His escapades are well-documented. He surprises unsuspecting couples, stabbing them with his invisible, love-laced arrows. Once Cupid has awakened this emotion, the two parties involved see one another in a completely different light. Their mutual attraction is almost overwhelming. Is this a myth that we should simply discard, or is it fact? Let’s take a look at how life operates.

You attend a networking event. A conversation partner, whom you’ve been more or less  putting in time with until someone better comes along, mentions, almost offhandedly, that he has a strong connection with a prospect you really want to meet. Your attention snaps back to this person and you immediately see him in a different light; it’s almost as if you’ve been prodded in a “Cupid-esc” fashion to see the value in the other person.

You are about to leave your association’s monthly meeting, when a colleague you barely know approaches with another person in tow. She introduces her contact, adding some comments about an event that her conversation partner has mentioned. She is adamant about the urgency that the two of you connect, as she feels you have the perfect topic to present at their next conference. You look at her, shocked and overwhelmed by this unexpected act. Her “Cupid-esc” networking strategy has given you a sudden, incredible appreciation for her value, both as a professional and as a person.

I believe our friend Cupid is continually at work in our lives. This time of year brings to the surface the powerful effect the Cupid Factor has, when applied strategically. An unselfish act, done to support or strengthen a relationship, always leaves both people enriched. How can you put the Cupid Factor to work as you network in coming days and weeks?

1. Increase your awareness of the Cupid Factor, and trust in its effect. You will immediately see opportunities that you never thought existed.

2. Become a Cupid by consciously investing time and effort to discover whom others want and need to connect with as you network.

3. Create networking “Cupid-esc” connections with others. Simply setting this principle in motion produces unexpected and unanticipated results, for yourself as well as your Cupid Factor targets.

Happy Valentine’s Day.

Want to get more networking information and insights from Michael? Sign up for his FREE weekly email networking tip at his web site.

Be visible. This goes way beyond the obvious “have a profile”. It entails a commitment to being present in your online environment(s) on an on-going basis via personal updates, contributing comments, sharing information and asking and/or answering questions. Remember, every activity is broadcast to your network and is an opportunity to stay top-of-mind, much like attending events would contribute to building your credibility and professionalism in a real-life networking group. NOTE: frequency should be a minimum of twice weekly and optimal impact occurs at daily visiblity.

Be strategic. Being visible is important, and when applied in conjunction with strategic impact, it leads to success more quickly. Being strategic starts with zeroing in on one online network instead of many, involves a planned approach around specific target areas and maintains consistent, lazer-focused activity. The face-to-face analogy would be to join only one group, review the member directory to identify the highest-probability prospects, then attend events with the specific intention to meet and build relationships with these highest-value contacts.
NOTE: strategy works best when applied to a particular industry, market or demographic.

Be outcome-focused. Like any other professional activity, online networking should be done with specific outcomes in mind. With this as a starting point, it is possible to monitor activity, measure performance, maintain motivation. This is best done with a number of business-related areas in mind: connection growth (online, size does matter), connection quality (relative to target market), connection conversion (ability to move relationship forward) and outcome (meeting, presentation, sale, referral). NOTE: what gets measured, gets done.

Be pro-active. There is a tendency to presume that an online network will, in and of itself, deliver results. This is not only a fallacy, it is a recipe for disaster. Fact: online networks were created to support and maximize relationships. Unless and until you incorporate the human dynamic, nothing substantial will happen. The context for contact is there, either in the link itself (if suggested by the network), their request for contact (they see value in you) or your request (you see value in them). Leverage it to create a personal contact, which will act as the spark that ignites a relationship. Take full and complete responsibility for growing the relationship. Hard as this seems, it’s necessary for success.
NOTE: this is the most-overlooked factor in successfully leveraging an online network.

Be patient. We live in a me-first, instant-gratification society. There is a presumption that simply joining an online network and accepting requests to connect will lead to overnight success. Nothing could be further from the truth. Online networking success is a process, not an activity. Implementing an online networking strategy can, and does, act as a cornerstone business development or career enhancing option. Success in business and in life is all about relationships. Relationships, take time, require investment and need to be nurtured.
NOTE: how long is your sales cycle (6 days, 6 weeks or 6 months)? Keep this in mind as you network online.

Each of the above components requires a set of tactics that are unique to you, customized for your products/services, targeted to your market and relate to your company. Want more info on applying them successfully online? contact Michael at info@NetworkingForResults.com

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

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

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.

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.
 

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).