Business Networking - Extroverted Web Weaving for the Introvert
If you have been in business for any amount of time, you go to networking
events. Did your body just seize up? Was there a swelling of nervousness in your gut? Are you about ready to stop reading? I encourage you to stay with me about networking. Let me ask: what’s the difference between someone who asks you at a picnic or at church, “Who do you know who …?” versus the reality that this is the same question being asked by everyone at a formal networking event? The difference is likely that phrase “networking event!”
Estimates are that we each know about 200 to 250 people. In this group of
people, this sphere or circle of influence, business happens informally and formally,
passively and actively and with success and without. Since I am an introvert, my take
on networking comes from a want to make the most of the event in the shortest
amount of time. My energy drains too fast in too much of a great event! Here are a
few pointers to put extroverted behaviors for the most introverted of us with high
success.
1. Go to a networking event with an intention.
What usually works is to set an intention to meet just three new people. Or, an
intention to get business cards from three new people. Something immediate and
small is usually doable for any of us.
2. Carry business cards everywhere
My business cards are with me everywhere. I always have one box of business
cards in my car, a few business cards in a jacket pocket and always in my business
portfolio. In the rare situation that I might not have one, then I ask the person I
meet for theirs. No one has ever refused to give me his or her card because I did not
have mine.
3. Communicate eyeball to eyeball.
As I wrote that I wondered, “Who sustains eye contact better, introverts or
extroverts? Maybe there is research on that. For me, eye contact is easy. I feel better
when I focus on the person I am talking with and not seeing all the hustle around
us. For a fact, we know that in general, most people have more positive feelings
from eye contact than lack of it.
4. Use people’s name: you’ll both be uplifted.
Doesn’t it
make you feel important when someone remembers your name? You don’t need a
memory course to do this better. The easier you make it the better, particularly for
an introvert. One, two, three: One, use a person’s name immediately when you meet
them: “It’s great to meet you Cindy Tracy. Two, then use their name in your
conversation when you ask a question: “How long have you been coming to these
events Cindy?” And, easy three, if someone else approaches the group you’re in,
introduce the person you just met by their name.
5. Stand out from the crowd with follow-up.
Even the shyest of us can easily reap results in this part of the process! Write a
short, simple thank-you note within about a week to those three new people you
meet. Thank them for talking with you and helping you learn about what they do in
business. Include your business card. I am amazed how few people continue to
make this part of their networking system.
6. Propel yourself forward with giving.Let’s just say that
everyone at this event is seeking a recommendation for something. Your best bet is
to discover what they are seeking. It could be anything - a good movie to watch, a
restaurant recommendation, where they can get a previously released music cd -
anything for any aspect of life. When you follow-up, ask about what they thought
about your recommendation. With your focus on how to help someone fill the
smallest need first, you’re still moving forward in your networking.
Right On!
Whether you are an introvert or an extrovert, networking can be more
comfortable and confident when you come from the place of knowing that everyone
is seeking a recommendation at some time. The “networking event” just puts formal
dress on web weaving - connecting people with whoever or where ever will get them
what they want.
Pat Weber is a coach, certified telelcass leader, and corporate trainer. In her
business coaching, she works with small business owners, independent
professionals and salespeople to help them get more of what they want sooner than
later.
Visit her website at http://www.prostrategies.com. Sign up for her free
ezine.
Test Your Networking Know-How
Let’s test your knowledge on networking:
1)The best definition of networking is:
a) Schmoozing at meetings and events
b) The solicitation of funds
c) Building and maintaining mutually beneficial relationships
d) Marketing and selling your products and services to everyone in the room so you can meet your sales quota before your boss fires you
2) Why do you network?
a) To develop your business
b) To help other people
c) To share information
d) All of the above
3) What are the most effective ways to network?
a) Regularly attending meetings, events and activities
b) Talking to random people in the streets, stores, busses and bathrooms
c) Offering referrals, resources and recommendations
d) It doesn’t matter as long as you help others first and remember that it ain’t about you
4) True or False: Networking is not a skill, but rather a hereditary trait passed down from your father not unlike height or Male Pattern Baldness.
5) True or False: Networking isn’t always strategic, but frequently occurs by an accident and/or stroke of luck which falls in your lap like a gift from God.
Networking is the development and maintenance of mutually beneficial relationships. It’s not schmoozing, it’s not handing out business cards, it’s not selling, it’s not marketing, and it’s not small talk. Some of those activities might be part of networking, but be careful not to confuse form with function. Networking is a process that takes the right attitude, patience and organization.
Networking is one of, if not THE leading way to increase your business. In fact, I get almost 100% of my business from some form of networking. And with proper preparation and implementation, a networking plan can be your catalyst for dramatically changing the way you deal with, obtain and maintain your business relationships.
Networking is also sharing information. Your most valuable resource is other people. And the supply never ends! I once read a quotation from my favorite author, a philosopher by the name of Anonymous, who said, “Even though it’s not what you know but who you know - remember that who you know teaches you what you know.”
Networking is a skill. It is not an inherent trait. It takes time to develop. Now, clearly some people are more extroverted, friendly and outgoing than others. And that certainly helps. But anyone can develop their networking skills with a little research and plenty of practice, and in so doing become a monument of approachability.
Networking is helping others. Some people just don’t get it. They honestly believe it’s all about them. False. Networking is, as aptly stated by Zig Ziglar “getting what you want by helping other people get what they want first.”
Here’s some great tips to help you put these ideas into practice:
Get Organized
At the beginning of every month, sit down and organize your networking plan. Ask yourself the following questions:
Before and After
Whatever event, meeting, conference or seminar you attend - arrive early and stay late. Sometimes the most valuable connections are made when nobody else is around. What’s more, there’s less pressure when you’re networking on your time, not the organization’s time.
Don’t Limit Yourself
Networking isn’t limited to a room. The birth of my forthcoming second book was a result of a conversation I had with my good friend Todd - in a swimming pool! We were taking a break from our NSA Convention when I ran a few title ideas by him. He agreed that The Power of Approachability was the best choice, so I decided right then and there. And as any writer will tell you: once you get the title, everything else is cream cheese.
Become a resource
Carry with you a list of books, websites, ideas, suggestions and articles that may benefit other people you’re meeting with. Not only does it provide value for them, but it gives you an easy conversation starter. Remember, helping others first DOES help you!
Keep a pen and paper
If I don’t write that idea down now, I’ll never remember it!
If you’ve ever said this sentence before, you know how valuable a simple notepad can be. I recommend carrying a small pen and paper with you, wherever you go. Keep it right next to your business card holder. My little notepad is the single greatest accessory I’ve ever purchased in my life. It has saved my butt - and other people’s butts - numerous times. You can buy these at any luggage store at your local mall for under $20. Most of them have refills for the paper and a nice pen that fits inside the pad. And I can’t begin to tell you how many ideas, names, phone numbers or recommended book titles I’ve written down the exact moment someone told me.
Stock Questions
No front porch behavior is more effective than asking open ended questions. So don’t walk into a networking event without a few great stock questions that are relevant to the event, i.e., What’s the biggest challenge of your job? What’s been the most effective way to promote your business? For dozens of other great examples, see Appendix C.
Stick with it
A common misconception about networking is that it boosts your business right away. False. Networking takes time to reciprocate back to you. And because the process of developing mutually beneficial relationships involves helping others first, you may not see the fruits of your labor for weeks, months, even years!
Here’s an example. In March of 2004, one of my audience members approached me for a copy of HELLO, my name is Scott. As I was signing it, we talked about possibly working together in the future. We exchanged cards and stayed in touch over the next few weeks. Shortly thereafter, I received an email from a guy named Paul, one of the audience member’s friends. He was interested in featuring my website in his newsletter. Little did I know his ezine had well over 10,000 subscribers! And two of those subscribers just so happened to be two meeting planners who booked me for two programs six months later.
Get the Story Straight
Have you ever heard the question, “So…what’s your story?” This is an obvious figure of speech. People don’t actually expect you tell them a story. But what if you did? What if you called their bluff? People don’t remember things, facts or ideas - they remember stories. So when it comes to business, you’ve got to have a story. Most business people have some signature tale of how they became involved in their line of work; or something unusual that happened in their job. So be known for your story. Write it out. Tell it often. Soon, people you don’t even know will approach you and ask for “The Story.” It’s a perfect front porch.
Create a Custom Nametag
If you’re a small business owner or entrepreneur and you don’t have your own custom nametag, you are missing out. Imagine you attend your Chamber of Commerce meeting and you get stuck wearing the obligatory, computerized, faded-font, barely-sticks-onto-my-lapel Avery piece of crap. You will not stand out. You will not promote your business. And other members will not know who you are or how you can give them value. Try this: at your next meeting, sit by someone in real estate agent - those people know how to wear nametags!
Spice It Up
Cal Thompson, owner of TripleXpresso’s in St. Louis, encourages Nametag Networking at his meetings. He calls it “Xpress Request.” This is a way to identify people’s networking needs in a quick, efficient manner. Here’s how it works. In addition to their standard badges, people also wear pre-registered nametags with a list of three things they need, i.e., Web Design, Direct Mail, New Assistant, etc. This immediately lets people know how they can help others!
What’s your networking know-how?
TEST RESULTS: C, D, D, F, T
© 2005 All Rights Reserved.
Scott Ginsberg is a professional speaker, “The World’s Foremost Expert on Nametags” and the author of HELLO my name is Scott and The Power of Approachability. He helps people MAXIMIZE their approachability and become UNFORGETTABLE communicators - one conversation at a time. For more information contact Front Porch Productions at http://www.hellomynameisscott.com.
To Get More Clients from Networking, Pretend It’s Your Party!
Serious and consistent networking is one of the best ways to jumpstart your client base very quickly and to continually bring new prospects and referrals into your pipeline. But, admit it, it’s sometimes very intimidating (if not downright frightening) to network alone, even for an extrovert like me.
There are a few different types of professional networking events, one of them being the “free-for-all.” That’s the kind of networking where you’re basically thrust into a roomful of people who seemingly know each other and are supposed to introduce yourself. Ouch! That’s not always easy, even if you feel like a born networker.
A tactic I use when I’m feeling really overwhelmed by a roomful of people I don’t know is that I pretend it’s my own party. That’s right, as if I’m the one who organized the shin-dig in the first place.
If you know me personally, you already know that I’m a pretty social person and I LOVE to entertain. That being said, I’ve thrown hundreds of parties since my early twenties and I’ve had many occasions to feel what it feels like to be a host.
A host:
- is in control of the situation
- is confident
- knows most everybody
- has the right to ask if they don’t know you
In throwing cocktail parties and barbecues over the years, I’ve experienced more than a few times someone in my kitchen or living room that I didn’t know, usually a guest of one of my guests. I usually feel really comfortable going up to that person and saying, “Hi, I’m Fabienne. We haven’t met yet. What’s your name? Who did you come with tonight?” with a smile. I used to call this my ‘Ultimate Icebreaker,’ especially when I was single. 
Taking that as a cue, when I get slightly shy in a large overwhelming networking situation, I shift my way of thinking about the event and pretend it’s my OWN party. Then I do the same thing, using my ‘Ultimate Icebreaker.’ It always works and I’m never nervous once I get started!
The best part of it is, sometimes, the person I walked up to and started the conversation with often DOES feel like it’s my party, or at least that I’m really confident. I guess that’s not a bad thing for attracting clients.
Your Assignment:
Pretend it’s YOUR party and that will somehow make it much more OK for you to approach strangers at a networking group. Then, use my Ultimate Icebreaker:
“Hi, I’m so-and-so. We haven’t met yet. What’s your name? Who did you come with tonight?” with a smile.
If you’re not sure where to start with networking to get clients in the first place, check out The Secrets of Master Networkers Manual. Step by step, I take you through everything you need to do to get clients from networking, and pull clients and referrals in easily and consistently. Get it today at www.SecretsofNetworkers.com.
© 2006 Client Attraction LLC. All Rights Reserved.
Fabienne Fredrickson, The Client Attraction Expert, is founder of the Client Attraction System, the proven step-by-step program to help you attract more clients, in record time and consistently. To learn more about Fabienne’s Client Attraction Home Study System, sign up for her FREE client attraction tips and no-charge teleclasses on attracting more clients, visit http://www.ClientAttraction.com.
Win-Win in Networking (The Networking Factor)
When it comes to networking, there is a common statement about “Win-win situations!” What is win-win when it comes to effective networking? Believe it or not… it’s about giving. Really, it’s no more or any less.
If in fact, I am looking forward to meeting you, and helping you win is what I’d like to do then it goes without saying, “That it is better to give than to receive.”
However, it is important to understand that when we help others win; we ourselves will win by default because you can not give without receiving. It’s a universal law. “The more you give, the more you will receive.” Let your satisfaction come from knowing that you can only give from a place of plenty. Those of us that feel limited or feel as if though we are limited on resources we will not and can not give freely.
It is such a wonderful opportunity to give information, resources, and access to others to help them win at this game of life, and this game of business. By the way, do not underestimate the gift of your presence or the gift of your smile.
We will not always receive from the same person or people that we help, but others will be lined up to assist us and to give back to us as well. It is important to remember that as trite as it sounds, “Nothing can be accomplished without the help of other people!”
I’d like to submit to you that you change or rid yourself of the expectancy of “win-win” but remember that real success comes from people helping people. Sure we can call these people mentors, angels, coaches or counselors… but nothing happens nor will anything happen significantly until we make up our minds to support others. Networking, effective networking is about people helping people help people not because of what they do but because of who they are… we are all people!
As you network effectively remember, the concept of banking, “One must make deposits before making a withdrawal!” Of course, the more deposits you make into the lives of others, the more withdrawals can be made by you when you need the help of others, and you will need the help of others if not now, you will need the help of others in the near future! The only way to make sure of having sufficient resources is to give, give, and give some more!
By Janice Smallwood-McKenzie, The Networking Coach
URL http://www.101NetworkingCommandments.com
Ms. Smallwood-McKenzie is a Networking Coach in Los Angeles and she helps small businesses and professionals to expand their political, business, and social bases. She is the Author of “The 101 Commandments of Networking: Common Sense But Not Common Practice.” Enjoy Free Preview compliments of http://www.101NetworkingCommandments.com or visit Amazon.com to read Customer Reviews of this guide. This networking guide is available wherever fine books are sold. Janice’s e-mail address is ConfirmedCoach@netscape.net
How to be Known
Why business relationships are formed with certain people?
If you go to a networking meeting and look around the room, can you tell which individuals you would like to converse with? It is likely you will gravitate towards those that are engaged in conversations and have an enthusiasm about them. If you see people sitting around looking like wall flowers, you will not be as likely to find out more about them. You cannot afford to waste your time at the meeting, you need to be that enthusiastic person and educate those around you. You should also make sure that you are listening to what others have to say so that you can decide if you have a common interest. Another point is to make sure that you are able to talk to them on their level, not yours. Discuss many things including hobbies and activities to find that common bond.
You need to give people a reason to listen to you and what you have to offer. In the long run, you want to develop a business relationship first and do business later. I was recently at a new (for me) networking club and they all chatted to each other like old friends. Instead of feeling left out, I walked around and listened to what they were saying and, if I had some experience in that subject, I found a way to interject and add my two cents. This technique gave me instant acceptance into the group.
The acceptance then allowed them to want to know who I was. I had formed an instant common bond. I also went back to my office and sent an email to each of the members I met and asked for an appointment to discuss how we could find leads for each other. Not one person turned me down.
Bette Daoust, Ph.D. has been networking with others since leaving high school years ago. Realizing that no one really cared about what she did in life unless she had someone to tell and excite. She decided to find the best ways to get people’s attention, be creative in how she presented herself and products, getting people to know who she was, and being visible all the time. Her friends and colleagues have often dubbed her the “Networking Queen”. Blueprint for Networking Success: 150 ways to promote yourself is the first in this series. Blueprint for Branding Yourself: Another 150 ways to promote yourself is planned for release in 2005. For more information visit http://www.BlueprintBooks.com
Weddings at home
Perhaps you also need napkins so other types of linens will need to be rented. If you are having your wedding reception at a country club or banquet hall, contact the catering manager and ask them for the dimensions of each table so that you can place your order. Perhaps a more fun setting of the two, but I have to say I think my favorate was Kilworth House. We’ve posted some pictures in the gallery; which do you prefer? Per qualche minuto le colline hanno brillato di spettacolari e intense sfumature di rosso . Perhaps you should consider the actual cost savings and possible benefits if you decide to have your wedding at home and then show your family pictures of the honeymoon? You might be missing out on making a good chunk of change simply by having options. Perhaps you also need napkins so other types of linens will need to be rented. If you are having your wedding reception at a country club or banquet hall, contact the catering manager and ask them for the dimensions of each table so that you can place your order. Planning a quick wedding is not an easy task. There are a lot of things to do and that you cant even imagine before the moment you start planning it. Plan to keep the garbage away from animals and have it removed promptly to avoid odors. Planning your wedding reception in winter, at the end of January for instance, will save quite some cash or bring you a discount. Couples also seem to be spending far more money on the wedding and the honeymoon than when we got married twenty years ago. It’s hard sometimes when you take a cool hard look to decide why couples actually get married. Couple leaving and waving goodbye. Brides and grooms almost certainly will need liability coverage. This insurance is separate from the standard wedding policy, which covers money you’ve shelled out on products and services for your wedding. Brides had to dress in a manner which cast their families in the most favorable light, for they weren’t only representing themselves. Ask for the number of uses a particular model of portable toilet it can take. Always separate male and female toilets. Ask each other, “Does it speak to our situation?”.”Does this sum up an important belief that we hold?”.”Does this make us feel good or special when we read it?”.And sometimes it’s simply a matter of what grabs you! Call them now to see what home wedding ideas they suggest so you can start planning and planting right away. A landscaping company may also be able to give you a package deal where they provide maintenance to your lawn after the wedding reception has taken its toll. Call us to see how we can become your network to the world. Article written by Maria Diamond of Discount Wedding Favors .Com
The modern Internet Directories
Internet Directories can list any site, the idea is to provide the users of the net a main place to locate the sites they are interested in, for example a directory could list cars, race cars or special cars.
These web pages might contain price matches with other racing car parts offered in other web store, to show you what a deal you are getting with the price on the present site. Whatever is listed in the Internet site directories for this particular website will deal with all types of car parts.
Internet directories are making life easier for everyone that uses the Internet. It is easier to see what you choices are, what companies have what you need, or offer the service you need. It also tells you by the ranking in the site, which companies have been in business longer, or thought enough about their business to pay the hosting site to place it higher in the preferred Internet site directories ranking.
Internet site directories can also provide business-to-business (B2B) vertical content. This is web site advertising that is presented in worded lines, and placed on an Internet web page in a vertical, reading position. The content is professionally written to tell the website visitor about the company, the products they sell, and what their policies are. It will also list contact information for their customer service department.