7 Ways to Maximize Long Distance Business Relationships

building relationships, Building trust, Networking as a marketing strategy, online networking No Comments

Technology and the global mindset are prompting more and more companies to increase their reach into new cities, markets and countries. Whether because of an expansion strategy, merger/acquisition opportunity, or some other innovative marketing concept, long-distance relationships are becoming the norm.

Being dropped into a leadership role where the team is scattered across different time zones can be difficult enough; when you add geographic disparities and culture, it can be quite overwhelming. The key to success is focusing less on results and more on relationships.

1. Do your homework. Whether it’s a colleague in a different country or a team spread across a continent, technology (e.g. LinkedIn) offers a number of options to gain more insight into their background, competencies and interests. This is a quick and easy way to get a head start on relationship-building, no matter where the other person is located.

2. Expand context. Even though business is the launch pad for your relationship, it’s not enough. Exploring and expanding areas that you both have in common and finding areas of complementary interest will always accelerate the relationship process. This is even more important because of the lack of a face-to-face interaction.

3. Balance communication frequency. Early on in a relationship, more communication is better. Once the relationship stabilizes, it can be sustained with less frequent contact. Take charge of the communication process by making sure that every interaction includes a next-contact component. It’s your primary measure of relationship growth.

4. Humanize communication. Long-distance communication is often technology-based, which can be curt, cold and over-structured. Learn to craft messages that reflect emotional content. Take the time to incorporate a personal perspective. Review your email or text message to ensure the other person feels a personal connection.

5. Emphasize communication quality. When it comes to a long-distance relationship, the quality of your conversation will determine the trust level. Wherever possible, try to expand electronic communication by adding other options (e.g. phone, Skype) that allows you replicate the live interaction experience. Doing so will exponentially drive communication quality and have a positive impact on trust.

6. Over-deliver. In a business-focused long-distance relationship, delivering on your commitments and obligations is the main way to earn trust. The lack of human contact needs to be counter-balanced with a strong sense of professional competency. Professional trust is the precursor to personal trust in a long-distance relationship.

7. Contribute. Long-distance relationships require more time, investment and energy. It’s easy and convenient to simply focus on getting the job done and moving on. But this unique environment can open doors to new experiences and opportunities. Why not embrace this brave new world and seek to contribute the lives of those you connect with?


Michael Hughes is known as North America’s Networking Guru. Find out more about him at www.NetworkingForResults.com and download a complimentary copy of his 12-page ebook Managing the Networking Experience.

Is Face-to-Face Networking Dead?

building relationships, Building trust, Business-building, Job or career search, Networking as a marketing strategy, Networking for sales success, networking in your association No Comments

Technology, the economic downturn and shifting social attitudes have all impacted networking in the last few years. Some have even surmised that face-to-face networking is declining in both impact and importance as a contributor to sales and business-building success. After scouring the internet and consulting with a number of trends experts, here’s my take on networking today and in the future.

Networking is alive and well.

The Mark Twain quote “rumours of my death have been greatly exaggerated” is quite appropriate. Rather than lessening in value, networking seems to have increased in importance and impact with all the extraneous factors that have come into play. A recent survey (GrowBiz and Zoomerang) concluded that 86% of business owners said word-of-mouth is important, with 70% citing in-person networking as their primary strategy. Networking is, indeed, alive and well.

Networking and the maturing of social media.

The myth of social media replacing the need for face-to-face contact has dissipated, with social media strategies accepting the reality of incorporating and intertwining online and offline marketing options. The social network phenomenon is gravitating to its true value as a component and complement to the interpersonal relationship-building process that drives our lives and determines our success.

Networking and technology overload.

More and more professionals are committing to “disconnect to connect”; turning off technology and allowing themselves to interact with others on a more personal and intimate level. By choosing to eliminate the distractions and interruptions technology brings, they are accepting the true impact of interacting with others and accelerating the relationship process. B2B and B2C has evolved to B2P (business to people), where it’s been for hundreds of years.

Networking and the trust factor.

There is no question that we have become more cynical and cautious. With up to 80% of people now researching purchase decisions online and the multitude of options available, how do we choose? There is no more powerful differentiator than connecting with others in real-time to share your passion, competence, integrity and professionalism. Building trust is, and has always been, a face-to-face activity. The lost art of social contact is becoming the difference maker in our multiple-choice market.

Networking and business strategy.

The economy continues to impact where we commit our resources and how we deliver our products or services. Every investment must be managed and measured. Networking continues to be the single most cost-effective sales and business-building strategy in today’s complex and competitive environment, but only when it is utilized strategically, to access and leverage the right network, with the right strategy for the right outcomes.

Now, go work your network!

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Michael Hughes is known as North America’s Networking Guru. To get more info about his services or to have him speak at your next meeting or conference, visit his web site at www.NetworkingForResults.com or email him at info@NetworkingForResults.com

5 Secret Relationship Keys that Accelerate Small Business Success

building relationships, Business-building, Generating referrals, Networking as a marketing strategy, Networking for sales success No Comments

As a small business owner, it’s essential to recognize that, even in today’s wired economy, there is a simple solution that delivers all the elements of a successful small business marketing strategy. I said simple, not easy.

This secret strategy, simplistic as it sounds, is rooted in the most basic of business axioms: the majority of business success comes from, or through a small group of satisfied clients and helpful colleagues.

Your most valuable and valued asset as a small business owner, today more than ever, lies with the customers you have (or have had) and the professional relationships you cultivate. Implement these practical, proven strategies to better leverage relationships:

1. Over-deliver value to clients. Your clients make the ultimate commitment by sharing their hard-earned dollars in exchange for your product or service, in spite of all the choices they have. Ensure they walk away perceiving they received more value than they expected or anticipated. As well as being more confident about your relationship with them, you’ll be unleashing an all-too-often under-utilized resource that will have you standing above your competitors.

2. Leverage client relationships. Your clients represent your most powerful asset and your most productive resource. Confirm their satisfaction and collect client testimonials. Then, invest more time communicating with them to discover additional needs or requirements. Ask about their lives and what their interests are. By building your relationships with them, they will think of you first, even when bombarded with advertising about others.

3. Exploit the network effect. The majority of your “best” clients have similar traits and characteristics: where they live, what they do or what they like. Make it a point to ask about these important life categories. When you confirm one or a number these, check what groups or networks they belong to. This may represent a tremendous opportunity for you if you can access, then leverage this group of like-minded people. Why not ask to attend the next event they attend? What a perfect opportunity to get introduced to other like-minded individuals.

4. Invest in creating advocates. You have a network of partners and stakeholders who support and interact with you on a daily basis. Think in terms of your accountant, banker, professional colleagues or business neighbours. What have you done lately to incent these powerful resources to promote you to their contacts and networks? Referrals are reactive. Become the professional others think of first when it comes to your product/service, by contributing to their lives in some way. The principle of reciprocation is one of the powerful forces in the universe. Put it to work for you.

5. Focus on the five percent that matter. Research has consistently proven that a core network of relationships contribute the majority of our results in business and in life (roughly about five percent of your relationships). As a Small Business Owner, make it your mission to identify and nurture these high-value contacts. Once you’ve established who they are, make them a priority and invest more time, energy and resources to remind them of your value. Find a way to continually contribute to their success. They’ll be happy to refer to their family, friends and clients

Accelerate the success of your small business by:

• Confirming client satisfaction and collecting testimonials.

• Invest time to gain a greater insight into lives of your clients.

• Commit to asking about your clients’ networks and tap into these opportunities.

• Keep a written list of your highest-value relationships and invest in maintaining them.


Michael Hughes is known as Canada’s Networking Guru. Find out more about him at www.NetworkingForResults.com and download a complimentary copy of his 12-page ebook Managing the Networking Experience.

Networking Power Tips: Follow up – The Complete Recipe

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The majority of entrepreneurs and business readily admit that they don’t follow up. In fact, surveys have confirmed up to 90% of people don’t follow up after a networking interaction. Yet, without following up, the spark created by the conversation will wither and die. There are three key components to a pro-active approach in following up and each has a contribution to make to overall success.

1. Preparing for Follow Up Success.  In order to gain maximum return of your follow up strategy, it is possible and necessary for you to prepare some areas of your upcoming networking interaction. This will make it easier for you to manage and lead the relationship-building process. Review these tactics to ensure you are properly prepared for following up.
Prepare your attitude. Appreciating that others want to meet positive, enthusiastic people is a key ingredient to follow up success. Develop and maintain a positive attitude about meeting others. Be sincere about finding out more about them and actively pursue how you can be of service to them.
Clarify your focus. Continually clarify your focus about who you want to meet and how you can bring them value. This will be extremely helpful in knowing who to follow up with. It will also be useful in allowing others to be helpful to you in more ways.
Practice your communication. You can facilitate follow up by preparing and practicing different parts of a conversation. Have an effective positioning statement and review three questions you can ask others to stimulate conversation and immediately begin building the relationship.

2. Maximizing an Initial Contact. Every person you meet has the potential to help you. Your mission is to discover how, even if this is not always obvious during an initial conversation. It may be necessary to create the opportunity to meet again. Check the following techniques and see how you can create more follow up during your initial communication with others.
Have a follow-up plan. Presume from your first moment of contact that you will want to follow up with this person. As your conversation continues and a need or issue arises, you can use a piece of information gathered earlier in the discussion to create a follow up contact. Look for common issues: Many times a networking discussion will uncover issues or interests that are common to both parties. This is an excellent reason to suggest a follow up meeting to explore the topic in more depth.
Expand a point of view. We all have a point of view, especially on topics that are important to us. Discovering what your conversation partner feels strongly about will perhaps allow you to suggest a follow up meeting to find out even more.
Enjoyable conversation. Sometimes we meet others and there is a strong connection. Compatible personalities often develop a powerful synergy. When you feel this synergy, suggest a follow up meeting. No other reason is necessary.
Interest in product/service. We are all consumers. As the discussion progresses, you may develop an interest in the other person’s product or service. When this happens, a follow up meeting becomes a natural extension to the networking conversation.
Specific information. Every conversation contains opportunities to help others. You will often find that you may have information that can be helpful. Sharing this information or suggesting a follow up contact to pass it on are excellent strategies to meet again.
Offer help. Nothing has more impact than a concrete action. Watch and listen for the other person’s pain and passion. Then find a way to offer help in either area. Simply offering is powerful but actually contributing to others will almost guarantee a follow up contact.

3. Managing On-Going Contact. A follow up contact creates an excellent opportunity. It confirms that the other person has perceived a value in your initial contact, and sees a benefit to meeting or communicating with you again. This is the step in the relationship process that is mishandled by most sales and business professionals. When you create, or are offered a follow up contact, use the strategies listed below to make sure you maximize all the benefits possible from a pro-active approach.
Genuine appreciation. One of the most powerful ways to maximize a follow up contact is to demonstrate your sincere appreciation for the opportunity being offered by the other person. Too often we take for granted the precious gift of another person’s time. Make it a point to acknowledge how much you appreciate their investment.
First of many steps. Relationships take time to develop and nurture. They require an investment of time, effort and energy. This normally happens over an extended period of time. By seeing your current contact as part of an on-going process you will resist the temptation to push yourself onto the other person.
Sincere curiosity. There is nothing more flattering than someone who is sincerely curious. Actively demonstrating that you are interested in the other person is one of the most effective ways to build trust and solidify a relationship.
Outward focus. Many people mistakenly try to use follow up as an opportunity to find more ways to convince others about their product or service. Follow up is an active part of relationship-building. Make this step a meaningful component by becoming a better listener and asking more questions.
Value. Use every conversation to discover new areas of value, for both yourself and the other person. Once you have discovered an area of need or a source of concern, you have created an opportunity to bring value. Find a way to help them solve a specific problem or achieve particular objective. This is where you can demonstrate the difference in your character and make the relationship even stronger.
Next contact. Each meeting or communication with a contact is a precious and powerful vehicle. As you dialogue with others, evaluate the conversations to elicit information, needs and issues. You will discover that others will want to meet with you again. Use each contact as a stepping-stone to the next phase in the relationship process.

These three components work together to stimulate and support the relationship process. When they are done sequentially and concurrently they build trust, establish value and set the foundation for mutual contribution; the ultimate reward of this investment. Which of these areas do you need to improve in the 30 days to accelerate your networking results?


Michael Hughes is known as North Amerrica’s Networking Guru. To find out more about him and receive a complimentary copy of his ebook “Managing The Networking Experience”, visit his web site at www.NetworkingForResults.com.

12 Networking Hacks that Dramatically Drive Results.

building relationships, Business-building, follow up, Job or career search, Networking 101 - The Basics, Networking as a marketing strategy, Networking for sales success, networking tips No Comments

Networking is an activity that every professional is involved in, both formally and informally. How can you accelerate the results you want and need? Here are the top networking hacks you can use to help you minimize your effort and maximize your results.

1. Find the 5% that matter. Networking, in its purest form, is a strategic exercise. Knowing who to connect with allows you to zero in on the highest probability candidates for your product/service (about 5% of any network), allowing you to meet the right people by design as opposed to by default.

2. Be in the right circle. One of the biggest networking myths is that activity drives results. In reality, focus is the most effective factor in determining success. If you’re in the right network, you will eventually find people who want your product or service, even if networking isn’t your strength.

3. Use verbal judo. In martial arts, technique is more important than strength. It’s how a seemingly weak athlete can easily take down and submit a stronger opponent. You can do the same during a conversation by using “Tell me about…” It takes all the pressure off you and opens a conversational void most are happy to fill.

4. Cultivate this quality. One of the most powerful personal characteristics is sincere curiosity. It will separate you from the pack and help others perceive you as more personable and professional. It’s simple, but it isn’t easy. It takes intention, being in the moment and paying attention to a conversation partner.

5. Get the right ammo. Your key objective when networking is to get the other person’s contact info. It’s your most powerful ammunition to keep the relationship moving forward. Others anticipate and expect it, and will think you more professional for asking.

6. Find a link and leverage it. Even the briefest networking conversation can be converted into a relationship. All you need to do is listen better and ask more questions. Then, when you hear a topic or area that links you both, use it as a lever to re-connect and push the relationship forward.

7. Realize what others are really asking. Almost every networking conversation includes the question ”What do you do?” You need to realize that what the other person really wants to know is your value, not your life story. Prepare a 15-word elevator pitch that communicates your target market, primary benefit and the results you provide.

8. Cut to the chase. Most professionals have no idea how to communicate their value. Many will ramble incoherently about information that only confuses and annoys. You can bypass this whole issue by asking “Who are you looking to connect with?” It immediately unlocks the right info.

9. Eliminate the rejection factor. The single biggest business-related networking issue is failure to follow up. In fact, over 90% of professionals say they do no follow up (mostly due to fear of rejection). Minimize this effect by asking “Can I follow up?” before the conversation ends.

10. Shorten the leash. While networking can ignite a relationship, it cannot sustain one. On-going contact does that. That’s why following up is crucial. The sooner you re-connect with a conversation partner (ideally within 6-12 hours), the easier the relationship process will accelerate.

11. Hedge your bets. It is a fact that not every person you meet will do hire, refer or do business with you. However, if you can discover a way to contribute to their business life, they will remember you and work on your behalf. Use the five minute rule to help you take action when you see an opportunity to contribute: If it can be done in five minutes, do it now.

12. Take the long view. Relationships take time, need to be nurtured and require investment. Commit to growing a relationship for 90 days without expectation of reward. Then evaluate your situation and either re-commit or cut bait.

Remember: Networking is a skill-based activity. These twelve hacks can help you accelerate your networking success, but they also involve skills that take time to develop. Which one should you work on this week to drive your networking results?


Michael Hughes is known as North America’s Networking Guru. To get more info about his services or to have him speak at your next meeting or conference, visit his web site at www.NetworkingForResults.com

 

I made her cry, yet she still thanked me!

building relationships, Business-building, Miscellaneous, Networking as a marketing strategy, Networking for sales success, networking tips No Comments

In the fall of 2014, I was engaged to deliver a workshop in eastern Canada. A few weeks prior to the event I received an email from someone in that city. She was a successful entrepreneur interested in building a speaking business.  She wanted to meet with me about this dream. This isn’t an unusual request and I am always happy to share my experience and expertise.

We met after my session and I spent about 30 minutes with her. She was bright, enthusiastic and quite excited about pursuing her speaking career. She had some specific questions about the speaking business and her direction. I felt I was polite, professional and supportive. I walked away feeling good about the conversation.

Three months later, my wife and I attended a speakers’ conference. Arriving the evening before, we decided to grab a drink and catch up with a number of my speaker friends. Walking into the lobby, the first person we met was this same young lady, who was chatting with two colleagues. When we introduced ourselves, she promptly announced to the group “This is the man who made me cry.”

I must admit to being taken aback by the comment. My wife was looking at me as if to say “what did you do to this nice young lady?” I was speechless as she recounted the details our meeting. She said that my questions put her into a state of high anxiety and, rushing back to her car, she broke into tears. She phoned her local business mentor and tearfully shared her experience.

She did admit that our meeting forced her to come to terms with some difficult decisions she had been contemplating, not the least of which was to attend the conference. She ended her diatribe by saying she was much better off for our conversation and appreciated my comments. I walked away feeling somewhat better but still a little depressed about the whole encounter.

My young protégée ended up sharing her story a number of times over the course of the conference. I got comments from colleagues who mentioned similar recollections after having had a mentoring conversation with me. By the end of the conference, I accepted the fact that I have a tendency to, when asked, find the right question or identify the right direction, even if it’s not what others want to hear.

Last week, the same young lady in the story above sent me the following email message.
SUBJECT LINE: All thanks to you.
Michael,
Thank you for making me cry. It made me realize that I needed to concentrate more on the speaking aspect of my business. Although I am sure you didn’t intend to upset me, you gave me the push that I needed to get going. I am proud that since I met you I have accomplished:
–          Registered my speaking business
–          Use a CRM online system
–          Joined CAPS!!
–          Designed a website: www.kristatwalsh.com
–          Designed a Facebook page
–          Raised my rate
–          Wrote a keynote
–          Incorporated my keynote into my Networking sessions
–          Booked four sessions this month with more to come.
I can’t thank you enough. I am excited, motivated and truly believe that I am taking the correct path for me.
Your kindness is appreciated.
Krista T. Walsh, CFCP

Are you stuck in your business or your career? Let’s talk. I may make you cry, but chances are you’ll walk away with an idea, insight or information that will propel you to the next level. Maybe we can even work together to help you get there.  Email me at info@NetworkingForResults.com with “CRY” in the subject to schedule a conversation

Networking Power Tips: 9 Ways to Conclude a Networking Conversation

building relationships, Building trust, Business-building, follow up, Job or career search, Networking 101 - The Basics, Networking as a marketing strategy, Networking for sales success, networking in your association No Comments

So you made a good first impression, identified some common interests and agreed on follow-up. Now is the time to conclude the conversation in an effective way and move to new opportunities, but how do you accomplish this with professionalism and poise?

Unfortunately, most people don’t realize that a networking conversation is really part of a process. They don’t accept that these interactions have a natural and normal conclusion, and that managing it effectively increases the impact with a conversation partner. Here are some practical, proven tips to maximize this important transition point.

1.Accept reality. Conversations end, just as life does. Very few people seem to know how or be comfortable with concluding a networking conversation. You can greatly help others by managing this portion of the process and making it easy for them.

2. Watch for signs. Usually there will be a lack of conversation or a loss of interest in the topic being discussed. When this happens, it means that the energy and enthusiasm of the contact is waning. Become more aware when this happens to better manage the process.

3. Decide to act. Recognizing that there is no further value to the conversation can be a signal to either re-stimulate the discussion or change conversation partners. Identifying this issue and taking positive action is both beneficial and necessary.

4. Consider your partner first. Although some situations allow for a quick exit, remember that it is bad manners to simply conclude a conversation, leaving the other person standing alone. Consider their feelings before using this tactic.

5. Summarize the discussion. When you see no further benefit for either party, you can summarize the conversation and indicate you want to move on. You can also at this point indicate that you wish to allow the other person to meet others.

6. Create a follow up opportunity. As the networking interaction ends, it is usually an excellent point to suggest a follow up opportunity, using an issue discussed earlier in the conversation and requesting a business card.

7. Thank the other person. One of the most important and overlooked parts of concluding a conversation is to take the time to thank the other person. This demonstrates integrity, respect and professionalism.

8. Expand the conversation. Sometimes it is just as beneficial to bring another person into the conversation. This allows a change in focus and can allow you to more easily move to another conversation without feeling you have abandoned the other person.

9. Change locations. If you don’t want to abandon your networking partner but want to create some new enthusiasm in your conversation, perhaps you can ask him or her to come with you to another location such as food table, or to join a larger group,

Successful networkers prepare for success. By creating and developing more options to conclude a conversation, you will be perceived as more professional and personable, which has a direct impact on trust and the relationship-building process. Do you have specific question about concluding a conversation? Email me at info@NetworkingForResults.com. Let’s chat. I can help.

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Michael Hughes is known as North America’s Networking Guru. Find out more about him at www.NetworkingForResults.com and download a complimentary copy of his 12-page ebook Managing the Networking Experience.

5 Networking Secrets that Leverage Centers of Influence

building relationships, Building trust, business-building, Business-building, follow up, Generating referrals, Job or career search, Networking as a marketing strategy, Networking for sales success No Comments

We all have centers of influence. We know who they are and how they can affect our business, career or life. Yet, we continuously struggle to make the most of their power and potential.

One of the keys to maximizing centers of influence depends on how quickly, and how well, the relationship develops. Follow one or more of the strategies listed below to accelerate the process and reap the benefits these valuable relationships have to offer.

Focus on the process. Relationships follow a natural and defined process. It usually takes time and a certain number of contacts to feel comfortable with another person.
Instead of keying on the results you want, look to manage the process. There are six phases in the relationship-development process. By becoming more aware of them, you can have a direct impact on each. This is especially important when dealing with centers of influence who can offer major benefits.

Use a structure. We all lead busy lives with too much to do and too many people to keep track of. Discovering, developing and leveraging relationships with centers of influence is a priority as well as a critical success factor in business and in life. Using a specific structure to manage and track your highest-value relationships is a necessity. Develop a structure, either on paper or using technology, to keep the process moving forward for mutual benefit.

Be pro-active. We humans are social creatures. We are enamored with the relationship process. Too often, we rely on it to be self-directed. This can be enjoyable but does not help us achieve the results we want and need. Presume every conversation with a center of influence will require a follow up contact. Continually look for opportunities to confirm another meeting, create more value or bring an additional benefit.

Build trust. Trust is the single most powerful characteristic in a relationship. It is the foundation of every important relationship in your life. It can, by itself, be the stimulus to having others help you achieve your objectives. People perceive everything we do to be either for, or against, them. Discovering ways to demonstrate your trust in others, especially centers of influence, can have major effect on their willingness to help.

Clarify your objectives. You’re either working your plan, or you’re working someone else’s plan. One of the main reasons why others are not more helpful to us is that they are unclear as to how they can be of service. Evaluate each center of influence and clarify your needs from each .The more specific and selective you are, the easier you will make it for them to help you. This way, both of you will gain from the result.

Relationships take time, need to be nurtured and require investment. This can take weeks, months, or even years. Are you investing the right amount of tome effort and energy on these invaluable resources? I’ve spent the last 20 years building better relationships. If this is an area of concern or opportunity for you, contact me at info@NetworkingForResults.com. I can help.


Michael Hughes is known as North America’s Networking Guru. To get more info about his services or to have him speak at your next meeting or conference, visit his web site at www.NetworkingForResults.com

 

 

7+1 Proven Strategies to Drive Revenues Every 90 Days

building relationships, Building trust, Business-building, Networking as a marketing strategy, Networking for sales success No Comments

This time of year is fraught with miracle programs that promise overnight results with little effort. The truth is that the universe only rewards singular focus, consistent effort and persistent progress. Here are strategies I have implemented that have produced tangible results.

1.Double Your Learning.

Don’t just read a business book, focus your learning on an area that will have a direct and dramatic impact on your competence, your confidence or your results. Just think what investing 90 days in one area of your business, your skills or yourself would do for your results.

2.Double Your Personal Marketing.

You are your most powerful marketing resource. When you strategically position yourself in a leadership role (network, project, environment) you exponentially drive your visibility and credibility. What personal marketing tactic could you implement over the next 90 days?

3.Double Your Network.

Drive your revenues by identifying and accessing one new network that is aligned with your value. Then leverage it by getting more involved than your competitors. This simple strategy will automatically expand your reach and increase your prospect base for the next 90 days.

4.Double Your Conversations.

Your existing network of colleagues and past clients hold incredible potential, some in areas you could never expect or anticipate. Rather than relegating these important relationships to secondary status, prioritize your highest-value contacts and make it a point to re-connect with them over the next 90 days.

5.Double the Quality of Your Conversations.

The quality of your conversations dictates the quality of your relationships. When you become more intentional about using conversations to build relationships, you build more trust, elicit more value and find more ways to contribute. Commit to improving your conversational skills for the next 90 days.

6.Double Your Follow up.

It’s an accepted fact that almost 90% of professionals fail to follow after an initial contact, yet research confirms that 80% of sales (referrals, jobs, promotions) don’t happen until the fourth contact. Doubling this one strategy for 90 days will give you a dramatic edge on your competitors.

7.Double Your Contribution.

A unique property of the human condition is our sense of obligation when we feel another person has made a sincere and selfless act on our behalf. Identify your highest-value contacts and seek to contribute to their business, their life or their success for the next 90 days.

BONUS STRATEGY.

Pick any one of these strategies and commit to implementing it relentlessly over the next 90 days. Set up an accountability structure that will allow you to measure your progress every day (yes every day!). You will be amazed at the results it produces and how it will change your life.

Do these strategies make perfect sense to you but you find you can’t implement and maintain them? Let’s chat. I can help. Email me at info@NetworkingForResults.com
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Michael Hughes is known as North America’s Networking Guru. To get more info about his services or to have him speak at your next meeting or conference, visit his web site at www.NetworkingForResults.com

Networking Power Tips – Taking Charge of a Conversation

building relationships, Building trust, Job or career search, Networking 101 - The Basics, Networking as a marketing strategy, Networking for sales success, networking tips No Comments

Whether at a formal event or in an informal conversation, the axiom that you don’t get a second chance to make a first impression holds true. How can you maximize the early stages of a networking  interaction for greater personal and professional impact? Here are some strategies to help you use this important relationship phase to build rapport, increase trust and engage your conversation partner.

Feel confident that others will like and accept you. It’s natural to feel anxious when meeting others. Yet, in reality, most people are just like you. They want to meet new friends and will be happy you chose them to speak with. Remind yourself of this every time you enter a networking function. In fact, you should take a few moments before arriving to create a positive mental attitude about meeting others. This alone can have a huge impact on your conversations.

Realize the stress on others. An initial contact is usually the most stressful time for most people. When you take charge of the conversation you help others by giving them a direction. This immediately reduces stress and anxiety. By taking responsibility for engaging your conversation partner, you immediately make the experience more pleasant and positive for her/him.

Play the host/hostess role. Have you ever hosted a party? How did you welcome new arrivals? By assuming a host/hostess mentality, you will tend to be more pro-active in engaging others. Introducing yourself and starting a conversation or introducing new arrivals to others all contribute to helping others feel more comfortable and enhance their feelings of trust about us.

Smile.  “The smile is the window to the soul”. When you smile you’re whole face lights up. It shows others you are a positive person. It attracts others and makes them feel comfortable around you. A sincere smile will always be your most powerful resource in demonstrating to others that you are personable. Use it more often.

Look the other person in the eye. Eye contact is a powerful and positive trust-building strategy. It demonstrates to others that they have our full attention and, on a deeper level, that we care enough to listen to their words. To maximize this technique, look into the other person’s eyes until you determine their color.

Introduce yourself. Most people have a brain-freeze moment when meeting an new conversation partner. Others just aren’t sure what to do. Taking the initiative to start the conversation gets the ball rolling and offers a specific starting point. Most people will respond with their name, and if they don’t, it’s almost natural to ask.

Offer your hand. The handshake is the only acceptable form of physical contact between two strangers in our society. Shaking hands is perceived as an act of friendship that dates back thousands of years. In addition, it creates a physical bond with the other person. This also gives the other person an action to perform, which reduces stress and anxiety.

Be aware of your body language. When we first meet another person, we read all their communication levels almost simultaneously as they do the same. Because networking is a high-stress activity, many people are prone to excessive gestures or words, sometie4ms without even being aware of it. Less body movement has more impact, projecting a sense of confidence. Fewer words have more impact. In both cases, less is more.

Recognize the impact of your voice.  The tone of your voice can have a major impact in making others feel at ease. Sounding gentle and sincere can greatly help to make your initial contact a positive experience for others. A softer tone of voice will always make you seem more personable and positive to others. It invites a cordial conversation and implies competence.

One size does not fit all. Although these suggestions are proven and practical, it’s imperative that you be aware that each conversation is unique and individual and must be customized to both your conversation partner the environment you are in. Today’s multi-cultural busies environment may mean that you need to adapt your strategy to accommodate the other person’s background or culture.


Michael Hughes is known as THE Networking Guru. To find out more about him and receive a complimentary copy of his ebook “Managing The Networking Experience”, visit his web site at www.NetworkingForResults.com.

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