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In recent weeks, I’ve had the opportunity to pass along no fewer than five referrals to other people in my network. I also recently received a very professional and non-pushy email from someone I’ve never met, who is a member of an organization I’m part of. He introduced himself briefly, mentioned how he knew of me, and asked about my ideal clients. He placed far more emphasis on finding out who I wanted for referrals than he did asking if I would refer business to him.

It was clear that he’s playing the “givers gain” game to grow his business. And a short time after receiving his email, as I was thinking about where to get a massage, I spotted a brochure and discount offer I had picked up from a woman at a recent networking event. Although I had other options, I chose her based on her brief presentation at the event and the offer she included with her brochure. In short, networking works!

It really got me thinking about networking and what a powerful tool we have at our fingertips. How is your “net-working?” If the answer is “not very well” then I encourage you to get busy and start making it work for you.

Consider the following:

* Experts agree that the best means of finding employment is through networking–not want ads;

* Word-of-mouth marketing is considered one of the most potent and cost-effective marketing strategies–think about how you found your hairdresser, chiropractor or favorite new restaurant;

* Networking is not just about exchanging goods and services but ideas as well. Mastermind groups, book clubs and other groups where the ideas exchanged may be far more valuable than any tangible goods are not to be underestimated!

* And don’t forget the networks of people you meet through your children’s activities, church or social organizations. When my hairdresser recently moved away, not only did I ask others for referrals but it so happened that the mom of one of the kids on my son’s baseball team is a hairstylist. I’ll be calling her when I’m ready for my next haircut.

The list could go on and on, but suffice it to say, your network is likely one of your most undervalued assets. Here are some ideas on how to maximize your networking efforts.

1) Give first. Think how great it feels when you refer someone to a new restaurant, a great movie or to a doctor you love. You usually give without expecting the other person to automatically reciprocate. Unfortunately too many people who do business networking operate by the “give me first” philosophy and then wonder why networking “doesn’t work.” Set a goal to try and make one referral a day. Before long the old “what goes around comes around” rule will kick in and others will be looking for ways to send business your way. When you become known as a resource for quality contacts your perceived value rises as well.

2) Select networking opportunities carefully. In the community where I live, you could attend networking functions morning, noon or night every day of the week and still not tap them all. You can’t do everything so have some simple criteria for selecting which networking events to attend:

* Who is the event geared to? This means you must know and be able to succinctly articulate who your target audience is. Will this this group put you in touch with people who fit that profile?

* Are you sincerely interested in the group, its purpose, etc.? Attending something just because all the “movers and shakers” will be there is a potential recipe for failure. Make sure the group fits your personal/professional interests as well as your client profile.

* Consider cultural or educational events that you have a sincere interest in. It’s much easier to make contacts in a group of people who share some personal passion or interest with you. One that has been very effective for me is the National Association of Women Business Owners (NAWBO). Not only have I received excellent referrals, it’s given me a pool of over 200 professional women to refer business to. Another has been my Toastmasters group. Believe me, I don’t really market myself there, but the regular contact and opportunities to speak have helped me gain the trust of others who have been generous in sending business my way.

3) Don’t rush it. Too many networking functions are marathon business-card-passing events and most of the time those cards end up in the round file. Better to have 2-3 quality conversations and really seek to make a positive connection than have 20 conversations where both parties are simply faking interest in order to hand out a card and move on to the next victim.

4) Have a follow-up strategy. What good is it to collect business cards that you never do anything with? I ask if people would like to receive Monday Morning Coach as a natural follow-up to a conversation or speaking event. That allows me to stay connected to them on a regular basis. Even if you don’t write a weekly ezine, you can still create a simple follow-up strategy. A handwritten note following the event is the most personal; email is another option, or make a phone call and schedule time to meet with your new contacts within a week or so. The point is, don’t let the opportunity to develop a relationship die on the vine.

5) Finally, make sure you ALWAYS properly thank anyone who sends you a referral. Even if it doesn’t actually result in a business deal, thank them for thinking of you. Do it in writing if possible and as soon as possible after receiving the referral. Everyone likes to be appreciated, so let your referal sources know how much you value their trust. Nothing will reinforce their decision more than a sincere note of appreciation.

There are dozens of books on networking that go into much greater detail and depth than I have the opportunity to do here. If you’re sincere about building your business through networking, pick up one or two of them and become a student. And realize that networking is really the art of growing relationships. It takes time, care and attention, but the crop you harvest in time will be well worth it.

And I’ve come to realize the greatest riches of all are the relationships themselves. When you play the game of building relationships you really can’t lose. So what are you waiting for?

Betty

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Quote of the Week

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“No man becomes rich unless he enriches others.”
~~Andrew Carnegie

Betty Mahalik is a business and personal coach whose mission is to help “transform your potential into performance.” Since 1987 she has also presented hundreds of programs, trainings and seminars on everything from interpersonal communication to time management. She writes a weekly motivational e-message called Monday Morning Coach. To subscribe or learn more about her coaching and training services, visit http://www.dynamic-coaching.com

You can get a lot more leverage from your business networking efforts if you work on building relationships with strategic alliance partners. When done effectively you’ll get more regular and predictable referrals from these strategic alliances then from any other source.

In just about any business there are natural referral partners. A real estate agent needs a mortgage broker and an inspector. A financial planner needs a CPA or accountant and an attorney. A graphic designer might need a marketing consultant or a copy writer. You get the picture.

By finding a core group of these complimentary businesses you can all help each other grow by bringing each other into new deals. You win because you’ll be getting business you might not have even known about otherwise, and your customer wins by working with professionals who are used to working together.

Building your strategic alliance network doesn’t have to be difficult. Start by identifying the types of products or services that you don’t offer that your clients consistently ask you about. If you’re a computer consultant and your clients are always asking if you know a good web designer or telephone systems vendor start there. You’ll already have something to offer to the potential partners you approach.

It’s very important that you choose solid trustworthy partners. You’ll be putting your reputation on the line every time you refer one of these people to your customer. A good rule of thumb is to only work with others that you would trust with your own business, or to help your mother, or best friend.

You can either build relationships with these potential partners one on one, or bring them all together in a private networking group where you can all learn to work together. Personally I prefer to combine these two approaches. Bring everyone together and you’ll be helping everyone else out that much more. In addition, continue to build a strong relationship with each individual so that they know they can trust you with their referrals.

The details of every strategic alliance are up to you. You might choose to pay a referral fee or share a percentage of your revenue (if that’s legal in your industry, you may need to check with your business attorney to be sure). You might just decide to refer business to each other and know that in the end it’ll work out. Working together you may also find that there are some great opportunities for cooperative advertising or working a trade show booth together. It’s up to you and your new strategic partner.

Being successful in business is all about taking action. Reading about taking your networking to the next level and building strategic alliances is useless unless you act on it. Take a few minutes right now to think about the type of businesses you could build a strategic alliance with. Now, pick up the phone!

The journey of a thousand miles begins with a single step.

Happy networking!

Scott Ingram is the founder of NetworkInAustin.com a networking resource for networkers in Austin, Texas who use networking as a business development and marketing strategy. You can find many of these entrepreneurs, executives, and other professionals in the Austin Business Directory. Scott also posts regularly to his Business Networking Blog where you can find more business and networking tips.

When he’s not out networking at the local Chamber of Commerce luncheon or after hours mixer you’ll find Scott on the running trails near Downtown Austin. Right now he’s also spending a lot of time with his wife, Emily, as they’re expecting their first child very soon.

New Information and Communication Technologies (NICT) continue to influence our lives on the professional, economic, social and family levels. As a consequence, we are faced with new values, new relations and new behaviours which we have to adopt or to adapt to.

One of the innovations brought by these technologies -and in front of which we are still perplexed and hesitant- is telecommuting or distance work which is presented as a means to reduce costs and to increase productivity.

The fundamental characteristics of telecommuting are:

a- The place of work is no longer the same, it is distance work.

b- There is a new form of organization of work.

c- The interactions between the employee and the employer are achieved primarily thanks to the means of telecommunications.

All experiments in this field show that telecommuting has many advantages and opens new prospects for a better productivity, a better life for the individual and the family. Yet, experts point out that there are still a few drawbacks.

I- Advantages:

a- Advantages from the point of view of the telecommuter:

 decrease of stress and increase of effectiveness.

 better integration of family life and professional life: telecommuters can better reconcile employment and family life.

 fewer absences due to family urgencies, mainly for telecommuters with children.

 reduction of the time wasted in transportation especially in public means of transport. Employees have much more spare time which they could devote to para professional activities (training, studies…) or to valorising leisure activities.

 decrease of the expenses related to transport, clothing and meals taken outside, thus improvement of the purchasing power and the standard of life.

 increase of autonomy and responsibility.

b- Advantages from the point of view of the employer:

 increase of productivity.

 possibility of recruitment of high quality employees.

 reduction of space costs.

 reduction of costs related to absences and delays.

c- Advantages from the point of view of the community:

 decrease of unemployment rates in less industrialized areas through maintaining people in their regions.

 reduction of pollution due to road traffic.

 reduction of traffic jam and road accidents.

 increase of population stability.

 reduction of costs of stress-related diseases.

II- Disadvantages:

a- Disadvantages from the point of view of the telecommuter:

 possibility of exposure to loneliness.

 fear of being cut from professional environment (office, colleagues…)

 difficulty of reconciling family life and professional life for those who do not know how to organize and manage their work well.

 difficulty in managing time for those who are not well-organized.

 possibility of negative effects on the career: slowness of promotion, likeliness to be forgotten, neglected…

 fear of female agents of telecommuting as a means which might accentuate or revive career disparity with their male colleagues.

b- Disadvantages from the point of view of the employer:

 fear of an excessive independence or loss of control of agents.

 fear of the changes resulting from the passage to telecommuting: need for changing all work methods and communication with the personnel and the users.

 fear of novelty and its probable results in general.

III- Profile of a good telecommuter:

The personality of the candidate is determining. A good telecommuter is independent and autonomous ; he/ she works with clear objectives and with little supervision. He/ She shows proof of responsibility, reliability, self-discipline and respect of priorities and deadlines. He/ She generally does not have a direct relationship with the management of human resources or he/ she is able to manage them remotely.

To be able to succeed in his/ her work effectively, a telecommuter needs the support of his/ her employer, to remain in contact with his/ her company or administration and to pursue the goals which are allotted to him/ her by regularly communicating information on the evolution of his/ her own work and that of his/ her collaborators.

IV- Conclusion:

The possibilities offered by the NICT in the domain of telecommuting, teletraining and teleconferencing are enormous. Consequently, reflecting seriously on this new flexible method of work is essential in an era where the technological know-how is in constant evolution and where competitiveness has become more merciless than ever.

In the developing countries, it is high time that mentalities evolve and open on the experiences achieved in the domain of telecommuting and teletraining in the developed countries. Governments are called to combat reactionary tendencies which are opposed systematically to progress and which prevent the others from advancing in this way. They ought to sensitize and to encourage employers to take measures towards the implementation of telecommuting.

High School English Teacher, ICT Trainer, Collaborative Projects Coordinator.

There is no doubt that one of the best ways to network is through volunteer work. Volunteer work puts you in a position of respect and value in the minds of those that not only run the volunteer programs or are seeking volunteers as well as those that contribute sums, both large and small to programs of various kinds. If you believe that you will have a cause in the future that you may need help with, volunteering now is a great way to make all of the connections you may need in the future.

The thing is, when you become involved in volunteer work you’ll be bumping elbows with people that do this all the time. Volunteer work is their work, and they love to help out, to donate money to good causes, and the like. While your motivations should be honest and good, this is a great way to get on a first name basis with those that may be able to help you with your cause in the future. Connections in the volunteer world can be priceless when it comes time for you to host a program or attempt to raise funds for something that is important to you. Being able to send personal invitations or even make personal phone calls to those that might be able to help will give you a better chance of receiving the support you need to get your program off the ground.

On the flip side, if you are constantly looking to support worthy programs to feel good about yourself in addition to being known as a contributing member of the community, volunteer work can help you decide which causes are the best for you. There are so many people out there that would like your help, either with time or money, and it can be difficult to decide which programs most are worthy or where your time and money is best spent. Volunteer work can help you decide which programs are not only most in need, but have the most meaning for you personally. You are probably looking to support programs that have some personal meaning to you, or really have a need for volunteer work or donated funds. Volunteer work can help you really get down to how funds are spent and how much volunteer work is really needed.

Networking is a big part of philanthropy, whatever side of the equation you may be on. There are so many great causes out there that need donations, volunteer work, and everything else related to philanthropy. Because there are so many opportunities, you may find it difficult to decide where your charity should go, but websites such as www.investinalife.org can help you decide where you can network to either find out where your philanthropist donations can best be used, or to meet those that have what your program needs!

Learn about charity, giving and philanthropy at http://www.investinalife.org.

1. They influence your luck

It has been wisely said that a man is known by the company he keeps. By observing the friendly circle of a person we can tell about his character and traits. If you move with the drunkards you will get their habits and start drinking. If you move with the poets you will soon develop a way of thinking like theirs. And if you move with the rich and powerful you will soon learn from them the art of becoming rich and powerful. Rich or powerful people are the parts of the same coin. If a person has a lot of wealth he is also powerful. And a person who has political power mostly has a lot of cash. In the company of such persons you get more opportunities in life and you will be more lucky.

2. They bring business for you

The person who moves with the rich and the powerful can never remain poor. New opportunities always enter his life. By associating with them he associates with new and lucky breaks. One of my students Ranjan Kumar was running his own manufacturing plant having an annual turnover of more than rupees twenty five lakh. A few years ago he was in deep financial trouble - with a bank loan of rupees seventeen lakh and workshop without much work. He had struck friendship with a person whose father was chief engineer in a famous car manufacturing company in Gurgaon. Soon he got a good manufacturing order from that big car manufacturing company. It established his business and soon he became financially very sound. Czar of Indian business Dhirubhai Ambani was famous for his good political links which helped him rise in business very fast. In 1995 my cousin Saravpreet wanted to start his own business in London. He didn’t have to borrow money from banks or financial institutions on interest. Moreover it was difficult for him as he neither paid income tax nor had any property. But during his two years of stay in London he had cultivated a large circle of influential friends. He collected about one lakh pounds just in fifteen days from his friends and started a construction company. And due to great links he never faced any dearth of business.

3. Social forces never crush you

For a common man it is not easy to make good progress in life even if he has talent and works day and night. Various social forces (most of the times negative) are ready to crush him at every turn. He has to pay several taxes, give rent, grease the palms of many greedy officials or inspectors of various departments, fill the belly of some criminals or mafia (if entangled), spend money to follow the norms of the society, fulfil the demands of several kith and kin. Many disheartened businessmen have to close their business, many lovers have to abandon their sweethearts, many young persons have to change the course of their career just to avoid clash with the various social forces. Many persons ruin their future under the crushing waves of these forces. But a person with rich and powerful friends can easily overcome these forces and moves confidently in the society.

4. They boost your self image and confidence

Rich and powerful persons have much stronger self-image and more confidence comparing to other men or women of the society. Their pockets are fat and they can influence events. By mixing with them you become the same improving your self-image and gaining in confidence. You are self-assured that people are there to take care of you in hour of trouble. Your personality improves to great extent. Your walk becomes the walk of a winner.

5. How to make such friends

Many readers may be having a desire to make rich and powerful friends in the society but they don’t know how to proceed successfully. It is easy. Take the following steps and you will never lack satisfactory circle of influential friends.

a) Maintain A list of contacts

Your first need is to maintain a list of contacts and potential friends. You have to revise this list every three months. Delete contacts which are no longer necessary. Add new persons to your contacts list regularly. Don’t forget to update addresses and phone numbers.

b) Send them greetings and gifts

Everybody wants to get greetings and gifts. Most of the people use this easy method to maintain friendship and relationship in their life.

c) Invite them in your functions

Holding functions at regular intervals is a good strategy to make progress in life. It is the best method to maintain your social contacts and renew them. Carefully make the final list of the invitees. Continue adding new persons in your contact list. Never call all and Sundry to waste time and money. Mainly those persons should be invited who can boost your self-image and career.

d) Ask their help in time of need

Friends are not made to keep in the showcase of your life. Friends are their to exchange views, discuss on various things, help to solve problems and make life a beautiful journey. Whenever you think you need the help of your friend you must ask without hesitation.

e) Change your life style

If you want to make progress you need to be somewhat showy. It will be very helpful in establishing the relationship with the persons you need. Wear good dresses, drive a nice car, keep an attractive mobile.

f) Befriend their secretaries

Secretaries of the big people help a lot to start a relationship with them. And it is very easy to befriend them. Give them gifts, send greetings, take them to good restaurants for lunch or dinner. A secretary can easily open the door of good relationship with the VIP.

Anandrahi
CEO: News of India Network
Director: LSE-India (for Communication
Skills and Personality Development)

Trained thousands of persons to get great jobs, improve personality and achieve goals in business.

Best-selling Books written by Anandrahi:
1. Think Your Way to Wealth and Power
2. Fire of Success in Your Mind
3. Speak English and Influence People
(To get an ebook write an email).

emails:
anandrahi@newsofindia.net
anandrahi@yahoo.co.in

A few years ago, I was attending a family function when I ran into a cousin of mine. Having not seen her in more than three years, she told me that her son had graduated from law school and had passed the bar examination and was now a lawyer at a very prestigious law firm in New York City.

“So what kind of law is he practicing?”, I asked.

“Well….law, The American kind” she replied.

“Ok, but what area of specialization? Bankruptcy? Criminal?
Real Estate? Personal Injury?,” I inquired.

“You know, I don’t really know, but I know he’s a great lawyer, or at least he better be with all the money I spent on his schooling,”, she said.

“Do you have his business card?” I asked.

“Actually I don’t have one with me. He never gave me any. He said just told me to have anyone with a legal problem give him a call. I’ll give you his home number and you can talk to him about it,” she said.

I’m sure that many people have heard parents brag about their son “THE LAWYER” or their daughter “THE DOCTOR” or whatever profession they are in. But like my cousin, many of them are not familiar with what their son or daughter really does for a living. All they know is that they paid for their kid to go to medical school, law school, graduate school and in their eyes, they are a success.

After the conversation ended, I thought to myself about the many golden opportunities my cousin had missed for her son to acquire new clients. It was bad enough she didn’t know what kind of law he practiced, but what made it even worse is that she didn’t have any of his business cards with her.

As a business owner or sales professional, people need to know what it is you do for a living. Your first step is to educate your immediate “sales force” — that is your family — as to what you do. This doesn’t mean that they need to know all of the technicalities of what you do for a living. At the very least, you need to train them to listen for key words, or to watch for certain circumstances where they may be able to provide a solution to someone’s problem.

For example, if you are a chiropractor, tell your family that if they hear a neighbor complain that their back is hurting after doing spring cleaning, that person may be a patient for chiropractic treatment. You may want to train your mom to 1) identify a need, 2) provide a solution to the person’s problem and 3) give them a call to action [tell them what they need to do] and 4) make them prospect for future clients by giving out your business card, plus an extra card in case that person knows someone else who can benefit from your services.

Speaking about business cards, out of the thousands of business cards I receive each year, I am surprised whenever I get a card that is missing the basics: the address, fax number, email, or title, let alone the person’s full name.

I’m a firm believer that your business card must also spell out exactly what you do, if it is not apparent by your company’s name. For example, if your business is the SUPER MEGA COMPANY, INC. and you clean windows, it should say “SUPER MEGA COMPANY INC” with the words “Commercial and Residential window cleaners” below it.

If you have a title in the company, use it on your card. Are you the CEO? The account representative? The Vice President of Marketing? The Developer of Imaginative Ideas? People want to know.

The bottom line is that people need to know who you are and what the heck you do for a living. Start training your family members, your friends and clients to get the word out there about yourself. Once you do, you will start to see results: in name recognition, and more importantly, qualified business referrals.

© 2005, Timothy M. Houston. All Rights Reserved. Reprinted with permission.

Timothy M. Houston is the President of Houston & Associates, a commercial Debt management and business consulting firm based in Staten Island, New York with affiliated offices in Texas, California and Florida, (http://www.houstonandassociates.com). He is also the Area Director for the New York City Outer Boroughs Region of BNI (Business Network Int’l).

In 2005, Tim launched SmallBizSaver.com (http://www.smallbizsaver.com) which is dedicated to helping small businesses to stay in business. He can be reached at tmhouston@houstonassoc.com, or Toll Free at 1-888-407-4646.

On the face of it, network marketing should be very effective. You buy a product, recommend it to all your friends and earn a commission on what they buy. This ‘word-of-mouth’ advertising is what the big TV advertisers most fear: your product endorsement to your friends actually carries much more clout than an expensive tele-ad.

So, you earn a few pennies or bucks on each sale. But the big money comes (or is supposed to) when you recruit your friend to do as you have done - to recommend the product to all their friends - and recruit them into the network, too. And you get a few bucks on their sales, and as your network grows exponentially, so does your income. So why doesn’t it work? Why do 97% of network marketers fail?

There are two main answers. First, the compensation plan. To earn anything at all you have to shift product. Suppose that you get $1 on average for each order that flows through your downline. That means that you and your team have to make 100 sales to make you $100. That’s not much. To live the life you dreamed of, to give up your day-job, to spend more time with your family, to pay off your mortgage and car loan and credit-card debts, you’re probably going to need $500,000 (at least!) At $1 a pop it’s going to take you a long, long time.

Which is where the ‘recruitment’ part of the business comes in. If only you could recruit enough people into your team you could shift all that product and get rich. But you’ve run out of friends, and anyway, most of them don’t want to know or are lousy at networking. So this is the second reason why network marketers fail. To expand your downline you have to go out and recruit strangers. And most people hate doing this. It’s difficult, demoralizing and exhausting. So 97 networkers out of 100 give up and fail. The dream withers and dies.

So what’s the answer?

Making a fortune $1 at a time is not the way to go. And cold-calling strangers is about as much fun as pulling your own teeth.

Just forget about the traditional network marketing model: instead look at it from a tycoon’s point of view. You’ll make more money for less effort if you sell a big ticket item. Instead of making $1 profit per sale, why not make $500? And if selling to strangers gives you a pain in the head, why not delegate? Pass the job over to the experts and let them do all the schmoozing, selling and closing. This is what I do and you could do the same.

You can operate this system from anywhere in the world from behind your computer screen. This is not a pyramid, neither is it MLM. And you can do it even if you are a complete and out-and-out introvert.

Gillian Gunner is a software author, webmaster and internet marketer. Her latest website is www.just-more-money.com.

Serious and consistent networking is one of the best ways to jumpstart your client base very quickly and to continually bring new prospects and referrals into your pipeline. But, admit it, it’s sometimes very intimidating (if not downright frightening) to network alone, even for an extrovert like me.

There are a few different types of professional networking events, one of them being the “free-for-all.” That’s the kind of networking where you’re basically thrust into a roomful of people who seemingly know each other and are supposed to introduce yourself. Ouch! That’s not always easy, even if you feel like a born networker.

A tactic I use when I’m feeling really overwhelmed by a roomful of people I don’t know is that I pretend it’s my own party. That’s right, as if I’m the one who organized the shin-dig in the first place.

If you know me personally, you already know that I’m a pretty social person and I LOVE to entertain. That being said, I’ve thrown hundreds of parties since my early twenties and I’ve had many occasions to feel what it feels like to be a host.

A host:

1. is in control of the situation
2. is confident
3. knows most everybody
4. has the right to ask if they don’t know you

In throwing cocktail parties and barbecues over the years, I’ve experienced more than a few times someone in my kitchen or living room that I didn’t know, usually a guest of one of my guests. I usually feel really comfortable going up to that person and saying, “Hi, I’m Fabienne. We haven’t met yet. What’s your name? Who did you come with tonight?” with a smile. I used to call this my ‘Ultimate Icebreaker,’ especially when I was single.

Taking that as a cue, when I get slightly shy in a large overwhelming networking situation, I shift my way of thinking about the event and pretend it’s my OWN party. Then I do the same thing, using my ‘Ultimate Icebreaker.’ It always works and I’m never nervous once I get started!

The best part of it is, sometimes, the person I walked up to and started the conversation with often DOES feel like it’s my party, or at least that I’m really confident. I guess that’s not a bad thing for attracting clients.

Your Assignment:

Pretend it’s YOUR party and that will somehow make it much more OK for you to approach strangers at a networking group. Then, use my Ultimate Icebreaker:

“Hi, I’m so-and-so. We haven’t met yet. What’s your name? Who did you come with tonight?” with a smile.

If you’re not sure where to start with networking to get clients in the first place, check out The Secrets of Master Networkers Manual™. Step by step, I take you through everything you need to do to get clients from networking, and pull clients and referrals in easily and consistently. Get it today at www.SecretsofNetworkers.com.

© 2006 Client Attraction LLC. All Rights Reserved.

Fabienne Fredrickson, The Client Attraction Expert, is founder of the Client Attraction System™, the proven step-by-step program to help you attract more clients, in record time and consistently. To learn more about Fabienne’s Client Attraction Home Study System™, sign up for her FREE client attraction tips and no-charge teleclasses on attracting more clients, visit http://www.ClientAttraction.com.

It used to be said that you are only as good as your Rolodex.
Well, times have changed and that statement no longer holds true. Now, the mantra is “It’s not who you know, but who knows you.”

It’s all about the network.
What do you hope to accomplish with your network?
Do you want to build business?
Do you strive to develop personally and professionally?
Do you need a job?

Which of these business objectives do you hope to achieve through personal networking?

Increase visibility. Get a raise. Bring in/develop more business. Get a better job. Keep the job you have. Expand your professional horizons. Start your own business. Grow to become an expert or a speaker.

These objectives are all within your reach. The secret is to build the network to support you in attaining them.

Networking is an ongoing complicated process. Networking offers diverse benefits. These include finding partners, avoiding personal and financial disasters, making career changes, resolving conflicts, building businesses, meeting famous people, and more. Entering into a networking relationship with someone can provide many opportunities; however, time is a valuable asset. You must ensure that you use it judiciously when building your network.

Eight defining principles to help you create, cultivate, and reap the benefits of success through personal connections.

1. It’s not whom you know but who knows you.
Plan your networking campaign as if YOU were a business. People will not bang down your door if they do not know what you have to offer. Your greatest sales agent is you (and sometimes your mother)! After all, you know the product best. If you don’t market yourself, who will? Networking is not just a one-time event. It requires attention, consistency, and continuity.

2. Cultivate your relationships.
In today’s fast-paced, ever-changing business environment it is important for you to keep your connections active. Remember the old adage “Out of sight, out of mind”? It’s doubly true today. You are as memorable as your last communication or point of contact. So, if you are not communicating, then what? Who is going to remember you if you don’t make yourself memorable?
TIP: Keep your association memberships current and participate in local events, and committees.

3. Be yourself. Be authentic. Be confident.
Being self-confident and self-assured is essential to networking, even for the most outgoing individuals. Think of yourself as a product or resource that others need. Approach your system for networking as an investment. Trust your instincts. Believe in yourself. If you don’t, how will others? If going out on that limb is not your forte, work with a professional coach who will support you in your networking skill development.

4. Protect your network.
Your network is a delicate possession that needs care and attention. Each person you meet is working on a project, raising money for a cause, or dealing with some personal or professional issue. As a good networker, your goal should be to identify the need and help your new contact find a solution. Identify at least one thing you can do to follow up with new contacts. Send them a note saying how pleased you are to have met them. Use this follow-up as a way of reconnecting with the person you have just met. Make sure you reconnect within 48 hours.

5. Be prepared with your elevator pitch.
Remember, its not about YOU, its about your audience. Tell them things about you that will secure THEIR interest. You have one minute to capture someone’s attention. One minute to sell yourself and get them to listen. One minute before they stop listening and move on to the next person. This is doubly true and additionally difficult at a luncheon event where there are 10 different people to contend with. (The notable exception is if you are a buyer or purchasing agent.)
TIP: Always carry your business card. Make sure your business card looks as professional as you care to be remembered.

6. Support others in your network.
Don’t be afraid to say “Thank You.” In fact, say it often! Watch for ways to help your associates. Newspaper & magazine articles are great! When you notice a colleague’s name in a publication, cut it out and send it to them. Include a quick personal note along with your contact details. Make one day a week a telephone day, or commit to an hour a day to be on the phone and reconnect with the people important to you. Become recognized as a resource, so that people will want to stay connected to you. A note of caution: state clearly that you are happy to help and hope that the favor can be returned soon. If you don’t get a contract or a job, or close a sale, send the person a thank-you note anyway.

TIP: Carry thank-you notes or cards with you so that you can write quick notes after you meet someone.

7. Be generous to others.
What you give will be returned. You are probably familiar with the idea of focusing on WIIFM-”What’s In It For Me.” In networking, however, the “me” is really “them.” To be successful, you need to stay focused on WIIFT-”What’s In It For THEM.” Always consider what you can do for others. Pay close attention to the needs, desires, and interest of individuals in your network. Be wary of those that don’t reciprocate. There is a fine line between using your network and abusing it.

8. Continuously improve your networking skills.
Networking has been an integral part of being effective and efficient in business and in life. Building, maintaining, and improving your network and your networking skills are keys to success. Identify people to include in your network who excel at networking. Add them to your network and learn from them. What events do they attend? Whom do they know? How do they handle themselves? How do they support others? Keep tuned in to all the professional and career development opportunities out there. You should never be too busy to learn new tricks. Attend functions where you can establish a peer group. Be choosy. Don’t just go for the sake of going. Have a clear goal in mind about what you intend to get from your participation and follow up.

Discover the easy way to make yourself stand out from others. How to become an expert in your field; How to write a better resume; How to write a personal press release; How to accomplish things no one else is doing and to get people to think about you in ways they have not thought before and much more including critical checklists for those important business meetings.

This indispensable workbook will show you specific ways to accomplish your personal branding goals and launch your career into the stratosphere. We have done all the work for you with guidelines, cheat sheets and easy-to-use templates to customize for your own use.

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If you find that the strategies and tactics in these materials don’t work for you or in your business, we don’t feel like we should keep your money. We want you to try them for 30 days with zero risk.

Don’t you just hate it when someone gives you some great advice about what to put on your business cards… just after you’ve had a batch printed!

Here’s how you can get around that problem…

In my article; “Networking Your Way to Profit: Part 3: Your Hidden Marketing Opportunity”, I explained how the back of your business card is your ideal place to include your marketing message. Of course if you’ve just had your cards printed – with nothing on the back – you have a dilemma.

Do you throw your newly printed cards away and get some more done (expensive, perhaps?)

Or do you keep the advice in mind for the next batch to be printed and hope that in the meantime you don’t lose any business opportunities when you hand your existing cards out?

An alternative is to print your marketing message on transparent labels and affix these to the reverse of your cards before handing them out at business meetings. And the additional advantage is you can change your marketing message for the prospective business people attending the meeting.

Include in your Marketing Message Label:

* Your marketing message: a single sentence describing what you offer.
* Testimonial(s) from happy clients/customers
* Key benefits you deliver

©2005 Original Work by Carol Bentley

Learn more about Persuading People to Buy… Subscribe to your free reports, with no obligation, at http://www.CarolBentley.com

Carol is the author of ‘I Want to Buy Your Product… Have You Sent Me a Letter Yet? (How to create powerful sales letters, advertisements, flyers, brochures, web pages and newsletters that persuade hundreds, or even thousands, of additional customers and clients to buy from you!) by Carol A E Bentley (Rated 5-star on Amazon.co.uk) This book is available at a special offer at http://www.CarolBentley.com/offer

Carol is one of the highest paid direct response copywriters available. If you would like to talk to Carol’s office about having her work on your current or next sales project you can use the contact form on her website http://www.CarolBentley.com/contact.asp