How to Network and Build Authentic Relationships

The people you know and surround yourself with will make all the difference in business and life. There’s no coincidence that some of the most successful entrepreneurs are also some of the most well-connected. When it comes to networking though, you need to focus on quality over quantity. Just because you have a bunch of friends on Facebook doesn’t mean your popular right? Same goes for your professional network. If you want to gain value from your network you need to build authentic relationships.

That said, here are five networking tips that will help you build authentic relationships:

1. Build an honest reputation

Your reputation is one of the most important pieces of building authentic relationships. At the end of the day, you want to surround yourself with people you trust and that trust you. Without that trust there is nothing.

While it’s important to stand out and present yourself in a positive light, it’s not okay to do so by lying. Everyone get’s excited and can fluff their personal story a bit. And that’s generally okay. The problems arise when you get to used to this strategy. Eventually, someone will decide to do their due diligence and call you out. In fact, spotting a liar is pretty easy these days. When that happens, it can have a detrimental effect on your personal brand and reputation. You want to avoid this at all costs.

Play to your strengths when promoting your brand and don’t be afraid to wear faults proudly. If your first business was a failure, talk about how much you learned from it. You can spin just about anything into something positive if you need to.

2. Take meetings in person whenever possible

In the digital age we tend to default to using our phones or computers to take meetings. While connecting over email is great, taking the time to meet in person will take the relationship to a different level. Especially if this is the first time you’re meeting.

Let’s say you have a client reaching out who is interested in doing business. They send a request for proposal (RFP) and let you know they’ll be speaking with competitors for similar offers. You want to win their business so what’s the first step? First off you need to gauge if you can meet their basic requirements. If that’s a go, it’s time to hop on a plane (or car) and meet them face to face.

What truly separates businesses is the people that run them. Often times, all it takes is a face to face meeting to differentiate yourself from competition. This is because you’ve started to build a relationship with the client before they’ve even agreed to work with you.

3. Don’t forget your notebook

After you take a meeting you’re going to forget 90% of what was said within an hour. This is why it’s so important to make sure you write things down. Of course you should take notes on business related topics and or the purpose for the meeting. That said, you should also jot down a few notes on whomever you were meeting. Where they like to eat, favorite travel destinations, hobbies, and other interests are great things to note down when networking with others. This way, you can make an effort to build the relationship outside of work.

Bringing a notebook to your face to face meetings is also a sign of respect. By writing things down as the other person speaks, it shows you value what they have to say. It will also encourage you to listen more than you speak. This is always a great tactic to use when trying to learn more about someone else. Ask questions and take notes as you drive the conversation.

4. Give away a free favor (or two)

The next time you’re attending an industry conference or event take the time to discern who’s giving a sales pitch and who’s looking to build relationships. The problem is it’s rarely the latter. Most often people are looking to further their own personal career by asking something of you. This is a perfect time to differentiate yourself from those kinds of people.

Instead of following the pack like the rest you should try offering a favor away for free. The favor doesn’t have to be much either. It can simply be an introduction or even some advice. If they gained value from you from that favor, you can expect they will happy to return it. If you focus on doing this at your next conference, you’ll come away with a lot more value in the long run than trying to sell everyone on the conference floor.

5. Check in every once in a while

We all live very busy lives. That said, it’s common for us to lose contact with one another. With close friends and family the distance doesn’t cause the relationship to fade. In business however, it most certainly can. This is why it’s always important to follow up with people you’ve met over the years in your business dealings.

When reaching out you don’t even need to ask for anything in specific. You could simply ask them how they’re doing or about some trip you know they recently came back from. It’s the little things that often times mean the most in these relationships. The more you keep in touch with them the stronger the relationship will be.

At the end of the day networking really comes down to practice. Over time, you’ll figure out what it takes to put your best foot forward and build lasting relationships with people. The five networking tips mentioned above will help you accomplish just that!

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Source: business2community.com

ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business organization focused on providing our members and guests with an extraordinary networking experience, bringing business professionals together for the sole purpose of generating new relationships and developing new business opportunities. Not a member, learn how you can become a member and join this awesome group of professionals to connect and grow your business.

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How to Get Out of Your Own Way When Networking

 For some lucky individuals, the talent for networking comes naturally. For most other people, the process of meeting strangers and instantly connecting with them (in a setting where there's pressure to do just that) is daunting. So for those of us who are not naturally inclined to network, what's the point?

Networking gets a bad rap because of how it can make us feel while doing it. To some it feels self-serving, while others worry about what kind of impression they're making. It becomes difficult to listen to and engage with other people when these creeping doubts about our own behaviors sink in.
Here are 6 useful tips for getting out of your own way when it comes to networking..

1. Just Do It. But pick the right events.

There's a classic networking conversation that goes something like this:

You: What do you do?

Them: I'm a civil engineer. And you?

You: I'm a playwright.

[silence]

When you meet someone and have no idea what to talk about, you may be at the wrong networking event. No matter the event, there should be a natural link between you and the other guests that you can use as a conversation starter.

If you're unsure where to start, ask colleagues what groups they're a part of or search for some industry-specific meetups in your city. Especially when you're new to networking, don't make the process any harder than it needs to be by attending the wrong events. The more specific the event is to you and your industry or interests, the more you will have to talk about with the other attendees.

2. Look at the list ahead of time.

If you're attending an event that publishes a list of attendees, do some reconnaissance and look at the list ahead of time. Is there anyone that you recognize? Or anyone whose work you admire?

When you get there, make a point to introduce yourself and use what you already know about them as a jumping-off point. Did they write an article recently that you enjoyed? Bring it up. And if it's a large conference or event, don't be afraid to reach out before the event.

3. Don't overthink the conversation.

Networking sounds intimidating because it puts added pressure on your conversation skills. Everyone in the room wants to come off as intelligent and charming, and everyone has different tactics for doing it. As cliche as it sounds, be yourself.
If you're stuck for what to talk about, lean on what you have in common. How are they dealing with a certain challenge facing the industry? What kind of management techniques do they employ?
Remember also that focusing too heavily on your side of the conversation likely means you aren't really listening to the other person. A lasting connection won't happen if you forget everything they said as soon as you leave the room.

4. If a conversation is going great, stay put.

It can be overwhelming to think about networking in the same way that we think about speed dating. But unlike speed dating, you don't have to meet everyone or give everyone equal time.
If you're having a great conversation with someone, don't cut it off so that you can make the rounds again. Think about the lasting connection and follow the natural ebb and flow of the conversation. When the conversation slows, move on or invite someone new into the discussion.

5. When you are in a position to offer value to each other, conversation will come naturally.

There are no shortage of articles out there focusing on how to pitch yourself at networking events or how to offer value to other people. In many cases, the end goal of networking appears to be an instant value swap. What can they offer me? And what can I offer them in return?
In truth, all the best partnerships follow these guidelines, but don't rush the value portion of the conversation. If there's a natural link between your two businesses or industries, that means there's room for an ongoing conversation.

6. Don't let them go.

Once outside the walls of a networking event, it becomes increasingly difficult to keep the conversation going. Everyday life starts to get in the way, and over time we forget. But when it comes time to call on your network for a big ask -- a product launch, a new initiative, a call for investors, etc. -- you can't expect people that you haven't spoken to in years to jump at the opportunity to support you.

Using a system like Contactually to manage your network and to remind you when you haven't spoken to certain people lately can be a huge help. Keep detailed notes on your conversations and ask about their personal lives. If you see articles that remind you of past conversations with that person, send them over. Really engage with the people you meet, and you'll find that your connections will become much more meaningful.

With these tips in hand, you will be ready to tackle your next networking event. You may even learn to like it.

Image Credit: Getty Images
Source: inc.com

ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business networking association dedicated to helping small businesses and entrepreneurs develop, expand and grow. We offer affordable opportunities to help create a positive impact and advancement in your business interests and personal quality of life to take you to the next level.

Hate Networking? Stop Doing It Wrong

How many times have you found yourself in the back room of a swanky uptown restaurant, readjusting your Sharpied-on name tag sticker and furtively glancing around the room looking for someone--anyone--who looks even vaguely familiar?

Maybe you pull out your pocket comfort device and start scrolling the time away; Maybe you slip out early with an exhale of relief. Even if you consider yourself an extravert who can deliver a killer elevator pitch, networking events can feel like they're eroding the last brittle piece of your soul.

When I first struck out on my own, I knew I needed to expand my circle, and fast. Beyond that, I needed to do so in a different state: I'm from Arizona. And in 2009--if you wanted to be in tech--you wanted to be in California.

There are few things more daunting than walking into a strange room, in a strange state and speed dating your way to a healthy LinkedIn profile. The fact is, no one can succeed at business alone.

Who you know in this world is even more important than the ideas you have, and building your network of peers, media outlets and potential partners is vital. Still, the act of 'networking' turns so many people off -- here's what got me through it.

Have a plan

Start valuing the quality of your connections and focus on making introductions that matter. Make a list of people who would have value to you, but more importantly, that you can also add value to, and plan your attendance where they will be. Advice I read is to "get out there and shake as many hands as possible," which to me is as pointless as sending out as many cold emails as possible.

There has to be an element of trust in the room already or else these cold handshakes will just be limp attempts to force a relationship. I chose to start going to software user groups as I could help them for free, in a controlled setting and ultimately they made up the audience I was trying to sell into. After the first event I attended I walked away with three customers and a critical partner.

Birds of a Feather

But alright, I'll acquiesce that you sometimes have to put yourself in the uncomfortable position of rubbing elbows where you simply don't know the attendee list.
The key is to make absolutely sure you're attending the right event. Would you potentially make more valuable connections at a large gala where you're wined and dined, or at a small roundtable with five leaders in the same position as you? No matter your seniority or status, your goals when networking should be focused on mentoring and learning. Do not focus on selling!

Create Backchannels

Larger circles always start with a few key connections. Therefore, create relationships based on going the extra mile for those key gatekeepers you meet. Make it your goal to make these connections feel that they are the most important person in the world.

We send physical gifts to connections we want to foster as a way of breaking through. After you have forged the relationship you can leverage that to navigate into other circles. That's why I hate blanket networking events and try not to send my employees to them. If I can turn to one of these relationships and get an introduction made via LinkedIn, that's critical. Nothing is more powerful than a referral because it breaks the trust barrier.

Cheat

Get the attendee list. Even if this is just the list of companies who will be in attendance, use it to lay the groundwork for a successful event. You'd be surprised at how many times reaching out directly to the event leader will yield this info. Just make sure to do it verbally - I marvel at the usage of email in these personal exchanges - pick up the phone and call someone.

If you can't negotiate it from the host, start calling attendees you know to see if they have insight. Ultimately, you're trying to get information you can use to introduce yourself prior in a digital format. When I meet someone for the first time and they don't respond with that familiar exclamation, "Hey! Yeah, we just connected on LinkedIn," then I haven't done my job right.

Go Higher

For C-suiters, treat networking groups like a working social hour. Curate your own small group of five or so executives to meet regularly to sit down with the stated goal of helping each other work through problems. Even if you don't all come from the same industry, you'll see how universal business problems can be.

Time is sensitive, but having a trusted growth advisory board or leadership council that can empathize with similar experiences (and stick to a regular schedule) can do wonders for your organization.

Test the Waters

Despite your best efforts to network the right way and call on friends and acquaintances to make introductions, your employer might burden you with mandatory group attendance. Make the most of it.

Even if it means trying out ten groups or events, keep going until you discover which is the right one for you. If you're not sure where to start, ask your boss what exactly they hope you get out of the experience and what they expect you to bring back, and marry that with your own ideas about what you need for personal growth.

Networking is a necessary evil in today's climate, and a bit of an enigma for many young entrepreneurs and seasoned CEOs who haven't been in practice in a while. Before you curse your next networking event, take a deep breath, stick to your goals and remember, it's all about who you know.

Image Credit: Getty Images
Source: http://www.inc.com

ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business networking association dedicated to helping small businesses and entrepreneurs develop, expand and grow. We offer affordable opportunities to help create a positive impact and advancement in your business interests and personal quality of life to take you to the next level.
Stay Connected with WNFP!

6 Things You Must Do Before Your Next Networking Event

Selena Soo is a publicity and business strategist who helps experts, authors and coaches, build their brand and increase their influence. The founder of Impacting Millions was on a recent episode of Pat Flynn's Smart Passive Income Podcast, where she shared her top tips for networking with influencers, but these tips merely scratched the surface of her deep knowledge of networking, relationship building and publicity.

Below are some of her top tips for preparing for a networking event in order to maximize the number and quality of connections you make.

1. Write Down Your Goals For The Event

Before you head out to a meet-up or happy hour, get clear on your objectives so you can optimize your actions both before you go and once you're there. "Take time to think through why you're attending, who you want to meet, and what you'd like to achieve," Soo says.

Write down what you're hoping to accomplish, and the types of people you're hoping to connect with. If there's an attendee list, you can note specific individuals you want to meet, but even without a list, you can create "types" of people you want to connect with; potential clients, local media, fellow podcasters, etc. Consider exploring why those goals are important to you to make sure your objectives are clear. Without clear goals, you won't be able to measure if you've been successful.

2. Research The People You Want To Meet

If you're able to find the names of speakers and fellow attendees that you'd be interested in meeting, you need to do some homework so you have a basis for those introductory conversations. Arming yourself with information maximizes the chance that those conversations will be productive and memorable.

"Google them. Look up their LinkedIn page. See if they have a personal or business website. Look at their Facebook page or profile to learn about what's important to them or what they're working on," Soo suggests. "Knowing even just a few tidbits about their lives and business will help you spark a connection right away."

3. Reach Out In Advance

"No need to wait for the event to start connecting," Soo says. If you've researched the folks you're most interested in meeting, you can send them a personal email to let them know that you'll be there as well, and you're interested in connecting.

If you aren't able to track down specific contact information (or even if you are!) consider posting to your social accounts using the event hashtag that you'll be attending the event and you're interested in meeting like-minded folks. If the event is a large conference with an app or a designated Facebook Group or other community, consider posting an introduction there as well, to maximize your visibility with fellow attendees.

4. Plan Your Outfit

Yep. You read that right. "Consider planning your outfit at least a day or two before the event so you can put your best foot forward," Soo says. "You want your appearance to send the right message about your business."

Choose something clean, professional, wrinkle-free and appropriate for the event theme and location. If your event requires travel, be sure to check the weather so you're properly dressed for conditions, and consider a removable outer layer, since many event spaces will crank up the air conditioning to compensate for having so many people packed into a small space.

"In today's social media-driven age, there's a good chance you'll get tagged in someone's photo or video," Soo notes, "So you want to look your best."

5. Create A Contact Information Strategy

"One problem that often arises from meeting new people is that their contact info ends up all over the place," Soo says. "You get a business card from one person, a scribbled name and number on a napkin from another, and you write someone else's info on a random page in your event binder."

If the information you collect is disorganized or inconsistent, it's unlikely you'll be able to do meaningful follow-up, so spend some time figuring out how you'll collect and keep track of contact information.

Soo suggested designating a pocket or envelope as the sole place you'll put business cards so they're all in one place, and using a single notebook or sheet of paper to collect any other contact information not on a business card.

6. Be Prepared To Talk About Your Work

"Because people will likely ask about what you do, it's helpful to have in mind three interesting or compelling talking points about your business," Soo says. "These should relate to your ideal client in some way and show them how you help people."

When compiling these talking points, focus on those things that make you and your work most unique and keep it concise. The goal is to be interesting and memorable, but not to give a monolog.

"You don't only want to talk about yourself," Soo advises. "You can use these as jumping off points for back-and-forth conversations. This means asking them questions about what they do, and what brought them to the event."

Image Credit: Getty images
Source: http://www.inc.com

ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business networking association dedicated to helping small businesses and entrepreneurs develop, expand and grow. We offer affordable opportunities to help create a positive impact and advancement in your business interests and personal quality of life to take you to the next level.
Stay Connected with WNFP!

3 Tips for Networking Like a Pro from the CEO of Startup Grind

Love them or hate them, networking events can lead to amazing opportunities for entrepreneurs. You could strike up a conversation with your next business partner or shake hands with an investor who’s looking to add a company just like yours to their portfolio.

Of course, those are best case scenarios. Worst case scenarios involve standing in the corner checking your phone, avoiding eye contact with the people

you know you should go talk to, or staring into your cocktail all night—and none of those are going to move your career or company forward.

Derek Andersen, the founder and CEO of Startup Grind, is an expert when it comes to networking events. Since 2010, Startup Grind has hosted 5,000 events in 200 cities and 100 different countries around the world. Andersen has spoken with some of the top minds in tech, and his organization helps one million members become better entrepreneurs.


If you’re making the effort to go out and network at events like Startup Grind but struggling to get much value out of them, then you might benefit from some advice that Andersen shared with me in a recent interview. After all, he knows a thing or two about making the right connections.


Check out his best tips for getting the most value out of any networking event below.

1. Ask, "How Can I Help?"

No one goes to a networking event because they want to be pitched. They go to events because they’re looking for people who can help them with their business or product. Pitching to every person in the room isn’t only obnoxious and unprofessional, it's counterproductive to your own goals and progress.

“What I like to do when I go to these events is just say, ‘How can I help you?’. Instead of sitting down next to somebody and pitching their brains out, listen and try to genuinely help them move their project ahead," Andersen said.

And the more you try to be helpful, the more it will pay off in the long run. "I’ve found that if you do that dozens and hundreds of times, those things will come back around to you,” Andersen said.

As a general rule, Andersen suggests you try to

at every event you attend. Say hello. Ask about their company. Ask what you can do to help, and make an honest effort to do so. Call it karma, or the law of reciprocity, or simply building your reputation as a helpful person—either way, your goodwill won’t go unrewarded.

2. Focus on Building Relationships

A lot of people go to networking events hoping to make “contacts.” That may be the traditional mindset for networking, but it's one that's outdated and sterile. If you're not looking at your new potential contacts as what they are—people—you're missing out on potentially golden relationship opportunities.

If you’re making the effort to go out and network at events like Startup Grind but struggling to get much value out of them, then you might benefit from some advice that Andersen shared with me in a recent interview. After all, he knows a thing or two about making the right connections.

One of Startup Grind’s core values is, “We believe in making friends, not contacts,” and it’s obvious from our conversation that Andersen lives this value.

“Some of my best friends I met at Startup Grind," Andersen said. "And not just me. There’s lots of people like that. That’s probably the thing I’m most proud about, is all these connections in these different cities. The people that run these cities—they’re some of each other’s best friends, and they really look out for each other.”

Want to catch people’s attention and come off as fresh and authentic? Focus on making friends and building authentic relationships. People will be more likely to remember your name, and you’ll give off a much better first impression.

Who knows—you might even create some lifelong friendships.

3. Try to Learn Something from the Speaker

Unless they’re the CEO of a Fortune 500 company, it’s very possible that not every speaker at an event will blow you away with their credentials. Maybe you don’t think they’re accomplished enough or you’ve never heard of their business, so you decide to carry on a more interesting conversation you’re having with another attendee while the speaker gives their presentation.

The impulse to tune out a “boring” speaker is understandable, but it just isn’t smart to throw away that value.

“If you’re going to take the time and energy to go to an event...you better get something out of it,” Andersen said. “There should be strategic reasons to go to events, and it shouldn’t just be to get free food.”

Your goal at networking events should be to pay attention and try to learn at least one new thing. Even if the speaker doesn’t offer direct advice, you can always get new ideas by listening to their story. Does the speaker have unique insights into your industry? Is there something they did to improve their business that you haven’t considered for your own?

If you’re really engaged and thinking about what you’re hearing, it shouldn’t be too difficult to find at least one kernel of wisdom in a speech or presentation that you can apply to your own work.


Although networking events can sometimes seem hit-or-miss, you should have a lot more “hits” if you follow this three tips. According to Andersen, if you walk away from an event having met a few people and learned something useful, you’ll have done a lot more than most of the other attendees.

Source: https://www.forbes.com
Image Credit: Shutterstock


ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business networking association dedicated to helping small businesses and entrepreneurs develop, expand and grow. We offer affordable opportunities to help create a positive impact and advancement in your business interests and personal quality of life to take you to the next level.
Stay Connected with WNFP!

The Top 10 Behaviors to Avoid When Networking

In this video, Entrepreneur Network partner Ivan Misner goes over the 10 behaviors that you should not exhibit in a networking group.

Sharing your problems and grievances with fellow networkers and guests is not a good idea while meeting and socializing with others in the group. Winging presentations, being late and using your phone are other things to avoid, too.

Networking is key to the success of a company. In fact, a single referral source can bring a chain reaction of new business to your company. That's why it's vital to make your time and efforts worthwhile in networking groups. Success in these groups will happen when the rest of the group members trust enough to open up their best referrals. That's why it's vital to avoid these behaviors and demonstrate professionalism.


To learn more, click play.

Source: https://www.entrepreneur.com


ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business networking association dedicated to helping small businesses and entrepreneurs develop, expand and grow. We offer affordable opportunities to help create a positive impact and advancement in your business interests and personal quality of life to take you to the next level.
Stay Connected with WNFP!

Networking Is Not Trolling For People Who Will Pay You Money

Last week, something happened on LinkedIn, and for me, it was the last straw. I received (for the hundredth time in a few months) an autoresponder from someone’s LinkedIn account that pitched their business hard, offering me a free consultation on something I had less than zero interest in, immediately after connecting with me.

When an action like this hits me as really off-putting and annoying, it’s usually affecting lots of others this way too, so I wrote the following LinkedIn tip as an update:

Here's a LinkedIn tip - don't program your account so that you immediately send a business pitch when someone accepts your LI connection. It's the wrong way to go. It's really off-putting and personally speaking, I'll immediately delete the notification and not want to connect with you. Do you agree?

As of this writing, that one update received 155,980 views, 969 likes and 129 comments. It truly hit a nerve. At least 95% of the comments I received (either underneath the post or privately) were along the lines of “I agree 100%! I’m so tired of this!” A few of the comments were a bit nasty or defensive such as, “Aren’t you the ‘Brave Up’ expert, Kathy? Why are so off-put by this?”

But several people responded with legitimate questions like:

“Isn’t this what LinkedIn is for – to network?”

or

“I’m new to LinkedIn and I’d really love your help on this. How IS the best way to reach out to people and share my business services, which I’m really excited about?”


I appreciate these sincere questions, and would like to share my personal take on what networking is and what it isn’t, and how to best go about reaching out to a stranger online and making an authentic connection.

First, what not to do:

Don't pitch your business to every single person you meet, and never immediately after connecting.

I like to think of LinkedIn as the “great cocktail party in the sky” and I find that analogy really helpful for my clients. So, if you were to think of connecting on LinkedIn as you behave in person at a cocktail party, think about how you approach and interact with people you just meet.  Once you get introduced to someone new, do you, one second later, regale them with information all about your packages, services and programs, and offer them a free one-hour consultation? I’m hoping no (but if you do this, you should stop).  It’s a huge turnoff.

Pitching people you don’t know, whom you have zero idea about in terms of their needs, wants, goals, visions, professional focus, etc. is like casting a net into the shallow tide of the sea and expecting to catch a whale. You have to know where the whale lives – how it operates, what it needs and wants, and what would entice it to seek you out.  And you have to understand that the number of people who will want anything you have to offer is very small, particularly when you’re dealing with LinkedIn, which has 467 million members and growing. While you’re understandably excited about your work, you have to help others become excited about it and allow them to know, like and trust you before they do – and that doesn't just happen in an instant.

ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business networking association dedicated to helping small businesses and entrepreneurs develop, expand and grow. We offer affordable opportunities to help create a positive impact and advancement in your business interests and personal quality of life to take you to the next level.
Stay Connected with WNFP!

Be Self-Aware, Be Selfless, and Then Be Selfish

Let’s face it, networking is about you. Yet, that’s the problem. Every day, millions of business seekers walk into networking events with one thing in mind: themselves. Don’t feel guilty; it’s totally natural. It’s also counterproductive. While you shouldn’t apologize for being a product of your baser (and selfish) instincts, you need to be aware of them when networking for new business.  

So, are you destined to be a self-centered, one-way, “What’s in It for Me” sponge? No! Here is some advice on how to manage it: Be Self-Aware, then Selfless, then Selfish. 

Be Self-Aware. 

Never walk into an event or enter into a business relationship without knowing what you want from it. Does that sound cold and impersonal? It’s not. It’s smart because you need a plan. Although most people think this way, not all will. Admit it, this is something you need to know before leaving the office. You really need to think about and fully understand what your specific target market actually is. Does the person you’re speaking to represent your target market or at least have the ability to connect you with those people?

Be Selfless.

This is what our dear parents taught us growing up. Now that you’ve determined what it will take to grow your business, it’s time to motivate your potential referral source to think of you when they hear of someone with a need for your products and services. The only way this will happen is if you absolutely lose yourself in your new friend. Have you ever had a conversation with someone who hung on every word you said while making spectacular eye contact? Then every time you met them later, they did it again?

Be Selfish.

Some of you were probably getting a little anxious, but now you can relax and be a little selfish. Have you ever given a lot of business to someone and received nothing in return? Now, if it’s your parent or a close personal friend, you can forgive that transgression. For all others, you’ve earned the right to have the favor returned. So, if you know what you want from that relationship and you’ve made a lot of deposits into it, examine the reasons why they’re not reciprocating. Perhaps you haven’t taken the time to properly educate them. Do they understand what kind of referrals you’d like, of what quality, how many, and how you’d like to be introduced? You’ve earned the right, but not given them the knowledge required to help you. You’ve not trained your referral partner -- and that, my friend, is all your fault. So, arrange a time to meet with them and arm them with the information they need to start sending business your way.

There is a rhythm and a science to the relationship process. Ask yourself the question, “Does my business rely on referrals?” If the answer is “yes,” then understand that referrals come from people. Referral marketing is unlike any other form of lead generation in that you are 100 percent reliant on other people to be successful. So why put forth the effort?  The answer lies in a survey conducted by the U.S. Chamber of Commerce a number of years ago. Nationwide, business owners responded that while only 2 percent of cold calls closed 75 to 85 percent of referrals resulted in closed business. That makes them worth pursuing, worth having a system to go after them, and worth learning how to motivate people to give them to you. Cultivating referrals takes time, patience, and a commitment to the process.  Are you willing to make that investment? Are you willing to Be Self-Aware, Be Selfless, and then Be Selfish?  Allow me to share a secret: the middle is definitely the hardest part!

Source:https://www.entrepreneur.com/article/
Image Credit:Shutterstock


ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business networking association dedicated to helping small businesses and entrepreneurs develop, expand and grow. We offer affordable opportunities to help create a positive impact and advancement in your business interests and personal quality of life to take you to the next level.
Stay Connected with WNFP!

Networking Is a Contact Sport

Many entrepreneurs belong to networking organizations, but they simply don’t know how to effectively get a return on that investment of time.

Thoughtful engagement is the answer.

Engagement is an absolutely critical step in the networking process. It involves a promise and an action. In order to achieve success with your networking partners, you must promise to support one another, and then you must take the action necessary to fulfill that promise. The only way to do that effectively is to connect on a deeper level than you do with most of your business contacts.

There are several ways that you can become more engaged with your networking partners:

1. Have you taken the time to regularly meet with the people in your network on a one-to-one basis? This means setting up times outside the context of any normal meetings and getting to know them on a deeper, professional level.

2. Have you taken the time to educate them regularly on the key elements of your business, so that your products or services will be top of mind in the event they meet someone with a need for what you do?

3. Have you taken the time to become educated on the key elements of your networking partners' businesses, so that you can do the same for them?

4. Have you visited their offices to get first-hand understanding of their services?

5. If possible, have you used their products or services to get first-hand knowledge of the quality their products or the services they provide?

Networking truly is a “contact sport.” It involves full engagement in order to get solid results. In fact, research has shown that reciprocal engagement in a business relationship results in higher productivity. According to Psychology Today, people who are “actively engaged” in a business environment are 43 percent more productive than those who are not. Furthermore, they say that engagement includes “regular dialogue, quality of working relationships, perceptions of ethos and values… and recognition.” Effective networking is all about building meaningful relationships that include most, if not all, of these characteristics.

Every time I hear people talk about how networking didn’t work for them, I discover it’s because they have never done a deep-dive on the relationship-building process relating to their networking. Most of their networking activities were very superficial. Or, worse yet, they mostly involved an attempt at direct selling. Networking is not a face-to-face, cold-calling opportunity! When it’s done right, it’s about building long-term meaningful relationships. In fact, networking is more about "farming" than it is about "hunting." It’s about the slow process of cultivating long-term, professional relationships. Over time, this long-term process gives you the opportunity harvest a substantial amount of business, but it only happens with full engagement in the relationship process.

Spend some time thinking about new ways you can support your networking partners. This will help you promote engagement with them in the various networking groups to which you belong. You will find it is time most well spent.

Source: https://www.entrepreneur.com/article

Image Credit: Shutterstock




ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business networking association dedicated to helping small businesses and entrepreneurs develop, expand and grow. We offer affordable opportunities to help create a positive impact and advancement in your business interests and personal quality of life to take you to the next level.
Stay Connected with WNFP!

Six Ways To Make Networking Feel Less Forced

Traditional networking advice dictates that before you pitch to someone, you should go out of your way to provide them as much value as you can. While networking should never just be an all-out pitch fest, trying to bend over backwards to help someone you’ve just met can come across as off-putting.

Serving before you sell is important, yes. But going to extremes should really only be reserved for people who you know feel comfortable receiving such favors. That said, there are plenty of ways to work your network so you can make your network work for you – without making anyone feel remotely uncomfortable.

Make One New Introduction A Week

Most likely, everyone in your network does not know everyone else in your personal network. It’s also highly likely that the people who don’t know each other could benefit from meeting. Making those introductions is a great way to become known as a connector and someone who’s readily willing to help out (without creating any feelings of unease or discomfort).

The introductions might turn into something productive, and they might not. That’s not the point as much as it is staying top-of-mind as an influential member of other peoples’ networks.

Use A CRM To Stay In Touch

You probably already use a CRM to manage your lists of customers, potential customers, leads, etc. And you should continue to do so. But most CRMs have a setting where you can add a contact and set how often you want to be in touch with that person. For most people in your network,especially if you want to make sure that you’ll stay top-of-mind, it’s a good idea to keep in touch once every 30 days. Have your CRM notify you if and when you’re overdue.

Make Your Business Card Stand Out

In a world where being ignored – even by a complete stranger — hurts our self-esteem, being noticed is a huge boost that helps us feel important and worthwhile. 

Once you’ve had a great conversation with someone important, don’t let them forget who you are. In general, once everyone has left an event, they’re going to have a huge stack of business cards. I know I have a hard time remembering who each business card belongs to, and what conversation we had. That’s why on my business cards, I have a headshot and a few words describing what my company does.

As simple as this may sound, it’s paid huge dividends for me and has helped me land deals that otherwise wouldn’t have happened.

Ask For Introductions

If you’re at an event where you don’t know many people, ask one or two people in the room you do know for an introduction. The people you already know will make sure it’s someone that actually makes sense for you to talk to. You’d be surprised how much people are willing to help if you just ask them sincerely. I’ve had people introduce me to CXO-level executives of Fortune 500 companies just because I asked them nicely.

Send Gifts

Sending someone in your network a gift is a gesture that goes far and beyond a typed-out “thanks” on LinkedIn. It catches people off guard. Books, flowers, or relatively inexpensive food delivery are all good options. 

When you do something truly unexpected, you’ll be remembered no matter what. But when you do something that’s both unexpected and providesvalue to the person, you’ll be remembered in only the most positive light, and they’ll look to repay the favor from a place of kindness rather than obligation.

If you’re in the software business like myself, you’re rarely dealing with anything physically tangible, so getting something I can touch really stands out. I’ve had companies who have tried winning me over as a customer send me handwritten notes, t-shirts, boxes of energy drinks for the team, coffee, etc. And each time it puts a smile on my face. As a result, I feel much more connected to that company, leading to a much higher chance of me working with them because I know they’re willing to go above and beyond for their customers.

Forget “Working The Room”

There’s a fair amount of networking advice that tells you to plan your exits before you even start talking to people so you can work the room and get your business cards out to as many people as possible. And while you might have to plan your exit so you can make a quick escape if you get caught talking to someone unhelpful, this piece of advice is best if forgotten — especially if you’re the kind of person who wants the people you meet to remember you for a long time.

Establishing a solid, meaningful relationship with just one person is better than having a mini pitch-fest with 10 different people who won’t care about you two days from now. 

Trying too hard to provide value to someone you’ve just met upfront is off-putting. People appreciate help. But if you’re overly eager, it will raise suspicion and make them wonder what the catch is. So instead of going too far out of your way (which would take up a ton of your time and energy anyway), try these approaches to become remembered as a connector, a value provider, and an influencer.

Source: www.forbes.com
Image Credit: Shuttershock



ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business networking association dedicated to helping small businesses and entrepreneurs develop, expand and grow. We offer affordable opportunities to help create a positive impact and advancement in your business interests and personal quality of life to take you to the next level.
Stay Connected with WNFP!

Here's How to Squeeze a Month's Worth of Networking into 48 Hours

 Attending a conference can either be a boondoggle--or an essential opportunity to grow your brand, your business contacts, and your industry knowledge. If you're truly in it to win it, use these 9 strategies to maximize every hour of your time at a conference--and make them your most productive of the year.

Don't think you can spare the time from the office for an industry conference? Let me offer this counter example.

I recently carved out two full days to attend Content Marketing World in Cleveland, a top digital marketing conference that takes place right after Labor Day. While that's typically one of the busiest weeks for my company, Masthead Media, I definitely felt the conference was worth my time--and I ended up accomplishing more during those 48 hours than I ever do during my best-ever, nose-to-the-grindstone periods in the office.

That's because in addition to learning about the latest industry trends and case studies from high profile thought leaders--I managed to fit in more targeted networking than I typically do in a month. That's 30 days worth of lunches, new business meetings, prospective vendor and partner sessions, and face time with industry leaders over the course of just two days.

Put another way--attending an industry conference can be the most productive time you ever spend at work, even if you're thousands of miles from the office.

What I quickly realized, however, is that just showing up and sitting through a few seminars isn't going to result in a networking boon--or new business for your company. Use these 9 strategies to focus and maximize every hour at your next conference.

1. Make Contact Before You Arrive

If I had waited until I arrived at Content Marketing World, trying to network effectively in a crowd of 36,000 attendees might have been overwhelming. Content Marketing World provided an app that listed everyone in attendance, along with their companies and titles. That allowed me to narrow down the people I was trying to reach, and send them a LinkedIn request in the weeks before the conference. I got a strong response, and ended up having 13 mini meetings with current and prospective business contacts at CMW.

2. Stake the Perfect Meeting Spot

I didn't know the conference space well before I arrived, so my first few meetings were held standing (slightly awkwardly!) at the entrance of the convention center or near the snack buffet line. I quickly learned to leave my last session a little early so I could secure a table in a quiet area. That allowed for longer, more focused meetings--and a better rate of "return" on my follow up after the show.

3. Pick and Choose Your Parties

...or skip them altogether. In order to save my energy for the conference itself, I made the decision not to attend any events that took place after 7 PM in order to get a good night's rest. While you never know who you might meet after hours, my most effective learning and networking happens during daylight hours. Honestly assess your own prime hours and go into the conference with a game plan.

4. Sync Up with Speakers

The most influential people at the conference are very likely the people leading breakout sessions. While they're sure to be busy before their presentation, ask (prior to the conference) for a few minutes of their time following their session. That will give you the chance to establish a relationship and gain additional valuable insight into the conference topics.

5. Swap Sessions

Just because you signed up for a particular panel or breakout session doesn't mean you have to attend it (or stay any longer than feels valuable to you). Find out if the conference permits last minute changes based on your interest or feedback from other attendees.

6. Fly Solo

Sure, it can be a little intimidating to attend a conference on your own, but I found I was far more motivated to connect with new people and focus on learning than if I'd been with a co-worker. Being alone also gave me total flexibility to change my schedule on the fly and make appointments around my schedule--no compromises needed.

7. Socialize Your Experience

Don't forget to use the official conference #hashtag! Posting insights as you go is a great way to remember the best takeaways from the event, and searching the event hashtag in real time can help you discover content and happenings from other attendees. Plus, you'll probably build your following throughout the week, and build on continued efforts to establish your personal brand.

8. Don't Take Notes

Or, at the very least, don't copy the presentations word for word. Content Marketing World made every single presentation--from every single session-- available to its attendees online directly following the conference. That enabled me to focus on the speaker and key insights, rather than scribbling away endless notes. Inquire before you arrive if your conference will do the same, or if you can get decks directly from presenters.

9. Don't Eat Lunch - or Any Meal - Alone

It's a popular networking strategy to never eat lunch alone, and one that's especially important during industry conferences. Take advantage of having a critical mass of like-minded professionals in one place, and make every meal a gathering with a new contact or group. As tempting as room service may seem, it's better to skip the party of one and meet up while everyone is in a social mindset.






Source: http://www.inc.com 
Image credit: Getty Images


ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business networking association dedicated to helping small businesses and entrepreneurs develop, expand and grow. We offer affordable opportunities to help create a positive impact and advancement in your business interests and personal quality of life to take you to the next level.
Stay Connected with WNFP!

Why Networking Is Not A Dirty Word (And How To Do It Right)

It’s 6pm on a Thursday. I’m home from work and its been a long day, a long week in fact. There are a couple of evening engagements in my calendar that I ought to attend but just can’t summon up the energy for. In the end, it’s my husband who forces me out the door, pointing out the benefits of being present at both events. And ultimately, I’m glad I made the effort, not just because I enjoyed myself but because I also connected with a great potential strategic partner for my organization.

And that’s really the point of networking. I like to compare it to the difference between casually window shopping and coming across things you need, versus desperately hunting for that one crucial item within a set deadline. When you’re out and about connecting with your industry, the helpful relationships you forge along the way are organic and valuable. Networking is the lifeblood of an entrepreneur and I can name countless friends and colleagues who met their investors or sourced clients at conferences, or who found their business partners and made new hires through industry parties.

As you climb higher up the career ladder, the nature and purpose of networking morphs and changes. Earlier on, it’s about getting to know your industry and building up your contacts. Further down the line, once you have experience and have proved your ability, cultivating the high-level relationships that can continue to propel you forward is key.   Carla Harris, Vice Chairman and Managing Director at Morgan Stanley and one of the most successful women in banking articulates this perfectly: “What I’ve found is that women tend to keep gravitating towards the performance currency, and what happens is, as you get more senior, the relationship currency is the more important currency,” she explains.

Within my own organization, which was initially targeted at mid-career executives, it’s often the Millennials who flock to events, footloose and fancy free, eager to learn and make connections. As women get older and take on more responsibilities both personally and professionally, it becomes harder to carve out the time. But that’s when strategic networking is actually most important. It’s when you really need those relationships with the industry leaders who can advocate for you.

But of course you don’t have to go to everything. For someone like me who juggles a million things and places a high premium on downtime, going to the trouble of dressing up and making the journey somewhere has to be worth it. There is nothing more frustrating than feeling like I’ve wasted precious time.

A friend and I once devised a set of criteria for social engagements: 1) Is this event good for my career? or 2) Will I get to spend time with close friends? or 3) Will there be husband material there?! Rule number 3 has since been replaced with “Is this for a good cause?” but the others still very much apply. Create your own system that allows you to be circumspect with your decisions and hone in on curated events and smaller gatherings such as dinners and talks, where you can better manage interactions.

While we’re on the subject, a few basic tips on how to network effectively. If you’re going to an event and are generally intimidated by large groups of people you don’t know, arrive early. It’s so much easier to connect and get acclimatized in a more intimate setting. If there’s someone you’re specifically trying to meet, do your research, e.g., have they posted an interesting tweet or achieved a career milestone that can be referenced as a conversation opener? Always send a follow up note within a couple of days of meeting. Sustain the relationship and check in every few months.

But networking isn’t just about making lots of great new buddies, it’s about making those relationships work for your career and your business. Last year, I was invited to a convening of some very high-level business executives in Los Angeles. Within minutes of meeting one another, the men were effortlessly transacting, making deals and exchanging cards. For the women, the interactions were a little different. It was more about relationship building and gaining trust. There was an etiquette to it. And while those polite value systems definitely have their place, women shouldn’t be afraid of making business asks of friends and colleagues. We are great at being sociable and at forging strong relationships but often not as good at leveraging them.

Networking is not a dirty word. It’s the cornerstone of business. Build your network, sustain your network and leverage your network and you’ll go far.

Source: www.forbes.com

ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business networking association dedicated to helping small businesses and entrepreneurs develop, expand and grow. We offer affordable opportunities to help create a positive impact and advancement in your business interests and personal quality of life to take you to the next level.
Stay Connected with WNFP!

Why Networking Is More Important Than Ever for Startup Founders

Recruiting starts and ends with your network. Recruiting shouldn't start when you're founding a company or when you're "hiring." Recruiting should start when you're 18, when you're on your first day of a new job, when you're meeting a friend of a friend at a party. What I mean is that building a network and providing people value is something that you should (and can) continually be investing in -- even when you're 16 years old. Your network is like any other resource; you should be depositing and investing in it constantly by being a good human that people want to be around, by doing your current job really well in a way that will make people notice and want to work with you, by constantly thinking about how you can create value for friends and people around you, and not thinking about how you can capture value from them (You can obviously have your imperfections and quirks, but the golden rule goes a long way here).

And like any other resource, you want to have a deep 'reservoir' by the time you actually need to call on it (for recruits, investors, advisors, etc.), like saving money or making deposits in a bank account. You don't want to found a company and on day one look into the "bank account" and see that it's empty.

In truth, your network is even better than money -- it's more like an investment (when approached genuinely) that compounds. Derek Sivers, the writer, entrepreneur, and programmer, puts it best when he talks about the fact that "doing things for others is pretty much the behavior that the universe rewards most."

So in short, if you approach recruiting and hiring as an exchange that you're seeking because it currently benefits you to do so, you'll be behind all the folks that have been "recruiting" for years without knowing it by investing in their networks.

Westchester Networking for Professionals is organizing a Growth Partners Excel Program - Mastermind Group starting in September 2016 for small businesses and entrepreneurs to help grow their business.  Click the link for more   information.

Source: http://www.inc.com/
Image Credit: Getty Images


ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business networking association dedicated to helping small businesses and entrepreneurs develop, expand and grow. We offer affordable opportunities to help create a positive impact and advancement in your business interests and personal quality of life to take you to the next level.
Stay Connected with WNFP!

9 Networking Blunders That Undermine Your Reputation

I’ve been called the "queen of networking" for longer than I can remember. At one point, I felt like this was, perhaps, an insult, since so many people think networking is a bad word. But I later realized that’s simply because too many people do it poorly, thus giving networking a bad name.  After countless conversations, speeches, and seminars teaching people how to better network, here are the nine ways that you might be contributing to the bad wrap that networking gets.

1.You don't get buy-in.

One of the linchpins of networking is the ability to create value-add relationships for others, which begins with an introduction. That intention is pure and necessary. Where the error begins is when you blindly send a three-way email introduction (or worse, just give someone the third party’s contact info) so that you and your original conversation partner know the introduction is coming, but the third party is in-the-dark.

I much prefer to take the extra step of calling or emailing before making an introduction to get the buy-in from the third party. This preps everyone and makes the introduction seamless and more importantly, invited by all parties.

Of course, there are circumstances where this isn’t necessary because you are certain it’s a value-add to both parties and/or you have such a trusted relationship with the third party that you know it will be a warranted introduction. When deciding how to proceed, put yourself in the shoes of the third party and ask yourself, “If I got a blind email connecting me to this person by this person, how would I feel?”

2. You don't follow up.

Follow up is critical both to keep the momentum going once an introduction is made and to close-the-loop afterward. The biggest problem is when someone makes an introduction for you and you never let that person know what happened as a result. This is a fast way to inadvertently signal to that person that you don’t value their time or that they leveraged their reputation with the other party. Do a quick follow up and share what occurred (as well as to say thank you).

3. You keep bad company.

It’s no wonder that when we were kids, our parents were so concerned about whether or not we were hanging out with the ‘bad kids’. You are the company you keep, both by osmosis and by the perception of others. The good news is, if you keep great company, you get to ride on their reputational equity as well as glean great traits from them. But when we keep poor company, they bring us down and lessen the way others perceive us.  Consider doing some housekeeping.

4. You take too long.

I believe that 24 business hours is the maximum amount of time you have to follow up with someone before you begin to look like you don’t care or think you are too important. We are all busy and pulled in a lot of directions. But your reply can be as simple as, “I’m back-logged on email right now and wanted you to know that I saw your note. I will get back with you as soon as possible, and look forward to connecting soon!”.

5. You only look out for yourself.

One of the primary reasons networking has a sullied reputation is so many people who claim to be "networking" are simply out for their own advantage. It’s best to shift your mentality to being curious when you meet or connect with people. Ask them meaningful questions and really listen. See what you can learn and how you can find connection points. Always ask how you can help them in some way, not with an expectation of what you can get in return.

6. You only think up.

It’s not uncommon to think that the only way to advance is to buoy yourself to people with higher titles or more perceived power. While it’s fine to connect with people who are further along in their careers, don’t forget that there’s also value in meeting people in every direction of where you are in your career trajectory: down, laterally and up.

7. You underestimate the power of someone’s Rolodex.

When you meet someone, you’re not meeting just them, you’re meeting hundreds of people.  As we can see from social media, people have hundreds (if not thousands) of contacts. While some are naturally stronger than others, keep in mind that they are a gatekeeper to the people they know and to whom they could introduce you. Don’t write someone off because you don’t see immediate value.

8. You don’t do what you say you’re going to do.

This is a quick way to chip away at trust and lessen your credibility. If you say you’ll follow up with an email today, do it. If you say you’ll be at the dinner, be there and be on time.

9. You think you don’t need to network.

As someone who hosts monthly networking events in three cities for hundreds of people at each event, I often hear this when I extend invitations. When you say you “don’t need to network”you’re saying you will never be in need of the help of others nor do you want to meet anyone new to help them.

Networking is a fancy word for relationship building, so you’re basically saying that you are happy to live with the circle you’ve created and have put up a wall to anyone else. What you may mean is that you’re not currently looking for something you think you can gain from meeting new people (refer back to point 5) or that you don’t like big events, in which case, express that.

If you see yourself in any of these networking faux-pas, consider working on them in the New Year to expand your circle!

Source: https://www.entrepreneur.com 
Image Credit: shutterstock


ABOUT WNFP
Westchester Networking for Professionals (WNFP) is an organization consisting of professionals and entrepreneurs which focuses on the success of our Members. We help our Members establish lasting relationships and generate new business opportunities towards the growth of their business.
Stay Connected with WNFP!