Smart Networking to the Rescue!

“Help! My Networking’s Not Working!” they cried…

Plagued by misconceptions, fear and procrastination… business professionals around the globe are wondering how to get their networking… working.

Now, there’s no need to fret or fear… The Networking Masters are here and… we’ve got back up!

“Smart Networking” to the Rescue!

If you’re not sure how to leverage networking in a way that works for you, this brand new book “Smart Networking” by Liz Lynch is a must-read.

And, today, you can enjoy a sneak peek into Liz’s insights and advice through a special interview that narrows in on some key questions to help you… get your networking working!

Gina: Liz, In your opinion, what is the biggest benefit of networking and why?

Liz: While networking can help people gain enormous tangible benefits in landing a new job or getting new clients, etc. I’ve really come to feel through my own experience that the biggest benefit of all is something more intangible. It’s knowing that you have a support system there for you when you need it, for whatever you want to do, whatever goal you set for yourself. Knowing that you can accomplish anything, in my opinion, is absolutely priceless.

Gina: What are some of the reasons why networking might not be working for someone and how can they flip the results?

Liz: One reason is expecting instant results. You wouldn’t plant grape seeds and expect vintage-quality wine in one week, but some people think that if they don’t meet someone at an event who can hire them or give them business right away, it’s been a waste of time.

A related reason for failure is being too focused on one’s own needs. People are willing to help you because they know like and trust you, but also because they know that you’re willing to help them. To be successful with networking, you have to see it as a two-way street, and give the relationship time to develop.

Gina: Networking is a concept that seems to be largely misunderstood. In your opinion, what is the biggest myth or misconception surrounding networking today and how can networking professionals move past it?

Liz: One of the biggest myths is that you don’t need to network unless you need something, which then leads to the approach of networking ONLY when you need something. This thinking gets in the way of effective networking because you’re too focused on your own needs.

If you take a broader view of networking so that when you meet people you aren’t asking “What can they do for me?” but rather “What can they do?” you begin to see how much value every single person has to offer. People become more interesting to you, you see how you’re able to connect them with others in your network, and networking becomes so much more fun. And believe me, when I started, I didn’t like networking at all. So this mental shift has been critical for my own networking and business success.

Gina: For some people, the thought of networking with “strangers” is very scary, what advice do you have to help alleviate networking jitters?

Liz: I faced the exact same thing when I started my business! The first networking event I attended I lasted 5 minutes! It was very overwhelming. So I changed my strategy to reconnect with people I already knew but hadn’t seen in a while, like former coworkers, bosses, school mates. In fact, almost all of my clients my first two years in business came from those dozen or so meetings. Once I began to see success from those networking efforts, I was able to meet strangers with a great deal more confidence.

One trick I had was to arrive at events early. It was less intimidating to talk to a few other early birds than to arrive when 200 people were already engrossed in conversation.

Gina: Combining face to face and online networking is proving to be a highly effective combination… why do you think this is?

Liz: Smart networkers do indeed combine both. I think face-to-face is still very important for making an impact, and in particular, for connecting with high-level people who normally have gatekeepers screening their calls and emails. What makes online networking so valuable is the diversity and sheer numbers of people you can reach without leaving your home. For example, Gina, you and I would never have met since you live in Canada and I live in New York, but through online networking we connected and are now helping each other. And if we ever do meet in person (which I hope will happen) we’ll have had such a big head start in building our relationship that we can talk about doing bigger things together.

Gina: Liz, thank you so much for sharing your valuable advice and insights! I would love to see a face-to-face meeting in our near future too!

Everyone stay tuned… we’ll bring Liz back soon for a more in-depth audio interview.  If you’d like to be notified when this happens, simply click the big orange subscribe now button to your right… It’s free and you’ll benefit from some other valuable bonuses too.

To learn more about Liz Lynch and her new book “Smart Networking” go to the Smart Networking Blog now.

ABOUT LIZ LYNCH: Liz is the author to “SMART NETWORKING”. Packed with powerful strategies tested by years of experience, as well as real-life stories from the field, Smart Networking describes how to integrate face-to-face techniques with a strong online presence. You’ll get low-cost marketing tools that are designed to expand your professional circle exponentially. Lynch will also help you to:

* Identify the gaps in your network and develop a plan to fill them.
* Tap into existing contacts and master the art of the ask.
* Increase visibility through speaking, e-zine publishing, and blogs.
* Expand your reach with social networking tools.
* Develop a winning mindset to guide all your networking activities.

Liz Lynch is also author to 102 Secrets to Smarter Networking and founder of the Center for Networking Excellence. This company develops products, programs, and seminars that help entrepreneurs and professionals get clients, build their businesses, and accelerate their careers through networking.  http://blog.networkingexcellence.com

Prospecting – Brokering – Networking: Do You Know The Difference?

I love Success Magazine – Do you subscribe? If you do, I highly recommend reading the article on page 84 “The Gift That Keeps On Giving: Networking Your Way to Personal Gold” by Tim Sanders.

It’s a great article and the highlight for me is his differentiation between prospecting, brokering and networking. Could it be that your networking isn’t working because you haven’t really been networking? Let’s take a look:

Prospecting: When you walk through a reception or meet-and-greet with a handful of business cards looking for new prospects (you are not networking!).

Brokering: When you connect two people, then expect to be repaid for it (not networking!).

Networking: When done correctly, networking is when you connect two or more people who should meet. In other words, true networking is a gift you give to others.

Connecting others without an expectation of being repaid works in line with The Law of Reciprocity which is what Tim refers to as “The Secret” of the business world. The law states that people will give back where they’ve been given to. In other words, “what goes around, comes around” (just not necessarily directly from where you’ve given… that’s the catch!).

Tim’s article goes on to share the story of Elmer Letterman, a successful New York insurance salesman from the 1930’s. “Elmer hosted networking lunches every Friday at the Four Seasons Restaurant. His strategy was simple: Invite three business people who should meet due to mutual interest. He did his homework too, arriving with ideas on how the three could work together. For example, Letterman might invite a chef who wanted to start a restaurant, a banker who could finance it and a construction executive who could build it. He’d explain why each party was credible, get conversation started, pay the bill and then disappear.”

You may be wondering how this strategy worked for him. Here’s the math: 3 people times 50 weeks a year equated to hundreds of business owners in New York who had Letterman to thank for part of their success. Cool story huh!

Now here’s what’s really exciting… this strategy can be duplicated to produce surprise and delight and long lasting loyalty for those in YOUR network! Now think about what this small investment in “networking” could yield for your business in a very short time!

Action Steps:
1) Identify three people in your network who should meet
2) Schedule a networking lunch with these three individuals
3) Introduce them revealing the connection and relevancy, get the conversation started and disappear.
4) Do this every week for one full year and watch The Law of Reciprocity work in your favor.

Tip: Starting today, when you get a business card, enter it into your contact database and think about who you know that this person should meet. Tim suggests that you can use the “miscellaneous” or “other” field as a “should meet” field.

“You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.” ~ Dale Carnegie

If you like the concept of GIVING as the foundation of your networking strategy, you’ll enjoy reading “The Greatest Money Making Secret in History” by Joe Vitale and you’ll want to mark your calendar for the JV Mavens Partner and Prosper 5 week Tele-series. It’s f.r.e.e. to attend and we will explore in great detail how you can leverage this concept to grow your business. You’ll find more information at http://snipurl.com/4qcql.

Happy Networking!

Business Networking Demystified: *F.R.E.E. Teleseminar

October 8, 2008
6:00 pm	to	7:00 pm

Join The Networking Masters co-Founder, Gina Bell for this business accelerating call!  It’s time to Get Your Networking… WORKING!

Wednesday October 8, 2008 at 6:00 pm CST
(Visit www.time.gov for alternate time zones)

Topic: Business Networking Demystified
Expert: Gina Bell, The Networking Maven
Host: Murray Marder, Small Business Teleseminar Series

Register now at: http://snipurl.com/40rou

On this special call you’ll discover:

• How underestimating the power of networking can sabotage your success
• How to build your network to fill gaps in your business
• Common myths and misconceptions and how NOT to fall victim to them
• Things you may be unknowingly doing (or not doing) that can undermine valuable business relationships before they even get off the ground
• What to do if your networking is not working
• and much more!

Effective networking can be a reality for you… Join us for this call, we promise you’ll begin to see networking in a new, positive and very promising light.

This call is open to the public however, you must register at the link above.

Love to learn?

Join us again on October 15th for The Networking Masters Inner Circle Marketing and Mastermind Teleseminar with MaryPat Kavanagh and learn How to Leverage Linked In for your business!

Are You a Networking Insider?
Whether you are new to networking or an entrepreneur who really “gets” how important networking skills and technology are for results in your business, these topic calls are a wonderful source of information, motivation and advice.

Networking Insiders have access to each teleseminar recording and receive a hard copy CD in the mail. This means that even if you’re able to join us for the live calls, you can listen to the lessons over and over as needed and at times that are most convenient for you. (And that’s just a fraction of the valuable perks you’ll find inside the inner circle mastermind program!)

If you’re not a member yet, you can join us now here: http://www.thenetworkingmasters.com/benefits

Want More Referrals? Get a CAT

Okay, I confess! While I am a cat lover, the title is misleading But stay with me here because I do have a great lesson to share…

CAT is actually an acronym I like to use for Client Attraction Tactic.

A Client Attraction Tactic is a method used or a course of action followed in order to attract new and prospective clients.

One of my favorite CATs is Finding Solid Referral Partners.

Being purposeful and proactive when it comes to increasing your referral business is your key to attracting more and better clients. The actions you take will determine how quickly and easily you can attract new business.

Here are some essentials when looking to develop solid referral partners:

1) Before you set out to find referral partners, you need to know what a perfect referral is for you.  In order for someone to refer business to you, they need to know what you do and what it is you’re looking for. You want to be as specific as possible and communicate your needs in a way that makes sense to your referral partners.  Good communication skills are key here (on both sides!).

2) Next, create a list of complimentary not competing businesses who service the same market. These are logical, win-win referral partners for you.  i.e. a bridal shop owner and a florist are a good example…same target market but complimentary product/service.

3) Now you need to connect with the businesses that you’ve identified.  It pays to have done your research so that you can communicate the value of developing a referral relationship in a way that demonstrates what’s in it for them.

4) Build good will and trust by adding value to their business thru referrals, introductions, testimonials and more…What goes around comes around.  Be the example and give them a reason to want to reciprocate rather than sit back and wait for them to pass referrals to you.  Ask what their needs are and be sure that you understand.  Be willing to give in order to receive.

5) Understand that referral marketing takes TIME.  Mutually beneficial business relationships must evolve from contact to credibility to trust before it can become consistently prosperous.

Finding “good” referral partners takes time, work and some trial and error.  The key word is “partner”.  It’s important that you focus on developing win-win relationships with people you like, trust, who have a giving attitude, and who understand what it means to be a team player.  Being proactive and preparing in advance will increase the likelihood that you will connect with like-minded and motivated potential referral partners.

Happy Networking!

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