Book Summary: Effective Networking For Professiona

Book Summary: Effective Networking For Professional Success

by: Regine Azurin

This article is based on the following book:

Effective Networking for Professional Success

กHow to Make the Most of Your Personal Contactsก

by Rupert Hart, Stirling Books, 1997

ISBN 0 949 142 09 3

125 pages

We are all ขselfemployedข now.Today there is absolutely no job security. We are living in an age of corporate downsizing, and freelance consultants, or selfemployed workers are growing by the day. Networking is one skill you need to practice to get ahead and survive these uncertain times.

Wisdom in a Nutshell:

1. Networking is essential for both new jobs and business contracts.

2. Effective networking is 12 times more effective than answering advertisements

3. Advertising is becoming ineffective except on a large scale.

4. Networking helps you find hidden opportunities and can set you apart from the competition.

5. An indirect approach is better than a direct one. Use someone you know to introduce you to your target contact. Never go straight to your target without a gobetween who will put in a good word for you.

6. You can overcome your natural shyness, your fear of using people, and your fear of rejection.

The 3 key networking techniques are:

1. Build a network of partners to keep an open eye and ear for new opportunities for You.

2. Reach targeted individuals in two ways: directly or indirectly.

3. Build visibility by raising your profile. Go to every social gathering you possibly can.

Building your network is an ongoing process. You need to increase your range of contacts constantly.

Planning your campaign:

1. Define your objective

2. Select the right technique

3. Understand that ขdeal flowข or your number of prospects must be great in order to bag one new business contract.

4. Identify your target

5. Work out your positioning. This is a short statement of what you are about, what you can offer.

6. Think about what you can do for your network partners in exchange for information and contacts.

Building Network partners:

1. Talk to everyone you know about opportunities

2. Clarify what network partners can and will do for you

3. Know which contacts to build into network partners

4. Find those friendly network spiders, those types of people who just seem to know everyone.

5. Use the telephone.

How to grow and refresh your network:

1. Go out of your way to be where people are.

2. Get into the habit of being talkative.

3. Get the contact details of people you meet. Not just exchanging business cards but stapling information like birthdays, anniversaries, hobby clubs, and key information onto their cards.

4. Choose the right method for the right person.

5. Warm up longcold contacts.

How to find targeted individuals:

1. Focus on what you want to achieve and how people can help you.

2. Use your network partners to find suitable companies.

3. Gather key information on these companies.

4. Figure out who is the one with the power to hire you.

5. Find people connections and common areas of interest.

Reaching targets through network partners:

1. Find and persuade the best partner for your targeted individual.

2. Engineer an introduction.

3. Build wordofmouth exchanges about yourself.

Reaching targets directly:

1. Decide if you should write a letter or not.

2. Be able to demonstrate your achievements.

3. Have a line ready to get you past the secretary.

4. Act as though you expect to be put through.

5. Be ready to leave a short, persuasive message for the decisionmaker.

Your opening line:

1. Be cheerful, confident and straightforward.

2. Exploit connections and recommendations.

3. Mention common interests.

4. Report news of interest to the target.

5. Wait for a response. Know when to shut up.

6. Write down your opening lines before picking up the phone.

How to be visible without really trying:

1. Ask a question at a conference.

2. Make a point in a meeting.

3. Write letters to your industry magazine.

4. Introduce yourself to lots of people at an industry show or ball.

5. Buy people a drink at the bar at a lecture.

6. Discuss a book with an industry leader.

7. Wear bright ties.

8. Make people laugh.

9. Have an opinion on everything. (But keep an open mind)

10. Hand out an unusual business card.

11. Recast your CV to be a little different.

12. Take up an unusual hobby. (But not too unusual)

13. Don’t overlook using the email and Internet to communicate your cause.

About The Author

By: Regine P. Azurin and Yvette Pantilla

Regine Azurin is the President of BusinessSummaries.com, a company that provides business book summaries of the latest bestsellers for busy executives and entrepreneurs.

http://www.bizsum.com/lite.php

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meg@bizsum.com

This article was posted on March 22

by Regine Azurin

Shameless SelfPromotion

Shameless SelfPromotion

by: Janice D. Byer, MVA

Hi! My name is Janice Byer and I am the owner of DocuType Administrative & Web Design Services (http://www.docutype.net). I am the winner of several prestigious awards (information is on our website) and have a slew of happy customers, as the testimonials on our site will attest to. My services are professional, creative and in demand.

Now, wasn’t that easy? In one small paragraph, I have shamelessly selfpromoted my business and it’s success.

I’ll admit it, I am addicted to shameless selfpromotion, and why not? Who better to promote myself and my business than me? And, the opportunity to talk about your business should be the root behind every marketing effort you undertake.

Networking utilizes shameless selfpromotion almost constantly. After all, when you visit a networking event, why are you there? To promote your business of course! And, when you are at a designated networking event, it is not the time when you should hold back. Be shameless yet professional, and also be considerate of your fellow networkers. They are there for the same reason you are. So, give them the opportunity to shamelessly selfpromote themselves.

Networking is the ขright timeข to shamelessly selfpromote. But, there are times when it is not appropriate. There is a time and a place for everything, including promoting your business.

For instance, if you are a member of a news or discussion group, there are generally rules against promoting your business, unless that is what the list is for. So, don’t take advantage of the captive audience or break the rules. That can actually be bad for business.

However, some lists have designated days of the week or month when you can shamelessly tell the world about what you do and what you have to offer. This is the time to show them what you’ve got.

Opportunities arise at various times when it is good to promote yourself and your business. For instance, I was with my daughter at the library yesterday and the woman there asked if I was excited about my daughter going into grade one and the fact that she will be in school all day. This was the perfect opportunity to tell her that I run my own homebased business and what I do.

Also, a few weeks back we had our water supply guy here filling up our well and we talked about his father’s business. Well, I didn’t give up the chance to say, ขDoes your father have a website? I can design one for him.ข Well, the conversation went from there and I ended up giving him several of my business cards.

My husband is also the owner of a small business; a tow truck and storage business. Well, the other day we had a fellow here delivering gravel for our driveway and, as he is always on the road, I asked him if he sees accidents and such. So, my husband gave him some of his cards and it has paid off already. Yesterday this dump truck drive called to tell my husband about an accident that he had just seen.

And, don’t forget your existing clients. Do they know everything that you offer? I have a wonderful steady administrative client that I told a few times about some of the websites I am designing. Well, he was impressed and now we are in talks to design his website. He didn’t know I did website design until I told him. And, this may be true for you as well. Your clients won’t know everything that you can do for them unless you tell them. They may not need any of your secondary services right away, or at all, but they may know someone who does.

My administrative client, which I mentioned above, has now given my name to some of his customers who need help with their office tasks and web design needs.

As I said before, there is a time and a place for shamelessly selfpromoting yourself and your business. Be careful not to sound arrogant and don’t be pushy. But, as a small business owner, you are the best person to tell others about what you offer and you should take advantage of situations that will allow you to do so.

About The Author

Janice Byer is a certified Master Virtual Assistant and owner of DocuType Administrative & Web Design Services (http://www.docutype.net). See this and other articles on her website.

jbyer@docutype.net

This article was posted on December 18, 2002

by Janice D. Byer, MVA

How To Survive Speed Networking

How To Survive Speed Networking

by: Alan Matthews

ข Speed networking ข is a contradiction in terms.

The whole point of networking is to build relationships over time so that people get to know and trust you.

The point of speed networking is to see how many people you can talk to in the shortest possible time. The format may vary but the basic approach is the same, you get 30 or 60 seconds to speak to someone, then you move on and talk to someone else.

You don’t have time to ask questions or have a conversation, you just say your piece. Not very good for building rapport!

So should you just avoid these events? No! But I’ve found there’s a certain way to approach them which will be most productive.

Here are my tips to survive – and thrive – in the world of speed Networking.

1. HAVE ONE SPECIFIC GOAL

My own goal at these events is to get people to sign up for the free report which gets them onto my mailing list so I can build the relationship later through my newsletter. Yours might be to get them to visit your website or ring a Freephone number.

Once you know the action you want them to take, follow these steps.

2. TELL THEM WHO YOU WORK WITH AND HOW YOU HELP THEM

Have a short, simple statement that says, ข This is who I work with and this is what I do for them .ข Focus on the client, not on yourself. For example, ข I work with business owners who want to get better results from their networking. I help them to prepare and deliver a compelling marketing message so they get more clients with less effort. ข

3. ASK THEM TO TAKE THE ACTION YOU WANT

Most people miss this, they end up saying ข Well, that’s me, if you’re interested please give me a ring. ข

You have to tell them what you want them to do.

For example, ข I have a free report which reveals the 6 big mistakes people make when talking about their businesses. Here’s the address you need to get your copy. Just send a blank email.ข

4. HAND THEM SOMETHING TO REINFORCE YOUR MESSAGE

My business card has a piece on the back telling people about the free report. I hand them the card, showing them the back when I mention the address they need to write to. This way, they are more likely to remember later when they are going through the cards they have collected.

If your card doesn’t have this sort of information on it, give them something that does – a brochure or a specially made postcard.

5. FOLLOW UP

This always amazes me – the number of people I meet at networking events who never follow up. They speak to me for 30 seconds, then I never hear from them again. What was the point?

When you get back, email everyone you met and remind them of the action you want them to take, e.g. ข I enjoyed meeting you at the networking event this evening and I hope we get the chance to meet again soon. Please don’t forget to order your copy of the free report I mentioned, just click on this link and send an email. ข

Even if people were interested in the report when I mentioned it, there’s still a good chance they will forget later. A brief reminder works wonders.

Using this method, I always get a fair number of people to sign up for my mailing list at these events. Remember, it’s a combination of: single message, call to action, visual material to back up message, follow up email after the event.

I guarantee this is a much more powerful approach than most other people will be using and you will have far more impact on the people you meet.

© Alan Matthews

About The Author

Alan Matthews is a Marketing Coach, Trainer and Speaker. He helps business owners to prepare and deliver a clear, compelling marketing message to get more clients with less effort. To receive his free report, ก Why Isn’t This Working? How To Get People Interested In your Business ก email mailto:attractclients@getresponse.com

Alan Matthews

email: mailto:alan@trainofthought.org.uk

website: http://www.trainofthought.org.uk

This article was posted on February 07

by Alan Matthews

Networking Top Tips

Networking Top Tips

by: Gill Fernley

1. Join several networking groups and attend as many of their events as possible. Regular attendance builds up good relationships very quickly.

2. Try and make sure you talk to at least one new person at each event you go to don’t just stick with the people you already know.

3. Don’t expect that you will walk into a networking event and come out of it with a job or a new client. Networking takes time and patience.

4. Sticking your business card under the nose of everyone you meet is guaranteed to annoy them. Don’t go into your sales pitch straight away and always try to talk with someone rather than at them.

5. Show a genuine interest in other people and what they do and get to know them as people rather than as business opportunities.

6. Don’t disregard someone who doesn’t seem to be of immediate ‘use’ to you. You never know who they know or how they might help you.

7. Manners cost nothing so treat everyone as you would wish to be treated yourself. People buy from – and recommend! – people they like.

8. Be natural, be yourself and enjoy the opportunity to meet and learn from other business people.

9. Don’t be afraid to walk up to someone and start talking. They are there for the same reasons as you are and will probably be grateful that they didn’t have to make the first move.

10. At the end of the day, everyone is there to meet new people and make new contacts so don’t be afraid of politely ending a conversation with someone and moving on to someone else – they won’t be offended.

11. When giving someone your business card, you may want to consider giving them two – one to keep and one to pass on.

12. Try and find something you can do for the people you are talking to. Do you have a contact you can pass on that might help them with a problem they have? Do you know a good supplier who is just what they are looking for? People will remember you as friendly and helpful.

13. If you make a good contact at an event, make sure you follow it up. Send them an email, make a quick phone call – it doesn’t matter how you do it but always, always follow up.

14. Don’t forget about online networking. Join some business forums, put up some posts. You’ll start to recognise some names and you may find that they are going to an event you will be attending which gives you a head start as you know someone already before you walk through the door.

And finally Listen! If you only take one tip away from this article, it’s got to be this one. If you’re too busy trying to think about what you’ve got to say next, you might just miss a golden opportunity. You’ll learn a lot more by listening and people will be impressed with someone who has obviously paid attention.

In summary, forget the sell, sell, sell take the pressure off yourself by approaching the event as a fun opportunity to meet likeminded people and always remember that you get back what you give.

Happy networking!

About The Author

Gill Fernley and Justin Baker are the founders of Six Degrees Business Network, a group organising networking events with a social slant in the UK. You can find out more at www.sixdegreesnetwork.co.uk.

This article was posted on October 05, 2004

by Gill Fernley

Networking Basics

Networking Basics

by: Kashif Raza

A network is a group of computers, printers, and other devices that are connected together with cables. The sharing of data and resources. Information travels over the cables, allowing network users to exchange documents & data with each other, print to the same printers, and generally share any hardware or software that is connected to the network. Each computer, printer, or other peripheral device that is connected to the network is called a node. Networks can have tens, thousands, or even millions of nodes.

Cabling:

The two most popular types of network cabling are twistedpair (also known as 10BaseT) and thin coax (also known as 10Base2). 10BaseT cabling looks like ordinary telephone wire, except that it has 8 wires inside instead of 4. Thin coax looks like the copper coaxial cabling thatกs often used to connect a VCR to a TV set.

Network Adapter:

A network computer is connected to the network cabling with a network interface card, (also called a กNICก, กnickก, or network adapter). Some NICs are installed inside of a computer: the PC is opened up and a network card is plugged directly into one of the computerกs internal expansion slots. 286, 386, and many 486 computers have 16bit slots, so a 16bit NIC is needed. Faster computers, like highspeed 486s and Pentiums, , often have 32bit, or PCI slots. These PCs require 32bit NICs to achieve the fastest networking speeds possible for speedcritical applications like desktop video, multimedia, publishing, and databases. And if a computer is going to be used with a Fast Ethernet network, it will need a network adapter that supports 100Mbps data speeds as well.

Hubs

The last piece of the networking puzzle is called a hub. A hub is a box that is used to gather groups of PCs together at a central location with 10BaseT cabling. If you’re networking a small group of computers together, you may be able to get by with a hub, some 10BaseT cables, and a handful of network adapters. Larger networks often use a thin coax กbackboneก that connects a row of 10BaseT hubs together. Each hub, in turn, may connect a handful of computer together using 10BaseT cabling, which allows you to build networks of tens, hundreds, or thousands of nodes. Like network cards, hubs are available in both standard (10Mbps) and Fast Ethernet (100Mbps) versions.

LANs (Local Area Networks)

A network is any collection of independent computers that communicate with one another over a shared network medium. LANs are networks usually confined to a geographic area, such as a single building or a college campus. LANs can be small, linking as few as three computers, but often link hundreds of computers used by thousands of people. The development of standard networking protocols and media has resulted in worldwide proliferation of LANs throughout business and educational organizations.

WANs (Wide Area Networks)

Often a network is located in multiple physical places. Wide area networking combines multiple LANs that are geographically separate. This is accomplished by connecting the different LANs using services such as dedicated leased phone lines, dialup phone lines (both synchronous and asynchronous), satellite links, and data packet carrier services. Wide area networking can be as simple as a modem and remote access server for employees to dial into, or it can be as complex as hundreds of branch offices globally linked using special routing protocols and filters to minimize the expense of sending data sent over vast distances.

Internet

The Internet is a system of linked networks that are worldwide in scope and facilitate data communication services such as remote login, file transfer, electronic mail, the World Wide Web and newsgroups. With the meteoric rise in demand for connectivity, the Internet has become a communications highway for millions of users. The Internet was initially restricted to military and academic institutions, but now it is a fullfledged conduit for any and all forms of information and commerce. Internet websites now provide personal, educational, political and economic resources to every corner of the planet.

Intranet

With the advancements made in browserbased software for the Internet, many private organizations are implementing intranets. An intranet is a private network utilizing Internettype tools, but available only within that organization. For large organizations, an intranet provides an easy access mode to corporate information for employees.

Ethernet

Ethernet is the most popular physical layer LAN technology in use today. Other LAN types include Token Ring, Fast Ethernet, Fiber Distributed Data Interface (FDDI), Asynchronous Transfer Mode (ATM) and LocalTalk. Ethernet is popular because it strikes a good balance between speed, cost and ease of installation. These benefits, combined with wide acceptance in the computer marketplace and the ability to support virtually all popular network protocols, make Ethernet an ideal networking technology for most computer users today. The Institute for Electrical and Electronic Engineers (IEEE) defines the Ethernet standard as IEEE Standard 802.3. This standard defines rules for configuring an Ethernet network as well as specifying how elements in an Ethernet network interact with one another. By adhering to the IEEE standard, network equipment and network protocols can communicate efficiently.

Protocols

Network protocols are standards that allow computers to communicate. A protocol defines how computers identify one another on a network, the form that the data should take in transit, and how this information is processed once it reaches its final destination. Protocols also define procedures for handling lost or damaged transmissions or กpackets.ก TCP/IP (for UNIX, Windows NT, Windows 95 and other platforms), IPX (for Novell NetWare), DECnet (for networking Digital Equipment Corp. computers), AppleTalk (for Macintosh computers), and NetBIOS/NetBEUI (for LAN Manager and Windows NT networks) are the main types of network protocols in use today. Although each network protocol is different, they all share the same physical cabling. This common method of accessing the physical network allows multiple protocols to peacefully coexist over the network media, and allows the builder of a network to use common hardware for a variety of protocols. This concept is known as กprotocol independence,ก which means that devices that are compatible at the physical and data link layers allow the user to run many different protocols over the same medium.

Topologies

A network topology is the geometric arrangement of nodes and cable links in a LAN, and is used in two general configurations: bus and star. These two topologies define how nodes are connected to one another. A node is an active device connected to the network, such as a computer or a printer. A node can also be a piece of networking equipment such as a hub, switch or a router. A bus topology consists of nodes linked together in a series with each node connected to a long cable or bus. Many nodes can tap into the bus and begin communication with all other nodes on that cable segment. A break anywhere in the cable will usually cause the entire segment to be inoperable until the break is repaired. Examples of bus topology include 10BASE2 and 10BASE5. 10BASET Ethernet and Fast Ethernet use a star topology, in which access is controlled by a central computer. Generally a computer is located at one end of the segment, and the other end is terminated in central location with a hub. Because UTP is often run in conjunction with telephone cabling, this central location can be a telephone closet or other area where it is convenient to connect the UTP segment to a backbone. The primary advantage of this type of network is reliability, for if one of these กpointtopointก segments has a break, it will only affect the two nodes on that link. Other computer users on the network continue to operate as if that segment were nonexistent.

PeertoPeer Networks

A peertopeer network allows two or more PCs to pool their resources together. Individual resources like disk drives, CDROM drives, and even printers are transformed into shared, collective resources that are accessible from every PC.

Unlike clientserver networks, where network information is stored on a centralized file server PC and made available to tens, hundreds, or thousands client PCs, the information stored across peertopeer networks is uniquely decentralized. Because peertopeer PCs have their own hard disk drives that are accessible by all computers, each PC acts as both a client (information requestor) and a server (information provider). A peertopeer network can be built with either 10BaseT cabling and a hub or with a thin coax backbone. 10BaseT is best for small workgroups of 16 or fewer users that donกt span long distances, or for workgroups that have one or more portable computers that may be disconnected from the network from time to time.

After the networking hardware has been installed, a peertopeer network software package must be installed onto all of the PCs. Such a package allows information to be transferred back and forth between the PCs, hard disks, and other devices when users request it. Popular peertopeer NOS software includes Most NOSs allow each peertopeer user to determine which resources will be available for use by other users. Specific hard & floppy disk drives, directories or files, printers, and other resources can be attached or detached from the network via software. When one userกs disk has been configured so that it is กsharableก, it will usually appear as a new drive to the other users. In other words, if user A has an A and C drive on his computer, and user B configures his entire C drive as sharable, user A will suddenly have an A, C, and D drive (user Aกs D drive is actually user Bกs C drive). Directories work in a similar fashion. If user A has an A & C drive, and user B configures his กC:WINDOWSก and กC:DOSก directories as sharable, user A may suddenly have an A, C, D, and E drive (user Aกs D is user Bกs C:WINDOWS, and E is user Bกs C:DOS). Did you get all of that?

Because drives can be easily shared between peertopeer PCs, applications only need to be installed on one computernot two or three. If users have one copy of Microsoft Word, for example, it can be installed on user Aกs computerand still used by user B.

The advantages of peertopeer over clientserver NOSs include: � No need for a network administrator � Network is fast/inexpensive to setup & maintain � Each PC can make backup copies of its data to other PCs for security. By far the easiest type of network to build, peertopeer is perfect for both home and office use.

ClientServer Networks

In a clientserver environment like Windows NT or Novell NetWare, files are stored on a centralized, high speed file server PC that is made available to client PCs. Network access speeds are usually faster than those found on peertopeer networks, which is reasonable given the vast numbers of clients that this architecture can support. Nearly all network services like printing and electronic mail are routed through the file server, which allows networking tasks to be tracked. Inefficient network segments can be reworked to make them faster, and usersก activities can be closely monitored. Public data and applications are stored on the file server, where they are run from client PCsก locations, which makes upgrading software a simple tasknetwork administrators can simply upgrade the applications stored on the file server, rather than having to physically upgrade each client PC.

In the clientserver diagram below, the client PCs are shown to be separate and subordinate to the file server. The clientsก primary applications and files are stored in a common location. File servers are often set up so that each user on the network has access to his or her กownก directory, along with a range of กpublicก directories where applications are stored. If the two clients below want to communicate with each other, they must go through the file server to do it. A message from one client to another is first sent to the file server, where it is then routed to its destination. With tens or hundreds of client PCs, a file server is the only way to manage the often complex and simultaneous operations that large networks require.

Computer Networking is the very important and the crucial part of the Information Technology. Millions of the computers are networked together to form the Internet. Networking plays a important role in every kind of organization from small to medium sized, in Banks, Multinataional Companies, Stock Exchanges, Air Ports, Hospitals, Police Stations, Post Offices, Colleges, Universities, and even in home, in short networking plays an important role everywhere where computers are used. This article will be interesting for the students, network professionals and for the people who are interested in the computer networking

About The Author

This article is created and submitted by Kashif Raza http://www.cisconotes.net

kashif414@yahoo.com

This article was posted on February 14, 2005

by Kashif Raza

The Top Ten Rules of Effective Networking

The Top Ten Rules of Effective Networking

by: M.E. Callan

Many of us are discouraged by the networking events that we go to. We feel swamped by people just looking to get money from us, and we rarely feel as though the event was worth our time.

Yet networking should be one of the best ways to bring in new business. The key is learning to network correctly.

Even those of us who enjoy networking should remember the following tried and true rules of effective networking.

1. Give, then Get.

If you approach a networking meeting with a ขwhat’s in it for me?ข attitude, you will be just like all those sharks that have kept you away from networking to begin with. Go to a networking event looking for opportunities to help others. When you give this way, your ขgetข is always bigger.

2. Please, No Fishing.

Don’t be that person who offers a cold, limp fish as a handshake instead of a firm grip. Loosen it up just a little for shaking a woman’s hand, but never go soft. Otherwise, the people you meet will remember you not for all the great things you had to offer, but for your weak handshake.

3. Direct Eye Contact.

Don’t ever stare at someone, but always make sure to meet his or her gaze. A person who continuously averts his will be seen as someone with something to hide.

4. Dress Professionally.

The old adage about making a first impression is still true. As a rule of thumb, dress one step above what you think everyone else will be wearing. It can never hurt you to look as good as the next best dressed person in the room.

5. Have a 30 Second Commercial.

Have you ever met someone at a networking event, talked to them about their business the whole night, and left without knowing what in the world they do? It happens all the time. Remember to state clearly what it is that you do and who are looking to work with.

6. Write on Business Cards.

As you meet people, write information about them down on their business cards. It’s virtually impossible to remember all those little details about the people you meet, and no one will mind if you are so interested in what they have to say that you are taking the time to write it down.

7. Create a Cataloguing System.

As soon as you get back to your office, file your new business cards in an accessible way. I recommend that clients staple business cards to 3×5 cards and then write down all of the pertinent information you can. Include on the 3×5 the name of the person, where and when you met her, what she looks like, and what you talked about. Next time you see her, she will be very impressed that you remembered so many details.

8. Nice Meeting You Cards.

It is never a bad idea to send a new contact a quick card that says ขnice meeting you.ข Include your business card as well in case they have misplaced the one you gave them at the networking event.

9. Follow Up!

This step is crucial. If you have told a contact that you would help them in any way, be sure to follow up immediately. Do this consistently, and you will be seen as a man of his word. Don’t follow up on your promises, and you will be seen as unreliable and untruthful.

10. LISTEN.

The number one rule of networking is to listen. In fact, you should only be speaking about 30% of the time. We all love to talk about ourselves, and if you give your contacts the chance to do that they will think quite highly of you without even realizing why.

Following these rules of effective networking should not only make your experiences more enjoyable, but will help you bring in new business leads time and time again.

About The Author

M.E. Callan is principal of Commonwealth Marketing, a firm that specializes in marketing for professional services. Recognized as an expert in the industry, Callan has been published nationwide and has been the featured speaker at national seminars. Find out more at Commonwealth Marketing.

mpc@cmnwealth.com

This article was posted on June 12, 2003

by M.E. Callan

Photo Plus 2005

Photo Plus 2005

by: The Digital Room Moderator

The Photo Plus Expo 2005 is sure to draw digital enthusiasts as once again new products are showcased and innovative technologies are demonstrated. This is an ideal venue for seasoned professionals and amateurs as well to discover new breakthroughs and ideas that will prove indispensable in their craft. Also, more than 100 photography and design seminars and handson workshops taught by worldrenowned experts with a focus on cuttingedge innovations in digital imaging products and techniques. You will learn new techniques and solutions while being inspired by the Masters of Photography.

What’s in Store?

Preview the products that will keep your vision and skills ahead of the curve.

Gain inspiration and knowledge from the greatest photographers and imaging experts by networking or attending our seminar series.

Get upclose and handson with thousands of products and solutions and make purchases directly from dealers on the Expo floor.

Visit with over 200 manufacturers and suppliers of photographic capture, storage, output and display equipment, services and more.

Discover the Expo floor photography galleries.

Connect with colleagues and the best in the industry at networking events… And so much more

The Expo will be held at Jacob Javits Convention Center in New York from October 2022. An advanced reservation would be advantageous since there is a limited number of space available for the participants.

Take advantage of this exciting program and learn all there is to know about new progressive technologies.

About The Author

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This article was posted on January 18

by The Digital Room Moderator

Networking Know How

Networking Know How

by: Karen Zastudil

Networking, even to a seasoned professional, can seem intimidating or scary at times. The reason for this is due to the fact, that networking can be positive or negative! We don’t often think of กnegativeก networking. Not knowing what constitutes the difference between the two makes it easy to network in a negative manner.

I am sure that you will agree that the term กnetworkingก is one of the most overused and misunderstood words in our vocabulary. To give you an idea of how the term came to be misunderstood, lets first look at the dictionary definition. To paraphrase the dictionary, networking is defined as ‘the exchange of information or services among individuals, groups, or institutions.ก What we don’t see included in the definition is the purpose of networking. We need to view networking in a much broader concept than the dictionary definition. If we view networking as the process of developing and maintaining quality relationships that are mutually beneficial, it won’t take long to realize that networking is an ongoing process. The continual building of relationships that can last a lifetime is what makes networking an ongoing process. When we lose touch with someone, then call on them when we are in need, we have just created a negative networking situation.

Positive networking needs to become a way of life. As the old saying goes กItกs not what you know but who you know.ก This is true more than ever in todayกs competitive world. Networking is not something that comes easily to many people. You may be basically a shy person, possibly feel you don’t have the resources, or as most of us are today, just plain busy. You may feel you just don’t have the time to network. The fact is that every time you meet someone new, you are given the opportunity to network, learn new things and enrich your life. Because we have broadened our definition of networking to include its purpose, we really don’t have time not to network.

Building relationships that will help you reach your potential is easier than you may think. Welcome new opportunities to meet new people. Don’t save your networking for specific situations or places. Networking can be done any place, any time. Learn about the other person you are networking with and how you can help them. Help others connect to the people you know can help them, keep your promises and stay in touch. These are all important aspects that are often overlooked when developing network relationships that are mutually beneficial.

Networking takes time and will be everevolving. You will always have opportunities to meet new people to add to your list of contacts. Once you have established a relationship, identify the people who can help you, stay connected, and keep your network growing. Identify the organizations and activities where people you want to know gather, get involved and become known.

To give an example of how this works, identify a group that you would like to join. Attend two meetings before joining. While at the meetings introduce yourself to two people and exchange business cards. Arrange two followup meetings for coffee or lunch. Now you will know if you truly want to be part of this group and you will have expanded your network by two.

Networking does not have to be difficult, in fact it can be fun. Keep in mind that it is something you will need to constantly work at and before you know it, you will have a strong network behind you to back your efforts

About The Author

Karen is a graduate of of Cleveland State University and is a freelance writer. Visit her website at http://www.womenatthesummit.com A site of general interest to women. Topics include: Pregnancy, Children, Parenting, Health and wellness, Diet and Fitness, Relationships, Money, Travel and more.

(c)2004 Karen Zastudil

webmaster@womenatthesummit.com

This article was posted on October 31, 2004

by Karen Zastudil

How To Survive Speed Networking

How To Survive Speed Networking

by: Alan Matthews

Get More Clients From Networking – Follow The Rules Of Dating.

If you’re a business owner, you probably spend quite a lot of your time at networking events. In fact, it may be the main way you try to get new clients. But do you ever feel that you could get more from these meetings? Do you actually get the results from your networking to justify the amount of time you put into it?

If you don’t find you get a lot of interest from the people you meet, it may be that you’re going about things the wrong way. You may need a new approach.

My own view is that you can’t go far wrong if you think of networking more like dating. The two activities have a lot in common ( although, I must admit, I’m relying on distant memory here ). Here are some things you need to think about.

1. What sort of person do you want to meet?

If your answer is ข anyone ข you risk wasting time talking to a lot of people who just aren’t going to be ข the one ข. You also sound a bit desperate, to be honest. Not everyone is going to be your ideal client. Once you know who that is, you can be more choosy about who you talk to.

2. Where are you likely to meet them?

There are lots of places to meet people, but where will you find your ideal person – in a club, at evening classes, at the Bingo? Don’t just go to the first place you find, pick the event where you know the person you’re looking for is most likely to be.

3. Think about joining a dating agency so you can look through details of the other members.

Look at the members list of any group before joining if you can get hold of it ( ask for photographs if possible ). Also, look at the list of attendees before a meeting so you can make a beeline for the people you want to talk to.

4. Accept that it takes time to build a relationship.

Don’t expect too much too soon. People will need time to get to know and trust you and, in this case, you’re looking for a long term relationship, not a one – night stand.

5. Think of something interesting to say about yourself.

If someone asks you ข What do you do? ข don’t just say ข I’m a Financial Adviser ข or ข I’m a Consultant ข and expect them to swoon. Tell them what you do for people, how you help, the problems you solve. But don’t make things up to impress them, you’ll be found out sooner or later.

6. Don’t spend the whole time talking about yourself.

One secret for getting people to like you is to ask them about themselves. Be a great listener, not a great talker. People love talking about themselves, they don’t want to listen to you telling them how wonderful you are. Stop talking before they lose the will to live and ask a question. Prepare some good ones in advance so your mind doesn’t go blank. Avoid ข Do you come here often? ข or ข So what line of business are you in? ข Try to find something you both have in common.

7. Don’t be too pushy on your first date.

Just because someone shows an interest doesn’t mean you can bombard them with information about all your products or services. You’ll look too needy and that puts people off.

8. People always say they’ll ring, they never do.

Sad but true. Don’t rely on other people ringing you, make sure you get their number so you can call them. It’s much more important to get someone else’s business card than to give them your own. It gives you the initiative.

9. Keep your numbers in a little black book.

Set up a contact management system so you don’t lose the details of the people you meet. This might just be a card index or it might be sophisticated software. Whatever it is, have a system which you know how to use.

10. Keep in touch.

Do contact them again if you got on well, they want you to really. Call or write, refer back to your conversation and mention something they said. Send them an article about an interest they mentioned, it will show you were listening and you care about them. It’s amazing how many people go to networking events, then never follow up with the people they meet. Don’t expect ข love at first sight ข, it takes several contacts before someone is likely to do business with you.

I hope that’s given you some ideas. Of course, you still have to remember the basics, such as dressing up a bit and cleaning your teeth, but that’s down to you.

And, of course, there is one big difference between networking and dating – with networking, you’re allowed to see lots of people at the same time!

Good luck.

About The Author

Alan Matthews is a Marketing Coach, Trainer and Speaker. He helps business owners to prepare and deliver a clear, compelling marketing message to get more clients with less effort. To receive his free report, ก Why Isn’t This Working? How To Get People Interested In your Business ก email mailto:attractclients@getresponse.com

Alan Matthews

email: mailto:alan@trainofthought.org.uk

website: http://www.trainofthought.org.uk

This article was posted on February 07

by Alan Matthews

How to Network Effectively to Secure Freelance Wor

How to Network Effectively to Secure Freelance Work

by: Brian Konradt

When freelancers ask me what type of marketing is the easiest, costs the least, and yields the best results, I don’t hesitate to recommend networking. Networking satisfies two primary prerequisites to secure clients. These two prerequisites are:

Creating rapport. Networking has the ability to create strong rapport. When you have rapport you and the prospect feel at ease with each other, and conversation flows. Rapport creates feelings of trust and honesty. Prospects who trust you usually do not have second thoughts about outsourcing work to you.
Establishing a relationship. When you establish a relationship, the prospect develops an awareness as to who you are, what you do, and what your intentions are. Relationships keep your name fresh in the prospectกs mind; relationships create feelings of intimacy, trust, and rapport. Relationships have the secret power to turn prospects into paying clients, because the prospect knows you on a first name basis, knows what your intentions are, knows how your skills and services can benefit him and his business. He connects strongly with you.

Networking builds effective relationships faster than any other type of marketing. Many beginning freelancers acquire their first paying clients via networking or through people whom they know (the rapport and relationship already exist). And professional freelancers often expand their existing clientbase via networking — asking clients, friends, other freelancers, etc. if they know people who can use their freelance services.
Where to Network Effectively
Professionals suggest you join two types of associations: The first type is a local association that attracts freelancers of your discipline. If you do commercial copywriting work, join a local writerกs association. Many local writersก associations offer referral systems and job banks to help you receive work. The other benefit is that you will meet other freelancers whoกll ask you to assist on their projects or refer their clients to you for freelance or supplementary services.
The second type of association to join is one where your type of clients congregate. Why spend hundreds of dollars targeting your audience with expensive marketing, when joining a local association that attracts your type of clients lets you sell directly to them via networking.
How to Network Effectively
Networking is only as effective as you are: the more visible you make yourself, the better networking works. Always arrive ten to fifteen minutes early for each meeting or social gathering and mingle with people. Let everyone know who you are and what you do. Most importantly, make an effort to establish relationships with people. When people know who you are and what you do, theyกll know more about your business, how your freelance services can help them, and that you’re available for hire.
Nurture a habit to network on a consistent, repetitious basis. Youกll want people to become familiar with your face and recognize your presence at each gathering. Because many people seem passive at gatherings, try to make an effort to become active. Strike up conversations with people; pretend you’re interested in what they’re saying, even if you’re not. Be a good, active listener.
Remember: conversations are the crux of effective networking. Simple oneonone chatter allows the prospect to uncover more about you, and you’re able to find out more about him, his hidden needs, and his hidden problems.
Networking should not be used for personal gain. You should not blatantly promote yourself to people, otherwise theyกll begin to ignore you. Instead, strike up conversations with people and subtly sell yourself. When people begin to take an interest in you as a person, then theyกll begin to take an interest as to how you can help them.
What You Need to Network Effectively
Business cards are often synonymous with networking: don’t leave home without them. Pass your business cards out to any person who seems interested in your services. Business cards give prospects contact information and they keep your name and business fresh in their minds. If prospects are not interested in outsourcing work to you now, theyกll at least have your business card on file to contact you in the future.
Networking Essentials

Always bring your business cards. Hand them out to anyone who might be interested in your services.
Instead of being the listener, become the speaker. Prepare a presentation related to your expertise and specialty in your field for a future meeting. Prospects will be impressed with your knowledge and skills and they’ll want to hire you for their next project.
Offer a free report to the organizationกs members. Your free report should relate to your specialty that offers professional advice. Again, prospects whoกll read your free report will find you informative and insightful and will think about hiring you for their next project. See if you can get your free report mentioned in the organizationกs newsletter.
Distribute promotional and informational material. If you know that a certain meeting or workshop is related to your specialty, ask the speaker if he/she would like to distribute some of your free information to the audience at the end. This may include a free report, or an article that youกve written, or your own business newsletter that contains useful tips and advice.

Editor: You may reprint this article online or offline as long as no text is altered and it is reprinted in its entirety.

About The Author

Brian Konradt is a former freelance copywriter and graphic designer, and founder of FreelanceWriting.com (http://www.freelancewriting.com), a free web site to help writers master the business and creative sides of freelance writing.

This article was posted on June 17, 2004

by Brian Konradt

Marketing or Selling Which Is More Important?

Marketing or Selling Which Is More Important?

by: C.J. Hayden

A question I often get from clients and students goes something like this: กIกve been collecting marketing ideas… and I have a drawer full! I also have a stack of promising leads Iกve accumulated. And I know itกs important to stay visible, so I do a lot of networking, but then I just end up with more names in the stack. How do I prioritize all this?ก

If youกve ever wondered something similar, you may have lost sight of a very important truth the way to win the marketing game is not to collect the most leads; itกs to make the most sales. Marketing activities that increase your number of sales are good, and activities that don’t are bad, even if they bring in plenty of leads. If you don’t follow up on the leads you gather, you are throwing away your time and money.

The main purpose of marketing strategies like public speaking, writing articles, getting publicity, networking, promotional events, and advertising is to gain visibility. (A secondary purpose of the first three strategies can be to gain credibility.) Why do you want to be visible? Itกs not just so people will know who you are and what you do, itกs so they will do business with you.

If someone has already expressed interest in doing business, call them. Do it now. Memorize this rule following up on hot, or even warm, client leads is always more important than marketing for more visibility.

There is a simple diagnostic test you can take to see where you need to focus your marketing vs. selling efforts, which I call the Universal Marketing Cycle. Think of the marketing and sales process as a water system that begins by filling your pipeline with leads. The pipeline empties into your followup pool, which you are continually dipping into.

Your intent is to move the leads further along in the system, to making a presentation of some kind (by phone or in person), and finally closing the sale.

Where are you stuck in this system? Is it in filling the pipeline to begin with? Or is the pipeline full, but you haven’t been following up? Perhaps you have been following up, but don’t seem to be getting to the presentation stage. Or maybe you are making presentations but not closing sales. Wherever you seem to be stuck is the area that needs more effort.

When you have promising leads you aren’t contacting, the followup stage is clearly your stuck place. Take that stack of leads and sort them into three categories: prospective clients, useful networking contacts, and other. Now sort the prospective clients into hot, warm, and cold. Stop right there and follow up with all the hot and warm leads.

If, and I do mean if, you still need to do more work about marketing after following up with all those leads, go to the networking contacts and sort them into two groups: people who can lead you directly to prospective clients, and people who can lead you to other marketing opportunities, e.g. a new networking group or a speaking engagement. Stop, and you guessed it, follow up with the people who might have leads for you.

You should now have three groups left: cold client leads, people who can lead you to marketing opportunities, and other. Now is the time to decide whether you need to do something new to market yourself at all. Look at what you have been doing so far to get all those hot and warm leads you had. Maybe you just need to do more of the same.

If thatกs true, put those cold leads aside, because youกll have more hot and warm ones shortly. If you need to do something different to get better leads than what you had, go ahead and explore one of the new marketing possibilities in your second group, or one of the ideas stashed away in that drawer. And that กotherก group? Throw them away. They are just cluttering up your pipeline.

About The Author

C.J. Hayden is the author of Get Clients NOW! Thousands of business owners and salespeople have used her simple sales and marketing system to double or triple their income. Get a free copy of กFive Secrets to Finding All the Clients Youกll Ever Needก at http://www.getclientsnow.com

This article was posted on February 14

by C.J. Hayden

Catch More Clients Using Strategic Networking

Catch More Clients Using Strategic Networking

by: Charlie Cook

Is networking helping you bring in the new clients you want? If you are like most independent professionals and small business owners, you put hard work into getting your name out there and distribute your business card wherever you go. You may even attend a weekly or monthly networking group or occasional business conference where people share leads. And like most people, your time and effort isn’t generating a steady stream of new business.

The problem is that most people think that networking consists of telling as many people as possible what they do, and handing out as many business cards as they can. They waste the few precious moments they have with new and existing contacts by focusing on themselves.

Itกs possible to meet someone in the airport, hand them your card after a brief conversation, and have them call you to request your services, but this random approach is like playing the lottery. You can’t count on it to produce results. It is a Push and Pray technique: you push your information out to others and pray that they respond.

It rarely works. Your contact loses your card or simply forgets about you, or the timing wasn’t right, or, in spite of the connection you thought you’d made, a single conversation usually isn’t enough to launch a client relationship.

That initial conversation should be about understanding your prospects’ problems, needs and concerns, and collecting their contact information. The objective of networking is not to expound on your credentials.

Spend the time you have with prospects (or people who might know a prospect) asking questions and collecting information. Then you can determine whether they would have any genuine interest in/need for the solutions you provide. Use this client problem centered networking strategy to initiate and build profitable relationships.

Pull Information

1. See how many cards you can collect from prospects, and don’t worry about how many of your own business cards you distribute. Some successful marketers don’t even have a business card.

2. When you meet people, use the time to gather information from them, including:

Primary concerns about their business

Problems they want solved

Unmet business needs.

Areas where the solutions you provide overlap with their needs

Their contact information

3. Continue to expand your network. Whenever you make a contact, ask for referrals to other prospects.

4. Once you have this information, enter it into your database or contact manager.

Build Relationships

1. People have short memories. Followup after your initial contact and then stay in touch with your network on a regular basis. If you let more than a month go by without making contact they’ll forget that you exist and that you are the best person to solve their financial, legal, human resource, design, or other problems.

You’ll want to make personal contact with some people on your prospect list, but in most cases, a letter, newsletter or ezine will do the job. Use the merge function in your software to personalize your mailings.

2. Demonstrate the value of your expertise or products by sending prospects and clients an idea or suggestion they can use right away. You could present this in an article you’ve written, or one you’ve read. Your contact will then associate you with the problems you solve.

Pull information from prospects and clients to grow your network, stay in touch and regularly demonstrate the value of your products and services.

Networking should be one of the core marketing tactics of most independent professionals and small business owners. Use clientcentered networking to lessen your reliance on costly and time consuming cold calling/telemarketing and advertising. Over time, this business building strategy will reward you with a steady stream of new clients.

About The Author

The author, Marketing Coach, Charlie Cook, helps independent professionals and small business owners who are struggling to attract more clients. He can be contacted at ccook@charliecook.net or visit www.charliecook.net to get a copy of the free marketing guide, ก7 Steps to Get More Clients and Grow Your Businessก

This article was posted on August 07, 2003

by Charlie Cook