NJ Business Networking Blog

‘What’s In It For Me?’ Networking

I recently received an e-mail from someone who read an article I wrote about collaboration and working together. He said, “The type of networking you talk about describes the way things should work, but in the real world most people seem to have an attitude of what’s in it for me?“ He asked, “How can I prevent wasting my time and efforts on people, only to find that they have this kind of attitude?”

The short answer to his question is this—stop hanging out with the wrong kind of people and start actively seeking out the right kind of people. Trust me, I’ve been there and done that when it comes to getting stuck with the wrong people. Moving beyond that and building the kind of network that wants to help you (knowing that you also want to help them) is a journey—not a destination.

I have two suggestions to make finding the right networking partners easier. First look for some of the signs relating to people who fit the profile of good networkers. They include:

• People who ask how they can help you or what they can offer you (and mean it) before they ask anything from you.

• Individuals who show that they are willing to work on creating a professional relationship over a period of time because they understand that they must develop credibility with you before asking for your business or your referrals.

• Those who make the time to go beyond the normal business interactions with those whom they want to be able to ask for support.

• Professionals who understand that networking is more about farming than hunting and show it in their actions by making the effort to get to know you outside of the business environment whenever possible, knowing that the more of a friendship there is between you, the more expectations you can both have from each other’s networking efforts.

• People who do what they can to bring business and contacts to you and their other networking partners, who share pertinent information with you, and invite you to business meetings that’ll position you favorably with others you need to get to know.

• Individuals who give of their time and knowledge in order to help their referral sources succeed.

Second, immerse yourself in the process of relationship building.

A network that is a mile wide and an inch deep is not a strong network. Create a personal network that is both wide and deep. Meeting with people regularly is the key to making this happen. Participate in networking groups where you are going to see the same people on a regular basis. This will help you develop relationships and screen out the what’s in it for me? networkers.

Written by Dr. Ivan Misner and reprinted from Entrepreneur.com

Ten Tips to Keep in Touch — Cultivate and Keep Loyal Clients with Creative Communication

We know that marketing to existing clients returns at least five times more bottom-line profit than the same dollar spent on marketing to acquire new clients. It just makes sense to take excellent care of current clients. Keep in constant touch with them and let them know you care. If you don’t, your competitor will. Below are ten tips — ideas to help you creatively stay connected with your current clients and turn them into loyal fans.

1. Besides your regular newsletters, send letters and emails. Share something that will be of genuine value to them (books, articles, information and/or appropriate networking opportunities). Knowing and keeping in mind what they are passionate about will help you to be effective at this.

2. Call them sometimes with no sales agenda, just to see how they’re doing. Maybe ask if they have any needs you could help with.

3. Occasionally, arrange to meet in person. Ask questions and listen, and always give your undivided attention. Remember to turn off your cell phone. Make them feel important and special.

4. Make an effort to understand your clients’ needs and introduce them to others who could be of help to them.

5. Follow up promptly on referrals they give you. Thank them and keep them apprised of your progress. Read more »

Well, this is a question I see popping up a lot lately. My answer to put it bluntly is NO.

Is Social Networking very cool? Absolutely! Is it effective? Most certainly. Will it replace all forms of traditional ‘real world’ networking? Not even close.

.

Networking in general, be it online, offline, or any other place, is all about(yes you may have seen me blog about this once or twice before :)) RELATIONSHIPS.

No matter what approach you take to initially making connections with people, what’s of critical importance is that you find an effective way to build on that initial contact.

Tim Ferriss has spent more than five years learning the secrets of the New Rich, a fast-growing subculture who has abandoned the “deferred-life plan” and instead mastered the new currencies—time and mobility—to create luxury lifestyles in the here and now.

Whether you are an overworked employee or an entrepreneur trapped in your own business, this book is the compass for a new and revolutionary world. Join Tim Ferriss as he teaches you:

• How to outsource your life to overseas virtual assistants for $5 per hour and do whatever you want
• How blue-chip escape artists travel the world without quitting their jobs
• How to eliminate 50% of your work in 48 hours using the principles of a forgotten Italian economist
• How to trade a long-haul career for short work bursts and freuent “mini-retirements”
• What the crucial difference is between absolute and relative income
• How to train your boss to value performance over presence, or kill your job (or company) if it’s beyond repair
• What automated cash-flow “muses” are and how to create one in 2 to 4 weeks
• How to cultivate selective ignorance—and create time—with a low-information diet
• What the management secrets of Remote Control CEOs are
• How to get free housing worldwide and airfare at 50–80% off
• How to fill the void and create a meaningful life after removing work and the office

You can have it all—really.

Do you believe it? Comment below and let me know your thoughts…

Ten Excellent Networking Tips

Having just attended two networking events in an equal number of evenings (PR-Net and 27 Dinner), I had the opportunity to practice some of the tips I learnt from Colette Carlson’s “Communication secrets to change your life” seminar last weekend. I’m still learning and some of these tips take a bit of practice (they don’t call it net-work for nothing), but I’ve found them to be incredibly useful:

1. Wear your stripes

Make sure to introduce yourself at every opportunity. Let people know who you are upfront. Don’t lose an opportunity by simply saying “Hi, I’m Robynn”. Rather say “Hi, I’m Robynn Burls, the owner of Encyclomedia, the online media database for the PR industry. And you are?” Now people know who you are and it opens the opportunity for them to ask you more about what you do.

2. Introduce yourself to the loners - you’ll be their heroNo-one likes to be standing alone at a networking event, it’s embarrassing! It makes you do stupid things like pretend you’re checking email on your cell (and we all know you’re really only trying to look busy).

Make a point of walking up to the person and introduce yourself. The loners will be so grateful to finally be involved that they won’t be able to forget you. Remember, the objective behind good networking is to become memorable in the minds of others.

3. Bring outsiders into the conversation - more hero-factor

When you’re chatting in a group and you see that certain individuals are being side-lined, pull them back into the conversation by saying “John, what do you think about that?” By giving him the opportunity to get back into the group, you’ll make yourself more memorable to John.

Also, when you are talking, be inclusive and connect with everyone’s eyes, not just the person who asked you a question.

4. Lost and alone? Start a conversation

It’s always tough, if not a little daunting, when attending an event alone. Don’t get stuck in a quiet corner playing with your phone. Walk straight up to the busiest area, normally the bar, or around the registration table. Remember to smile, it makes you look more approachable - people like friendly people. Find another person and casually comment ”I don’t know anyone here. How about you?” Read more »

Successful Networking for Introverts - Three Proven Strategies

How many times have you stood at the entrance to a networking mixer frozen in fear? “A root canal would be easier than this,” you say to yourself. Having to make small talk with strangers, trying to be interesting and charming, is not your strength nor your idea of a good time. But you believe that if you can just endure this for an hour, you might walk away with some valuable new contacts. The reality is that your discomfort often has negative results, and you don’t gain the new relationships you had sought.

In the 1930s, Swiss psychologist Carl Jung coined the term introvert as someone who tends to find his psychological energy within… in the world of thought, contemplation and reflection. This inward focus can result in a tendency to pull back and maintain a safe distance, especially around new people.

In the world of networking, introverts can face a long list of daunting challenges - not the least of which is sending nonverbal messages that may be misinterpreted as aloofness. And “aloof” is not a good message when your purpose is to mix, mingle, and foster new relationships.

As a card-carrying introvert myself (by Jung’s definition), I’ve developed some guidelines that have always worked well and have allowed me to be confident and outgoing at networking events. Practice these, and you will soon become the “master of the mixer”: Read more »