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In this third installment of the “Why People Resist Networking” Video Series, I discuss another popular theme surrounding why people tend to resist networking – impatience.  If new networkers don’t see immediate payoff from their efforts, they become impatient, inevitably resulting in failure early on in the networking process. Quite often, people simply don’t understand the value of taking time to build fruitful relationships and, like it or not, fruitful relationships are the cornerstone of effec...

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In this fourth installment of the Networking Faux Pas Series, I talk about the faux pas which I see happen most out of the faux pas topics I’ve discussed thus far.  It also happens to be the faux pas which frustrates me the most (Seriously–it drives me crazy!)–it’s when you give a networking partner a referral and they drop the ball and don’t follow up on it. Remember, if you aren’t following up when your referral partners call you and/or aren’t following up on the referrals...

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Years ago I learned that there is a dramatic correlation between the size of a quality networking group and the number of referrals which are generated by that group.  The fact is, the addition of new members brings an increase in the likelihood that any given networking group will be successful. Groups under 20 people do not generate as many referrals (proportionately) as do groups over 20 people and the math proves it.  If you have a group of 16 people, that group has 256 connections (16 x 16).  However, a group...

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Last Thursday I posted a blog in which I explain why confusing networking with direct selling is one of the worst faux pas you can make while networking as it completely undermines any chance you have of being a successful networker.  The fact remains that if your idea of networking is walking around, shaking hands, and closing deals, you are not going to achieve real results or significant business growth from your efforts. Today, I’d like to share a fantastic new video with you which not only drives home the...

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In this third installment of the Networking Faux Pas Series, I discuss the danger of confusing networking with direct selling–it is often this specific point of confusion which really causes networking to go all wrong. If your idea of networking is walking around, shaking hands, and closing deals, you owe it to yourself to watch this quick video explaining what networking is really all about and how to make sure you’re not going about it the wrong way. If you’ve had experiences with people trying to...

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Since business referrals are the principal tools and the valued currency of networking, you should make sure that yours are both timely and appropriate.  Here are five important points to consider in giving a good referral: 1. Listen for needs from the people you meet.  When you meet someone who expresses a need, tell her you know a person whose business can provide the product or service she’s looking for.  Tell her about your business experience, if any, with that person.  Give her the business card of th...

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Are you using coin-operated networking? In this short video, I discuss coin-operated networking vs. Givers Gain networking and I explain why the transactional process (I will give you this, now you have to give me that) doesn’t work because there is always a scorecard. The value of the referrals may also be the different — think of the monetary value for two referrals to a florist vs. two referrals to a realtor. If you try to use coin-operated networking, it will absolutely, categorically fail.  To get m...

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This week marks the 7th annual celebration of International Networking Week which is recognized each year by thousands of people around the world. International Networking Week is about celebrating the key role that networking plays in the development and success of business around the world.  It is about creating an awareness relating to the process of networking.  Not just any kind of networking, but what I call “relationship networking”–an approach to doing business based on building long-term, success...

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Professionals in business are truly professionals because they’re great at their chosen career, but they often don’t look forward to getting out of the workplace and networking.  In this brief video, I talk to Sarah Owen, referral marketing expert and Master Franchisee for the Referral Institute in the UK, and she offers some real-life, highly effective, and simple-to-implement tips on making the move from the office into networking events. Do you have any tips or suggestions to add to what Sarah talks a...

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International Networking Week®  2013 is almost here and with it comes tremendous opportunity for  businesspeople across the globe to grow business through the development  of powerful new connections! International Networking Week®  is an initiative of BNI® and its focus is to celebrate the key role that networking plays in the  development and successs of business around the world.  It’s about  creating an awareness of the process of networking.  Not just any kind  of networking, but “relati...

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Understanding your behavioral style and how it relates to your networking is extremely valuable.  Most importantly, learning how to identify behavioral styles in others and learning how to adapt your own approach to those different styles can really make a difference in your referability. Often times your behavioral style can be observed at a fairly young age.  When I was 11 years old, I missed the bus to school one day. The school was only a little over two miles away and I had time, so I started walking. Along th...

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The holiday party is a great time to meet people but . . . you should have a plan! Everybody goes to parties, and the holiday season is full of them. It’s also a business slowdown season for many of us who are not in retail. The holiday parties are NOT just a place for free food and drinks. Holiday parties and other social mixers bring new opportunities to network, even more than the rest of the year.   The holidays are times when we are more likely to see people in a social setting, and this setting definitely l...

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Back in October, I posted a brief video in which Dawn Lyons, Mike Macedonio and I discuss the new definition of networking (Click on the graphic below to view the video.).  Today, I’d like to provide much more detail and further clarification regarding this new definition. Twenty years ago, I wrote a book called The World’s Best Known Marketing Secret. In it, I discussed several terms new to the business community, specifically about how they could help grow a business.  One term that seemed to have multip...

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The Third Law of Notable Networking: Networking Is an Acquired Skill (Click Here to read about the First Law of Notable Networking and Click Here to read about the Second Law) Most people are not born networkers; they develop the skills through education, training, the right attitude, and long practice.  Any technique of value requires a commitment to learning how to use it effectively.  The next generation of business professionals will operate under a different model of management, in which networking will be an ...

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TR Garland (pictured with me in the photo below) is a friend of mine and co-author of one of my most recent #1 best-selling books called “Building The Ultimate Network.”  He’s also considered a top trainer for the Referral Institute.  For some time now, we’ve both observed a need to drill down on one of the most important and foundational concepts to networking – The VCP Process®.  Ten months ago, we started a much-anticipated 12-part monthly series of blog posts which addresses this and contains some v...

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Earlier this month, I had the opportunity to speak with my good friend Andy Hart, a networking expert from Ireland, at the BNI International Conference in Long Beach, CA.  Andy is a true master of networking and in this short video, he explains the Levels of a Relationship and how having a huge network of contacts doesn’t necessarily mean you have a huge pool of contacts from which you’ll actually gain business. Andy discusses five main relationship levels in regard to business networking and the possibi...

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The Second Law of Notable Networking: Learn How to Use Networking Tools Effectively (Click Here to read about the First Law of Notable Networking) A Notable Networker must have and use the right tools to network skillfully.  All professionals need the tools of their trade to conduct business.  A painter needs a brush, a teacher needs a blackboard, and an administrative professional needs a computer.  To achieve success, networkers need their own tools as well.   Good networkers’ tools include: name tags to...