Networking HQ BLOG with Larry James

Wednesday, April 15, 2015

14 Networking Tips from 14 Networking Experts!

Networking is about sharing what you know about networking with other networkers. Here are 14 tips from 14 of the most successful networkers I know.

“You can abuse the members of your network only once – after that you may find that they make themselves unavailable to you. Share your information gladly, without always questioning, ‘And now, what’s in it for me?’ If you give of yourself only because you expect something in return, you leave yourself open for disappointment and can cause ill will between you and other members of your network.” ~ Anne Boe

NET14tips“A distinguishing characteristic of self-made millionaires is that they network everywhere. Most important, they do it all the time – at business conferences, at the health club, on the golf course or with the person sitting next to them on a plane. This fact alone should motivate you to place yourself in situations where you can meet new people.” ~ Ivan Misner

“The most successful networkers (think of those you’ve met) are good at making other people feel special. Look people in the eye, repeat their name, listen to what they have to say, and suggest topics that are easy to discuss. Be a conversationalist, not a talker.” ~ Jacqueline Whitmore

“Anything… I repeat, ‘anything’ that propels you forward like networking can requires an in depth study of how to do it correctly! To master the art of delayed gratification is a prerequisite for effective business networking. You must also be dedicated to doing whatever it takes to make networking work and to “helping others.” If you are only in it for yourself, you are doomed to fail!” ~ Larry James

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

“Never be afraid to ask others in your network of support to help you reach others who can benefit from the services you provide. With a little encouragement individuals will help you spread the word to others throughout the network community. Does your community really know about the value and benefit of your services? If not, they need to and it is up to you to get the word out. You can initiate a word-of-mouth grapevine that creates positive visibility and exposure. Creating this type of visibility is critical – it is the way that the people who want and need what you have can find you.” ~ Donna Fisher

“Networking is an age-old process of exchanging leads, referrals, tips and recommendations; it’s mutual support alliances. Whenever someone recommends a restaurant, a travel agent or a book, that’s networking. Networking isn’t new and it isn’t some miraculous potion that you can gulp down at night before bed that will cure whatever ails you by the next morning. Undeniably, networking is a valuable tool. Reports claim that over 80 percent of all jobs are obtained through networking. Clearly, networking can boost sales and increase profits. It can help you find a wonderful place to live, a great caterer and an endless stream of supportive services that will lighten your load. However, these benefits are little more than byproducts that emanate from something substantially larger and vastly more important.” Rick Frishman

Caution: Don’t build a network that looks just like you!The power is in diversity, so diversify – starting with age. When you’re just starting out, the older members of your network are likely to be in much better position to give you a leg up than your peers. When you get to be a geezer, you need the younger members to give you a sense of what’s ‘in’ and what’s ‘out.’ The same goes for the benefits you’ll receive by adding different gender/religion/education/race/income level interests to your network. If everyone in your network is the same as you… it isn’t a network, it’s an anthill.” ~ Harvey Mackay

“You’ve had 1,000 of the finest, most eye-catching business cards printed. Keep them in your pocket, purse, briefcase, and wallet, on your desk, and at the reception area of your office. Leave some in your car. Always have them on hand so you can introduce yourself to new people when the moment is right. They should be a necessary part of your routine before you leaving home every day. When checking for your wallet and keys, check for a stack of business cards too. Keep replenishing your supply.” ~ GreatFX Business Cards

netdefined-1“Let’s face it. There will be customers you cannot help because their needs don’t fall within the scope of the services you provide. It’s a given. There will also be customers you don’t want to work with (which is why the initial consultation is so important). Regardless of why you won’t be working together, provide a reference to someone else who might be able to help if you can. This simple gesture continues to position you in a place of value.” Lisa Manyon

“The best way to motivate yourself to follow up on those contacts you’ve made is to consider why you need to make that call. We are all charged with a business development remit these days. It doesn’t do your career or your pay packet any harm at all to win more business for the firm. The follow-up call keeps you in touch with possible future clients ‘outside the transaction’, which is vital to build the trust that will lead them to buy you and your services. Although they may not need you now, when they do, you want to be in pole position. Remember also that you are in a brutally competitive market, and if you do not make the call, other professionals will. Also you must know that circumstances change in business. People retire, die, move up or move on. Budgets and strategies change. You must keep yourself ‘front of mind’ to be considered when that change happens.” ~ Rob Brown

“Your handshake is just one of the ways you can build a positive first impression. It’s interesting to note that a study by the Incomm Center for Trade Show Research has found that if you shake hands with people, they are two times more likely to remember you than if you didn’t shake hands. Psychologists have found that if you take the initiative and move forward to meet and greet a person, their impression of you will be more favorable than if you waited for them to make the initiative.” ~ Heather Townsend

neverfailfollowup“Each successful referral you receive, where you have kept them in the loop, will further build the trust your Champions have in you. Make sure they enjoy a positive experience when they refer you and they will do so again. You’ll see a move from unqualified to qualified referrals and to more and more business from the same source. When you first meet people and the relationship starts to grow they may test you out personally or with small referrals at first. As their confidence grows then the quality of the referrals may get better or the flow gets steadier. As long as you do the right things, there will always be a stronger chance of referrals in the second year of a relationship than the first. If you want people to refer business to you, you have to get to know them first and win their trust.” ~ Andy Lopata

“Although we live in a 24/7, online, digital world, the ability to interact and connect “real time” and in-person is increasingly important. Why? Because being able to do so has become increasingly rare. As more people circumvent face–to–face opportunities, those who capitalize on them will stand out from the crowd in both their professional and social lives. You can be one of them!” ~ Susan RoAne

BONUS Articles: Learn As Much As You Can “Before” You Begin to Network!
Your Chatter Matters!

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!”

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, January 13, 2015

There Are So Many Things to Network For

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

Jill Lublin and Rick Frishman, Guest Authors

When Dennis Crow of Pierce & Crow, a leading high-technology executive search firm, began his business, he had a strong background in high-tech operations, but no executive search experience. So he called upon social friends and business contacts including those who had invested in his former business. Crow told them about his new business and asked if they would introduce him to key people in their businesses.

NETkeyOne contact, a partner in Silicone Valley’s most powerful venture capital firm, invited crow to his office where they discussed Crow’s plans and prospects.

At Crow’s request, the venture capitalist agreed to send a letter introducing Crow to his business buddies. Crow drafted a letter, which his contact edited, put it on his letterhead, and send it to forty-four of the who’s who of the venture capital community.

Within six weeks, Crow had forty-four appointments. Not only did he meet forty-four top high-tech executives, but virtually all of them had the venture capitalist’s letter sitting prominently on their desks. Although it took time and hard work to get their business, Crow credits the letter for jump-starting his business and getting it launched.

Larry’s NOTE: There are so many things for which business networking comes in handy. If you don’t have a plumber in your group, ask for references to a plumber, or a dentist, or a banker. Don’t just focus on getting business referrals. Need a baby-sitter? Need a competent grease monkey? Need a new job? Need a connection to a business executive? You should be able to find out what you want and need within 3 to 5 calls or requests to your networking connections. Need help on a community project? Just ask for what you want. Then… plan some effective follow up.

BONUS Article: Out-of-Meeting Follow Up

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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Add Larry James as a “friend” to your Facebook page: http://www.Facebook.com/larry.james
Follow Larry’s Relationship Tweets 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
Visit Larry’s Networking Pinterest page.

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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Add Larry James as a “friend” to your Facebook page: http://www.Facebook.com/larry.james
Follow Larry’s Relationship Tweets 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

Tuesday, February 15, 2011

Networking Isn’t New!

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

Rick Frishman, Guest Author

A number of recent publications have heralded networking as the new wonder drug that will enable you to thrive in either a slumping or a booming economy. They give the impression that simply by following a few relatively easy steps, presto chango, you can propel the smallest, most obscure business straight to the top of the Fortune Five Hundred list. Or you could meet the perfect partner, get the ideal job or otherwise strike the mother lode.

netwrking_magicFirst, lets clarify that networking isn’t new; it’s been around as long as our species. Until recently networking was referred to as being “well connected,” having “contacts” or a great Rolodex. It’s something we’ve heard about all of our lives, but with different names.

It’s an age-old process of exchanging leads, referrals, tips and recommendations; it’s mutual support alliances. Whenever someone recommends a restaurant, a travel agent or a book, that’s networking. Networking isn’t new and it isn’t some miraculous potion that you can gulp down at night before bed that will cure whatever ails you by the next morning.

Undeniably, networking is a valuable tool. Reports claim that over 80 percent of all jobs are obtained through networking. Clearly, networking can boost sales and increase profits. It can help you find a wonderful place to live, a great caterer and an endless stream of supportive services that will lighten your load. However, these benefits are little more than byproducts that emanate from something substantially larger and vastly more important.

The essence of networking is surrounding yourself with outstanding, caring and helpful people. It’s building mutually supportive relationships with those who will happily help you, it’s the process of making and spending time with close friends. Networking is more than a career, marketing or social tactic, it’s a way of life. And it doesn’t occur overnight!

New York attorney Richard Solomon put it best when he said, “The object in life is to be rich in the resource of people.” And we agree! Nothing is more important or will enrich your life as greatly as forging close personal relationships, which is what networking provides.

BONUS Article:Networking Defined!

netHQ

Copyright © 2011 – Rick Frishman. Reprinted with permission. Rick Frishman, the founder of Planned Television Arts, has been one of the leading book publicists in America for over 30 years. Rick is Publisher at Morgan James Publishing in New York. He is the co-author of ten books, including national best-sellers GUERRILLA PUBLICITY and NETWORKING MAGIC. More tips at http://www.RickFrishman.com.

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! 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!” Larry James provides “Networking Coaching” one-on-one and to networking groups!

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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