Networking Insight

Product Review: 52 Ways to Break the Ice...

Relationship expert, Lillian D. Bjorseth of Duoforce Enterprises, Inc. and author of Breakthrough Networking: Building Relationships That Last, has designed a unique system that provides a structured approach to help you build relationships and increase sales.  Her product, 52 Ways to Break the Ice & Target Your Market, comes with an instruction manual and two decks of cards – Ice Breakers and Market Targeters.

Ice Breakers

The Ice Breaker cards are to be used for one-to-one interaction.  Each card has a question or statement that is a good starting point for any conversation. Many people are not comfortable talking with new individuals at meetings or events so this is a great way to break the ice.  The cards allow meeting planners to add an element of structure before or during an event.

The Ice Breaker deck includes 25 cards and 1 “De-Icer” card, which, if chosen, allows a person to give a 60-second business pitch to all attendees.  Here are some of the questions/statements that you will find in the deck:

- If you could go back to the beginning of time, whom would you most like to meet and why?
- Expound on your two major business strengths.
- Share your verbal business card, i.e., what you do, in 10-20 seconds.
- Who was your most influential teacher?

With 25 questions/statements, many people can get involved in this activity.  People should be paired in twos and then ask each other the question.  If done right, then individuals will get to know something about each other, which is a great foundation for building a relationship.

The intended users of these cards include: business leads groups, chambers of commerce, meeting planners, and speakers.

Market Targeters

Unlike the Ice Breaker cards, which are mostly used for one-to-one interaction, the Market Targeters cards can be used in groups to facilitate interaction between several people.  The concept behind these cards is to help entrepreneurs though Fortune 100 employees use brainstorming and feedback to better refine their marketing strategies.  The preferable group size for this activity is 4-6 people, which encourages interaction.

The Market Targeters deck includes 25 cards and 1 “Bull’s Eye” card, which, if chosen, allows a person to give a 5 minute presentation in front of the group.  Here are some of questions/statements that you will find in the deck:

- What is your company’s competitive advantage?
- Why does your target market buy what you provide?
- Who are your major competitors?
- List the four key messages in your marketing campaign.

The cards are great to get conversations started within small groups.  Not only will some beneficial dialogue occur, but also some learning will take place .  It is great to have these conversations with your peers because each person can provide a unique perspective.  As a result, some great relationships will be born.

The intended users of these cards include: business leads groups, coaches, entrepreneurs, and marketing and sales associations.

Recommendation

Overall, these cards are a great way to engage your attendees with one another.  Event planners and associations should take advantage of 52 Ways to Break the Ice & Target Your Market because with so many events nowadays, it is challenging to stand apart.

By providing a structured component to your gathering, people will come away with some new relationships and knowledge.  The more stickiness you can add to your event, the more people will come back. So, it is worth trying these cards out if you want to try something different.

Help Others and Become a Rock Star

With relationship building, it is crucial that you connect with people on various levels.  One of the best ways to build great relationships is to help others – be a giver.  By helping others, you are putting peoples’ needs ahead of your needs.  With this mindset, people will see you as a ROCK STAR in the business community.  While many people have good intentions, only a handful actually talks the walk and follows through on what is promised.  Make sure that you become one that stands above the pack and makes a difference.

Always Offer to Help First

Upon meeting people, find out what their needs are by asking the right questions such as ”How Can I Help You?” or “What is Your Challenge Right Now?”  If you feel that you can help, then offer to help.  By connecting with people this way, they will appreciate the good gesture and will remember you for your kindness.  Helping others is one of the best ways to build relationships.   Don’t tell people what your needs are unless asked.  When the time is right, you can approach your contacts for help.

Always Follow Through

If you offer to help, then you must follow through. Otherwise, your words don’t mean anything. Inaction is the death of most relationships.  The fact that you took the time to offer your resources should trigger you to follow through. However, as people get busy, they sometimes forget or just don’t take the time to finish what was started.   You need to realize that the other person is counting on your help so don’t make the mistake of blowing off your promise.  Get in the habit of following through almost immediately since it is top of mind and you actually do what you say. You never know where the relationship will go so do what you can to maintain a solid connection.

Go Over the Top

If you really want to stand out, then help others quick and often.  Make it a good habit to fulfill promises within a day or two.  This will show that you are committed to the relationship.  Also, offer to help often even if not prompted.  If you come across someone who you would like to connect to another person, then make the introduction.  If you come across a good resource, then pass it on.  The fact that you are thinking of others and trying to help shows that you care about your relationships.  As a result, you will build long lasting and sustainable relationships.

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7 Ways that Halloween Parties are Similar to Networking

Halloween parties remind me of networking in the following ways:

1. By attending parties, you have additional opportunities to meet people.  Treat every situation as a chance to build your network. Even though you may not be able to see each other’s faces, don’t rule any conversation out.

2. With Halloween, you have an instant icebreaker with your costume and surroundings.  Starting conversations are not as difficult because you can talk about each other’s costumes, decorations, and food. 

3. If you decide to host your own party, then you can reach out to your network and invite people.  Take this as an excellent opportunity to reconnect with people and build some new relationships.

4. Individuals who are uncomfortable talking to new people can hide behind their masks so they can remain anonymous and just blend in with the party.

5. Conversations tend to be very social in nature so you will get to know people on a personal level. Business conversations are minimal at Halloween parties.

6. If you are invited to a party, then you can show your appreciation by bringing a gift such as a bottle of wine.  Whenever people invite you to their house, it is a good gesture to bring something.

7. Make yourself memorable by wearing a unique costume.  Standing out is a technique that will help you to build relationships.

What other ways can you relate Halloween to networking?

How to Become Memorable When Business Networking

Below is my October article that I wrote for MidwestBusiness.com.

"How to Become Memorable When Business Networking"

We all attend many events throughout the year. As a result, we meet an abundance of professionals with only a sliver of these people actually becoming part of our network.

In order to increase the likelihood of converting many of these first-time encounters into solid relationships, you need to set yourself apart at an event and make sure you are memorable. If you follow some of the below suggestions, you will be on your way to developing more relationships.

Wear Your Nametag Proudly

First impressions are very important. Make sure you come across professionally at all times. Even before you speak to someone, you will be judged by your appearance.

Don’t let your appearance hurt your chances of getting a first conversation. You need to make sure your shoes are polished, your hair is combed, your clothes are not stained and you are dressed appropriately for the event. All of these things are important for making a good impression.

You will be amazed at how many people are not put together professionally at an event. If you’re not sure what type of attire to wear, contact the event organizer or just wear professional attire. You can never go wrong by looking too professional.

Another important component of your appearance is the controversial nametag. Many people don’t like wearing nametags. Whether you like wearing one or not, you should definitely wear it proudly. The nametag helps break the ice and shows that you are more inclined to a conversation.

If you are one of the few people at an event not wearing a nametag, you will come across as someone who doesn’t care as much about building relationships, is above wearing a nametag or is not as professional.

The last thing you want to portray is that you are better than everyone else or you are not as professional. There are obviously exceptions to not wearing nametags.

For example, if you are the host of an event, most people will already know you so you could probably skip the nametag. However, I would still recommend that you wear one because not everyone will know you. Plus, you want to set a good example.

Another important component of the nametag is that you need to wear it in the correct position. If you are given a clip or pin nametag, the correct position is high and to the right. As most people don’t know this, make sure you get this one right.

Lastly, it’s also a good idea to have your own nametag that you can take from event to event. This will guarantee that you will always have something to wear in case the event organizers don’t have nametags or mess up your name. Get creative here and create a nametag that people will remember.

Scribble on Your Business Card

When you attend a networking event, you will likely collect as many cards as you give. For most people, more cards will be collected than relationships built. Most likely you do not follow up with everyone you meet. On the flip side, most of the people you meet do not follow up with you.

Spend less time trying to work the entire room and more time on getting to know a few people really well. If you can walk away with a couple good contacts you can work toward building a new relationship, you are better off. Less is more in relationship building.

Many of the benefits of networking will come from a few strong contacts within your network. Make sure you nurture these relationships so it’s a win-win on both ends.

One technique to make yourself more memorable and to give you a better chance of follow up is to write a note on your business card before you hand it to someone. We often give our cards out after a conversation and this gives you the opportunity to scribble a note on your card.

For example, if you mentioned a particular Web site, write down the URL on your business card.

If you offered to make a referral, write this person’s name on your card. This technique is important because your card will stand out from the pile of cards collected. Also, the notes will be a reminder about why this person should follow up with you.

Be the Nice Person That You Are

In order to connect with people and feel comfortable doing so, just be yourself.

Treat each relationship as if you are building a friendship. Building a friendship before a business relationship can make it much easier for you to develop a long-term relationship. Most people enjoy doing business with people who they consider their friends.

Focus on being the genuine person you are when talking with people. Don’t try to sell yourself or your business in this first encounter because it can be the kiss of the death.

In addition, make an effort to ask good questions and even offer to help. Your kindness will not go unnoticed. Be sincere when talking with people by showing a genuine interest in what is said. Don’t interrupt people when they are talking because you don’t want to come across as rude.

Treat every person with the same kind of respect you would like even if you don’t connect.

You never know when you may reconnect with some of these people in the future. So long as you are yourself and a genuinely nice person, you will have no problem meeting people. You will notice that most people are nice. Make sure you are one of these individuals.

Final Thought

Branding yourself is so important for building relationships. Part of personal branding is making yourself known and remembered. Take the necessary steps to make this happen. It is worth the extra effort.

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Microsoft Takes a Slice Out of Facebook

It was just announced that Microsoft will invest $240 million in Facebook for a 1.6% stake in the company. This is significant because it values Facebook at $15 billion and Microsoft beat out Google in the bidding war. In addition, Microsoft will now be the exclusive third-party advertiser on the platform.

"We are pleased to take our Microsoft partnership to the next level," Owen Van Natta, vice president of operations and chief revenue officer at Facebook, said in a statement. "We think this expanded relationship will allow Facebook to continue to innovate and grow as a technology leader and major player in social computing, as well as bring relevant advertising to the more than 49 million active users of Facebook."

For the full story, go to Microsoft acquires equity stake in Facebook, expands advertising partnership.

What do you think about this new partnership? 

Here is a Method That is Helping Wallflowers Connect Better

Wallflowers are people who attend networking events and are usually standing in the back of the room not talking to anyone.  They are the people who are not comfortable starting a conversation.  So, they wait for people to approach them.  I give people a lot of credit for getting out of their comfort zone and attending a networking event.  However, if you don’t talk to people, then what is the point of being there?

Over the years, event organizers have come up with ways to help wallflowers and frankly anyone to connect better with others at the same event.  The most recent phenomenon is SpeedNetworking.  (read my post What is so Special about SpeedNetworking?).  You have probably heard about it already but it is basically Speed Dating for professionals.  In the course of an evening, you have the opportunity to interact with several people by talking one-on-one for a given amount of time (approx. from 2 to 6 minutes).  After each conversation, you then rotate and talk to the next person. By the time you are done, you will have talked to about 10-15 individuals, which is probably more than if you were just put in an open networking environment.

Some friends of mine have been doing this for years and have the awesome domain, SpeedNetworking.com. While based in Chicago, they have done this around the world.  In addition, they have hooked up with eXtreme Networking, another Chicago outfit that provides matching software.  Registered attendees fill out a profile ahead of time and then get matched to people that fit who they want to meet. So, at the event, they rotate to people who fit their target rather than meeting people in a random order. This has been a very effective technique.

10 Tips to Maximize SpeedNetworking

Here are a few tips to help you maximize your time at a SpeedNetworking event:

1.  Make sure to bring plenty of business cards. You should never run out.
2.  Prepare a personal introduction so you are focused because you only have an allotted amount of time with each person.
3.  Take notes on back of business cards so you remember your conversations.
4.  Follow-up with only those people who you feel a connection. It is impossible and not necessary to follow-up with everyone.
5.  Make sure that you give each person the respect to a conversation even if you don’t want to talk to everyone.
6.  Smile to show that you are open to a conversation. 
7.  Drink water in between conversations because you will have a lot of conversations in a short period.
8.  Don’t interrupt people during a conversation. What for a pause or appropriate time to jump in.
9.  Don’t monopolize the conversation. Give the other person an appropriate amount of time to talk.
10.  Connect people together who you think would benefit from knowing each other.  Since you will meet several people, you may be able to play matchmaker.

With the right mindset and preparation, wallflowers can definitely benefit from SpeedNetworking. Structured networking is a beautiful method because it works.  You are guaranteed to walk away with some new contacts. I encourage you, if you haven’t already, to attend a SpeedNetworking event in your community. In addition to the name SpeedNetworking, keep an eye out for similar events with different names such as Fast Pitch Networking.

What has been your experience with SpeedNetworking? Please let me know by posting a comment.

Book Review: The 4-Hour Workweek by Timothy Ferriss

The The 4-Hour Workweek: Escape 9-5, Live Anywhere, and Join the New Rich by Timothy Ferris is a business book that has recently received a lot of attention.  So, I needed to read it to find out what Tim had to say.  Tim’s book is very interesting and easy to read.  I finished it fairly quickly (at least for me).  Below is my official review of this book.

Amazon.com Book Description

What do you do? Tim Ferriss has trouble answering the question. Depending on when you ask this controversial Princeton University guest lecturer, he might answer: “I race motorcycles in Europe”, “I ski in the Andes“, I scuba dive in Panama“, or “I dance tango in Buenos Aires.”

He has spent more than five years learning the secrets of the New Rich, a fast-growing subculture who has abandoned the “deferred-life plan” and instead mastered the new currencies—time and mobility—to create luxury lifestyles in the here and now.

Whether you are an overworked employee or an entrepreneur trapped in your own business, this book is the compass for a new and revolutionary world.

Content

Tim Ferris crafts an interesting read about how to entirely outsource your business and personal life.  His style is very conversational that draws upon real life experience.  After a near burnout from overworking, Tim found a way to take back his time and put his life in front of work.

His entire book is devoted to helping you become part of the New Rich.  In order to explain the New Rich concept, Tim organizes the book chapters around a process that he calls "DEAL".  Each letter is defined below:

D for Definition turns misguided common sense upside down and introduces the rules and objectives of the new game.

E for Elimination kills the obsolete notion of time management once and for all.

A for Automation puts cash flow on autopilot using geographic arbitrage, outsourcing, and rules of nondecision.

L for Liberation is the mobile manifesto for the globally inclined.

By using many examples, Tim shares with his readers how to live life to the fullest while figuring out a way to automate your life.  Here are a few ideas that Tim teaches:

•  How to outsource your life to overseas virtual assistants for $5 per hour and do whatever you want
•  How blue-chip escape artists travel the world without quitting their jobs
•  How to eliminate 50% of your work in 48 hours using the principles of a forgotten Italian economist
•  How to trade a long-haul career for short work bursts and frequent "mini-retirements"

Some of what Tim writes is not believable especially for entrepreneurs who want to build a big business.  I work with entrepreneurs every day and there is no way that they can outsource everything, especially management.  Tim created a business that is just one person full-time (him) and everything else is outsourced.  This will not work for everyone.  Also, Tim talks about how someone who is employed can eventually find a way to virtually work 100% of the time. Again, this is a nice thought but not entirely possible with every situation and organization.  While I do believe that you can find a way to virtually work some of the time, I don’t believe that every work environment will allow this especially if you are part of management. 

My take-away from Tim’s book is that we can all find a way to better manage our time by prioritizing, outsourcing, and automating.   Tim does show us that this is possible but only in an extreme way.  At the same time, there is no way that a busy professional can only work four hours per week.  Can you imagine only checking emails once a week for one hour as Tim does?  I agree that email clutter can be cut down but not to this extent.

Recommendation

While some of what Tim advocates is not entirely believable, you can definitely come away with a new appreciation for time management and outsourcing.  Also, you will come away with an understanding that we should try to control our lives a little more by not overworking ourselves and enjoying what the world has to offer.

Tim does a great job of explaining, from his prospective, how he was able to reinvent himself and live life to the fullest.  I do believe that many people can live and work partially this way, however, I am not convinced that most people can set up their lives and work to the extent that Tim suggests.

One of the gems in this book is that Tim does provide some great resources to help you find what you need to live this lifestyle, including outsourcers, airfare, housing, meals, transportation, and part-time work.

The The 4-Hour Workweek: Escape 9-5, Live Anywhere, and Join the New Rich is worth a read if you want to learn some new techniques about taking more control of your life. If you are expecting that you can actually cut back your work to only 4 hours per week, then you will be disappointed.

Did you read this book?  Do you believe that you can achieve a 4-hour work week? Let me know your thoughts.

 

"Build a New Kind of Wealth - Social Capital" by Guest Author Lillian D. Bjorseth

I am pleased to provide you with an article from friend and networking partner, Lillian D. Bjorseth of Duoforce Enterprises, who is a professional speaker, trainer, coach, prolific author and certified DISC trainer. Lillian is a networking expert that is one of my mentors and collaborators.

"Build a New Kind of Wealth – Social Capital'

No matter your station in life, you know that financial capital is essential for business and life success. It helps you survive, first of all, and then to acquire an education and material possessions and to support a family, travel and leave a monetary legacy.

Building another kind of wealth - social capital - is just as essential for your business and life success. In fact, if you didn’t inherit a lot of financial capital, you need to concentrate on this kind of wealth even more to amass the former.

You invest money and gain interest or buy property to get equity to build financial capital. Building social capital is about investing mostly time to gain more contacts to build a network of personal and professional relationships.

Social capital takes precedence in your success over degrees and job experience until you have managed to get inside the door. In fact, until you have built a network of “knob turners,” you may struggle to get appointments or the job you really want. It frequently comes down to “who” you know, not “what” you know.

So how, do you accumulate the quality and quantity of knob turners you want and need to accomplish your goals?

Use the Right Tools

As with any project or creation, you will get a better end product when you use the correct tools. The ones to use when you want to build social capital are networking and good communication skills. Networking … because it is an active, dynamic process that is specifically designed to link people into mutually beneficial relationships. Good communication skills … because listening, knowing how to interpret nonverbal clues, and using the right words and vocal tone are vital to establishing rapport.

Understand the Depth and Breadth of Networking

To its disadvantage, the word “networking” has been trivialized by overuse. Every organization has “networking time” on its agenda. This is good. What is unfortunate is that the word and the time allotted to it often just “hang” there with no directed purpose. For the many people who do not know how to network strategically, the time is not used wisely. This important process is undermined and even termed “woefully inadequate” by naysayers.

Make no mistake. Networking is the most powerful, the most effective and the easiest way to increase your sales and get a promotion or new job.

It’s time to erase the image of “a networker” as someone with outstretched arms with business cards attached, handing them out to everyone in sight. Replace it with the image of a professional who does her homework before the event (creates a relationship building plan and Verbal Business Card, understands impression management and knows her natural networking strengths and limitations), works the event with ease and aplomb and follows up as she said she would.

Define Your Target Market

As one of my popular programs is called, “To Catch Trout, Don’t Fish in a Catfish Pond.” While any networking opportunity may eventually lead you to the right people, you use your time much more judiciously when you have created a relationship-building plan that zeros in on your target market. Networking is planting seeds, and the more fertile the ground you choose, the more likely you are to reap top-notch social capital. Your mantra needs to be “Target and focus.”

Establish Top-of-the-Mind Positioning

When, through your marketing efforts, you have established yourself as the first name that comes to mind when people need the service or product you offer, people will seek you out and refer you to others. To make this happen seamlessly, you need to know how to market effectively.

Practice, Practice, Practice

Becoming a master networker and building social capital is a journey, not a destination. Because networking is a skill, you can constantly develop and improve it at every juncture.

It’s Your Choice

Building social capital is a necessity for business success … how quickly you do it and whom you decide to include is up to you!

To read other guest authors, check out my Guest Blogger articles.

MySpace Partners with Skype in Attempt to Expand User Base

Facebook, now the number two social networking site, has been gaining ground on MySpace.  In an attempt to expand its user base, MySpace has partnered with Skype to offer free Internet phone services.

"Members of Skype, a unit of eBay Inc, will be able to link their own MySpace profiles to their existing calling service. The two sides have also hooked up their technology to make it easier for members of only one network join the other."

"We're connecting the two networks to create the world's largest voice-connected online network," Don Albert, Skype's North American general manager, said in an interview. The companies planned to announce the deal officially on Wednesday.

If you are a MySpace user, will you utilize this new feature? 

To read more, go to MySpace, Skype to offer calls on social network.

15 Quick Tips to Make a Good First Impression

Recently, I had the privilege of giving a talk on making a good “first impression” to a group of about 50 DePaul alumni.  I try to give back to DePaul especially since I sit on the DePaul Alumni Board.

Below is a list of tips that I shared:

1. Wear appropriate attire at all times. Make sure to spend time researching what to wear by talking to event organizers and attendees.  If you can’t find this information, then always wear professional attire.

2. Regularly check your clothes for stains, wrinkles, holes and make sure to dry clean your clothes regularly.

3. Keep your shoes regularly polished to avoid excessive scuff marks and discoloring.

4. Wear your nametag in the appropriate position, which is high up and on your right side.

5. Maintain good body language with good eye contact, smiles, firm handshake, and standing straight.

6. Practice good listening skills by not interrupting others, asking good questions, giving your full attention, and staying focused with good eye contact.

7. Communicate very positively with enthusiasm by smiling, showing sincerity, offering to help others, and demonstrating your expertise.

8. Practice giving a firm handshake with co-workers, friends, or your spouse.

9. Stand in waiting rooms when you arrive early to a meeting.  Rather than sitting down, stand so you are ready to greet the person you are seeing.

10. Create your own nametag so you can stand out and guarantee that you will always have a nametag to wear at an event.

11. Create your own business card so you can share your expertise outside of your company’s business card.

12. Hire a speaking coach so you can become a better communicator when talking with people or in front of groups.

13. Carry a nice pen so when you take notes you will display another level of professionalism.

14. Prepare a personal introduction that tells people about your skills, how you can help them, and how they can help you (see my post “Dissection of an Elevator Pitch – What is the Proper Structure?").

15. Focus on becoming a subject matter expert on a topic that you are passionate about. You can demonstrate this by writing articles, speaking to groups, creating a Website or blog, and talking to people about your subject.

What other tips do you have to share?