Networking can seem like an onerous task especially at events, but this is also the time to make great contacts and promote your business. While at an event, your main focus should be about the impression that you leave on others. You do not want to attend…
STEP 97: RECOMMENDED READING LIST
Break Through Networking: Building Relationships that Last—Lillian D. Bjorseth, Duoforce Enterprises, 2003.
Capsules: Top 25 Tips & Creative Remedies for Women and Small Business Owners—Robyn Levin, Centerpiece Publishing (2003) eBook.
Crappy to Happy: Small Steps to Big Happiness Now—Randy Peyser, Red Wheel/Weiser (2002).
STEP 98: ORGANIZATION LISTINGS
AmSpirit Business Connections
P.O. Box 30724
Columbus, OH 43230
888-509-5323
www.amspirit.com
STEP 96: SUMMING UP
“Concentrate all your thoughts upon the work at hand. The sun’s rays do not burn until brought to a focus.”
ALEXANDER GRAHAM BELL
Now that you’ve completed this book, we want to thank you for reading it and for thinking about the information that we’ve provided. We know that we have covered a lot ground, so before we sign off, we would like to summarize and briefly reiterate some of the major points that go to the heart of networking. So pardon the repetition, but we are convinced these points are so essential that they can’t be stressed too often.
STEP 94: IBI Global’s SNAP
IBI Global, Inc. has developed a trademarked accelerated networking process that it calls SNAP. Here’s how SNAP works.
At networking a meeting with 50 or more people, instead of networking by swapping business cards, five or six chairs are placed in a circle. There are no tables, only chairs. On the floor, in the center of each circle, are three items: (1) a large, brightly colored hat, (2) a glossy wand with a ball at one end and (3) a stack of “See Me” cards, which we will describe below.
STEP 93: Adoption
Networking plays a vital role in at least half of the open adoptions in the United States, according to Renee Wall Rongen, Principal of the Adoption Resource Group (www.adoptionresourcegroup.com). In an open adoption, couples that wish to adopt go through an agency, an attorney or find a birth mother who will agree to let them adopt her child.
STEP 92: Remembering names
During our research for this book, people repeatedly explained that they were not good networkers because they couldn’t remember the names of people they met. Successful networkers also revealed that they constantly struggle to remember names. Since most of them had some loose memory system, most of which didn’t always work, so we turned to an expert.
STEP 91: SPECIAL TACTICS
“(1) Out of clutter find simplicity,
(2) From discord find harmony,
(3) In the middle of difficulty lies opportunity.” ALBERT EINSTEIN’S THREE RULES OF WORK
In the course of writing this book, we came across a number of fascinating tactics that were primarily designed facilitate and/or speed up the networking process. Most of these methods focused on achieving quick end results, not gradually developing close network relationships. Some tactics were inventive adaptations of standard networking practices that their advocates swear by and claim will produce outstanding in results in short time spans.
STEP 90: SURVEY SAYS — NETWORKING DON’T’S
“It’s not who you know, it’s who knows you!” Jill Lublin
In our research for this book, we asked a wide range of experienced networkers what they thought were the most important things to avoid when networking. The top, most frequently expressed responses are listed below. Please note that the list below does not place the responses we received the order that the respondents considered most important.
STEP 89: SURVEY SAYS — NETWORKING DOS
“When a man tells you that he got rich through hard work, ask him: ‘Whose?’” DON MARQUIS, HUMORIST
In our research for this book, we surveyed a wide range of experienced networkers to uncover what they considered the most essential requirements for successful networking. The top, most frequently expressed responses are listed below. Please note that the list below does not place the responses that we received in the order that the respondents indicated were the most important. Instead, they have been arranged to provide a logical, orderly sequence that tracks the networking process.
STEP 88: The KickSugar group
When journalist Connie Benesch discovered that her health problems, bouts of moodiness and other erratic behavior were due to severe hypoglycemia and sugar intolerance, she eliminated all sugar from her diet. A few years later, she decided to write SUGAR SHOCK! (Rodale, 2004). Like millions of other Internet users, Benesch also began exploring the world of networking online by joining several discussion groups. On the Internet, Benesch found a way to instantly connect with other hypoglycemics and sugar addicts grappling with similar problems.
STEP 87: FAQ’s and fact sheets Write a list of frequently asked questions about yourself, your product or service and their answers (FAQs). Also write instructions explaining how to perform specific tasks or fact sheets on your area of expertise, products or services. Be informative. Establish your expertise and attract potential network partners by displaying [...]
STEP 86: Mailing lists
Mailing lists are hybrids that are a combination of electronic publications and Internet communities. They’re easy to use and ideal for beginners. Basically, mailing lists are interactive discussion groups in which members send emails on subjects of mutual interest that are circulated to the other list members. Some lists moderate or screen messages while others distribute messages unscreened.
STEP 85: Signature files
Unless the rules of the group prohibit it, add a signature file at the end of all postings to discussion groups as well as to all for your outgoing emails. A signature file contains your name, the name of your business and your contact information. It can also include your sound bite or business message as in Jill’s signature file below.
STEP 84: Internet Communities
According to estimates, hundred of thousands of Internet communities now exist – - – discussion groups, newsgroups, mailing lists, bulletin boards, message boards, chat rooms, etc. Internet communities are interactive forums where members with similar interests exchange ideas and information. Although the term “discussion group” usually denotes a two-way conversation and the other terms refer to one-way dialogs, in this book, we’ll simply use the term “discussion groups” to refer to all Internet communities and groups.
STEP 83: Media calendar services
Another valuable online tool is media calendar services. These services provide searchable databases of items on editorial calendars and contact information for editorial personnel from thousands of publications.
STEP 82: Online clipping services
Clipping services keep track of the media’s coverage of specific industries and areas of interests. They save you the time and energy of scouring media to find articles and information of interest to you, your network targets and partners. They give you the ability to check out a wider range of media sources than you could review on your own.
STEP 81: Web sites
As we suggested in Chapter 5, Your Networking Toolkit, build a dynamic, information-based web site. Fill it with the precise information that you would like the world to know about you, your product or service. Use your Web site to paint a striking picture that will intrigue potential network partners and attract them to you.
STEP 80: MINING THE INTERNET
“National borders aren’t even speed bumps on the information superhighway.” TIM MAY, ONTOLOGIST
According to estimates, over 300 million people use or have access to the Internet. As a result, the Internet has become a networker’s paradise because it enables networkers to link up with a virtually unlimited array of potential networking partners across the globe.
STEP 79: Advocates’ list
List the top 25 individuals who provide you with business and are members of your inner circle. Business advisor Mark LeBlanc calls this your advocate’s list because the people on this list will really go to bat for you. The people on your advocates’ list are your prime supporters. They won’t just call their contacts to recommend you, they will call and set up meetings or try to convince their contacts that they can’t live or stay in business without hiring you or using your product or services.
STEP 78: Rule of seven
In public relations, there is a rule called “the Rule of Seven,” which also applies to following up. According to the rule, it takes seven steps, calls or emails, to actually get a booking. “Expect six no’s before you get a yes – - – or, after seven attempts, you many never get a yes and have to move on. Whenever they say no, be gracious. A no may be no for now, but not forever. Never burn bridges.” Rick advises.
STEP 77: It gets easier
Believe it or not, with practice, following up gets easier; it even gets to be routine and second nature. As you become more proficient, you’ll find that important contacts respect professionalism and prefer to deal with professionals because they know that they can usually rely upon professionals. So when you follow up in a well-planned, disciplined and timely fashion, important contacts might be more willing to deal with you.
STEP 76: Follow up log
Record your follow-up efforts in a log that you can quickly access. Record in the log the date and time of each follow-up attempt, who you contacted, the type of contact (E=email, T=telephone, L=letter, FTF=face to face meeting, etc.), the subject of the contact and the outcome or result. The outcome could be “reached answering machine” or “spoke with Debbie Levick and scheduled lunch for April 5th.”
STEP 75: How to follow up
Schedule a regular time each day to follow up, say each morning when you start working. Make following up a part of your daily routine, schedule it like an appointment and enter it on your calendar. Allot a set amount of time to enter contact information and call or email contacts.
STEP 74: Negative responses If your contact isn’t responsive, try to preserve the connection. Things always change and today’s rejections could be tomorrow’s acceptances so don’t abandon the contact. Be patient, but be persistent. Gently remind your contact about yourself without being a pain. • Send articles or information that might interest your contact and [...]
STEP 73: Always say “thanks”
Whenever some one introduces you, recommends you, endorses you, speaks well of you or helps you in any way, quickly and clearly express your gratitude. Say thanks as soon as possible while you are still enthusiastic and can fully communicated the depths of your feelings.
STEP 72: Make your move
Plan your strategy. Decide whom to communicate with first. Do you want to call a first generation contact who can deliver precisely what you need? Or would it be better to proceed incrementally, building step by step until you can reach a target who can provide what you want?
STEP 71: Prioritize
Ideally, it’s best to enter contact information in your files as close to the initial meeting as possible. Record it that evening or the first thing the next day. Then communicate with your contact via email or postal mail within two or three days to follow up. Unfortunately, most mere mortals are not that organized, disciplined or efficient. We tend to throw all the contact information we collect into a heap and get to it when we get to it – - – which won’t do!
STEP 70: Utilize a system
Save business cards, contact information and other contact literature. Treat them like receipts that you might need for an IRS audit. Keep all of the original information you collect in a designated place and hold on to it even after you have entered all of the contact information in your files.
STEP 69: FOLLOWING UP
“You can be the master of working a room and leave each networking event with a pocketful of business cards, but if you do not follow up with these people and others already in your network, you will never be successful at networking.” ANDREA NIERENBERG, AUTHOR
After you’ve made an interesting new contact who you would like to know better, who could help your career or other aspects of your life, follow up, follow up, follow up. All of the work that you’ve done to make and impress contacts could be lost if you don’t systematically follow up.
STEP 68: Review productivity
Since groups change, as do your needs, review the productivity of the groups and events you attend. After you’ve been in a group for three months, review whether your membership has been fruitful. If it was, try to calculate the precise financial return to date and prospective future revenues.
STEP 67: Maintaining the connection
Davis understands that networking is about keeping in touch with people you meet and find interesting. So she maintains an extensive system in which she records their contact information and keeps current on their likes and dislikes – on both a business and personal level.
STEP 65: Return on investment
In selecting which groups to join or events to attend, analyze whether it is a smart investment of your time and resources. Hellen Davis, President of Indaba Training Specialists, Inc., and author of the 21 Laws of Influence, is one of the most successful networkers we know. She graciously contributed the following gems when we interviewed her for this book.
STEP 64: The selection process
Most people select networking groups and events by identifying a few contenders and trying each out. If they like a group and it seems productive, they stick with it and if not, they don’t join. However, as we have said, groups constantly change and you must participate for a time before the maximum benefits kick in.
STEP 63: EVALUATING NETWORKING GROUPS AND EVENTS
“The success of each is dependent of the success of the other.” JOHN D. ROCKEFELLER, JR.
The number of networking groups and networking events to choose from is overwhelming. Each is unique and promises to deliver special benefits that you can’t possibly live without. Joining and attending all of them is impossible and even it you could join them all, it would bankrupt you. So you must be extremely selective.
STEP 62: eWomenNetwork
eWomenNetwork, Inc.(eWN), is an organization headquartered in Dallas, Texas that connects female business owners and professionals with one another. It supports, promotes and showcases its members’ products and services and helps them achieve their professional objectives. eWomenNetwork teaches that networking is the art of giving and searching for ways to serve the needs of others before focusing on yourself. It instructs members to be “other-focused.”
STEP 61: AmSpirit Business Connections (formerly Network Professionals, Inc., Greater Ohio Region)
AmSpirit Business Connections is an organization that assists sales representatives, entrepreneurs and professionals succeed by creating a forum where they can exchange qualified referrals. The focus of AmSpirit is giving to others and enabling members to serve as resources for their customers and clients. In doing so, AmSpirit members have the opportunity to meet other professionals they would not otherwise meet, while improving their business communication skills.
STEP 60: The Hubble Group
The Hubbel Group was a loosely-knit, grass roots, women’s group that sprung to life in Spokane, Washington, and enjoyed a remarkably productive five-year run. In that time, it enriched many women’s lives and profoundly changed the community.
STEP 59: Caterina Rando’s Circle of Eight
Business success coach and author Caterina Rando was looking for innovative ways to get better results—faster, and with less energy and resource output. An area that challenged her was how business people could generate qualified leads: find potential clients for their products or services. As a result, she devised a solution that she believes produces more leads and enhances members’ careers in less time and for just pennies a day. Rando says her idea is innovative because “It works for anyone, anywhere, on any budget.”
STEP 58: Network Associates
Steve Krauser runs seven networking groups in New York and New Jersey under the banner of Network Associates. Harvey Krauser operates four Network Associates’ groups in Florida. In the following when we use the name Krauser, we will be referring to Steve Krauser.
STEP 57: ORGANIZED NETWORKING GROUPS
“We all have these places where shy humiliations gambol on sunny afternoons.”
Poet W.H. Auden
Whenever people congregate, networking opportunities exist. Therefore, most good networkers join groups where they can make new contacts and incorporate them into their networks. Groups are ideal for networking because they bring together like-minded individuals who frequently share common backgrounds, interests and goals. Through groups, networkers can expand their reach and make connections with those it might otherwise take them considerably longer to meet.
STEP 56: Talking business
After you develop a relationship with a contact, don’t talk business until you’re absolutely certain that your contact will be receptive. If you feel that asking for help would kill the relationship, back off and live to fight another day. Ideally, by the time you ask for help, you will have given your new contact leads or connected him/her with your network partners.
STEP 55: Building relationships
Remember your purpose. When you approach targets, your primary purpose is to make contacts that can bloom into strong relationships, not to sell your product or service.
Networking and relationship building, like most good things, doesn’t happen instantly, it takes time. It must be developed in stages, nurtured, step-by-step, with patience, care and persistence.
STEP 54: Anatomy of a networking event
When you go to a networking event, your networking opportunities begin as soon as you get out of the car, the subway or off the bus. Start conversations with people who enter the building with you, talk to those who are searching for directions or who press the same elevator button. Being pleasant, warm and friendly never hurts; it doesn’t cost a thing, but it can produce huge returns.
STEP 53: Business cards
Carry plenty of business cards with you so you can quickly hand them out. It’s amazing how many people go to business meetings and networking events without business cards.
STEP 52: Your appearance
People judge you by your appearance even if they don’t know or won’t admit to it, their reactions are deeply ingrained. Like it or not, many decisions are influenced by your appearance, what you wear, how you look and how you present yourself, so do yourself a favor and always try to look your best.
STEP 51: Be considerate
We’ve all been on the receiving end of bull rushes from relentless pursuers who simply refuse to take no for an answer. These persistent characters have such intense focus, such single-minded insensitivity that you can’t shake them. They seem dauntless, impervious to clear rejections and you have to virtually hit them over the head to ward them off.
STEP 50: APPROACHING TARGETS
“Have a bias toward action — let’s see something happen now. Your can break that big plan into small steps and take the first step right away.” RICHARD THALHEIMER, THE SHARPER IMAGE FOUNDER
It’s a steamy, summer Sunday afternoon. You’ve been working like a dog in the yard in the blazing sun to round up mountains of junk that you’ve been stashing and trying to ignore for years. After a few hours, you run out of garbage bags and dash down to the store for a fresh supply.
STEP 49: Expertise
As we’ve previously discussed and will discuss further, to build and maintain a successful network you must be an expert. Expertise must be an integral part of your networking tool kit; you can’t get far without it.
STEP 48: Address list, calendar and writing materials
Don’t leave home without them. Address lists, calendars and writing materials are the networkers’ stock in trade. When you make a new contact, few things are as impressive as coming up with a match and immediately giving the new contact all of the match’s contact information.
STEP 47: Business cards
Like your sound bite, your business card is a vital tool in your networking package. Unlike sound bites, business cards should contain all of your contact information so the people you meet can easily get in touch with you. Business cards are reminders: they are intended to jog a contact’s memory when he/she comes across your card weeks, months or even years after you met.
STEP 46: Description of you, your product or service
If, after you’ve given your sound bite, listeners state that they want additional information, give them your brochure, other print materials or a verbal description. However, if you don’t have or don’t want to give out print materials, be prepared to verbally describe you, your product and services. Think of the description as the follow up or part 2 of your sound bite.
STEP 45: Delivering your message
Maintain eye contact and smile softly when you give your sound bite. Don’t force it with some big, artificial grin. Smile warmly and convey confidence, assurance, conviction and sincerity. Show listeners that you’re proud to deliver your message and that you believe in yourself and the benefits you can provide.
Step 44: Writing your sound bite
Before even attempting to write your sound bite, be sure that you clearly know what it is that you do. Most people don’t know what they do, according to business expert Mitch Axelrod. “If I ask 100 people what they do, 90 of them will mumble, stumble and jumble. They’ve never really sat down and created a statement of what they do that is based on the results they achieved for the people they served.” Axelrod explains. “While we think we know what we do, it’s only from our own perspective. Our clients often perceive the benefits we provided quite differently. And they, and people like them, are usually the targets we’re after.”
STEP 43: Sound bites
A sound bite is your opening, your introduction, your verbal calling card. It’s a succinct, memorable, defining statement that explains who you are, what you do and how you can help. A sound bite is your keynote, so make it good!
STEP 42: YOUR NETWORKING TOOLKIT
“My networking magic formula is to make contacts to get contracts and multiply my exposure to source, serve and motivate everyone I encounter.” MARK VICTOR HANSEN, BEST SELLING AUTHOR
When you call professionals to repair a major appliance in your home, they bring the right tools to handle the job. Similarly, good networkers are always equipped with the tools that they need to do a great job.
STEP NINETY-NINE
Learn the Janitor’s Name
There are a whole bunch of people working below the radar in your workplace or as a part of your workday. The janitor. The UPS or FedEx guy. The woman who takes your order at Starbucks. The cleaning-crew lady who empties your wastebasket—and whom you see only when you’re pulling a late-nighter.
STEP 41: Get creative
Find unusual ways to distinguish yourself and to stand out from the crowd. Use inventive, creative approaches to show targets and potential network partners that you’re someone with flair, vision, imagination and a great sense of humor. Think boldly and give people a laugh.
STEP 40: Get published
To increase your credibility, your profile and your attractiveness to networkers, get publish. Being a published author gives you more than credibility, it gives you the elevated status of being an authority. Authoring a book, and to a lesser degree articles, gives you recognition as an expert.
STEP 39: Seminars and workshops
Seminars and workshops are ideal for increasing your expertise and networking. Attending them can:
• Polish your skills
• Bring you up to speed on industry developments
• Introduce you to new areas
• Introduce you to new people
• Put you in contact with authorities and
• Help build your network.
STEP 38: Get yourself there
Put your self in places and positions where the magic can occur. As Woody Allen said, “Showing up is 80 percent of life.”
“Schedule yourself to be in the right places where you can meet the targets you seek,” Jeff Kahn, the Chief Strategic Officer of Ruder Finn, Inc., advises. “I’ve met at least a third of the people who became my good friends or people who became my business customers in the first class airline lounges or in business class plane seats. Choose the gym where you work out not just because of its equipment, but also factor in the people who you will be there that you interact with.”
STEP 37: Beyond your level
All too frequently, the people we want to meet, those who could quickly catapult us into the upper galaxies, are beyond our reach. Not only don’t we know them, but we don’t know anyone else who can reach them. Calling them blindly without a warm introduction is futile and email seldom works. Occasionally, an email will slip through, but it’s a long, long shot.
STEP 36: Declare your expertise
Tell others about your expertise and why it’s so special. Find ways to promote yourself by writing articles; giving talks; giving demonstrations; starting Web sites, joining groups and participating in conferences, workshops and discussions. Volunteer your service to build your reputation and impress people who may be in a position to help you.
STEP 35: POSITION YOURSELF
“Network everywhere and with everyone. Don’t wait for a special occasion to enjoy the benefits of networking. You never know where you will make a connection that can change your life.” MELISSA WAHL, EXECUTIVE DIRECTOR, NATIONAL ASSOCIATION FOR FEMALE EXECUTIVES
Networks are built around the exchange of information and networking is information intensive. To be both successful and sustaining, networks must constantly receive an influx of new and relevant information; information that network members can take, analyze and then parcel out to their network partners who then can make the best use of it.
STEP 34: Shoot for the top
Aim for the best that is within your reach. Start locally, identify who you know and determine how they can get you to the top. Plan an incremental approach. Get to know neighborhood association members and then move up to your supervisor, alderman, town councilors, mayor, state representatives, governor, US senators all the way to the White House. All the while, keep learning, building your knowledge base so that when it’s combined with your contact base, you will be more desirable.
STEP 33: Narrowing in
Selecting networking targets is always risky. People and businesses are often not what they seem. Even after the most detailed, probing examinations, certain information never comes to light. Many ingredients are involved in matchmaking. Some of them are hard to measure and others are intangibles or personality based.
STEP 32: Prioritize
Select your targets precisely and limit the number of targets you pursue. Instead of trying to saturate large groups, initially concentrate on reaching a few key people who can provide concrete help. Often, when you try to cover everything, you end up handling little well.
STEP 31: Other places and events
When you go to that café that caters to musicians, or to the ballet, the aquarium, or a PTA meeting, networking is seldom your primary motivation. However, networking opportunities can always arise at nonnetworking events. Since the best contacts can be made in the unlikeliest, most unplanned-for situations, you must be alert to all networking opportunities and be prepared to react. You also must take pains to act appropriately.
STEP 30: Networking events
When you attend networking events, your purpose must be clear. In most cases, it’s to get exposure or make contacts for business, nonprofit, philanthropic, social or family reasons or simply to escape. When you go to a Chamber of Commerce mixer, Book Expo or a Sierra Club meeting, you’re generally hoping to meet or hang around people who attend these events.
STEP 29: Identifying people
Before you begin to network:
• Identify individuals you want to meet
• Research your targets
• Have a marketable expertise
STEP 28: Compelling vision
Business success coach and author Caterina Rando takes the concept of identifying your purpose an additional step further. She teaches that to succeed, you must have a compelling vision.
STEP 27: Confusion
We all go through times when we are unsure or vague about our what we want. It happens to everyone. Usually, it occurs when our ideas have not crystallized and we have not fully researched or thought them through. Frequently, we only know that we need a job, would like to attend college or find a place to live, but we haven’t settled on a specific career, particular colleges or acceptable neighborhoods.
STEP 26: Identify your purpose
Before selecting targets, clarify in your mind exactly what you want. Be specific. Do you want to find someone who can help get your kid into Harvard, do you want to hire a wedding videographer who also takes still, black and white photographs or do you want to learn how to start an organic garden with drip irrigation? When you are not completely clear about your purpose, you can’t explain what you want to others.
STEP 25: IDENTIFY YOUR TARGETS
“I’m always looking for people who do a better job than I can.” T. BOONE PICKENS
Networking starts with introductions and introductions come in a number of forms. For the purposes of this book, we have separated them into five categories:
STEP 24: Promises, promises
Most people mean well. When you’re together, they’re warm, friendly and brimming with encouragement, compliments and helpful advice. They have a million ideas as to what you should do and how you should do it. Some may reel off the names of your heroes and claim that they are closest buddies. They may even volunteer to call someone at the top of his/her field, which would put you on the map and solve all your problems. Well, don’t hold your breath!
STEP 23: Identify hurdles
Before you begin to network, examine possible roadblocks that could block or delay your success. At each networking stage, anticipate what could derail your efforts or prevent you from reaching your goal. List all that could go wrong. For example, before you call a potential target, plan what you would do if he/she refuses to take your call.
STEP 22: Observe and file
As you learn to focus, teach yourself to become more observant. Push yourself to look closely, listen and be more precise. Top networkers are keenly observant and are wonderful listeners. They pay close attention to what they see and what is said. They ask questions and make concerted efforts to get names and facts right.
STEP 21: Teachers, bosses and colleagues
Your teachers, bosses and business associates also know and can attest to your strengths and abilities. And, they often benefit from your success. When you progress, it’s a reflection on those who taught you; when you succeed, it makes your mentors look good and enhances their stature and credibility.
STEP 20: You are your product
Regardless of what service you provide or product you produce, remember that you are your product. In networking, you are always on stage. People will watch you with a critical eye and take notice of how you act. If people like and believe in you, they will extend themselves on your behalf, they will speak highly of you to others. People who trust you will give preferences to you, your products or services; preferences that will make your life much easier and your profits much greater.
STEP 19: Get organized
Now that you’ve identified the members of your network, create a system that will always keep you current. Create a detailed network database on your rolodex, PalmPilot® or address book or simply start a separate card or computer file. Also investigate the numerous computer programs that provide contact-organizing services.
STEP 18: Helping
“Helping is the best form of networking,” Stephen Burgay, Senior Vice President of Corporate Communications for John Hancock Financial Services advises. “The key to building a network is establishing good relationships with your network members. You need to get to know them and wherever possible, help them out long before you need them to help you.” If you help, those you helped will pick up your call and they will be more willing to assist you.
STEP 17: Taking Inventory
Your network inventory
Sharpen your focus by making a written list your network members. Don’t overlook anyone! Make your network broad and all-inclusive. Titles and positions can be deceptive and not indicate an individual’s abilities, connections or value to your network. Include people who you like and whom you enjoy being with and being associated with.
STEP 16: Listening
Learn to listen and observe. Let others carry the conversation and while they do, pay careful attention to what they say. If you let them speak, most people will be revealing.
Awareness
Focus starts with awareness. Usually, it’s a painless process that is a natural byproduct of our interests and it occurs without planning or effort. When we are truly interested or involved, doors open through which we can see. How many times after being introduced to something new, have you found yourself merrily breezing along when suddenly, your antennae pick up signals that alert you to information about that subject – - – a subject in which a just short time ago you had little or no interest.
“The quickest way to the top is to take everyone with you.” BERNHARD DOHRMANN, COFOUNDER IBI GLOBAL, INC.
If you want to succeed, build a great team. A great team multiplies your prospects for success; it enables you to form relationships with powerful people who can make your dreams come true. A great network supports your strengths, fills in your weaknesses and allows you to trade and build on your teammates’ accomplishments. When you have a great team, people assume that you are great and will stand in line to get to know you, do business with you and help you. They will also be delighted to pay your price.
“All men are caught in an inescapable network of mutuality, tied in a single garment of destiny. Whatever affects one directly, affects all indirectly.” REV. MARTIN LUTHER KING, JR.
Boardroom, Inc., is a publisher of books and newsletters located in Stamford, Connecticut. It was founded in 1971 by Marty Edelston and is best known for publishing the newsletters: Bottom Line/Personal, Bottom Line/Health, Bottom Line/Tax Hotline and Bottom Line/Tomorrow. Boardroom hosts monthly dinners that are so inspirational and provide such unparalleled networking opportunities that we decided to devote a complete chapter to them.
STEP EIGHTY-ONE
Keep Your Rolodex Up to Date
By “Rolodex,” I may be indicating my age, but I mean any place where you keep your contact information, whether on cards, your Palm, or your PC. People move on. Numbers change. And you may simply neglect to enter new contacts—only to regret that fact when you urgently need to contact them.
STEP 12: A way of life
Networking is more than just a marketing tool; it’s a way of life. It’s about how you lead you life, not just about closing a deal. Although innumerable businesses have been built through networking, the principles involved are basic. Networking is the building and maintaining of relationships and relationships require caring, helping, kindness, decency, trust and honoring others. In a nutshell networking about giving and giving generously.
STEP 11: Fate, coincidence and luck
We’ve called this book Networking Magic in deference to the fact that networking often produces baffling and mysterious outcomes. Networking can send us soaring to heights that we might never have scaled by ourselves and launch us off in directions that we never have imagined. The title of this book also conjures up the frequent intervention of events that we can’t control, but which we can prepare for, recognize and capitalize on when they occur.
STEP 10: Trust
Trust is an essential ingredient for successful networks. For networks to succeed, mutual trust is a must! Top networkers will not recommend or extend themselves for those who do not consistently deliver the best; anything less will tarnish their reputations and limit their potential returns.
STEP 9: From the Heart
The most successful networkers build relationships with others because they love people, the dynamics of relationships and are irrepressible matchmakers. They love sharing their lives and experiences and being closely involved with others.
STEP 8: Manipulation
Although networkers understand that everyone wants something, they resent being manipulated, used or conned. If, in the list of offenses, forgetting or being too busy to reciprocate is shoplifting, then out-and-out manipulation is murder one and often carries a life-time sentence.
STEP 7: Reciprocity
In life, we all try to get things from each other; that’s how the world works and has always worked. From ancient times, we have been a people who belonged to tribes and clannish groups. We built societies in which we lived, worked and raised families together.
STEP 6: Diversity
In building a network, create a multi-faceted superstructure that includes contacts who possess a wide variety of skills, interests and backgrounds. Fill you life with network members whose help can quickly be accessed so that their assistance will be available to you when you need it.
Rules of the road
Like most disciplines, networking has basic fundamentals that must be fully understood before proceeding further. Although these elements may seem self evident, think about them and don’t take them lightly, because they form the building blocks upon which successful networks must be built. Examine how each of these basic rules applies to you, your methods and experiences.
STEP 4: Networking is not
“Networking isn’t sales and sales isn’t networking. They’re interrelated, but they’re not the same,” best-selling networking author Susan RoAne advises. “It’s a lifestyle, not a work style. The best networkers don’t know that they’re networking because for them it’s a way of life.”
STEP 3: What is networking?
Networking is the process of building and maintaining relationships. It’s the development of a team that will support your efforts and the efforts of your network teammates to reach your and their goals. In practice, networking is the establishment of multiple informal, loosely-knit, mutual support alliances.
STEP 2
“A network is an organized collection of your personal contacts and your personal contacts’ own contacts.” HARVEY MACKAY, AUTHOR
The night that Sara and Mark moved into their new home, Patsy and Jay dropped by with containers of take-out food, plastic utensils, a bottle of wine, plastic cups and a large manila folder. They placed the food and drinks on a makeshift table that they fashioned from several unopened cartons, convinced the newcomers to take a well-earned break from unpacking and they all sat down to an inaugural meal.
STEP 1
A number of recent publications have heralded networking as the new wonder drug that will enable you to thrive in either a slumping or a booming economy. They give the impression that simply by following a few relatively easy steps, presto chango, you can propel the smallest, most obscure business straight to the top of the Fortune Five Hundred list. Or you could meet the perfect partner, get the ideal job or otherwise strike the mother lode.
STEP THIRTY-EIGHT
Always Know Who’s Who
How many times have we heard, “It’s not what you know, it’s who you know?” Well, it happens to be true. Your ability to transact business is based partially upon what you can do—but it is also based upon what people whom you can get to quickly can do. When it comes to getting a foot in the door or to getting “below the radar” job leads—or simply to helping customers, prospects, and other business associates out with a good referral—nothing beats your personal and professional contact list.
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