Barry Demp Coaching

Masterful Networking Part 10

November 26, 2019 By Barry

Mapping Out Your Networking World

Networking is a learned skill built upon the personal values and attitudes inherent in all of us.

Networkers know the world is interconnected and that when they give their time, talents, and energy to help others satisfy needs and reach goals, they end up helping themselves. When networking, we are engaged in a win-win scenario.

It’s important to seek a diverse network. Don’t associate only with people who are like you. Consider making deliberate connects with:

People from other cultures
Those who are younger or older than you
Members of the opposite gender

This will give you a broader reach, perspective, and impact.

All things being equal, people will do business with and refer business to those people they know, like and trust.
Bob Burg’s Golden Rule of Networking

Reputation

Your reputation is your calling card and your greatest asset. You build it by being your best and doing your best.

It takes time to establish a great reputation — maybe years. Conversely, a good reputation can be destroyed overnight. Be careful to maintain yours.

Others will naturally come to hear about your reputation through word-of-mouth — but you can also use testimonials and formal recommendations to make sure that your reputation is coming across strongly.

EXERCISE

Write down five skills and two major strengths for which you are known in your professional world.

Responsibility

In today’s fast-paced global economy, the ability to take charge, show initiative, make choices, and answer for one’s conduct are keys to leading a rewarding personal and professional life. Networkers understand that actions affect outcomes and have learned to deliver what they promise. It is always better to over-deliver. People will be impressed if you can exceed expectations. If you are known for bringing a little something extra, your networks will remember.

EXERCISE

Do you always deliver on your professional and personal promises? Write down at least one way in which you could improve in this area.

Relationships

Networkers understand the importance of becoming acquainted with people for who they are, not only for what they do. Establishing a sincere connection between any two people is the foundation of successful networking. Relationship skills can be learned and improved with conscious effort. Even if your technical capabilities are exceptional, your ability to develop strong relationships is still crucial.

EXERCISE

How easy is it for you to develop professional and personal relationships? How could your strengths in one field translate into the other?

Rapport

Rapport is based on having a genuine interest in learning about others and their world. Taking the time to learn about the needs of others provides you with an understanding of the common ground shared by you and others. You can establish rapport by:

Joining a group, whether the Chamber of Commerce, a networking group, a fitness group, a golf club, or a professional society. Groups share common interests, which increases rapport.
Doing your Homework before or after an event. Research people online and find out what interests you have in common.
Remembering names and specific things people said. What did they say that was interesting, curious, or clever?
Introduce Yourself! Simply walk over to anyone who looks alone and anxious about networking, and welcome them.
Just smiling at people makes you attractive and welcoming.

EXERCISE

What are some of your best rapport-creating strategies? How could you take these further?

Research

If you keep up on the world around you and current trends, others will seek you out as a knowledgeable resource. Networkers practice professional due diligence. They do their homework because the more they know, the better prepared they will be.

As well as doing your homework, it is important to be prepared to share it. Don’t view the knowledge that you’ve gained as something “secret” that you should keep from potential competitors. See it as a valuable resource that can establish you as an expert.

EXERCISE

What do you do – or what could you start doing – on a daily or weekly basis to increase your own value as a networking resource?

Masterful Networking Part 9

November 12, 2019 By Barry

Networking as Part of a Solid Business Plan

Truly masterful networking is only possible when you are confident and comfortable with yourself and the value of your services. The Book Good to Great by Jim Collins explains that you need to:

Be brilliant at what you do
Be passionate and enthusiastic
Be distinct… or become extinct

Have a plan for your networking activities. Think things through, decide on a goal, and work out what actions and behaviors will get you there.
Target specific industries or professions. You’re shooting a .22 rifle, not a shotgun. Establish a niche for yourself: this could be geographical (a particular city or state) or could involve the types of people with whom you work.
Have a well-practiced 15-or-30 second commercial. For example: I coach high integrity business leaders to achieve sustainable breakthrough results in their professional and personal lives. You can vary the language in different situations, saying “work with” rather than “coach.”
Have specific goals for your networking activities. For instance, “I will add five new connections to my LinkedIn profile on a weekly basis,” or “Have a one-on-one conversation with a new contact.”
Network when you’re busy and don’t need the business. If you find yourself out of work and then start networking, you networks will be brand new and it will be hard for you to get quick results. Continuously establish and build relationships.
Have a personal advisory panel of peers who can help you build your business. Try to include individuals who work with similar clients or customers to you.
Keep a list of centers of influence and strategic referral partners. More on this in a future blog.
Have a large quality network of resources to share with others. Become very well read in your area of expertise and in business in general.

Exercise

List some people you know well, in different categories, who are part of your network and with whom you can share other members of your network. Aim for 8-10 people with different areas of expertise, ideally people who are of a different generation. Consider how you could establish a regular meeting with these people.

They should be people you know, like and trust, with extraordinary capabilities in their area. You can help one another, be sounding boards for each other’s business, and be “raving fans” for one another.

You can also help each other’s clients, where appropriate. One of my clients, for instance, may need a lawyer or financial planner.

Masterful Networking Part 6

September 24, 2019 By Barry

Your Attitude Toward Networking

Image from Unsplash by Jessica Sysengrath

Your attitude is crucial to your success. Networking is a mutual exchange of information, ideas, and resources. Givers Gain: Be prepared to make a contribution and to be generous.

• Focus on quality rather than quantity when networking. One well-connected contact can be more valuable than a dozen poorly connected ones.

• Be an active volunteer at civic or nonprofit organizations. This is a great way to contribute, and you’ll typically find yourself dealing with very high-level people at a peer-to-peer level. These people will be able to see you in action in a low-pressure environment, and they may well hire you as a result.

• Help prospects with their problems even if they cannot be a good lead for you. They may know someone else who can. When you network with people, you’re also networking with their networks.

• Invite other professionals to your networking events. This is another way to contribute and participate—and it can become a significant source of revenue, both directly and through referrals.

EXERCISE:

Meet your competitors. Interact with them, and find out their unique abilities. How do you compare and contrast with them? Instead of seeing your competitors as enemies, consider collaborating in areas of unique ability.

Masterful Networking: Part 4

August 27, 2019 By Barry

During Events: Conversations

The whole point of going to networking events is to have great conversations. If you find it difficult to strike up a conversation, or if you are unsure how to keep a discussion going, these tips should help.

Use the other person’s name several times in your conversation – this will help you remember it! Repeat their name when you are introduced (“Hi Bob! Nice to meet you!). Use it when you introduce them to someone else.

Focus on being interested rather than being interesting.

Make sure you can answer WIIFT – What’s in it for them?

Make the first move in meeting and engaging others in conversation.

Ask them: How would I know if someone would be a good prospect for you?

Know how to escape from long-winded conversations. Put the focus on helping the other person: “I’m sure you have other people you want to meet, so I won’t take up any more of your time.”

Can your introduction pass the “So What?” test? What makes you unique? What expertise differentiates you from others in your profession? You need to be able to say something others can’t – but in a graceful, dignified and reasonably humble manner.

Masterful Networking: Part 2

July 23, 2019 By Barry

Prior to Events, and on Arrival

Do you look forward to attending networking events, and feel excited about the new contacts who you’ll meet? If you’re well prepared, you’ll feel confident – and you’ll be able to take advantage of all the opportunities that come your way during the event.

• Arrive EARLY: You can meet the hosts and sponsors of the event, and also act as a host yourself by greeting those who are arriving.

• Plan to leave LATE: This give you additional time with people, and some extended, more intimate conversations.

• SCAN The Sign-In Sheet: Learn who will be there!

• Come Prepared: Have a good pen, business cards, and other materials.

• Leave Your Phone in the car: Or at least put it on Airplane mode so you are not disturbed.

EXERCISE: Start going to more events and seminars. They are opportunities to gain shared experiences. Consider volunteering with a local organization in order to demonstrate your expertise and gain more contacts. As Ivan Misner – founder of BNI – aid, “When you network, you gotta get out of your cave.”

What two or three actions will you take this week to get out of your cave?

Masterful Networking: Part 1

July 9, 2019 By Barry

What is Networking?

Many people think networking is the development of a system of personal and professional contacts that can be used to gain information and assistance only when needed.

In reality, it is much more!

Networking is a lifelong process that can enrich us professionally and personally in ways we never imagined.

Networking expands our view of the world, helps us take risks and reach new levels of accomplishment, promotes win/win situations, and encourages bringing people together in ways that make one plus one equal more than two.

Networking provides the structure, support, skills, and strategies needed to bridge the gap between ideas and actions. It can turn strangers into friends and build a world full of people who will take our calls, give us their time, and answer our questions. Networking can be useful in helping us reach our chosen destinations, whether they be making a job change, working more effectively with customers and colleagues, or building our own business.

“We human beings are social beings. We come into the world as the result of others’ actions. We survive here in dependence on others. Whether we like it or not, there is hardly a moment of our lives when we do not benefit from others’ activities. For this reason, it is hardly surprising that most of our happiness arises in the context of our relationships with others.” (His Holiness, the 14th Dalai Lama)

EXERCISE:

Spend a few minutes answering this question: What is networking to you?

Stay tuned for Part 2: Prior to Events & On Arrival