Jonathan Farrington’s Blog

Before you even begin to look at engaging seriously in lots of networking effort, it is useful to look at your own temperament or disposition. This is the individual’s internal desire to network and to find value and enjoyment from the whole process of building relationships.

For some people this will be an almost irrelevant issue to debate. Their motivation to want to talk to people regularly and to network is naturally high. Talking to strangers in supermarket queues, at bus/train stops or even in the elevators is characteristic of such people.

However, even if you really enjoy talking to people, it is a proven fact that most of us are not highly confident and highly motivated networkers. In fact, statistics reveal that: Only one in ten people is actually comfortable in striking up a relationship with a complete stranger.

Unfortunately, this means that their own misgivings, fears and doubts, potentially hinder the vast majority of people.

Four Networking Types:

In practice, you can divide people who attempt to build networking relationships into four distinct types.

o The Loner (little or no networking)

o The Socialiser

o The User

o The Relationship Builder or Networker

Although our aim is to consider the fourth of these in some detail as the role to which we can all aspire (if we are not already there), let’s briefly look at each of these types in turn.

The Loner:

-  Likes to do most things by themselves (because they do it faster or better)

-  Doesn’t want to bother or worry other people

-  Feels that their knowledge and skills are often superior to most people

-  Only asks for help as a last resort (and when it may be too late)

The Loner is an easily recognisable type, because there are times when we all believe that we will do better ourselves than if we ask others for help. The Loner will not usually want to bother anyone else, or necessarily see much point in doing so, believing that others will be slower and will set lower standards.

Unfortunately, the loner attitude is a major obstacle to effective networking. We need to shift our thinking greatly in this area. We should be more willing to let others assist, and we should even ask for help more often

The Socialiser:

- Tries to make a friend of everyone they meet

- Tends to know people’s names and faces but not what they do

- Is not usually systematic or ordered about follow-up – contact is random

- May not listen too deeply and is quick to move on

Although the Socialiser may have a wide circle of friends and contacts, he or she knows little of substance about personal skills and resources. As a result, Socialisers do not often share their skills.

The Socialiser is also a random networker, following little or no formal contact system.

The User:

- Is likely to collect business cards without really connecting with people

- Tries to make ‘sales’ or ‘pitches’ on the first encounter

- Talks and focuses on own agenda rather than together information

- Has superficial interactions

- Keeps score when giving favours

Unfortunately, people of this type do network widely, but in a way that creates little benefit for themselves or others. Even worse, this kind of networker tends to create a bad impression and therefore can give networking an image of being about selling, taking, bargaining and keeping score.

The Builder:

-  Has a ‘giving’ disposition or abundance mentally

-  Is generally happy to ask others for help or guidance

-  Listens and learns about people carefully

-  Is regularly on the look-out for useful information for which others can also benefit

-  Has a well-ordered and organised networking system

This type of networker is what this article is all about – an individual who takes a long-term perspective on relationships with others and thinks more about what he or she can give or offer, than about the return.

This type is out there for others, or on call to offer help whenever it is needed. If they cannot help in person, they usually know someone else who can.

And Finally: Maintaining High Self-Esteem

Apart from the Builder, one factor connects the other three types in preventing them from networking more effectively. This is the issue of self-esteem.

The Loner believes in himself or herself, but not necessarily in others (especially relative strangers). The Socialiser likes people but also very much wants to be liked by others (and therefore does not want to ask for favours). Finally, the User takes a relatively selfish view of “If I benefit or gain, I might reciprocate, otherwise I won’t.”

Of course, all of these types fear rejection, obligation, being too pushy or even looking weak. All of these fears or concerns about networking need to be lessened or overcome.

In a short post such as this, a topic as largely and potentially complicated as a person’s relative self-esteem cannot be covered at any level of detail. However, it is important to appreciate how low self-esteem can have a major impact on your networking efforts if it is not at least basically understood and addressed.

An individual with high self-esteem is likely to build their own confidence to want to network by having a positive, open and ‘can do’ attitude.

Conversely, an individual with low self-esteem is likely to lack confidence to start with. They will convince themselves (and others) that they have little that would be of interest to others in any network.

Today’s News: Over at Salesopedia the focus this week is on speeding up the sales cycle and you can catch some great articles, plus one from me called ”The Most Important Element In The Entire Sales Cycle” here   

Tomorrow: It gives me immense pleasure to welcome the effervescent Debbie Fay, making her debut on The JF Guest Author Spot

Telling others how you feel and what you think and believe, as well as telling them about your background, is a kind of currency, the currency of self-disclosure. Give out information and usually you will receive a lot back in return.

People swarm, flock and group together by type, background, interests, beliefs, gender, work and so on. And one of the most efficient ways to get close to one another is through self-disclosure.

As we begin to experience a powerful common bond, so too does rapport begin. Mutual interests, ideas, values and beliefs are the wrap and weft of social interaction.

Most people like people who are like themselves!

Biographic Matching:

It is rare for two human beings to be together very long before seeking to discover similarities about themselves. This biographic matching can be social or economic, achieved through outlook, education or background – common experiences of the world.

When you match, you reduce resistance by playing down differences while building on similarities.

Pacing:

Once you are matching one another, you can continue to maintain the rhythm you have created by agreeing with one another, seeing from the same point of view. Pacing is a conscious continuation of matching.

When talking, you can pace:
• Words that are used
• Tone of voice
• Language patterns
• Volume
• Body language used

Don’t overdo it – you may be accused of mimicry. Be elegant – your skills should remain unnoticed.

Leading:

One of the goals of matching and pacing others is to be able effortlessly to lead them in another direction. Once you are deeply in sync. With the other people, a change of pace from you will usually result in a similar change in others.

Matching and pacing help you share someone else’s experience and you will begin to know intuitively when it is appropriate to make suggestions, to influence, to lead.

Mismatching:

You can also influence behaviour in others by mismatching. It is useful to mismatch when:
• You want a meeting to come to an end – clear up papers, put a pen away
• You want to conclude a telephone conversation – minimise responses and noises off
• You need time to think before acting – use the bathroom, make a telephone call, add up figures on your calculator
• What you are doing isn’t working – go for a walk, listen to some music, make a phone call
• Matching is affecting your mood negatively – break off the conversation, change the subject

Networking:

Have you noticed how some people seem to be universally likes, trusted and respected? Chances are that they’re also good at networking – developing a wide network of friends, colleagues, allies and useful contacts.

Networking offers you a structured way of making certain that your ideas are effectively exchanged with others.

And Finally: Networking In Action

How can you get to know your team, other managers and clients better? Are there management associations you could join, luncheon clubs, your local Chamber of Commerce?

Organise team events outside working hours. Be seen at functions, offer to assist whenever you can.

Make yourself known – don’t stand on the edge looking in. Be part of the action.

Today’s News: Here is a message from my good friend Wendy Weiss:

Subject: Cold Calling Preview Call with Wendy Weiss

What would happen to your business if you were able to double the number of qualified, prospects you are able to reach?

How would it affect your bottom line if you met with and/or had comprehensive telephone conversations with twice the number of qualified, decision-makers?

How would it feel to have qualified, decision-makers eager, willing and delighted to meet with you?

Join me, Wendy Weiss, The Queen of Cold Calling, as I discuss cold calling and how I help entrepreneurs, business owners and sales professionals – just like you – prospect fearlessly and schedule more new business appointments in less time.

The Cold Calling Free Preview Call is on April 24, 2008 and details can be found here:

Prospecting is perhaps the most important skill that entrepreneurs, business owners and sales professionals must master to be truly successful. Let’s face it, without customers you don’t have a business, and without prospecting, you don’t have customers!

In this day and age there are certainly many avenues that one can take to reach prospects. No other avenue, however, is as powerful as the one-on-one, personal, direct connection that you can make with a prospect by having a great telephone conversation.

Outsmart and Outsell the Competition

On the telephone, you can instantly build rapport, gather information, show your expertise and move your sales process forward, all of this while your competition is still trying to get in the door.

Many people, however, struggle with prospecting by phone. The reality is that prospecting can be difficult, but it doesn’t need to be. The good news is that cold calling is a communication skill, and like any communication skill, it can be learned and improved upon. In working with my clients, many of them have practiced new skills and are thrilled to see their results change.

If you struggle with prospecting, you too can see amazing change and terrific improvement in your ability to connect with multiple new prospects on a personal level, and have them agree to sit down and have a further conversation with you.

The Cold Calling Free Preview Call is on April 24, 2008 and details can be found here:

The Struggle is Over

Because so many people struggle with cold calling, appointment-setting and new business development, it has become my top priority to help you get your business to where you want it to be.

Here’s what people are saying about ‘Cold Calling College’:

‘I recently called six companies and was able to get four solid introductory appointments on my calendar with minimal effort! If I can keep up this pace I can make more money in less time.’ - Tracy M. Brodd, Account Executive, American Identity

And isn’t that what it’s about? Making more money in less time.

You can do it too.

The Cold Calling Free Preview Call is on April 24, 2008 and details can be found here:

Don’t wait. This preview call is guaranteed to help, right now, regardless of your sales experience or background.

To your success!

Wendy Weiss

Tomorrow: Lee Salz is my guest on The JF Guest Author Spot

Whilst family, friends and other easily identifiable contacts are a good place to start your networking efforts, sooner or later you will need to extend yourself beyond your familiar surroundings and look to attend relevant meetings and/or events.
 
In many ways, the type of meeting or event that you choose is not particularly important. If your hobby is old model trains, and someone advertises an ‘old model train meeting and exhibition’ you are obviously likely to meet lots of people who might become good network contacts. However, this is likely to be the exception rather than the rule.
 
In most cases, meetings or social gatherings of people will be much more general affairs and ones that can only be broadly ‘qualified’ for their possible relevance.
 
 Start The Networking Adventure
 
 The trick in networking (if there is one) is to treat all meetings or events as an adventure.
 
Like any adventure, you may have some fear and trepidation about facing the unexpected, but you should also feel some of the thrill of the challenge and excitement in finding new people with whom you can really connect. By making time in your schedule to attend, you can use early opportunities to watch others networking and to get into the habit of talking to the people you meet.
 
Don’t forget, networking successfully means that we sometimes have to stretch ourselves to the edges of our comfort zones – hard at first but much easier with practice.

Be Prepared
 
Whether it is a formal meeting or event (with one hundred people) or an informal gathering (of only ten or less) being ready or open to network is very important – like the Scout’s motto ‘Be Prepared’.
 
Even if you are shy, introverted, nervous, bored, or tired, you just never know when you are going to bump into interesting and useful people. 
 
Part of this process of ‘being prepared’ is to have crisp information about yourself available so that your communication is short, focused and clear - not totally unlike an elevator pitch. Some of this is provided by a good business card, however, effective networking is rarely achieved by saying ‘Hello’ and merely handing over a business card – you have also got to give something of yourself as a person.

 ‘So, What Do You Do?’
 
 It pays to think hard about what you could and should communicate in what might be only a few seconds. It is amazing how many people respond to the question ‘What do you do?’ with ‘That’s a difficult/interesting question!’ or “I’m an engineer/analyst/administrator/co-coordinator/manager!’ 
 
Such responses do little to educate the person asking. It is far better to give some pre-thought to this question (even if there are two or three versions of reply you’d like to use) and practise using your answer.

 Keep It Short & Simple
  
Many of the books on networking advocate specific advice such as introductions of ’10 words or less’ or ‘no more than two sentences’. However, although keeping it short is important, it is more critical that you are:
 
• Clear – use common words, no jargon

• Concise – use short words and sentences

• Personable – use engaging, friendly and warm words

• Interesting – say something different or distinctive

You typically only have about 5 – 10 seconds to cover these four criteria, but this realistically gives you up to twenty words to use.

Finally - Introduce Yourself

Specific introductions will be very much up to the individual style and personality. However, once again, this is an opportunity to stretch yourself to the edge of your comfort zone and present yourself as positively as you can. A simple example that meets all the above criteria might therefore be:

“Hello, my name is Annabelle Jones. I spend my time designing and running interactive booklets on networking.”

Note that this has to cover what you do in practical terms and not just your name and job title.

Perhaps a more forthright example might be:

“Hello, my name is Annabelle Jones. I produce TV screen advertisements from script to screen and everything in between the two.”

Finally, I must highlight the fact that the warmth of your introduction will determine the outcome of the meeting. Even though you may well be shy and nervous, it is important to make eye contact and smile – it sends out the message that you are confident, relaxed and friendly.

Today’s News: Just heard from my friend Lee Salz that his new venture “Business Experts Webinars” will be launching on Monday, so I will have full details here next week.

Tomorrow: We are gearing up for the re-launch of Top Sales Experts, with an expanded team and lots of new features, so much work to do. As ever, wherever you are, have a great w/e and be sure to make it back on Monday - JF

Networking effectiveness starts with a positive personal attitude and an understanding that successful networking is built on a spirit of giving and sharing and not of bargaining and keeping score.

Armed with this knowledge, we can now look at how the process of good sales networking actually works in practice.

The first thing to realise about networking is that everyone you meet is a useful prospective network contact. This seemingly simple fact is often overlooked, as people engage in their own private screening process before they will talk to anyone.

There is obviously a line to be drawn between talking to anyone and everyone in the street and talking to almost no one. However, if you want to network more and to do so successfully, there are many situations that qualify as “the right opportunity”.

Taking An Interest in Anybody & Everybody

It is often the case that we don’t really know very much about even close people around us (let alone distant contacts). Even if we do know a little, we are less likely to know how far or deep their skill, knowledge or resources extend. If this is true of your knowledge of others, how much do they really know about you?

Herein lays the basic secret of networking success:

• You have to become interested in anybody and everybody

• You have to share more about yourself than you may have done in the past

It is out this mutual exchange of knowledge that network contacts will connect and start to offer support, help, advice, favours, referrals and other benefits on a regular basis.

Core Processes

Developing a conscious understanding of this giving and sharing strategy can take some time and some practice.

In her book ‘How To Master Networking’, Robyn Henderson calls this process earning the right to ask a favour of another person, or giving without hooks. Both of these statements imply two processes that operate pretty much at the same time (and neither of them necessarily our first reaction).

The two processes in earning the right to ask a favour are:

• Giving away information (to be helpful)

• Being open for any help you may need

Let’s look at these two processes in turn.

Giving Away Information

Whether it is accidental or planned, formal or informal, random or structured, in discussion with other people the effective networker offers his or her knowledge, skills, ideas, resources, guidance or data freely – without any ‘hooks’ or expectations that repayment is due in any form. In fact, the only immediate benefit may be the pleasure to be derived from assisting someone with information that was of value to them.

Whilst the giver expects nothing in return, the receiver has a very positive experience and memory of you upon which they can act (if they so choose) in the future. If they do, either directly or indirectly, at some indeterminate time, you may receive some reciprocal benefit.

Along with openly offering any possible help and support, the effective networker does not operate as a one-way helper or super person/white knight/angel coming to the rescue of everyone else, but never personally in need of assistance. He or she also talks realistically about personal goals, tasks, challenges, problems and general issues, and acknowledges feeling vulnerable in not being able to do everything single-handedly. Being open means being receptive to help when it is offered and, on occasions, asking networking contacts if they can suggest ideas, strategies or approaches that could assist you.

Two-Way Process

These two processes operate at the same time and together to create a cycle through which ‘favours’ are continually offered to all who participate. These favours are both offered and taken in order to keep the network strong and capable of growing to include more and more people.

This process is called ‘reciprocity’. It simply means that effective networking is a coin with two sides rather than just one. You can’t have one without the other.

Successful networking is therefore about:

• Giving and receiving

• Contributing and accepting support

• Offering and requesting

• Promoting other’s needs and promoting your own needs

• Trust and persistence

My personal network expands almost on a daily basis, and is built upon strong ethical values, high integrity (It is difficult to network regularly with someone you do not trust) and a total commitment to the principles of ”win-win”

A valued friend recently asked me why I am so good at networking - it isn’t something I had considered to be a particular strength before, it comes naturally if you are interested in people - and having thought about the question for a while, I decided it was because I enjoy helping others, I enjoy giving pleasure, and that may well be the key.

On Christmas Day, do you enjoy unwrapping your own presents, or is it the pleasure you gain from watching your family/friends unwrap the gifts you have given them? Therein lies the key.

Today’s News: I finally connected with a really nice guy called Nigel Edelshain last week, another I have been meaning to catch up with for some time and it appears he had the same thought Anyway, Nigel hosts a great site and runs a company called Sales 2.0 and I urge you to pay him a visit here 

Tomorrow: On The JF Guest Author Spot, I welcome a very bright and switched on lady - Kendra Lee, who is making her debut. We were introduced via my “crazy” sister, Jill Konrath, who is extremely discerning with her introductions, so you should anticipate some very wise words.

The JF Guest Author Spot 

Weaving Your Own Network by Joanne Black

Are you shy? I bet you are, because 93 percent of adults, when asked, will say that they’re shy. It’s not surprising, therefore, that most of us feel uncomfortable at networking events. “Oh my gosh,” we say, “I’ll have to talk to strangers.” What did our mother tell us never to do? Talk to strangers. And this is the message that has been ingrained in us since we were small children. On top of that, we’re not sure what to say. In fact, we’d rather not be there at all.

But although networking has inspired all sorts of analysis and dread, in the end, it’s really just about building relationships and being genuine. You want to be able to network to sell a product, promote your company, find a job, find new clients, learn the latest from others, or gain more visibility in the business community. Networking opportunities exist everywhere—business meetings, professional associations, alumni groups, sports groups, community groups, weddings, parties, and any place people come together.

But don’t forget about your internal network. Build relationships with everyone—no matter what their title. Don’t forget the guy in the mailroom, the office assistant, or the custodian. If you’re the last person to hear that you’re about to have a new manager or that your company is being acquired, you don’t have your own office grapevine.

The trick to maintaining a successful internal network is to keep in touch with individual network members: don’t call someone only when you want something. Sure it’s tough to keep those connections warm, because we’re all busy. We get so involved in our jobs that we don’t make time for networking. But remember Woody Allen’s old adage: “Eighty percent of success in life is showing up.” Showing up counts. The more often you show up, the more visible you become, and the more people will get to know you and recognize you.

Another way to make contacts is through networking groups, where it’s possible—and encouraged—to network like crazy. Your goal should be to attend at least one event per week where you’ll have an opportunity to meet potential clients. In fact, this is a non-negotiable part of my business development strategy. You can attend a breakfast, lunch, or evening event—or all three. I have four goals when attending an event: meet interesting people, learn something, get a new client, and have fun. If I achieve at least three of these goals—and I make a point to do so—I am thrilled!

Decide which groups you’d like to join and show up regularly. A good rule of thumb is to err on the side of joining fewer groups and attending most of the time rather than joining many groups and showing up once in awhile. You need to give people the opportunity to get to know you, like you, and trust you. And even more important is becoming active in a group. For example, when you volunteer, people learn how you work—they’ll learn that you are dependable and contribute innovative ideas—and you’ll begin to develop strong, trusting relationships.

Not sure which events to attend? Find out what meetings your clients attend and go there. Do some research on various professional associations. Check with your local Chamber of Commerce on the events they sponsor. Read your weekly business journal to find interesting opportunities. Attend an event to learn something new from an interesting speaker. The more you learn, the more valuable you are to your clients.

Here are some networking tips for group meetings:

Preparation

• Decide which events to attend
• Put monthly attendance on your calendar
• Set a goal for each event
• Travel solo—if you came with someone, split up—so that you can both meet new people.
• Plan your personal introduction
• Prepare insightful questions

Interaction

• Don’t spend time talking to people you already know
• Look for friendly conversations
• Move graciously from group to group
• Look for a person standing alone
• Ask, “How can I help you?”

Proactive Steps

• Have a system for organizing your contacts—where you met them, what you agreed to send or do, when to follow-up
• Send a note

Tools for Effective Networking

• Wear your name badge on the right
• Read and use the person’s name
• Have a “ton” of business cards—keep them everywhere–in your pocket, your wallet, your briefcase, and in your car.
• Use a firm handshake

A realistic goal at a networking event is to meet one or two really good people and find out about them. Don’t be the person who is the life of the party and is running around handing out business cards to as many people as he can. When Mr. Life-of-the-Party asks for your card in return and wants you to refer him to your clients, why would you? You don’t know anything about him. This person is not genuine, and you can spot him a mile away.

Above all, relax and have a good time. Your shyness won’t matter anymore, because you’ll truly be enjoying yourself.

  Joanne Black is America’s leading authority on referral selling. A captivating speaker and innovative seminar leader, Joanne is changing the business of sales. Referral selling generates revenue faster than any other business development method—while decreasing costs, aceing out the competition, and gaining new clients more than 50 percent of the time.

True to her commitment and philosophy, Joanne has built her business solely on referrals. Visit Joanne ’s website: www.NoMoreColdCalling.com

You can also listen to Joanne in conversation with Clayton Shold of Salesopedia here.

Today’s News:

It gives me great pleasure to introduce you to a real innovator, a guy with so much energy that after just half an hour’s dialogue with him, I need to go and lie down in a dark room for the rest of the day - kidding! Actually, we seem to drive each other to develop brand new ideas and he has become a good friend. He is the brains behind Sales Gravy, a best selling author, sales guru, oh and my new publisher. He is one of the most recent recruits to The Top Sales Experts Team and his name is Jeb Blount - you can read more about him here

Tomorrow: As the year end fast approaches, I have an idea that will get you a huge amount of incremental revenue!

“You will make more friends in a week by getting yourself interested in other people than you can in a year by trying to get other people interested in you” - Arnold Bennett

I truly believe that every individual in the whole world is potentially only five or six contact steps away. This ‘five or six degrees of separation’ shows that even an entire population of over five billion people is still highly accessible.

However, for practical purposes, we don’t necessarily want or need to meet millions, or even thousands of people in different organisations, age groups, religions, professions, culture or places. We are just looking to develop a network that will eventually provide us with additional business.

Ideally therefore, we need some kind of filtering or research system that will help us to build a set of relationships of high quality, or a strong network that can find people and resources both efficiently and effectively.

First Steps:

The first step in the filtering process is to establish what sort of contacts or relationships you think may be of value or benefit to you (or the organisation of which you are a part). This is not to run counter to the idea that networking is primarily about giving, but suggests that some relationships are clearly more valuable in the long-term for both sides, given careful thought in the first place. Only you can determine this ‘value’.

You may already know, or be close to, someone very powerful or influential but gain no benefit from association. On the other hand, you may find someone in the street where you live who can bring you great benefit if you build a relationship with them. You just need to know what you’d like to achieve in order to make reasonable assessment.

Networking Pyramid:

When you start to network more widely, you quickly realise that there is a pyramid, or hierarchy of depth or quality in all of your potential relationships.

Pyramid Levels:

At the base of the pyramid are what we call ‘suspects’. These are people who seem open to an approach to offer support. (remembering my earlier point about giving and reciprocity).

It is usually better to find out more about suspects before approaching them in person. Many are often misidentified and only randomly picked. Only some suspects (when researched more closely) get to the next stage of becoming ‘prospects’.

Prospects are individuals who research confirms meet the effective network criteria, and can usually be approached in person. Once again, initial conversation may reveal that not all prospects have been correctly identified. However, the numbers of people at this level are fewer and you can be much more patient in letting time provide an answer.

Contacts are prospects to whom you have offered support and advice and whose assistance or guidance you have requested on one or more occasions. At this stage, you may have discovered only minor opportunities to call, talk or contact one another, but the potential to do more has been established.

Advocates are contacts that are openly promoting or advocating the benefits of networking (with you in particular) to other prospects and contacts. Although this may not mean frequent contact, it is likely to be more frequent than with general contacts in your network.

Partners are the best and most effective networkers than you know, and the ones you most often call to chat to, to ask advice, or suggest ideas or options. By this stage, the relationship has generally reached a much higher level of mutual trust and understanding.

Using The Pyramid To Look For Opportunities:

To begin to discover who might be your network suspects at the base of the pyramid, an excellent place to start is to read for opportunities much more widely.

This means becoming broadly alert to the many opportunities to network that may present themselves every single day. Many of these opportunities will be posted in newspapers, magazines, on notice boards, in advertisements, on the Internet and many other sources.

An increased alertness will count for little unless you have a well thought through perspective on what you are looking for. There is no point in networking for the sake of networking. To an extent, this will depend upon your overall personal networking aims and objectives.

Possible networking goals:

• To increase market share/customers

• To find new ideas

• To learn and develop yourself

• To find a job/work/career

• To find a new colleagues/friends

• To pursue a hobby or interest

• To gain new perspective on topics of interest to you

• To go into business for yourself

Different Kinds Of Network:

Every one of these networking goals is a worthy aim in itself, but it is usually the case that only one or two goals of this type will apply at any one time. Consequently, your networking research efforts will be invested quite differently if your goals are broadly around work or career options rather than if they are about starting up your own business.

Hence, although a few people will have very wide and diverse interests and a broad array of interesting contacts, our networking pyramids are built according to our specific goals and interest areas. This is often why we talk about a jobs network, a small business network, an education network and so on.

Networking is not a new phenomonem but with the plethora of sites sites now specialising in bringing people together, it is certainly something business people should do well. Personally, I enjoy networking very much

Today’s News: I actually meant to highlight this earlier in the week: My fellow Top Sales Expert and the CEO of Sales Gravy, a superb sales orientated community, have launched an excellent sales jobs section, which you can access here

We had some gremlins in the works last night, but it will be finally launched today by 12 noon EST www.topsalesexperts.com - do have a look around We need to give our thanks to an amazing development team!.

Tomorrow: On the JF Guest Author Spot is C.J Hayden, with “From Prospect To Client In Thirty Seconds”

The JF Guest Author Spot

“BUILD YOUR BUSINESS THROUGH SMART NETWORKING”
By Andrea Nierenberg
________________________________________

Many of us still have a negative perception when we hear the word “networking” and as I always say, it’s a misunderstood word. My theory is that good networking skills build links and alliances with people we meet along our career path.

“The opposite of networking is not working”-you can learn from everyone you meet and also be a resource to them. If you are lucky, down the road something may come back.

Here are a few questions that I am asked as one thinks of this “new philosophy” on something that has been around since the beginning of time.

1. Is networking just about finding customers and growing one’s business?

Networking is all about developing and building relationships first. When this happens with hard work and sincerity, customers will come. It’s like a garden. When you meet new people for the first time, it’s like planting a seed. When you stay in touch by meeting for coffee or sending a holiday card, it’s like watering the seeds. Finally when there is a genuine reason for you to have a closer working relationship or friendship, it’s like the harvest. Remember we can plant and we can water-however the growth is a natural and organic process. You cannot rush it. One needs to think win/win and patience. I look at each connection I make as how I can help or refer that person. The biggest joy is when I put someone in touch with someone else and they do business together. Three of my major corporate clients took over three years to develop-lots of staying in touch, patience and finally an opportunity to work on an assignment. Each has turned into multiple referrals within the organization. The goal is stay in front of people, to be on their radar screen as a thank you. I do this with my electronic tips of the month, my quarterly newsletter and a variety of articles.

2. What has been the biggest “negative” that I have heard about networking?

The top complaint that came from a national survey that my company did was about people who act like they are trying to sell you something-right when they meet you. They pounce on you and tell you only about themselves and don’t have any interest in you. Another complaint is about people who lose interest if they don’t think you can help them-the people who figure they only need to “network” when they NEED a job or business.

The key is always to give first. Be a resource-go through your database and think how you can help the other person. Every day, get in touch with three people just to say hello. I do this systematically. It could be as simple as sending an article including a note saying “I haven’t spoken to you in a while, and thought you might be interested in this.” Or let them know about an event they might enjoy, or congratulate them on a recent accomplishment. Keep it sincere, short and make it about them-not about you.

3. Is networking costly in terms of time?

Networking the way I look at it, is part of everyday life. Think of your current business or company-how can you connect with each person, vendor, or client and then plant seeds so that you get referrals. Ask questions, show interest and ask about things that are of interest to them. The “time” that you invest will be paid back many times over as you are developing and building relationships.

Think of the associations you belong to and make the time that you go to these meetings and functions work for you. Get involved: work on committees and meet and develop new contacts throughout the year.

4. What are some things you can do to become more visible in your community?

Offer to speak at a local organization meeting. You might also offer to do a free mini seminar on your specialty in business. Write articles and publish your own newsletter, which you will send to your master file and also to a prospect list and database that you continually are developing and building. On the market, there are many pre-produced marketing pieces that can be created and customized with your name and contact information. Just be sure to always sign it yourself and if possible add something personal. For me, the newsletter is a “piece of gold”. I send out 2,500 copies quarterly and I always personalize each one-it can be as simple as: “Hi, Lisa, hope you’re great! Andrea.”

5. What are the five great keys to building your business through networking?

o Meet people and nurture your current network.

o Listen and learn from everyone you meet. We learn more by listening then talking, which is why we have two ears and one mouth. Also-we can learn from those we do not like-we learn how not to be. When you listen-you also learn what people need and how to be a resource and give to them.

o Make connections for others-find ways to connect other people together. I say 1+1=3. People will remember who made the original connection.

o Follow up-this is critical and the one thing most people forget to do. Under promise and over deliver. Do what you say and do it in a timely fashion. A wonderful quote I live by: “Give without remembering, and receive without forgetting.”

o Find creative ways to follow up— There is always an opportunity to stay on people’s radar screen with an article, note, something of interest to them-even remembering their birthday.

Remember this:

N Remember people’s Names and Nurture your Network

E Have good Eye contact, Empathy and know when to Exit

T Talk less, listen more-think, Trust, and Timing is everything

W Write personal notes to people and remember this is Work!

O Every time you meet someone is an Opportunity to learn and be Organized

R Reputation, Relationships, Reflection, Rapport, Results

K Knowledge is power with execution, Kindness pays!

I Be Interested in others, Integrity is key, take the Initiative

N Sometimes you have to say No

G Goals, Gratitude, be Generous with your time

Andrea Nierenberg, “a networking success story” (The Wall Street Journal), is the author of Nonstop Networking: How to Improve Your Life, Luck and Career. Ms. Nierenberg works with leading companies to improve interpersonal communications for management and staff. She offers keynote addresses and custom-designed programs on motivational techniques, networking tactics, and presentation skills.

To contact Andrea Nierenberg, write to The Nierenberg Group, 420 E. 51st Street, Suite 12D, New York, NY 10022. She can be reached by phone at 888-605-5911 or by e-mail at info@mybusinessrelationships.com, web address: www.mybusinessrelationships.com

Personal Note: Andrea is not someone who merely “talks the talk” - she really practices what she preaches, which is why she is genuinely a “guru” on the subject: Since the Top Sales Experts team was formed last March, I have come into contact with some wonderful people and Andrea is right up there. I am so pleased that we have become such good friends and she has my complete admiration for both what she does and who she is. - JF

NB:This is just one of the articles that you will find in the latest edition of “The Top Sales Experts Share Their Top Articles” and you can download the full book for free by clicking on the banner in the left hand column.

Today’s News: On Monday we announced Salesopedia’s latest initiative, Jobs Central and today’s podcast features Clayton Shold in conversation with Derrick Moe and Jeremy Miller - the subject is: “Recruiting Trends” You can catch it here.

Tomorrow: “Always finish strongly” has always been a personal motto of mine and so tomorrow, I give you:”The Most Persuasive Presentations”

The JF Guest Author Spot

Networking is a social activity. As such it ebbs and flows in tune with the annual business calendar. Many professionals lose sight of the annual business cycle and how it fluctuates, often dictating the pace and productivity of networking. Check out the list below and reflect on how it has affected your efforts. Then use the information as you prepare for the next quarter.

First Quarter (Jan/Feb/Mar). This part of the annual cycle is a little slow out of the gate. Don’t expect much activity on an individual or group level for the first part of January. Most people, even the most successful professionals, seem to suffer from the “Christmas hangover” until mid-to-late January. Events are not usually well-attended until early February when people get caught up from the December layoff. Groups generally shift into high gear during February, then hit a hiccup as the annual March Break hits. Most groups tend to meet before or after this short holiday period as many professionals and entrepreneurs schedule a holiday where it’s a little warmer. Keep this fact in mind as many marketing plans are delayed or go off-track because of this (seemingly) sudden obstacle.

First Quarter Networking Success Strategy. Make sure you emphasize any major self-marketing effort for February. This will maximize your impact on the group. Expect delays in any project or relationship-building exercise that extend into March. You may not be taking a holiday at this time, but most successful entrepreneurs and professionals do.

Second Quarter (Apr/May/June). The business cycle builds at this time of year. Most professionals increase their quantity and quality of networking activity during this three-month span. Networking groups move into high gear and membership attendance at functions is usually high. This timeframe also includes additional group activities such as trade shows, conferences and special events. This is an opportune time to create new contacts and leverage involvement through efforts such as group presentations or sponsorship of events.

Second Quarter Networking Success Strategy. This is a high-activity segment in the annual cycle. Use it to develop new contacts and expand your network. Take advantage of any marketing opportunities as they will have maximum impact. There is a danger of losing control as activity builds. Utilize a follow up structure that keeps you in touch and helps stay on track.

This Quarter (July/Aug/Sept). Many professionals hit the proverbial wall at this time of year. They are not prepared to shift gears as our society slows to a crawl in mid-June. Most networking groups shut down for the Summer, the exception being a group bar-b-q or golf tournament. Most professionals will lose about a month of momentum in their business cycle: a week before they leave, gone two weeks then a week catching up when they get back. This mindset stays in place until the second week in September when everyone wakes up for the Fall rush.

Third Quarter Networking Success Strategy. Summer networking becomes a one-on-one activity that takes a holistic approach. Use innovative and leisure-oriented activities as networking efforts. Focus on the personal aspect of colleague conversations to build stronger relationships. And be ready for when the switch turns on September 15th.

Fourth Quarter (Oct/Nov/Dec). This is known as the “Golden Quarter” in the business world. It actually starts in mid-September when people come out of the Summer doldrums. The focus is now on business until mid-December. Networking groups work at full speed with many events and functions filling the calendar. Like the second quarter, there is usually a host of networking opportunities. This changes again in early December as most people begin their Christmas schedule. The talk again turns to personal issues and family agendas take over.

Fourth Quarter Networking Success Strategies. Be ready for the sprint in mid-September. It’s incredible how people seem to wake up and the networking mindset moves into full swing. It’s all-business, so stay on top of new contacts and use your follow up system as you could easily miss some hot contacts. Lead the Christmas slowdown by focusing on a holiday mindset. You can actually use this perspective to accomplish more relationship-building at this time of year.

Michael J. Hughes has spent over 38 years in the business world. He honed his business and managment skills with world-class retail organizations: Woolco-Woolworth (now Wal-Mart) and Canadian Tire Corporation, one of the most successful retail franchisor companies in North America. He has invested the last fifteen years building Michael J. Hughes Consulting & Training Inc., a business development and management consulting practice. He is a successful entrepreneur, business coach, international trainer and speaker, and respected author

To receive a FREE copy of his Summer Networking Strategies 10-page Executive Overview, email him at info@NetworkingForResults.comThis e-mail address is being protected from spam bots, you need JavaScript enabled to view it . http://www.networkingforresults.com/

Today’s News: My very good friend, Joe Heller, “The Revenue Warrior” is in conversation with Clayton Shold of Salesopedia and you can catch the entire interview here: http://www.salesopedia.com/content/view/1031/10347/

Tomorrow: It’s time to role out Sales Leadership Zone which launches next Tuesday - be very excited!!

Rapport is the most important process in influencing others. It is vital if you want to maintain relationships. Without it, you are unlikely to achieve willing agreement to what you want. People who have excellent rapport with others create harmonious relationships based on trust and understanding of mutual needs.

Rapport is the cornerstone of all mutually effective relationships. It needs constant vigilance to keep it alive and effective.

Why Is It So Important?

Rapport is similar to money – when you are short of it, it increases in importance. Without rapport you will reduce your chances of getting:

• Unconditional agreement to your ideas and suggestions
• Full commitment from others
• Business, promotion, friends

The way in which you interact with others has a major bearing on your success as an influencer.

Being in rapport means that you are in agreement with others both verbally and non-verbally.

Ten Good Reasons To Build Rapport:

• To really win friends and influence people
• To connect rapidly with a wide range of people
• To communicate magically
• To build solid, lasting relationships
• To create incredible results
• To help others improve performance and increase success
• To handle conflict
• To get promotion
• To talk your way in to things
• To talk your way out of things

A Recipe For Successful Influence:

Ingredients:

Trust
Openness
Comfort
Acceptance
Empathy
Flexibility
Something in common
Shared understanding

Method:

Mix together as required. Notice changes and be prepared to maintain a flexible approach throughout. Keep communication flowing on all levels.

Self-Disclosure:

Telling others how you feel and what you think and believe, as well as telling them about your background, is a kind currency. Give out information and usually you will receive a lot back in return.

People swarm, flock and group together by type, background, interests, beliefs, gender, work and so on. And one of the most efficient ways to get close to one another is through self-disclosure.

As we begin to experience a powerful common bond, so too does rapport begin. Mutual interests, ideas, values and beliefs are the wrap and weft of social interaction.

Most people like people who are like themselves!

Biographic Matching:

It is rare for two human beings to be together very long before seeking to discover similarities about themselves. This biographic matching can be social or economic, achieved through outlook, education or background – common experiences of the world.

When you match, you reduce resistance by playing down differences while building on similarities.

Pacing:

Once you are matching one another, you can continue to maintain the rhythm you have created by agreeing with one another, seeing from the same point of view. Pacing is a conscious continuation of matching.

When talking, you can pace:

• Words that are used
• Tone of voice
• Language patterns
• Volume
• Body language used

Don’t overdo it – you may be accused of mimicry. Be elegant – your skills should remain unnoticed.

Leading:

One of the goals of matching and pacing others is to be able effortlessly to lead them in another direction. Once you are deeply in sync. With the other people, a change of pace from you will usually result in a similar change in others.

Matching and pacing help you share someone else’s experience and you will begin to know intuitively when it is appropriate to make suggestions, to influence, to lead.

Mismatching:

You can also influence behaviour in others by mismatching. It is useful to mismatch when:

• You want a meeting to come to an end – clear up papers, put a pen away
• You want to conclude a telephone conversation – minimise responses and noises off
• You need time to think before acting – use the bathroom, make a telephone call, add up figures on your calculator
• What you are doing isn’t working – go for a walk, listen to some music, make a phone call
• Matching is affecting your mood negatively – break off the conversation, change the subject

Networking;

Have you noticed how some people seem to be universally likes, trusted and respected? Chances are that they’re also good at networking – developing a wide network of friends, colleagues, allies and useful contacts.

Networking offers you a structured way of making certain that your ideas are effectively exchanged with others.

And Finally: Networking In Action

How can you get to know your team, other managers and clients better? Are there management associations you could join, luncheon clubs, your local Chamber of Commerce?

Organise team events outside working hours. Be seen at functions, offer to assist whenever you can.
Make yourself known – don’t stand on the edge looking in. Be part of the action.

Very good friend and fellow Top Sales Expert, Jill Konrath, CEO, Selling to Big Companies has teamed up with Lynn Schleeter, Director for Sales Innovation at the College of St. Catherine, (the largest women’s school in the U.S.) to conduct a survey.

This is a groundbreaking study of women who sell into the corporate environment.

Specifically they are looking at:

Determining the challenges women face selling to the corporate market.

Identifying factors contributing to sales success, and

Finding out if women face any unique challenges when selling.

The survey takes approximately 7-10 minutes to complete and as a bonus for participating you can request an Executive Summary of “Top of Her Game” when it’s completed. Click on the logo to respond.

Hey, have a great w/e! Rumour has it that the barometer is going from 14C to 32C this weekend here in Paris - oh yes please, I am dying to cast off my winter garments. :-)  JF

I want to continue discussing networking and the immense value it can bring both you and your company.

Networking effectiveness starts with a positive personal attitude and an understanding that successful networking is built on a spirit of giving and sharing and not of bargaining and keeping score.

Armed with this knowledge, we can now look at how the process of good networking actually works in practice.

The first thing to realise about networking is that everyone you meet is a useful prospective network contact. This seemingly simple fact is often overlooked, as people engage in their own private screening process before they will talk to anyone.

There is obviously a line to be drawn between talking to anyone and everyone in the street and talking to almost no one. However, if you want to network more and to do so successfully, there are many situations that qualify as “the right opportunity”.

Taking Interest in Anybody & Everybody

It is often the case that we don’t really know very much about even close people around us (let alone distant contacts). Even if we do know a little, we are less likely to know how far or deep their skill, knowledge or resources extend. If this is true of your knowledge of others, how much do they really know about you?

Herein lies the basic secret of networking success:

• You have to become interested in anybody and everybody
• You have to share more about yourself than you may have done in the past

It is out of this mutual exchange of knowledge that network contacts will connect and start to offer support, help, advice, favours, referrals and other benefits on a regular basis.

Core Processes

Developing a conscious understanding of this giving and sharing strategy can take some time and some practice.

In her book ‘How to master networking’, Robyn Henderson calls this process earning the right to ask a favour of another person, or giving without hooks. Both of these statements imply two processes that operate pretty much at the same time (and neither of them necessarily our first reaction).

The two processes in earning the right to ask a favour are:

• Giving away information (to be helpful)
• Being open for any help you may need

Let’s look at these two processes in turn.

Giving Away Information

Whether it is accidental or planned, formal or informal, random or structured, in discussion with other people the effective networker offers his or her knowledge, skills, ideas, resources, guidance or data freely – without any ‘hooks’ or expectations that repayment is due in any form. In fact, the only immediate benefit may be the pleasure to be derived from assisting someone with information that was of value to them.

Whilst the giver expects nothing in return, the receiver has a very positive experience and memory of you upon which they can act (if they so choose) in the future. If they do, either directly or indirectly, at some indeterminate time, you may receive some reciprocal benefit.

Along with openly offering any possible help and support, the effect networker does not operate as a one-way helper or super person/white knight/angel coming to the rescue of everyone else, but never personally in need of assistance. He or she also talks realistically about personal goals, tasks, challenges, problems and general issues, and acknowledges feeling vulnerable in not being able to do everything single-handedly. Being open means being receptive to help when it is offered and, on occasions, asking networking contacts if they can suggest ideas, strategies or approaches that could assist you.

Two-Way Process

These two processes operate at the same time and together to create a cycle through which ‘favours’ are continually offered to all who participate. These favours are both offered and taken in order to keep the network strong and capable of growing to include more and more people.

This process is called ‘reciprocity’. It simply means that effective networking is a coin with two sides rather than just one. You can’t have one without the other.

Successful networking is therefore about:

Giving and receiving

Contributing and accepting support

Offering and requesting

Promoting other’s needs and promoting your own needs

Trust and persistence

If you would like to read more of my thoughts on networking, you may enjoy this week’s feature article on my personal site: jonathanfarrington.com – “How to Begin Improving Your Networking Skills”.

The lead article on thejfagroup.com site is very topical considering the record number of British businesses that are sadly failing: “Ten Signs That Your Small Business Is Heading For Trouble”.

My eldest daughter, Rebekah or “Becks” – yes, I know! She may not be as wealthy but she is a darn sight prettier and anyway, I gave her the nickname long before David was born! Well, Becks is an HR Director in Orlando, (where it has been a very chilly 80F this week) and she is working on a new appraisal process for her company. This reminded me that there must be thousands if not millions of companies, world-wide who are about to launch year end assessments and next week, I will share with you some of my secrets for conducting successful appraisals.

And finally…..this week’s sales articles site recommendation is: cashflowseller - www.cashflowseller.com run by a really nice guy called Dave Geer. This is a specialist sales and marketing site and Dave is rigorous in what type of material he accepts or declines. As a consequence, the content is of a very high standard – keep up the good work Dave.

Well, as usual, have a great weekend and do get networking! - JF