Business Networking Advice

Gail Sussman Miller interview - networking expert and coach

2008-06-04T23:16:00.000-07:00

Gail Sussman Miller is a marketing obstacle buster for women solopreneurs. She coaches women to move past obstacles and get in action by shifting their mindset and leveraging their strengths rather than improve their weaknesses. She teaches women to operate from inspired choice rather than from obligation in business and in life.

Gail offers a free worksheet to enhance your networking. Get this tool to help you develop your 1-line, 3-line and longer "elevator speech" by focusing you on your WHO and WHAT at www.HowToLoveNetworking.com.

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

Gail Sussman Miller: For me business networking stems from simple human interaction for the sake of business. In a workshop I teach to small companies, associations and entrepreneurial groups, called How to Love Networking, I define networking as simply connecting with like-minded people for the greater good.

It is critical in business to build relationships, build a network or community, and have support for your goals. Especially for the solopreneurs I work with, it is so important to have resources to help avoid isolation, make connections, brainstorm ideas, and get the joy of helping others.

Being generous, genuinely compassionate, and helping others generates energy and creativity to fuel our own work and dreams.

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

Gail Sussman Miller: Whoa, just one? (smile) Let me share the nugget of a powerful reframing process I teach as a way to help those who don’t like networking. Typically there is discomfort that comes from not knowing how to start conversations, worrying that you are not interesting enough or good enough, the feeling that you are imposing or have to be pushy and extroverted to succeed. Sound familiar?

Ok, BNA readers. Try this out. For a moment, focus on something you love to do, like buying a new book to read. You start shopping with a little research based on your desired outcomes from this book. Then you decide the best store to shop in, walk over to the right section, and cock your head to the side and start skimming titles.

When a book catches your interest, you might skim the jacket and table of contents. All the while, you are filtering how this book makes you feel, how it fits your needs, and decide if you want to read more. Ultimately, you make some leap of faith that you are ready to make a purchase. This is a relatively simple, self-directed process that you’ve done many times with little or no fear, pressure or self-judgment.

NOW I want you to see how you can network the way you shop for a book! At times, you have many reasons for networking; getting new clients, speaking opportunities, a new job. Just as with the book, decide what need you want to focus on.

If you are looking for places to speak, for example, you’ll need to know who your target market is and what you do for them to fuel your topic. With that goal in mind, you choose the best networking environment in which to go "shopping" for speaking opportunities and people who can help you find them.

Now, let’s use our book shopping metaphor. Imagine walking into a room of people and skimming their titles, literally labeled on their name tags. You say "Hello" and skim their table of contents by finding out what you have in common.

As you talk, you learn the theme of their story. See how easy this can be! And it works. You get a feel for whether this is a person who fits your interests and your goals or if you can be of service to them.

As you talk to them and build rapport, you may ask if they belong to an organization that is looking for speakers. You may discover they can support another need in your life. You ask for their business card to "bookmark" to save your place to come back to this book and learn more later.

It can be that easy and free from worry and fear. Networking is all about browsing connections that feel right and building relationships for short- and long-term mutual benefit. I wrote an article on this reframing process for TCW that will take this idea deeper.

Josh: Can you share a personal "networking" success story with us?

Gail Sussman Miller: That’s a great question and even keeps us in our book shopping metaphor! All of life is a story. Well, networking is the primary marketing method that brings me speaking and training opportunities, introductions to prospects, and media placements. In my success story, one contact over the last 3-4 years has led to all of the above!

I was active on a Chicago women’s networking list serve and a woman emailed me offline based on my tagline about teaching women solopreneurs how to love and overcome marketing obstacles. She approached me to make me aware that her business might be a resource for my clients if they wanted to start a business by buying a franchise. I added her email to my distribution list.

The very next time I announced a "How to Love Networking" workshop, she called to say her company was looking to do a training session on networking skills at just that time. This led to my delivering a customized session for her business in 2004.

Over the next 3 years or so, this one relationship continued to bear fruit. This led to my being interviewed on a radio show co-hosted by my contact. Recently, after she appeared in a local newspaper article, I asked for an introduction to the reporter and now only a month later, he is doing a feature article on my "How to Love Speaking" spinoff workshop.

This relationship is nurtured by an occasional lunch or phone call or when a need arises for either of us. We do not have any forced follow-up schedule or obligations or "shoulds."

That is networking at its best. I operate using my natural style and personality, it’s based on making an authentic connection, is motivated by genuine compassion, and breathing room to allow outcomes that flow organically.

*Brought to you BusinessNetworkingAdvice.com.

**Josh Hinds, your host here at BusinessNetworkingAdvice speaks on topics including Business Networking -- get details on having him speak to your group.

Mari Smith interview - Relationship Marketing Expert

2008-04-12T21:33:00.001-07:00

Mari Smith is a relationship marketing expert, trainer, and author of several e-books and e-courses.

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

Mari Smith: Businesspeople have been networking since the dawn of commerce. Business networking is quite simply the art of relationship-building. We reach out to connect with new people, seek commonalities to build rapport, and strive to nurture the relationship for mutual benefit.

What we're seeing now is a huge upsurge in online social networking platforms. And, we must keep in mind these platforms are designed to be social, first and foremost. So, where we might attend an in-person business networking function and expect to come away with strategic business contacts, with social networks we need to focus on building relationships first, and engaging in business second.

Both business networking and social networking are vital to the solo professional, small business owner, and entrepreneur. It all comes down to the saying, "It's not what you know, but who you know." And I like to add, "... more importantly, who knows you."

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

Mari Smith: Sure. I believe it's important to have a strategy before beginning to build out your business community through networking. You need to be clear on what it is you have to offer, what problem your products and services are the solution to.

Then, everywhere you go - whether online or offline - be yourself. Be genuine, seek to be interested vs. interesting as Stephen Covey says in his Seven Habits book. Look for ways to join an existing conversation and add value. Ask good questions. Read your friends' Facebook profiles. Follow them on Twitter. Get to know them. Reach out and connect and see how, just by being your authentic self, you can uplift people's spirits.

Also, there's a fine line between our personal and professional worlds, especially for solo-entrepreneurs. The more transparent you're willing to be, the more people will want to get to know, like and trust you -- which is one of the cornerstones of a successful business. On this topic, I recommend the book, Radically Transparent by Andy Beal.

Josh: Upon meeting someone new, inevitably the question of "what do you do?" comes up. What is the best way to go about communicating what one does, and how can they leave a positive impression when they explain what they do to others they've just met?

Mari Smith: To effectively answer the "What do you do?" question, it's important to have a clearly defined "tag line" or "30-second elevator speech." You might want to work with a coach or colleague to help you fine-tune your soundbite.

I recommend focusing on the result you help your clients create. E.g. instead of saying "I'm an Internet Marketing Consultant," you might say something like, "I help my clients implement online systems to increase their profits while freeing up more time."

Studies show we make up our minds about people within the first 3-5 seconds of meeting them. This applies whether we're connecting face-to-face or looking at someone's website, blog, Facebook profile, or other online presence. So, you definitely want to keep a close eye on these areas to maintain a quality professional presence.

Regarding leaving a positive impression, I typically look for ways to contribute to someone I want to connect with. Social networking sites like Facebook make this very easy to do. By first reading through their profile, you can find something of interest to comment on, a resource to recommend, a helpful tip, etc.

Josh: Based on your experiences, which places and activities (online or off-line) have you found best for meeting new people and expanding your business network?

Mari Smith: Facebook is my top pick. Twitter is a close second. I also have a presence on LinkedIn, Plaxo, a couple of Ning groups, and a slew of other similar sites -- but I spend the bulk of my networking time on Facebook and Twitter.

As for activities, I recommend being active consistently with valuable and relevant posts. There are so many possible touch points to reach our marketplace, as well as entrance points into our businesses; the key is to find the right mediums for your business and be visible in many places.

Josh: Mari, you're an expert on helping folks to get the most out of Facebook.com -- can you share some specific ideas that would be beneficial to people who want to use Facebook as a source for growing and expanding the quality of their professional network?

Mari Smith: Yes. First, I recommend already having a defined business plan, strategy, website, blog, etc. But, if someone is just starting out in business, they can always set up a Facebook profile and reach out to find the support they need via Facebook.

Then, register for a Facebook account at facebook.com. Set up your personal Profile. And, also create a Facebook Page for your business. It's important to note Facebook disallows duplicate accounts or accounts in any name other than your own personal one. So, you'll also want a Facebook Page. You can gather up to 5,000 friends on your personal Profile, but on your business Page you can have unlimited "Fans."

Next, populate your Profile and Page with instructive information about you and your business.

Now, you're ready to:

* Join Groups.
* Update your Status regularly.
* Use Posted Items to share useful links.
* Add brief comments to your friends' Walls, Notes, Posted Items, Photos and Videos.
* Write informational Notes and tag key Facebook friends.
* Write a blog and import your feed using Notes and/or one of the third party blog applications.

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?

Mari Smith: Absolutely. I see heavy-hitter internet marketers using pushy and aggressive tactics on the likes of Facebook and, in my opinion, it is actually counter-productive. These tactics include: adding your signature file on every wall post, uploading irrelevant content to groups you belong to for the purposes of pushing into your friends' News Feed, posting spammy comments, and just generally being "all about the numbers" as I put it.

I believe there are two types of marketers: numbers-based and heart-based. The numbers folks have tunnel vision for the dollars, list-size, group-size, conversion rates, etc. The heart-centered folks genuinely care about their marketplace and see their prospects as real people with real needs, wants and challenges. In fact, just by reading someone's Facebook profile, you can tell which marketing camp they belong to.

The good news is, we have the ability to "unfriend" someone on Facebook. It's essentially a spam-free zone, unlike our regular email systems where spam can be tough to control.

And, because Facebook hyperlinks to your personal Profile *anytime* you take any action anywhere on Facebook -- whether writing on walls, posting items, comments, etc. -- whenever someone likes your vibe and likes what you're saying, with one click, they can read all about you on your profile. I like to think of Facebook profiles as a business card, brochure, website, blog, photo album, storefront and more -- all rolled into one page.

Josh: Can you share a personal "networking" success story with us?

Mari Smith: It's hard for me to pick just one! I've set up two new blogs since I joined Facebook in July '07 and 90% of the traffic and subscribers comes from my activities on Facebook and Twitter alone.

I teach a free introductory Facebook course on Podclass.com and currently have over 800 students and I just launched a paid course, Facebook for Professionals, with well over 100 students.

I've increased my hourly consulting rate by 50% and I predict my income will at least triple this year as a direct result of the relationships I've built using social networking tools. All this while living a completely mobile lifestyle, traveling the US in a big motorhome with my husband!

*brought to you by BusinessNetworkingAdvice.com

Colleen Wainwright interview - writer- designer-consultant, the communicatrix

2008-03-30T21:20:00.000-07:00

Colleen Wainwright is a writer-designer-consultant who started calling herself "the communicatrix" when she hit three hyphens. After spending almost two decades acquiring ninja skillz in some dubious fields of communication, she now uses her powers for good and not evil by sharing her knowledge wherever she can, including her free, monthly newsletter, "communicatrix | focuses," which she hopes you'll consider signing up for!

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

Colleen Wainwright: Gaaaah! Those words! So scary and off-putting, especially when capitalized!

At some point in the past couple of years, I remember stumbling across the definition of "networking" that finally de-toxified it for me: Networking is meeting people. That's it.

Given that as a basis, I'd say "business networking" is just "meeting people in a business setting" and/or "meeting people for business purposes." Neither of which is wrong or bad. But I think the most effective kind of meeting people is just to meet them with a strong sense of who you are and what you have to offer the world, and when you do meet them, to not see them dressed up as big, tasty, potential clients, but as people.

Basically, when you meet people, you are a walking ad or promotion for you. As wine guru/explosive social networking presence Gary Vaynerchuk pointed out recently in a terrific video, there's no separating the Business You from the Personal You anymore. You can't be a shark at work, a good guy in meatspace and a sh*t to your dog; the transparency of the Internet has removed places to hide.

As to why networking of any kind is important, no man is an island. We all need each other at some point: for work, for help, for companionship... you name it.

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

Colleen Wainwright: Numbers 1, 2 & 3 on my list are probably "loosen up." Nothing turns me off faster than someone getting all car-salesman on me. Yes, it's good to have a 10-second statement and elevator speech and business cards, etc. But the main thing is to relax, take in and enjoy. Remember, you're meeting people, not selling to them.

Also, king of all networkers Chris Brogan has great tips on this. (You'll have to dig around on his site to find them, though, since by his own admission he's not the best at tagging and organizing his vast store of info.)

Josh: One of the catch 22's in a typical networking environment is that people don't want to focus only on themselves and what they do, but at the same time, they do want to communicate what they do to the other person. With that being the case, in your opinion how can someone go about getting across what they do in the most effective manner?

Colleen Wainwright: Well, first off, I'd say "avoid typical networking environments." :-)

But if you can't, here are good things to remember (I'm constantly reminding myself, so I know whereof I speak).

1. Don't worry about turning the focus on you.

Chris Brogan (my hero) has never talked about himself with anyone I've seen him meet. The first time we met in person, we talked for an hour, and while I'm pretty sure he asked me about me, I'm positive he didn't talk about himself. Instead, he engaged me in lively, wonderful conversation. As a result, I did the legwork of finding out all about him. Now that is some high-level network-fu!

2. You don't have to meet everyone.

Part of why it gets so nuts is people are racing to collect the biggest stack of business cards possible. Why? So they can spend hours entering them into a database and never call them again?

Focus on one or two (or more, depending on time and your energy/abilities) quality conversations. I'm still doing business with the people I did that with. And it's fun business!

3. Be your business.

No matter what you're selling, what you're really selling is (a), yourself and (b) how you will serve me in whatever it is you do. If you are polite, attentive, interesting, charming, etc., I'm probably going to look for ways to find out what you do, and how to either work with you or help you.

My friend, writer Dave Greten, has a great story about how this attitude basically changed his life and started him out on the career path he's still on today.

Josh: How do you generally engage a person in conversation upon first meeting them? I realize this is a bit of an open ended question, so let's assume it's someone you've just met in a semi-professional setting such as at an event, or local Chamber of Commerce type of meeting.

Colleen Wainwright: As you say, there's no one way. But I try to be in the moment, and work off something that's actually happening. Sometimes, the person will be wearing a suit or shoes or something that's really cool I can comment on. Sometimes you can talk about the food (a great thing is meeting people in the food line) or the speaker or even the traffic (lame, but this is L.A. and it's a legitimate topic here.)

The greatest thing to do is some research before so you're not meeting them cold. Then you can say, "Oh, are you the so-and-so who..." or "I was checking out your website before the event and..." or whatever. Don't be creepy or stalker-y, though. If you can't toss that off naturally, then stick to the basics: "Hi, I'm/and you are?", etc.

Josh: How important has networking been in your own professional life. Can you share a few examples where it has made a difference?

Colleen Wainwright: Before I started designing full-time, I did it as a hobby for years. When I wanted to make the transition, I knew I'd have to have "real" clients: working for "fonts money" wasn't going to cut it.

So with the help of my mentor, Ilise Benun, I targeted certain places to begin meeting people (see me avoiding the "networking" word?) and also began practicing ways of introducing myself.

The results were extraordinary almost from the outset. I'm still doing subcontracting work for one presentation specialist I met during my first round of networking, and that first year, I picked up four or five clients just from attending events-clients I'm still either actively working for or in good touch with.

Possibly even more important is how much visibility my meeting people, both online and off, has given me. My web presence has grown astronomically since I went online and started blogging, contributing to the conversation on people's websites, Twittering, etc. Since my long-term goal is to write and speak for a living, raising my visibility and gathering a critical mass of fans is really, really important.

Sometimes, meeting people is a long game.

Josh: What is your favorite (preferred) business or social networking site? In your opinion what are the key features which are most valuable to you? What makes the resources you use most appealing to you, as opposed to the other online networking resources and sites that are available?

Colleen Wainwright: While I'm on most of the pure business networking sites so people can find me, I find I like the social networking sites the best. I'm over the moon about Twitter. While it takes a while to get used to, it's a great way to stay in touch, to discover new things and to improve your short game, writing-wise. It was indispensable at SXSW this year, where I was running around from here to there and so was everyone I wanted to meet up with. The "public IM" functionality of Twitter is unparalleled right now, I think.

Of the rest, I'd say I like StumbleUpon, Google Reader (shared items), Clipmarks, FriendFeed and yes, even del.icio.us, although it's been somewhat less useful since the advent of these other sites.

I am not a huge fan of MySpace, because it's so hideous and clunky, or Facebook, because it's a closed system. But I appreciate that many people are on them, and it's not a huge effort to throw up a page there (emphasis on "throw up"), so I did.

The most important thing to me, at this point, is signal-to-noise ratio: how much valuable info am I getting relative to crap, and how much can I control it. For me, Twitter has the tools, rudimentary as they are, for keeping things manageable. I just hope the spammers and gross self-promoters can be kept at bay, at least until someone comes up with an even better tool!

*brought you to by BusinessNetworkingAdvice.com

Sponsor: Josh Hinds -- your "host" of Business Networking Advice is an entrepreneur, speaker and author. Get details on having him appear at your next event, seminar, or company meeting.

Steve Harper interview - entrepreneur, speaker, author and business strategist

2008-03-26T11:41:00.000-07:00

Steve Harper, often referred to as "Mr. Ripple" is a serial entrepreneur, professional speaker, business strategist and author of The Ripple Effect: Maximizing the Power of Relationships for Your Life and Business. You can Steve at www.ripplecentral.com.

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

Steve Harper: In my opinion a lot of people have the wrong idea about business networking. They think it all begins and ends with a snazzy business card and a creative "elevator pitch" about what they do and why the complete stranger they are just now meeting for the first time should give a rats you know what about it.

My definition of networking is different. I define it as connecting. Meeting people based on who they are and what they are about not what product or service they sell, represent of simply work for.

Though I agree networking is important, I believe people need to do it better and that means setting aside their professional agendas first to really connect with people as people first. In my opinion, if you do that, huge Ripples and often business will come back to you.

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

Steve Harper: Put away your business cards (at least at first). Ditch your snappy elevator spiel (forever). Come armed with some engaging questions that give you some insight into who the new people are you are meeting; don't default to the 'so what do you do?' kind of mind-numbing questions.

Allow people to see you for who you are as a person first and then it's easier for others to let their guard down and be more real with you... that's when the really good stuff starts to happen! Put on your HEARING ears and really hear what people tell you. Notice I didn't say listen. There is a difference!

Connect with the individual first before you try and attempt to learn about their business and whether or not they are a possible prospect. Remember, never judge a book by its cover. Although someone doesn't look like an ideal fit for what you have to offer, people always know people and this world is way smaller than most people think. So never burn a bridge.

Josh: For some people knowing where to go to network in the first place is a problem. Can you share some specific resources, events, or places that you have found helpful for meeting new people and growing your business network?

Steve Harper: Networking can happen anywhere and everywhere. Let's eliminate that word networking for a minute and replace it with my more preferred Ripple oriented word connecting. My best business connections have come from getting to know people in environments outside of what most people would define as "networking opportunities."

Whether it be connecting with other parents from your kid's sports teams, to people you meet out walking the mall to complete strangers who sit down next to you at Starbucks. It is my long-held belief that people are specifically put in our paths for a reason.

The problem is we are so myopic that we often miss those whom we are intended to meet. Pull your head out of that laptop or away from your Blackberry and look around. Make eye contact... smile. Start a conversation with someone, anyone. Start connecting with others and you will surprise yourself how easy it will become and just how many amazing connections you will make along the way.

Josh: Steve, you're the author of 'The Ripple Effect: Maximizing the Power of Relationships for Your Life and Business' -- can you give a brief overview of what it's about, and perhaps share an idea or two from it?

Steve Harper: My book is all about the power of understanding and appreciating the power of connection. Whether you are looking to build a better personal or professional network, you have to be willing to recognize and take action in order for something positive to take place.

People have lost their innate ability to connect (hence why we all go to networking events and network badly) and so if you are willing to take chance and set yourself apart from the rest of the herd, you can discover some amazing connections that will rise up to meet you. And the Ripples that come to your personal and professional life as a result of it will astound you.

Josh: Can you share a personal "networking" success story with us?

Steve Harper: A personal networking story? Hmmm there are so many that I would have a hard time coming up with just one. Not knowing how much space you have, let me just say that running my life with the Ripple Philosophy has brought more people into my life that I never would have had a chance to meet had I not taken a chance.

When I think back to how many different opportunities I have had that have blossomed into something amazing that so easily could have gone no where had I not taken a chance and said "Hello, I'm Steve, what's your name?" I never would have had the chance to start my first company at age 23.

I never would have landed one of the biggest accounts our company ever landed. I never would have sold my company for more money than I could have ever imagined. I never would have written a book... much less published it. I never would have had the opportunity to speak to tens of thousands of people a year. I never would have found what I was destined to do. I never would have become the Ripple Guy, Mr. Ripple or the Ripple Dude (amazing how many descriptions people have come up to describe me). The list goes on and on.

Is networking important? Sure it is. But connecting... really connecting is so much more important. When two people come together to connect as individuals first, anything, and I do mean, anything can happen!

*brought to you by BusinessNetworkingAdvice.com

Sponsor Message: Looking for a speaker to present at your next event, company meeting, or seminar? Learn more about Josh Hinds (your host here at Business Networking Advice).

Rex Hammock interview - founder & CEO of Hammock Inc.

2008-03-25T14:57:00.000-07:00

I'm pleased to bring you the following interview with Rex Hammock, founder and CEO of the custom media firm, Hammock Inc. -- Rex blogs at rexblog.com. You may also recognize him from SmallBusiness.com.

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

Rex Hammock: First, thanks for asking me to participate in this Josh. How long have we known each other "online"? Almost ten years -- hard to believe.

Business networking is a little more focused and deliberate than the kinds of networking one does in other aspects of life. In other words, as I believe people should have well-rounded and balanced lives, I hope their "networking" is not just about building business relationships.

That said, business networking is all about creating work-related connections -- and understanding how those connections touch one-another. These connections provide us with the ability to better do our jobs by helping us find new clients or vendors, identify best practices or market intelligence, keeping us abreast of developments in our marketplaces, find new employees or partners, etc.

Before technology enabled visual representations of those networks of connections, it was hard for some people to understand the geometry of connections -- they would simply say, "He or she has a thick Rolodex." Now, with services like LinkedIn, one can see that "networks of connections" are not necessarily about the "thickness" of a rolodex, but the way in which we are probably closer to others than we knew we were. We all know lots of people who know lots of people. We just never knew who the intermediary was.

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

Rex Hammock: As with any relationship, building a business network starts with "getting involved" and "giving back."

When I look back over three decades of business, I can tell you that my most valuable connections came from serving on trade association or civic-related committees or boards. I was fortunate (it seems odd to say) to start out knowing no-one in the city or industry I found myself in right out of college. As I knew no one, I joined a local business-oriented civic group and volunteered for a few committees.

The same is true for the trade association related to my industry. I was young and didn't know I could say "no" when someone asked me to serve on a committee. Looking back, any investment of my time in those extra-work activities have had a dramatic return-on-investment in terms of the people I met and got to work with.

That's sort of a broad statement, so here are a couple of specific ideas: Comment on people's blogs with helpful or insightful information. Help someone find a job. Write a recommendation on a contact's LinkedIn page. Call the person who will serve as next year's president of your trade association and volunteer for a specific committee.

Josh: What events, places, or resources (online or offline) have you found to be especially good for networking? And based on your experience what makes them stand out?

Rex Hammock: People often tell you about opportunities that have come from left-field -- meeting someone on a plane, for example. (That would never work for me as I fly with my head buried in an ebook.) However, I think those serendipitous encounters are exceptions.

I think the obvious networking strategies are obvious for a reason: they are tried and true and are, to use a sports analogy, lay-ups rather than half-court shots. Local Chamber of Commerce functions, trade-associations, civic-groups are what I've found to work best overtime.

Getting involved in community, school and church activities are things I greatly encourage for lots of reasons, but I discourage people from doing so for "business" reasons. That said, when you are involved in such activities, there are countless conversations that begin with the question, "So what do you do for a living?"

Online, I'm probably not a good role-model because I have some "professional" reasons for studying and participating in networking services. I would never encourage people to register on everything I'm registered as I'm registered everywhere.

Right now, I think LinkedIn, Plaxo and the identity-management related features of FaceBook are worth spending time with -- I keep up with them. However, there are other professions that have specialized networks and forums that would be required if I worked in those areas.

The geometry of online networks are fascinating, however there's a common sense foundation to them that most business people understand: You want to be where your customers are. If you like Plaxo but all your customers are using LinkedIn, well, use LinkedIn.

My "identity" online, however, is not with any one service. My professional identity online is my business-oriented website, Rexblog.com, and my company's website, Hammock.com. Even though I "host" SmallBusiness.com and you can probably find a lot about me there, I don't consider my userpage there my "identity." However, it will lead you to me.

All of the online activities related to business that I may participate in online (be they commenting on blogs, participating in forums, editing a wiki, posting something on Flickr or YouTube) are anchored back to those two anchors of my identity online.

Josh: Can you share a personal "networking" success story with us?

Rex Hammock: I can say that pretty much any success I've had professionally has come as a result of networking. There is a story that accompanies every client I have that begins with, "I met a person several years ago when we were on a panel together and she later ran into someone who explained that she needed a company to provide such-and-such a service -- did they know someone who did that?"

It's hard for even me to believe, but my company has a rather significant portion of its revenue that can be attributed to contacts I have made from blogging about my industry. I find it hard to believe because I rarely blog about my company.

*brought to you by BusinessNetworkingAdvice.com

Interview with Josh Hinds on The Bigg Success Show

2008-03-11T00:01:00.000-07:00

I just wanted to mention that I was a guest recently on The Bigg Success Show with Mary-Lynn Foster and George Krueger.

The topic was 3 Keys to Effective Networking -- I won't give away the "keys" I shared here, but I will tell you that one of them was ... drum roll please...

"Build your network before you need to your network"...

If you'd like to hear the show I appeared on (as well as learn the other two "keys to effective networking") you can do so here. While you're there be sure to have a listen to some of the other shows they've done. You're sure to find lots of great advice in each episode.

Btw. While the interview is audio, they do have a transcript of it as well, in case you find yourself where you're unable to listen right now. Enjoy!

Happy Networking!
-- Josh Hinds

Interview with Glenn K. Garnes and Mac Cassity of Referral University

2008-02-29T03:59:00.000-08:00

I'm pleased to bring you the following interview I did with Glenn K. Garnes and Mac Cassity, President and Vice President of Referral University and Perfect Networker. You can reach them at PerfectNetworker.com and also learn more about their Perfect Networker Radio show.

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

Glenn K. Garnes: I define Business Networking as the process of reaching out to business owners who are complementary to what you do and finding a way to develop a long lasting referral relationship with them. The reason it’s important, is that it can be easier for someone you know to refer business to you than it is for you to get that business yourself.

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

Mac Cassity: Simply put: Develop your listening skills. Everyone’s favorite subject is themselves. Let them talk about their favorite subject and miraculously, they will find YOU fascinating. Josh, I know you have adopted this technique well as I have read it in some of your material. It is so easy for us to go into OUR story, but if we just learn to listen, and give others the ability to talk, it can make all the difference in the world.

Josh: Why do you think some people discredit the power of having a well established business network in place?

Glenn K. Garnes: There are 3 reasons that come to mind:

1. They don’t understand the true power of a business network.

2. People are intimidated about their ability to attract business through the people they know.

3. People will not take the time to nurture a network properly. It takes persistence and a commitment to put others needs first, which for some is a difficult philosophy to embrace.

Mac Cassity: Absolutely, and in addition, I have found that some folks have attained success through other means, and because they have, they simply push aside effective networking as something that isn’t needed or doesn’t work. By other means, I mean cold calling, door knocking, direct mail, etc. All potentially effective forms of getting business, but not for me. I would rather have a friend, call me, and refer me personally to one of THEIR friends...

Josh: For some people knowing where to go to network in the first place is a problem. Can you share some specific resources, events, or places that you have found helpful for meeting new people and growing your business network?

Glenn K. Garnes: Finding a place to network is not the problem, it’s what you do when you get there that makes all the difference. Mac always says, "It doesn’t make a difference if you go to a bowling alley every Friday night, if you know what to say, then you can be successful in developing Referral Relationships."

Every city in the country has a Chamber of Commerce, or a networking group, or some other type of member based organization. Check your city’s calendar of events, plan some dates, get some Relationship Marketing training under your belt, and go and test the waters!

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?

Glenn K. Garnes: Yeah, that is a good question and one of the key aspects of relationship building that most folks miss. We are advocates of using technology effectively to leverage one’s time effectively while still being true to the philosophies of offering value and giving before you expect to get.

The system we use does all of this extremely effectively, and while we don’t want to keep it a secret here, it is much too involved to go into detail here. It is one of the key components we include in our Referral Mastery Program and a large part of what we teach in our "Relationship Marketing for the Rest of Us" seminar.

Mac Cassity: I will simply add this... the follow up system is so incredibly valuable that it is THE reason that Glenn and I ever got together in the first place. The contact and follow up system that Glenn used with me made me think... no, KNOW that this was someone I had to do business with... it is that valuable.

Josh: What are some special techniques for starting a conversation at a networking event? Can you share some memorable ways to approach people you are interested in connecting with?

Mac Cassity: I prefer the good old fashioned approach: Hi, My name is Mac Cassity. Once they reciprocate, I simply ask them what they do, and continue to focus on them and what they do. This allows the focus to be on them, and for me to find out more about them. I will certainly always try to work in the Bob Burg classic "How do I know someone I am speaking with is a good referral for you?"

Josh: Can you share a personal "networking" success story with us?

Mac Cassity: That’s an easy one. Glenn and I met each other at a networking event. The rest, as they say, is history.

Glenn K. Garnes: That’s right. Once I met Mac, and realized that he shared the same philosophies as I do, and a lot of similar interests, a fantastic business partnership was born. We are true examples of practicing what we preach.

*brought to you by BusinessNetworkingAdvice.com

Interview with Mary-Lynn Foster and George Krueger of BiggSuccess.com

2008-02-18T20:07:00.000-08:00

It's my pleasure to bring you the following interview with Mary-Lynn Foster and George Krueger -- co-hosts of The Bigg Success Show, and BiggSuccess.com.

Josh: How do you define business networking? Why do you feel it is important?

Mary-Lynn Foster & George Krueger: Business networking is about making real connections with real people in order to build long-term, mutually-beneficial relationships. We think that many people make the mistake of approaching networking as a quick way to advance their careers or make more money. That's putting the cart before the horse - focus on building relationships and all the other good things will follow.

Networking is important because, in spite of the growing use of technology and the internet, people still do business with people. Business is personal - people help and support people they know and like.

Keep in mind that "six steps to Kevin Bacon" is too far away. If you know me, and I know Kevin, you have a good chance to connect with him. If you're further away than that, you have to keep working. Networking, that is!

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

Mary-Lynn Foster & George Krueger: The hardest part is to get the conversation started. Look for something that you might have in common, something about them that interests you, or just something unusual, topical, or fun.

Keep the conversation balanced. No one enjoys listening all the time, nor do most people like doing all the talking. Find that happy medium. Pay attention to what they're saying. Comment on it and ask follow-up questions.

Think of it as netplaying, not networking. Don't be so serious about it. It's fun to get to know people! You'll not only learn a lot, you might just meet that life-long friend or business associate in the process.

Josh: What events, places, or resources (online or offline) have you found to be especially good for networking and based on your experience, what makes them stand out?

Mary-Lynn Foster & George Krueger: For our particular business, we love the New Media Expo. We've met so many people who's advice has made a major difference in the product we put forth today. So we highly recommend attending industry events and conferences.

Of course, we also use online resources, such as LinkedIn, Facebook, Twitter, and the like. It makes it really easy to keep in touch with your new contacts, reacquaint yourself with connections from the past, and promote your business.

Finally, giving back pays off when it comes to networking. We've met some of our closest friends and business associates through volunteering for our favorite charities.

Josh: You're co-hosts on The Bigg Success Show - can you tell us briefly about the focus of the show. I'm also curious if you've found your experience co-hosting the show to be an advantage in growing and cultivating your own professional network. If so, in what ways?

Mary-Lynn Foster & George Krueger: The Bigg Success Show is a daily, five-minute conversation about succeeding professionally and personally. We want our listeners to take away a lesson and a laugh - they tell us all the time that it's their daily pep talk!

You make a good point about doing a show - it pays to have multiple outlets for networking. People definitely have preferences for how they consume content. So we try to reach out to them with a high-quality product in as many ways as possible. Right now, that means a daily show, our daily blog, and a weekly newsletter. We have plans for even more! It's all led to attention from clients, partners, sponsors, and leading experts in the industry.

The following is a listing of shows and articles on Bigg Success related to Networking that you might enjoy...
- What's Your Pick-Up Line?
- Don't Shy Away From Networking
- Take The Work Out Of Networking
- Attention!

*brought to you by BusinessNetworkingAdvice.com

Warren Whitlock interview - Book Marketing Strategist

2008-02-13T20:21:00.000-08:00

Warren Whitlock is a Book Marketing Strategist. He organizes book launches where dozens of authors tell their followers about a new book, ask them to buy it on a certain day, and create instant best sellers. You can visit Warren's website at BestSellerAuthors.com.

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

Warren Whitlock: I think of business networking as what business should be. We have always had relationships with vendors, partners, media, prospects and customers. Today, with the technologies we have, it's easier to keep track of these relationships and focus on their development... but it's still just people working with people.

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

Warren Whitlock: 1. Don't be afraid of the technology. Most of the people online are not techies and may know even less than you. And the smart people want to help you.

2. Remember the "Law of Reciprocity"... that is "giving" before asking for a favor. Never hurts to ask "What can I do for you?"

3. Follow up. When I get a invite from new contact, I immediately look at where I can do them a favor. Most people do not do this... and so it really stands out.

Josh: What is your favorite (preferred) business or social networking site? In your opinion what are the key features which are most valuable to you? What makes the resources you use most appealing to you, as opposed to the other online networking resources and sites that are available?

Warren Whitlock: The answer varies over time. I join 8-9 sites each day and constantly look for where people are looking for what I have to offer. There's a group focused on anything you care about.

That's my first marketing rule... find the people/market that are looking for you. Then find out what they want and get it for them.

Right now, I really like Facebook. I've picked up several new clients that wanted to promote books. They came looking for me.

Side note from Josh Hinds: Warren and I originally connected with each other about doing this interview when I sent a note out on Twitter -- requesting potential interviews from people who follow me there.

Josh: Warren, how do you encourage referrals from your network?

Warren Whitlock: Instead of asking for referrals, I just focus on getting people what they want. Potential clients are looking for help and there is always some basic questions they have. Make sure you go to the place where they are looking, answer questions and become recognized as the expert. (It's usually those "basic" questions that we think everyone should know already... so answering them is easy).

When someone asks me a question about books, I refer them (and their friends and contacts) to BookMarketingStrategy.com, a free course I put together. Then if they want to engage me, they contact me.

Josh: How important has networking been in your own professional life. Can you share an example or two where it has made a difference?

Warren Whitlock: All of my new business and all of the promotional partners in my joint ventures come from networking.

One new client, Scott Schilling, author of "Talking With Giants" approached me on Facebook. We'd met years before, but we reconnected there. When I told Scott that I was using this as an example, he told me that he really contacted me because a friend suggested it, but turns out that same friend had just reconnected with me a few days before... also on Facebook. I expect to be working with the other guy soon.

*brought to you by BusinessNetworkingAdvice.com

Joe Pulizzi interview - Founder and Chief Content Officer of Junta42

2008-02-08T10:56:00.000-08:00

Joe Pulizzi is the founder and chief content officer of Junta42. Joe is also president of Z Squared Media, LLC, Junta42's parent company. Previously as Vice President for Penton Media, Inc., the largest independent business media company in North America, Joe worked with global Fortune 1000 marketers from a variety of vertical and horizontal sectors, becoming one of the leading experts in content marketing and custom publishing strategy.

Awarded "Top Mover and Shaker Under 35" by Cleveland20/30, Joe is a board member of the Custom Publishing Council, former chairperson of American Business Media's Custom Media Committee, and an editorial advisory board member for B2B Marketing Trends. His background includes employment at two .com companies and teaching public speaking and communication theory for Penn State University, where he received a Master of Arts in Communications (MAC).

Joe also writes one of the leading content marketing blogs on the Internet, The Content Marketing Revolution, the official blog of Junta42.

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

Joe Pulizzi: Business networking is all about helping others succeed, and in the process, finding colleagues with like skills and passions. Any business, no matter how big or small, cannot function without getting help along the way. Much of that help comes from networking.

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

Joe Pulizzi: I've found the most effective way to network is through blogging. I've met more people through my blog that anything else I've ever done. The best part is that those people that are drawn to your blog almost always share a passion with you.

I recommend that anyone who is serious about business networking start a blog. For those that just can't fathom the idea, read and comment on the top 20 blogs in your area. That alone will lead to vast networking opportunities.

Josh: For some people knowing where to go to network in the first place is a problem. Can you share some specific resources, events, or places that you have found helpful for meeting new people and growing your business network (either offline or online)?

Joe Pulizzi: Outside of the blogging, which is #1, I've found that trade shows and associations are a great way to meet new people. The key is follow up. First meet someone, then follow up through email, or better yet, send them a linkedin or Facebook invitation. That way, you're sure to stay in touch with them.

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

Joe Pulizzi: I don't keep a separate networking system, but LinkedIn would probably be the most complete. I try to make sure that every few months I send something out to each contact. Just from that activity alone, I usually find new business opportunities. I also use Facebook, Twitter, Plaxo and my own website, Junta42.com, to keep up with my network. Whenever there is a new internet tool, I like to at least try it. You never know what can help until you give it a taste.

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?

Joe Pulizzi: Yes. I feel some people try to force a relationship. They make contact and then almost abuse the opportunity from the start by asking for too many things. I had one person contact me through LinkedIn. We accepted contacts with each other, and the next day I was hit up with 5 introduction requests. It was easy to break off contact with that person.

The key is to start slow. Trust won't happen until there is regular communication between the two people. That's why blogging is so important. If you comment on someone's blog for a period of time, they begin to trust you even if they've never met you before.

Josh: How important has networking been in your own professional life. Can you share an example or two where it has made a difference?

Joe Pulizzi: It's hard to separate my business life from networking. I wouldn't be at this place in my career without the people I have met. I certainly wouldn't have been able to start a business.

As for an example, here's an easy one. When I left Penton Media in March of 2007 to start my new job, I had no business lined up. Within 6 months, I had more consulting business than I knew what to do with. All of that business came from direct referrals from people I had met within the last year. It was simply awesome. One of the biggest ones came from a referral from someone who was featured in a local magazine. I liked the story and sent an email introduction. He emailed back that we should grab coffee. We became friends and colleagues, and that led to a number of new business contacts for me.

I believe if you treat every person as important, and as a unique opportunity, special things can happen.

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*brought to you by BusinessNetworkingAdvice.com

Steve Nielsen interview - President and CEO of PartnerUp

2008-01-14T20:18:00.000-08:00

Steve Nielsen is the president and CEO of PartnerUp.com, which he founded in Feb. 2005. Prior to starting PartnerUp, Steve had plans to start an RFID business. He spent months developing his business plan; all he needed was a business partner with electrical engineering experience to help him create the product.

After several months of searching, Steve had to scrap the entire idea because the right person was never found. That is where the idea for PartnerUp came from.

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

Steve Nielsen: Business networking is connecting with other like-minded people to find the people, resources, advice, ideas, and knowledge needed to succeed in business. It's important because no matter how smart or business savvy someone is, he or she can still benefit from the knowledge and viewpoint of others.

Also, in the context of PartnerUp, a key component of business networking is the ability to find partners. So many great companies are the result of great partnerships. Bill Gates and Paul Allen (Microsoft), Steve Jobs and Steve Wozniak (Apple), Bill Hewlett and David Packard (HP), and Sergey Brin and Larry Page (Google) are all examples of great companies that were started as a result of friendships, which most likely resulted from networking in one form or another.

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

Steve Nielsen: In a networking environment, it is important to first give and then take. You have to first be willing to give advice to demonstrate your commitment to the whole idea of business networking. Once you've done that and established yourself as a helpful member of a community then you can expect to receive good help and advice.

At PartnerUp the most successful partnerships are the result of people who've reached out and been willing to help someone, became friends with them, and then together they started a business.

Josh: For some people knowing where to go to network in the first place is a problem. Can you share some specific resources, events, or places that you have found helpful for meeting new people and growing your business network?

Steve Nielsen: PartnerUp has been incredibly helpful for anyone looking to meet new people and grow their business network (I'm probably a little biased). In addition, local entrepreneurial events are a great place for people to meet others they have something (entrepreneurship) in common with.

Networking through business and entrepreneurial colleges is also helpful. With these colleges come a sense of alumni and kinship, and an eagerness to help wherever possible.

Josh: Steve, you're the CEO of PartnerUP.com -- can you give us a brief overview of what the company does, as well as some specific ways it would be of benefit to folks who may want to join the community you all have in place there?

Steve Nielsen: PartnerUp is the first online network geared solely to entrepreneurs and startups. We help our members find business partners, co-founders, executives, and board members, network with other entrepreneurs and small businesses, ask for and offer up advice, find commercial real estate, and find service providers for their business (i.e. accountants, ad agencies, etc).

PartnerUp would be beneficial to anyone looking to start or get involved in a business because it takes many of the steps (finding partners/startups, commercial real estate, business resources) necessary for entrepreneurship and compacts them into one efficient and easy-to-use site.

Josh: Can you share a personal "networking" success story with us?

Steve Nielsen: Our marketing department here at PartnerUp was looking for a part-time digital media supervisor who could help us analytically asses some interactive ad opportunities. We have a proud tradition of doing most of our marketing and advertising in-house, so there was no need to look toward a big ad agency for help.

By networking through our very own site, we were able to find a stay-at-home mom with some big agency experience. She had recently started looking for a part-time gig, so it worked out perfectly. She gave us great feedback and has helped make some impressive improvements in our online ad campaigns.

*brought to you by BusinessNetworkingAdvice.com

Amanda Mooney interview - social media coordinator and consultant

2008-01-07T00:04:00.000-08:00

Amanda Mooney is a senior undergraduate marketing communications student at Emerson College in Boston. In addition to her studies, she works in PR and social media for Schneider Associates, i5invest and Josef Mantl Communications. Upon graduating from Emerson in May, Amanda will join Edelman Interactive Solutions in New York.

In her spare time, Amanda enjoys reading business, technology and style news, going to the theater, discovering new artists on iTunes and blogging for American Shelf Life, Launch PR, and i5invest.

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

Amanda Mooney: I think "networking" has become a really negative word associated with the card sharks that pass out and collect business cards and LinkedIn contacts in droves; the ones that pull out these contacts from time to time only when they need something, as if each contact is a currency for a transaction.

In my experience, the best networking happens when professionals seek each other out because they're genuinely interested in the goals and passions of their peers and work to build a relationship that mirrors the relationship they have with friends and close colleagues.

As one of my role models in business and relationship building, Keith Ferrazzi, says: "Real networking is about finding ways to make other people more successful. It is about working hard to give more than you get."

Building these kinds of relationships is important to me because it makes me even more excited about the work I do when I surround myself with great, equally as passionate professionals and understand that we each have skills and connections that can help each other achieve our professional goals.

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

Amanda Mooney: Think first about how you can help others achieve their goals and passions and be less focused on the size of your network and more focused on its quality.

Also, never wait until you need something (a job, a new client, etc) to build your relationship with someone. I think that networking is a bit like dating. When you are out to fill some void you have, you'll have a tough time; but if you build relationships when you are out to simply add to the great life and work you've already built, you're suddenly very attractive and interesting to others.

Josh: Based on your experiences, which places and activities (online or offline) have you found best for meeting new people and expanding your professional network?

Amanda Mooney: Go to the professional and non-professional activities you are genuinely passionate about rather than the ones you think you should go to. If you enjoy theater, go to a show and make a point at intermission to introduce yourself to someone around you who looks like he or she'd be interesting to talk to. You'd be surprised to see the kind of relationships that are sparked at great, non-"networking" events like this.

Josh: Can you share a personal "networking" success story with us?

Amanda Mooney: I went with a friend to a beautiful New Years Eve party in New York. Over the course of the night, I spoke with the host, whom, although I was unaware at the time, was starting his own Web and angel investing company, i5invest. We spoke very briefly about work but enjoyed a really great night of celebrating with friends.

A few months later, I was planning to visit the city and rang him up to see if he'd like to meet and catch up. During our meeting, I learned more about his goals for i5invest and told him about my studies of communications and the Web. I offered up my ideas and perspective on his work. This conversation led to one of my first and current consulting jobs as a young professional in PR that I enjoy very much.

*brought to you by BusinessNetworkingAdvice.com

Matthew and Adam Toren interview - Founders of YoungEntrepreneur.com

2007-11-26T22:12:00.000-08:00

Brothers, Matthew Toren & Adam Toren, are the founders of YoungEntrepreneur.com -- an award-winning small business website for entrepreneurs and small business owners and is made up of a community of entrepreneurs and aspiring entrepreneurs who are truly passionate about economic development and enjoy promoting the formation and success of innovative and growth-oriented companies.

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

Matthew and Adam Toren: We network every day. Whether it's online at a social network like facebook.com or a niche site like ours at YoungEntrepreneur.com. Successful business networking is the art of creating and cultivating helpful and meaningful business relationships.

Business networking is the key to finding the like-minded individuals that can assist you in starting, managing and growing your successful business venture.

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

Matthew and Adam Toren: Knowing what you are looking for to grow your business will definitely assist you with your successful biz networking.

Keeping all of your contacts organized and staying in touch with your network will also assist you in building upon your biz relations with each person you meet. It's always good to have a powerful and concise verbal and written synopsis on your own company and growth plans to convey to new individuals that you meet while biz networking.

Josh: 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?

Matthew and Adam Toren: That’s a great question because both myself and my brother seem to change our business card layouts each and every year. We do this because we feel that it’s a great conversation piece and also if your business card stands out from the rest, it will have more of a memorable impact on the people you meet.

Our current business cards have all of the necessary contact info, logo, website, title and the WOW factor of our cards are the 3 dimensional pop out of our logo when the card is opened. They have really been well received by all that have seen them so far.

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

Matthew and Adam Toren: Both my brother and I have been attending some offline events around North America to expand our ‘face to face’ network.

We seem to use facebook for a more non-business network and have been using linkedin occasionally. Quite honestly, YoungEntrepreneur.com has been the most effective networking tool for us to meet several like-minded entrepreneurs around the world.

Josh: Can you share a personal "networking" success story with us?

Matthew and Adam Toren: Sure can. As a matter of fact, as I answer these questions, I am in flight, leaving San Francisco from attending a great event at the W hotel. My brother and I met several quality individuals and fellow entrepreneurs at this event which will lead us to visiting one of them in China this January.

The best way to network seems to still be the face to face networking and creating a long lasting relationship where you can assist each other with whatever each of you needs. Our network is growing rapidly and we already have a quality connection in almost every industry and almost every country.

We look forward to networking with all of you at our site YoungEntrepreneur.com -- and invite you to drop by where you can sign up for a Free membership!

*brought to you by BusinessNetworkingAdvice.com

Interview with Jason Alba of JibberJobber.com

2007-11-18T12:01:00.000-08:00

Jason Alba got laid off in 2006. With great credentials and in a job-seeker's market, Jason could hardly get a job interview. Finally he decided to step back and pick apart the job search process, including understanding all of the available resources. Within a few months he had designed a personal job search CRM tool. His tool, JibberJobber.com, is designed to help professionals manage career and job search information the same way a salesman manages prospects and customer data.

Jason blogs at JibberJobber.com/blog and recently finished "I'm on LinkedIn - Now What???".

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

Jason Alba: I would define business networking as building relationships that will help my company achieve its objectives. Sounds kind of vague but I don't want to put a time frame on it (achieve its objectives within the next 3 - 6 months) or define who I should network with (develop relationships with certain types of people) because you never know who will eventually add value to your business goals, or who knows who.

I would caution you to think about your personal professional networking. During all of this "business networking" you'll meet plenty of people who are going to be excellent contacts, or lead you to excellent contacts, for your company. But these are still interpersonal relationships that are yours.

In other words, just because you meet someone in the context of "business networking" and they provide significant value to your company (or you provide significant value to their company), don't let that interpersonal, professional relationship whither away. When you are in your next transition, or in 15 years, after a number of transitions, they should still be someone that you feel comfortable reaching out to - make sense?

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

Jason Alba: The most important thing that I had to do was to change my concept of networking. Toss out the idea of "just" sharing business cards, or having a drink in one hand and good stories or jokes, and focusing on value props. I want to get to know you at a more personal, deeper level. The initial meeting can only get so deep, but after that you need to do things to build that relationship, and not a lot of superficial things.

Locally, the best thing to do is a lunch. It's critical to make sure you take those first initial meetings to the next level, and perhaps set up some regular communication.

The other thing is to really believe that giving is the way to get. Give with no agenda, or at least don't wear an agenda on your sleeve. People want to genuinely feel you care more about them than their business at hand, especially in an age when you can't associate yourself with a company for 40 years. Care about the person, and what you can give to and do for them, and you will begin to build a strong network of people who want to help you.

For specific ideas, techniques and tactics I strongly recommend Thom Singer's Some Assembly Required, which has a ton of business networking ideas - it's an excellent resource.

Josh: It's been said, it's not what you know, as much as who you know that counts -- whether or not that's true in every instance is certainly up for discussion, but based on your experiences how true do you think that is from a career or workplace perspective? Can you share some examples where you've seen networking play a part in a person successfully making the move into a new career?

Jason Alba: Or maybe "who knows you" or "who knows you and what you know." There are some examples of bloggers who have established themselves as credible experts in their space and when they announced they were in transition, or looking at a transition, I'm sure they had people send them leads and offers. Two include Jeremiah Owyang and Chris Brogan (who recently announced he landed in the exact position he wanted).

On a local level, I've seen the people who have been active relationship builders not go through long job searches. Aside from knowing people these folks had to be competent, of course. But knowing who the decision makers and influencers were, and developing relationships with them before they were in transition, really had a lot to do with their job searches. Instead of being desperate, and being like every other job seeker, these well-connected people were able to weigh various opportunities and go with the ones that they really wanted to.

I think it's critical to have these relationships before you need them, although it doesn't mean that you can't start now (if you are in transition). Get known by a lot of people, and have a strong, positive personal brand.

Josh: Jason, you're the author of "I'm on LinkedIn - Now What???" can you give us a brief overview of what the book is about, as well as share a couple of helpful ideas or tips from it?

Jason Alba: Many of my JibberJobber.com customers would see me blog about LinkedIn, get an account, and then wonder what in the world they should do next. Other LinkedIn veterans would ask me to check out their profile because, even though they had been using LinkedIn for a while, they still didn't quite understand if there was much value to be found (and how much to participate). It's that simple.

I suggest that you get a profile, flesh it out with phrases and words that may be searched for, and make it readable by humans so they can feel like they get a good understanding of who you are. Next, go play around with some of the features. Spend some time to do searches on people you know or want to know. Try searching on your job title in your city and see if there are people that you should get to know.

Also, make sure to go to the Answers section and participate there. LinkedIn has some hidden gems, but really, all you need to do is play around for a little while and get familiar with the features. Realize that there are professionals that spend hours each day on LinkedIn looking for future employers, business partners, clients, etc. and perhaps you can think of how you can get value out of it.

*brought to you by BusinessNetworkingAdvice.com

Kevin M. Butler interview - founder of ChamberFish.com

2007-11-17T22:41:00.000-08:00

I'm pleased to bring you the following interview with Kevin M. Butler, owner of ChamberFish.com -- the sites focus is on helping business professionals network effectively as well as increase the contacts within their own personal business network.

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

Kevin M. Butler: Business networking is a simple yet often misused form of marketing for your business. Stephen Covey gives examples of how relationships have evolved over time. In the past, relationships and communication were based on ethics, morals, and the character of the individual.

As these concepts evolved, we began to take shortcuts to attempt to get to the end-result faster. The "Mental Technologies" are manipulative, quick-fix, and demeaning. Business networking, when successfully performed, goes back to the traditional ways of communicating.

I would define business networking as relationships but it's much more complex. There is no formula, secret or manual. Developing genuine relationships will generate business down the road either directly for your benefit or for your other immediate business connections.

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

Kevin M. Butler: Business networking isn't about referrals. It's about knowing someone so well that you always have their personal interest and business interest at heart. When you schedule a one-to-one meeting, get to know their family, hobbies, and goals. By the end of the meeting, you will probably have several resources to suggest to them. Offering resources to help someone reach their personal goals is just as important as a business referral.

Additionally, when you are going through your daily life, you will pick up additional resources that will remind you how you can help others. If you have generated a real relationship, they will be doing the same thing for you. Always, let everyone you know what your goals and needs are as they change and evolve so they can always be on the lookout.

Josh: At what point in the initial connection (i.e. upon first meeting someone) do you exchange business cards? Or what is your approach towards getting their card so that follow-up is possible?

Kevin M. Butler: Most often, I will immediately exchange business cards. This gets the formality out of the way. I then ask what company they are with, and what their role is. At this point, I know whether they are an immediate business lead. The conversation doesn't stop there! Now that I've made a formal introduction, business conversation, I start to move into the personal conversation which includes their goals, opinions, and ideas. This is where the relationship is born.

I've made several connections only through the personal conversation where I had absolutely no intention to make any business connections. Not only does this potentially start a nice friendship, it also may identify other connections. You never know where your conversation will lead you. I would rather make two or three genuine connections slowly instead of powering through a networking event collecting business cards of thirty people that I haven't had the chance really spend any time with. The value lies in quality, not quantity.

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

Kevin M. Butler: Trade shows are my personal favorite because you can often meet business owners and interesting people. Always place your booth in a high traffic location.

Paid networking groups are normally my least favorite because it's referral driven and relationships tend to suffer. Since most of them only let one type of business in, there is often a disparity of referrals. A gift-basket sales person may get tons of referrals while the building architect may get one referral a year.

Chamber of commerce events are fun and potentially rewarding however, it's usually a feeding frenzy for sales people. (and I say that being one of them...) Although I don't normally recommend moving through a crowd quickly, in this case, it helps. Make quick introductions, decide if there is a potential relationship is possible. If so, stop and spend the time. If not, move on until you find someone interesting.

Josh: Kevin, you're the founder of ChamberFish.com -- can you share a quick overview, as well as some of the benefits that folks will gain from plugging into what you all are doing there? Also, what led you to start ChamberFish.com?

Kevin M. Butler: I find that many small to medium sized business owners are at work and do not spend alot of time networking. They are speeding 10-14 hours a day managing their business and don't feel the value of networking. By providing an online venue for networking, they have the ability to network on their own time.

Also, Chamberfish provides the ability to send, receive, and manage electronic referrals within your own personal network. You can also post "projects" that you would like to have other members refer their network to. For example, let's say you want someone to mow your lawn. Once you post your project, other members will see this and can either refer themselves or someone in their personal network.

Chamberfish.com is free and will be supported only by very modest ad-space sales.

Josh: Can you share a personal "networking" success story with us?

Kevin M. Butler: About a year ago, my wife started talonbookkeeping.com, a bookkeeping service for small to medium sized businesses. We posted a craigslist ad and received our first client.

Charlie was a former baseball player looking for bookkeeping services. We met with Charlie and upon hearing about his background and goals, I thought he would be a great person to introduce to my friend Scott who had a similar background and goals. We introduced them and they decided to go into business together as sport agents and started Winning Edge Sports and Entertainment, LLC.

Since then, Scott was recruited for several local marketing campaigns, manages several athletes, and is now in the process of developing a local cable television show highlighting amateur athletes who are working towards the pros.

The only effort it took on my part was listening and connecting two people together who could complement each other. I expected nothing in return but it has truly enhanced my friendship with Scott and I look forward to his success. Chances are, when I need a resource or connection, he will be there for me too.

*brought to you by BusinessNetworkingAdvice.com

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Trevor Brooks interview - CEO of IdeaCloud

2007-11-07T22:16:00.000-08:00

Trevor Brooks, business consultant and CEO of IdeaCloud, a full-service, outsource, multinational Web development group. He has over 13 years of experience offering design and implementation of Internet and intranet sites.

Trevor has worked extensively developing Web solutions for various companies such as Century 21, Ingersoll Rand, Starbucks, PepsiCo, Whirlpool, Genentech, and Palm. IdeaCloud has built a number of very popular Facebook applications.

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

Trevor Brooks: My guiding principle with business networking is "it's not what you know, it's who you know." Business networking is pretty basic in its raw form, it's simply meeting people through other people. The trick is in knowing the right people so you can get connected to the other people you want to get connected to.

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

Trevor Brooks: Some people think that it is inappropriate to name drop. I think it's the other way around, it is imperative that you name drop. Connecting with someone through someone else is the most powerful introduction you can have.

So be proud to name drop your clients and business partner names and companies. You would be surprised how many doors open when you find out that you have mutual acquaintances with the person whose door you are trying to enter.

Josh: Based on your experiences, which places and activities (online or offline) have you found best for meeting new people and expanding your business network?

Trevor Brooks: I don't think there is a "best place". However, there are "best people". It's the six degrees principle. I am connected to about 20 people that have such an impressive business network that they do my networking for me! All I have to do is call one of them up and say, "Hey so and so, I am trying to get into GE do you know anyone there?" and their answer is typically "yes let me get you in touch with XYZ" or "no, but I have a buddy who does."

Josh: Trevor, you all have developed a new Facebook application called Kuhnektid. Can you first give a quick overview as to what a Facebook application is, and then touch more specifically on how the Kuhnektid application will benefit folks who have an interest in growing their personal/professional networks.

Trevor Brooks: A Facebook application is just an external Web application that has access to a variety of Facebook's information through their API so you can create a Facebook centric aspect of your application.

Kuhnektid is a business networking application built on the principle of six degrees of separation. Ultimately it is a business networking search engine. You can search for people's names or companies and find out if you are connected to them or to that company through your Facebook friends network.

The more friends you have and the more of your friends that use kuhnektid you will quickly realize through the principle of six degrees of separation that you are connected to a lot more people then you thought. So, now I don't have to call up one of my 20 best people to connections into companies I can just do a search through Kuhnektid and see how I am connected.

Josh: As a side note what are your thoughts on OpenSocial?

Trevor Brooks: I think that it is smart when companies open up their networks to outside developers just take a look at what it did for Facebook. So with that OpenSocial is a good thing. Will it be successful? That remains to be seen. Everyone has the mindset of advertising being the key to monetization but I am not convinced that is the case yet.

Josh: Trevor, can you share a personal "networking" success story with us?

Trevor Brooks: One example of a success story is through my experience with Facebook. IdeaCloud was the company that built the Chase +1 Facebook Group application that was the first real "application" even though it was built within a sponsored group.

After our work on that Facebook eventually took the API they developed and opened it to everyone else on the planet. That application was a mashup that included Amazon.com and I was contacted by another company looking for application support through one of the Amazon programmers we worked with on Chase +1. Like I said before, "it's not what you know, it's who you know".

*brought to you by BusinessNetworkingAdvice.com

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