Networking Ideas & Thoughts of Inspiration

When Bad Things Happen to Good People

Do you remember a client who was unhappy with the product or service you provide and no matter what you did, you just couldn’t seem to correct the problem, they left upset, angry or dissatisfied?  Let’s face it, you can’t satisfy all of the people all of the time, no matter how good your product or service might be.

According to numbers from Successful Business Networking by Frank DeRaffelle Jr., on average, for every dissatisfied customer that walks away, they will tell 13 people and then those 13 will tell three or four others.  On the other hand for every customer that walks away happy they might tell four others of their experience.  Do the math and you will see that for every one-dissatisfied client, you need to have “52” really happy clients.

Begin to build a strong network of business associates who can help you to put out the fires. The larger your network, the greater the chance of squelching the bad-word-of-mouth publicity that might come your way when you least expect it.

What is Business Networking?

Business Networking:  Meeting people in “business” who will help you make money down the road.  It’s all about building relationships first – then doing business.

Great Networker:  Knows a lot of people but no one is buying.

Effective Networker:  Not as widely known as the great networker and yet doing business with a great number of the contacts made.

Which one would you rather be, an effective or great networker? 

In Business Networking, marketing your “self” is primary and marketing your “business” is secondary.  People don’t network or build relationships with a business ~ they network with people.    Making this one small shift in your networking presentation could make a difference in the number of referrals you receive in the future. 

Learn how to build referrals for life.  See workshops.

Embarrassed by Poor Networking Skills?

If you are an entrepreneur who is still struggling to get started and get your foot inside the frenzied world of business, then it may be no secret to you that networking is the key to opening your door to many trade opportunities. You have read hundreds of self-help books and have sought for advice from the more experienced, and they all say that networking is the shortest avenue to establishing and growing your business.

Networking is like building a bridge to connect to places you can’t reach by foot alone. Without networking, your business can never find the right traction to make its first few steps. And in this fast-paced world we inhabit in, you wouldn’t want to be caught lagging behind, would you?

As an entrepreneur, your arsenal in the field of networking consists of your business cards and your sweet tongue--or so you thought. But how and where do you begin networking? The key word here is FOCUS. The following are some of the areas where you need to zero in your attention:

1.     FOCUS on relationships--Don’t spray and pray.  You attend a trade show exhibit, and you come prepared with your business cards. You have one hour to spend networking, and instead of focusing on the gaps in your three key networks, you spray and pray with the business cards, hoping desperately that someone will remember you and send business your way.  But after going back to your office, your telephone does not ring as often as you have distributed your cards. What went wrong, you ask. This is where the adage quality is better than quantity comes in. Make sure that you put in more time in making yourself and your business memorable, rather than finishing up all your supply of available cards. Instead, why not put more effort into getting to know a maximum of five people in that hour.

2.    FOCUS – on your message.  What do you do?  If you can’t answer that in 60 seconds or less – you’ve lost your audience “yawn”....   If you don’t know exactly what problem you solve or what benefit there is to what you do – go home and think about it before stepping out into the networking world. Remember that customers only think of one thing—what’s in it for me?

3.    FOCUS on questions.  Write out a list of your top ten favourite questions to get people talking. When you get out there to promote your product, make sure that you know how to tailor your queries to make them suit your customers. What is he looking for, will only be accurately answered if you know his interests first, his line of work, or even his goals. From these information, you will know what questions to ask so you can meet his expectations, as well as make it easier for you to satisfy those expectations. When you get them talking, it is easier for you to make a connection, and hopefully make a potential business opportunity.

4.    FOCUS – on the other person.  Have you ever wondered why we have two ears, but only one mouth? You guessed it right. You must listen more than you talk.  This will appear that you are interested in the other person, and not just fishing for a business deal.

5.    FOCUS on giving.  Spend more time figuring out how to help as many people as possible and you will get more from your networking efforts.  People want to spend time with givers not takers. Givers get more in the long run.  The law of reciprocity has been universally proven, and so it applies to networking too.

If you channel your energy to these five things in your networking, you will save yourself from the stress of preparing for other unimportant matters. And with these networking skills under your sleeves, you might be surprised that you don’t need to knock anymore on the doors of opportunity—they will just be opened freely to you.

What to Say?

The most common question I’m asked about networking is “How do I start a conversation and keep it going with someone I don’t know”. 

As we all know, networking is about building business relationships and not about selling.  To get the relationship building process started, of course you have to start getting out there and talking to people you may not know.  Scary thought for some of you!

So how do you get started?  Here are a few simple questions to ask to get the other person talking.  Play the “You” game in your mind.  The “You” game, put quite simply, is the focus is all on person you are talking to or meeting – “tell me about yourself”; “tell me what you need."

• How did you get started in your business?  Or - What attracted you to this business?  What do you like about this business?  What do you dislike about this business?
• What challenges did you face when you first started?  What challenges do you face now?
• Tell me more about your industry challenges, so that if I hear of someone who might be able to help, I can get the two of you together.
• Where do you see your business in the next 6 months?  What do you need to reach that target? 

These are just a few ideas to get you thinking about how to start a conversation and keep it going.  You should be listening carefully to the problems and thinking of people you know who might be able to help this person, either now, or in the future. 

Make special notes of the answer so that as your days/weeks/months pass, perhaps you will come across a piece of information, a person or solution to help someone and you have another reason to get in touch.

Networking with the intention of helping as many people as possible, will help you build relationships faster, find effective referral partners and increase your business.

If you have a networking experience that has helped you grow your business, please let us know via comment on this blog.

Certified Networker Program -

Simply put - if you:

·         Want to increase the number of referrals you receive

·         Lose your fear of networking

·         Target your networking efforts so you aren’t wasting time

·         Be confident in networking

·         Get organized and develop an effective networking plan

·         Shed the spray and pray method of networking

Then you need to check out the Certified Networker Program.  It is the best of the best.  Property of the Referral Institute and delivered by an individual trained to their strictest standards, this program delivers beyond your expectations. 

Here are a couple of testimonials from the Referral Institute participants. 

(excerpt) The Certified Networker Program literally took our business vertical and sent it to the next level. In our first year following completion of the course and using what I had learned our business increased over 30%. In the following year, it increased another 40%. And we have never looked back…

Dr Jeff Parker, St. Pete Computers

Click “Here” for program details.  If you have any questions on this program, please send us an email and we will happy to get back to you.

NOTE:  This program is the property of the Referral Institute.  Traicor International is promoting the program, as it provides excellent quality training.

Don't Miss Out On Opportunities

Today I went to a baby shower, not something I’m really good at, but I went anyway.  I was going to see people I hadn’t seen in 4.5 years. I was introduced into this circle through my Ex and I was a bit nervous about how I’d be received, being that I was no longer “one of them”. 

While I’m normally a confident and approachable business woman, the thought of seeing this group made my stomach do flip flops and it put my nerves on edge, while all sorts of things were running through my head.  I even made my daughter come with me so I wouldn’t get to the parking lot and back out at the last minute. 

Speaking to groups of 500 people or more doesn’t faze me but the small group of 15 known to me, had me a bit tongue tied. My conversation was clumsy and awkward.  This is something I’m not accustomed to!

So how did it turn out? WONDERFUL!  They were just as I remembered them, warm, friendly, kind and welcoming.  What was I afraid of all these years?  On the way home I thought of all the good times I’d missed over these years because I was too afraid to put myself back out there. 

It made me think of others who might be afraid to put themselves “out there” when it comes to business.  It’s not only personal situations that can be nerve racking – it’s business too! Yet, how do we build or grow business if we don’t get out there? For me, walking into a room full of strangers isn’t a problem and for others it’s just as scary as my initial walk into that baby shower.

Have you ever felt nervous going into a networking event: stomach doing flip flops, hands sweaty, afraid you’ll say the wrong thing OR not know what to say at all? Who do I approach?  What if they don’t want to talk to me? My advice to you is to a) get over it or b) get some help. 

I do have a networking & workshop event coming up at the end of November that might be helpful (Become Engaging)  BUT there are many to choose from.  Find someone to give you ideas/suggestions on how to start conversations, who to approach and maybe ideas for developing a game plan going into a networking event, so you feel more confident about being there.  At the very least, take someone with you (like I did my daughter) to help you over those first few nervous moments.

If you can’t attend the workshop end of the month in Toronto, look for the tele-class covering the same topic – just look for something/someone to help you.

Don’t put your business networking on hold until you are “ready”.  Don’t miss opportunities because you fear what others might think.  My shower experience taught me that there is no excuse for missing out. Put yourself out there for business, get a networking buddy and take every opportunity to get visible.  You’ll be glad you did!   

Think of what you might miss if you don’t attend the next big business networking event.

Who's Really Supporting You?  - Action Step #1

Successful people have strong support teams and networks that help build their success.  The Support Network is a source of help and encouragement.  It can be broken down into two key elements: 

a) a Success Team and
b) other general support individuals.

Success Teams
A Success Team is a small group of 6–8 people. The people on this team help you achieve your dreams. They will push you to the limit to make it happen.  Why? Because you're going to do the same thing for them.  Diversity on this team is the key.

Look for success partners who compliment your talents and skills; partners from various fields of expertise, such as finance, media, the industry you serve, arts, technology.  With diversity comes more ideas, fresh ideas and more opportunities.

Action Item 1:  Make a list of the characteristics and qualities of the people you would like on your success team.  Look for people who have a different skill set than you do.

Check back for Action Item 2

What Do Driving And Networking Have In Common?

On my way into the office, it seemed that most people were weaving and dodging traffic, only to find that they ended up no more than one car length (okay maybe two) ahead of me.  Can you imagine the stress of trying to stay ever so slightly ahead by one car length. 

Here's my take on driving to work or to a client's office: 
a) plan your route
b) choose radio station that carries the best traffic update
c) focus on your driving and adjust your path according to the traffic report
d) enjoy the ride.  Listen to self-development tapes or your favorite music between traffic updates
e) arrive less stressed than the other drivers
 
So what does this have to do with networking?  Well, many people just hurry and scurry about at networking events.  They spray and pray (as in deal out business cards) hoping that something will stick and/or they will be remembered.  Just like the car dodging in and out of traffic, you will get where you are going but what a stressful and unpredictable way to do it.  Here are some simple starter steps for networking:

a) plan a route to your success (self-marketing plan - SMP)
b) choose people you need to meet
c) focus on relationship building - give without remembering;  receive without forgetting; constantly review your 3-key types of networks to see who else you need to meet.
d) enjoy the journey.  Experience meeting each person and learn about the F.A.B.U.L.O.S.** traits of those who belong in your network. ** Not a typo - will be featured in future blog - watch for it.

Where do you need the most help with networking?  a), b), c) or d) ?

Let's Get It Started

Would you rather buy from someone you know, like and trust instead of from an ad?  Would you rather get a referral for a service you need or find it cold from the yellow pages and "hope" that the person/company wil do a good job?  Would you like to be on the receiving end of more referrals? 

You might have the best service, the greatest product but until you learn how to market yourself along with that, it might cost you a lot, in terms of extra dollars and time to reach the profitabilty you were hoping for in your business.

Post your questions, challenges and helpful tips on this blog.  Let the learning come from the people in this space.