From the desk of Michael J. Hughes, North America’s Networking Guru. It’s time to assess where we’re going for 2012. Here’s my take on the top networking-related trends for the coming year.

1. Return of F2F. The explosion of interest and involvement in social networks has, in many cases, only served to confuse the marketplace about products or services. There is a resurgence of face-to-face contact as a powerful, productive business strategy. In fact, face-to-face networking is now considered a “differentiatior” that uses the human dynamic to positively impact context and credibility.
STRATEGY: for more success in 2012, implement a bi-weekly networking strategy that allows you to connect directly with your highest-value clients and prospects.

2. Rise of the machine. Having stated the above, there is to question that social networks have become an integral, necessary component of a personal marketing strategy. You cannot afford not to be visible and active online. However,  as social networks have matured, it has become obvious that their true benefit is not as an either-or networking option, but as a complement and contributor to accelerating client and professisonal relationships.
STRATEGY: In 2012, make it a priority to get online, get educated and get active.  Networking is now a holistic strategy that incoporates both online and offline activities as part of the relationship-building process.

3. Confirming networking ROI. Today’s competitive marketplace is forcing professionals to justify every investment. Joining a group or attending events without a proper plan and solid evidence of results is no longer acceptable. The opportunity cost in both time and resources is just too high. The good news is that networking is still your highest-return leverage strategy when used effectively.
STRATEGY: In 2012, invest more time and effort planning and preparing for networking success. Develop clear objectives and measure your progress on a monthly, even weekly basis.

4. Personalized value. The old adage of unique value as a benefit area is dead, as is the over-used analogy of being better by supplying added value. The new competitive difference lies in creating a value premise (or package) customized to each client’s situation and/or needs. The shift from delivering a value statement to discovering the value gap, and having prospects see you as the bridge, has now become your most important networking tactic.
STRATEGY: In 2012, commit to changing your networking paradigm from a self-focused agenda and make it “all about them.” I consider this trend and corresponding strategy a crticial success factor in the coming year.
 

5. The relationship factor. Professionals, entrepreneurs and corporate managers  agree that relationships are the basis for success in business and in life. Creating and nurturing relationships in today’s matrix-oriented, technology-driven world is now a required skill. Relationship-management is a social process that can be learned and managed. Networking, with its capacity to ignite and accelerate relationships, is the perfect resource for our time.
STRATEGY: In 2012, invest in building your networking skills. Your survival and future success depend on it.

6. Collaboration nation. The idea of being a unique entity is fast fading into the sunset. Consumers are now in the driver’s seat, with more options and opportunities than ever before. The business world is now a buyer’s market. How can you offset this shift in positioning and power? Networking creates connections and builds relationships. Entrepreneurs and business professionals are more open than ever to collaborating with trusted partners for mutual gain.
STRATEGY: In 2012, instead of seeing competitors at networking events or in the marketplace, explore how you both can benefit from working together.

7. Adapt, expand, innovate. We are in an age that defines constant change as “the new normal.” Geographic boundaries have disappeared, generational disparaties complicate our lives and the lines between work and home seem to be blurring. Rather than lamenting this brave new world, why not use 2012 to embrace it?
STRATEGY: Adapt your networking behaviour and tactics for this new environment, expand your networking reach by taking on new roles or adopting new resources, and commit to networking innovation.

BONUS: Here’s one final item on networking-related trends. Recent surveys confirm that, even with our expanded connectivity and the explosion of online activity, many people are feeling an increase in their sense of loneliness. Fight the urge to sit in front of your computer, perceiving that sending out requests-to-connect is networking. The real connections are waiting for you at the next networking event.

What’s your take on these trends? I’d love to hear your comments. Email me at info@NetworkingForResults.com

From the desk of Michael J. Hughes, North America’s Networking Guru. The major thrust at this time of year seems to be forging ahead and creating new goals. Seems to me we’re missing a huge opportunity to express gratitude for the people and things that have impacted our lives and our success. Every year at this time, I take the time to reflect on, and record, what I have to be thankful for. Here’s this year’s list:

My health. This area remains my personal priority, as it will allow me to continue to make the contributions I’m now capable of. I’m thankful I’ve accepted that discipline is the price of success in this crucial life category. I can’t stop the advance of my years, but I plan on going out kicking and screaming, fully used up.

My life partner. She continues to amaze and inspire me. The highlight of 2011 was completing a triathlon with my wife of 38 years.  Thank you Cheryl, this was one of my most satisfying life accomplishments, because we did it together. I’m looking forward to our next adventure.

My children. Jennifer (and Aaron), Jeff, and Jason (and Maria) continue to be a source of pride, on their way to far surpassing my accomplishments. Watching, and contributing to, their success is a great joy. Thank you for being who you are.

My “networking” passion. I am truly thankful to have found a passion to embrace. It has fueled my enthusiasm, funneled my energy and forced me expand my horizons. Through and because of it, I continue to grow. It has both enriched me and enhanced my life.

My legacy. I add this to my list this year not to be presumptuous or vain. I’m simply becoming more conscious that there are fewer years ahead than behind me.  I’m thankful I’ve had the commitment and courage to create a record of my learnings.

What’s your thankful list? I’d love to see it, not to make it public, simply to give you the opportunity to go through this powerful exercise. Simply email it to me at info@NetworkingForResults.com

wishing you peace, prosperity and even more success in the coming year,

Michael

From the desk of Michael J. Hughes, North America’s Networking Guru. In today’s business environment, face-to-face networking has increased in impact and value. Personal contact and the “human dynamic” have become a powerful differentiator in today’s complex and competitive marketplace. 

The lost art of social contact is now a required skill for business professionals and entrepreneurs. Success lies in becoming more comfortable and competent in the areas that will make the interaction more memorable and meaningful.  Are you following these new-economy business card guidelines? 

Be prepared. Make sure you have an adequate supply of business cards. Have them in a pocket or location that has easy access. Use a separate place to store incoming cards so you don’t mistakenly hand out the wrong cards. Have a strategy for those who won’t have cards (ask them to write their contact info on the back of one of your cards). 

Be respectful. Resist the urge to indiscriminately hand out business cards. You will be seen as less professional. The objective of networking isn’t to hand out business cards, it is to connect with others and build relationships. Accept that there is both the time and opportunity to get the other person’s card as part of every networking interaction. 

Be responsible. Networking acts as a catalyst for relationship-building. Your role as a competent, committed and caring professional is to take responsibility for this process. Rather than seeking to hand out a business card, focus instead on finding a reason to ask for the other person’s card. You can then offer yours in exchange. 

Be sincere. Too often, a business card exchange happens in the blink of eye, almost an after-thought as opposed to a controlled activity. Make the exchange more impactful by taking a moment to look at the other person’s card, reading the information on it and commenting on some area. This has the added benefit of helping to remember names, gain more information and qualify the opportunity.  

Be professional. Accept that getting a business card does not, by default, include permission to follow up.This should be addressed as a separate issue. Also, ask for permission before writing on the other person’s business card. Practice asking for a business card and make it part of every conversation; it’s expected and others will think more of you for asking.

What business card issues do you wrestle with? I’d love to hear about them. Simply email me at info@NetworkingForResults.com and I’ll respond with an answer to your problem.

From the desk of Michael J. Hughes, North America’s Networking Guru. Talk about hitting the wall. The number of out-of-office messages, delayed response times and lack of priortiy/urgency on many business-related issues is at an all-time high. Professionals focused on business development, marketing and/or sales, often lament that this is both infuriating and frustrating. Where has all the business gone?

Truth is, it hasn’t gone anywhere; companies are still operating, services are still in demand and there’s still a need for your products. The key to success over the seemingly slow summer season is to embrace it, kind of like steering into a skid on an icy road (how’s that for re-aligning your perspective).

Ludicrous as that sounds, it’s the key to success for “selling in summer”. Networking for Results incorporates a selling mindset. Networking doesn’t die during summer, it shifts its focus and its activities to leverage a different environment. Here are five Summer Networking-Related Selling Success Strategies:

Spotlight vs floodlight selling: the lack of formal networking dictates that there are fewer opportunities to meet others and find new prospects. Offset this by investing more time and effort connecting with existing clients or high-value colleagues. These invaluable resources will gladly share their contacts and supply new opporunities. What five people should you invite to lunch over the next few weeks?

Adapt your selling environment: the summer business climate is such that people, even the most hardcore professionals, have a different mindset. At this time of year, activities like golf, patio lunches and social events have more impact than trying to tie a prospect down to a formal meeting. Who should you contact to suggest a leisurely lunch in order to move a project forward?

Bridge the gaps: one of the main obstacles during the summer is the gap in the selling cycle caused by holiday absences. Rather than letting it get to you, leverage this reality. Research holiday dates and manage progress around absences. Discover alternate contacts and make it a point to connect with them, irrespective of your need. Which prospect should you call today to discuss how to deal with a holiday absence?

Find the hidden gems: despite the shutdown of many formal networking groups. There are a number of networking opportunities that remain active: referral groups are still meeting, organizations have summer events and clients need golf partners. Don’t buy into the “summer doldrums” fallacy. Fearlessly fight the urge to cocoon. What events can you attend in the next couple of weeks to prospect for new business?

Build for the coming season: all this being said, there’s no question that summer impacts the sales cycle. Why not look at this as an opportunity to secure clients, contracts and/or cash for the coming fall season? Accept that you can’t close the deal now and get confirmation (date, signature, decision) on moving a project forward. Which prospect can you contact to finalize agreement on a fall date?
P.S.: they may even be willing to make a deposit as part of the deal.

What summer selling strategies do you use to maximize results at this time of year? I’d love to hear about them. Email them to me at info@NetworkingForResults.com. I’ll even share them, giving you full credit, of course.
 

This week, I took in the latest (and final) episode of the Harry Potter odyssey. I must admit I was truly overwhelmed with the 3-D technology and special effects. The visual impact is both impressive and imposing. Harry’s latest adventure has him once again battling the forces of evil, facing overwhleming odds and a seemingly unbeatable foe. Does he win in the end? You’ll have to view it for yourself to determine the final outcome.

But underneath all the software, bells and whistles, isn’t this story really an analogy of life and how to live it? The movie’s message was expressed in one sentence from Harry’s mentor “in Hogwarts, Harry Potter, people get the help they deserve”.

Networking tip: The world of muggles works the same as the world of wizards. Work harder to be deserving of your clients’praise and your colleagues’ help, rather than expecting this will happen because they are on your side. It works for Harry and it will work for you.

P.S.: Want to automatically receive my insightful and practical email networking tips every week? Simply email me at info@NetworkingForResults.com or visit www.NetworkingForResults.com and sign up (and a BONUS, receive a complimentary copy of my Managing the Networking Process 12-page ebook).

Early morning reflections: up at 5:45 am, sitting at the table of the front lawn of our cottage, staring at the calm water, sipping my first coffee. Today’s the day! at age 62, I’ll be participating in my first triathlon. I’d like to say I’m focused, confident and ready to take on the world. Truth is, I have grave doubts about the swim and keep coming back to how I’ll handle this segment of the event. Finally, I decide to focus on two goals: survive the swim and finish in two hours.

Final prep: 6:15 am. I get my bag and go over all my equipment: swim cap, goggles, towel, bike helmet, shirt, running shoes & socks. I get out the race day instructions and go over all the info. My final meal is a banana. Wife Cheryl is up and getting ready. The rest of my family support team give me a thumbs up as I go back and forth, full of nervous energy, but refuse to get out of bed this early. Who can blame them? It’s 45-minute drive to the race location, and Cheryl asks how I’m feeling. I lie and tell her I’m feeling good, that I’m just going to enjoy the whole experience.

Pre-race activities: we arrive at the race site about 8:10 am. It’s already a hive of activity and organized confusion. We get my bike and walk it to the transition zone. I get my clothes lined up beside my bike. I meet up with my triathlon buddy and mentor, Walter Noble, who will be doing the same event. Next, it’s time to get my computer timing chip and the triathlete markings on both biceps with my bib number (69) and the back of my calves (left, event = sprint triathlon ST and right, age = 62). One last bathroom break before heading back to the transition zone where my small group of family and close friends have gathered to see me off.

Countdown to race start: 9:10. I start putting on my wet suit. It’s very tight and must be pulled over my bike shorts and zipped from the back. I don’t like it but feel I have to wear it. I finally get it on and add my swim cap, which gets a few of my support team giggling. Well, I guess I do look quite ridiculous. I pull my swim goggles over my head and am ready to go. At 9:20 I decide to go down to start line. Before leaving I go around the group, getting hugs and high-fives, I turn to go and hear “what am I, chopped liver?”. In my hyper state, I completely forgot to say goodbye to wife Cheryl. As I apologize and go back for a final kiss, the group are hooting and razzing me about this oversight. I’m on the side of the river at 9:20. This is this an in-water start so I need to swim across to the startline with all the other participants. I’m completely alone now and can feel the anxiety rising as I breast stroke across.

Stage One - 500m Swim: Check out my swim style. I get across the river and tread water, concerned about how much valuable energy I am using before even starting. I see some swimmers on the side and swim over to where rocks allow us to stand. The starter advises that my age group will be the second wave so I have another 10 minutes to wait. The first wave goes out at 9:35. I move out to the open water, waiting for our turn. There are now sixty-plus swimmers in the water, all waiting for the start signal. It seems we’ve been waiting for hours. Then, the horn blows and there’s water churning and splashing everywhere. I hold back to let the others get ahead. I start swimming, trying to keep my strokes slow to maintain my breathing. I see the first buoy ahead, meaning I’m one quarter done. I’m alone in the water now. Everyone else has gone ahead. Then I see the halfway marker in the distance. I can feel my energy draining and the anxiety rising. I decide to take a rest and float on my back, trying to control my breathing. I turn around and keep swimming, finally getting to the halfway mark. I now start the long swim back. I’m having a lot of difficulty now and take another rest. As I start back once again, I hear a noise like rushing water, then I realize that the next wave of swimmers has caught up to me They’re racing past me, literally running into, and over me. I try to get to the side to get out of their way but can’t seem to make it. Panic is setting in. One of the marshals sees me in trouble and shouts” Ithink you can touch bottom”. I’m able to feel some rocks on bottom. I take a few steps forward, regaining my composure. I’m now 10 metres from the swim finish, so I fight the urge to stop and finally make it to the exit station. I’ve never been so happy to get out of the water in my life. I survived. Objective #1 achieved!

Transition #1: I’m jogging along the footpath to the transition zone, distance of about 50 metres. I’m working hard to control my breathing and maintain control after my near-death experience. I see the spinning pinwheel Cheryl has taped to the bicycle racks, making it easier to see my location in the maze of bikes and equipment. Arriving at my station, I strip off the wet suit, put on my shirt, dry my feet and put on my socks, sneakers, helmet and bib belt. I grab my bike and run to the cycle start line.

Stage Two - 26k Cycle: See me in action. As I hop on my bike my family supporters are whooping it up and shouting encouragement. I have to smile as I start pedaling. It’s nice to know they’re with me. I’ve decided to take it easy until I can get comfortable with the pedal strokes and get my breathing settled. The road is well marked and the temperature is overcast and cool. We are a long line of single file riders, with the occasional “on your left!” as a cyclist passes. The roads aren’t closed to traffic so it’s important to keep vigilant. After a long 10 km straightaway, the road turns into a series of small hills, making it difficult to maintain my pace. My legs are getting sore and I find that, every once in a while, I have to rest my legs for a few seconds. As I turn into the final leg I  find the wind is now in my face, increasing the difficulty factor. The last few kilometers have hills and I arrive at the cycle finish line pretty wiped out.

transition #2: As I arrive at the cycle finish, the marshal makes me stop and walk my bike back to its home. I take my helmet off, grab my hat, take a drink and start towards the run course. All I can think of now is getting this over with.

Stage Three - 5k Run: My legs are extremenly heavy with all the lactic acid build-up. It’s now a question of keeping my legs moving in spite of the discomfort. Once we’re past the footpath, the course leads up to a couple of short, steep hills. As I get to the top, I realize I’m out of gas. I walk for a while until I can get my breath back, then resume jogging for a while. I’m forced to repeat this for most of the run.

Finish: I can see the finish line. Then I hear a cheer as my cohort of supporters see me come around the last corner. I pick up my pace for the final push. As I run past my group who are urging on the final few steps, I hear the announcer call out my name. I break out in a wide smile knowing I’ve accomplished a great feat. I cross the finish line into Cheryl’s arms and the congratulations of my close friends. I was sure I had taken much more time than I expected. In fact, when I asked what my time was, they told me I had completed the triathlon in 2:o6. I got a message from my daughter-in-law the next morning that my offcial time was 1:56:26 (due to delayed swim start). Objective #2 achieved!

Post Script: sister-in-law Christine advised me last week she wanted to do a try-a-tri on July 30th. I’ve agreed to be her “buddy” for this event. The journey continues.

From the desk of Michael J. Hughes, North America’s Networking Guru. Every time I sit down with a professional and discuss her/his success, we invariably zero in on a few key relationships that have been instrumental, even invaluable, during the journey. Initially, these are referred to as accidental or atrtributed to luck.

Further discussion, however, identifies a number of fundamental factors that created, caused or contributed to the outcome.  A few years ago, as part of my networking research, I stumbled upon a body of knowledge surrounding the role networks play in our universe and our lives.

Networks are all around us and are governed by universal laws. Becoming more aware of these “secret” network laws and harnessing their incredible potential can dramatically accelerate your ability to succeed in business and in life. Listed below are the Seven Natural Laws of Networks and a practical strategy for each.

I- Law of Consistency. Networks are scientific entities that have specific and predictable properties. Strategy: Become more aware of the power and potential of your networks (the “real” network of contact, colleague and client relationships that are all around you). They are your most powerful and productive asset.

II- Law of Interconnectivity. Every link in a network is automatically connected, directly or indirectly, to all other links by virtue of the network itself. Strategy: Your network is waiting to serve you. Be crystal clear about what it is you want and need, then communicate it consistently to your network.

III- Law of Random Growth. Networks are in a continuous state of random growth. Strategy: your network is growing every day. In the world of networks, there are no accidents. Are you seeing each new contact as the launch pad for a relationship that will become your path to future success?

IV- Law of Strength in Weak Ties. New network connections can often have more power to impact results than existing ones. Strategy: make it a point to seek and out and nurture new contacts. These people only see you in the context of your current situation (instead of all the history that may be hindering a new role or mandate)

V- Law of Preferred Attachment. Some network connections, because of their positioning, maturity or  influence, have far greater impact within a network. Strategy: Not all relationships are created equal. Identify the highest-value connections in your network, then prioritize your time and effort on these.

VI- Law of Context. The context of a network connection generally dictates its strength and positioning. Strategy: the foundational success factor of every important relationship is trust. Context (sense of familiarity, comfort and security with another person) is the easiest and most effective way to build trust.

VII- Law of Natural growth. Relationship-related networks follow the natural evolution process:  slow start, rapid growth and steady decline (unless renewed). Strategy: Relationships take time, require investment and need to be nurtured. You must take full responbisilty for growing the relationships that enter your life as networking contacts.

Would you like to know more about the Natural Laws of Networks? I have created a 10-page Executive Overview on this topic that has detailed information and specific resources to leverage each. Simply email me at info@NetworkingForResults.com to receive your complimentary copy.

I met Mark Hunter (aka The Sales Hunter) a number of years ago when he and I presented programs at a conference. We’ve stayed in touch and I’ve come to respect and appreciate his practical sales philosophy and proven selling strategies and tips. Here’s a sample of Mark’s reality-based perspective on a timely and important topic.

While sitting in a meeting, never take notes directly on your Blackberry, iPhone, Droid or other smart phone.

This applies for all professionals, but especially salespeople.  You might be the most amazing tech user the world has ever seen.  You might have the ability to type 40 words per minute on your iPhone — but that doesn’t mean you should do it.

The reason is simple — the vast majority of people will assume you’re bored and checking messages.   Older salespeople understand that this assumption exists, but I’m amazed at how many salespeople under the age of 30 don’t get it.

It doesn’t matter who you’re meeting with. Do yourself a favor and use a pen to take notes.

A general rule for any meeting is keep your iPhone, Blackberry or other smart phone on silent and put away.  There is nothing more frustrating than to watch another person’s iPhone vibrate with a new message while it’s sitting on the table in front of everyone.

I don’t care how big your ego is. Put it away.

There is an appropriate time to take it out, such as to check dates for the follow-up sales call or to verify another date.

A few tips on taking notes:

First, make sure you jot down notes on whatever the customer has to say.  Nothing will show them more about how much you value what they’re saying than by taking notes.

Second, taking notes allows you to be the one to recap the meeting.   If you can be the one to send out the follow-up email immediately after the meeting with your notes, you have the ability to influence the outcomes.

Third, it will help you stay focused.  When we take notes, we naturally have to concentrate more on what is being said.  This prevents us from losing focus or spending our time solely focused on what we want to say next.

What about an iPad?

Some of you reading this may be wondering how an iPad or other tablet plays into the process.  My answer is that taking notes on an iPad is OK, as long as you can meet the following three criteria:

First, you have to keep it visible so people can see you’re typing directly on a tablet.

Second, everyone else in the meeting must be at least technically comfortable.  By this I mean they have to see the value of technology and use it in their jobs.  If a person is leery of technology, the last thing you want to do is to whip out an iPad just as the meeting starts.

Third, make sure that as you use the tablet for notes, you do not page over to check email, etc.

Finally, make sure all alert features have been disengaged to prevent the nagging buzz or beep at the inopportune time.

Copyright 2011, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

Register to receive Mark’s weekly sales motivation blog and access his wealth of sales experience and expertise by visiting  http://thesaleshunter.com/.

From the desk of Michael J. Hughes, North America’s Networking Guru.  Are you as confused as I am about how online networks fit into your business or career strategy? It seems as if every day brings a new technology option, magic sofware solution or secret online success formula. How can you maximize your online presence as part of a personal marketing strategy?

I continue to be a proponent of the need, importance and value of face-to-face networking as a primary driver for business and career success. I truly believe this option has even more impact in today’s complex and competitive environment. But face-to-face networking, as a business or career-building activity, is limited by its very nature. The reality of personal marketing today is that online complementary, concurrent activities are available, even required, to sustain and strengthen the relationship-building process.

The secret key to effectively leveraging online presence as part of an overall networking strategy requires a radical shift in thinking and behaviour.  Rather than seeing online and offline (face-to-face) as separate activities, a concentric networking strategy encompasses a series of complementary activities that overlap, creating continuous communication and enhanced credibility.

The tactical application of concentric networking incorporates both face-to-face and online network benefits to exponentially drive the relationship process. Here are seven concentric networking tactics that will have an immediate impact on your results.

1. Invest in face-to-face networking. The over-abundance of available online options leaves many people confused and confounded, leading to anxiety and procrastination. As the most powerful relationship accelerator, face-to-face contact is now a clear differentiator. Being active in your local network carries a perception of higher value and increased trust. It can, and does, act as a key contributor when decisions are made.

2. Make social media part of the conversation. Include social media as part of your networking dialogue.  Ask about social network activity and involvement. By discovering your network’s network of choice, you will have an addtional option to stay in touch and gain more information about their issues, needs and interests. You will also discover which online networks will have the most value for you.

3. Get online on the big 3. Make it a point to have a profile on Linked In, Facebook and Twitter, which represent the lion’s share of online networking activity. Invest the time to get comfortable with these platforms. Each has its own culture and communication style. Learn how to use the technology: it’s a pre-requisite to success. P.S.: you’ll be amazed at how quickly you can become proficient with them.

4. Pick a social network. Rather than trying to be active on all social networks, pick one and build your skills and your network in this one arena. By being strategic and focusing on your local contact base rather than trying to explore global options, you’ll be more confident. Be consistent and set a daily or weekly schedule to check activity. Think of this as an on-going process. Build and maintain your visibility, especially with people you already know.

5. Leverage your social network as a relationship-building vehicle. You will be more successful more quickly if you focus on targeted connections. Invest more time and effort in developing options and seeking opportunities with existing conatcts and clients. Think of online networks as simply another contact point to discover and deliver value. Linking to new contacts on their network is an ideal tactic to demonstrate you care about them.

6. Use social networks as research tools. One of the main benefits of online networks is their capacity as research resources: information on prospects and competitors, who they are linked to, what their interests are and who they have relationships with. Technology can even allow you to explore pilot projects and run surveys or ask questions. You wil be amazed at how many of these options are facilitated by the technology.

7. Recognize the value of social networks as enterprise resources/assets. One of the most powerful, yet still relatively unexplored, areas of social networks is their value as an enterprise asset. The sooner you begin to build your online network’s size and scope as it relates to your business, the more you will be creating an appreciating asset that will add visibility today as it solidifies long term value.

Do you want even more information about Concentric Networking? Email me at info@NetworkingForResults.com to access a complimentary copy of my 30-minute audio program ‘Concentric Networking - a New Mindset and Methodology”.

From the desk of Michael J. Hughes, North America’s Networking Guru. I vividly remember standing in line, holding my dad’s hand, anxiously waiting for my turn on the ferris wheel at our local summer fair.  I was excited, apprehensive and mystified as I absorbed the cacophony of strange sights and sounds.

I can still see the man running the ferris wheel. In front of him was series of levers which he delicately worked to direct the ferris wheel’s progress, or stop it at the right time, allowing passengers to disembark and load. I was dumbfounded at how one small man could so effortlessly and easily control this gigantic mechanism.

That picture comes to mind every time I think of networks. Networks, like ferris wheels, have levers that, when activated, have the ability to manage progress and maximize results while reducing stress. These are readily available in every business, association or industry network. Which of the five network levers below are you using?

Membership lever. Many professionals see networking as an infrequent activity they participate in when the pipeline is low or they see an opportunity, like bees fluttering from flower to flower.  The problem with is that a one-off visit lacks consistency. Joining a network autmatically adds credibility. You are, by default, seen as trustworthy, by investing in the network. This accelerates your ability to grow relationships, the key to success.

Event lever. Attending events is a requirement for networking success. Events are the lifeblood  of a network. Connecting with others on an on-going basis not only leads to new contacts, it supplies visibility and the chance to renew or re-generate relationships. Implementing this one lever alone carries incredible leverage potential. Having stated this, it’s important to remember events have individual environments that attract different audiences.

Staff lever. This is one of the most under-utilized amnd overlooked network levers. Every network has an administrative or operational component. These resources could be paid staff or volunteer, that represent huge leverage. They have information and insights about opportunities and options that may not be apparent to you. Build relationships with these important network assets. They will then act as advocates and work on your behalf within the network.

Influence lever: Every network has an “inside” network, a group of influencers or power brokers who, because of the position, maturity or power, can act as levers to accelerate your success. Use one (or all) of the first three levers above to faciliate identtifying these invaluabale network resources. You can then strategically focus on relationships that can have greater impact on your required results.

Leadership lever: If networking is a leverage strategy, then optimal leverage is becoming more visible and demonstrating more value to the entire network. A primary premise to achieving this is to take on a leadership role. This investment has an exponential effect on trust,crediblity and perceived professionalism. Be warned, though, that this lever also carries a commitment. N.B.: A caveat to this lever is that you should ensure your leadership role is aligned with your professional value area, so others can relate your contribution to your professional capacity.

Want more information on how to activate and maximize network levers? Read about my real-life experiences with the Ottawa Chamber of Commerce, one of the oldest and most respected Chambers in Canada. My ebook, The Ultimate Chamber of Commerce Member Success Guide tracks my progress as I evolved from new member to Chair of the Board of Directors of this organization, the ultimate leverage strategy.