Got Accountability?

While I was in Australia last month, I had the opportunity to speak with one of Australia’s most successful networkers, Brent Edwards, about the role accountability plays in networking.  Basically if you’re not maintaining accountability when networking, your efforts all boil down to one thing–a waste of time.

In this short video, Brent offers three simple keys to ensuring you maintain accountability in your networking efforts which will, in turn, build a solid foundation for networking success and the potential for limitless business growth through referrals.

 

Want to Achieve Networking Success with the Opposite Sex?–Advice for Women & Men

Last week I posted a summary of the conclusions my Business Networking and Sex co-authors and I came to after surveying over 12,000 people and conducting months of research.  I promised that this week I would post advice for both women and men in achieving networking success with the opposite sex so below I’ve outlined some key tips Frank De Raffele, Hazel Walker, and I put together.

We Say . . .

We’re all trying to get to the same place.  It will be much more profitable for all of us if we can help each other along the way.  Here are a few things to guide your success in networking with the complementary gender:

For the Ladies

  • Don’t get stuck in the credibility phase of the VCP Process®.  Ask for what you want.
  • When asking for help, communicate clearly exactly what it is that you want.
  • Make time for networking.
  • When speaking to men, try to impress them and share your accomplishments.
  • When spoken to inappropriately, speak up about it immediately.
  • Dress for business at business events.
  • Put systems in place to track your business.
  • Stay in contact with and follow up on leads, referrals, and acquaintances made.
  • Diversify your networks.
  • Remember that networking is ultimately about getting business, so ask for both business and referrals.
  • Convey an image to others that you are a serious businessperson, in all that you do.
  • Get educated about referral systems.
  • Don’t lump all men into the same group.

For the Guys

  • Slow down and build the relationship.
  • Work through the VCP Process® in the proper order of its phases.  Don’t race through the credibility phase.
  • Make and maintain eye contact.
  • Listen and ask relational questions.
  • Don’t assume that women don’t take their business seriously.
  • Don’t hit on women at networking events.
  • Edit what you are about to say, using filters to sift out what is not business appropriate.
  • Stay in contact with and follow up on leads, referrals, and acquaintances made.
  • Stay informed about the best, most current, and cutting-edge networking practices.
  • Develop and use systems for your networking activities.
  • Make time for networking.
  • Speak to relate, not just to impress.
  • Remember that women are at networking events for business gain, just as you are.

The difference between the genders when it comes to networking is a great advantage, not a disadvantage.  By following the tips we have outlined above, you should be able to develop more productive relationships with members of both sexes.  Also, be sure to visit www.BusinessNetworkingAndSex.com if you would like to follow the latest developments on the subject of business networking and the genders.

Survey Says: Summarized Conclusions about Business Networking & Gender

What have my Business Networking and Sex co-authors and I concluded after 12,000 individual surveys, almost 1,000 comments and stories, numerous interviews, months of research, and years of experience?  Below is a recap of the facts we uncovered.

Study Findings, Summarized

  • Men and women were closer together than we expected in most areas.
  • However, the perception of the difference is very dramatic.  Remember: The exception becomes the perception.
  • Women feel that networking has played a slightly larger role in their success than men.
  • Women use a much wider variety of techniques to learn their networking skills than men do.
  • Men are more likely to focus on business first than women are.  Women are a little more likely to focus on building the relationship first–then the business.
  • The time of day for networking was not a big issue for either gender.  This was a surprise to us.
  • Family obligations were more of a problem for women.
  • Women definitely did not feel as safe as men in attending evening events.
  • Men preferred either a structured or unstructured networking event.  Women felt okay with either.
  • Both men and women felt that other people were more uncomfortable networking than they felt about it themselves.
  • Men felt stronger about transactional aspects of networking.  Women felt stronger about relational aspects of networking.
  • Men spent a little more time networking.
  • Women received a higher percentage of their business from networking than men.
  • The more time either men or women spent in their networking efforts, the higher the percentage of business they generated.
  • The more often people used systems to track their business from networking, the more likely they were to feel that networking played a role in their success.

Men and women are not so different in the success they desire in business and networking.  However, the process, the mindset, and the way of making the results happen are very different.  The reason is that we have different ways of viewing the world.  Some of this comes from nature and some from nurture.  What it means is that if we want to be more effective, we must learn how to respect, appreciate, and embrace one another’s differences.  We must understand that we can work more effectively together as a team in business and in our networks.  We just need to learn to be adaptable, empathetic, sensitive, and understanding that THEY are not you.

You can and will beat the odds.  The exception doesn’t have to become the perception.  It can be you! 

Come back next week for some advice from the whole team of Business Networking and Sex co-authors–these tips will help you achieve your highest potential when it comes to networking and guide you into your brightest future in referral marketing.

My ‘Business Networking and Sex’ Epiphany

In this video, Hazel Walker, one of my Business Networking and Sex co-authors, asks me what I learned from the research we conducted for the book and, specifically, what my biggest epiphany was.

I explain the answer that really blew me away and caused me to come to a major realization when I was interviewing someone prior to writing the book.  I’m telling you, no matter how much you may learn about networking, there’s always more to learn!

Networking in Thailand, Malaysia, or Japan?–Dos and Don’ts to Note

Understanding cultural differences when doing business and networking around the world is  becoming increasingly important in this global society (click here for an explanation).

On a related note, I posted a blog entry a few weeks ago outlining valuable tips from top networking experts in China and Vietnam which will help people traveling to those countries to position themselves for the most successful outcome when networking and doing business there.  I promised that I would revisit the topic of what to do when preparing to network in Asia by posting another blog specifically offering advice on networking in Thailand, Malaysia, and Japan–today I am following through with that promise.

Thai and Malaysian business networking expert Avryl Au (pictured above) has a number of important recommendations for networking and conducting business in Thailand and Malaysia:

  • When doing business in Thailand, they do not shake hands.  Instead, they put their hands together (palm to palm) and place them just in front of their face, close their mouth, and bow slightly.  It is acceptable for foreigners to do the same.
  • In Malaysia, Au says that the handshake is the official way to greet, but after that you put your right hand on your heart.  Westerners generally have a firm handshake.  However, in Malaysia the handshake is generally softer.  This is not a sign of weakness.  It is simply the cultural norm.  Again, foreigners may do the same.

Asato Ohno (pictured below), one of Japan’s leading experts on networking says, “One big difference between the Japanese culture and Western business culture is an activity the Japanese call ‘nominication,’ which means drinking communication.”  According to Ohno, “In order to build any kind of meaningful business relationship with your associates, you must go out for dinner and drinks.”

While this concept is not foreign in Western business culture, it is something that is much, much more important in Japan.  Ohno says, “People believe they can build deeper relationships with others more quickly by drinking together.  It is almost like having casual one-to-one meetings regularly.  Therefore, it is important for any business person to prepare and to plan for ‘nominication’ sessions in order to be successful.”

Finally, exchanging business cards is an essential part of most cultures.  In most Asian countries, after a person has introduced him or herself and bowed, the business card ceremony begins.  In Japan, this is called meishi The card is presented to the other person with the front side facing upwards toward the recipient.  Offering the card with both hands holding the top corners of the card demonstrates respect to the other person.

The business card is admired much more in Asian culture than it is to us here in Western society.  It is truly an extension of the individual and should always be treated with respect.  Things like tucking it into a pocket after receiving it, writing on it, bending or folding it in any way, or even looking at it again after you have first accepted it and looked at it are not considered polite and can insult your fellow Asian networker.

So, with that last recommendation, I think I’ll grab some business cards, set a reservation at a local restaurant, contact some business associates, and start a little nominication of my own. Cheers.

Women Are the New Men

 

I was recently interviewed by Bill Moller on the “First Business” news show about men and women in business. 

The host said that “women are the new men.”  It’s an odd statement, I know, but I promise that if you take a mere three minutes out of your day to watch this video clip of the interview, you’ll understand what he means by this and you might not think it’s such an odd statement after all.

I came to the conclusions I talk about in this interview based on many recent statistics and findings by esteemed business publications and I think it’s a really interesting and noteworthy topic.  What are your thoughts on this? Do you agree? Disagree? . . . I’d love to hear your input so, by all means, please leave your thoughts in the comments section.

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