Networking HQ BLOG with Larry James

Thursday, March 31, 2011

Knowledge Versus Belief

Filed under: Guest Author Articles,Networking Article,Personal Growth — Larry James @ 7:00 am
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Greg Peters, Guest Author

One of the challenges of networking for a lot of people (including myself at times) is the old “knowledge versus belief” problem. We know that the best long-term strategy to succeed in our business and personal life is developing strong relationships through networking. The problem is we don’t always believe it. What else could cause us to try to sell at a networking event, despite the fact that the numbers don’t support it?

gregpeters

Greg Peters

Okay, so most of us aren’t that blatant about it, but sometimes when we’re talking to someone we hear that voice in the back of our heads saying “This guy is never going to need my widgets. I should go talk with someone else.” We’re ignoring the fact that, while he doesn’t need our product, his sister very well might – and we’re never going to discover that until we learn more about him and who he is.

So, how do we embed this belief into our hearts? Maybe it just takes a mental exercise.

You’ve probably heard about keeping a “Victory List”. For those who haven’t, the idea is to make a list of all of the victories you’ve had in your life. Then you periodically look back on it to give you confidence that you can achieve even more in the future. This is a great practice and I definitely think everyone should maintain such a list. Here’s the twist on it, though. Each night when we do our networking scorecard, or do our planning for the next day, or even just after we turn out the lights, we should take something from that list and reflect on how many people helped us get there.

Who were the teachers who gave us the knowledge? Who were the coaches who pointed the way? Who were the friends and family who supported us? Who were the heroes who inspired us? Who were the partners who contributed their effort? Who were the connections who made the introductions? Who were the advocates who went to bat for us?

In short, who made it possible for us to succeed?

If we do this exercise just a few times, it quickly becomes apparent how much more important the relationship is than the sale. If we do it daily for a few weeks, we’ll be a lot less likely to slip into “sales thinking” and be a lot more likely to look for ways to connect which each new person you meet.

BONUS Articles:Networking and Selling DO NOT Mix!
Sell Yourself. . . NOT Your Services!

netHQCopyright © 2011 – Greg Peters. Reprinted with permission. Greg Peters built a thriving Web development business over the last fifteen years using only the networking skills he developed during that time. A computer programmer by training, he was the original reluctant networker. Through study, practice, and lots of trial and error, however, he has been able to transform himself into a networking superhero — a transformation he would like to help all entrepreneurs make.

Greg now has a coaching practice helping people develop their skills to build better connections and stronger networks. In addition to his blog, “The Reluctant Networker“, he also speaks to groups regularly on the topic of good networking practice

Larry James is a Professional Speaker, Author and Coach. 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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Add Larry James as a “friend” to your Facebook page: http://www.Facebook.com/larry.james
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Sunday, March 27, 2011

Networking is NOT a Card Game. . .

Filed under: Business Cards,Networking Tip — Larry James @ 7:00 am
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It’s not only about giving and receiving business cards.

At a recent very large networking event, I counted 83 people who – without telling me about their business – shoved their card into my hand without knowing whether I wanted it or was even interested in their business. Those cards when into one pocket. I briefly looked them over when I got back to my office and threw all but 4 away.

In my other pocket were 6 business cards from people I actually had a conversation with and wrote something of our meeting on the back of their card to help me remember them. Those 6 people are the ones I followed up on first.

Only give your business card after you have had a sincere “conversation of interest.”

Keep your business cards in the breast pocket of your coat, a shirt pocket, or in an outside pocket of your purse so they are easy to access and in good condition. Never leave home without them. NEVER listen to anyone who says it’s not important to have business cards at a networking event. It reveals an exaggerated sense of one’s own importance and is arrogant, ignorant and unsophisticated. In other words, it’s stupid.

Better impressions are made when you demonstrate your interest in the other person rather than unloading your routine business story and business card on them. Rapport must be established. You must avoid just giving a business card and hope that they will call.

“Speak to a few people and have genuine conversations rather than rush around the room trying to grab a card from everyone. Show a genuine interest in the other person and engage in conversation rather than trade elevator pitches.” ~ Andy Lapata

A networking event is not a time to see how many business cards you can acquire. Rather, it is a time to develop a few relationships that have potential. PLEASE. . . resist the temptation to thrust your business card on anyone unless they ask for it until rapport has been established and the result is a mutual exhange. Invest a few minutes to get to know each person you meet.

When receiving a card from someone, take a moment to write yourself a note on the back of the card to remind you of the conversation and where you met.

When given a business card, don’t just take it and place it in your pocket. Make the person feel important by looking at their card for a few seconds. Look for what I call, “a conversation starter.” You might see something that could be a topic of discussion. Say their name aloud several times during the converstion and comment on it or something that is on their card. This will help you remember their name and also make them feel good.

Never, never give a business card to people in whom you can barely detect a pulse. 😉

10CsbuscardNEW

BusinessCard2.com is a virtual online card that sits on a website. You make a “tiny” portfolio online in which you’ll be able to integrate your networks (Facebook, Twitter, YouTube, LinkedIn, etc.). Then you would also include a little information about you and how to contact you. This works great if you are active on social networks or e-mail and want to give people you meet online some quick information about you. Also great to place on your websites, blogs, forum signatures, etc. If you want to see an example of what it looks like you can visit my Card.ly here. This is a handy tool to use for a quick follow-up with someone you meet at a Networking event.

netHQ

Copyright © 2011 – Larry James. Larry James is a Professional Speaker, Author and Coach. 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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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
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Wednesday, March 23, 2011

They Don’t Care About You. . .

Filed under: Networking Tip — Larry James @ 7:00 am

Do you waste people’s time when you first meet at a networking event by shoving your business card in their hand and immediately switching to “sales mode” by boring them with what you do? Save your breath. They don’t care!

If you do, your mindless chatter is considered unsolicited and exceedingly annoying! It’s silly, a major time waster, and it’s totally ineffective. You will only succeed in frustrating yourself and annoying the people you network with.

One of the biggest mistakes people make at networking events is to talk excessively about “their” company or product long before the person they are talking to has any reason to care. People do not like to be bombarded with information they haven’t requested. Networkers like this will cause you to spend a lot of time and produce ZERO results.

On your drive home you may wonder why. Many eventually believe that networking doesn’t work and see it as a waste of time. They are right! That way doesn’t work. . . ever!

Instead talk about things that interest them. . . themselves!

“It is impossible to need excuses when the focus of your life shifts from ‘What’s in it for me?’ to ‘How can I serve?'” ~ Wayne Dyer

Have you ever been in a conversation with someone whose technique was to focus on asking you questions about you or your business and thought, “Wow! What a great conversationalist” and later realize that you were actually the one doing most of the talking?

There is a great lesson here.

The greatest percentage of people you talk to at networking events are in the mode of “what’s in it for ME!” Don’t talk about your company or product. There will be time for that later provided the two of you click and you both decide that building a business relationship might be beneficial to each of you.

Ask lots of questions about them. What you ask should be relevant. You can’t ask too much. When you keep the conversation focused on them, they get that you are really interested and their response and reaction is usually predictable. They feel good about talking with you. You “connected!” Effective and focused questions have promise. They identify areas where you can help. You can never learn anything if you are always the one doing the talking.

• What do you do?
• How did you get started in the (fill in the blank) business?
• How long have you been doing it?
• What do you enjoy most about what you do?
• How could I know if someone I know could be a prospect for you? – etc.

No one will walk away from you when they are talking about themselves. People love the spotlight. Design your questions to put them in it.

gogiver

This modern-day business parable, a quick read in the spirit of The Greatest Salesman in the World and The One Minute Manager! Click book cover to order!

Your intent must be pure. The people who are successful in business networking are those who are genuinely interested in people. They care about helping others. They are “givers” not “takers.” They have a specific intention of being of service; of being a connector; that is, asking questions whose answers identify people who can be of service to them and then assisting them in making the connection.

“People don’t care how much you know until they know how much you care. . . about them!” ~ (Note: This quote has been atributed to Zig Ziglar, Cavett Robert, John C. Maxwell, Theodore Roosevelt and others.) 😉

Basic Sales 101 says: “People buy benefits.”

How can what you can do for them be something they care about hearing more about? When you do get an opportunity to talk about you, talk about what your company or what you can do FOR them.

“Think about each of your products and services and what needs are satisfied [or what benefits are provided]. Then, think of how you can identify groups in that category and what you will say to speak to the core need. Alternatively, think about what products and services you offer that fill each need. The more basic the need, the better the response you can expect.” ~ Matt Michel, CEO of the Service Roundtable

Invest your valuable time only where you will get a return. And for goodness sake, do it the right way. The time that you are wasting in attempting to sell to people who don’t care is time that is stolen from helping the people who do.

Focus on building the relationship first, and the leads and referrals will automatically begin to flow.

“You can have everything in life you want if you will just help enough other people get what they want.” ~ Zig Ziglar

netHQ

Copyright © 2011 – Larry James. Larry James is a Professional Speaker, Author and Coach. 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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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/

Saturday, March 19, 2011

How to be a Smokin’ Hot Piece of Brain Candy!

Filed under: Networking Tip,Video — Larry James @ 7:00 am
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Scott “The Nametag Guy” Ginsberg, Guest Author

Are you brain candy or eye candy?

Eye candy is an idiom of physical attractiveness that means “someone with high visual appeal, yet little or no substance.”

cerebralcortexThink Vin Diesel and Paul Walker in The Fast & The Furious.

Think Cameron Diaz, Lucy Lu and Drew Barrymore in Charlie’s Angels.

Those movies were easy on the eyes. Fun to watch. No brainers. Mindless entertainment.

In other words, they didn’t exactly stimulate your, um, cerebral cortex.

Brain candy, on the other hand, is a less common term. When you google the phrase, about a million hits come up, but few point to an actual definition.

Brain candy is an idiom of psychological attractiveness that means “someone with high mental appeal AND significant substance.”

scottginsburg2Here’s how it works:

Brain candy is more ENDURING. – Because when you’re 65, your butt won’t look so hot.

Brain candy is more ATTRACTIVE. – Because it actually takes hard work; not just money, genetics and clothes.

Brain candy is more EQUITABLE. – Because it makes you, your brand and your organization more valuable every day.

Brain candy is more MARKETABLE. – Because customers will pay LOT of money for you to rock their (mental) world.

Brain candy is more APPROACHABLE. – Because when you’re aligned with smart people, you look smart. And that IS sexy.

Brain candy is more MEMORABLE. – Because while physical attractiveness captures someone’s EYE for a few minutes; psychological attractiveness capture someone’s BRAIN and HEART forever.

REMEMBER: Eye Candy eventually loses its flavor. Brain Candy stays sweet forever.

netHQ

Copyright © 2011 – Scott Ginsberg. Scott Ginsberg is a professional speaker, “the world’s foremost field expert on nametags” and the author of “HELLO my name is Scott” and “The Power of Approachability.” He speaks to companies and associations who want to become UNFORGETTABLE communicators – one conversation at a time. He’s “That Guy with the Name Tag.” Visit his BLOG.

Larry James is a Professional Speaker, Author and Coach. Larry James presents networking seminars nationally and offers Networking coaching; one-on-one or for your Networking 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.

letsbefriends2

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/

Tuesday, March 15, 2011

Monkey See, Monkey Do! – Be a Change Agent!

Filed under: Networking Article,Networking Tip — Larry James @ 7:00 am

You’re at a networking event. Check out the scene.

Does anyone look like they know what they are doing? Or. . .are they running around passing out and collecting as many business cards as they can stuff in their pockets or purses? How smart is that? That is NOT networking!

followtheleaderNetworking is NOT about you! It’s about helping others.

It’s not some last-minute thing you do to save your business from the brink. Developing new relationships take time.

I love networking. It is what helped get me to where I am today. Networking got me interviewed by Barbara Walters on ABC TV’s “The View.” It helped me connect with a major book distributor which put my books on the shelves of nearly every major book store in the U.S. It helped me connect with international publishers who now print my networking book (Ten Commitments of Networking) in 11 countries world-wide. It didn’t happen by attending an event and collecting business cards and it certainly didn’t happen over night.

It took patience, persistence and a sincere desire to help others first. Networking is a breeze and it really works if you do it right. Do it right and if you are really well connected you can find out what you want in 2 to 3 phone calls to others in your network of support.

If you always do what you’ve always done, you will always get, what you’ve always got! Perhaps it time for all of us to be different and do things – meaning networking – differently. Don’t be like everyone else. Hang out. Observe. Pay attention to what is going on in the room and venture outside the ordinary. Monkey see, monkey do may not be your best strategy. How far do you think following someone who doesn’t really know what they are doing get you?

toteachistolearnFollow in the footsteps of the networking experts – the leaders – who religiously follow networking protocol. Evolutionary psychology tells us that people follow because the benefits of doing so outweigh the costs of going it alone or fighting to become the leader of a group. Tune in to the leaders who have studied the many benefits of business networking and learned to put others ahead of their own interests. Read their books. Attend their seminars. Follow their networking blog. Ask them to mentor you. Explore all the possibilities of effective networking.

People respond differently when you show a sincere interest in them. After all, the primary strategy in networking is building long-term business relationships – the benefit of which shows up after trust is established and eventually as someone with whom you can exchange business ideas, discuss ways to promote your business, business leads and more. The long-term effect is “win-win” for everyone!

When you attend networking events and do what everyone else is doing, I can assure you that will not work.

Be different. People who are intentionally different stand out in a good way. Be a change agent. Make it part of your mission to help teach others how to effectively network by being a good example.

Plug into the networking experts. Find someone who will push you to become a better networker. You can learn what you need to know and teach what you’ve learned by following them. Offer to speak to your networking group and other networking groups about what you have learned. Learn and serve. When you do, you step into a new world of networking possibilities. I guarantee it!

netHQ

Copyright © 2011 – Larry James. Larry James is a Professional Speaker, Author and Coach. Larry James presents networking seminars nationally and offers Networking coaching; one-on-one or for your Networking 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!” Larry James provides “Networking Coaching” one-on-one and to networking groups!

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.

letsbefriends2

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/

Friday, March 11, 2011

Premature Solicitation & Other Networking Nightmares

Filed under: Guest Author Articles,Networking Article — Larry James @ 7:00 am
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Michelle Villalobos (vee – ya – low – bos), Guest Author

Question: What do you call it when someone hands you a business card before you’ve even had a chance to speak?

Answer: “Premature Solicitation!”

If you network at ALL then I’m sure you’ve met this guy… the guy that walks up to a group of people and hands out his business card like he’s dealing blackjack. And I’ll bet you’ve rolled your eyes and thought (I’m definitely NOT calling THAT guy). Eeeeew.

networking2Bad networking is bad news.

Despite the annoying parts, networking (the right way) has truly transformed my business. It has directly translated into revenues by generating new readers for this newsletter, traffic to our events, and a viral, word-of-mouth effect that has grown our email list into the several thousands in just over a of year!

Unfortunately, while I’m out there, I experience lots of wimpy handshakes, over-eager salespeople, lack of eye contact, rudeness, close talking, bad breath, failure to follow up (which, by the way, the MAJORITY of people who network admit to)… and more. Ugh.

But there’s hope! Here’s a little secret: when I started “networking” (I use the term loosely), I was terrible at it.

I used to walk into events terrified of meeting new people, I’d immediately find and cling to people I already knew – the entire night (poor them). I used to hand out my business card with abandon, try to sell people on what I was offering right there and then, and I used to follow up, well, let’s just say sporadically.

What I overlooked was that trust is at the core of strong business relationships, and trust takes time to build. That said, it begins the moment you meet someone – sometimes before.

Here are some of my favorite networking do’s and DON’Ts to quickly build like and rapport, so you’re on your way to building trust and turning all that hand-shaking into deal-making.

I’ve also linked to the full-length audio from Stop Drowning in Business Cards, about how to turn all those business CARDS you’ll gather into BUSINESS.

1. Check your attitude. When you walk into an event, make sure you’re in a great mood. I always play a song that pumps me up in my car before I go in. (A great pick-me-up: “Send Me On My Way” by Rusted Root.)

2. Make MORE eye contact. Sustained eye contact generates immediate feelings of like and trust. Try to hold eye contact for a few seconds longer than you’re comfortable with, and watch what happens… It’s amazing.

3. Wear a name tag if one is offered, and wear it on the right side, not the left (it makes it more conspicuous when you shake hands).

4. A good, firm handshake is essential for BOTH men and women. Women should never use the dainty “fingertip handshake” in business.

5. When shaking hands (firmly, of course), make sure that your palm is perpendicular to the floor. Palm up is a sign of submission and palm down implies you are dominant. The very nature of a handshake is to connote equality and balance. Make sure that’s what you’re doing.

6. Almost everyone feels out of place and awkward at a networker. You can use this to your advantage by acting like a host/hostess and introducing people to each other. People are usually grateful for the help.

7. When someone you know greets you while you’re talking to someone else (or in a group), always introduce the new arrival to the person (or people) you were talking to.

8. We all forget a name now and then. If it happens to you, just apologize and ‘fess up rather than ignore an introduction. “I’m so sorry, I keep wanting to call you Penelope because you remind me of my college roommate, Penelope, but I know that’s not your name…” People are usually not offended because it happens to them too!

9. When you do forget a name, laugh it off but don’t insult yourself, for example: “must be my Alzheimer’s” (especially if you’re older) or “blame my ADD” (especially if you’re young). These seemingly innocuous statements reinforce stereotypes and plant negative thoughts about your skills or qualifications.

10. Focus on who you’re speaking with, don’t let you eyes wander.

11. Put away your handheld (BlackBerry, iPhone) when talking to someone. Otherwise, the message you’re sending is: “Anyone who has my email address or my phone number is more important to me than you, even though you are right in front of me.”

12. If you must take a call, excuse yourself first and then do it. For example: “I’m sorry but I’ve been waiting for this call all day and I have to take it.” Then walk to a quiet, more secluded area to speak.

13. When talking with a group, distribute eye contact evenly. It’s human nature to focus on people we like, but often we inadvertently focus on one person to the exclusion of others. People notice this – even if only on a subconscious level.

14. Even if you’re a salesperson, don’t launch into a sales pitch upon meeting! LISTEN FIRST. People do business with people they like, so establish trust and rapport first, you can sell later.

15. What you can do is nail down your “elevator pitch” (actually I prefer “elevator teaser”) which is a quick and intriguing response to the question “What do you do?”

16. In your teaser, focus on the benefits (results) you provide rather than the features (process) of your business. For example, instead of saying: “I’m a personal trainer,” you could say: “I help people look better naked.” (yes, I stole that from David Barton Gym)

17. Don’t talk too much. If you tend to dominate conversations, practice asking questions.

18. Avoid using qualifiers that belittle what you do. For example, words like “only,” “try” or “just” have no place when you’re describing your business. As in “I just try to help companies with their computer needs,” or “I’m only a part-time teacher.” Lose the weak words and stick with the rest.

19. Take care to not “one-up” people. I know it’s difficult when someone tells a story and you have a better one, but at the very least, let them finish theirs and then offer yours – with references back to their story to show you were listening. (“I know how you felt, something similar happened to me once and the experience also made me…”)

20. Keep moving. Even if you’ve met someone great, remember that they may want to meet other people. If the rapport is strong and the opportunity promising, make plans to see each other again.

21. If you’re worried about offending someone by leaving them, a great way to move on is to say: “I’ve truly enjoyed talking with you and I’d like to pursue this conversation further – but there are some other people I need to speak with. May I have your card so I can follow up?”

22. The END of the conversation (or at least after some rapport has been established) is the appropriate time to exchange cards, not the beginning.

23. Don’t forget your Sharpie (of course!) Sharpies write on anything, even those annoying glossy cards that ballpoint pens, rollerballs and other markers won’t. If you need to follow up with someone, write FU (follow up, not you-know-what) on the front, then you write your notes on the back. Easy breezy to keep track just of the cards you need to follow up with.

24. Make sure you have a solid, consistent follow up process. For example mine starts with CardScan (once a week) and ends with this newsletter. Check out my program (this is the FULL version – free – aren’t you glad you read all the way down?) “Stop Drowning in Business Cards” here. It could help you figure out a way to balance the “one-to-one” networking model with a “one-to-many” model that’s more time effective and scalable.

25. Have fun!

Michelle Villalobos

Copyright © 2011 – Michelle Villalobos (vee – ya – low – bos). Reprinted with permission. Michelle Villalobos teaches business concepts and skills to professionals – especially women – in a fun, entertaining way. She specializes in topics of interpersonal communication, productivity and personality type, and how to apply them effectively for marketing, sales, networking and team-building. Visit Michelle’s Website and BLOG!

netHQLarry James is a Professional Speaker, Author and Coach. Larry James presents networking seminars nationally and offers Networking coaching; one-on-one or for your Networking 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.

letsbefriends2

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/

Monday, March 7, 2011

Five Tips to Avoid a Common Disconnect at Networking Events

Filed under: Guest Author Articles,Networking Article — Larry James @ 7:00 am
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Ivan Misner, Guest Author

At a networking event not too long ago for which 500 people attended, the speaker who was on stage directly before my presentation asked the audience, “How many of you came here hoping to do some business today, maybe even make a sale?” The overwhelming majority of the people in the audience raised their hands. Then he asked, “How many of you are here hoping to buy something today?” Not one person raised a hand.

This is what I call networking disconnect. I find it ironic that people are so “disconnected” about a process that’s intended to be about connecting people. This kind of disconnect leads to poor results, which in turn leads people to believe that networking doesn’t work. From what I’ve experienced over the past 26 years, along with the results I’ve witnessed with hundreds of thousands of people around the world – networking works just fine.

My advice: Do not confuse direct selling with networking. Of course, there is always someone out there who says, “But, Ivan, I’ve made sales before by attending a networking event.” I’m not saying it doesn’t ever happen, but it occurs about as often as a solar eclipse. You’re crazy if you think the odds are in your favor to “sell” at a networking event.

So why go to a networking meeting?

You go because networking is more about farming than it is about hunting. Sometimes you go to increase your visibility and to connect with people you have never met. Sometimes you go to establish further credibility with people you know. And sometimes you may go to meet a long-time referral partner and do some business. In any case, the true master networkers know that networking events are about moving through the relationship process and not just about closing deals. Visibility leads to credibility which, with time and effort, leads to profitability.

In order to make your networking efforts work, you need to embrace a “relationship networking” mentality. Here are five things to remember when attending networking events:

1. Don’t go there to sell, go there to connect.
2. Have meaningful conversations with people you meet.
3. Follow up with people you found interesting or who you can help in some way. Don’t follow up to sell them something.
4. Meet these people in a one-to-one setting, learn more about them, and ask them: “how can I help you?
5. Go for the long-term relationship, not the short sale.

ivanmisnerNOTE: To order a copy of Ivan’s newest book, “Network Like a Pro” click here!

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Copyright © 2011 – Ivan Misner. Reprinted with permission. Called the father of modern networking, Dr. Ivan Misner is the Founder of BNI and the senior partner for the Referral Institute. He has written nine books, including his New York Times best seller, Truth or Delusion? Busting Networking’s Biggest Myths.

Larry James is a Professional Speaker, Author and Coach. He presents networking seminars nationally and “Networking” coaching by telephone or one-on-one. 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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Add Larry James as a “friend” to your Facebook page: http://www.Facebook.com/larry.james
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Follow Larry’s “Relationship BLOG” at: http://CelebrateLove.wordpress.com/
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Thursday, March 3, 2011

The Power of Vulnerability – The Human Connection!

Filed under: Networking Video,Personal Growth — Larry James @ 7:00 am
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Brene Brown studies human connection – our ability to empathize, belong, love. In a poignant, funny talk at TEDxHouston, she shares a deep insight from her research, one that sent her on a personal quest to know herself as well as to understand humanity.

Please take 20 minutes and 20 seconds to click on the link below and watch this incredible video. I’m sure that a few of you will watch the first few minutes and think: “This doesn’t apply to me!” I can assure you that this talk should be seen and heard by everyone – not just those who network!

If you really listen – let the information sink in – it will greatly assist you in your future networking efforts. . . AND with all of your personal and business relationships!

Do your friends a favor – share this video with everyone you know!

BreneBrownnetHQ

Copyright © 2011 – Brene Brown. Reprinted with permission. Brene Brown is a research professor at the University of Houston Graduate College of Social Work. She has spent the past ten years studying vulnerability, courage, authenticity, and shame. She spent the first five years of her decade-long study focusing on shame and empathy, and is now using that work to explore a concept that she calls Wholeheartedness. Visit Breen’s Website!

Larry James is a Professional Speaker, Author and Coach. Larry James presents networking seminars nationally and offers Networking coaching; one-on-one or for your Networking 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.

letsbefriends2

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/

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