Networking HQ BLOG with Larry James

Saturday, January 18, 2014

You Must Cultivate “Before” the Harvest

Filed under: Networking,Social Capital — Larry James @ 8:30 am
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New networking relationships are for cultivating, not harvesting. There are unwritten rules about how soon you should ask someone in your group for referrals or how long before you actually give a referral to someone. Never ask for a favor or business referral before you built social capital – the value behind your social contacts – to make such a request.

SocialCapitalIt’s important to genuinely have a relationship with someone before you expect “anything” from them or they expect anything from you. Cultivate the relationship. Have a business breakfast or lunch to get to know them better. Do not pitch you or your product. Explore. Find out more about them. Ask lots of questions. What fills up their time when they are not at the office? Who do they know, etc? Do they like what they do?

“Building deep referral relationships is almost completely dependent upon the social capital you have built with someone. Social capital is similar to financial capital in a very important respect. To amass financial capital, you have to invest and grow your assets. You have to have money in the bank before you can make a withdrawal. Relationships are very much the same – referral relationships in particular.” ~ Ivan Misner

Asking for the business too soon is a common networking mistake. This form of “premature solicitation” can kill a relationship before it gets started. Networking is like farming – it’s about cultivating relationships. Relationships are your networking currency.

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!”

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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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Tuesday, May 8, 2012

Networking How-to: Lend Your Social Capital

Filed under: Guest Author Articles,Social Capital — Larry James @ 8:30 am
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Kathy McAfee, Guest Author

I recently read the book “Knowing Your Value: Women, Money and Getting What You’re Worth,” by Mika Brzezinski, co-host of Morning Joe TV news show. I rarely read books cover to cover, but this one captivated me from start to finish. It is an empowering collection of interviews and self-reflection of career women and men who have had to struggle to get paid what they are worth.

Mika

Click book cover for more info

As a board member of the YWCA Hartford Region, I have learned more about the barriers associated with women’s economic empowerment. The wage gap between men and women remains significant: with women earning approximately 77.4 cents for every dollar men earn in the USA. (check out the stats on http://www.pay-equity.org/). That figure hasn’t changed much in the past 16 years.

Lack of sponsorship, mentors and networks

Towards the end of Brzezinski’s book, she makes the statement that “Lack of sponsorship, mentors and networks: this was a recurring theme in almost all my conversations on the subject of women and compensation.”

I have written about the subject of mentoring, and I’ve become really intrigued with the concept of sponsorship and sponsoring others in the work place. I will be dedicating a much larger article on this subject on my other web site: MarketingMotivator.net early next month.

Here’s how Brzezinski defines sponsorship: “A sponsor: someone who is willing to use their own social capital to help pull another up the corporate ladder.

What is social capital?

I did a quick on-line search of this term and found a graduate student named Tristan Claridge who completed a Masters thesis on social capital theory in 2004 at the University of Queensland in Australia. He created a web site – http://www.socialcapitalresearch.com/ . Broadly, his definition of social capital includes reference to social networks and the productive benefits stemming from them. That sounds like networking to me!

Let me take my stab about defining what social capital is and how to use it to create opportunities for yourself and others.

“Social capital is an intangible but powerful asset that you can create for yourself when you network and build relationships with others in your professional and personal life. The power of your social capital is enhanced when you share and exchange it with others to create mutual benefit. Keeping it all to yourself does you little good.” ~ Kathy McAfee, America’s Marketing Motivator

netcapitolLending Social Capital

The next time you ask someone for an introduction or a favor, think about it like a banker. You are dealing with a different kind of capital: not money per se but relationship equity. This is tied directly to their reputation – something that has taken a very long time for them to establish and considerable effort to maintain.

The role of the lender of social capital. You don’t have to accept every request. Assess the risk of the borrower. Understand how they plan to use your social capital and to what end. Ask tons of questions. Assess their character and integrity. Can they be trusted with your asset? Will they represent you well? Be selective and be very clear about your expectations of usage and repayment with the borrower. When you agree, act swiftly on your offer. Set up the arrangements to transfer the social capital and make the personal introductions. Monitor their progress…

The role of the borrower of social capital. Know why you want to borrow their social capital and what you plan on doing with it. Make a convincing case that you will protect and honor their social capital and do only good with it. Keep them updated as to the status of your investment of their social capital. Pay it back (or pay it forward as agreed upfront) with plenty of interest and principle. If they decline your request, do not take it personally. Find another source or another way to get what you need.

Put this idea into action with your networking goal for this week (see below).

Your Networking Goal for the Week

Reflect back on the people in your professional life who have lent you their social capital. Perhaps they sponsored you in some way that paved the way for new opportunity and growth in your career. If so, reach out this week and thank you personally. Let them know what they did for you was significant and greatly appreciated. Time now to pay it forward by helping someone else in a significant way by lending your social capital. Who in your organization or in your network has impressed you? Who do you believe is high potential talent and just needs greater access and resources to realize it? Who could you introduce them to that could create opportunities for them? I want you to think and act like a lender of social capital. Then and only then do you have the right to borrow.

BONUS Article: Networking Mentors – Be One and Find One
Networking… The New Renewable Resource

netHQCopyright 2012 – Kathy McAfee. Kathy McAfee is America’s Marketing Motivator and author of the book Networking Ahead for Business (Kiwi Publishing 2010). In her role as an Executive Presentation Coach and Motivational Speaker, Kathy helps her clients become the recognized leaders in their field by mastering the arts of high engagement presentations and more effective networking. Learn more at her Website: MarketingMotivator.net and NetworkingAhead.com.

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

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

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

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Add Larry James as a “friend” to your Facebook page: http://www.Facebook.com/larry.james
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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, October 17, 2011

Effective Networking = Soaring Prosperity

Filed under: Networking Tip,Social Capital — Larry James @ 9:00 am
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It takes only a moment of conscious decision to become a networker, with no interference to one’s daily routine. All it requires is a slight shift in attitude, and adopting one simple rule: Greet each new acquaintance with an openness to learn more about him or her, a willingness to help and an offer to stay in touch. This approach is equally applicable to every form of networking, whether in business or social contexts, and whether the encounter takes place in person or online. ~ Goke Ilesanmi

AND. . . it takes more than a moment of conscious decision to become a “savvy” networker; one who makes the most of each moment and who recognizes that the connection between networking and prosperity is built over time. It rarely happens on the first meeting.

$$upRelationships! Networking is about cultivating long-term business relationships. Close knit relationships lead to more business down the line.

If you work at networking; have patience and “make” time for it, it will reward you by taking you places you could never imagine. You will have more genuine friends; people you you can call on when you really need a friend. They will be your network of support and because of your consistent networking efforts and your persistence of doing the right things, your income will soar.

If you’re an opportunity hopper, that is, you go from one so called opportunity to the next, you will most likely stay stuck and you will almost always experience a decrease in self-confidence and income.

Focus! I repeat. . . Focus!

Networking works if you work it correctly, effectively and persistently. Begin by establishing relationships with other business professionals. Do this first and you will have the opportunity to substantially increase your business. Networking will assist you in increasing business through shared business activities and a strong referral network. The benefits are numerous and sometimes – at least at first – not so obvious.

netHQCopyright © 2011 – Larry James. Larry James is a Professional Speaker, Author and Coach. Larry James presents networking seminars nationally and offers Networking coaching; one-on-one or for your Networking Group! Invite Larry James to speak to your group! His latest book is, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”

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

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

letsbefriends2

Add Larry James as a “friend” to your Facebook page: http://www.Facebook.com/larry.james
Follow Larry’s “once daily” Relationship Tweet at: http://www.Twitter.com/larryjames
Follow Larry’s “Relationship BLOG” at: http://CelebrateLove.wordpress.com/
Follow Larry’s “Wedding BLOG” at: http://CelebrateIntimateWeddings.wordpress.com
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Thursday, April 28, 2011

Networking…The New Renewable Resource

Sarah Michel, CSP, Guest Author

Since we all seem to be very preoccupied these days with conserving energy, focusing on recycling and using alternate resources, it seems fitting to remind you that creating goodwill within the relationships of your network, is never in limited supply.

Perfecting Connecting book cover

Click book cover to order!

You create goodwill by looking for ways to be a resource to others and going out of your way to help someone in your network, expecting nothing in return. We need to approach our network with the same selfless manner as we do with recycling our aluminum, paper and plastics, knowing that our efforts benefit the earth and the greater good, not just us personally. Goodwill is a renewable resource that holds the potential to have the biggest impact on your networth. I’m not talking about financial networth… I’m talking about your social capital.

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

Your networth (social capital) will rise when your network experiences, hears about or witnesses you committing an act of goodwill. Creating some goodwill typically requires very little effort and energy output on your part. It’s as easy as making a phone call, sending an email or introducing two people who you think need to know each other. Often, this small but significant act opens the exact door that person needed to move ahead. The network contact you help will be forever grateful and typically will tell at least 12 people how helpful and valuable you are.

A little goodwill can go a long way. Together we can change the world one connection at a time. Pass it on!

Sarah Michel, CSP

Copyright © 2011 – Sarah Michel. Reprinted with permission. Sarah Michel, CSP, is a networking expert who helps people increase their netWORTH™. She works with individuals, associations and organizations to strengthen their connections and communicate their value to anyone, anywhere, anytime. Her powerful Perfecting Connecting© strategies promote personal and professional success. Visit Sarah’s “Website.”

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

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

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

letsbefriends2

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

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