Networking

Masterful Networking: Part 2

July 23, 2019 By Barry

Prior to Events, and on Arrival

Do you look forward to attending networking events, and feel excited about the new contacts who you’ll meet? If you’re well prepared, you’ll feel confident – and you’ll be able to take advantage of all the opportunities that come your way during the event.

• Arrive EARLY: You can meet the hosts and sponsors of the event, and also act as a host yourself by greeting those who are arriving.

• Plan to leave LATE: This give you additional time with people, and some extended, more intimate conversations.

• SCAN The Sign-In Sheet: Learn who will be there!

• Come Prepared: Have a good pen, business cards, and other materials.

• Leave Your Phone in the car: Or at least put it on Airplane mode so you are not disturbed.

EXERCISE: Start going to more events and seminars. They are opportunities to gain shared experiences. Consider volunteering with a local organization in order to demonstrate your expertise and gain more contacts. As Ivan Misner – founder of BNI – aid, “When you network, you gotta get out of your cave.”

What two or three actions will you take this week to get out of your cave?

Masterful Networking: Part 1

July 9, 2019 By Barry

What is Networking?

Many people think networking is the development of a system of personal and professional contacts that can be used to gain information and assistance only when needed.

In reality, it is much more!

Networking is a lifelong process that can enrich us professionally and personally in ways we never imagined.

Networking expands our view of the world, helps us take risks and reach new levels of accomplishment, promotes win/win situations, and encourages bringing people together in ways that make one plus one equal more than two.

Networking provides the structure, support, skills, and strategies needed to bridge the gap between ideas and actions. It can turn strangers into friends and build a world full of people who will take our calls, give us their time, and answer our questions. Networking can be useful in helping us reach our chosen destinations, whether they be making a job change, working more effectively with customers and colleagues, or building our own business.

“We human beings are social beings. We come into the world as the result of others’ actions. We survive here in dependence on others. Whether we like it or not, there is hardly a moment of our lives when we do not benefit from others’ activities. For this reason, it is hardly surprising that most of our happiness arises in the context of our relationships with others.” (His Holiness, the 14th Dalai Lama)

EXERCISE:

Spend a few minutes answering this question: What is networking to you?

Stay tuned for Part 2: Prior to Events & On Arrival

Be An Outstanding Networker

July 21, 2010 By Barry

Is it terribly difficult to be an outstanding business networker? Some people may say yes, others may say no. However, one thing is true. We all remember and like the really good networkers in our lives. A question to ponder is “How can we help you become the networker that you admire”?

Here are some suggestions:

Your non-vocational interests as opportunities to network.
Meet personally with the majority of individuals in your networking groups.
Attend my networking meetings consistently. Out of sight means out of mind!
Bring other professionals to your networking events.
Make the first move in meeting and engaging others in conversation.
Learn to be masterful at the use of open-ended questions and layering (who, what, where, when, why, how).
Be very well read in your area of expertise and in business in general.
Take a proactive approach to connecting with others.
Be an outstanding listener.
Consider giving speeches to various groups about your area of expertise.

Barry Demp is a highly-skilled business and personal coach focused on the areas of leadership, management, coaching, team building, networking, business development, communication skills, relationship building, motivation, time management, life balance, and goal achievement. He specializes in working with business owners, executives, coaches, consultants, and high-potential professionals by helping them significantly increase their productivity, profitability, and life balance. For more information or assistance, please contact Barry Demp at 248-740-3231 or visit www.dempcoaching.com.

Networking Tips for Legal and Financial Professionals

March 22, 2010 By Barry

A shift has occurred with how businesses and individuals make their purchasing decisions for legal and financial management services. No longer do prospective clients blindly engage these services without first seeking the advice of a trusted contact or the critical review of third party comments on any social network.

Because of this trend, and now more than ever, professionals in the legal, banking, accounting, and financial sectors in the Detroit metro area are openly expressing the importance for creating a reliable new business development process for their practices.

As a Master Certified Coach in Michigan, I have had the wonderful opportunity to speak to and train professionals in all of these practice areas throughout my coaching career and have found that a formal process for sales definitely needs to be in their DNA.

Some of the key business development needs that I hear about from these professionals are:

Developing more effective networking skills
Having a proper process to use for qualifying prospective clients
Knowing what a good prospective client looks like

Here are some quick, but very effective tips, for to address these business development concerns:

Ask, “What is it that I can listen for that is a good referral for you?” to people that you meet at a networking or social event instead of immediately telling them what you do.
Are you asking enough good, open-ended questions in your discovery process to determine if the prospect is really a good fit for you? In my training sessions we call this technique layer. Learn more here.
Do a 5 minute inventory of your client base. Determine who your favorite clients are and what makes them your favorite clients. It may be that they pay quickly, have a unique product or service, or show great integrity under tough circumstances.

Barry Demp is a highly-skilled business coach focused on the areas of leadership, management, coaching, team-building, networking, business development, communication skills, relationship building, motivation, time management, life balance, and goal achievement. He specializes in working with business owners, executives, coaches, consultants, and high-potential professionals by helping them significantly increase their productivity, profitability, and life balance.