Networking HQ BLOG with Larry James

Monday, April 29, 2013

Why Your Handshake Could Be Damaging Your Reputation

Filed under: Guest Author Articles,Handshakes,Networking — Larry James @ 7:30 am
Tags: ,

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?

NEThandshakeOriginally 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.

heatherTownsend

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!

heatherTCopyright © 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.

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netHQLarry 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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Thursday, April 25, 2013

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.

teamDo 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!

InsiderSecrets

To order, click book cover!

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/

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netHQLarry 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, April 21, 2013

Networkers!… BE a Verb!

Filed under: Networking — Larry James @ 8:30 am
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Networking Advice from Frank De Raffele:

NetworkingVERBNetworking 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!

FrankDeRaffeleJrCopyright © 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.

netHQLarry 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, April 17, 2013

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.

RQ2Are 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.

GiversGain

Click Cover for Info

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.

netHQLarry 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, April 13, 2013

3 Easy Networking Questions to Stand Out from the Crowd ~ Part Two

Filed under: Guest Author Articles,Qualifying Questions — Larry James @ 8:30 am
Tags:

Brian Hillard, Guest Author

Part 2 of 2 ~ Before you read Part 2, you may want to read Part 1.

Question #2: “What do you like best about what you do?”

This next one is actually a follow up to the old “What do you do?” question that I’ve personally been asked 1.5 million times. (Slight exaggeration, but you get the idea.)

NetQUESTIONIf you’ve been out networking before you already know that “What do you do?” is one of the first questions people ask you. Which isn’t a bad thing necessarily, but it just doesn’t leave you too much room to maneuver after you’ve both answered the question.

In other words, after I tell you what I do, and you tell me what you do, the conversation can sometimes feel like it’s coming to a stop as both of you rack your brains to figure out what to say next.

But with this next question I’m going to share with you, you don’t have to worry about that.

If someone tells you they own a local area print shop, you can follow up by saying,

“Hmmmm, that’s interesting. What do you like best about owning your own shop?”

Or if they told you they were a salesperson, you could ask, “What do you like best about being in sales?”

You see how this gets the conversation going in a direction that’s a lot more interesting than:

“So what do you do?”

“I’m a salesperson.”

“Oh, I own a print shop.”

[Pause, for what seems like forever but is actually a good 4 seconds.]

Now you’re talking about what they enjoy most about their busines… whatever that may be. And you notice how you’re still talking about them and what they do.

You’re just approaching it from an angle that no one else in the room has done. (There are very few things in life you can guarantee, but take my word on this one.) And when you talk about making a connection and standing out from the crowd, this question is a homerun.

One caveat though: About half the time I ask this question, people turn it right around and ask me the same thing. So if you find yourself in a similar situation, make sure you’re prepared with a good response.

Just as an example, let’s say you were a Public Relations Consultant. If someone asked what you liked best about being in PR you might say,

“Well to be honest with you, I really enjoy helping clients get the word out about their business in ways they might not have previously thought about. A lot of times when people think ‘public relations’ their first thought is of a big time Madison Avenue office and the exorbitant retainer fees that come with it.

“But for me, that’s not how we operate. We help entrepreneurs get more business through print and radio media – without them spending an arm and a leg while doing it. And I can’t tell you how satisfying that is.”

You see how I raised some issues, answered his question, and explained how I was different than others in the industry? And if that person was thinking about using a PR firm, or knew someone else who might want to, then you’ve gone a long way towards setting the stage for a possible referral.

Question #3: “I know you mentioned earlier that you were in [industry]. What got you started in that direction?”

This is a great question that I use towards the end of the conversation, and of the three questions we’ve talked about, this usually elicits the longest response. Why?

Because you’re asking about their reasons, their passion, their motivation for being in this business in the first place. I’ve had people tell me all sorts of things when I’ve asked this question. One guy told me that he was laid off from a big company, started his own consulting business out of the spare bedroom and never looked back. You just never know what you might hear.

Remember, everyone has a story. You just want to know what it is.

The Bottom Line

Asking the right questions is about earning trust and gaining rapport with your new contact. It’s about them feeling comfortable telling you about their business, without competing with you for “airtime”.

But most of all, asking the right questions is about developing a relationship with a future Referral Partner, so they’ll be more than happy to give you any referral which might come their way.

Click here for Part 1.

brianhillardCopyright © 2013 – Brian Hillard – Reprinted with permission. Brian Hilliard is a motivational speaker, consultant, and author of the book “Networking Like a Pro!” As founder of Atlanta based Agito Consulting, Brian specializes in providing individuals with actionable techniques they can use right away. Brian has also published a CD entitled, “How to Talk So Others Will Listen,” and he’s best known for delivering dynamic, thought-provoking sessions that keep people coming back. To learn more, please visit our website at www.AgitoConsulting.com.

netHQLarry 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/

Tuesday, April 9, 2013

3 Easy Networking Questions to Stand Out from the Crowd ~ Part One

Filed under: Guest Author Articles,Qualifying Questions — Larry James @ 7:30 am
Tags:

Brian Hillard, Guest Author

Part 1 of 2 ~ Part 2 of this article will be available on Saturday, April 13, 2013.

Question for you: When networking with entrepreneurs, what do most of them like to talk about, their business or yours?

Generally speaking, I’d say theirs.

And assuming that’s the case, is it fair to say that by asking the right questions and allowing your new contact to talk about their business you’ll be more or less likely to stand out from the crowd?

questionsAgain, based on my experience, more likely.

You see, if you’ve ever been to a networking event, you already know that it can be quite the spectacle when it comes to meeting new people. Everyone can be so busy “selling themselves”, that no one seems interested in what anyone else is saying.

Which can create an environment where people are competing for “airtime” to talk about their business and all the great things they can do for you.

But imagine if we turned that around.

Instead of competing with that person in talking about your respective businesses, you asked questions that encouraged them to freely share that information. Now instead of them talking and you interrupting, (or vice versa), you create an environment in which they talk, you listen, and everyone feels “heard.”

You think that would help you stand out from the crowd while networking? You bet. And you’ll get a ton of referrals while you do it.

People refer business to other people they like and respect. So when you give someone time to “tell their story” about their business, then that automatically increases your stock in their eyes.

And throw in the fact that you’ve got a top-flight product or serviceand you can see how it’s a lot easier than many people think to create a solid Referral Partner.

But it all started with the conversation you both had while networking. If you talked about yourself and your business all the time, you blended right in with everyone else. You do something a little different, and voila, everyone remembers who you are.

Which is why asking the right questions is so important. It cultivates an attitude of trust and rapport by showing a genuine interest about their business ultimately setting the stage for a referral.

A lot of times you’ll run into people who are so busy talking about themselves, their products and all the great things they can do for you, that they never take a breath to learn more about who you are and what you’re all about. (People who do that often tell me that networking “doesn’t work” for them.)

But when you’re asking the right questions, you take the focus off yourself, and put it right where it belongs on the person you’re trying to get to know better. And don’t worry, you’ll have plenty of time to talk about yourself, but only after this person feels “heard” about their business. Which goes a long way towards helping you stand out from the crowd.

Oh, and one more thing. When asking the right questions, you’re in no way trying to “qualify” the prospect, or determine if they’ll do business with you right now. As a matter of fact, that’s the exact opposite of what we’re talking about and I’d recommend steering clear of those types of questions.

So with that said, what are some good questions you can use while networking? I thought you’d never ask.

Question #1: “Where else do you normally network?”

Amy Windham, a colleague of mine here in Atlanta, first brought this one to my attention and it’s an absolute gem. Not only does it help break the ice during that sometimes awkward period just after you’ve introduced yourself, but it also gives you a chance to talk about something you both know a little bit about.

Another reason I like this question is because it gives you the opportunity to make an “instant connection” with that person.

How? By providing valuable information on a relevant topic that they didn’t have. And as we all know, a great towards creating a solid Referral Partner is to first make a connection with that person.

As an example, I was at a networking event one morning when I asked the gentleman where else he normally networked. (I like to practice what I preach, and it seemed like the perfect opportunity for this question.) He replied that he didn’t know of any other networking events around town, since he just moved to Atlanta fairly recently.

Well, as a person who likes to consider himself a connoisseur of local networking events, that was like music to my ears. So I followed up with a question about the type of prospects he was trying to meet large corporations, small businesses, or something in between?

I wanted to get a feel as to the types of events that might work based on his prospect.

He went on to say that his business focused on the technology sector and that he would love to meet anyone in that field. No problem, I said, and immediately gave him the names of a couple of groups I’d thought could help.

Well let me tell you something, you could almost see the relief in his eyes. He was genuinely grateful that someone was willing to help him out with some business generating information.

And that’s why I say that asking the right questions is so important for standing out from the crowd. It started with, “Where else to you normally network?” and that dovetailed into extensive conversation about his business.

And guess what? When it was all said and done, he was listening with intent interest on what it is I did and thinking of ways he could help me. Which is all you can ask when meeting someone for the first time.

Larry’s NOTE: Part 2 of this article will be available on Saturday, April 13, 2013.

brianhillardCopyright © 2013 – Brian Hillard – Reprinted with permission. Brian Hilliard is a motivational speaker, consultant, and author of the book “Networking Like a Pro!” As founder of Atlanta based Agito Consulting, Brian specializes in providing individuals with actionable techniques they can use right away. Brian has also published a CD entitled, “How to Talk So Others Will Listen,” and he’s best known for delivering dynamic, thought-provoking sessions that keep people coming back. To learn more, please visit our website at www.AgitoConsulting.com.

netHQLarry 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/

Friday, April 5, 2013

Networking Newbies! Pay Attention… This is For You!

Filed under: Network Training,Video — Larry James @ 7:30 am
Tags: ,

Business networking strategist and author of “Recommended: How to Sell Through Networking and Referrals,” Andy Lopata, talks about how you can ensure you get referrals from networking groups, what doesn’t work and how to tell a good networking group from bad.

andy

Copyright © 2013 – 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.

netHQLarry 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/

Monday, April 1, 2013

Are You Asking the Right Questions to Get the Results You Desire?

Filed under: Ask Better Questions,Networking,Qualifying Questions — Larry James @ 7:00 am
Tags: ,

Bob Burg, Guest Author

Develop profitable, win/win relationships with practically every new person you meet – whether one-on-one or in a social or networking setting.

How?

Good-QuestionsAsk questions. Specifically, “feel-good” questions. These are questions designed to put your conversation partner at ease, and begin the rapport-building process. These are not intrusive, invasive, or in anyway resembling those of the stereotypical salesperson. Feel-good questions are simply questions that make your new prospect/potential referral-source feel good; about themselves, about the conversation, and about you. Vital, because “all things being equal, people will do business with, and refer business to, those people they know, like and trust.” Asking feel-good questions is the first step to accomplishing that goal.

“How did you get started in the ‘widget’ business?” ~ I call this the “Movie-of-the-Week” question because most people love the opportunity to “tell their story” to someone. This, in a world where most people don’t care enough to want to know their story.

“What do you enjoy most about what you do?” ~ Again, you are giving them something very positive to associate with you and your conversation. You are making them feel special, important.

You’ve begun to establish a nice rapport with your new prospect. You are focusing on him or her, as opposed to you and your awesome product, as most salespeople do. He or she is starting to feel good about you and has enjoyed answering your first two “Feel-good” questions.

“Pat, how can I know if someone I speaking with would be a good prospect for you?” ~ This is the “One key question.”

Here, you’ve continued to establish yourself as being different from all others they meet who are in business, who only seem to want to know, “How can you help me.” Also, since you are asking for help in identifying their prospects, she will gladly supply you with an answer. And the fact is, nothing builds trust and credibility with a prospect than actually referring business to them whenever possible.

GivingBIZcardYour conversation has ended and you never even mentioned your products or services. Good, since your relationship with this new prospect may not be far enough along for him or her to be receptive to this. (At other times it’s very advisable to bring it up.) That’s fine. Hopefully, you’ve gotten your prospect’s business card. Now you are in the position to follow up correctly and systematically in order to nurture this new relationship.

Whenever meeting new people, the above questions will help you to very quickly build your prospect list with high-quality people. And, in a manner that is fun and without stress. You’ll never again feel the “discomfort” in the pit of your stomach, knowing that you have to nervously and clumsily approach someone you don’t want to approach, and whom you can just sense, does not want to be approached.

Know this: the typical person knows about 250 people. Thus, every time you meet one new person, and develop a relationship based on the fact that he or she now feels as though they “know you, like you and trust you” you’ve actually just increased your personal prospect list a potential 250 people, every single time. Do this often enough and before long, you’ll cultivate a network of endless referrals.

BONUS Article: NEVER Start a Networking Conversation With, “What do you do?”
Are You Asking the “Right” Questions?

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Copyright © 2013 – Bob Burg. Bob Burg is author of “Endless Referrals: Network Your Everyday Contacts Into Sales” and “Winning Without Intimidation: How to Master the Art of Positive Persuasion,” both with over 100,000 copies sold. His newest booklet is “The Successs Formula.” He also publishes a free weekly eZINE newsletter. Visit Bob’s BLOG.

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netHQLarry 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!”

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