What is the best way to connect with your network

What is the best way to connect with your network?string(50) "What is the best way to connect with your network?"

July 15, 2021
Ivan Misner, Networking, Networking Prep, Networking Tactics 1

Their way. To build a powerful professional network it is important to connect and engage with them via the communication platforms that they use. This is particularly important if you need to develop a relationship with someone and want to get to know them professionally.

You have to go where they are, not where you are.

I learned that lesson after my children moved out on their own. My eldest would not respond to emails; she would not even answer the phone when I called her. I discovered, however, that when I texted her, she responded immediately. Rather than try to get her to move over to my preferred platform – email, I realized I could keep a good line of communication open with her by text.

My second daughter wouldn’t use email and didn’t use the phone to talk or text. She communicated by What’s App, which I had never heard of. However, I got the app and found a great way to communicate with her, usually with an immediate reply.

My son didn’t use email, or the phone for talk, text, or What’s App. How was I going to connect with him? I realized that he was a big online gamer on the platform called Steam, which had an instant messaging feature. I downloaded Steam and purchased a game so that I could instant message my son. It worked! If I saw him online and messaged him, I would get an instantaneous response.

I realized if I wanted to communicate with my children, I needed to use their preferred platforms, not mine.

A Lesson in Networking

This has taught me a lesson in networking. To stay connected to the people I meet, I need to go where they are, not stay where I am. That’s another lesson in networking: it’s not about me. It is about them. This applies to face-to-face networking as well as online opportunities. If building a powerful network is important to you, you have to go where your connections are. Don’t expect them to always come to you.

When we are growing our business and trying to increase our sales, we want to build relationships. As I have always said, networking is more about farming than hunting. We need to be in their territory, not our territory; we have to go where they are. That is where we will have the opportunity to do business.

How to find THEIR way

When you meet someone and plan to contact them again, ask them, “What is the best way to reach you?” or, “How would you like me to send that information to you?” Their answer will tell you their preference for future communications.

I recommend that you put their response into their contact information. Something as simple as “Prefers email” or “Prefers to be called” will help you to connect with them in their preferred way.

Staying connected to your network is important to grow business relationships. My children taught me that connecting with people in the way that THEY like to communicate is the best way to strengthen those relationships.

networking plan

Three Questions About Your Networking Planstring(42) "Three Questions About Your Networking Plan"

June 24, 2021
, , Networking Prep, Online Networking 1

As a time-strapped businessperson, how do you figure out which networking events to attend and which you should let go by the wayside? A networking plan can help you decide which events are worth your time. Here are three questions for you to answer to create a networking plan that will work for you.

Who are my best prospects?

Many business professionals cannot clearly define their best prospects. This is why they find themselves running all over town trying to attend every networking event that comes down the pike. To determine who your “ideal prospects” are, ask these questions about your past clients:

  • Who are your very best customers?
  • What industries are they in?
  • How long have they been in business?
  • Are your customers businesses or consumers?

For example, the best prospect for an owner of a vacuum center is NOT anyone who needs a vacuum cleaner. Instead, their ideal customer is clearly defined with specifics:

  • A woman
    • with children, pets, or both
  • Lives in a very nice neighborhood
  • Drives a Lexus, BMW, Mercedes-Benz, or Infiniti
  • Concerned with the health of her family
  • Purchases quality products
    • not someone shopping for a bargain-basement deal.

Why is it important to be this specific? Because a particular person is more likely to pop into your head. Once you’ve put together a profile of your past clients, pick up the phone and run it by a few trusted friends and colleagues. Those who are close to you often have insights into patterns that you tend to overlook.

Where can I meet my best prospects?

If you’re trying to meet more small business owners:

You’ll want to spend time at your local Chamber of Commerce, a local business association, or with a referral group. Not only do these groups have exactly the type of audience you want to meet, but also with referral groups, there’s typically a system in place that helps you – help others to get more referrals for you.

If your business is geared more towards consumers:

Become involved with your kids’ events—Little League, Girl Scouts, or your church’s youth group—is another good way to meet the right people.

Who, exactly, do I want to meet?

The greater the number of networks you are connected to, the greater the chance that there’s a short chain of contacts between you and anyone you’d care to meet. All you have to do is recognize that fact and ask a few people a specific question or two. The answers will either put you in direct contact with a prospect or lead you in the direction of the networking events you need to attend. Even if you can’t name the specific people you want to meet, the better you can describe them, the greater the chance that you’ll get to meet your ideal contact. The secret ingredient in this principle is specificity.

The way to meet the unknown contact is to be as detailed as possible without being too exclusive. You can do this by starting your question with: “Who do you know who…”, then complete the sentence with specifics:

  • “Who do you know who is a new parent?”
  • “Who do you know who belongs to an organization that builds houses for the homeless?”

By asking for a particular kind of contact, you focus the other person’s attention on details that remind them of a specific person. Finally, remember that it’s important to surround yourself with quality business contacts since the best way to your ideal contact very often is through someone you already know.

Sample networking plan for a downtown realtor:

  • My best prospects are :
    • First-time homebuyers
    • People interested in buying a downtown condo or home
  • I can meet my best prospects at:
    • Downtown networking events
    •  Young professionals’ networking events
  • I want to meet:
    • Who do you know who is thinking about moving out of their apartment and into a house?
    • Who do you know who is living in an apartment accumulating disposable income?

It’s just a matter of developing a networking plan that puts you in contact with the right people. That’s exactly what the three questions above will help you do. However, you must take action on your networking plan to achieve your goals.

your business card

What to Do When Someone Refuses to Take Your Business Cardstring(58) "What to Do When Someone Refuses to Take Your Business Card"

June 10, 2021
Business, Follow up, Networking, Networking Prep 4

Imagine handing your business card to someone at a networking event and having it handed back to you with, “Thanks, but I don’t need your card.”  How would you respond in this situation?

Business Card Etiquette 

  • I do not recommend giving someone your business card right away when you first meet them. I would wait until after you have had a good conversation with them. Listen to them talk about their business. Ask questions about how you could help them. Then, ask yourself if you believe that you have made a good connection.  Think about if you can help their business, or if they can help you with your business.  Decide if you are willing to build a strong relationship with them. If yes, I recommend asking the person if they would like to receive your business card because unsolicited cards are rarely kept.
  • A business card is a tacit invitation to make a future connection.  How you handle that connection afterward will determine how responsive your new contact will be.  So be respectful with what you do after someone gives you their card. Set a date to follow up with them. Find their preferred method to be contacted, then use it.
  • You should always have plenty of business cards with you when networking.  It still amazes me that people go to networking events and knowingly don’t bring cards with them. Bring business cards.  It is a “networking” event.
  • Just passing out your cards and collecting cards from others at a networking event is not networking — it’s card collecting — which is not a profitable way to build your business. Networking is about having conversations with people and making good enough connections that you can actually follow up with people. If you don’t make a meaningful connection, you might as well still be cold calling, no matter how many business cards you collect.
  • It is good manners to ask permission to add someone’s email to your distribution list. Unsolicited emails are rarely kept and can quickly lead to your email address being registered as spam. If you did not request the email newsletter, then reply with a request to be unsubscribed from their distribution list. If they ignore your request, use your spam filter. I use it regularly with unwanted emails.

Refusing to take someone’s offered card is just plain bad manners. What do you do if this happens to you?  Realize that some people just have little or no people skills and move on to someone who does.

Zoom

The 12x12x12 Zoom Rulestring(22) "The 12x12x12 Zoom Rule"

December 7, 2020
, , Networking, Networking Prep, Online Networking 9

What is the 12x12x12 Zoom rule? In 2010, I introduced the original 12x12x12 rule when attending in-person networking events in my book, “Networking Like a Pro”. Ten years later, with all of us using our computers for online networking, I adapted the 12x12x12 rule in 2020 for Zoom.

What do you look like 12 feet around you?

Since everyone is broadcasting from home these days, it is important to pay attention to the setting of your personal meeting location. Make sure what people will see behind you is as professional as possible. Remove the visible clutter around you and close the door to keep your kids, or cats, from interrupting the call. If you are using a virtual background, choose something related to your industry. However, keep the background photo professional, like bookshelves or an office setting. Do not use a tropical beach background, unless you work on a beach or as a travel agent. Remember, your background says a lot about you. Hang a solid-colored green sheet behind you as an easy green screen when using a virtual Zoom background.

What do you look like 12 inches away from your web camera?

Have you dressed appropriately for the meeting? I mean, are you FULLY DRESSED for the meeting with both a professional top and bottom? Too many stories have been shared on the TV news about people getting up from their chairs and being caught in pajama pants, athletic shorts, or unfortunately even less. I’ve been known to wear sweat pants on camera but never wear something (or not wear enough) that would end up with you on the TV news. Make sure your hair is combed and you are not eating on camera. Plus, be prepared with a pen and notepad to take notes.

What are the first 12 words out of your mouth on Zoom?

This is the most important point. Have you thought about what you are going to say to someone else at a networking event? The worst time to think about what you want to say is when you are saying it. Think about concise ways you can get your points across: what you want to say about your business, your target market, the benefits of your product or service, etc. Finally, use a microphone so that everyone can clearly hear you

Before you log in to your next online networking event or Zoom meeting, remember these tips, and verify that you are following the 12x12x12 Zoom rule. 

Social Capital

Build Social Capital by Networkingstring(34) "Build Social Capital by Networking"

June 18, 2020
, , Classic Video, Networking, Networking Prep, Social Capital, Video Blog

Social capital, otherwise known as the value behind your social contacts, can be an extremely important resource in both business and life.  If you take as much care in raising and investing your social capital as you do your financial capital, you will experience benefits that can greatly enrich your life as well as multiply your material returns many times over. Investing in your networking is one of the best investments you can make to secure future success for yourself and others with whom you network. Below, I share my 4 step process to build your social capital, the international currency of networking.

Social Capital

This is acquired through networking because successful networking is all about building and maintaining solid, professional relationships. The trouble is we don’t have the natural community-like business relationships that existed before. Many business owners hardly know their neighbors, let alone the local businesspeople in town. Therefore, networking is critical to an individual’s success in business.

Effectively developing your networking can be a daunting task. However, doing so within a structured, organized networking framework will leverage your efforts. You begin building your capital to positively impact your bottom line.

Here are some keys to creating social capital

  • Give your clients a personal call
  • Call all the people who have referred business to you
  • List 50 people to stay in touch with
  • Follow up with everyone

As you invest your time in developing your networking, you are increasing your bottom line. Strive to make the most effective use of this investment. Do everything possible to thoroughly enhance the relationships you develop in the coming year because social capital leads to improved financial capital.

Watch the video and then take a minute to leave a comment below. I would love to hear your story about how investing in your social capital significantly paid off for you.

Networking Up

Networking Up! More Tips For Connecting Above Your Weight Classstring(63) "Networking Up! More Tips For Connecting Above Your Weight Class"

October 22, 2018
Networking Prep, Networking Tactics 2

We’ve all heard the advice: “you become the people you hang out with.” This means that you not only need to surround yourself with successful people (however you define success) but that you also need to be continually networking up to raise the bar for yourself over time.

Having run the world’s largest business networking organization for more than three decades, one of the things I’ve learned is that: There’s generally room at the top. It’s the bottom that’s really crowded. So how do you start networking above your weight class to move your way up? Here are nine things I recommend that will help you accomplish that goal.

Hang out where successful people are.

We are all at a different place in our career, so start by assessing where you are and then determine where you can go to “network up.” When I was new in business, that meant joining a local service club like Rotary, Lions, or Kiwanis. Organizations like the Chamber of Commerce and BNI are also excellent ways to start networking up. Later, I added boards of non-profit organizations and charities to my list. Many successful people play in these arenas. What a great way to connect with these people in a professional environment.

Embrace discomfort.

If you’re not uncomfortable connecting with someone, then you’re not aiming high enough. I’ve been there. I understand this feeling. However, you need to get past that and go talk to them. Your discomfort may be a sign that this is the exact person you should be talking to.

Don’t sell or pitch to them!

I can’t tell you how many times I’ve met someone for the first time and they start “selling to me.” I’ve seen the same thing when I’ve been with other business people far more successful than me. Don’t do it! The old adage – “it never hurts to ask, right” is completely wrong when you are networking up with someone for the first time. A lot of people do it – don’t be one of the crowd.

Don’t complain to them.

I know, that sounds obvious, but I’ve been both the victim of it and I’ve seen it. I was with an incredibly successful business man some time ago when he was meeting people in a crowd when someone he just met went on a rant about some problem with the man’s company. He stood out, and was quietly escorted out. You want to be remembered, but not for that.

Acknowledge their work but don’t be a sycophant.

There are plenty of people to flatter them, so don’t “puppy-dog lick them” to death. Successful people are, however, still people, and they appreciate knowing their work makes a difference. I have found that if I share a specific story about how their work or business has really helped someone in some way, they truly appreciate the comment. That way the conversation is not all about me, and at the same time, it acknowledges them for the work they’ve done.

Work within the context.

If at all possible, find a way to connect what is happening at the moment to something interesting in your discussion or setting. For example, I met a well-known international thought leader for the first time at a book signing for speakers at a conference. The problem was that the audience was still at dinner, and no one was at the signing! So I shared a story with him about a book signing I did where the only person who showed up was my mother. She acted like she was a fan and made such a big deal at the signing that people started crowding around my table. It was an incredible embarrassment that turned into a huge success. He laughed so hard that it helped him remember me well enough to invite me to join a professional organization that meets regularly around the world.

Find out what they’re currently interested in.

This is a critical item. If you know they are going to be at an event, do some internet research to find out what they are currently working on, then open up your discussion by asking them to tell you about it. If you haven’t done the research – ask them what they are working on that they are most excited about. Google them to learn more about them.

Add value when you are networking up.

This is the most important item. If you can find a way to add value – you’ll be remembered. For example, the last time I had the opportunity to talk to Richard Branson, I asked him about his latest endeavor at the time – The “B Team” or the Business Team. When I asked him about it, he was pretty excited with the program. I asked him how I could help him with it. I asked if it would be of value if we did a short video interview. He could share the program with my audience. He loved the idea, and we shot the video about the B Team program for my blog.

Don’t assume they remember you next time.

If you meet them or connect with them again, never, ever, assume they remember you. Always help them out by giving them context on how you know each other or met. Really successful people tend to meet hundreds, if not thousands, of people. Giving them context helps them jog their memory. If you meet them in person, give them a reminder of where you met. When I am networking up with an email communication, I’ll send a copy of a photo of the two of us from the event where we met. That always jogs their memory.

Finally, remember that if you’re always the most successful person in the room, you’re hanging out in the wrong rooms. Take these nine suggestions and start “networking up” to the right rooms.

receive referrals

How long does it take for people to receive referrals from their network?string(73) "How long does it take for people to receive referrals from their network?"

October 15, 2018
, , , , Entrepreneur, Networking Prep, Referrals, Relationships 1

From my experience, strong referral relationships are a lot like building close personal friendships. It takes time for people to become close enough to receive referrals from their network. Facebook has redefined what a “friend” is, but I’m talking about truly close friendships with people. In a study published in 2018 by the Journal of Social and Personal Relationships, it was found that it takes about 50 hours of interaction to move from being an acquaintance to becoming a “casual friend.” It takes a total of 90 hours to be become “real friends,” and a total of 200 hours to become “close friends.” According to the study, “friendship status was examined as a function of hours together, shared activities and everyday talk.”

So, how long does it take for people to build a close relationship where they trust you enough to give you regular referrals?

So, you want referrals and you want them now?  Well, you can’t have them. Unless you’ve built meaningful relationships with your referral partners first. Well, it takes somewhere between 90 and 200 hours for people to receive referrals from their network.

I know that 90 – 200 hours sounds like a lot but that matches up almost perfectly with what I’ve seen in BNI. When BNI members hit the 90-hour mark of participation they almost always begin receiving more and more referrals. Based on an independent study published in 2012 for BNI, when those same individuals cross the 200-hour mark, they generate an average of over five times the number of referrals they did in their first year! Yes, you read that right: more than 500% more referrals when they have built strong friendships with their referral partners.

The Steps You Should Take If You Want to Build Business Off Referrals

Ask yourself the following four questions until you have attained success and the answers become obvious.

2. Am I regularly making stimulating, educational presentations to my fellow networkers about the value I provide to my clients?

3. Am I doing business with others in my network so I can give them dynamic testimonials and steer business to them in hopes they will return the favor?

4. Am I meeting regularly with my networking colleagues to learn about their businesses so I can confidently refer my contacts to them?

If you’re following these simple tactics, then you are well along the road to getting all the referrals from others’ networks that you deserve. Building a referral-based business is all about building a powerful, personal network. If your network is a mile wide and an inch deep, you will never get the kind of referrals that will make a difference for your business. This means that you have to go deep in building a number of strong relationships.

The best way to speed up the process is to actually spend time in the process of developing relationships with the people you are networking with. Networking truly is more about farming than it is about hunting. It is about building relationships and friendships with other business professionals. Remember, it takes time to build friendships.

Target Market

Developing Your Target Marketstring(29) "Developing Your Target Market"

September 24, 2018
, Building Relationships, Networking, Networking Prep

In the second edition of my book “Networking like a Pro”, I share one of the biggest mistakes I see business professionals make. It is trying to be everything to everyone.  Having a target market for focusing your efforts makes networking more effective.

Staying in Your Lane

Have a clear understanding of who your ideal clients actually are. This is your strategy. When you try to be everything to everyone, you wind up being very little to anyone.  Identify the types of businesspeople that make up your target market. This allows you to better focus your resources in the areas that are most likely to provide success.

Spheres of Influence

The most successful networkers have developed a thorough strategic planning process. They have deepened their relationships with a variety of people across diverse networks. A sphere of influence is a group of people who are most likely to work with you. To determine your spheres of influence take a look at which of your past and current clients you enjoyed working with the best. Then, determine what they have in common. Look for similarities in their businesses or personalities and write down a few of them as your spheres of Influences.

Target Markets

Once you have established two or three target markets, focus your networking on them. Building your business is all about leveraging your strengths within the context of your prospects’ needs, and then networking with as many of those people as you can.

Follow these steps and you will build a great foundation to understand and develop your target market. Find out more about this topic in my book, “Networking Like a Pro: Turning Contacts into Connections – Second Edition“. Please go to my website at https://ivanmisner.com/books/ to learn how to purchase any of my books.

firehose

Are you drinking from a firehose?string(33) "Are you drinking from a firehose?"

December 11, 2017
Introducing Yourself, Networking, Networking Prep, Storytelling

When talking about their business with their potential referral sources, I see many entrepreneurs try to get in everything they do in about 30 seconds. It goes by so fast, that they miss most of it; frankly, they tune out after the first few items on the list. They are trying to get others to drink from a firehose,

I encourage you to focus on one thing at a time of your areas of expertise…keep in mind that you are not marketing to your referral sources! You are, in effect, training a sales force. Your networking team is there to keep an eye out for your potential clients. If you “target talk”, that is, hone in on exactly what type of client you are looking for, better, more qualified referrals will result.

If you break your business down into its focused keywords and feature just one keyword each week, you will find that you become much more effective in training your sales force. They will learn more about each thing you do and be able to recognize when they are in front of someone who really does need your product.

This skill set is especially productive when you are meeting weekly with a strong contact network. The difference between trying to say it all each week and focusing on one aspect of your business each week is huge! The impact that this will have on your referral sources is also huge. As you discuss each keyword, share an example with a client story, things you can show and tell that will cement this aspect of your business in your referral sources’ minds.

“Facts tell, but stories sell”

Networking Overseas

The Do’s and Don’ts of Networking Overseasstring(46) "The Do’s and Don’ts of Networking Overseas"

July 10, 2017
, Networking Prep

Over my many years as the Founder of BNI®, I have traveled to many countries.  In all these places, no matter where they are from,  the people are amazing and want to learn about business referrals and Networking Overseas.

“Different faces, different races, different languages but we all speak the language of referrals”

However, you cannot use your cultural norms you are used to in your country when networking with others. My advice if you are going to conduct business overseas is to learn about the culture you are about to visit.  I recommend that you check out this website.  This site gives you the do’s and don’ts in many countries.

http://www.ediplomat.com/np/cultural_etiquette/cultural_etiquette.htm

Furthermore, I would recommend that you talk to someone in that country when you get there as well.  You probably already have a good contact with someone who invited you to travel to their country. Take time to chat with them before you leave to review what to expect. For example, some basic hand gestures (like pounding your fist in your palm) is EXTREMELY RUDE in Malaysia and Singapore.  Also, tell some of your stories to someone there to see if there is anything culturally problematic.

Do I need a translator?

If you have a translator, they will most likely translate anything offensive into something that is not offensive.  It’s hand gestures and photos on the slide that could get you in trouble with a translator.  The translator may need help with acronyms or with slang. Remember to speak slowly to allow the translator time. Your timing will be off for humor.  With a good translator, give a one or two count for the humor to be translated.  You’ll hear laughs in waves (those who know English and again a couple seconds later for the translation).  If the translator is not so good – it could take four or five seconds for the second wave (if you decide to wait).

If you are keynoting at a networking event – you will feel like a ROCK STAR!  Many times, I found while traveling to other countries, they are very, very respectful people AND are very animated in their appreciation of having you attend their event.

If you are planning to use a PowerPoint in your presentation, it helps to give it to the translator a day in advance.  Include the notes if you have any.  This is particularly good with phrases they have never seen before (slang, acronyms, and phrases like Givers Gain®).  Sometimes, they also like to see a short video of you to watch you before they translate you.  Feel free to give them a link to a video if you have one.

As for avoiding the dreaded “Jet Lag” while traveling, here’s what I do.

  1. If I arrive at a destination in the morning – I force myself to sleep on the plane even if I’m not tired.  Take an over the counter sleep aid.  You must sleep as much as possible or you will get there and be wiped out.
  2. If you arrive at night – force yourself to stay awake on the plane.  Drink coffee or take caffeine pills. Do whatever you need to do to stay awake as much as possible.  A short sleep 1-2 hours is inevitable but try to limit it.  That way when you arrive you are so tired you will just fall into bed.
  3. If you do one of these approaches, you’ll flip your clock quickly (at least it has worked for me for decades).  Try to have your spouse do the same if possible so you are in sync while on your trip together.

I hope this helps.  You will have a blast networking overseas.  My final tip is to have fun.  However, this is a business trip, not a vacation. You are an invited guest in their country. Always act professionally. This is an amazing opportunity and it will be a memorable trip.

Photo by Sergey Kustov (Own work) [CC BY-SA 3.0 (http://creativecommons.org/licenses/by-sa/3.0), CC BY-SA 3.0 (http://creativecommons.org/licenses/by-sa/3.0) or GFDL (http://www.gnu.org/copyleft/fdl.html)], via Wikimedia Commons

waste time

The Top 10 Ways to Waste Your Time in Networking Groupsstring(55) "The Top 10 Ways to Waste Your Time in Networking Groups"

December 22, 2016
, , Ivan Misner, Networking, Networking Prep, Networking Tactics, Recommendation, Relationships, Strategy, Trust, Video Blog 1

Make your time and efforts worthwhile in networking groups. Success in networking comes from building trust with the other members in your networking group. Ivan Misner shares his Top 10 ways many people waste their time networking in this video.

Networking Efficiently

Tips for Networking Efficiently by Tiffanie Kellog and Matt Wilkerson (Guest Video Blog)string(88) "Tips for Networking Efficiently by Tiffanie Kellog and Matt Wilkerson (Guest Video Blog)"

November 21, 2016
, Guest Blog, Networking, Networking Prep, Networking Tactics, Uncategorized, Video Blog 1

In this video, “Networking Efficiently”, Tiffanie Kellog, a trainer with Asentiv and author of 4 1/2 Networking Mistakes, interviews Matt Wilkerson, owner of the Verizon store in Williston, FL about how to network more effectivelyand to conduct your networking more efficiently , both by having focus, as well as working with a partner.

Please watch this guest video blog on my YouTube channel:  Ivan Misner: Networking For Success

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