by Ron Sukenick

   This article was originally published in The Productivity Institute (PI) Newsletter 

1. Invest more time with people – The biggest investment you will make in building relationships and proving out a productive working relationship is TIME. Simply stated, the more you know and understand others, the more likely that relationship will flourish.

2. Become purpose driven – If building relationships are going to be at the fore-front of you networking activities, then you first have to strengthen your relationship with self. Self reflection, reason for being, purpose driven and vision is an important part of that process. If you don’t take the time to sit back and work on yourself, who will?

3. Create unparallel visibility – The bottom line for more business in 2010 is simply becoming more visible. That means getting targeted with face to face and on-line social networks. While Face book is a cool place to hang out, consider strengthening your profile and connection base on such sites as LinkedIn, and other industry specific portals to make more of a professional impact worldwide. Also, take a closer look at the micro sites that are more geographic to the area where you are marketing your services and creating impact.  Some examples are – www.SmallerIndiana.com (central Indiana) www.biznik.com (Pacific Northwest) etc.

4. Develop relationship strategies – Everyone talks about relationships.  Now you can do something about it. A relationship strategy is anything that you can do that adds value to others. Strategies put you in command and control of your relationship mindset. Don’t just talk about it. Do something about it. Develop your strategies today.

5. Relentlessly follow-up -Think about some of the recent networking events you attended and ask yourself the following questions:

a. From the 10-15 people you might of met, how many actually followed up with you by sending a note in the mail, an e-mail, or a phone call and said – “What a pleasure it was meeting you at the recent any-town Chamber of Commerce event”?

b. In fact, ask yourself the same question – How many did you actually follow up with a note, an e-mail, or even a phone call?

See what I mean? I told you so. Nobody is following up with anybody.

6. Be in a hurry – The biggest driving force in most countries continues to be speed. People want what they want, and they want it NOW! Take the moment and dance with it. Don’t wait to get better connected. And don’t wait to provide the support that’s needed now by the many people your meeting.

When you act on the environment, you being proactive and by being proactive, you’re generating excitement, energy, focus, and enthusiasm. Thus leading to greater success.

If most of your efforts are in the reactive mode, it’s simply a slower process and your generating fatigue, crisis management, thus often leading to failure.

7. Find ways to become more useful and resourceful to others – Simply stated, whatever you have done to satisfy anyone yesterday, it won’t be enough to satisfy them tomorrow. Make sense? Immediately look for no less then 6 ways that you can become more useful and resourceful to others.  Keep meeting people. The more people you know that know what to do next, and know how to get things done, the more useful and resource you will be.

8. Increase you frequency of interaction – Increased interaction brings increased cooperation with others. To many times people fail to follow up with people their meeting. If you can get up to 6 interactions with anyone, it’s likely you’ll have a good beginning for a relationship that will never end. (See suggestion # 5 for more comments to support this suggestion.)

9. Join a referral club – There is a distinction in the kinds of networks that exist. Go for the strong contact, referral giving groups. The BNI’s, LeTips and the newest and closely watched Gold Star Referral Club are for sure your best bet for the greatest return on your time and money invested.

10. Connect the Dots as often as you can (making the most from the Small World Phenomena) – When was the last time you heard that infamous expression – It’s such a Small World Isn’t It? – Keep in mind that the power in your networking efforts is always in the connection. And that the connection between you and the people your meeting, is never between you and the people you’re meeting. It’s between you, them, and something else that you have in common.

11. Increase the rewardingness – If you want people to act the way you want them to act, you have to increase the rewards of being and doing business with you. Whether it’s knowing more people, becoming a better listener, or even just putting in a toll free number to reach you, people will always respond to something they like and appreciate. Keep the rewards coming.

12. Take the Joy of Interaction to higher levels – Let’s face it. The reason why you love this thing called networking is clearly because of what I call – The “Joy of Interaction”. Isn’t it fun? I didn’t say it was productive. I just said it’s fun. So when you’re out interacting with others, consider bringing the following characteristics to the table – fun, excitement, passion, creativity, dependability, responsibility and support. Make it a joyful experience for the people your meeting.

13. Go after the relationship, not just the sale – This is the very reason why most people find networking so in-effective. There going after the sale. When looking to build your business, think relationship first.

14. Don’t manage people (manage the system) – Systems build business and are more predictable and reliable. In a networking environment, it’s very difficult to get people to do what you want them to do, and if you could, it would have to be with their own willingness to get it done. Stick to a predictable system that works every time.

15. Listen three times as much – When you speak, you learn what you know. When you listen, you learn what others know. The power has always been in the listening. Here’s a good question you should ask yourself – When was the last time anyone said – Thanks for taking the time to listen? If it’s been while, go back to work and become a great listener.

In fact, great listeners, have great connections.

When all is said and done

Stay focused, challenge your thinking and underlying beliefs, be more strategic, go after the relationship, connect the dots, make the connection, and always take the moment and dance with it.

Ron Sukenick is the Chief Relationship Officer and founder of the Relationship Strategies Institute, a training and Relationship development company that provides innovative, effective and relevant programs and systems for corporations, organizations, and associations. To learn more about the value of Relationship Development, visit his Web site at www.Ronsukenick.com . You can reach Ron by phone at: 317-216-8210, or by email at rs@ronsukenick.com

by Lillian D. Bjorseth

   This article was published in The Productivity Institute (PI) Newsletter

Want to make the most effective use of your networking time and dollars? Then hone your people-reading skills so you can network in the other person’s comfort zone.

Each of you is as unique as a snowflake, yet you also share similarities - enough so that behavioral characteristics can be grouped into four major categories. You might be thinking, “Oh, I took that DISC tool at work to help me communicate, manage or sell better. What’s the importance in networking?”

Glad you asked!

People-reading skills are pervasive throughout your interpersonal relationship-building activities:  when speaking with people at events, making referrals and communicating with them via email or the phone. Knowing how to adapt and flex to increase the other’s comfort level is sure to increase your success.

If you are a Dauntless (Dominance) and Indefatigable (Influence) style, you are naturally more assertive, fast-paced, outgoing and take-charge. It is relatively easy for you to meet and talk with others. As Supportive (Steadiness) and Careful (Conscientiousness) people, you tend to be introspective, pensive, quiet and slower-paced. You usually find business and social events more difficult, even a necessary burden at times.

You may be a combination of several styles and find yourself exhibiting different behaviors at different networking events. If you are nearly equal Indefatigable and Careful styles, you may be at ease and really enjoy certain events; other times you would rather be alone or may become irritated if the meeting is not organized and orchestrated to your high standards. You need to recognize and adjust to differences within you just as you recognize and adjust to differences among people. Each style has strengths and limitations.

Your behavior in networking situations may vary from that you exhibit in the office, e.g., that of a manager. Networking and interacting with strangers can be much more stress producing! That’s why I specifically created relationship-building applications.

Dauntless Networker

If you are a Dauntless Networker, you rush in where mere mortals fear to tread! No matter that you are a low-level supervisor and the other attendees are top-level managers. You dislike corporate hierarchies and try to ignore or work around them. You relish being number one even if your company has only one employee. If you are an entrepreneur, no one will ever know your two-year-old business has yet to make a profit!

At networking events, people feel your presence when you walk into a room. At meetings, you let people know your opinions. Others know you are someone to reckon with. You may overwhelm people with your confident, powerful style when they first meet you or try to rekindle relationships. Your high sense of self-worth, your powerful aura and your impression of “knowing it all” need to be kept within limits.

You are good at getting results. What others may question is how you accomplish them. Be more considerate of other people’s feelings, and the sky is the limit for you in relationship building … and your career.

Supportive Networker

A quiet, even-handed, steady approach pervades throughout your activities if you are a Supportive Networker. You are known for the calming effect you have on others. Your sincerity is evident through your handshake, your smile and your demeanor.

You are by far the best listener. Your “Tell me more,” “Go on,” and “What do you think?” prompts encourage others to open up to you and make them feel important; however, more outgoing styles may unabashedly take advantage of you!

You don’t want to knowingly hurt anyone’s feelings. You tend to be uncomfortable when the conversation heats up and would rather withdraw into your shell until any conflict blows over. If, however, you think you may be the cause of any ill feelings, you will approach the person to smooth things over.

Preferring the security of warm, friendly relationships, you like to avoid the unknown. Yet, as a Supportive-style business owner or employee, you know the benefits of networking and that occasionally you have “to take the plunge.” Your compromise is to seek a safe environment, which may mean talking to the same person for most of the event. It’s okay to talk with only two people; however, it’s also good for you to set a goal to slowly work that number up to three or four people.

How the Two Adapt and Flex

It is readily apparent that we could have oil and water mixing when these two styles interact. Here are steps the Dauntless person can take to make the Supportive style feel more comfortable. At all costs, avoid the “I am who I am. Tough.” approach that some Dauntless styles assume.
• Avoid your impulse to interrupt their slower, deliberate responses or finish their sentences.
• Draw them out by asking opened-ended questions.
• Introduce them to your acquaintances.
• Steer clear of confrontation.

Supportive people, take a deep breath, and:
• Be prepared for quick topic changes or incomplete sentences.
• Don’t take the brusque, blunt style personally.
• Use your naturally good listening techniques; you may learn from their creative, visionary outlook.
• Look them in the eye while they and you are speaking.

Lillian Bjorseth has worked with tens of thousands of people nationwide through her often life-changing programs based on adapting and flexing to improve personal and business communication. She can be reached at www.duoforce.com or www.greaterchicagonetworking.com

by Carl E. Reid

     This article was originally published in The Productivity Institute (PI) Newsletter

Whether you are looking for a job or running a business, giving out business cards is crucial to marketing your skills or services. Even as a job seeker, develop the mindset of running the business of YOU, Inc. Business cards speak volumes about who you are, what you offer and how serious you are marketing YOU, Inc. as a business. Oh! So, you have a resume and don’t need business cards. Can you carry 10 resumes in your wallet’ Do you or can you carry your resume everywhere you go’ A church bell ringing lets people know they are open for business. Your business card is your bell. Here are some proven tips using business cards to increase your chances of landing a job or creating a business opportunity.

1. Never leave home without them. Before leaving home, your checklist should be expanded to include business cards, as part of “do I have my wallet/money, house keys, driver’s license’” Any ‘per chance’ meeting is an opportunity to give out a business card. A morning run or a quick trip to the local store could be an opportunity to network. My wife and I always ask each other ‘do you have business cards’, before leaving the house. Make it a habit to carry business cards.

2. Insert a business card when mailing bill payments. Bills contain advertisements. Why can’t you advertise your skills or services the same way’ Insert a business card with your payment. You may not think a person in South Dakota who opens your credit card bill payment can help you. Never underestimate the power of networking. A movie, entitled ‘6 Degrees of Separation’ points out we are 6 people away from knowing someone of influence. You could be 6 people away from knowing the President of the United Sates, your favorite movie star or someone who is in a position to hire your skills or services. Each of us knows someone, who knows someone, who knows someone etc. Developing this powerful networking attitude will be a fundamental source of continued success.

3. Use proper business card etiquette. Whenever you give a business card, ask for a business card. When given a business card, don’t just take it and place it in your pocket. Make the person feel important by looking at their card for a few seconds. You might see something that could be a topic of discussion. Write comments on the card such as date, location and common points of interest. These comments will prove valuable when following up with that person. This also demonstrates a sincere interest in the other person. Then place it in your wallet. This lets them know they reside in a special place with you. “Skill with People” by Les Giblin is a book that expands on this approach. Make people feel important, in order to make yourself important to them.

4. Be generous. Give business cards out to everyone, including family and friends. Don’t let vanity stop you from giving out your last business card or giving 2 at a time to each person. I have met many people who have totally missed the purpose of a business card. I once asked a person for a second business card, so I could refer his services. His response was “I only have a few cards left and I need them”, as he looked again at his name on the card. Hoarding your business cards only makes your wallet feel full, not your bank account.

5. Ask for referrals. When giving a business card, people feel more comfortable when you ask; ‘I would appreciate a referral, if you know anyone that could use my services’. Don’t make people feel like they are on the spot. This approach disarms people much better than asking them, ‘is your company hiring” People naturally like to do favors for people. Saying ‘could you do me a favor by referring my services to someone’. This always places you in a better position with them. They will feel better about helping you. Give them 2 cards.

6. Maximize every “per chance” meeting. You never know when you might meet someone who can help you. Family or friends social events could produce unexpected encounters with people. Don’t discount those events. So you’re going to a birthday party for your friend’s kid. You never know who you might meet. At a family holiday gathering last year, I met someone that has been instrumental in developing our business this year. Who would have thought this could happen by giving him a simple business card.

7. Place yourself at the right place at the right time. Have you been to a job fair or business conference and been disappointed with the networking results’ Turn the tables around. Consider volunteering to help out at the job fair or other types of events. This puts you in a better strategic position for presenting your resume or business card. Company representatives might view you differently, if they know you are willing to go the extra mile in helping them make their presence easier to manage. Get involved by visiting Eventme.com, TheLunchClub.net, Craigslist.com or view the calendar of events for JacobJavitsCenter.com to place yourself in opportunities for giving out your business card. Volunteering for events has been a very successful resource for my business partner and I to expanding our business. Zig Ziglar, one of the most successful sales trainers in the world says “if you help enough people get what they want in life, you will get what you want in life”.

8. Use “In Your Face” follow up. Did you ever have a job interview or meeting with a recruiter, potential client or employer and wonder why they never called you back’ ‘Out of sight, out of mind’ is the operative phrase to remember. Today’s economic climate dictates you might be competing with 20, 50, 100 or more other people for the same position or contract. It’s quite a task for people to keep track of each individual meeting. So it’s up to you to give a person a reason to call you back. Immediately after a meeting snail mail a hand written note thanking the person for their time. Insert your business card. Now you’re in the driver’s seat in standing out from other people. If you get no response, do it again. Patience and persistence pays off.

9. Use promotions to promote ME, Inc. Newspapers often have stories of people being promoted to high levels in different organizations’ This is an opportunity for you. Consider getting some invitation size blank greeting cards. Use the Internet’s search capabilities to find out the address of the company’s executive offices. Send the blank invitation type card with a hand written note sincerely congratulating a person on their promotion. Insert your business card. For the cost of a 37-cent stamp, you have just made someone’s day and may create an impression that makes a person feel compelled to respond back to you. Make it a habit to do this once a week. Remember ‘6 Degrees of Separation’. You just never know . . . People open invitation type envelops faster than any others.

10. Brand yourself with a slogan. Print a slogan on your business card that answers the question ‘Why should I hire you’ Or “What makes you different from everyone else’” A catchy phrase or slogan insures people ALWAYS associate a company name with their product or services. People remember even after the commercial is over. That’s called branding. Companies pay big bucks to advertising agencies to come up with these lasting slogans. Consider doing the exact same thing on your business card. This is your insurance people remember you, after you meet. Don’t just put Hortence Smiley, Accountant on your business card. Add something like “Financial Services With Integrity”. A slogan makes all the difference between getting hired or not, because people will remember you long after a meeting.

Happy trails networking . . .

Carl Reid landed his first managerial position at age 16. Mr. Reid has over 40 years of business experience, including 26 years as an information technology expert. He is CEO of NetTECH Systems Reid & Associates, Inc..  Carl has been a professional blogger and social media expert since 2004. In addition to being a sought after speaker, he publishes Library of Congress recognized newsletter blogs www.SavvyIntrapreneur.com and www.iTechSpeak.com . Carl is Chief Operations Officer for Empowering Today’s (ETP) Network. Email: CReid3005@gmail.com - Tel: 201-222-5390

by David Gussin

   This article was originally published in The Productivity Institute (PI) Newsletter

Everyone should have a web presence. That said, the importance of the Internet for the majority of businesses is exaggerated. Being on page one of search engines will rarely make your phones ring off the hook. No doubt, being on page 1 of Google is better than being on page 2, 3, or 4, but to depend on that as the primary source of revenue for most industries, is a mistake.

It’s not just Google or other search engines or online social networking that you should depend on. If your picture was on front of a major publication tomorrow, in two days everybody would forget your name. Advertising, networking and promoting yourself and your business is about constantly working to get your name out there. You have to make the phone calls, you have to get out there and shake hands, you have to do the follow-up, you have to do a quality job when given the chance, than you have to wake up and do it again. The key to your success is your hard work, determination and perseverance.

“Determination and perseverance move the world; thinking that others will do it for you is a sure way to fail” - Marva Collins

Here are some tools and ideas that might help:

1) Blog.516Ads.com - While the Long Island information may not be relevant to the national audience, the concept of an advertising/community network is relevant. It’s about igniting business while doing good for the community – a major contrast to the mass media to which we’ve become accustomed. For example, instead of reporting on problems, advertising/community networks attempt to solve them. This is a major impetus for all types of networks. A walk for the March of Dimes or some important cause, for example, helps solve a problem while strengthening and enlarging networking activities. This is truly one of the beneficial advantages of a local and social network.

If your community doesn’t have an advertising/community network, consider building one.

2) Backpage.com – There’s Craigslist.org and Kijiji.com where you can place free advertisements. My favorite place to post free classifieds ads is Backpage.com. Owned by the Village Voice, it has some features that make it stand out including the ability to auto repost. For $3, it gets put to the top of the category 26 times, every three days. Backpage.com not only posts your classified but includes links for the last five. If you make full use of it, you can have six advertisements running simultaneously on one page.

3) HelpAReporter.com - HARO for short is a unique site with benefits and drawbacks. By signing up for HARO, on Monday through Friday, three times a day, you’ll receive e-mails with 20 - 30 inquiries from reporters across the country from many newspapers and magazines around the world. By simply responding to a reporter’s inquiry, you can find yourself in an article, sometimes “becoming” the article. It might also help brand you as an expert or begin generating a relationship with a particular reporter. The drawback is that the HARO inquiries are very specific and usually will be far removed from your area of expertise. As such, you might find that sifting through all of the inquiries is not worth the effort.

4) Yelp.com – This relatively new review site is receiving high search rankings. Take advantage of its rating system: review your fellow networkers and in turn, have them review you. Do it now! Down the road, Yelp’s operating paradigm could be flawed due to the threat (and problems) of negative reviews and manipulation. For right now, it’s still good. Use it.

One final tool: blogging and social media. A quality blog is an incredible tool for three quick reasons. 1. It’s easy to use, you can do it yourself and it allows you to keep your website up to date. 2. Search engines love blogs. A blog with quality information and active comments can greatly improve search engine rankings - particularly if your blog is in a localized area. 3. E-mails and newsletters that are sent out have a shelf life of one or two days, at best. By placing that same content on your blog, and offering an RSS feed, Feedburner or some similar feed, will allow your content to permanently remain on your blog while providing the means for anyone interested to automatically receive it. Remember that most major blog engines (such as Blogger, WordPress and WordPad) automatically trigger when updates are performed so that a high quality entry will not only trigger them but also help enlarge your network and reputation. Start blogging.

David Gussin is the creator of www.516ads.com, a rapidly growing advertising/networking community. David can be reached at david@516ads.com .

by Larry Sharpe

   This article was originally published in The Productivity Institute (PI) Newsletter

We’ve all been there, at some “networking event” where all the attendees can’t wait to shove their business cards in our face.  Shark on Shark networking!  Ouch.  No problem, we’ve read books that tell us how to give a great “elevator pitch”.  So, now we are prepared for success.  We can build a real network of relationships, right?  Nope!

This is not networking; this is cold calling in person.  It’s based upon the faulty (and very common) idea that you must get your message across in 30 (or so) seconds so that the person hearing it will be ready to buy from you.  While this sounds great, it is setting you up for failure.  If you are a talented enough shark you will get some clients, but most people will simply see you as a shark. You’ll be seen as a good “X” salesperson, not as a good person or friend.  When you change jobs, and YOU WILL change jobs, you will have to start over again.  How many times have seen the same guy hustling at another networking event, now with a new company?  He will be hustling until he retires, because he’s not building relationships.

So, how we build relationships?

First, attend events that meet often, at least monthly.  This way you can see the same people over and over and begin to become friends.  In addition, you can spend time with each person and create a real bond, instead of rushing to collect cards.  If you don’t get to them this meeting, there’s always next meeting.

Second, attend events where you are one of (if not the only) person who does what you do.  An example: If you are a PR person, stay away from PR/communication events and visit doctor associations.  This way you will be different and memorable.  In addition, you will be an assumed expert; since the attendees will see you often and hear you talk about your business often.

Third, speak about your business like you are just giving info, not like you are selling.  Bad example 1: “You can get placement in top magazines like, A, B and C.  Wouldn’t that be great for someone like you?”  Bad example 2: “I help companies like yours make PR work for them.  PR stands for Profits!” Good example: “Companies are using us to get positioned as an expert in the media so they can better validate their pricing.”   The top two examples will push people away.  The bottom one may actually draw them in. 

Fourth, treat NO ONE as a possible client!  Treat everyone as a possible referral source ONLY.  If you show them how to be a hero for their contacts, they are more apt to give you referrals.  In addition, if they see value for themselves, they will ask!  That means they decided to buy and were not sold.  This is a great basis for relationship selling. Also, MOST people are not your direct client, but most people are referral sources.  If you sell to them only, that’s nice, but if you get into their circles of influence, you’ve hit the mother lode.

Fifth, make your goal NOT to sell anyone, but to be memorable so you can follow up.  There are two secrets here:  1 – The more THEY TALK the more memorable you are.  2 – If your follow up fails, then your networking fails.  If you remember anything from this article remember these last two items!  They are critical.

Sixth, make your follow up NON business.  After the event do NOT send any marketing material!  Just send a nice e-mail and then ask for a meeting, a coffee, a lunch, etc…  The goal is to see how the two of you can work together.  If they are interested in buying your product/service they tell you.  Again, they have bought and haven’t been sold.  If that’s the case, you can set up a sales call.  If not, just get to know them and see if you can work together.  If not, no worries, you made a good contact that may be a good referral source, reference or possible client in the future.  You have just added someone who knows, likes and trusts you to your network.  Keep in mind, the more elite your client base is, the more they do business exclusively through referral!  The “elephants” always look for someone they know.

If you follow these tactics at every event, you will build a real network that will be there - on going.  Whether you change jobs or need help, they will still be there for clients, advice, referrals and/or even job offers.  This takes time, but is long lasting.  It is NOT cold calling in person, it’s real networking: relationship building!

Good luck!

Larry Sharpe is the Director of Neo-Sage, an influence training center in New York City.  Clients learn how to navigate relationships effectively in sales, customer service, negotiations and even in personal life.  It’s real psychology, not folklore.  He’s a Board Member of the Association for Corporate Growth, an Assistant Director for Business Networking International and a Guest Instructor at Columbia’s Graduate School of Business.  Please visit www.neo-sage.com for more info.