Networking HQ BLOG with Larry James

Tuesday, September 27, 2011

Are Your Network Connections “Sticky?”

Filed under: Networking Tip — Larry James @ 7:00 am
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Time is important when networking. Most people spend a lot of time and energy on networking. Most would like to have their efforts produce more results. Just one great relationship can provide a vast source of referrals and substantial income over your professional career, however, it’s important not to rely on one relationship or even on an already established network.

networkingloyaltyThe networkers who are sticky are your friends, loyal networkers, customers and clients. They are the ambassadors of your brand or business. They are the ones who will stick with you, help you and refer business leads to you. They are the backbone of your network and become your own personal VIPs. They are your “go to” networkers when you need something. They have access to and can influence others in their network.

They’ll also publicly talk about your business, defend you against criticism, refer their friends and family to your business and in general do everything in their power to help you win. They have developed the habit of giving tips and sharing information. They are of an inspirational culture; one that ignites the passion in others and inspires them to become more than they are and to inspire and empower others to become more astute in networking. They do not have the “What’s In It For Me” attitude.

Three people in the Greater Phoenix area that come to mind are Dave Sherman, Gelie Akhenblit and Gia Heller and of course, yours truly. 😉

I often will look for technically savvy people who have a large Facebook and Twitter following. They have already translated their offline network into an online one. You can often learn online strategies that they are using that have been successful for them. Social networking has become a big part of networking.

To me, being sticky is being loyal. Some people are naturally loyal, while others are not. Fire the ones who are not and replace them with people who you like and trust and with whom you would like to have a good business relationship. The sticky ones will willingly reciprocate with tips, suggestions, ideas and referrals. Make sure you become an effective influencer of them to others in your network.

“The easiest way to know that you found someone you can work with is to ask yourself if you like this person. You are only going to do business with someone you know, like and trust… so if you are not clicking with someone… it’s OK. Just move on. There are plenty of people out there that you’ll be able to click with and build a successful relationship.” ~ Gelie Akhenblit, Founder of Networking Phoenix

handoutpuzzleOne of the secrets of networking is to BE sticky! When someone gives you a referral, do your best to reciprocate. Sit down with each other and discuss ways you can help each other. Communicate often. The most effective business networking doesn’t always occur at a networking event. It occurs one-on-one, face-to-face. It’s important that you learn to manage these points of connection. The stickiness of your connections will determine how often you connect face-to-face.

Networking is a reciprocal process based on the exchange of ideas, advice, contacts and referrals. To keep growing your business and enhancing your professional standing you need to keep actively building your business network. You sprout new connections usually at large networking events. My experience has been that the most sticky connections occur at the small group level. There you have more time to cultivate new relationship because of the frequency you see each other.

If someone you just met shows an interest in what you do, they may be “sticky.” In other words, they are most likely someone you should follow up with to nurture a relationship.

So how do you attract sticky networkers to your network? If there were a synonym that describes networking, the word is relationships. Start small and take it one step at a time. Building an effective network begins with you and one other person with whom you have a good relationship. Look for others with similar attributes. Who do you both know that would be a good fit to welcome into your mutual admiration society? Make some calls. Book some lunches to discuss how you can work together. You learn from each other. Over time, grow your community larger and larger. Your business personality and culture makes you unique, if you’re true to that your sticky networkers will connect with you and become your friends for life. That’s how you build a sticky group of networkers.

netHQCopyright © 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
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Friday, September 23, 2011

Susan RoAne Shares One of “The Secrets of Savvy Networking”

Filed under: Guest Author Articles,Networking Tip,Video — Larry James @ 7:00 am
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Susan RoAne (The Mingling Maven®), Guest Author

When it comes to networking, we’ve all unfortunately encountered people who believe that the simple act of meeting another person entitles them to ask that other person to share their contacts with them in order to try to drum up more referrals.

In this 3 minute video, Susan RoAne, my friend and networking expert who consistently puts out some of the most outstanding content on networking around, explains why anybody who believes that networking is an “entitlement program” (i.e., the type of people who meet you once and think you should share your contacts with them) is completely off track and will never get any referrals while operating under that perception.

The concept that networking is an “enrichment program” as opposed to an “entitlement program” is one of the fresh, powerhouse ideas unique to Susan’s latest book The Secrets of Savvy Networking. I encourage you to visit www.SecretsOfSavvyNetworking.com to learn about the book and visit Susan’s Website at: www.SusanRoAne.com for more information about Susan RoAne.

Copyright 2011 – Susan RoAne – Reprinted with permission. Susan RoAne is a speaker and author who has worked trade shows, conventions, planes, and the bleachers at Wrigley Field, and taught others to do the same. Her latest book, How to Create Your Own Luck: The You Never Know Approach to Networking, Taking Chances, and Opening Yourself to Opportunity, is out and her other books include How to Work a Room and The Secrets of Savvy Networking. To learn more call 415-239-2224. For further information: www.SusanRoAne.com, or e-mail @: Susan@SusanRoAne.com

netHQLarry 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
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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Monday, September 19, 2011

Welcome to Adventure Land!

Filed under: Networking Tip,Relationships,Rules of Engagement — Larry James @ 7:00 am

Large networking events are like taking a trip to “Adventure Land!” You never know what (or who) will show up! Or… what will happen. Unpredictable is a word that comes to mind. 😉

If you want to push the envelope on your personal comfort zone you must – at least once – attend a gigantic networking event.

group_excitementI go to visit with my friends and “people-watch” because very little serious networking occurs at these events. People are milling around – with a fist-full of business cards – handing them to everyone who catches their eye. Others stand on the sidelines in awe of the crowd, not really knowing where to begin. Some people stay for awhile then leave, disappointed that they didn’t land any new customers.

The biggest percentage of the crowd haven’t a clue as to what the real rules of engagement for effective business networking are. Are you listening?

A very small percentage of those attending really get it! What do they get? They understand that networking is about building long-term relationships and they know that cannot be done by attending one meeting.

Let’s review my definition of networking:

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

So. . . what’s this about expecting nothing in return? Often we expect people who we help to help us. That would be nice. And it doesn’t always work that way. Some people are in better positions to help some than others. Part of the adventure for me is giving. Just give. That’s the key! Just give to help others. Willingly.

For your own peace of mind take some networking lessons. Read some networking books. Attend a Dave Sherman networking seminar. Dave knows networking! He presented an hour long networking talk before the last “NetworkingPhoenix” event which everyone should have attended. Attend a Bob Burg Networking seminar. Ask me to speak to your networking group. I’ve been networking since before we called it “Networking!”

Set aside some time each day to read the more than 185 (as of today) networking articles and tips in the Networking Article Index. Something new about networking is added every 4th day. Pass the links to this Networking Blog (http://NetworkingHQ.wordpress.com) and my Networking Website (http://www.TenCommitmentsofNetworking.com) to your fellow networkers.

You owe it to yourself to educate yourself on the intricacies of business networking and help to educate your friends in your network of support. That what a networking group really is. A place where we all support each other. If you don’t you are spinning your wheels! That will get you nowhere!

BONUS Article: Networking Events are a Waste of Time. . .

netHQCopyright © 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/

Thursday, September 15, 2011

Elevator Speech – Your Branding Statement

Filed under: 30 Second Connection/Elevator Speech,Video — Larry James @ 7:00 am
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Terri Murphy, Guest Author

netHQ

Copyright © 2011 – Terri Murphy. Terri is the President of Terri Murphy Communications and Chief Information Officier of U. S. Learning in Memphis, TN. She is the founder of www.WomensWisdomNetwork.com, an online resource network for women in business. Terri’s expertise is consulting with companies, executives and associations on ways to create new relationships through cutting edge marketing and communication strategies. Visit Terri’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/

Sunday, September 11, 2011

Networking’s #1 Faux Pas!

Filed under: Business Cards,Guest Author Articles — Larry James @ 9:00 am
Tags:

Andy Lopata, Guest Author

I have to put my hands up and admit my guilt. I made what many people tell me is the number one mistake when networking. And I did it in style.

On my way to the airport for my speaking trip in Vietnam last week I suddenly realized that I had forgotten to pack something. My suit, belt, shirts and shoes were all in place. Cufflinks at the ready. I had my passport and my tickets, my hotel booking and my travel insurance.

Everything was in place but one… my business cards!

I scrambled around in my passport holder and my wallet and found nine cards in total. That’s all I had for a trip to Asia complete with two speaking engagements, a gala dinner and a series of meetings. What a disaster when I was going there to speak about effective networking.

Fortunately, when people have told me in the past that not having business cards is the cardinal sin (pun unintended) for networkers, I have always disagreed with them. It is good to have a business card when people ask for it, for sure, but it is far worse not to ask for someone’s card when you want to follow up with them.

Give your card away and not ask for one back, and you cede control of the conversation.

Having said that, the last place you’d want to not have your cards available is Asia, where people pass them to each other at the beginning of a conversation out of courtesy. Explaining my predicament was very embarrassing, but I did so politely and promised in every case to send on my details by email. Which I did as soon as possible.

That’s the key. If you don’t have cards for any reason, ask for those of people you’d like to keep in touch with and make sure you follow up promptly.

Of course, my client told me at the end of my visit that I should have sent him the artwork and he would have printed cards for my arrival! That would certainly have helped.

BONUS Articles: What About Business Cards. . .
When Business Cards Aren’t Enough
Give Your Brand Personal “Curb Appeal” at Networking Events!
Networking is NOT a Card Game. . .
Eight Cringe-Worthy Networking Blunders

recommended

Click cover to order!

andynetHQ

Copyright © 2011 – Andy Lopata. Reprinted with permission. Labeled “Mr Network” by The Sun, Andy Lopata was called “one of Europe’s leading business networking strategists” by the Financial Times. The co-author of two books on networking, Andy is a featured columnist the US magazine “The National Networker,” as well as being regularly quoted in the national press. Previously, Andy was Managing Director of UK network Business Referral Exchange. Andy has since worked with companies from one-man bands to organisations such as NatWest Bank, Merrill Lynch and Mastercard to help them realise the full potential from their networking. He is a former vice-president of the Professional Speakers Association. Visit Andy’s Website and BLOG.

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/

Wednesday, September 7, 2011

The Lowdown on Business Networking!

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

Lowdown, n. slang: the unadorned facts; the whole truth; inside information; dope.

• It’s not about getting. . . it’s about giving!
• It’s not about selling. . . it’s about sharing!
• It’s not about entitlement. . . it’s about mutual enrichment!
• It’s not about your deficiencies. . . it’s about searching for partners with strengths in the areas of your weaknesses.
busnetworking• It’s not about waiting for things to happen. . . it’s about being proactive and following up!
• It’s not about getting more referrals. . . it’s about giving more referrals!
• It’s not about YOU. . . it’s about others!
• It’s not about showing up and hoping networking works. . . it’s strategically networking!
• It’s not about watching others be the leaders in your group. . . it’s about volunteering to be a part of the networking group!
• It’s not about trying networking several times. . . it’s about sticking with it!
• It’s not about talking about you. . . it’s about asking questions!
• It’s not about hoping networking works. . . it’s about learning networking skills!
• It’s not about hopping from random person-to-person. . . it’s about building long-term, mutually beneficial relationships!
• It’s not about being someone you think someone else thinks you should be. . . it’s about being authentic!
• It’s not about getting too personal too fast. . . it’s about getting to know each other over time!
• It’s not just about talking about giving referrals. . . it’s about becoming a powerful resource!
• It’s not about asking what you can do for me. . . it’s about asking, “How can I help you?”
• It’s not about collecting business cards. . . it’s about being of service to others!

This works for me. . . “Listen more and talk less!”

netHQCopyright © 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.

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/

Saturday, September 3, 2011

Networking: How To Call a Stranger

Filed under: Cold Calling,Follow Up,Guest Author Articles,Networking Tip — Larry James @ 7:00 am
Tags:

Kathy McAfee, Guest Author

Getting comfortable talking to strangers is just one of the many challenges that an effective business networker must overcome.

Networking with strangers (i.e., business people you haven’t yet met) allows you to gain access to new information pools and to expand your sphere of influence.

womanPhone2It is easier to network with strangers in face to face situations, where proximity and small talk are to your advantage. But when you have to pick up the phone and call a stranger that you hope to do business with, well then, that takes a new level of courage.

Here are a few do’s and don’ts to think about when networking with “strangers” over the telephone:

Do get a warm introduction to this person. Find someone in your active network who will facilitate a warm introduction for you to this person.

Don’t call this person before you’ve done your research and have thought through your purpose for connecting with them. Why do you want to connect with them and what you will be asking them for?

Do get into a positive state of mind and body when you make the call. Practice a physiology of excellence such as standing up to make the call.

Don’t allow yourself to get distracted with other things such as incoming emails, driving, kids, dogs, etc.

Do introduce yourself immediately. Reference the mutual connection that you both know.

Don’t confuse the person you are calling and have them wonder if you are a telemarketer trying to barge in on their time

Do get to the point quickly. If you get their voice mail, leave a crisp and compelling message with your contact details. Give them motivation to call you back.

Don’t waste their time with idle chatter or “shooting the breeze” conversation. Don’t leave long winded voice mails messages that get cut off.

Do thank them for their time. Ask how you can help them. Ask for their permission to stay in touch (e.g., send them a Linkedin® invitation)

Don’t be a taker or user. The true spirit of networking is helping others and asking for help. You must be good at both sides of the equation.

Click cover to order!

Do follow-up with them. Use different communication channels to stay in touch over time.

Don’t connect and run, never to be heard from again. Don’t go “missing in action”
Do make that call. Connect with new people and build more mutually beneficial relationships to your professional network each and every week!

Don’t be a chicken or a reluctant networker. Don’t default to a more passive communication channel like email, which might go unnoticed.

Goal for this week: Call two strangers and network with them over the telephone by the end of this week. Your goal is make two new business connection and invite them into your professional network.

Copyright 2010 – Kathy McAfee – Reprinted with permission. Kathy McAfee is known as America’s Marketing Motivator and is author of the book, “Networking Ahead for Business” (Kiwi Publishing 2010). In her role as Executive Presentation Coach and Professional Speaker, Kathy helps her clients to become the recognized leaders in their fields by mastering the art of high engagement presentations and more effective networking and connecting. To learn more about Kathy and to receive free weekly networking tips, visit www.NetworkingAhead.com

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.

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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