Let’s face it: As a businessperson, you’ve got a lot going on. There are people to see, places to go and a whole lot of stuff to do. Can you do all this, and look and act presentable at all times, too?  Quite frankly, getting and keeping your act together can be a little overwhelming for even the sanest of people, so here are some tips: 1. Look the part before going to a networking event.  You’d be surprised how many people fall short in the fundamental area of appearance. If it’s a cha...

When someone asks you what you do, what are the first words out of your mouth?  If the words aren’t ready to roll off your tongue, then read on . . . When someone asks you what you do, make sure you’re ready with a response that is succinct but memorable. The attention span of the average adult is only 20 seconds; a long, drawn-out answer to the question isn’t going to work. Focus on creating a unique selling proposition (USP)–a mini commercial that you can readily use while networking. I t...

My philosophy about competition is best summed up by Henry Ford, who once said, “The competitor to be feared is one who never bothers about you at all, but goes on making his own business better all the time.”   In my business organization, BNI, members or directors often express concern about other competitive networking groups that are forming and bad-mouthing our company or attacking our program in some way. I tell my team that if they feel like someone is biting at our backsides, it’s bec...

One of the friendliest and most natural ways to make contact with a referral source is to buy her products or services, whether in large or small dollar amounts.  It’s important to note that the purchase doesn’t necessarily have to be from her primary line of business–perhaps a ticket to a fundraiser, a used car, a computer, even a box of Girl Scout cookies from her daughter. By purchasing something from your network member/referral source, you become one of her customers. As a customer, you are...

Are you looking for a networking approach that will help you save time and money?  Yes? . . . I had a feeling you’d say that. Source seeking is a great way to save time and money, increase your number of sources, discover some of your best sources and opportunities, and broaden your knowledge of your sources’ networks.  It involves contacting your prospective sources to identify people they know who can help you achieve a particular goal.  For example, you may ask a source to name someone who can help ...

Playing the role of reporter by interviewing a member of your network for an article or while doing research on a subject he’s familiar with, for example, is a great way to elicit information and advice from members of your network. How can this benefit you? The reporting approach benefits you in two ways. One, you learn more about your network member. Two, he appreciates the visibility you give him. Also, he will probably be more willing to meet and cooperate with you in other situations, thereby strengthen...

Networking is about building relationships and one of the main ways to build relationships with people is to have effective, productive conversations.  However, that can seem like a daunting task for some people who are at a total loss when it comes to the art of conversing.    If you shy away from going to networking events because you’re consumed by the fear of not knowing what to say, pay attention to these four conversation tips from my good friend Susan RoAne (a.k.a.: The Mingling Maven®):   A...

When I taught management-theory classes at a Southern California college, students would sometimes say to me, “Look, you’ve just walked me through ten different theories of management.  What’s the best one to use?” I would answer, “The one you consistently apply.  Why would I say this?  The reason there are different ways of managing people is because people are different.  They have different personalities, different approaches, and different techniques.  The tried-and-true method ...