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Networking is. . .
using your creative talents to help others achieve their goals as you cultivate a
network of people strategically positioned to support you in your goals. . .
expecting nothing in return! - Larry James
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To achieve maximum benefits while attending any function where the opportunity
for networking exists, it is important to have a clear understanding of
networking. You will notice that my definition of networking has two parts. #1
~ Helping others, and #2 ~ Helping yourself. In that order.
So. . . what's this about expecting nothing in return? Often we expect people
who we help to help us. That would be nice. And it doesn't always work that
way. Some people are in better positions to help some than others. Just give.
That's the key! Just give. Willingly. It will come back to you. Help people
and you get helped! Have no expectations about where your assistance should come
from. Just give. And keep on giving. It will come. . . often when you least
expect it and when you most need it.
To use networking as an effective business tool; to use it to help you make
productive business links, you must first grasp the concept and engage in it
relentlessly. Network all the time. Never stop networking. Please stop and
review the definition of networking once again.
Many people use business meetings, Chamber "After Hours," conventions,
association meetings, trade shows, Junior Chamber of Commerce meetings, civic
gatherings, etc., as functions at which to prospect; to look for new customers.
That is never my priority.
It has been my experience that a much better way to maximize your networking
efforts is to use this time as an opportunity to develop important new business
contacts, not necessarily prospects, although often prospects show up where you
least expect them. The emphasis must be on developing new business
connections.
Find ways you can help others. . . FIRST!
You can always prospect, but good networking opportunities for developing new
business contacts are rare. Use the following Top 10 "Hot Ideas" to assist you
in making lots of new friends and business contacts at your next
function.
Hot Idea #1 ~ Have a plan! Set a
goal to meet no less than 10 new people at the next meeting. Circulate. Don't
get bogged down at the bar or with the people you already know. When you set a
goal to meet 10 new people, you usually will meet more than you would have if you
had no goal.
Hot Idea #2 ~ Develop a good
self-introduction! I call this very important self-introduction a "30 second
connection!" Some call it a soundbite. It must be taken seriously. It is often the first words people
hear from you. Practice, drill and rehearse it.
Your "30 second connection" must be like a brain tatto; a mental imprint that turns blah-blah
into rah-rah! Don't ramble. Keep it brief and to-the-point. It should tell, sell and
be compelling. It must emotionally engage your listener in a way that truly gets
their attention.
After you've been introduced, people should know precisely who you are and what
you do. It shouldn't be longer than 30 seconds and it can be shorter.
It is important for you to be able to introduce yourself quickly without
stumbling over your words. This is why I said you must practice, drill and
rehearse. My friend and networking expert, Anne Boe once said, "Clarity is
power!" Connections that begin with clarity can become long-lasting because they
stand out; they will be remembered.
When you clearly communicate who you are, and what you do, people are in a much
better position to assist you in your networking efforts. They are more likely
to remember you when the opportunity for them to help you shows up.
Grant G. Gard says, "If it's fuzzy in the pulpit, it's cloudy in the pew!"
Learning to speak clearly teaches us to say good-bye to confusion. Crystal clear
communication allows us to make the connections that enable ideas to flourish and
positive actions to occur.
There are four important elements to an effective "30 second connection."
1. Your name.
2. The name of your business.
3. Specifically what you do.
4. What kind of business leads you are looking
for.
You need to have the fourth element of a "30 second connection" ready for the
right occasion. There are some groups, such as networking groups, where it is
totally appropriate for you to tell people what kind of business leads you are
looking for. As a matter of fact, it is expected!
Most networking groups offer an opportunity for you to give your "30 second
connection" and solicit business leads. There are other places where it is less
appropriate. Use your good judgement. Always be looking for the opportunity to
tell people what you do when you show up! No time to be shy when you are
networking.
Here is an example of a "30 second connection:
Hi, my name is Larry James with
CelebrateLove.com. I am a professional speaker, relationship coach and author of
three relationship books, "How to Really Love the One You're With," "LoveNotes for
Lovers," and "Red Hot LoveNotes for Lovers." I present "Relationship Enrichment
LoveShops," "Mars and Venus Seminars" and "Networking Seminars" for solo singles,
singles with partners and married love partners and business groups both nationally and
internationally.
A good business lead for me is anyone who is in a position to make a decision
about hiring a speaker for a seminar, workshop, keynote address, convention or
association meeting. (Hint! Hint!)
Hot Idea #3 ~ Carry lots of business
cards! Never leave home or the office without them. Saying, "I just gave out
my last card!" smacks of poor planning. Make a brief note on the back of the
other persons card to help you recall the conversation later. Then, follow-up by
asking them how YOU can help THEM!
Hot Idea #4 ~ Have fun! Smile and
talk to lots of people! Make good eye contact. Never let anyone catch you
looking over their shoulder. It gives the appearance that you are looking for
someone more important to talk with. Mix and mingle. If after meeting someone
new, you feel they are someone you may want to stay in touch with, exchange
business cards. Consider making an appointment to get better acquainted later
while you are still face-to-face.
It is a major business irritant to hear someone say, "Call me Monday and we'll
make an appointment to get together." Now! Do it now! Carry your pocket
calendar with you to assist in that process, then move on. Remember your goal is
to meet 10 new people! You can talk to your friends anytime.
Hot Idea #5 ~ Pay attention! Look
for opportunity. It's there waiting to be discovered. . . and you must know what
you are looking for. Talk 20% of the time and listen 80% of the time. Listen
for ways you can help to make a connection for them with someone else in your
network. The way to call attention to yourself is to pay attention to
others!
Hot Idea #6 ~ Be the host! Don't be
shy. If you meet someone and know they might be a good connection for someone you
just met across the room, help make the introduction! They will remember
you!
Hot Idea #7 ~ Ask for what you want!
People can't read your mind. If you are looking for a special contact in a
specific business, ask everyone you meet to help you make the connection. That's
networking!
Hot Idea #8 ~ Say, "Thank you!"
Express appreciation when someone offers ideas, business leads, information,
support or any of the other many wonderful things that are available when
networking. Jot them a quick 'thank you' the next day.
Buy a special card; not your typical pre-printed company business 'thank you'
card, and in your own handwriting, write them a note they won't soon forget.
Instead of using the postage meter, stock a colorful supply of stamps. This all
demonstrates your attention to detail. They will know you had to have shifted
into 'extra effort' to accomplish this and will appreciate your note even
more.
Hot Idea #9 ~ Avoid common crutches!
Don't arrive too late. Don't leave too early. Don't drink to much. Don't gorge
at the buffet table. Remember, you never have a second chance to make a good
first impression! Don't stay huddled in groups with people you already know.
Expand your horizons. Move past your fears.
Hot Idea #10 ~ Follow-up! A hot
lead or new business connection can cool very rapidly if you don't follow-up.
Remember, most sales people fail because they never ask for the order and because
they fail to follow-up on what they get started. If you tell someone that you
will call, do it. . . quickly! Keep your word. In business, integrity is
everything.
Networking works! And you must work it! My professional speaking business is
now nationwide because of networking. All three of my relationship books have
received endorsements from celebrity authors, therapist, speakers and is now
available in all major book stores. My very first book,
For a personally autographed copy of Larry's books, or for more information,
please contact:
Follow Larry James' Relationship 
