Networking HQ BLOG with Larry James

Monday, July 20, 2015

Networkers: Let’s be More Technical and Smart!

In order to be a master networker, you must always maintain a positive attitude no matter what. To me that’s the easy part, for others, not so much. Negativity runs rampant among many networkers who are not doing so well, who are more interested in making a sale than building a relationship that will eventually deliver their biggest return on investment.

NET-PrerequisitesSome of the signs that tip us off is the tendency to become more aggressive and persistent. The hard sell is dead. They chase away prospects using that approach. It doesn’t work when networking. You’ll be much more likely to make the sale once you’ve established a relationship. They’re not there to make friends. And they’re certainly not interested in developing mutually valuable relationships.

Some of these people just like to complain about everything. They quibble about not getting any referrals and often their quibbling has a profound effect on others. They either need to learn more about what works when networking or just quit. Not changing their attitude will keep them stuck. I think it’s time for a major shift in thinking as it relates to business networking.

Let’s all focus on shifting from aggressive and persistent to more technical and smart.

I’m sure you may have noticed that the more aggressive and persistent you become, the more frustrated you get. Being enthusiastic and motivated are part of the technical and smart way of networking. I suppose being technical is becoming familiar with networking ideas that really work and working smart is putting your own spin on how you network. Technical is not about iPhones, Facebook, LinkedIn, etc. It’s about using networking tools that work and also about enjoying being someone who helps people. Someone who enjoys being a supportive friend. To me that is one of the top prerequisites. Others are to be self-less and generous. Enthusiasm is important too. Be interested in people first… business come second!

“Master networkers don’t let any opportunity to work their networks pass them by. They manage their contacts with contact management software, organize their e-mail address files and carry their referral partners’ business cards as well as their own. They set up appointments to get better acquainted with new contacts so that they can learn as much about them as possible so that they can truly become part of each other’s networks.” ~ Ivan Misner

That’s another thing. The people who are aggressive and persistent about their aggressiveness generally “only” network at the networking meeting or at specific networking events. Where is that written? To be a master networker you must be networking and thinking networking all the time! Always being on the lookout for people you can help. To me networking is a way of life and a extremely good way to do business.

The idea Ivan Misner wrote about above about carrying their referral partners’ business cards as well as their own wherever they go is a hot idea! I carry my referral list with me when on appointments. The closing conversation always gets around to me asking them if they need any help in any areas of their business. When they need a DJ for a wedding, I can give them several names with complete contact info. I also want to know if they would like a personal introduction. If so, I will call one of the DJs and tell them I have someone interested in their business and turn the phone over to them. You will become known as a powerful resource for others.

Networking does not come natural to most people. Some have a knack for it and others stumble until they learn better ways than being aggressive and overly persistent. A good way to get started is by learning from your mistakes. It’s important to keep in mind that networking is about being genuine and authentic, building trust and relationships, and seeing how you can help each other. Networking is not for those who are caught up in the “if I don’t make this sale, I’ll be up the creek!” mode.

If you’re going to networking events focusing on getting clients, you’ll miss out on what you could find: Connections! Focus on getting to know people instead. They may not buy your product today, or ever, but in time they may send numerous people your way who could – but not unless you develop a relationship with them. You’re find networking opportunities in places like elevators, busses, supermarkets or parks not just networking meetings or events. Networking is a fundamental tool to the success of any business provided you use the right tools effectively.

There is a time and a place for networking – it’s called “anytime, and any place!” Just bring your best attitude with you!

netHQCopyright © 2015 – Larry James. Adapted from Larry’s latest book, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Larry James is a Professional Speaker, Author and Networking Coach. He presents networking seminars nationally and “Networking” coaching by telephone or one-on-one. Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”

the-archives2Click for Archives! ~ commentSubscribe to Larry’s FREE monthly “LoveNotes for Lovers” eZINE. Contact: CelebrateLove.com, P.O. Box 12695, Scottsdale, AZ 85267-2695. – CelebrateLove.com and CelebrateIntimateWeddings.com

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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Tuesday, March 10, 2015

Another Secret to Successful Networking

Filed under: Network Training,Networking — Larry James @ 7:30 am
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NETsuccess2

netHQCopyright © 2015 – Larry James. Adapted from Larry’s latest book, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Larry James is a Professional Speaker, Author and Networking Coach. He presents networking seminars nationally and “Networking” coaching by telephone or one-on-one. Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!” OR… https://www.Facebook.com/NetworkingHeadquarters/timeline

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

commentSubscribe 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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Wednesday, November 26, 2014

Reciprocity – The Implied Promise of Networking

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

Jill Lublin and Rick Frishman, Guest Authors

In life, we all try to get things from each other; that’s how the world works and has always worked. From ancient times, we have been a people who belonged to tribes and clannish groups. We build societies in which we lived, worked, and raised families together. In these societies, each member had specific roles that he or she performed for the benefit of the group. We gave to and helped each other. And, we also received.

NETReciprocityNetworks operate on similar principles. When it comes to networking, an implied promise exists that “If you help me, I’ll help you.” This implied promise is the bond upon which networks and societies are built. Without the assurance of reciprocal help, many network members would not give. In networking, reciprocating, returning favors, and giving back is not merely expected, it demanded; it’s the price you pay to be a network member.

Network members are realist. They understand that most requests have more than one motive. They know that the reason given may not be all there is. They also know all too well that many good-intentioned individuals don’t or can’t follow through and deliver what they promised. Realists accept the fact that folks get busy, face other demands, and simply forget. What they won’t abide, however, is repeated, out-and-out exploration by those whom they have helped because networking involves giving and taking, not exploiting.

Remember the following four rules of successful, reciprocal networking:

1. You can’t always be the connectee; you must also be the connector.
2. You can’t always be the taker; you must also give.
3. To build a successful network you must be prepared to give at least two or three items for every one you receive.
4. Better yet, don’t count, just give.

Give generously; don’t skimp. If you expect to receive more than you give, you’ll be bitterly disappointed. Sure, if you may get away with being a skinflint once, twice, or even several times, but sooner of later people will catch on, feel abused, and avoid you. And if you get anything, it will be drastically less than you gave and probably more than you deserve.

NetworkingMagic

Click book for info!

If you want to build relationships with the best, go the extra mile. Extend yourself, be lavish, and make grand gestures to impress upon your contact how far you’re willing to go to cement the relationship. To attract the best, give the best and give your best.

Train yourself to spot leads or opportunities for your network partners. To identify leads for partners requires you to understand their needs and how these needs can be best filled, Think of networks as friendships. Your connection to network members is a bond built on the same basic principles as friendship. They are:

• Helping
• Sharing
• Trusting

Both networks and friendships are intended to be long-lasting and enduring, not just fleeting or hit-and-run contacts. A network, like a friendship, will work only if you are asking, “What can I do for you?” If will not work if you’re only asking, “What can I get from you?”

Savvy players understand that networking fields are seldom level. The rich, powerful, and famous are usually better connected and endowed. They have more clout than others, especially newcomers who are just starting out. So, most beginner networkers must try harder, be more accommodating, more assertive, give more, and seize every initiative, especially when they’re trying to connect with people at the top.

Direct your efforts and give you contacts something they really want or need, anything less may be ignored or sloughed off. Jump the gun; instead of waiting for that powerhouse you’ve been courting to ask for a favor, find great resources that he or she could use and hook him or her up. To be a good network partner, you must help, help, help. And when you’re tired, help some more!

BONUS Article: Networking Events are a Waste of Time…

Copyright © 2014 – Jill Lublin and Rick Frishman. From the book, “Networking Magic.” Visit their Website at http://Networking-Magic.com/.

RICK FRISHMAN, publisher at Morgan James Publishing and Founder of Planned Television Arts (now Media Connect), has been one of the leading book publicist in America for over 36 years. Appearing on hundreds of radio shows and dozens of TV shows nationwide, including Oprah and Fox News.

JILL LUBLIN is an international speaker on the topics of Radical Influence, Publicity, Networking and referrals. She is the author of 3 Best Selling books including Get Noticed…Get Referral” (McGraw Hill) and co-author of Guerrilla Publicity (Adams Media) and Networking Magic (Morgan James).

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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!”

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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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Wednesday, March 19, 2014

Two Keys to Finding the Right Networking Partners

Ivan Misner, Guest Author

I once received an interesting e-mail from a man who read an article I wrote about collaboration and working together. He said, “The type of networking you talk about describes the way things should work, but in the real world most people seem to have an attitude of what’s in it for me.” He asked, “How can I prevent wasting my time and efforts on people, only to find that they have this kind of attitude?”

TwoKeysThe short answer to his question is this – stop hanging out with the wrong kind of people and start actively seeking out the right kind of people. Trust me, I’ve been there and done that when it comes to getting stuck with the wrong people and in order to move beyond that and build the kind of network that wants to help YOU (knowing that you also want to help them) is a journey – not a destination.

I have two suggestions to make finding the right networking partners easier.

First, look for some of the signs relating to people who fit the profile of good networkers. They include:

• People who ask how they can help you or what they can offer you (and mean it), before they ask anything from you.
• Individuals who show that they are willing to work on creating a professional relationship over a period of time because they understand that they must develop credibility with you before asking for your business or your referrals.
• Those who make the time to go beyond the normal business interactions with those from whom they want to be able to ask for support.
• Professionals who understand that networking is more about farming than hunting and show it in their actions by making the effort to get to know you outside of the business environment whenever possible, knowing that the more of a friendship there is between you, the more expectations you can both have from each other’s networking efforts.
• People who do what they can to bring business and contacts to you and their other networking partners, who share pertinent information with you, and invite you to business meetings that’ll position you favorably with others you need to get to know.
• Individuals who give of their time and knowledge in order to help their referral sources succeed.

Second, immerse yourself in the process of relationship building.

A network that is a mile wide and an inch deep is not a strong network. Create a personal network that is both wide and deep. Meeting with people regularly is the key to making this happen. Participate in networking groups where you are going to see the same people on a regular basis. This will help you develop relationships and screen out the “what’s in it for me” networkers.

Think about your current networking partners… who is one of your most trusted, most valued networking partners? I’d love to hear the story behind how you met this person and how you formed such a trusted, mutually beneficial networking partnership. Please share your story in the comments section–thanks!

BONUS Articles: A Network Relationship Takes Months to Build, Not Minutes
The Key to Success? Relationships!
Who Are You Talking With?

MisnerCopyright © 2014 – Ivan Misner. 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.

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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!”

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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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Monday, March 3, 2014

Ask For What You Want!

“When you want something from someone else, ask. You’ll be OK if they say no. Asking is being true to yourself.” ~ Cherry Hartman

Ask for what you want. Winners are skilled at getting help. Successful people are askers. They develop a network of support. They are not afraid to learn from the experts. Their support system consists of people in the community and even throughout the country that make themselves available to them when needed. They regularly communicate with other business professionals who are experts in their fields of endeavor. They are not subtle or indirect. They speak clearly about their needs and ask.

Don’t drop casual hints. People cannot read your mind. It is a mistake to assume that people know what you want. This kind of assumption stymies possibility. Be adventurous in expressing your needs. Ask. If you don’t ask, you become a victim of your own inability to communicate. This is not a guessing game. People appreciate honest candor. If you don’t ask for what you want you haven’t earned the right to have it.

JustAskMost people are not willing to admit they need help, so they withhold. They resist asking for assistance and in the process refuse others the opportunity to contribute to them. Withholding causes one of life’s biggest and most damaging problems. Keeping things to yourself is not healthy for you or anyone else. Share your needs. Ask for assistance. Can you see that withholding doesn’t work?

On the other hand, there is a danger in constantly presenting yourself as someone who is always in a position of needing something or of expressing yourself as needy. We are not talking about being a whiner. We are not talking about being a complainer. Whiners and complainers come across as weak people who are needy.

Sharp people can spot them a mile away. We are talking about always asking and never doing. It is one thing to ask for someone’s assistance and another to never do anything with their advice! If you are interested in knowing and doing. . . ask. Some people ask only to call attention to themselves. Avoid being one of those people. Ask for assistance when you need it and ask people who are in a position to assist you. Then do something with what you have learned.

At the risk of sounding sexist, it’s been my observation that men particularly have a problem in this area – women too, but mostly men. Many men were brought up to believe that we have to do it all by ourselves. We have to be totally responsible. If we ask for help, it’s a sign of weakness. Hogwash! I personally believe it to be a sign of strength. It takes courage to admit you don’t know and ask for help. Asking is accepting responsibility for not knowing and trusting yourself to be courageous enough to ask for someone’s help.

Successful people love to help others. Ask them for help. It is one of the most sincere compliments you can give. Asking a successful person for assistance is an acknowledgement of their expertise, wisdom, knowledge and experience. Asking successful people for advice allows them to contribute to you. It is one of the keys to success. It has been my experience that the more successful a person is, the more he or she is willing to share their good fortune with others. It is a life skill worth duplicating. Capitalize on their generosity. Caution: Be aware of and respect their time limitations. Know what you want to ask for, ask for it, say, “thank you,” ask if there is anything that you can do for them and move on.

Although this is great advice… it is important to be known for “giving” referrals, business info, ideas, etc., before asking for something from anyone else in your network! All “ask” and no “give” will not work!

netHQ

Copyright © 2014 – Larry James. Adapted from Larry’s latest book, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Larry James is a Professional Speaker, Author and Networking Coach. He presents networking seminars nationally and “Networking” coaching by telephone or one-on-one. Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”

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

commentSubscribe 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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Tuesday, February 11, 2014

If it Ain’t Broke… Fix it!

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

Take fast. And make it faster. Take smart. And make it brilliant. Believe that no matter how well you do something – especially business networking – and you can always make it better. And chances are you will, but only if you are committed to learning all the latest techniques others in your network can teach you.

Take business networking. And do it smarter!

3d people - man, person with a wrench. Businessman and builder. Fix itThere is a networking benchmark and it keeps getting raised. Are you prepared for that raise.

Take business networking training. Why? To be more thorough and efficient. And to be a network achiever!

Hot Tip: To gain the maximum benefit from networking, look at everyone in your network as a coach; someone who has something to teach you. Lots of people resist this idea. How sad. It takes practice and is not easy to do especially if you think you know everything there is about networking and continue to resist training. You must humble yourself and listen for that special tip that will push you toward what you want to gain from networking. It’s important to nurture these special relationships. Getting ahead requires access to opportunity, and access comes through great relationships with others. Neglect this and you put your career plans in jeopardy.

It takes belief! Belief is the foundation of all activity. Successful activity requires a certain amount of inertia. Inertia has a lot to do with networking success. If you are moving in the right directions, inertia helps you maintain what you have and helps you get to where you want to go faster. Caution: If you are going in the wrong direction, inertia helps you get there faster also.

It also requires that you hold yourself accountable. When something you are doing works… share it and take the credit. When it doesn’t work… take the heat and consider change.

Give up “Me, me, me!” Point your focus on others. Here is the magic that happens when you learn to do this; when we focus our attention on others, we call attention to ourselves in a positive way. People remember those who go the extra mile to assist them. The tendency is that they will more likely do something to help you in return. When meeting a networking contact for the first time, spend most of your time on the conversation asking questions about them and their business. They like this. They want to talk about their business… let them.

Business networking is as much about personal growth as it is about cultivating business relationships. We don’t talk about that as much as we should. When you consistently work to improve yourself, the more successful you will be. The most important discovery for me was really finding myself in all the myriad of ideas swirling around in my head that I thought I knew about networking. I was wrong. I discovered hidden potential and a new enthusiasm for networking that I did not have before. Doing this made my whole life better. It wasn’t totally broken… and I fixed it anyway by immersing myself in networking seminars and books about networking. WoW! I even wrote a book about networking of my own. What a difference that made.

Every positive relationship begins with a healthy self-image of the persons involved. Likewise, effective networking begins with positive self-feelings regardless of the setting – social, business or recreational.

We all need to better learn how to recognize opportunity when it shows up. Do your best to live your life as if everyone with whom you connect has a contribution to make to you. I know that when you are open to be coached, you will be more open to notice what people are saying that may have value to you. The “C” word – commitment – comes into play. So does the “L” word – Listen! You must be committed to become a better listener. Networks can give you access to information that you might not be able to obtain otherwise. Be prepared to offer something in return for the help you received.

My advice: If it ain’t broke… fix it! AND if it IS broke… fix it! Learn more and watch your networking efforts put you on the fast track.

netHQ

Copyright © 2014 – Larry James. Adapted from Larry’s latest book, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Larry James is a Professional Speaker, Author and Networking Coach. He presents networking seminars nationally and “Networking” coaching by telephone or one-on-one. Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”

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

commentSubscribe 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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Monday, February 3, 2014

9 Tips for Building the Strength of Your Network

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

Periodically it’s important to take a few minutes and re-assess what you are doing that contributes to building a powerful network. Here are a few tips to help.

1. Periodically take inventory of what’s working and what is not working as you network. Your needs, priorities, values, and contacts may change. What is suitable and important at one time in your life may become obsolete at another. Be aware of the changes and adapt your networking skills accordingly.

LearningMoreNET2. Keep a professional address book in your computer and update and weed out as necessary. Keep names and numbers of current contacts. Delete from your address book those with whom you have had not contact in a year. Saving old addresses for a rainy day is not a bad idea either.

3. Collect business cards and systematically file them in an accessible place. Write your reactions and notes on the back of each card to remind you of opportunities, your reactions at the time of introduction, interesting points of conversation and interest shared.

4. Follow up the initial meeting with contacts such as phone calls, notes or lunches. Take the initiative; show interest. All of us like to be on the receiving end of invitations and are complimented by another person’s genuine interest in us.

5. Keep yourself fresh in people’s minds. Maintain contact with periodic notes, calls and cards. Holidays are a great time to re-establish contacts.

6. Make it a challenge to add four or five quality people to your network every month. Keep your antennae out and consciously make an effort to establish and maintain new relationships. Networks do not come ready-made. They are developed over time and with conscious effort. People are everywhere. Be alert. Start random conversations with random people.

7. Increase connections by joining professional organizations and attending seminars and workshops. When you listen you can learn new techniques that will help. This will put you in touch with others who may have similar goals and interests. The benefits of extending yourself in new arenas are additional contacts, stimulation and personal growth. We can all use more of that.

8. Compare notes and share resources and contacts with others in your network. You must give as well as take. Being a resource for other people adds depth and dimension to your own life.

9. Remember to thank those who help you and to give them positive feedback. Never, ever be a user.

Larry’s NOTE: I ran across these tip among some of my writings from many years past. Not sure of the source to give credit.

netHQ

Copyright © 2014 – Larry James. Adapted from Larry’s latest book, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Larry James is a Professional Speaker, Author and Networking Coach. He presents networking seminars nationally and “Networking” coaching by telephone or one-on-one. Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”

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

commentSubscribe 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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Monday, November 25, 2013

FREE Networking Coaching for 1 1/2 Hours!

SORRY! This offer has expired!

For some time now I have been concerned about some of the people I meet at Networking events. They seem to drift from one person to the next collecting as many business cards as they can. I wonder what happens to those cards, so I started asking people. Most said that they would be contacting them in the next few days to offer their services to them or send them details about their product. Hmmm. Follow-up is great, however networking is not about selling… it’s about building long-term business relationships.

I often wonder why these people don’t know any better. I’ve decided to do something that I have never done before.

I’m giving awayOMG, this is going to sound so egotisticalME for 1 1/2 hours… FREE! 😉

I’ve been networking before they called it networking! I started my own business when I was 10 years old. I have taught several hundred networking seminars and delivered hundreds of keynote addresses across the U.S.A. I’ve been a professional speaker/trainer since 1987. If you need help networking, I can help!

NETtraining1Between now and the end of December, 6 people will have the opportunity for a 1 and 1/2 lunch with me (a small price to pay) along with a chance to pick my brain about networking. That’s not all. I will also give you a signed copy of my Networking book, “Ten Commitments of Networking.” You can ask me any questions you may have about networking.

There is only one catch. You get to buy my lunch at a nice restaurant in Scottsdale, AZ! I will select one person each week for 6 weeks. If I select your name you will receive a call from me and we will discuss the day and time and where we will meet. You will have 2 weeks to make the lunch happen or I will pick the next person on the list.

Why am I doing this? I believe it is so important to keep on learning. I also love to eat and… I love to talk about networking. Smart people who network know the value and benefit of continuing to learn as much as they can about something that will help them be more prosperous in their lives and business.

If you are someone you know needs to know more about networking, winning is as easy as 1, 2, 3! Here’s what you need to do:

1. To be elegible: Send e-mail to Larry James. Please put “Networking Lunch” in the subject line.
2. Give me your name, what kind of business you are in, the name of your business, your address, Cell and office phone number and e-mail address.
3. Tell me why you would like to be one of the 6 in 50 words or less.

There is no obligation to buy anything. And I promise not to add you to any mailing list without your permission, however, I will expect us to be friends on Facebook.

That’s it.

Hurry! This opportunity expires at midnight on December 31, 2013.

netHQ

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

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

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

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

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Monday, November 11, 2013

Another SECRET to Successful Networking

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

Do you hate your job but keep on networking hoping everything will get better? If you don’t LOVE what you do, consider doing something that you DO love!

Do you complain about how bad your business is but keep on networking hoping everything will get better?

NETsuccessDo you whine about not getting business referrals, give very few but keep on networking hoping everything will get better?

I’m curious. What makes you think that everything will get better?

People who hate their job, complain and whine usually have their minds so pre-occupied with things other than networking that they are usually the ones that try to “get” as much as they can (“giving” very little) and after a time, dropout and say that networking didn’t work for them.

I am convinced that when you have “a genuine love of people” networking cannot fail. People who love people do everything they can to offer assistance to others in their network when needed. They actively seek out referrals to give to other networkers. They know that for networking to work they must first “GIVE” and when they do that… they also know that they will receive even if it is not from the once they gave to.

The people who hate their job, complain and whine, most certainly need an attitude adjustment. Sometimes I just want to shake them and say, “Haven’t you learned yet that networking is about giving?” They usually have their mindset cast in stone. In other words, they think they are right and keep doing the same thing over and over expecting a different result. I’m sure I don’t have to tell you that that’s crazy. They come across as desperate and thing that networking will solve their problem quickly.

Networking doesn’t work that way. Effective networking requires a long-term commitment. It takes time to build relationships – the kind of relationships that fosters trust between members. I don’t know about you, but when someone I just met comes up to me at a networking event and asks for referrals or attempts to give me their sales pitch… I want to get out of their presence as quickly as possible. I used to have more patience. 😉

NETCallMeI started 10 networking groups when I lived in Tulsa. A requirement to be admitted to the group was at least an hour and 1/2 of networking education… going over the groups bylaws, stating the groups purpose and the 10 commitments of networking, a list of do’s and don’ts, and much more.

When they left this session they were about 30 steps ahead of most people who never pause long enough to get themselves educated about the do’s and don’ts of business networking. Our group was had about 65 high energy members. Only one member in each classification, eg., one Realtor®, one banker, etc. Our meetings were held over lunch every Wednesday and almost everyone attended because they knew that it was a group that meant business and they didn’t want to miss out on anything.

We often had contests with really great prizes and other exciting things happening that encouraged everyone to work together. Enthusiasm was our buzzword! I taught our members that networking should be FUN! Every member was held “accountable” for bringing referrals… at least one each week. No referral – you got a “good natured” fine of 25¢. Every quarter we held a drawing and gave the winner the kitty. If you didn’t bring a referral on the day we had the drawing, your name did NOT go in the hat. In our first year, our members exchanged more than $2,500,000.00 worth of business. Is that a group you might like to be in? It worked so well with the first group that we had people clamoring to join so I started nine more groups in different areas of town.

This might be an idea that you may want to pass along to your group leaders. I have been actively involved in networking for more years than I care to remember. If you work it right and play by the rules – give… and then receive (and be patient in the process) you will reap rewards that you cannot imagine. It’s called netWORKing for a reason! I am always happy to receive phone calls from leaders of networking groups to discuss how I might be able to provide this training, to help you start a new networking group or to schedule a one-on-one for networking coaching. Serious minded leaders can call my Cell at 480-205-3694. I live in Scottsdale, AZ.

Love people, actively seek referrals to give to others and just do what’s right! That’s a big part of what makes networking work.

BONUS Articles: Does Your Networking Group Have a “Community” Presence?
Community… Not Just a Buzzword!
25+ Articles about Networking Training

netHQ

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

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

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

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

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Tuesday, October 22, 2013

Train Your Referral Resources

Whenever I talk with a client, at the end of the conversation I always ask if there is anything that I can help them with. Most of the time they say no… however, I go on to make suggestions of others in my network of support that may be able to offer their services.

Two businesswomen in suits shaking hands and smiling.There is a Cajun word called lagniappe (/ˈlænjæp/ LAN-yap). When I think of business networking I always think of that word when I am speaking with my clients and customers. My definition is: “give all you can… and then some!” In other words I always give my clients what I promise and then some. Under promise… over deliver. I consider that part of my service is to discover additional ways to help them.

I don’t just want customers and clients. I want to make new friends of them so that we can have strong, committed relationships with one another – the kind of relationships that has us thinking of each other and helping each others businesses grow and prosper.

“It may take awhile, but if you select and train your referral sources well and you use the system to its best advantage in referral development, you will really speed up the process of turning connections into referrals for your business.” ~ Ivan Misner

If you are not having a brief “networking how can I help you” session at the end of a client’s meeting, I suggest that you begin. I would bet that even some of the most successful networkers don’t remember to do this. It only takes a few seconds to say, “How can I help you?” It only takes a brief minute to offer referrals or people that might be able to help them. For me it’s an instinct wired deep in my brain… something that I now do automatically. Some of my most solid networking contacts continue to bring me unexpected referrals year in and year out. Many are my best friends. They can do a great job marketing for you when they run across someone that needs your service or product. Often you will have to coach them as you go.

When you interact with your clients, customers, referral sources, and contacts with a referral mind-set, show them that you are a “giver,” that you help others, and continually and strategically give referrals, you’re modeling the behavior you want others to exhibit toward you. Remember to talk “with’ your customers, not “at” them. People usually trust the recommendation of a friend, family member, colleague, or even stranger.

People do business with those they like and trust. Being there for someone with an unexpected offer to help can lead to more business than you can imagine over the years. It’s time that we take a serious look at training our referral resources better. Let them know that you can be a resource for them. Give them examples of how you have helped others. Be sure that they know the best kind of referrals that would be of interest to you. Referrals are only helpful if they’re given to the right people for the right reasons.

teamworkThe people you know that are in your network can be a valuable source of referrals… but they need to be reminded of this every so often. It’s important not to be a pest. It’s also important to make it clear that your are not just asking them for referrals but you are offering – first – to be of assistance to them. Be specific about this. When you are passing a referral to an untrained but potentially valuable referral partner, let them know exactly what you’re doing and suggest ways he can reciprocate.

I call this “recruiting cheerleaders.” I am building a team of supporters for my business by giving them what they need. These are people who not only help cheer you along, but sing your praises to others they know, spreading the great words about your business all because you offered to act as their resource whenever they need something. Talk about your resources. Maintain visibility. Let them see you in action. Let others know how well you are connected. They need to know that you are not just flapping your gums but are serious about helping others. It’s been said that just about anything you need can be found within 3 to 5 phone calls from a well-connected networker.

Many entrepreneurs continually pass up this golden opportunity to build their business. Train yourself at the conclusion of a successful client meeting to ask if there is anyway that you can help them, and to suggest that they pass along your name to others who might benefit from your services.

By talking openly and honestly about what you are doing, you are not only modeling the behavior you want from your potential referral partner, you are allowing them to think about it and to discover ways to incorporate what you are doing into their way of doing business and networking. Educate your customers. Share your knowledge freely. When you do, your business will generate referrals like a well-oiled machine.

Obviously there are no guarantees that reciprocation will occur, but I can tell you this, it most likely will not occur if you don’t casually train your networking friends about the benefits of giving.

BONUS Article: How Can I Help You?

netHQ

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

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

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

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

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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/

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