Business Networking Advice

Ten Traits that Make You a Master Networker and Grow Your Business By Ivan R. Misner

Josh Hinds — Fri, 28 Oct 2011 06:24:06 +0000

Networking is more than shaking hands and passing around business cards. Based on a survey I conducted of more than 2,000 people throughout the United States, United Kingdom, Canada, and Australia, it’s about building your “social capital.” The highest-rated traits in the survey are the ones related to developing and maintaining good relationships.

For years I’ve been teaching people that this process is more about “farming” than it is about “hunting.” It’s about cultivating relationships with other business professionals. It’s about realizing the capital that comes from building social relationships.

The following traits were ranked in order of perceived importance to networking. They are the traits that will make you a “master networker.”

1. Follows Up on Referrals: This was ranked as the NUMBER ONE trait of successful networkers. If you present an opportunity, whether it is a simple piece of information, a special contact, or a qualified business referral, to someone who consistently fails to follow up successfully, it’s no secret that you’ll eventually stop wasting your time with this person.

2. Positive Attitude: A consistently negative attitude makes people dislike being around you and drives away referrals. A positive attitude makes people want to associate and cooperate with you. Positive business professionals are like magnets. Others want to be around them and will send their friends, family, and associates to them.

3. Enthusiastic/Motivated: Think about the people you know. Who gets the most referrals? People who show the most motivation, right? It has been said that the best sales characteristic is enthusiasm. To be respected within our networks, we at least need to sell ourselves with enthusiasm. Once we’ve done an effective job selling ourselves, we will be able to reap the reward of seeing our contacts sell us to others. That is motivation in and of itself.

4. Trust Worthy: When you refer one person to another, you are putting your reputation on the line. You have to be able to trust your referral partner and be trusted in return. Neither you nor anyone else will refer a contact or valuable information to someone who can’t be trusted to handle it well.

5. Listens Well: Our success as networkers depends on how well we can listen and learn. The faster you and your networking partner learn what you need to know about each other, the faster you’ll establish a valuable relationship. Communicate well, and listen well.

6. Networks Continually: Master networkers are never “off-duty.” Networking is so natural to them that they can be found networking in the grocery store line, at the doctor’s office and while picking the kids up from school, as well as at the chamber mixers and networking meetings.

7. Thanks People: Gratitude is sorely lacking in today’s business world. Expressing gratitude to business associates and clients is just another building block in the cultivation of relationships that will lead to increased referrals. People like to refer others to business professionals that go above and beyond. Thanking others at every opportunity will help you stand out from the crowd.

8. Helpful: Helping others can be done in a variety of ways, from literally showing up to help with an office move, to clipping a helpful and interesting article and mailing it to an associate or client. Master networkers keep their eyes and ears open for opportunities to advance other people’s interests whenever they can.

9. Sincere: Insincerity is like a cake without frosting. You can offer the help, the thanks, and the listening ear, but if you are not sincerely interested in the other person, they will know it. Those who have developed successful networking skills convey their sincerity at every turn. One of the best ways to develop this trait is to give the individual with whom you are developing a referral relationship your undivided attention.

10. Works Their Network: It’s not net-sit or net-eat. It’s net-WORK, and master networkers don’t let any opportunity to work their networks pass them by. They manage their contacts with contact management software, organize their email address files, and carry their referral partners’ business cards as well as their own. They set up appointments to get better acquainted with new contacts so that they can learn as much about them as possible and truly become part of each other’s networks.

Do you see the trend with these 10 points? They all tie in to long-term relationship building, not stalking the prey for the big kill. People who take the time to build their social capital are the ones who will have new business referred to them over and over. The key is to build mutually beneficial business relationships. Only then will you succeed as a master networker.
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Dr. Ivan Misner is a New York Times bestselling author and Founder of BNI, the world’s largest business networking organization. He is also the Senior Partner for the Referral Institute, an international referral training company.

Ray Edwards interview – Copywriter, Internet Marketing Strategist, and Speaker

Josh Hinds — Fri, 02 Sep 2011 21:51:04 +0000

Ray Edwards is a sought after direct response copywriter, marketing strategist and conference speaker. He specializes in helping his clients to attract new customers, and gain bigger profits from their existing business relationships. Visit him at RayEdwards.com

Josh Hinds: How do you define business networking and why do you feel it’s important?

Ray Edwards: I define business networking as: making connections with people in a meaningful way, and looking for opportunities to help them.

Most people network like jerks. It’s obvious from the moment they shove their business card into your hand that their only reason for wanting to make a connection with you is to try to get something from you.

Dale Carnegie said, “People don’t care how much you know until they know how much you care.”

I have found it’s much better, in the long run, to try and figure out how you can give something to people. First be a giver. The opportunities for you to be repaid will come later, and they will come naturally. No salesmanship or manipulation required.

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

Ray Edwards: To improve your networking skills, practice the art of listening. If you can truly listen to people, and be “fully present” in the conversation, your networking skills will improve naturally.

Now be sure you catch this nuance: instead of merely pretending to listen politely, actually listen. What I mean is this: what most people are actually doing is not listening – it’s silently preparing their own rebuttal or pitch. Guess what? We all know what you’re doing!

If you instead listen actively, and really try yo understand what the other person is trying to communicate, you will give them something they don’t get from many other people: psychological air. The feeling that they can breathe. The feeling that you’re actually interested in them and their motivations and goals.

And if you can find a way to help them, whether it be through connection with a key person that they may want to know, or giving them a pointer to some information or resources that would really help them, you will make an impression that is impossible to duplicate through normal networking manipulation.

Josh Hinds In your opinion, what would be the ideal design for a business card from the point of effective networking. That is, what are the absolute most important elements one needs on their business card.

Ray Edwards: Well, first there is the obvious stuff. Your name, telephone number, e-mail address, and website address. Beyond this, I think you should deviate from the norms.

For instance, I think giving your title on your business card is a ridiculous waste of space. Nobody cares what your title is (except your Mom).

What they care is what you can do for them. So, instead of having your title be “CEO and Founder” of your own company, for instance, I would suggest having a simple one sentence summary of how you help people.

For instance, “I help people start and profit from an Internet business, so they can live anywhere, escape their job, and be who God made them to be.”

That’s a much more useful piece of information than telling them you’re the CEO or the VP of Operations, etc.

In addition, I would suggest using the back of your business card to make a direct response style offer. In other words, you might offer a free report that tells people how to do exactly what you described in your one sentence description. Or, you might offer a software estimator or planning tool, or a free consultation with you personally. The point is, you have a simple call to action on the back of the business card: “Claim your free consultation now…” and you insert a telephone number or website address.

You want a call to action that puts them into a communication process with you – and that’s much more helpful that simply handing out cards and hoping someone will call as a result.

Give them a reason to call.

Josh Hinds: Based on your experiences, which places and activities have you found best for meeting new people and expanding your professional network.

Ray Edwards: I suggest meeting people in a place that prequalifies them for the offer you want to make.

For instance, when I was starting out as a freelance copywriter, I wanted to attract and find prospects who (a) had a business, (b) wanted to improve their business, and (c) were willing to spend money to do so. It turns out that the perfect place to find such people was at a business improvement seminar.

Think about it. Those people had businesses or wanted to start one. They were willing to spend money in order to learn to start or improve their business, and they had actually done so already – proven by their being present at the seminar. This made them ideally prequalified prospects for my business.

So, the trick is to simply figure out what prequalifies your prospects, and show up at the places where those prequalifications are already met. This saves you a great deal or pre-sorting and elimination of non-starter prospects. It means that you’re a better match for them. They’re a better match for you.

- Happy Networking, Josh Hinds
(Connect with me on Facebook, Twitter, or at JoshHinds.com)

*brought to you by BusinessNetworkingAdvice.com

Carrie Perrien Smith interview – entrepreneur and success coach

Josh Hinds — Wed, 24 Aug 2011 11:54:00 +0000

Carrie Perrien Smith, MBA is an entrepreneur and success coach. She helps people get more opportunities, bigger paydays, and sweeter success. Her most recent book is Currency: Striking Networking Gold in a Relationship Economy.

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

Carrie Perrien Smith: Networking in general is important on so many levels. People cross our paths for a reason and we don’t always know why — for years sometimes. The human race was meant to interact and interconnect. I define networking as the activity of interacting and interconnecting with others. We can’t ever serve something bigger than ourselves if we aren’t engaging with other people. When diligently building a network that serves others as well as yourself, your ability to serve others quickly becomes part of your personal brand.

In business, people are more likely to refer and do business with people they know well. And in today’s tough job market, an estimated 80% of jobs are filled via networking connections.

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

Carrie Perrien Smith: Begin with the understanding that you should build your network before you need it. It is a project worthy of your best strategic intention. And at the end of the day, make your mission to give more than you receive. Giving leads and making quality referrals is the best way to give and it costs you nothing. It’s also a great way to be memorable. People want to help people that help them.

Really evaluate who you know and who you need to know to serve yourself, your organization, and people you know. Next, figure out where those people are and then, go there. It might be association meetings, chamber of commerce socials, or charity activities.

You need a solid 60-second commercial. In reality, you need enough thoughtfully crafted information to weave into a conversation. Some situations present an opportunity to have 60 uninterrupted seconds to present yourself to a group. However, the real idea in everyday situations is to only give them enough to make them ask, “Really. Tell me more about that.” You can download a template for a 60-second commercial here. There is one for business owners and sales professionals and another for job searchers.

Josh Hinds: With following-up with the people we meet being so important, can you share some creative ways someone can follow-up which will lead to being remembered in a positive way?

Carrie Perrien Smith: People don’t always need us or know why they need us the first time they meet us. They may never need us but someday, someone they know may need someone like us and ask them for a referral. Life is busy and people forget they met us. We make adjustments in our business and often forget to tell people we already know — especially close friends and family members. We have to maintain top-of-mind awareness. Here are three of my favorite ways to stay in front of people:

– Social networking: I have hired several people this year who I would have forgotten I knew if it hadn’t have been for Twitter or Facebook. Connect to people you meet on whatever social media tool that is appropriate. You may find that one person is only on Facebook or Plaxo and not using LinkedIn or Twitter.

Post quality information about what you are doing for clients or an occasional blog post you’ve written that showcases your expertise. Remember to interact with others and be personal daily. Social media tools are not as effective for people who use them to spew marketing messages. Don’t be excessive in your frequency of posts or people will mute, unfriend, or unfollow you. And by the way, people know when someone else is posting for you. Outsource some if you must but it’s best to post something yourself at least once a day.

– Go public: People need to connect face-to-face to successfully engage in deep, two-way conversations and build trust. They can’t do that from behind a computer. Don’t just attend organized networking events — turn everything into a networking event. If you have the right skills to lead conversation, you can work a room even when it’s your child’s baseball game or a family reunion. You can download a template for making meaningful conversation at this link.

– Build a permission database and e-mail them occasionally with an article you’ve written or tell them about something exciting that is going on in your company. Ideally, you want to give people the chance to opt in to your e-mail list but there is no problem with e-mailing someone once and telling them about your e-mail newsletter. Make sure you are offering something of value and not just spewing a marketing message at them. It drives traffic to your website when you link to something on your website. I put a brief article introduction in the e-mail and then make them go to the website to read the rest of it. And remember, your social media connections on Facebook, Twitter, LinkedIn, and other tools can also be considered your permission database, so remember to post the same info on your social media posts.

Josh Hinds: How do you encourage referrals from your network?

Carrie Perrien Smith: Make meaningful conversation as often as you can. Ask enough questions about what people are doing to find out about who they are connected to and what they are working on. When you find out someone could be connected to a project you could assist with, let them know that you could help and mention that would be a good lead for you. If you have a level of trust established with that person, ask them to introduce you to a key decision maker involved with the project.

Learn to paint the picture of the ideal lead for you and who you do your best work for. If you can’t articulate that, people will never be able to visualize who that ideal lead is for you. Teach them how to help you.

Josh Hinds: Is there anything else you would like to share that would be beneficial to building better professional connections?

Carrie Perrien Smith: Once you get that all-important referral, follow-up quickly and provide excellent service and value. Botch that referral and you’ll never get another one. Do a great job, and you’ll make the person who trusted you with that referral look like a hero.

I have other free articles on my website. I go even deeper on the topic of business networking in my book called Currency: Striking Networking Gold in a Relationship Economy. There is a special offer that I put together for a group of job searchers that I recently spoke to available here.

– Happy Networking, Josh Hinds
(Connect with me on Facebook, Twitter, or at JoshHinds.com)

*brought to you by BusinessNetworkingAdvice.com

Jonathan Farrington interview – business coach and sales strategist

Josh Hinds — Fri, 19 Aug 2011 12:22:00 +0000

Jonathan Farrington is a globally recognized business coach, mentor, author, consultant, and sales strategist. He is the CEO of Top Sales Associates, Chairman of The jf Corporation and the creator of Top Sales World and the Top Sales Awards.

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

Jonathan Farrington: I cannot emphasize the importance of having good networking skills too strongly: The arrival of online social networking sites has made this task even easier of course, and the whole essence of networking is to reach out and connect with people who one believes they can assist – and of course, those who can be of assistance.

Successful networking is all about “win-win” – or if you prefer, “giving and taking” and the most successful networkers I know, understand this.

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

Jonathan Farrington: I talk a lot about the four types of networker, and it is my strongly held view that only someone who takes a long-term perspective on relationships with others and thinks more about what he or she can give or offer, than about the return, will be remembered.

This type is out there for others, or on call to offer help whenever it is needed, and if they cannot help in person, they usually know someone else who can.

Josh Hinds: Can you share a personal “networking” success story with us?

Jonathan Farrington: Yes, around six years ago, when I first decided to create some online sales resources, I very tentatively, and I think bravely, reached out to around a dozen people whose work I admired, to see if they would like to collaborate with me.

Now, it is important to understand that back then, I really was pretty unknown on that side of the “Pond” and although I had begun publishing articles, a Google search for my name would have thrown up no more than one or two entries. As a consequence, I wasn’t exactly confident of achieving a successful response, but amazingly, every single one of them got back to me within twenty-four hours, and that is how the Top Sales Experts team was created – we are still working together today and they are now very good personal friends.

I think more than anything, this story illustrates that sometimes we do have to be bold and brave with our networking goals – shy retiring violets, please note!

– Happy Networking, Josh Hinds
(Connect with me on Facebook, Twitter, or at JoshHinds.com)

Kelly Ferrara interview – Strategic communications consultant

Josh Hinds — Mon, 15 Aug 2011 10:27:00 +0000

Kelly Ferrara is a strategic communications consultant and founder of StratCommRx. You can learn more about the work she does at www.stratcommrx.com

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

Kelly Ferrara: Business Networking is using social triggers to influence behaviors. Whether our need is to purchase something, earn something, leverage something or feel something, those ultimate behaviors are based on what we learn from our empirical and theoretical decision making paradigms. Networking creates new triggers for the public to learn about our brand, product, solution or idea. Repetition of these triggers builds validity, and can influence the public’s behavior toward you in a positive manner.

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

Kelly Ferrara: I strongly encourage people to start with a message map. This is often the brand positioning of the company or organization, yet the same process can be used by an individual. It’s fairly straightforward, and for some people it is automatic…others need to build this as a skill.

1. Know your audience. Who are you attempting to influence?

2. Know what you want them to know. What are the three to five key messages that you wish they could recite if asked about your company/brand/organization etc.?

3. Know how to get your messages to the right audience. What 3 to five qualifying questions could you weave into your initial conversation that would help you determine if this person meets your ideal criteria for point number one?

4. Know the value of time. Maximize your time with people who align with your target audience or can influence them. Minimize, but don’t discard, your time with others.

5. Know the value of reciprocity. Try and find one or two good ideas to share with the people you interact with that are helpful to them. This will help build your personal reputation as well as your brand’s reputation.

Josh Hinds: Do you see any common mistakes that 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?

Kelly Ferrara: I’m not a fan of the “speed dater” at networking events. I understand he/she is there to prequalify me as a lead or move on to greener pastures. The risk is that you may leave a negative wake behind you. If you shift your approach to one of “I hope to help 10 new friends tonight” as opposed to “I intend to identify 10 new targets tonight” it changes your perspective – and I believe it can change your results.

Josh Hinds: Can you share a personal “networking” success story with us?

Kelly Ferrara: Roughly four years ago I approached someone at a networking event simply because I recognized his name yet had never met. We set a date for coffee and stayed in touch over the years. He was starting a new non-profit association and asked me to be on the board. I agreed and at the first meeting, met another board member and based on building a strong professional relationship with this person, I expect to begin working with his new company later this month creating strategic communications solutions. What are the lessons?

1. Walk up, hold out your hand and say Hi when you want to.

2. Be your best professional self at all times to build your reputation.

3. Be open to new opportunities and give back when you can.

– Happy Networking, Josh Hinds
(Connect with me on Facebook, Twitter, or at JoshHinds.com)

*brought to you by BusinessNetworkingAdvice.com

Joseph Facchiano interview – Certified Business Performance Coach

Josh Hinds — Thu, 11 Aug 2011 15:19:00 +0000

Joseph Facchiano is a business performance coach, and the owner of FocalPoint Business Coaching of Lehigh Valley. Visit him at www.JoFash.com.

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

Joseph Facchiano: If the key to all business deals is the quality of the relationship, we can certainly say that networking is the beginning of that relationship. If you saw the movie “Pay it Forward”, visualize the chalkboard where Haley Joel Osment’s character draws a single stick figure at the top. He then draws 3 lines down from that figure and draws 3 more stick figures. Each stick figure is then connected to 3 more. It is very easy to see that the act of one person can impact a large number of people.

That is networking in its most basic form. However, that pictorial does not do justice to the true power of networking. It is only a 2 dimensional illustration. To dramatize the power of networking, you need to add a third and possibly fourth dimension. Then you have to make it circular, i.e. good deeds don’t just fall downward. They move out in all directions including back to the original source.

What does this mean in business? It means that every customer touch, every prospect touch, every conversation regardless of how short, has a potential impact on an unlimited number of people who could someday, in some way, help our business. In other words, we are always networking (whether we know it or not). You are among the best networkers when you can get someone to repeat your value statement clearly, concisely, and enthusiastically to a third person whom you do not know yet.

Sounds like a referral doesn’t it? Don’t look now, but it also sounds like your brand strategy and your networking ability are tied together. Can you imagine how powerful it is to have a good reputation, a memorable value statement, and the ability to get the word out to potential clients by leveraging other people? That’s the power of networking and what it means to your business.

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

Joseph Facchiano: When I coach my clients on their networking strategies, the first thing I tell them is to actively engage. Networking happens whether you plan it or not. We are all used to business ‘mixers’, trade shows, and other events where we expect to network. At such events, we trade business cards and measure our success when we get home to empty our pockets.

Active engagement means having a dialog with your new contact, getting them to agree to a meeting for a more productive conversation, scheduling that meeting on the spot, or at least a phone call to set the meeting, and setting the expectation that you want to do business with them. If this is not your current strategy for networking events, you are wasting time and money.

I also ask my clients to think about the informal or ad hoc networking opportunities. These are the unplanned casual contacts we have every day. Why can’t we actively engage in these situations too? They’ll bump into someone at the store, or gym, or at their place of worship, etc. The person is going to ask you, “How’s it going?” Instead of the typical answer, “Good, how about you?” Why not embellish a little? e.g. “I’m doing really well thank you.

My new widget is really helping people to insert your clear, concise value statement here (enthusiastically of course). If anyone you know could benefit from my new widget, have them give me a call. I’ll get them set up. How are you doing?” Before you roll your eyes, let me tell you this works. It is the warmest cold call you’ll ever have. And if you can get comfortable with it, you will start leveraging other people to get your word out for you.

Josh Hinds: With following-up being so important, can you share some creative ways someone can follow-up with those they meet which will lead to being remembered in a positive way?

Follow-up is everything! Why depend on your potential client for the next step? Prompt and proper follow-up shows your potential customer several things about you and your company:

* You valued their time and your conversation with them.

* You took the conversation seriously.

* You really do want their business.

* It is an indication that you will also follow-up once they are your customers. While that’s not a sure thing, I guarantee you that your lack of follow-up will get them to assume you won’t do it if they become your customer.

* You don’t like to waste time or money. Lack of follow-up means that you wasted time and money by networking.

As we discussed relationships in the first answer, let’s picture this scenario and what lack of follow-up means. A man takes his girlfriend to dinner. They have a nice night together and he ends it by giving her an engagement ring and proposing to her. She states that she is surprised and wants to sleep on it before she answers him. (Sounds like a tenuous relationship doesn’t it? Newsflash all business relationships are tenuous.) Anyway the next day comes. Can you imagine if the young man doesn’t greet her first thing in the morning to get her answer? Or how about if he waits for her to call him? Can you see from this story how silly it is to not follow-up?

I like to make a promise and keep it every time. If I say I will call tomorrow at 10:00am, then that’s what I do. I also promise to send them something that I think will help them (my eNewsletter or an article about their industry, etc.) and then I do it. If they ask me a question, I don’t always answer immediately. Sometimes I say, “I think I know that answer, but I would rather not shoot from the hip. May I call you tomorrow with the answer once I check it?”

Whenever I call back, or email someone I always start with the phrase, “As promised, here is the information…” I believe it reinforces the commitment and the honoring of the commitment.

Josh Hinds: Can you share a personal “networking” success story with us?

Joseph Facchiano: I used to sell business long distance services for the late MCI. This was a long time ago when you actually had to pay for long distance calls. I was at a trade show; manning the MCI booth when a lady walking by our booth broke her heal and sprained her ankle. I instinctively left the booth to help her. I could have been fired for leaving the booth unmanned. I stayed with the lady until EMS came to help and then walked back to the booth. On a whim, I dashed back to the woman to give her my business card. Not to sell her but to ask her to call me the next day and let me know how she’s feeling. She called the next day and said she was fine and thanked me. You were expecting me to say that she bought a long distance contract weren’t you? That didn’t happen. I never heard from her again.

However, a gentleman from a nearby booth did call me a week later. He asked if we could meet. Now for a business long distance sales person, we are used to having ten people hang up on us before we get just one appointment. This guy called me! That’s terrific.

I went to his office on the day of our appointment. As it turns out he was the president of his company; and a nice size company at that. He welcomed me into his office where I started the typical dialog to advance the sale of MCI’s Long Distance Services. After ten minutes, he put up his hand and said, “I didn’t invite you here to sell me long distance.” Then he obviously saw a little glimmer of disappointment and surprise on my face (albeit subtle because we are trained to have a bit of poker face.) He went on to tell me that this was a job interview and he would like me to be his national accounts manager. Again, my face betrayed me.

He went on to remind me about the day at the trade show. He saw how I helped the lady and then gave her my card so I could find out how she was the next day. He told me I was his choice because I had done an effective job in the first ten minutes of our meeting. But more importantly because he already knew two things about me: I care about people and I follow-up!

Moral of the story: you are always networking. Every action, interaction, and conversation has a potential downstream effect; possibly with a third person that you didn’t even know about. How you conduct yourself (your brand) is your best sales tool. Oh and yeah, follow-up is everything!

– Happy Networking, Josh Hinds (Connect with me on Facebook, Twitter, or at JoshHinds.com)

*brought to you by BusinessNetworkingAdvice.com

Anthony Brogna interview – Brand Marketing Strategist

Josh Hinds — Tue, 12 Jul 2011 04:19:07 +0000

Anthony Brogna helps uncover what makes companies and brands remarkable, so they can deliver innovative offerings to the marketplace. He has led teams in diverse arenas to produce exceptional results. You can connect with Anthony at AnthonyBrogna.com.

Josh Hinds: How do you define Business Networking and why do you feel it’s important?

Anthony Brogna: Business networking is all about building relationships through shared value. Our individual experiences and personal/professional relationships can only be fully appreciated when we share them with people we admire. Connecting in real, honest and authentic ways brings back tenfold of what you give out.

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

Anthony Brogna: Don’t think about what YOU want or need; instead, look to help the other person as significantly as you can. Like Nike says, JUST DO IT! Don’t ask permission, drop a note, pick up the phone or meet someone in person and ask them how you might help. Then, when you are offered help or connections in return, have a clear message to convey of how that person might help you.

Josh Hinds: How has having a well-established business network benefited you? And how can someone just starting out, who basically knows no one in his or her area, go about developing their own network of people? What is key?

Anthony Brogna: The key is to be persistant. Stay alert for networking opportunities wherever you go. The golf course, grocery store, or fitness center to name a few. We are all connected in some way, you just need to be diligent and keep asking! Start out at the classic networking events in town, and look for the super connectors. Then, leverage that angle to develop your own unique networking opportunities.

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

Anthony Brogna: Linkedin is very helpful, as is twitter. Those people who are great connectors, are usually frequent communicators of other information online. Look to share info with them that will be beneficial to stay top of mind and show that you care about them. Follow their lead and learn from their actions!

- Happy Networking, Josh Hinds
(Connect with me on Facebook or Twitter)

Daniel Decker Interview – Marketing Expert

Josh Hinds — Fri, 08 Jul 2011 19:05:20 +0000

Daniel Decker is President of Higher Level Group, Inc., a strategic marketing and development firm that helps authors, professional speakers, and organizations who are “doing good” to expand their influence.

Daniel and his team have successfully launched multiple bestselling books and grown the businesses of several million-dollar speakers. You can connect with Daniel on his blog at www.DanielDecker.net or follow him on Twitter @danieldecker.

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

Daniel Decker: Business Networking, to me, is really about building relationships that create a mutual benefit. The problem with most “networking” though is that far too often people approach it from a one-sided perspective. They step in with a “What can I get?” attitude instead of “What can I give?”

Relationships that matter are those where both parties win and where trust, respect and reciprocal value is shared. If you care about others, they’ll be much more likely to care about you… and the more they do, the better the relationship becomes. The benefit is that, as the relationship grows, so will the opportunities. People do business with people they like. Sure, price matters but relationships matter more.

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

Daniel Decker: First, be there. If you want to be the life of the party, you have to be at the party (whatever the party may be). Whether it be a physical networking event or even online business networking through social media, etc…. you have to be there to connect.

Second, engage. Don’t think that by simply being there you will network by osmosis. You have to be intentional about developing relationships and making a point to add value to the conversation in some way. Don’t make it all about you, make it about them and how you can add value or serve them in some way.

Third (bonus point), follow up. Make it a point to stay in touch and to be human. Don’t focus so much on the transaction. Focus on the relationship. Business will naturally flow as a result.

Josh Hinds: 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?

Daniel Decker: I’m huge on follow-up. It’s what makes the difference between networking being just casual interactions that never lead anywhere versus developing them into something that matters. I personally block out 3 hours every Friday morning to make follow-up phone calls, write hand written notes and to send emails to people just to check in, say Thank You, or to offer some encouragement. I don’t try to “sell them.” I try to develop the relationship with them so that I can help them when they have a need. Don’t do it just as a strategy though, do it because you genuinely care. When you do, you’ll reap what you sow.

Josh Hinds: How has having a strong professional network in place made a difference in your life?

Daniel Decker: It’s made all the difference in the world. I’ve been in business for myself for 11 years now and have never spent a dime on advertising or recruiting customers. 100% of my client base has come by way of referrals, networking and building relationships with a long-term perspective in mind. Not only that but because of the networking, I have also gained access to mentors and guides who have helped me shape my business whenever I needed some insight from someone who had been there before me.

In parting I’d close with this thought… Networking is about relationships. Choose to serve others and do what you can to add value. Don’t do it with a motive. Do it because it’s the right thing to do and when you do, you will succeed. It may sound a little simplistic or soft but it’s true. The more you give, the more you will receive.

- Happy Networking, Josh Hinds
(Connect with me on Facebook or Twitter)

*brought to you by BusinessNetworkingAdvice.com

How to Use Networking as Your Sole Marketing Vehicle By Jeff Beals

Josh Hinds — Sun, 08 May 2011 04:45:33 +0000

As people realize we like them and respect their opinions, they share information about themselves that can be helpful in analyzing whether they can use our products or services.

So says Canadian businessman Michael J. Hughes, who is known as “THE Networking Guru.” Hughes runs a highly successful Ottawa, Ontario-based consulting business that works with Fortune 500 companies and international associations across North America.

The most interesting thing about Hughes’ business? He built it using networking as his sole marketing vehicle.

Networking is simply one of the most important activities in which professionals engage. As Hughes says, the opportunity to create, nurture and develop relationships is one of the most rewarding processes of human activity. If we capitalize on networking opportunities properly, they can be quite profitable for us while making the world a better place for everyone else.

The problem with networking is that too many professionals don’t do it very well. What’s worse is that some people are terribly intimidated by the process.

That’s where Hughes comes in. He breaks networking encounters into six logical steps. To succeed in networking, you need to master all parts of the process:

1. The first five seconds

2. The next 20 seconds

3. The next two minutes

4. The last five seconds

5. The next 24 hours to seven days

6. The final outcome

At the beginning of the networking encounter, Hughes believes the key is to make your discussion partner comfortable. After all, most people are stressed by networking events. You will make a great impression if you take charge, smile, listen carefully and “pretend you’re the host.”

In the next 20 seconds, the key is to build rapport and make your networking partner feel “safe.” Active listening is crucial, because “wanting to know more about a person is one of the biggest compliments we can pay,” Hughes says.

The most important part of the networking process occurs in the next two minutes. Hughes says this is where the real test occurs for both partners. The more you structure the discussion around your partner, the more earnest interest you show in him or her, the more you develop trust.

Once you have trust, your discussion partner is open to your ideas. This is when you present your message, your unique selling point. But don’t get preachy, because as Hughes says, “the objective of networking is to create a relationship, not make a presentation.” The value comes over time.

Trust is especially important if the purpose of your networking efforts is ultimately to make a sale and land a deal. “Selling is a people business, not a product business,” Hughes says. “People don’t care how much you know until they know how much you care.”

When the networking encounter is coming to an end, Hughes recommends you take control in order to transition out of the conversation and help the person bridge to another conversation. In the last five seconds, try to create an opportunity. An offer to keep in touch or a scheduled appointment makes the conversation much more productive.

Finally, be sure to thank the other person for conversing with you and for giving you their precious time.

Lest you think you are done, remember that networking is a process. Follow up with the person or you will eventually be forgotten. That kind of defeats the purpose, doesn’t it? Find a legitimate reason – one that benefits the other person – to stay in contact. Not only does follow-up keep you front-of-mind, it makes an impression in other ways. After all, “following through on commitments and promises goes against the grain of how the world works today,” Hughes says. In other words, you will shock people if you’re one of those rare professionals who actually returns email and voice mail messages.

When it’s all said and done, good networking can lead to career-long relationships. This means you might take care of clients together, create referral opportunities and find complementary products. Gaining exposure to others’ networks will increase your opportunities.

By the way, if you would like to learn more about Michael Hughes, go to NetworkingForResults.com.
____________
Jeff Beals helps professionals do more business and have a greater impact on the world through effective sales, marketing and personal branding techniques. As a professional speaker, he delivers keynote speeches and workshops to audiences worldwide. You can follow his Business Motivation Blog at www.JeffBeals.com

-what are some ways you go about building stronger professional networking relationships?

Tom Terwilliger Interview – Speaker, Author, and Achievement Mentor

Josh Hinds — Tue, 22 Mar 2011 03:36:19 +0000

Tom Terwilliger, known as “The Achievement Mentor” is a former National Bodybuilding Champion (Mr. America), Fox Sports Net TV show host, ACSM Certified fitness professional, #1 bestselling author of 7 RU LES of Achievement and an expert on the Science of Achievement. Visit him at www.TomTerwilliger.com.

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

Tom Terwilliger: Networking in my mind is the opportunity to share ideas, best practices, and even common struggles with other entrepreneurs and business owners who are sharing a common experience and with any luck have found solutions to many of our own challenges.

Networking also creates energy around a venture or enterprise and can help fill depleted or drained energy cells for renewed enthusiasm. The feeling that we are going it ALONE can sometimes be the overwhelming factor in a business owners demise. Networking with others helps to create a sense of community and a feeling of having support if not an actual support system or group.

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

Tom Terwilliger: Fist, you must be passionate about what you do and how it can help the people you are networking with. Too often people come into the networking environment with a fraction of the energy it requires to be memorable and connect effectively. You have to remember that how you say what you say is more important than what you say.

Asking questions with a real interest in the other person and their organization is more important than blurting out your message without having a clue in advance how what you do can serve them. I have always found one simple rule to be very effective in the networking process “be INTERESTED not interesting.” This philosophy also helps to take the pressure off you.

Josh Hinds: We hear a lot about the importance of creating value for the people who we want to develop strong networking connections with. Can you share some ways people can go about creating value in the eyes of those they want to cultivate stronger working relationships with?

Tom Terwilliger: Ask questions. Get to know the people on the other end from a place of sincere desire to help them solve problems and find solutions whether through your business or service or possibly by connecting them with someone else within your circle of influence and connections.

What I have found is that sometimes the best relationships start as a result of connecting two other parties who together with you acting as the go between. This kind of networking can pay HUGE dividends down the road.

I mentioned earlier that getting to know the people or organization you want to develop a relationship with then connecting the dots is a better approach than simply wanting something from them. Never ever, ever approach a networking prospect as you would a sales prospect. This is a HUGE and rooky mistake. And if someone is trying to sell you – that’s ok just make sure you know when to say no.

Josh Hinds: How has having a well-established business network benefited you? Can you share a personal “networking” success story with us?

Tom Terwilliger: Today’s potential online business network is nothing shy of massive and how it can serve you is only limited by your imagination. The primary reason I was able to take my book 7 Rules of Achievement to #1 on amazon in two categories was first and foremost because it is an outstanding book on the subject of Achievement but I dare say that it likely would not have happened had it not been for my online and social media networks.

Many of the people and organizations within that network are the direct result of having attended several live events conferences and trainings. I believe it is critical in regards to networking to get out from behind the computer or office desk and get to where the people and the energy is… the live events.

- Yours in networking success, Josh Hinds
(Connect with me on Facebook or Twitter)

*brought to you by BusinessNetworkingAdvice.com

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