Networking HQ BLOG with Larry James

Sunday, February 26, 2012

Should You Pay for Networking Referrals?

Filed under: Networking,Video — Larry James @ 7:00 am
Tags:

It constantly amazes me that the first place people turn to inspire people to refer them is financial reward, yet nobody has ever admitted to being motivated by such promises in any of my networking workshops. In this video Andy Lopata explores whether there is a role for referral fees in your word of mouth marketing strategy.

My personal code of ethics states: Never accept money for giving or receiving a referral. If I like them and trust them and they perform exceptional service, they go on my referral list.

If you decide to accept or pay others in your network for referrals, be sure you give full disclosure.

I do not recommend that you get started on that path.

Video: Copyright © 2012 – Andy Lopata.

netHQ

Copyright © 2012 – Larry James. 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
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, February 22, 2012

Do You Have a Relationship With a Lie?

Filed under: Collaboration,Networking — Larry James @ 8:00 am

Real-time, face-to-face connecting is absolutely the best way to begin a business relationship. Facebook and Twitter are fun to play with however they can never replace the effectiveness you feel with you are talking with someone who is standing before you.

FacebookFuneralThe tools available to networkers have drastically changed and increased with the arrival of online networking. In the past, networking was an activity conducted mostly face-to-face through formal and informal groups such as professional associations, local Chambers of Commerce events, networking clubs, breakfast meetings and events. Your little black book of contacts, probably still was a black book or a rolodex!

“Faux familiarity is worse than none at all. Sure, it’s easy to grab a first name from a database or glean some info from a profile. But when you pretend to know me, you’ve already started our relationship with a lie. You’ve cheapened the tools we use to recognize each other and you’ve tricked me, at least a little. Direct mail used to take advantage of this technique a lot, and since they measure everything, they knew when it worked. Online, though, we’re seeing less disciplined marketers (big and small) continually mess it up. The clues are obvious to even the untrained eye – typefaces that don’t match, references that don’t make sense, and most of all, the weird disconnect we get when we think we’re supposed to know someone and can’t remember who they are. That’s a lousy mood to get your prospect in, I think.” ~ Seth Godin

facetofaceSocial networking works to a certain degree but at some point in time you will have to crawl out from under your shy shell and start networking face-to-face. Some people find it easier to simply network from the comfort of their keyboard than to wear something other than sweatpants and slippers and attend an invigorating networking meeting or event.

Many networkers fall into the trap of thinking online or face-to-face networking, rather than combining the two different types of networking for maximum effect. Do you realize that Facebook, LinkedIn and Twitter are fantastic tools for keeping in touch with people after meeting them at an event? After the face-to-face meeting is over it is always important to continue a valuable relationship by following up. Make reference to your previous conversation of when you met. This will help jog their memory in case they don’t remember speaking with you.

The online environment can never replace the benefits of meeting someone in the flesh. Never! This doesn’t mean that online networking isn’t valuable. Often it can be the beginning of a face-to-face meeting. It’s important to build your online network as strategically and thoughtfully as you do your local network. Use the same “let’s help each other develop business” approach. Building long-lasting business relationships begin with giving, not getting.

“I like seeing the whites of someone’s eyes when I start a relationship. A real handshake vs. a virtual one and a real smile vs. a smiley face on the computer help me learn so much more meaningful information about the other person.” ~ Lillian D. Bjorseth

socialNetworkingJust like online dating, we are unable to develop true, lasting and trusting relationships with someone online, unless we can meet with them in person and know whether our personalities click. Face-to-face networking leaves people with a lasting impression of who you are. They can tell more quickly with that first handshake whether a long-term relationship that benefits both of you can occur.

Social media can be used to enhance the already existing connections that you have within your business networks. Part of the problem with online networking is how it makes everything less personal. In person you can read their expressions, tone of voice and body language to gain insight into what they’re thinking and how they are reacting as you meet. People are typically more willing to help those they know than total strangers. If you use social networking as an excuse to not have to attend networking functions, your are making a big mistake.

So… what’s the bottom line. Whether you start your relationships on or offline, do a little of both, however never abandon the opportunity to mix and mingle with other energetic networkers face-to-face. Whether it occurs online or face-to-face, business networking is a useful tool for everyone seeking to enhance and increase their business. There is no better way to interact with potential clients and business partners than with face-to-face interaction. It establishes you as a credible business person more rapidly.

BONUS Article: A Data Base Does Not a Network Make
Shy, eh? Get Over It!
Working a Room If You’re SHY – No Pills Required

netHQ

Copyright © 2012 – Larry James. 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
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, February 18, 2012

80% of Your Referrals Come From 20% of Those in Your Network!

Filed under: Networking Tip,Time Management — Larry James @ 8:00 am

The Pareto principle (known as the 80–20 rule, the law of the vital few, and the principle of factor sparsity) states that, for many events, roughly 80% of the effects come from 20% of the causes.

Vilfredo Pareto

Italian economist Vilfredo Pareto observed way back in 1906 that 80% of the land in Italy was owned by 20% of the population. A very striking number. Pareto further developed the principle by observing that 20% of the pea pods in his garden contained 80% of the peas.

He didn’t name this principle however, business-management consultant Joseph M. Juran was kind enough to do this. You may not have known its origins, but Jurans advice is as solid as a rock. Mr. Juran popularized “80% of your sales come from 20% of your clients”.

The same is true for referrals. The 80/20 Rule means that in anything a few (20 percent) are vital and many (80 percent) are trivial.

So… where do you focus most of your networking energy? This principle reminds us to focus on the 20 percent that matters.

The problem is that many of us spend too much time beating a dead horse; romancing the 80 percent, when we should be giving referrals to and cultivating long lasting business relationships that matter from the 20 percent. Remember, 20 percent of your activities produce 80 percent of your rewards.

Who are the 20 percent? They are the active go-givers, the people in your network who you like and trust, who do their best to get to know you and your business better so they can know what kind of referrals that would benefit you the most. Notice I said “active.” They are willing to meet with you for a “get better acquainted” breakfast or lunch outside of the networking meeting.

Be one of the 20 percent!

Got the message?

netHQ

Copyright © 2012 – Larry James. 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
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, February 14, 2012

Follow Up With Networkers Who Give You Referrals

Filed under: Follow Up,Video — Larry James @ 7:00 am
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followUP3In business networking there are several ways to talk about follow up. One is the kind of follow up you have with a client or customer once they become a referral or business lead. That is what the “Bonus Articles” listed below talk about. The other is how you follow up with people in your network who give you referrals.

In a recent blog post, “NEVER Give Referrals to Crazy People in Your Network,” I said: “It is a wise networker who reports back to the person who gave you a referral. I want that. I need a brief report. Give me a call or send me an e-mail to at least let me know that you have contacted them and whether or not the referral worked. If you don’t follow-up on a referred business lead within 24 hours you probably didn’t deserve to get the lead in the first place.”

If you want the relationship you have with others in your network to deepen and move to a another level, always follow up with the person who gave you a referral. People give referrals because they like you and trust you. People trust you more when you involve them in the whole referral process, whether you have given or received a referral. Communicate! Always make sure you follow up and give feedback, whether the referral is successful or not.

My friend, Andy Lopata, tells you how and why! Watch, “The importance of following up when you have received, or given referrals.”

Bonus Articles: Your Networking Fortune is in Your Follow-Up!
5 Ways to Use Follow Up to Achieve Results

Video: Copyright © 2012 – Andy Lopata.

netHQ

Copyright © 2012 – Larry James. 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
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, February 10, 2012

NEVER Give Referrals to Crazy People in Your Network!

Filed under: Networking Tip,Referrals/Leads — Larry James @ 7:00 am

Crazy networkers drive me crazy!

You know who they are. They are the people who drink to much at meetings, who never give any referrals, who are not dependable, who bug the hell out of you by embarrassing you by following you around at networking events, who continually attempt to sell you their product or service even though you just met, those who – without permission – take your business card to get your e-mail address and put you on their never-ending promotion list, and people who give you a stack of cards expecting you to refer them to your clients although you hardly know their name, etc. The list goes on.

business card swapI am very careful who I give referrals to. AND I am also careful about referring anyone that I don’t like and trust. The truth is you can like someone and not trust them enough to pass them a referral. They may not have demonstrated their “trust level” to you in ways that have you feel comfortable enough to pass them a lead. I will never refer someone whom I have just met. The only exception “might” be if they were referred to me by a very close friend who I like and trust and who is in my own network.

When I refer someone, it’s like my reputation is on the line. In other words, the crazies you refer are a direct reflection of who you are!

If I refer them and they don’t perform or follow-up with me, I view it as a reflection upon my networking character. I learn very quickly to never trust them with future referrals. It is a wise networker who reports back to the person who gave you a referral. I want that. I need a brief report. Give me a call or send me an e-mail to at least let me know that you have contacted them and whether or not the referral worked. If you don’t follow-up on a referred business lead within 24 hours you probably didn’t deserve to get the lead in the first place.

“When those crazy people call you or actually make it into your office for a consult start asking for referrals after you politely tell them that they can’t pay you enough to take their case, don’t give them any names. Politely say something like “you have a really unique problem and I’m not sure who can help you. So I can’t comfortably recommend anyone.” At most give the crazy potential client a list of Google search terms to help them narrow their search. You don’t want to be associated with the whack-jobs by either friend or enemy. – Kevin Houchin, Attorney at Law

1. NEVER give referrals to crazy people in your network!
2. Never refer crazy people to anyone, especially your friends.
3. Stay away from crazy networkers!

netHQ

Copyright © 2012 – Larry James. 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
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, February 6, 2012

International Networking Week® – February 6-10, 2012

Filed under: Video — Larry James @ 6:00 am

Welcome to the 6th annual International Networking Week – February 6-10, 2012.

The goal of International Networking Week® is to celebrate the key role that networking plays in the development and success of businesses across the world. Simultaneous events will be held globally to celebrate International Networking Week.

The purpose of International Networking Week® is to raise the profile of networking in the wider community, recognising it as an essential tool for success in today’s business climate.

For more information, click here!

Larry’s Note: Take some time this week and read at least one networking article each day. As of February 6, 2012 there are over 230 networking articles in the Networking Articles Index.

Video: Copyright © 2012 – Ivan Misner.

netHQ

Copyright © 2012 – Larry James. 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/

Thursday, February 2, 2012

Rise and Out-Shine Your Competition

Filed under: Network Training — Larry James @ 7:00 am

Your future as a business professional is yet to be written. The actions you are taking now will truly influence what you are able to accomplish in the future.

The resources in your network of support – if used proficiently – will help you organize, plan and help create a solid reputation that will keep you moving forward, consistently connecting with others on your way to the top. While being in the right place at the right time often has its rewards, people who are savvy networkers know how to put themselves in the right place at the right time to meet the people they need to know and who need to know them. They know how – and are willing to get out of – their comfort zone to do what needs to be done. They are calculated risk takers. They know and uplift the sacred rules of effective networking.

boyreadingbookIf this is not a fairly accurate description of you as a networker, I would suggest that you refocus your efforts on learning more about how to network more effectively.

Here’s a radical idea! Drop out of networking for a couple of weeks and emerse yourself in reading several networking books and lots of articles about networking. Put yourself in a regimen of rigorous training; training that will have you emerge as someone whose networking expertise will surely find you fully prepared to outshine your competition. Who knows? It could make a big difference.

It’s especially a great idea if you feel like networking is not working as well as you would like. Perhaps I should remind you of the definition of insanity: “Doing the same thing over and over, expecting a different result!”

netHQ

Copyright © 2012 – Larry James. 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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