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After Events

Networking only begins at the networking event. There are plenty of ways to build on the connections you have established. Here are eight of them:

Put their contact info into your CRM (customer Relationship Management) system, with a follow-up date and a note of that person’s interests.
Go out of your way to set up additional networking opportunities such as a one-on-one meeting over coffee.
Send personalized, hand-written “Thank You” notes with specific comments regarding your interaction.
Use social media: add them on LinkedIn, follow them on Twitter and Instagram, or friend them on Facebook. Make contact by sending them an article or a link to a YouTube video relevant to their interests.
Create a Google Alert for their name: You can find out what’s newsworthy about them, and you can acknowledge and notify them when you see something.
Invite them to events at which you are speaking: Or attend an event where they may be speaking.
Give them a referral, or introduce them to someone who can benefit them.
If they were helpful to you or helped you secure a new client, you could send them a small, thoughtful gift such as a book.

During Events: Conversations

The whole point of going to networking events is to have great conversations. If you find it difficult to strike up a conversation, or if you are unsure how to keep a discussion going, these tips should help.

Use the other person’s name several times in your conversation – this will help you remember it! Repeat their name when you are introduced (“Hi Bob! Nice to meet you!). Use it when you introduce them to someone else.

Focus on being interested rather than being interesting.

Make sure you can answer WIIFT – What’s in it for them?

Make the first move in meeting and engaging others in conversation.

Ask them: How would I know if someone would be a good prospect for you?

Know how to escape from long-winded conversations. Put the focus on helping the other person: “I’m sure you have other people you want to meet, so I won’t take up any more of your time.”

Can your introduction pass the “So What?” test? What makes you unique? What expertise differentiates you from others in your profession? You need to be able to say something others can’t – but in a graceful, dignified and reasonably humble manner.

Masterful Networking: Part 3

August 13, 2019 By Barry

During Events: Behavior and Attitude

People are watching! First impressions really count. They’ll notice whether you seem professional, enthusiastic, optimistic and generous. Do you practice what you preach?

Your clothing, your body language, and your choice of words all count. Try to stand in an open, welcoming position. Smile, and don’t forget to make eye contact.

Focus on Meeting New People and spend limited time with people you know well. Avoid spending too much time with any one individual or group.

Always Obtain a Business Card from people who interest you, and write appropriate reminder notes on the back.

Give First at Networking Events When you give something of value, politely look for a way the other person can help you in return. It’s human nature to want to reciprocate.

Focus on Others, rather than your needs.

Limit your Eating and your Alcohol Consumption. Consider eating before you attend the event. It’s helpful to have your hands free to exchange a card or write a note.

The Giving Game

For the next week, focus on only the practice of giving when you attend networking events. Bring your best attitude of generosity and contribution to everyone you meet. Here are a few guidelines to follow:

Give everyone you meet your fullest attention. Listen powerfully to their needs, wants, and desires.
Demonstrate your sincere interest by asking open-ended questions and gaining depth through layering.
Make every effort to contribute by helping them progress towards their goals in some way.
Follow up on your promises.
Do not ask for anything in return, unless it is offered.
Notice what happens. Consider keeping a journal to record your progress.

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 Happier in Your Career by Finding and Expressing Your True Values

November 2, 2011 By Barry

If you’re going in the wrong direction, derailing yourself intentionally is very difficult – but very worthwhile.

During the current economic troubles, many people’s plans have been derailed – and perhaps this has happened to you too. If so, see it as a time of excitement and opportunity: a chance to re-explore the question of what you were meant to do.

Alternatively, you may be carrying on in a role that hasn’t suited you for some time, if ever. Perhaps it’s time to do something different.

When people are doing what they’re meant to do, most of them have a big grin on their face. Do you? Consider this: How you spend your day and who you spend it with is your life.

Perhaps you feel that you have to spend your day around people who you’d rather not be with. Ask yourself: If I knew I couldn’t fail, what would I do?

What Are Your Values?

Our core values rarely change – they’re constant throughout our lives. We can bring them to any situation and examine where and how they could be expressed.

Here are some questions you could ask yourself, based on my own core values:

What actions could you take to enjoy better health?
How could you show more integrity?
Where could you be more courageous?
What opportunities exist to build extraordinary relationships in your life?
How can you model greater leadership at work and at home?

Look at your skills and passions, and ask yourself how your values could be expressed through these. How could doing this be a catalyst for a new career opportunity?

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Masterful Networking: Part 5