8 Steps To Build Relationships After A Networking Event

Deborah Shane, Guest Author

Headed to a networking event? Keep these tips in mind…

We spend considerable time networking in person because we know it’s still the most important way to build relationships with colleagues, peers and potential new customers. We pick the events we want to go to and we prepare.

For bigger conferences, we spend even more time preparing for the sessions and events we want to attend, people we want to meet and build in time for random hook ups.

When you return from a conference you had been planning for, sorting it all out in an organized, timely process is the key to beginning the conversion from connection to relationship.

I talk a lot about the importance of blending in-person networking with social media. The importance of Integrating your personal marketing and branding activities to build reach and impact. I delivered this very content recently at XPO NYC, the largest B2B conference in the northeast.

There is the planning to go, being there and the follow up, probably the most important way to leverage your RON-return on networking.

There are three important things to consider after going to any in-person event but especially bigger conferences.

• Prioritize contacts
• Customize follow-up messages
• Timeliness

Here are eight steps for converting the information and connections into actionable relationships after a big conference.

1. Sort Through Your Cards And The People You Met

Hopefully, every card you got was a person you owned a moment with, or had a meaningful exchange with. I like to write a word or two or note on the card to remind me of what we exchanged.

2. Review All The Sessions You Attended

Take the program and review all the sessions you attended and what was presented. Add notes to the notes you actually took during the session while reviewing it.

3. Review All The Notes You Took

Go through all your notes and highlight the key ideas from the speakers and that you wrote down.

4. Review The Handouts And Information You Got

Take the time to review all the handouts, leave behinds, worksheets, post cards you took home with you. Take advantage of any incentives offered to you by the speakers and conference presenters.

5. Prioritize And Define Who To Follow Up With And Why

Although we gather cards at these events, prioritizing the warm connections and ones that make the most sense to follow up on should be followed up on first. Qualify why, and be specific about what you will follow up with them about.

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6. Draft A Customized Follow-Up Letter To Each Group

Divide your connections into groups and customize a follow-up letter to them, that makes sense and is appropriate for why you should continue. Being thoughtful about this to them will make a big difference.

7. Invite Them To follow Up On Social Media

This is the bridge that can help you get into people’s communities, stream, conversations and get you started in building commonality. Use LinkedIn as a starting point, add Twitter and then if appropriate Facebook. Comment on their blog, or invite them to yours.

8. Create A 30-Day Follow-Up Plan

For the contacts you make you want to develop, make a 30-day plan for each person, or the group of contacts that you met. Be consistent, and interact as regularly as possible. Show up, be a part of and join.

Relationships don’t happen in a week!

These eight steps should be started and worked through immediately. The timeliness of follow-up is critical. You will want to get back to people while you are both fresh in each other’s minds.

Copyright © 2013 – Deborah Shane. Deborah Shane was named a Top 100 Small Business Champion for 2012 and Top 100 Small Business Podcast 2013 by SmallBizTrends.com! She is the Author of Career Transition-make the shift, a personal branding strategist, social media catalyst, writer and speaker. She hosts a weekly blog and a small business radio podcast with over 240k downloads. Deborah’s articles are featured on and regularly quoted in SmallBizTrends.com, Forbes.com, Entrepreneur.com, PersonalBrandingBlog.com and Monster. Engage with her @DeborahShane and visit her at DeborahShane.com.

Larry James presents networking seminars nationally and offers Networking coaching; one-on-one or for your Networking Group! Invite Larry James to speak to your group! His latest book is, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”

Subscribe to Larry’s FREE monthly “LoveNotes for Lovers” eZINE. Contact: Larry James, P.O. Box 12695, Scottsdale, AZ 85267-2695. – CelebrateLove.com

NOTE: All articles and networking tips listed in this BLOG – written by Larry James – are available for reprint in magazines, periodicals, newsletters, newspapers, eZINEs, on the Internet or on your own Website. Click here for details.

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What Do I Say Now?!

Kathleen & Don Thoren, Guest Author

Has someone said something and you weren’t sure what to say back? Seconds tick by and your mind screams, “What do I say now?!” or “Why did I say that?!”

My wife, Kathleen, taught me to say, with curiousity, “Isn’t that interesting” and then… STOP TALKING.

The beauty of this neutral comment is that it turns the conversation back to the other person and…

1. Gives you a chance to think
2. Gives you an immediate response, but you haven’t really said anything or expressed an opinion yet.
3. Gives you a chance to change the way you are listening from a JUDGE OF what was said to an INVESTIGATOR INTO what they meant.

It’s best to ask questions to gain understanding when you are not sure how to respond. However, avoid the “why” question, as it is often received as argumentative. Now, you have your best chance of feeling comfortable with what you say back.

Next… begin investigating for greater understanding.

Here are “FOUR INVESTIGATIVE QUESTIONS” to use. Good questioning techniques save time and improve communication satisfaction.

Opening Questions – These questions cannot be answered with a yes or no. They start with who, what, when, where, and how. Don’t use “why”. Asking these starts the other person talking allowing you to gain clarity.

Encouraging Questions – These questions sound like… “is there more?…and then what?…uh huh?”…with non-verbal nodding. These encourage the person to provide additional information and feelings so you gain a fuller understanding.

Checking Questions – These questions can be answered ‘yes or no’. You are seeking verification about what you think you heard before moving to a conclusion, action step, or completion of the conversation.

Commitment Seeking Questions – This are designed to get a definite “yes” or “no” response. Examples are: will you? do you? should we?

Copyright © 2013 – Kathleen & Don Thoren. Don Thoren helps organizations and people explore their future “could be” and develop plans and skills in its pursuit. Don has been a professional speaker for more than 30 years. He is a member of National Speakers Association and the “Speaker Hall of Fame.” Contact Don Thoren at the Thoren Group in Tempe, AZ.

Larry James presents networking seminars nationally and offers Networking coaching; one-on-one or for your Networking Group! Invite Larry James to speak to your group! His latest book is, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”

Subscribe to Larry’s FREE monthly “LoveNotes for Lovers” eZINE. Contact: Larry James, P.O. Box 12695, Scottsdale, AZ 85267-2695. – CelebrateLove.com

NOTE: All articles and networking tips listed in this BLOG – written by Larry James – are available for reprint in magazines, periodicals, newsletters, newspapers, eZINEs, on the Internet or on your own Website. Click here for details.

Add Larry James as a “friend” to your Facebook page: http://www.Facebook.com/larry.james
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It’s What You DO – Not Where You Are That Counts

Floyd Wickman, Guest Author

I am always so excited to see sales professionals hit their stride and realize the goals that they’ve set for themselves. It’s an amazing rush and an enormous privilege for me and all of our trainers to be able to inspire and teach folks the skills they need to help create amazing careers and lives for themselves. It means even more sometimes when you know someone has truly come from behind, battled the odds to get to where they are and you see them beaming with pride because they reached a milestone they set for themselves.

I believe in the underdog – don’t you? Heck, I was the underdog (or ‘undertaker’ for those of you who remember THAT story!) And I know first hand that adversity can be a rocket booster that fires you up or the anchor that cements you in mediocrity or failure. NEVER let that anchor win friends. Life’s too short to be rooted in old habits, negative attitudes or “stinkin thinkin” as Zig would say.

No matter who you are, where you come from, how much money you have in the bank or what kind of car you drive — you can do extraordinary things when you set your mind to it and take the ACTION to make it happen. I’m living proof as are thousands of successful salespeople I’ve met along the way. Sound like something YOU want to do too?

Here are four good places to start…

1. Inside your own head. We are our own best cheerleaders or enemies aren’t we? I always say, “no one ever built a monument to a critic,” and that includes being our own relentless critic. Find the affirmations that work for you and make them part of your daily routine, morning, midday and night – (and even in between for ‘those’ kind of days.) It’s like fuel for your brain and spirit and affirmations can take you to amazing places!

2. Inside your own body. You know, as I’ve gotten older I’ve never been more aware of how important it is to take care of YOURSELF. You’re given one body in this lifetime – take care of it and it will take care of you. When you are healthier, you can face each day brighter, ready for anything and have the energy to do more, achieve more and reach further.

3. Inside your circle. Did you know that statistics show that most people would prefer to work with the same salesperson again but they don’t because the salesperson never stays in TOUCH? Sales is not about the product or service – sales is about PEOPLE. Connecting with them. Re-connecting with them. Creating powerful, long-lasting relationships. Commit to building and maintaining a book of business so strong that you are top of mind and those that know you care and trust you enough to both do business with you and refer you to their circles.

4. Inside the present. Boy, I know folks that are carrying enough guilt, grief, bad feelings, old habits, and coulda, shoulda, wouldas for a hundred people are more. Cut it loose. As they say – you can’t grab hold of the good stuff TODAY if you’re still holding on to all the bad stuff from the PAST. Today is a gift friends – open it with care.

I have faith that ANYONE can overcome adversity and beat the odds and create the life they want. Absolutely ANYONE. If you need help along the way – connect with one of our trainers or R-Squared groups. You won’t find people more passionate about helping each other succeed, I promise you that!

Copyright © 2013 – Floyd Wickman. For more than 40 years, Floyd Wickman and his organizations have transformed the lives of hundreds of thousands of real estate professionals across the globe. Floyd Wickman is a member of the coveted and prestigious National Speaker Association Hall of Fame and has earned the Council of Peer’s Award of Excellence designation. This honor is shared by speaking industry legends such as Dr. Norman Vincent Peal, Zig Ziglar, and Og Mandino. Visit Floyd’s Website!

Larry James presents networking seminars nationally and offers Networking coaching; one-on-one or for your Networking Group! Invite Larry James to speak to your group! His latest book is, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”

Subscribe to Larry’s FREE monthly “LoveNotes for Lovers” eZINE. Contact: Larry James, P.O. Box 12695, Scottsdale, AZ 85267-2695. – CelebrateLove.com

NOTE: All articles and networking tips listed in this BLOG – written by Larry James – are available for reprint in magazines, periodicals, newsletters, newspapers, eZINEs, on the Internet or on your own Website. Click here for details.

Add Larry James as a “friend” to your Facebook page: http://www.Facebook.com/larry.james
Follow Larry’s “once daily” Relationship Tweet at: http://www.Twitter.com/larryjames
Follow Larry’s “Relationship BLOG” at: http://CelebrateLove.wordpress.com/
Follow Larry’s “Wedding BLOG” at: http://CelebrateIntimateWeddings.wordpress.com
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Networking Events Are a Waste of Time – Unless You Attend Strategically

David Nour, Guest Author

If asked, seven out of ten people will tell you they hate networking events. And yet, we generally recognize they’re necessary. Why? Because we all need strategic business relationships – those relationships with people who can really help you grow toward your personal and professional goals. Certain individuals can help accelerate your ability to achieve your goals. I call these “right people” pivotal contacts. If you don’t have a portfolio full of them, you need networking events.

Pivotal contacts are leaders among their peers. They are “movers and shakers” in their companies, industry verticals, communities. Your pivotal contacts are typically one or two business stature levels above yours. Does that mean they’re out of reach? No – not if you know how to use networking events strategically, to open doors that accelerate your access to them.

There are really only three things you can accomplish at any networking event:

Build Rapport. Demonstrate that you are personable, engaging, well-read and well-spoken, likable.
Establish Credibility. Ask questions that show you know your stuff. This is much more important than any answers you provide! Through your questions, you ascertain whether an individual can be strategic in helping you achieve your goals.
Determine Next Steps – if any! If you have achieved rapport and credibility, you’ve probably discovered something you can do for this individual. In strategic relationships, performance trumps all—which makes this your opportunity to deepen a temporary connection by offering a next step and delivering on it. (But only if you’ve determined this individual is indeed worth further investment of your time.)

Rapport, credibility, next steps; that’s it. To make those fundamentals work for you at future networking events, focus on three key areas:

Mindset. Pick events where you can engage and focus on your target audience. You really can’t build any meaningful relationships at these networking events—you can only lay the groundwork, through the three steps above. So pick your events carefully. Choose only those that will be “target-rich environments,” where your most likely target audience will be in attendance. To choose wisely, you will need clear goals for your networking. Relationship-centric goals come in three types: direct (quantifiable), influence (likely to help things to fall in place on your behalf), and equity (intangible brand-builders). Which outcome will you focus on in at networking events?

Roadmap. Act strategically before, during, and after, leaving nothing to chance. Map out your calendar for the month with the most compelling events. This is your chance to cast a wide net, so include events that extend your circle of influence – if you’re running into the same people everywhere you go, your circle is too small. Take more chances! Research whether your pivotal contacts attend. Event organizers can help.

When you attend an event, show up early and leave late. Engage only as many individuals as you feel comfortable with; don’t rush. Choose opening questions that plant a seed of interest. (No, I’m not going to give you a “perfect” opening question: you have to come straight from your own authenticity.) Use your emotional intelligence to judge how best to make each conversation partner feel comfortable; it’s not just what you say, but how you are, that makes a positive first impression.

You can buy drinks for others if you feel moved to do so and it is appropriate to the setting. Really interesting conversations deserve your generosity. But professional networking events aren’t date nights, so keep it polished and professional. Give your focused attention to others. Listen more than you speak. While your aim is to engage and influence, you want to leave them wanting more. If you sense a potential strategic relationship, offer to exchange business cards.

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The toughest act for most networkers is the disappearing act. How can you disengage, so as not to spend 45 minutes with one person? It’s easier than you think. For example, if you see someone else you know, you can introduce them – then ease away, leaving them to get to know each other. If you notice someone else you’d like to meet, you can excuse yourself by saying you need to talk with someone. And don’t forget, you can simply maneuver the conversation to a close by offering a handshake and saying, “It’s been nice to meet you.” Most people will instinctively pick up on the cue and respond likewise. After all, they didn’t come to this event to spend 45 minutes with you, either.

After the networking event, follow up. As soon as possible, pull out the business cards you’ve collected. On the backs, write when and where you met, some context of the conversation, and any next steps. Become brilliant at offering follow-ups that deliver unique value based on what you learned about each contact. That might include introducing that contact to someone else of interest or value, or sending a report or article you mentioned in your conversation. Add those steps to your calendar. Be absolutely 100 percent reliable in following through on anything that can deepen that momentary contact. Send a personal, hand-written note and you’re dramatically better off than an impersonal “nice to have met you” e-mail.

Toolset. Always carry plenty of business cards, a pen, and a pocket note holder. Dress at the level of the pivotal contacts you aspire to meet – don’t stint on your professional appearance. Your toolset also includes your calendar, to-do list, and any other self-management tools you use, because networking requires your attention before, during, and after every event.

Plan your networking event schedule;, show up prepared to maximize the time you invest; and follow through in ways that deliver value – not just a transaction! If you are engaging, adding value to every interaction, and delivering on short-term commitments, your behavior will elevate you above the noise.

Remember, there are really only three things you can accomplish at any networking event: You can build rapport, establish criteria, and determine if any next steps are needed. Networking is casting a wide net with large holes. You go to meet lots of people—and let those who are not relevant to you slip away with minimum fuss. To be sure you harvest sufficient return on the investment of your time, focus on the biggest fish in the net and appeal to them with your value-adds.

Nour Takeaways:

1. Network with the goal of building rapport, establishing credibility, and determining next steps with potential pivotal contacts.
2. Pay attention to your mindset, roadmap, and toolset: the three components of your networking strategy.
3. Rise above the noise by following up with the right people, delivering unique value based on what you learned about them.

BONUS Article: Networking Events are a Waste of Time…

Copyright © 2013 – David Nour. David Nour is an enterprise growth strategist and the thought leader on Relationship Economics® – the quantifiable value of business relationships. In a global economy that is becoming increasingly disconnected, The Nour Group, Inc. has attracted consulting engagements from HP, Siemens, Amerinet and over 100 marquee organizations in driving unprecedented growth through unique return on their strategic relationships. Nour has pioneered the phenomenon that relationships are the greatest off balance sheet asset any organizations possesses, large and small, public and private. He is the author of several books including the best selling, “Relationship Economics” – Revised (Wiley), ConnectAbility (McGraw-Hill), The Entrepreneur’s Guide to Raising Capital (Praeger) and Return on Impact – Leadership Strategies for the age of Connected Relationships (ASAE). Learn more at www.NourGroup.com

Larry James presents networking seminars nationally and offers Networking coaching; one-on-one or for your Networking Group! Invite Larry James to speak to your group! His latest book is, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”

Subscribe to Larry’s FREE monthly “LoveNotes for Lovers” eZINE. Contact: Larry James, P.O. Box 12695, Scottsdale, AZ 85267-2695. – CelebrateLove.com

NOTE: All articles and networking tips listed in this BLOG – written by Larry James – are available for reprint in magazines, periodicals, newsletters, newspapers, eZINEs, on the Internet or on your own Website. Click here for details.

Add Larry James as a “friend” to your Facebook page: http://www.Facebook.com/larry.james
Follow Larry’s “once daily” Relationship Tweet at: http://www.Twitter.com/larryjames
Follow Larry’s “Relationship BLOG” at: http://CelebrateLove.wordpress.com/
Follow Larry’s “Wedding BLOG” at: http://CelebrateIntimateWeddings.wordpress.com
Follow Larry’s “Authors & Speakers” BLOG at: http://www.AuthorsandSpeakerNetwork.wordpress.com/

Muster Your Gumption!

Muster – (mûs’tər), To call forth; summon up.

Gumption – /ˈgəmpSHən/, Shrewd or spirited initiative and resourcefulness.

So many people have allowed their “get up and go” to drizzle to a halt. You must command your “GO” to giddy-up! What got you to where you are, won’t get you to where you are going. Sprinting to the winner’s circle requires gumption; that extra surge of energy that let’s everyone know that you are serious about what you want to do and where you want to go. It requires a sudden burst of activity that sets of alarms. You don’t slow down, you shift into fast forward.

You must demonstrate your initiative and resourcefulness. You cannot allow distractions. It’s called staying on target.

You know what you want and are committed to making it happen.

That said… when you are networking it’s even more important to muster your gumption! It’s easy to get distracted. You attend a dozen meetings and nothing much seems to be happening. Disappointment and discouragement sets in. Discouragement sucks away enthusiasm. You become bamboozled! You keep doing what you’ve been doing and it flat isn’t working.

If you always do what you’ve always done, you will always get what you’ve always gotten! You can muster all the gumption you can imagine and still not get anywhere if you don’t know what you need to do to make networking work for you.

“There are only 3 things that can make your dreams come true: your thoughts, your words, and your actions.” ~ Mike Dooley

The solution? Start fresh. It’s never easy to admit that what you have been doing isn’t working but perhaps you might consider changing your thinking about networking, focus on speaking only good about it (instead of complaining), getting some new direction from someone you look up to who is doing well and then begin again… in other words, start all over.

I dare say that the largest percentage of people who are actively networking really don’t understand the basics of networking and I doubt seriously that they have ever read a book about it much less attended a workshop or seminar that might be helpful in their pursuit of networking success. So it you want to create a little “one-ups-manship” on those people, I suggest that you get busy learning all you can about it.

“Networking is. . . using your creative talents to help others achieve their goals as you cultivate a network of people strategically positioned to support you in your goals… expecting nothing in return!” ~ Larry James

Networking success doesn’t come overnight. So many people I’ve met use networking as a last resort. They begin networking when there is nothing much going on and they are backed into a corner. Succeed or find another line of work. Quitting is not a wise solution.

Mustering your gumption won’t help much if you don’t know what to do!

When I first started networking I failed miserably. I didn’t have a clue about what to do. I too, was disappointed but smart enough to know that my disappointment was with ME not networking.

I dived in the deep end of the pool. I read every book I could find on the subject, started my own business networking group, and began training the more than 65 business people who had put their faith in me by paying hefty monthly dues and who committed to put into action the 10 commitments of networking that I was teaching. With the success of the group attracting more and more people who wanted to join the group, The Ten Commitments of Networking became a book and I started 9 other business networking groups.

There is no one who can honestly say that I don’t practice what I teach. I believe that networking education is the key. Too many business people start networking because it sounds like a cool thing to do, but without a clue of the networking rules for success. The basics of business networking remain the same: make connections, listen well and follow up. Learn the “rules of networking” and you will land more prospects, more referrals, and much more business.

Networking Rules! You bet it does and networking also has specific rules. If you are uncertain of what they are, do what I did. Read every good book you can find about networking, attend networking training sessions or seminars and put what you learn into action. The more you learn about what you didn’t know you didn’t know, the more your confidence will grow.

Learn the “how tos” of business networking FIRST… then muster your gumption! Networking demands grit, guts and gumption! It may still take some time for networking to work because networking is about building relationships and to build effective relationships it takes time which means that you must also learn patience.

I can assure you that – when you begin to learn more about networking – you will be better at networking!

Copyright © 2013 – Larry James. Adapted from Larry’s latest book, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Larry James is a Professional Speaker, Author and Networking Coach. He presents networking seminars nationally and “Networking” coaching by telephone or one-on-one. Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”

Subscribe to “Networking HQ BLOG with Larry James” and receive a fresh networking article or tip every 4th day by e-mail. Click on the “Email Subscription” link on the right under the “search” box. You can unsubscribe anytime!

Subscribe to Larry’s FREE monthly “LoveNotes for Lovers” eZINE. Contact: Larry James, P.O. Box 12695, Scottsdale, AZ 85267-2695. – CelebrateLove.com

NOTE: All articles and networking tips listed in this BLOG – written by Larry James – are available for reprint in magazines, periodicals, newsletters, newspapers, eZINEs, on the Internet or on your own Website. Click here for details.

Add Larry James as a “friend” to your Facebook page: http://www.Facebook.com/larry.james
Follow Larry’s “once daily” Relationship Tweet at: http://www.Twitter.com/larryjames
Follow Larry’s “Relationship BLOG” at: http://CelebrateLove.wordpress.com/
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Are You Fouling Up in Your Follow Up?

Connie Kadansky Let her know when posted!!

Connie Kadansky, PCC, Guest Author

Recently, I had a woman tell me that she had attended a networking event and met someone who was very interested in her services. I asked her what her next step was going to be. She replied “Oh, I’ll probably call in about three days – I don’t want to appear desperate.”

I believe that 70% of the sale is engagement and uncovering a need. This woman had engaged a prospect and uncovered a need – she was 30% away from making a sale!

Sales call reluctance is the emotional hesitation to prospect and self-promote. Any time someone is coming from a “don’t want” they are coming from a fear perspective. Sales Call Reluctance is nothing to be embarrassed about, living with it needlessly is.

When at a networking event, take time with people. If you uncover interest with someone, it’s highly recommended that you both agree on specifically how you will re-connect to continue your conversation.

Time is of the essence!

BONUS Articles: Seven Steps To Building Your New Relationships Through Follow-Up
Your Networking Fortune is in Your Follow-Up!
5 Ways to Use Follow Up to Achieve Results

Copyright © 2013 – Connie Kadansky. Connie Kadansky, Sales Call Reluctance Coach, helps salespeople get their “ask” in gear. Visit Connie’s Website!

Larry James presents networking seminars nationally and offers Networking coaching; one-on-one or for your Networking Group! Invite Larry James to speak to your group! His latest book is, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”

Subscribe to Larry’s FREE monthly “LoveNotes for Lovers” eZINE. Contact: Larry James, P.O. Box 12695, Scottsdale, AZ 85267-2695. – CelebrateLove.com

NOTE: All articles and networking tips listed in this BLOG – written by Larry James – are available for reprint in magazines, periodicals, newsletters, newspapers, eZINEs, on the Internet or on your own Website. Click here for details.

Add Larry James as a “friend” to your Facebook page: http://www.Facebook.com/larry.james
Follow Larry’s “once daily” Relationship Tweet at: http://www.Twitter.com/larryjames
Follow Larry’s “Relationship BLOG” at: http://CelebrateLove.wordpress.com/
Follow Larry’s “Wedding BLOG” at: http://CelebrateIntimateWeddings.wordpress.com
Follow Larry’s “Authors & Speakers” BLOG at: http://www.AuthorsandSpeakerNetwork.wordpress.com/

Why Your Handshake Could Be Damaging Your Reputation

Heather Townsend, Guest Author

What’s worse? A palm-shattering, bone crunching handshake? Or, a being offered a hand which feels more like a limp fish?

Originally handshakes were used to prove that we came in peace and did not have a weapon. Nowadays, we use handshakes all the time – but particularly when meeting and greeting someone.

Handshakes are a sign of trust and help build strong relationships. As a busy professional, it is important that you make a memorable positive impression when you are out networking or meeting potential new clients.

For info, click cover!

Your handshake is just one of the ways you can build a positive first impression. It’s interesting to note that a study by the Incomm Center for Trade Show Research has found that if you shake hands with people, they are two times more likely to remember you than if you didn’t shake hands.

Psychologists have found that if you take the initiative and move forward to meet and greet a person, their impression of you will be more favourable than if you waited for them to make the initiative.

However, handshakes mean different things in different cultures. In today’s global marketplace, you could find yourself doing business with people from Africa, Japan or America. Where as in the US, a firm handshake equals self-confidence, but in Africa a limp handshake is the way to do it. In Africa, expect to be shaking hands for as much as a couple of minutes. In the US expect to get some very strange looks if your handshake goes on for more than a few seconds.

I’m guessing that many people don’t know the full impact of their handshake – and don’t even give their handshake a moment’s thought. My suggestion is you need to be aware of the first impression that your handshake portrays. That’s right, I’m suggesting that you practice your handshake on friends and family and ask how it comes across. Sounds embarrassing? Better that you know about a problem, before it impacts on your career or potential to win new business.

BONUS Article: When You Shake Hands… Really Shake Hands!

Copyright © 2013 – Heather Townsend. Heather helps professionals and firms become the Go-To-Expert. Unusually for someone with an Engineering Degree, she accidentally became a writer and used her knowledge on social media to write the current best-selling and award-winning book on networking, “The Financial Times Guide To Business Networking.” (75 five star reviews on Amazon). She is a widely published writer, international speaker, Executive Coach and a referral marketing expert.

Larry James presents networking seminars nationally and offers Networking coaching; one-on-one or for your Networking Group! Invite Larry James to speak to your group! His latest book is, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”

Subscribe to Larry’s FREE monthly “LoveNotes for Lovers” eZINE. Contact: Larry James, P.O. Box 12695, Scottsdale, AZ 85267-2695. – CelebrateLove.com

NOTE: All articles and networking tips listed in this BLOG – written by Larry James – are available for reprint in magazines, periodicals, newsletters, newspapers, eZINEs, on the Internet or on your own Website. Click here for details.

Add Larry James as a “friend” to your Facebook page: http://www.Facebook.com/larry.james
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Networking Events — Which Event Or Organization Is the Right One for You?

Sue Clement, Guest Author

Recently, I was talking with a business owner who was grumbling that networking was a waste of time.

Every month they spend days and evening at numerous networking events but hadn’t received any new business. Much to their despair, they’ve just experienced a shrinking wallet and a growing waistline from all those eggs and sausages and rubber chickens.

Do you sometimes feel like you’re on a networking frenzy – bopping from one event to another hoping to make that “right” connection and make a sale?

Well, listen up – successful networking is more than attending a dozen events every month. Instead just pick a few that you can commit to and then invest your time to leverage it fully.

Think QUALITY over QUANTITY.

Remember networking is about building relationships – you need to be visible and make connections to get the best result from you time. If you join a group you need to go consistently enough to build the relationship. Only attending once or twice a year won’t work!

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With time in such a high demand, how does one go about selecting the right networking group to join or event to attend?

Consider:

The Mix of Attendees

• are they people you connect with
• do they share or service your target market
• can you comfortably pass referrals to them
• do you have anything in common with other members
• does it fit your style – professional, casual, educational, fun etc.

Convenience – if you’re joining a networking group this is essential.

• is the location easy to get to
• is the day or time one you can attend consistently

So before you join a group or run out the door to another networking event – STOP! and re-evaluate your efforts. Which have the best opportunities for you?

But don’t forget – Networking isn’t selling and it’s what happens after the event that makes the real difference.

Make a personal commitment to follow up with everyone you have a conversation with and then pick one person to have a coffee with. It’s a great way to expand your network and grow referrals. You’ll gain increased visibility, have stronger connections, leverage your time AND get more business.

BONUS Articles: Shop for a GREAT Networking Group… Then STOP!
Choosing a Networking Group

Copyright © 2013 – Sue Clement. A dynamic speaker, author, referral expert, and business coach Sue Clement is known for expediting business success. With over 30 years experience in management and sales, Sue brings a depth of real world experience to her clients and audiences. After building a local employment agency from concept into a multi-million dollar enterprise, she is no stranger to the challenges of owning a business and is an expert in marketing, sales and customer service. Sue is an advocate of building powerful networks to leverage one’s success. Visit her Website at: http://www.SueClement.com/

Larry James presents networking seminars nationally and offers Networking coaching; one-on-one or for your Networking Group! Invite Larry James to speak to your group! His latest book is, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”

Subscribe to Larry’s FREE monthly “LoveNotes for Lovers” eZINE. Contact: Larry James, P.O. Box 12695, Scottsdale, AZ 85267-2695. – CelebrateLove.com

NOTE: All articles and networking tips listed in this BLOG – written by Larry James – are available for reprint in magazines, periodicals, newsletters, newspapers, eZINEs, on the Internet or on your own Website. Click here for details.

Add Larry James as a “friend” to your Facebook page: http://www.Facebook.com/larry.james
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Networkers!… BE a Verb!

Networking Advice from Frank De Raffele:

Networking is a Verb ~ Not a Noun.

What does that mean?

A verb, as described, by our 4th grade teachers, is an action word. A noun is an object or thing. That means that in order to network you must take action … do stuff … not just show up at things and be seen. If you go to a chamber meeting and just “be there” then you are a noun … you are just an object. If you go and actually participate and make things happen … you are now taking action … you’re a verb.

You are not going to find any form of marketing more important and probably more effective than your networking efforts during the next 12 to 24 months. That means that no matter what type of marketing campaigns you are doing they will be 5 to 10 times more effective if you are supplementing them with relationship networking.

If you are in a strong contact network (such as BNI) you have an advantage over every other businesses out there, especially your competitors.

You have a group of like-minded people who believe in the development of relationship marketing and they practice the Givers Gain® philosophy.

There is no recesssion for you … so go take action … go BE A VERB!

Copyright © 2013 – Frank De Raffele. Frank De Raffele is the Founder/President of the Entrepreneurial Excellence Worldwide, Inc. a personal and professional development firm. Frank is the co-author of, Successful Business Networking, (Chandler House Press 1998) and a contributing author along with Stephen Covey, Jack Canfield, Jay Conrad Levinson, Dr. Ivan Misner, Zig Ziglar and Ken Blanchard to the Wall Street Journal and New York Times Best Seller, The Masters of Networking (Bard Press 2000). Visit Frank’s Website.

Larry James presents networking seminars nationally and offers Networking coaching; one-on-one or for your Networking Group! Invite Larry James to speak to your group! His latest book is, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”

Subscribe to Larry’s FREE monthly “LoveNotes for Lovers” eZINE. Contact: Larry James, P.O. Box 12695, Scottsdale, AZ 85267-2695. – CelebrateLove.com

NOTE: All articles and networking tips listed in this BLOG – written by Larry James – are available for reprint in magazines, periodicals, newsletters, newspapers, eZINEs, on the Internet or on your own Website. Click here for details.

Add Larry James as a “friend” to your Facebook page: http://www.Facebook.com/larry.james
Follow Larry’s “once daily” Relationship Tweet at: http://www.Twitter.com/larryjames
Follow Larry’s “Relationship BLOG” at: http://CelebrateLove.wordpress.com/
Follow Larry’s “Wedding BLOG” at: http://CelebrateIntimateWeddings.wordpress.com
Follow Larry’s “Authors & Speakers” BLOG at: http://www.AuthorsandSpeakerNetwork.wordpress.com/

Just How Referrable Are You?

Victoria Trafton, Guest Author

We all want more referrals for our business right? Who wouldn’t, 1 out of 6 referrals close versus 1 out of 20 prospects obtained by other marketing methods. Our studies at Referral Institute of Central Arizona show that 1 out of 10 past clients buy again so a referral is even better than a past client.

Are you achieving those closing ratios with your referrals? Are you getting all the referral business you want? Do you give more referrals than you receive? Your ability to win the referral game depends on one thing – your “Referability Quotient.” Just how referable are you anyway? If you have deep relationships with people who want to help you and you are not getting a lot of high quality referrals, you need to look at your RQ.

I devised a way to determine my RQ and I will share that with you. It is not particularly scientific but it will give you a starting point. After all if you can’t measure something you can’t systematically improve it. Rate yourself on a scale of 1 to 10 with 1 being low and 10 being high . How referable are you? That’s your RQ. Be realistic. If you think you are a 10, you must be getting all the referral business you want.

You can check your self assessment by looking at the percentage of your business that has come from referrals in the last 12 months. Once you get the percentage, divide that by 10. How does that final number compare with your self-determined RQ. You may have rated yourself an 8 and you got 60% of your business by referral. If you divide the 60% by 10, there is a gap between your assessment of yourself (8) and the referral business you got (6). So, it might be worth a look to see how to improve your RQ.

How do you improve your RQ? There are two philosophies that are essential for a high RQ. One is the idea of “Givers Gain®“. This is the “motto” of BNI, an international networking organization that has generated billions of dollars of referred business for its members for more than 20 years. Members of BNI experience the benefits of adopting this philosophy. Those who join a chapter and attend every week with the intention of giving to others, get a lot of referrals. If they use the training available and proven structure of the group process, others are able to send referrals their way. They are motivated to give referrals to people who make a regular contribution to the group.

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The second philosophy is “It’s all my fault”. We teach this philosophy at Referral Institute. Here’s how it works:

1. If I get poor quality referrals, it’s all my fault. Perhaps I need to educate my referral partners on what a good referral is for me.

2. If I don’t get referrals, it’s all my fault. Perhaps I need to work with my referral sources and train them on how to refer business to me.

3. If I can’t close referrals, it’s all my fault. Perhaps I need to work with my referral sources to put together a layered referral strategy that builds to the close in such a way that I am almost guaranteed to get the sale.

Whatever the “problem” is, it is truly all my fault. In the past years of studying referral marketing and learning strategies and techniques to give and get good referrals, I have learned that referral relationships need to be developed before we ask for and expect referrals. Referral sources also have to be trained on what I do, how to promote me to their contacts, and what a good referral is for me. We also have to work together to assure I approach their contact in the right way so I protect their relationship and enjoy the benefit of third party trust in making a sale.

All of this takes training and time to implement. Our focus at Referral Institute is 100% referral marketing because we have seen proof that people educated in referral marketing are very successful in achieving all their business goals through referrals.

Copyright © 2013 – Victoria Trafton – Reprinted with permission. Victoria Trafton is a referral marketing specialist. She is the owner of Referral Institute of Central Arizona, a referral training and consulting company. For further information: www.ReferralInstituteAZ.com, and www.VictoriaTrafton.com.

Larry James presents networking seminars nationally and offers Networking coaching; one-on-one or for your Networking Group! Invite Larry James to speak to your group! His latest book is, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”

Subscribe to Larry’s FREE monthly “LoveNotes for Lovers” eZINE. Contact: Larry James, P.O. Box 12695, Scottsdale, AZ 85267-2695. – CelebrateLove.com

NOTE: All articles and networking tips listed in this BLOG – written by Larry James – are available for reprint in magazines, periodicals, newsletters, newspapers, eZINEs, on the Internet or on your own Website. Click here for details.

Add Larry James as a “friend” to your Facebook page: http://www.Facebook.com/larry.james
Follow Larry’s “once daily” Relationship Tweet at: http://www.Twitter.com/larryjames
Follow Larry’s “Relationship BLOG” at: http://CelebrateLove.wordpress.com/
Follow Larry’s “Wedding BLOG” at: http://CelebrateIntimateWeddings.wordpress.com
Follow Larry’s “Authors & Speakers” BLOG at: http://www.AuthorsandSpeakerNetwork.wordpress.com/