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Other Added - How to be Really Successful at Networking
While many business professionals understand the Plan-Do-Check-Act (PDCA) cycle as it pertains to process improvement, the model doesn’t work particularly well for dealing with changes in individual or organizational behaviors. However, an alternative model based on Gestalt psychology can be very useful, and consists of four major phases.1. Awareness – Significant change is unlikely to occur if the entity is not aware of the need for change, which is why feedback mechanisms are necessary. Individual performance appraisals, customer satisfaction surveys, and reviews of organizational & process performance metrics are intended to provide opportunities to raise awareness. Unfortunately it’s often only when the individual or organization “hits the wall” that they really become aware of the need for change.2. Willingness – While awareness provides the opportunity, without willingness to change the entity will become stuck. Blaming others for the problem, hoping it will go away, or
• If you find an interesting article cut it out and send it with a short note. This simple act goes a long way.
• For people that you want to get to know better invite them out to lunch.
• Invite them to networking events and ask them to invite you to networking events. At these events help them with introductions and they will help you when you go to their events.
Final Comments
Business building activities take time and attention. Building relationships does not happen over night and with no activity. You get from a relationship what you put into it. What levels do you need to achieve? My studies indicate that in order to have a nice network operating for you that you will need somewhere between 80 and 120 people that you maintain regular contact with. At this level this channel will be a major part of your marketing. You will be able to count on it for significant business.
The bigger your network the more it will perform for you and if you will be able to maintain proper contact with 300 or 400 people then I suggest that your will not have to do any other marketing as your network will be big enough to provide you will all the business you can handle.
So stop selling at networking events, and start building your network. Go to networking events most conducive to network building (rather than selling events).
Set specific goals for networking events relative to people to meet, types of people to
Every Customer Service Training Program that I ever attended preached the same old adage- "Put a smile in your voice- Your customers can hear it". Well, in the telephone world, this is not the appropriate direction to give. I have "heard" more smiles that sounded sarcastic and irritated, rather than excited and enthusiastic. But in the world of face to face customer interactions- a smile really is an important behavior to demonstrate. What are some of the other behaviors that your Supervisors should be on the look out for? Here is a list to get you started...Top 10 Behaviors that ARE NOT desirable:1. Sighing2. Shrugging the shoulders3. Rolling the eyes4. Shuffling of papers5. Talking with other employees when there are customers waiting6. Moving at an excessively slow pace when asked by a customer to do something7. Slouching in a chair8. Continuously crossed arms9. Chewing gum10. Performing personal hygiene like filing
Image that you are getting spectacular networking results.
What would that mean? What goals would you have achieved? Who would you be networking with? What problems would these spectacular networking results be solving? These are important questions and your networking activity should be based on the answers to these questions.
Have you ever gone to a networking event and mingled around a bit, talked to a few people and then left? These results were certainly less than spectacular. Have you left without any appointments? Have you left after getting only a few business cards from people to follow up with or perhaps even none? Have you left without even the thought of following up with anyone? If so then you have wasted your time attending the event.
I suggest an approach at a networking event that is virtually guaranteed to boost up your networking to the spectacular level.
Here is what I suggest:
Don’t even think about trying to sell at a networking event. Focus on building your network. Focus on helping others to build their network or to help others reach people that could use their product or service. In short, help others. If you try to sell at the event then you a playing a hit or miss game. If people do not need or want what you are selling you have no chance to make a sale and if you continue to try then you will only turn people off and they will close up to you. This is the last thing you want to have happen. It is a rare networking event that gives to the opportunity to sell and I hope that this is not news to you.
Imagine changing your thoughts about networking into ones of building your network rather than ones where you try to make a sale. What would happen if you changed your approach in networking from “selling”, to getting to know as many people as possible, and then getting them to introduce you to someone who can use your product?
People usually respond well to anyone who will help them achieve what they want. So, shouldn’t you be trying to find out how you can help as many people as possible? Become their referral source. If you help them they will respond in kind by helping you reach more people. Learn how to help the people you meet.
Once you have replaced the “selling” attitude with the “helping” attitude. You are ready to move onto the next phase. This is where things can really get interesting. Now it is time to focus on networking with right people. For spectacular results you need to be networking with the right people.
What are the characteristics of the right people – the right people for you?
• Network with people that think like you do. They are not there to sell but rather to help others and to expand their network.
• Network with people that are good at helping others.
• Network with people that know the people you want to do business with.
• Get together with people that know lots of other people. For example business leaders usually know lots of other people and they know other business leaders.
Where do you find these people?
• Choose events where networking is not only expected but encouraged.
• Join a networking group. One such group is BNI. BNI is a formalized networking organization and the focus is to not sell to the group but rather to increase a member’s network and to generate sales outside of the group.
• Attend networking events where everyone is not trying to sell to everyone else.
• At an event observe people that appear to know many other people. These people have dedicated significant time to building their network. They can be extremely helpful once you get to know them.
• If an event has a host or people to help with introductions then ask to be introduced to the people you want to meet. Remember that you want to meet people that can help you build your network. You want to meet with people that you can help by expanding their network.
• Always be on the lookout for “Power Networkers”. Power Networkers are the people with all the right characteristics.
How do you meet these people?
• Building a network is the same as building a relationship. Always keep this in mind.
• Ask to be introduced and then make a genuine effort to learn about the other person. If you cannot be introduced then introduce yourself. Always be genuine and learn about the other person.
• Make arrangements to meet again to find out how you can help that person with network building. As long as you remain on target about helping the other person you soon enough will be asked how you can be helped with referrals for business or to expand your network. This activity powers up this relationship and it benefits both parties.
• Set goals for a networking event. For example, have a goal to meet 10 people and come away with two follow-up lunches or two follow-up meetings.
• Do not be too quick to offer referrals. Protect your contacts and only refer when you know more about the people you have just met. This is why a follow up meeting is so important. Show an interest in learning more about the other person, the products and services and their ideal clients.
• Offer to meet on a specific problem they may have mentioned to you. Again, if you approach this with the intent to help the post-event meetings will be easier to arrange.
Some Ideas on How to Maintain Your Network
Set up a way to stay in touch.
• Use e-mail to send ideas and additional networking thoughts and tips.
• If you publish a newsletter then put your new contacts on your distribution list after asking their permission.
• Once you get to know them better send a note or card on their birthday. Birthdays are often ignored and you can stand out by being the one that has remembered. Also note that people are flooded with Christmas and Holiday cards. It is harder to stand out from the rest by sending a card during the holidays.
• If you find an interesting article cut it out and send it with a short note. This simple act goes a long way.
• For people that you want to get to know better invite them out to lunch.
• Invite them to networking events and ask them to invite you to networking events. At these events help them with introductions and they will help you when you go to their events.
Final Comments
Business building activities take time and attention. Building relationships does not happen over night and with no activity. You get from a relationship what you put into it. What levels do you need to achieve? My studies indicate that in order to have a nice network operating for you that you will need somewhere between 80 and 120 people that you maintain regular contact with. At this level this channel will be a major part of your marketing. You will be able to count on it for significant business.
The bigger your network the more it will perform for you and if you will be able to maintain proper contact with 300 or 400 people then I suggest that your will not have to do any other marketing as your network will be big enough to provide you will all the business you can handle.
So stop selling at networking events, and start building your network. Go to networking events most conducive to network building (rather than selling events).
Set specific goals for networking events relative to people to meet, types of people to
If you are a department, division or subsidiary manager, your budget is a precious possession whether you work for a business, a non-profit or an association. So why stand by while your public relations team spends too much time and treasure on tactics like press releases, column mentions and brochures? Especially when you could be using an aggressive PR blueprint to persuade your most important outside audiences to your way of thinking, then move them to take actions that lead to your success?The good news is, that aggressive blueprint shines the PR spotlight directly on those outside groups of people who have a large say in how successful you’re going to be – namely, on your key external target audiences. It reads this way: people act on their own perception of the facts before them, which leads to predictable behaviors about which something can be done. When we create, change or reinforce that opinion by reaching, persuading and moving-to-desired-action the very people whose behaviors
Imagine changing your thoughts about networking into ones of building your network rather than ones where you try to make a sale. What would happen if you changed your approach in networking from “selling”, to getting to know as many people as possible, and then getting them to introduce you to someone who can use your product?
People usually respond well to anyone who will help them achieve what they want. So, shouldn’t you be trying to find out how you can help as many people as possible? Become their referral source. If you help them they will respond in kind by helping you reach more people. Learn how to help the people you meet.
Once you have replaced the “selling” attitude with the “helping” attitude. You are ready to move onto the next phase. This is where things can really get interesting. Now it is time to focus on networking with right people. For spectacular results you need to be networking with the right people.
What are the characteristics of the right people – the right people for you?
• Network with people that think like you do. They are not there to sell but rather to help others and to expand their network.
• Network with people that are good at helping others.
• Network with people that know the people you want to do business with.
• Get together with people that know lots of other people. For example business leaders usually know lots of other people and they know other business leaders.
Where do you find these people?
• Choose events where networking is not only expected but encouraged.
• Join a networking group. One such group is BNI. BNI is a formalized networking organization and the focus is to not sell to the group but rather to increase a member’s network and to generate sales outside of the group.
• Attend networking events where everyone is not trying to sell to everyone else.
• At an event observe people that appear to know many other people. These people have dedicated significant time to building their network. They can be extremely helpful once you get to know them.
• If an event has a host or people to help with introductions then ask to be introduced to the people you want to meet. Remember that you want to meet people that can help you build your network. You want to meet with people that you can help by expanding their network.
• Always be on the lookout for “Power Networkers”. Power Networkers are the people with all the right characteristics.
How do you meet these people?
• Building a network is the same as building a relationship. Always keep this in mind.
• Ask to be introduced and then make a genuine effort to learn about the other person. If you cannot be introduced then introduce yourself. Always be genuine and learn about the other person.
• Make arrangements to meet again to find out how you can help that person with network building. As long as you remain on target about helping the other person you soon enough will be asked how you can be helped with referrals for business or to expand your network. This activity powers up this relationship and it benefits both parties.
• Set goals for a networking event. For example, have a goal to meet 10 people and come away with two follow-up lunches or two follow-up meetings.
• Do not be too quick to offer referrals. Protect your contacts and only refer when you know more about the people you have just met. This is why a follow up meeting is so important. Show an interest in learning more about the other person, the products and services and their ideal clients.
• Offer to meet on a specific problem they may have mentioned to you. Again, if you approach this with the intent to help the post-event meetings will be easier to arrange.
Some Ideas on How to Maintain Your Network
Set up a way to stay in touch.
• Use e-mail to send ideas and additional networking thoughts and tips.
• If you publish a newsletter then put your new contacts on your distribution list after asking their permission.
• Once you get to know them better send a note or card on their birthday. Birthdays are often ignored and you can stand out by being the one that has remembered. Also note that people are flooded with Christmas and Holiday cards. It is harder to stand out from the rest by sending a card during the holidays.
• If you find an interesting article cut it out and send it with a short note. This simple act goes a long way.
• For people that you want to get to know better invite them out to lunch.
• Invite them to networking events and ask them to invite you to networking events. At these events help them with introductions and they will help you when you go to their events.
Final Comments
Business building activities take time and attention. Building relationships does not happen over night and with no activity. You get from a relationship what you put into it. What levels do you need to achieve? My studies indicate that in order to have a nice network operating for you that you will need somewhere between 80 and 120 people that you maintain regular contact with. At this level this channel will be a major part of your marketing. You will be able to count on it for significant business.
The bigger your network the more it will perform for you and if you will be able to maintain proper contact with 300 or 400 people then I suggest that your will not have to do any other marketing as your network will be big enough to provide you will all the business you can handle.
So stop selling at networking events, and start building your network. Go to networking events most conducive to network building (rather than selling events).
Set specific goals for networking events relative to people to meet, types of people to
After completing their translation training programmes at higher professional education or university level, many students can’t wait to set up as a freelance translator. However, gaining a foothold as a freelancer in a very competitive translation market may turn out to be a pretty complicated business. Translation agencies are not usually keen on contracting inexperienced translators, business clients are difficult to find without commercial tools, and the tax authorities won’t just accept anyone as a self-employed person. So what do you need to do to set up shop as a successful freelance translator?Translation agenciesMost translation agencies are wary of admitting new freelancers into their networks. After all, it takes a while before it really becomes clear whether a freelancer can live up to their expectations: does he/she stick to agreed deadlines, offer a consistent level of quality, consult relevant reference resources, deal effectively with various registers and speciali
• Network with people that are good at helping others.
• Network with people that know the people you want to do business with.
• Get together with people that know lots of other people. For example business leaders usually know lots of other people and they know other business leaders.
Where do you find these people?
• Choose events where networking is not only expected but encouraged.
• Join a networking group. One such group is BNI. BNI is a formalized networking organization and the focus is to not sell to the group but rather to increase a member’s network and to generate sales outside of the group.
• Attend networking events where everyone is not trying to sell to everyone else.
• At an event observe people that appear to know many other people. These people have dedicated significant time to building their network. They can be extremely helpful once you get to know them.
• If an event has a host or people to help with introductions then ask to be introduced to the people you want to meet. Remember that you want to meet people that can help you build your network. You want to meet with people that you can help by expanding their network.
• Always be on the lookout for “Power Networkers”. Power Networkers are the people with all the right characteristics.
How do you meet these people?
• Building a network is the same as building a relationship. Always keep this in mind.
• Ask to be introduced and then make a genuine effort to learn about the other person. If you cannot be introduced then introduce yourself. Always be genuine and learn about the other person.
• Make arrangements to meet again to find out how you can help that person with network building. As long as you remain on target about helping the other person you soon enough will be asked how you can be helped with referrals for business or to expand your network. This activity powers up this relationship and it benefits both parties.
• Set goals for a networking event. For example, have a goal to meet 10 people and come away with two follow-up lunches or two follow-up meetings.
• Do not be too quick to offer referrals. Protect your contacts and only refer when you know more about the people you have just met. This is why a follow up meeting is so important. Show an interest in learning more about the other person, the products and services and their ideal clients.
• Offer to meet on a specific problem they may have mentioned to you. Again, if you approach this with the intent to help the post-event meetings will be easier to arrange.
Some Ideas on How to Maintain Your Network
Set up a way to stay in touch.
• Use e-mail to send ideas and additional networking thoughts and tips.
• If you publish a newsletter then put your new contacts on your distribution list after asking their permission.
• Once you get to know them better send a note or card on their birthday. Birthdays are often ignored and you can stand out by being the one that has remembered. Also note that people are flooded with Christmas and Holiday cards. It is harder to stand out from the rest by sending a card during the holidays.
• If you find an interesting article cut it out and send it with a short note. This simple act goes a long way.
• For people that you want to get to know better invite them out to lunch.
• Invite them to networking events and ask them to invite you to networking events. At these events help them with introductions and they will help you when you go to their events.
Final Comments
Business building activities take time and attention. Building relationships does not happen over night and with no activity. You get from a relationship what you put into it. What levels do you need to achieve? My studies indicate that in order to have a nice network operating for you that you will need somewhere between 80 and 120 people that you maintain regular contact with. At this level this channel will be a major part of your marketing. You will be able to count on it for significant business.
The bigger your network the more it will perform for you and if you will be able to maintain proper contact with 300 or 400 people then I suggest that your will not have to do any other marketing as your network will be big enough to provide you will all the business you can handle.
So stop selling at networking events, and start building your network. Go to networking events most conducive to network building (rather than selling events).
Set specific goals for networking events relative to people to meet, types of people to
You are a small business owner and you think that investing in getting a professional logo design for your company would be a waste of your limited budget. We at Logo Design Works believe that could be a costly mistake.In this modern day and age, there are 1000s of companies in any given market. All these companies are competing to capture the attention of the target audience and gain the all important sale.On the other side of the coin, individuals or potential customers are exposed to a bewlidering array of "brand noise" day in and dau out. From the time they get up in the moring, till they go to bed they come in contact with 100s of brand identities. To cope with this "brand noise", people have now evolved to effectively filter it out. This means that you need to have an identity that stands out from the rest and goes beyong just "noise".The starting point of any core identity is a good visual image of your company in the form of your company logo. This visual image or l
• Make arrangements to meet again to find out how you can help that person with network building. As long as you remain on target about helping the other person you soon enough will be asked how you can be helped with referrals for business or to expand your network. This activity powers up this relationship and it benefits both parties.
• Set goals for a networking event. For example, have a goal to meet 10 people and come away with two follow-up lunches or two follow-up meetings.
• Do not be too quick to offer referrals. Protect your contacts and only refer when you know more about the people you have just met. This is why a follow up meeting is so important. Show an interest in learning more about the other person, the products and services and their ideal clients.
• Offer to meet on a specific problem they may have mentioned to you. Again, if you approach this with the intent to help the post-event meetings will be easier to arrange.
Some Ideas on How to Maintain Your Network
Set up a way to stay in touch.
• Use e-mail to send ideas and additional networking thoughts and tips.
• If you publish a newsletter then put your new contacts on your distribution list after asking their permission.
• Once you get to know them better send a note or card on their birthday. Birthdays are often ignored and you can stand out by being the one that has remembered. Also note that people are flooded with Christmas and Holiday cards. It is harder to stand out from the rest by sending a card during the holidays.
• If you find an interesting article cut it out and send it with a short note. This simple act goes a long way.
• For people that you want to get to know better invite them out to lunch.
• Invite them to networking events and ask them to invite you to networking events. At these events help them with introductions and they will help you when you go to their events.
Final Comments
Business building activities take time and attention. Building relationships does not happen over night and with no activity. You get from a relationship what you put into it. What levels do you need to achieve? My studies indicate that in order to have a nice network operating for you that you will need somewhere between 80 and 120 people that you maintain regular contact with. At this level this channel will be a major part of your marketing. You will be able to count on it for significant business.
The bigger your network the more it will perform for you and if you will be able to maintain proper contact with 300 or 400 people then I suggest that your will not have to do any other marketing as your network will be big enough to provide you will all the business you can handle.
So stop selling at networking events, and start building your network. Go to networking events most conducive to network building (rather than selling events).
Set specific goals for networking events relative to people to meet, types of people to
A successfully positioned business sometimes doesn't win a new client. And that, my friend, is the point. Let me illustrate with an anecdote.Recently I was making a new business pitch to a Charlotte area professional services firm. The second meeting took place after I had provided a detailed proposal to the company on how I work. From the two meetings and the proposal it was made abundantly clear that I take a comprehensive, strategic approach to communications.One of the partners asked me if there was a "PR light" alternative. This meant that he wanted a tactical program that required very little involvement or input from him and the other partners. I assured him there was, but that was not my approach.I guess I could have taken the company's money every month just to perform a few tactical activities, but it would have been wrong for both of us. I wouldn't feel right taking their money, nor would I be happy implementing a program that a PR intern could accomplish easily.
• If you find an interesting article cut it out and send it with a short note. This simple act goes a long way.
• For people that you want to get to know better invite them out to lunch.
• Invite them to networking events and ask them to invite you to networking events. At these events help them with introductions and they will help you when you go to their events.
Final Comments
Business building activities take time and attention. Building relationships does not happen over night and with no activity. You get from a relationship what you put into it. What levels do you need to achieve? My studies indicate that in order to have a nice network operating for you that you will need somewhere between 80 and 120 people that you maintain regular contact with. At this level this channel will be a major part of your marketing. You will be able to count on it for significant business.
The bigger your network the more it will perform for you and if you will be able to maintain proper contact with 300 or 400 people then I suggest that your will not have to do any other marketing as your network will be big enough to provide you will all the business you can handle.
So stop selling at networking events, and start building your network. Go to networking events most conducive to network building (rather than selling events).
Set specific goals for networking events relative to people to meet, types of people to meet and follow-up meetings made.
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