You can't afford NOT to read EXCELLENCE magazine! 
Fantastic NetMarketing tips and techniques, how-to's, home business 
help, and personal growth/success gems. It's YOURS, for
FREE, with no-obligation, just for visiting our site! CLICK HERE

 Subscribe to ATOM XML Feed
GROW WITH NETWORK MARKETING
for Selected Articles
       
                   ______________________

See my BLOG

GROW WITH NETWORK MARKETING

___________________

Blogarama - The Blog Directory

Article

Powerful Networking: Focus on building connections, not 
closing sales 

by Julie Chance 
(c) 2004 Strategies-by-DESIGN

You can find numerous references in the business literature 
about the importance of a company's mission. These sources 
emphasize that the mission is not to make a profit; that a 
profit is the outcome of and reward for fulfilling the 
mission. In the same sense, the mission of networking is not 
to gain business and close sales. The mission of your 
networking activities is to make connections, develop 
relationships, and help others. The outcome of these 
activities will ultimately be increased business. It's the 
reward, not the purpose. Matt Soltis, in his book Strategic 
Networking, says, "Although an early supporter of business 
networking, I became quickly disillusioned with it as a 
mainstay of my marketing plan. I found that something was 
missing from those long sessions of glad-handing and 
exchanging business cards. I had collected a pocketful of 
business cards but little else. 

"While I was analyzing my needs and talents it was pointed 
out by my personal coach that I had a behavioral style that 
lent itself to chatting, while listening took a back seat. 
How could I learn if I would not listen? 

"At the next opportunity to network, I intentionally 
listened, never interrupted, and found myself very 
interested in the other person's business. When I spoke, I 
asked questions, just a few, but selective so that they 
elicited answers about the other person's needs. I had 
stumbled on to the answer I was looking for. I wasn't there 
to find clients. I was recruiting others to look for my 
clients and pledging to reciprocate as I learned more about 
their business. I was participating in something I later 
described as strategic referral networking." 

So how can you approach networking from a prospective that 
ultimately leads to increased business? First, it is 
important to understand that developing a network is a 
process, and it is about building relationships. A key 
objective of effective networking is to find out about 
others - their concerns, problems, needs, and wants. Become 
a problem-solver and a resource. Listen for problems you can 
help others solve, either directly or by referring them to 
someone else in your network. 

Practice the fine art of questioning (and listening). Asking 
open-ended questions, and really listening to the other 
person's responses, is one of the most important networking 
skills. Some key questions or statements you can use to 
elicit additional information include: What would be an 
example of that? Please expand on that. Tell me more. How 
do you do that? Be curious. Develop a true interest in 
others, what they do, and what they need. 

Follow up and stay in touch. Developing a network is not 
about attending a bunch of meetings, having a meal, and 
going home. After all, the word "work" is part of "network." 
Remember, developing a network is a process. Ivan Misner, 
founder of BNI, describes networking as a process of 
developing visibility and credibility. Only then will your 
activities lead to profitability. It may take as many as 
five to 15 contacts with an individual over a period of 
weeks, months, or even years to develop the kind of 
visibility and credibility that leads to profitability. 

Look for ways you can support your network members. It's not 
always about doing business with or even referring business 
to them. Some ways for you to support your network members 
include: 
* Posting their information on your website or in your 
newsletter 
* Inviting them to speak at an organization in which you 
are involved 
* Doing joint promotional projects with them 
* Distributing their information 
* Nominating them for recognition and awards 
* Inviting them to attend events with you 
* Arrive early, stay late, and get involved. 

Take a leadership role in the organizations you are involved 
in. It's a great way of becoming more visible and developing 
greater credibility with a larger number of people in a 
shorter amount of time. 

Focus on giving, not getting. If you look for ways to assist 
others, you will be rewarded for your efforts both directly 
and indirectly in unexpected ways. 

Don't keep score. "Successful networking is never about 
simply getting what you want. It's about getting what you 
want and making sure that people who are important to you 
get what they want, too," said Keith Ferrazzi during a 
January 2003 interview for Inc. magazine. Or as Sandra 
Yancey, founder and CEO of eWomenNetwork quotes her mother 
as saying, "Give without remembering and take without 
forgetting." In addition to the ultimate reward of 
increased business, effectively developing your network will 
bring you: 
* Different prospectives 
* Information 
* A support team 
* Connections 
* Strategic alliances 
* Access to resources 
* Advice and Ideas 
* More potential solutions 

In his book, Soltis points out another value of networking: 
the ability to bring your clients value-added relationships 
through referring them to the right individuals to help them 
solve all of their personal and business dilemmas - whether 
it is a tax question, temporary housing, or a place to board 
an exotic pet. 

As you determine the role that networking plays in your 
business-building strategies, ask yourself these questions:

How can I assist the members of my network? 
What are their needs? 
What resources can I bring to them? 
What connections can I help them make? 
What can you expect if you put in the time and effort required 
to develop an effective network? 

To paraphrase Yancey, from her CD, Increase Your Net Worth by 
Developing Your Network: A strong network brings the power to 
make things happen and provides a safety net when things
aren't going so well. 

--------------------------------------------------------------------

Julie Chance is president of Strategies-by-Design, a 
Dallas-based marketing consulting firm specializing in 
marketing programs including marketing coaching for 
professional service providers. If you are interested in 
additional information about how to develop more leads, turn 
those leads into loyal customers, and obtain a greater 
return from your marketing investment, Julie invites you to 
sign-up for their free marketing tips newsletter at 
www.strategies-by-design.com.

--------------------------------------------------------------------