Networking Tips

Masterful Networking Part 10

November 26, 2019 By Barry

Mapping Out Your Networking World

Networking is a learned skill built upon the personal values and attitudes inherent in all of us.

Networkers know the world is interconnected and that when they give their time, talents, and energy to help others satisfy needs and reach goals, they end up helping themselves. When networking, we are engaged in a win-win scenario.

It’s important to seek a diverse network. Don’t associate only with people who are like you. Consider making deliberate connects with:

People from other cultures
Those who are younger or older than you
Members of the opposite gender

This will give you a broader reach, perspective, and impact.

All things being equal, people will do business with and refer business to those people they know, like and trust.
Bob Burg’s Golden Rule of Networking

Reputation

Your reputation is your calling card and your greatest asset. You build it by being your best and doing your best.

It takes time to establish a great reputation — maybe years. Conversely, a good reputation can be destroyed overnight. Be careful to maintain yours.

Others will naturally come to hear about your reputation through word-of-mouth — but you can also use testimonials and formal recommendations to make sure that your reputation is coming across strongly.

EXERCISE

Write down five skills and two major strengths for which you are known in your professional world.

Responsibility

In today’s fast-paced global economy, the ability to take charge, show initiative, make choices, and answer for one’s conduct are keys to leading a rewarding personal and professional life. Networkers understand that actions affect outcomes and have learned to deliver what they promise. It is always better to over-deliver. People will be impressed if you can exceed expectations. If you are known for bringing a little something extra, your networks will remember.

EXERCISE

Do you always deliver on your professional and personal promises? Write down at least one way in which you could improve in this area.

Relationships

Networkers understand the importance of becoming acquainted with people for who they are, not only for what they do. Establishing a sincere connection between any two people is the foundation of successful networking. Relationship skills can be learned and improved with conscious effort. Even if your technical capabilities are exceptional, your ability to develop strong relationships is still crucial.

EXERCISE

How easy is it for you to develop professional and personal relationships? How could your strengths in one field translate into the other?

Rapport

Rapport is based on having a genuine interest in learning about others and their world. Taking the time to learn about the needs of others provides you with an understanding of the common ground shared by you and others. You can establish rapport by:

Joining a group, whether the Chamber of Commerce, a networking group, a fitness group, a golf club, or a professional society. Groups share common interests, which increases rapport.
Doing your Homework before or after an event. Research people online and find out what interests you have in common.
Remembering names and specific things people said. What did they say that was interesting, curious, or clever?
Introduce Yourself! Simply walk over to anyone who looks alone and anxious about networking, and welcome them.
Just smiling at people makes you attractive and welcoming.

EXERCISE

What are some of your best rapport-creating strategies? How could you take these further?

Research

If you keep up on the world around you and current trends, others will seek you out as a knowledgeable resource. Networkers practice professional due diligence. They do their homework because the more they know, the better prepared they will be.

As well as doing your homework, it is important to be prepared to share it. Don’t view the knowledge that you’ve gained as something “secret” that you should keep from potential competitors. See it as a valuable resource that can establish you as an expert.

EXERCISE

What do you do – or what could you start doing – on a daily or weekly basis to increase your own value as a networking resource?

Masterful Networking Part 8

October 21, 2019 By Barry

Building Powerful Networking Habits

It is important to be consistent in your networking activities. That means forming good habits by being methodical and tenacious. Work to develop your existing skills, and to learn new ones. Make sure you apply what you’ve learned.

Network everywhere. Wherever there are people, there’s an opportunity for you to contribute, to to be contributed to. The gym, your church, and your kid’s school all count. You might not engage in business networking in these locations, buy you can gain valuable personal information (such as restaurant recommendations!).
Network with your suppliers and vendors. The people with whom you spend your money. Do they know and understand what you do?
Use non-vocational interests as opportunities to network. You can gain clients during your everyday activities, perhaps by striking up a conversation at your health club or on the golf course.
Be consistent in attending networking meetings. Out of sight means out of mind! As Woody Allen put it, “Ninety percent of life is just showing up.”
Use breakfast and lunch times as opportunities to network. We all have to eat – and eating is a modest form of intimacy which can easily be combined with networking. Breakfast and lunch are great times to exchange some social graces and get to know people.
Have a scoreboard to track your networking activities and effectiveness. You could measure: Number of events attended, business cards received, number of opportunities, referrals given, referrals received, follow-up activity.
Network with everyone. When we network with people, we’re not only networking with them, we’re networking with all their relationships. You never know who your neighbor may know! Don’t focus only on super-connectors and centers of influence.

EXERCISE Look at all your current and former clients. How did they become your clients? Did you meet them directly, or were they referred to you? Who introduced you to them? If someone engaged your services, the mechanism by which they became a client might allow you to get more clients in a similar way. If a super-connector introduced you to several past clients, are you maintaining that relationship?

Masterful Networking Part 7

October 8, 2019 By Barry

Relationships and Communication

Relationships are at the heart of networking. To build good relationships, you need strong communication skills.

Establish and maintain excellent relationships with the officers, leaders, and organizers of your networking venues. Make requests for introductions to people who these leaders believe are a good fit for you.
Show interest in others and develop masterful listening skills. Try using open ended questions (such as who, what, when, and how) and “layering” the person’s response into your next question.
Be specific when making requests for assistance. Be clear and crisp in your communications, and ensure that you’ve secured agreement where appropriate.
Take a proactive approach to connecting with others. Nothing happens inside your head. Don’t rely solely on social media – give people a real-world experience of you. Most people will be happy that you took the initiative.
Give many referrals to others. You may not be the best person for those who you’re networking with, but if you have a reservoir of resources, you can refer them to someone else.
Network with people with outstanding reputations. Look for people of high character and integrity, who live out their values and fundamental beliefs. These people help give you credibility, and through them, you can make a bigger difference in the world.
Avoid trying to sell people in your network. Be situation-specific and only explore the possibility of engagement when there’s true openness, receptiveness, and desire.
Don’t hesitate to ask for help from others. When you make a sincere and genuine request, people will have a natural desire to assist you.

EXERCISE

Authenticity is essential in our relationships. When you interact with people, you transmit the unique expression of yourself, which is your values. When we authentically share ourselves, and accept and appreciate that in others, we have the basis of a relationship. Next time you have a networking opportunity, be fully present and ask yourself these questions:

How well do I know this person?
How can I know them better?
How likeable is this person?
What are the factors that make me like them?
What is my level of trust?
What factors support this level of trust?

Masterful Networking Part 6

September 24, 2019 By Barry

Your Attitude Toward Networking

Image from Unsplash by Jessica Sysengrath

Your attitude is crucial to your success. Networking is a mutual exchange of information, ideas, and resources. Givers Gain: Be prepared to make a contribution and to be generous.

• Focus on quality rather than quantity when networking. One well-connected contact can be more valuable than a dozen poorly connected ones.

• Be an active volunteer at civic or nonprofit organizations. This is a great way to contribute, and you’ll typically find yourself dealing with very high-level people at a peer-to-peer level. These people will be able to see you in action in a low-pressure environment, and they may well hire you as a result.

• Help prospects with their problems even if they cannot be a good lead for you. They may know someone else who can. When you network with people, you’re also networking with their networks.

• Invite other professionals to your networking events. This is another way to contribute and participate—and it can become a significant source of revenue, both directly and through referrals.

EXERCISE:

Meet your competitors. Interact with them, and find out their unique abilities. How do you compare and contrast with them? Instead of seeing your competitors as enemies, consider collaborating in areas of unique ability.

Masterful Networking: Part 4

August 27, 2019 By Barry

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.

Do These Effective Networking Tips

July 6, 2010 By Barry

What characteristics make for a great networker? In our series The Do’s and Dont’s of Networking, we are offering several recommended networking tips from Barry Demp. Here are a few that you can use at your next networking opportunity or event:

Use a scoreboards to track your networking activities and effectiveness.
Be a giver at networking events. Givers gain!
Have a plan for your networking activities.
Networking strategies should be intensively targeted on specific industries and professions.
Network everywhere.
Help prospects with their problems even if they cannot be a good lead for you.
Use the other person’s name often in your networking conversations.
Send thank you notes and follow up consistently.
Limit your eating and drinking at networking events.
Be very confident and comfortable with yourself and the value of your services.

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.

The Dos and Dont’s of Networking Blog Series

June 22, 2010 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 1 + 1 equal more than 2.

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.

What is networking to you? Let us know by visiting here.

Networking is a learned skill build upon the personal values and attitudes inherent in all of us. Networkers know the world is interconnected and that when they give their time, talents, and energy to help others to satisfy needs and reach goals, networkers ultimately end up helping themselves.

Reputation

Your reputation is your calling card and your greatest asset. You build it by being your best and doing your best.

Responsibility

In today’s fast-paced, global economy, the ability to take charge, show initiative, make choices, and answer for one’s conduct are keys to leading a rewarding personal and professional life. Networkers understand that actions affect outcomes and have learned to deliver what they promise.

To what degree do you deliver on your professional and personal promises? Let us know by visiting here.

Relationships

How masterful are you at developing professional and personal relationships? See how others are doing it.

Rapport

Rapport is based on having an genuine interest in learning about others and their world. Taking the time to learn about the needs of others provides you with an understanding of the common ground shared by you and others.

What are some of your best rapport-creating strategies? Feel free to share them with us.

Research

What do you do on a daily or weekly basis to increase your own value as a networking resource? You may want to check out some of these resources.

In the coming weeks, we will be providing a wide variety of networking best-practices for review and consideration. Here are a few:

Consistently arrive early to and leave late from networking opportunities.
Scan the sign-in sheet to learn who’s attending.
Be careful to not spend 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.
Focus most of your time at networking events on meeting new people and spend limited time with people that you know well.

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.