Six Essentials for Networkingstring(29) "Six Essentials for Networking"

Recently, I was handed a copy of a book called Rules for Renegades: How to Make More Money, Rock Your Career, and Revel in Your Individuality by Christine Comaford-Lynch.

In the book, she names six networking essentials that are not necessarily the ones people might traditionally think of as the keys to networking success, but I think they can be of significant value–especially her advice on equalizing yourself with others. So I’d like to reprint them for you here, and I invite you to leave comments. Here’s Comaford-Lynch’s list:

1. Practice “Palm Up” Networking. When you network, are you giving or grasping? Palm up networking embodies the spirit of service, of giving and wanting nothing in return. When you network “palm down,” you’re grasping for personal gain. Palm up = heart-oriented interaction. Palm down = greedy grasping. Give to others; it’ll all come back to you in time.

2. Exercise Daily Appreciation. Appreciate at least one person daily. Sometimes I do this via e-mail so I can be thorough. And often, to my delight, the recipient will tell me that they are saving the message for when they need a pick-me-up. You can also express appreciation over the phone or in person. Simply tell someone how much you appreciate who they are or what they do–whatever about them moves you. They’ll be flattered, and you’ll feel great.

3. Equalize Yourself with Others. I believe we all have one unit of worth: no more, no less. No one can add to it; no one can take it away. We’re all equal. Just because someone is powerful, rich and famous doesn’t mean they are better than you. Practice equalizing yourself with others. This will enable you to more comfortably interact with others and to reach out to people of all walks of life.

4. Rolodex Dip. This is a fun practice when you want to connect with someone but aren’t sure whom. Flip through your contact database and pick a name. Then think of all the things you like about them. Now call them up to see how they are doing. They’ll be surprised and delighted.

5. Pick a “Sensei of the Day.” Each day I pick a sensei, a teacher. This is someone or something that has taught me a lesson or reminded me of what’s important in life. Your sensei can be a person, a pet, a plant; it doesn’t matter. The important thing is to acknowledge that there is much to learn and you are being offered valuable lessons constantly.

6. Do the Drive-By Schmooze. Parties and conventions–groups of all sorts–are great opportunities to network. But sometimes you’ll be tired, not in the mood or have too many events in one evening (like during the holiday season). This is when you’ll want to use the Drive-By Schmooze. Here’s how:

a. Timebox your networking. Decide that in 30 minutes you’ll do a check-in to determine if you need to stay any longer.

b. Set your goal. Determine the number of new connections you want to establish. Remember, your goal is meaningful connections, not simply contacts.
c. Let your intuition guide you. This may sound flaky, but it works! Stand near the door, in a corner, out of the way. Stop your thoughts. Internally ask to be guided to the people you need to connect with. Then start walking. You’ll be amazed at whom you meet.
d. Connect. You’ll always resonate with someone at an event. When you do, ask questions about them, such as: How did you get started in your field? What’s your ideal customer? We all love to talk about ourselves, and these questions will not only help you form a connection with this person, but will also tell you how to help them.
e. Offer help and follow through. If you can provide help, jot down ideas on the back of their business card, commit to follow up, and then do it. If you’ve had a fruitful conversation and want to take it further, offer to meet for lunch or coffee. People say life is 90 percent about showing up. Nonsense! Life is 90 percent about following through!

For more information on Christine and her bestselling book, Rules for Renegades, please visit: www.RulesForRenegades.com.

"What’s In It For Me?" Networkingstring(49) ""What’s In It For Me?" Networking"

I recently received an e-mail from someone who read an article I wrote about collaboration and working together.  He said, “The type of networking you talk about describes the way things should work, but in the real world most people seem to have an attitude of what’s in it for me.”  He asked, “How can I prevent wasting my time and efforts on people, only to find that they have this kind of attitude?” 

The short answer to his question is this—stop hanging out with the wrong kind of people and start actively seeking out the right kind of people.  Trust me, I’ve been there and done that when it comes to getting stuck with the wrong people and in order to move beyond that and build the kind of network that wants to help YOU (knowing that you also want to help them) is a journey—not a destination. 

I have two suggestions to make finding the right networking partners easier. First, look for some of the signs relating to people who fit the profile of good networkers.  They include: 

  • People who ask how they can help you or what they can offer you (and mean it), before they ask anything from you.

 

  • Individuals who show that they are willing to work on creating a professional relationship over a period of time because they understand that they must develop credibility with you before asking for your business or your referrals.

 

  • Those who make the time to go beyond the normal business interactions with those from whom they want to be able to ask for support.

 

  • Professionals who understand that networking is more about farming than hunting and show it in their actions by making the effort to get to know you outside of the business environment whenever possible, knowing that the more of a friendship there is between you, the more expectations you can both have from each other’s networking efforts.

 

  • People who do what they can to bring business and contacts to you and their other networking partners, who share pertinent information with you, and invite you to business meetings that’ll position you favorably with others you need to get to know.

 

  • Individuals who give of their time and knowledge in order to help their referral sources succeed.

Second, immerse yourself in the process of relationship building.   

A network that is a mile wide and an inch deep is not a strong network.  Create a personal network that is both wide and deep.  Meeting with people regularly is the key to making this happen.  Participate in networking groups where you are going to see the same people on a regular basis.  This will help you develop relationships and screen out the what’s in it for me networkers.

Small Actions Yield Big Resultsstring(31) "Small Actions Yield Big Results"

I was recently speaking to a friend of mine who is a partner in an international consulting and training company. We discovered that we had a mutual acquaintance who is a bestselling author and fairly well-known speaker. In our discussion, we found out that he had contacted each of us individually to see if there were any possibilities for some type of strategic alliance with our companies.

We were both open to that possibility but couldn’t see any immediate and dramatic way our companies could link up with his and do any specific projects at that time. We were both a bit amused to then discover that we were summarily “dropped” from his radar (no response to e-mails or other attempts to connect) after that.

We got the sense that he was looking for the one big alliance that would help his company soar to the next level. That realization started a conversation about the difference in the relationship between the two of us.

Ironically, we had had the same type of phone call with each other just 18 months earlier and came to the same conclusion. There was nothing on a grand scale we could do together at that moment. The difference, however, was the rest of the story.

We agreed to stay in touch. And then we did. We connected several times over the year and met in person on several occasions. During that time, we found some simple ways to help each other and gradually enhanced the relationship. This was in sharp contrast to the third party we had talked to individually. When this person didn’t see any big payoff, we became persona non grata to him. On the other hand, the two of us found ways to help each other gradually and, even to this day, continue to build on our relationship.

We came to the conclusion that most people who are successful at networking and creating strong strategic alliances view the process as a series of small actions taken with many people to create a long-term positive growth for your company. The process is more of a marathon than a sprint. Throughout the race, you form alliances and help each other over the long haul.

Have you had a similar experience? How has this played out in your business?

Recognizing Those Who Refer Youstring(31) "Recognizing Those Who Refer You"

Ashley Misner and Galen Metz

This past weekend, I was at a gallery showing for my daughter’s artwork and I overheard a man saying to his wife,  “These paintings would make great thank you gifts for those two interior designers that have been sending so many people my way.”€

(Photo right is of Ashley and Galen Metz, owner of Azo Gallery)

My ears perked up when I heard this and I listened in as he continued laughingly,  “But, then again, giving art as thank-you gifts will probably put me in the poorhouse faster than it would generate more money.”

 

That man had a good point. And no–it wasn’t that buying a truckload of my daughter’s art would make him go broke; because we all know that the investment would be well worth it, even if he did have to sleep in a cardboard box. Okay, all joking aside, his point was that although thank you gifts and referral incentives are certainly an important part of building a business, it’s not always possible to give extravagant gifts that will surely keep us fresh in the minds of those who refer us.

So, what options do we have when it comes to giving good incentives to those who refer us? Well, first of all, we need to remember that incentives can range from simple recognition, such as a thank you, to monetary rewards based on business generated. However, creativity is the key to any good incentive program. Let your contact know when a referral he or she has made comes through and be as creative as you can.

There are many novel ways in which businesspeople can reward those who send them referrals. For example, a female business consultant could send bouquets of flowers to men, a music store owner could send concert tickets or a financial planner could send change purses and money clips.

To make it easier on yourself, get opinions and feedback from others who have significant interest in your success. There are lots of options for referral incentives, and you should consider all that come to mind because the value of recognizing the people who send you business should never be underestimated. A well-thought-out incentive program will add much to your word-of-mouth program.
By the way, you can see Ashley’s art at www.AshleyMisner.com. Sorry, I just had to do it.


Wild Fire Fundstring(14) "Wild Fire Fund"

The wild fires ravaging Southern California bring back some horrific memories.  Just a few years ago, a 40 foot wall of flames came past my home near the foothills in Claremont (shown below).   In the photo, you can see me hosing my head down to douse the hot embers falling from the fire.  I was attempting to keep the wood beams in my backyard from catching fire as the flames swept through the open space behind my home.  More than two dozen homes burned down in my community.  Luckily, ours was not one of them.

Fire

I can relate to the feelings that many residents near these fires are experiencing.  To help the victims of the current fires in Southern California, the BNI-Misner Foundation is creating a fund to support the Red Cross efforts with helping victims of the fire.   The BNI-Misner Foundation is doing a matching fund of up to $10,000.  If you would like to join BNI in contributing to the survivors of this tragedy, please go to this URL where you can make a credit card contribution to BNI’s matching Wild Fire Fund:   

  1. Go to http://www.calfund.org/8/giving_bnimisner.php
  2. Click on the link to “make a secure contribution now” towards the bottom.
  3. Fill out the required information, and follow the prompts.

Or, checks can be sent to the BNI-Misner Charitable Foundation at 545 College Commerce Way, Upland, CA 91786.  Make sure to state that the contribution is for the matching “Wild Fire Fund”.

New Orleans – After Katrinastring(33) "New Orleans – After Katrina"

I spent the last few days in New Orleans for a BNI event hosting the 210 winners (and guests) of the 2007 USA Member Extravaganza for the organization.

There are two things I want to share about my visit to the area.  The first, is my impression of the business people.  It’s great to see business “start” to come back in the city.  One of the things that struck me was how so many businesses THANKED us for visiting the city and helping in some small way to bring back the economy.  It was truly dramatic.  Every time my wife and I purchased something, the stores went out of their way to thank us for our business.  When we told them were with a group of 210 people, they were extremely thankful.  It felt great to help the city and I invite you to visit New Orleans.  They definitely need more business and they appreciate it more than any group of people I’ve seen in recent years.

The second thing I want to share relates to the many stories I heard about courage and giving.  Prior to the event I mentioned above, I had an opportunity to speak to about 150 BNI and Jefferson Chamber of Commerce members in the greater New Orleans area .  I heard many stories about the hurricane and its aftermath.  One that really jumped out at me was a BNI member by the name of Dr. Morris Panter.

Dr. Panter (seen here with me at the event) told me that immediately after the hurricane, he had no practice!  His office was damaged with holes in the roof but it was still partly usable.  So, he spray painted a plywood board that said “Relief Workers Adjusted for Free.”  He told me that over the next several months he adjusted 900 relief workers helping to clean up from the disaster!

I think Dr. Panter’s story is another one of the many examples of courage and giving that we have seen come out of this horrific event.  In the face of the temporary loss of all his business, he took the time to “give” to the people helping his city.

It was an honor to speak to people throughout the greater New Orleans area and I wish them continued success in building the city’s economy back up.

A Referral You’ll Feel Good Aboutstring(39) "A Referral You’ll Feel Good About"

I watched an amazing movie today.  It was not a blockbuster but it was an incredible story.  It was Freedom Writers starring Hilary Swank as a high school teacher in a difficult school.  The movie is based on a true story.   One of the secondary points of the movie really stood out to me.   The teacher that Swank played had a difficult time getting books from the school for her students.

I ran into a similar situation a couple years ago when the BNI-Misner Foundation had a request from a teacher that said the school’s library was only open one day a week and there were very limited books available to her students.  She said that she couldn’t teach students math, science, english, or history if they couldn’t read.   That request motivated us to focus more on providing mini-grants for teachers trying to obtain books for their students.  Watching Freedom Writers reinforced our interest in providing mini-grants directly to teachers in schools who need books.

So, why am I mentioning this???  “A referral you’ll feel good about” is any teacher you know who is looking for books for their class.  We’d like to consider them for a mini-grant ($500-$1,000 max).  If you know someone like this, have them send an email to bethmisner@bni.com who is the administrator for the BNI-Misner Foundation.  We’d  like to see if we can help.

Thanks!

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