourself around a particular subject matter. Brand yourself as a subject matter expert by developing a website, speaking to groups, writing articles, or creating a newsletter.

As I mentioned before, you need to make yourself memorable, otherwise, you will get lost in the crowd.

Josh: Jason, do you see any common mistakes people tend to make when it comes to attempting to make business connections? If so what are they and what corrections could they make in your opinion which would help them to be more effective in their approach towards networking?

Jason Jacobsohn: A very common mistake that I continuously observe is that people try to sell their businesses way to soon in the relationship.

Effective networking is about getting to know people before you try to sell them. You need to form trust, credibility, and a comfort level with people before they will consider doing business with you. Be patient and build the relationship for the long term. When the time is right, people will buy from you.

Another common mistake is that some people are business card collectors. They collect as many cards as they can to put names into a prospect database and then send a blast email. First, you should always get permission before you put anyone in an email database. Second, it is more important to build fewer quality relationships than try to touch everyone. This is a common mistake with LinkedIn as well.

Michael F. Malfi - Director of Sales Development at Corporate Interior Solutions, Inc.

Michael F. Malfi is the Director of Sales Development at Corporate Interior Solutions, Inc., a full service office furniture dealership selling a variety of office furniture solutions. Michael is responsible for developing and maintaining corporate furniture accounts nationwide.

Josh: How would you define business networking and why do you feel it is important?

Michael F. Malfi: I was once told that business networking is connecting with people of like interests for the purpose of uncovering opportunities and learning of best practices.

Since I have entered the business world, I have come to realize that business networking is far more than merely "connecting" with an individual. I believe that it is a process where a mutually beneficial relationship is developed and cultivated to produce a relationship that will grow over time.

Networking is so important because business, especially in my industry (office furniture sales), is mostly done through word-of-mouth. Often individuals with buying power will turn to colleagues and business contacts to uncover who they have had dealings with in the past and ask how their experience was.

I always make sure that I "check-in" with old clients and contacts because they will likely refer me to my next sale.

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

Michael F. Malfi: The best advice that I can share is to join a networking group and maximize your time at the meetings. All the individuals at these meetings are interested in the same thing - to increase their business goals. These events are opportunities to get comfortable in an interactive business environment, generate new leads and learn how to listen to the needs of an individual.

I always remind colleagues before their first business networking meeting to think of it as a first date. You want to make a good impression and leave with a better understanding of the person. While not every date (or networking conversation) will net to a relationship it might teach you something about yourself or open a door to a new opportunity.

Josh: In your opinion, how can someone make the type of positive impression that leads to being remembered after the event or initial meeting?

Michael F. Malfi: People say it repeatedly but be honest and be yourself. People will trust you more if they believe they are meeting "Mike, the guy who sells office furniture and loves the NY Knicks" instead of "Michael F. Malfi, Director of Sales Development who only can speak about office chairs and desk lamps."

I find that by intertwining personal conversation with business discussion you are more likely to make a lasting impression rather than an individual who went directly into their sales pitch.

*brought to you by BusinessNetworkingAdvice.com