Networking HQ BLOG with Larry James

Monday, November 9, 2015

Don’t Stop Networking! Just Start Doing It Right.

Ivan Misner, Guest Author

When I ask an audience, “How many of you are here hoping to possibly sell something?” almost everyone raises their hands. When I ask that same audience, “How many of you are here to possibly buy something?” nobody raises their hands.

Ever. Not one person.

NET-DontSTOPThis is what I call the networking disconnect. Too often, people show up at networking events wanting to sell something but nobody ever goes wanting to buy something. This is how networking can be done badly.

So, it didn’t surprise me when I recently read an article entitled “Stop Networking.” It went on to explain how the process of networking is so “mercenary.” The problem is that every example the author gave about how networking doesn’t work was an example of really bad networking! The conclusion was to stop networking. Instead of networking, the author said you should do these five things:

1. Focus on relationships, not transactions.

2. Don’t ask for something before you give something.

3. Don’t make the process about you.

4. Strive for quality, not quantity, in your relationships.

5. Volunteer for leadership roles in organizations you belong to.

Hello! Does anyone notice that the emperor has no clothes? I would argue that all five of these strategies are, in fact, all about networking – but about networking done the right way. In this article, bad networking tactics were presented as the reasons that people should stop networking altogether. Networking can certainly be done badly, but networking itself isn’t bad. In fact, when it’s done right, almost everyone agrees it’s the best way to build a business.

Don’t stop networking. Just start networking right:

Relationships, not transactions ~ The key for networking events is to make solid connections with individuals so they will remember who you are when you do follow up with them. You want them to be interested to meet with you for coffee or lunch. If you go to networking events with the intention of just trying to sell to people, they won’t want to meet with you later because they know you’re going to pitch to them.

Invest in some social capital ~ If you want people to be eager to meet with you after networking events, the key is to find ways to help them. Think back to the people in my audience. Think about all the relationships that had the possibility of forming and how many of them most likely didn’t. If everyone focused on learning who they could help, as opposed to who they could sell to, imagine the relationships that might have been. Good networking is all about investing in some social capital before asking for a withdrawal.

Be interested, not interesting ~ It’s not all about you. Do you want to make a connection (especially if you are networking up to someone more successful than you)? If so, be interested in what they are doing. Don’t pitch them the moment you meet them. But wait, it never hurts to ask, right? Wrong! Contrary to popular belief, it is does hurt to ask for business before there’s any kind of relationship.

Quality over quantity ~ The only thing more important than the size of your network is the quality of your network. It’s a people puzzle, not a numbers game. It’s about finding out about the people you’re meeting with. It’s not about collecting as many cards as you can. If your network is a mile wide and an inch deep, you’ll never have a powerful personal network at your disposal.

Become engaged in the groups you belong to ~ If you really want to stand out in a network, volunteer and become a leader in it. It is amazing how much exposure you can receive when you are helping to run a group that you are active in. However, remember two things. First, just being a leader doesn’t mean you’ll get business. At some point, when you have developed a relationship, you do have to let people know that you’d like to do business with them. Second, whatever you do, don’t step down from a leadership role and then immediately quit the group. That really makes it look like you were there for only one reason (and the wrong one at that). Being a leader in a group is about giving back. The secondary benefit is that you can build great credibility.

I’ve built a global company with offices in more than 60 countries and I’ve done almost all of it by building relationships, networking, and getting referrals. My advice to you is, don’t stop networking. Just start networking right.

BONUS Articles: The Real Secret to Success Isn’t Really a Secret
Networking Is a Contact Sport
Be Self-Aware, Be Selfless, and Then Be Selfish

MisnerCopyright © 2015 – Ivan Misner. Adapted from “Avoiding the Networking Disconnect” by Dr. Ivan Misner and Brennan Scanlon. 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!”

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
Follow Larry’s “once daily” Relationship Tweet at: http://www.Twitter.com/larryjames
Follow Larry’s “Relationship BLOG” at: http://CelebrateLove.wordpress.com/
Follow Larry’s “Wedding BLOG” at: http://CelebrateIntimateWeddings.wordpress.com
Follow Larry’s “Authors & Speakers” BLOG at: http://www.AuthorsandSpeakerNetwork.wordpress.com/

Sunday, October 4, 2015

Collaboration and Beyond…

Collaboration is working together with others toward a common purpose to achieve shared goals and business benefits. For the last two decades, the call for collaboration has been a front-and-center mandate. Collaboration – quite literally, “laboring together” – is a set of behaviors based on shared experiences.

NET-collaborationIt’s called working together; addressing the challenges of maintaining good business. It’s a partnership that offers you new innovative ideas with someone with business knowledge, meaningful insights and the broadest range of capabilities. This should be someone you feel comfortable working shoulder to shoulder with – someone who can help you reach the next level of performance. Collaboration can be very useful in helping you become unstuck on problems because it brings together multiple viewpoints focused on finding solutions.

To transform your own business you need really good partners. They help you become an expert of today instead of tomorrow.

These partners are the kind of people you should have in your network of support in your networking group. If you struggle to develop relationship partners within your own networking group… you are probably in the wrong group.

I look at networking as an adventurous excursion or a shared adventure. Networking should be fun, never a struggle.

Helping each other facilitates close business relationships. Again… collaboration is working together. As you learn from them, you also must remember to share your business knowledge with them.

Networking is about a lot of things; business referrals, etc., one of the most important of which is collaborating with each other.

How can I help 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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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/
Visit Larry James on LinkedIn
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Wednesday, February 18, 2015

Do You Have ‘Cliques’ in Your Networking Group?

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

Ivan Misner, Guest Author

As you take a look at the networking groups you may be participating in, think about the relationships you have formed with the individual members. Do you have strong relationships with a select few, but disconnected and detached from others?

NETcliquesIt’s time to get serious about developing stronger relationships with each and every member of the networking groups you participate in. This includes people who you don’t think have the contacts you might want or perhaps are in a business that’s not exactly symbiotic with yours.

Have you ever thought to do one-on-ones with those people as well? Spend the time to do one-on-ones with each and every active member of your network – it helps you develop a longer and stronger network.

Larry’s NOTE: It’s very easy for cliques to form in networking groups. A clique is a small group of people, with shared interests or other features in common, who spend time together and do not readily allow others to join them.

A clique does serve networking groups well. It’s important to have good relationships with everyone in your group. As Ivan said, “This includes people who you don’t think have the contacts you might want or perhaps are in a business that’s not exactly symbiotic with yours.” Guess what? Networking is not only about getting leads for yourself. When you put “helping others” before getting referrals for yourself, you can more easily work the entire group. That will open up other possibilities. Those people you have been avoiding may know others that you need to know or can help.

If you see a clique forming in your group, do anything you can to break it up. Encourage networkers to sit with someone they don’t know very well. Encourage those in your group to have one-on-ones and report about it the following week. cliques are never a good thing when it comes to networking.

MisnerCopyright © 2014 – Ivan Misner & Larry James. 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
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/
Follow Larry’s Wedding Pinterest Page @ https://www.pinterest.com/larryjames2012/networking-blog/

Tuesday, December 16, 2014

Give Generously and Graciously

Filed under: Giving,Networking,Relationships — Larry James @ 7:30 am
Tags: , , ,

Whether you are new to networking or an old-timer when it comes to networking… perhaps one of the most important points to remember is based upon giving generously and graciously.

NETGiveGenerouslyAlthough reciprocity is important, learn to give without expectation of return; people will notice. Learn the definition of networking and adopt it as your guideline:

“Networking is using your creative talents to help others achieve their goals as you cultivate a network of people strategically positioned to support you in your goals… expecting nothing in return!” ~ Larry James

Never be put off by the fact that others in your network of support may not be as generous as you – just keep on giving generously. When others notice that you give so generously, you will certainly be acknowledged for being a great giver.

Others will automatically be drawn to you to simply be associated with you. They will introduce you to other great, gracious givers and this is when it gets serious… your network will truly begin to grow. Those relationships will be deep and meaningful. Believe me, that is how networking works.

Remember, networking and selling DO NOT mix! Think of yourself as a solution-finder, rather than a sales person. Be of assistance to others. “How can I help you?” is a great question to ask everyone you meet.

It’s important to “make” time to really get to know the people in your network. Book breakfasts, lunches, visits to each other’s places of business. Spend time with them. Ask lots of questions. That’s how relationships begin. When enough time passes you will learn more about them as a person, their business, their likes and dislikes and you will begin to know them well enough to make some headway with referrals.

You should also realize that the fruits of networking don’t happen overnight; in fact they take a lot of time and energy. When you stick with it, the magic really will occur.

BONUS Article: Are You a Superstar Networker?
Networking and Socializing – Never Confuse the Two
Reciprocity – The Implied Promise of Networking

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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
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/
Visit Larry James on LinkedIn
Follow Larry’s Networking Pintrest Page @ http://www.pinterest.com/larryjames2012/networking-blog/!

Sunday, November 30, 2014

How To Win People Over Without Manipulation

Marie Forleo on “MarieTV” interviews my good friend, Bob Burg, a well known speaker, writer and consultant, about his book, “Adversaries into Allies.” They talk about 5 ways to turn adversaries into powerful allies – no manipulation needed.

AdversariesIntoAllies

Click book for info

In this interview, Bob talks about how business people focus too much of themselves instead of other people, how to start controlling your emotions in business situations, how to engage with people who have different person beliefs and more.

Many people tend to think about competitors as enemies or adversaries. According to Bob Burg it’s more useful and practical to visualize competitors as your allies.

“From time to time there may be situations where a customer would be better served by buying from a competitor than from you,” Burg explains. “If your true goal is to help your customers, that competitor just becomes another way you can be of service.”

Networkers may want to listen to the part about persuasion vs. manipulation. I find, much too often, networkers who tend to manipulate others to buy their goods or services. Some have not yet learned that manipulation doesn’t work. They often close doors that, with a little tact, could have opened up incredible opportunities. It’s much better to learn how to influence and persuade.

While this approach [manipulation] might at times bring us short-term results, it leaves people with a bad feeling about themselves and about us. At that point, our relationship with the person is weakened and our influence dramatically decreased. I particularly like with Bob talks about how you view adversaries — are they really your adversary? There is a better way!

The video is a 31 minute program. If you don’t have time to listen now, bookmark this page and come back when you can really listen. I’ve known Bob Burg for many years. He and I share an great interest in teaching and training the higher principles of business networking. Bob is also the coauthor of The Go-Giver, Go-Givers Sell More, It’s Not About You and (one of my favorites) Endless Referrals. As a networker, all of these books belong in you business library.

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Copyright © 2014 – Bob Burg & Marie Forleo. Bob Burg is author of “Endless Referrals: Network Your Everyday Contacts Into Sales” and “The Go-Giver.” Four of Bob’s books have combined to sell over 1,500,000 copies. Visit Bob’s BLOG.

Watch Marie Forleo on “MarieTV!”

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

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

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

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Add Larry James as a “friend” to your Facebook page: http://www.Facebook.com/larry.james
Follow Larry’s “once daily” Relationship Tweet at: http://www.Twitter.com/larryjames
Follow Larry’s “Relationship BLOG” at: http://CelebrateLove.wordpress.com/
Follow Larry’s “Wedding BLOG” at: http://CelebrateIntimateWeddings.wordpress.com

Monday, October 13, 2014

How Do You Find the Time to Network Effectively?

One of the biggest challenges for people trying to network effectively is managing the time to do so. Business Networking Strategist Andy Lopata meets with Simon Phillips, author of “The Complete Guide to Professional Networking,” to discuss what he learned through writing the book and Andy asks for his advice on managing your time when networking. 2:40.

BONUS Articles: Don’t Have Time for Business Networking?
Schedule 30 Minutes a Day for In-Office Networking Activity

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Copyright © 2014 – 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.

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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.

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, September 19, 2014

Tuesday, August 26, 2014

Networking Relationships Begin With “Hello!”

When I first began to actively network I was sometimes intimidated by and hesitant to talk to the movers and shakers. No longer. I have since discovered that people in networking who know the rules and are very successful are the people you really need to get to know. In fact, some of the most successful people I know have contributed a large part to my success (Mark Victor Hansen, Tom Hopkins, W. Steven Brown, and others).

NetHELLOWhen it comes to meeting new people, one of the biggest obstacles for most people is simply building up the courage to approach a stranger and start a conversation. When you’re around accomplished people, be quick to say, “Hello!” Don’t hold back. Introduce yourself to begin the conversation. Make an observation or compliment. Make small talk. Asking questions exhibits a genuine interest in them. It’s also important to know when to shut up.

We are all coming from the same place. Most find it hard to just walk up to a stranger and begin talking. We get anxious and overthink the situation. At first, we are all at least a little nervous. We all wonder where and how we’ll fit in.

Think about how many opportunities you have allowed to pass because you were too slow to make a move to say, “Hello.” You’ll never know what you missed out on unless you put yourself out there. If this is you, it’s high time you step out of your comfort zone.

When is the best time to approach someone you want to know? The answer is: Within the first 3 seconds you see them. Don’t allow yourself to be distracted.

3SecondRuleHave you heard of “The 3-Second Rule?” Originally this concept appeared in a book about how to pick up women. I have found that it works very well when networking too. The rule is simple: When you see someone interesting to talk to, you have three seconds to walk up and say hello. Wait longer and you’ll either overthink it and screw it up or overthink it and never approach. I’ve been there and done that. With only 3 seconds, you don’t have enough time to let anxiety get the best of you. It’s a very simple rule, and extremely effective.

Not sure what to say? It really doesn’t matter. Anything is better than nothing, because it takes you from being a no-name in a sea of faces to being an actual person with a story who had the courage to say hello. I suggest that you ask lots of questions; about them and their business. Determine if there is anything that you can do to help them.

If it’s someone you’ve always wanted to meet, you’ll at least be able to open by thanking them for their work and how it’s impacted you. The 3-Second Rule isn’t just for people you recognize. Use it to talk to anyone and everyone who looks interesting. In the beginning, apply it to everyone you see. It’s just like warming up for a race or big talk. It helps to build your self-confidence and overcome your social anxiety. Do that by saying hello to anyone you can, especially when there’s nothing at stake.

When networking it’s important to view everyone as friends you haven’t met yet. Then simply say, “Hello!”

Larry’s NOTE: A special “Thank you” to Scott Dimsmore for introducing me to “The 3-Second Rule.”

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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.

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/

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.

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 27, 2014

Who Are You Talking With?

There is opportunity to network everywhere. Always keep your eyes and ears open. Wherever you are, look and listen for people who are on the cutting edge of their business. My experience has been that those who are the most successful are the ones who are most willing to share their expertise with others.

Start@theTOPIf you are thinking… “They would never want to talk with me,” then fear is your enemy. Be bold and unafraid. Successful people love to share their success. If you act like the typical networker and approach them trying to pitch your product or service, you will most certainly get a cold shoulder. They are likely to quickly move on. However, if you’re smart and focus all your attention on learning more about how they got to where they are, you are likely to find people who are committed listeners, people who will give you the time to get to know them better. Success rarely come to you… you must go to it. You will be amazed at what you can learn from that.

Be alert. Watch for signs that they may be too busy to take time now, and offer to arrange a time to get together some other time to learn more of their success secrets. It’s important to learn to know the right moment to approach them. Be fearless. The point is to ask lots of questions and focus on them – never on you.

The truth is that some people don’t take the time to even think about being considerate of someone else’s time. If you are going to be successful at networking consideration is a prerequisite. Never allow your lack of self-confidence to show when you are networking. That usually puts the brakes on and stops you in your tracks.

I am reminded of a young friend, fresh with his degree, who sent an e-mail to the President of a company requesting 15 minutes of his time to learn more about his road to success. (Sometimes you have to start at the top!) It worked!

His polite aggressiveness and fearless approach caught the attention of the President who referred him to HR, who – in his first interview – hired him on the spot. I’m sure that being referred by the President probably helped, but it was his sincere interest in learning more about being successful that was the clincher.

There is nothing wrong with jumping into a huge networking event with lots of opportunities to connect with and engage with new people. But it’s more than that. I’ll say it again: Networking is always and only about building close business relationships. That what makes it work best. Smart people know that it takes time. Business networking is no quick fix for someone who needs to make their sales goal this week.

You wouldn’t walk into a Chamber of Commerce meeting and expect that all 150 people in attendance would run up to you and order your product or service. You have to mix and mingle, have conversations, exchange business cards, request time outside of the event to get together and begin to develop a relationship.

At any networking event it’s important to begin to circle successful, relevant people, get to know them, share interesting information, provide value, demonstrate expertise, have conversations, and grow connections. Along the way we learn (provided we are circling smarter people than ourselves – and we should), we grow, and in time we will get high quality, qualified business referrals.

BONUS Articles: Referrals vs. Recommendations
“Qualified” Referrals – The Currency of Successful Connections!
Is It a Lead or a Referral?

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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!”

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