“Fear exists only when you’re focused inward”
–Mary Kay Ash

In my opinion, networking at trade shows, conventions and business expos is quite simple when you know how to make connections fearlessly. Follow these steps to dramatically boost your efforts at making the right contacts at these venues:

1. Have a written plan with 3 hot topic areas that you would like more information on and 3 professional development skill areas you would like to enhance. Seek to gain this knowledge and information not only in presentations/workshops and at expo booths, but also from contacts you meet in the hallways between these events.

2. Prior to walking into a job fair and trade show, convention or expo-type event, visualize yourself confidently greeting others with warmth, sincerity and enthusiasm. The key here is to use visualization (seeing you taking positive action) with emotion.

3. Then focus solely on being of service to others. Ask yourself: How can I help others to feel good about them selves? And how can I contribute to this person professionally? When your focus is on “how can I get others to feel good about me?” you come across as insincere and, perhaps, needy. When you focus on helping others you come across as caring. Caring attracts.
4. Set a reasonable objective of the number of people you will help. A good rule of thumb is to meet one person in between each presentation and during each break.

5. Look to connect with others that impress you with their knowledge/ideas through their comments and questions in presentations and at expo booths. Target the connections that match your written plan topic areas.  Before setting out to meet a connection, think about what you may be able to add to a conversation in your topic area.  

6. Strive to spend at least 10 minutes to begin building a relationship and to plan at a later time to communicate via phone, e-mail or social networking sites such as Linkedin, Twitter or FaceBook. If there appears to be a strong mutual interest in getting to know each other professionally, you may suggest meeting in between the next presentation or during the next break or for lunch or dinner to continue your conversation. If you’re at the venue for several days plan to meet before the end of the trade show, convention or expo.

7. After introducing yourself with a smile and firm handshake, start off by talking about the venue or even the weather to break the ice. Compliment the person on what impressed you and then begin to identify common ground by talking about family, interests and a work related topic.

8. When complimenting or giving positive re-enforcement to others, always use evidence to support your compliment. For example, “Sue, you were very helpful to Frank, offering him on-target advice on how to solve his dilemma.” Or, “Bob your presentation on the latest technology was very informative. I learned a lot of practical, useful advice.”
9. Keep your network of associates in the forefront of your mind. Be ready to help others with a referral by learning more about the other person’s job or business frustrations, concerns, needs and wants. Also, you can learn more by listening actively and attentively.
10. When in direct conversation, make sure that you get enough information (behavioral examples) through using open-ended questions beginning with who, what, when, where or how. This will help identify members of your network qualified to assist the connection with a solution to their needs, concerns, frustration or wants, if you can’t

To learn more about fearless networking, go to www.fearlessnetworkers.com or follow and link with Ken on Twitter, FaceBook, Linkedin or Plaxo.

“The first time someone shows you who they are, believe them.” – Maya Angelou

Business and job networkers are perhaps missing out on opportunities to develop new business or land the right job respectively, due to a failure to understand and utilize a myriad of social media features and tools available to them. Following is my attempt to enlighten you. I hope I’m successful:

1. Job Networkers: Failure to see and use Twitter as a major job search tool.
2. Job Networkers: Not knowing that one can apply for a job using Twitter.
3. Job Networkers: Not understanding how to capture the attention of employers and recruiters using the “Wow factor” in tweeting your job qualifications in Twitter’s 140 characters.
4. Business Networkers: Not understanding how to capture the attention of potential customers by being able to tell or communicate your story in Twitter’s 140 characters.
5. Business & Job Networkers: Not having a “giver first” attitude of putting links to helpful resources, Blogs, articles of interest and white papers in your status updates.
6. Business & Job Networkers: Only contacting your linked friends when in need of referrals.
7. Business & Job Networkers: Social media profiles and biographies are written without regard to keywords or key phrases that will get you noticed by potential customers or employers.
8. Business & Job Networkers: Failure to target companies you would like to do business with or work for.
9. Business & Job Networkers: Failure to re-establish relationships first before communicating with those friend links you haven’t contacted in a long time. (See related blunder #6 above).
10. Business & Job Networkers: Failure to define your value proposition (what differentiates you from your competition) in your profile.
11. Job Networkers: Not dressed in a professional manner in social media profile photos.
12. Business & Job Networkers: Not knowing and understanding the full features and tools available in social media services like Twitter, FaceBook, Linkedin and Plaxo.
13. Business & Job Networkers: You only use, the “soft (casual conversation) side” of Twitter and FaceBook and not the available job search or business related tools.
14. Business & Job Networkers: Not commenting or tweeting in status updates about your job search or business development success.
15. Business & Job Networkers: Not commenting or tweeting in status updates to say ‘thank you” to your linked friends for referrals, article and Blog links related to job search or new business development areas.
16. Business & Job Networkers: Failure to update profiles/biographies with revisions to business or employment status and contact information in a timely manner.
17. Business & Job Networkers: Not checking profiles of link friend requests before clicking the “accept” button. You may miss referral opportunities or fail to notice negative or unflattering information.
18. Business & Job Networkers: Failure to realize that personal Blogs or stories can be viewed by existing and potential employers or customers and have negative repercussions.
19. Business & Job Networkers: Failure to read in full the ‘Terms and Conditions” of social media sites. This can lead to unwanted capture of personal information by third parties, unwanted spam and even identity thief.
20. Job Networkers: Failure to use proper grammar in comments, Blogs, profiles, and biographies. Most employers and decision makers seek good communicators. The most common grammatical errors deal with the proper usage of “I versus me” “Who versus whom” “Its versus It’s” and “That versus which.”
21. Business & Job Networkers: Not understanding that building relationships is the foundation of face-to-face and social media networking.

Follow Ken on Twitter, FaceBook, Linkedin and Plaxo. Visit his web site www.fearlessnetworkers.com.

“Don’t Play “Card Games.” Be Wary of those who do.” –Susan RoAne, author”The Secrets of Savvy Networking.”

Using your business cards effectively is one way to demonstrate your professionalism. Since most business cards are handed out during the introduction, the first impression you make with a connection can be positive or negative. Depending on how you present your card. Following are 21 ways to effectively use business cards:

1. At networking events, don’t give out business cards immediately upon introducing yourself. This behavior can derail further conversation, other than cursory, polite banter about each other’s business. Instead, read the business card you received.
2. Then begin a dialog using three simple steps: (1) Ask the right questions (who, what, when, where, and how) building rapport with questions like: “What do you think about the weather we are having?” “What family do you have in the area?” (2) Listen to the needs of the individual (3) Tie the needs to the product or service of your fellow networkers. Examples of questions to ask to identify needs, issues, concerns and wants are: What are your top 2 challenges at work? What 3 people would you like to meet in 2010? Once you identify a need you can assist with personally, set up a meeting to discuss how you can meet that need or match the need to someone in your network you can refer the person to, for example: “I know someone that does an excellent job with web design, her name is…”
3. Jot down highlighted trigger words indicating the needs mentioned by the person you interviewed. Later transfer this information to your manual or electronic database on your PC, Blackberry or Personal Digital Assistant.
4. Immediately after the networking meeting, on the back top half of the business cards received, write the event’s name, date, location and if a referral, who gave you the card.
5. Keep your business cardholder handy for easy access to your fellow network members’ business cards.
6. Have pre-written, in red ink, “Thank You!” According to Tom Hopkins, author of Sales Techniques for Dummies, your business card will stand out from other business cards. Make your thank you fit the heritage, for example “Gracias” Spanish, “Xie Xie” Mandarin. 
7. Always have a sufficient quantity of your business cards with you. Keep at least 20-30 extra business cards in the glove compartment of your vehicle.
8. Keep several business cards in the side, outer coat pocket of your jacket. Right side if you are right-handed and left side if left-handed. This avoids a frantic search for your business cards.
9. When you hand out a business card, hold it chest high, with face of card facing the prospect. Surveys show that 85% of people never look at a business card before pocketing it.
10. Make sure all information on your business card is current. If you must make a correction, line out the old information with one straight line. Neatly print the new or updated information. Use outdated cards only when in a bind. Get new cards ASAP.
11. Never use business cards that are printed on too dark or glossy card stock. They can’t be written on legibly.
12. Always insert business cards in thank you notes, brochures and proposals.
13. Even job searchers should have business cards with their specialty listed.
14. Job searchers should never give out a business card with the name of a former employer company.
15. Hold your business card in your hand until you are through expanding on what’s on the card. Particularly, your position or specialty (the type work you do and what you are looking for in terms of best type business or job.)
16. When you receive a card, read it and immediately think of who you know with a similar specialty or profession. See question 2 above for examples of questions to ask.
17. Keep your electronic address book updated with the latest contact information. Several services like Plaxo.com make this easy to do.
18. Add to your new business cards the symbols for FaceBook, Twitter, RYZE, Linkedin or whatever social media site you are connected to as a member.
19. Before you hand out your business card check the back of your card for previously jotted contact information from another person.
20. If the person has run out business cards, you may offer another one of your cards for them to write their contact info.
21. Remember, effective relationship building requires you to follow up to learn how you can help or contribute in a professional way. One way to follow up is with a comment at the time you ask the person to become a friend or link on your social networking service site.

Follow Ken on Twitter, FaceBook, Linkedin, and Plaxo or visit his web site at www.fearlessnetworkers.com.

“We cannot achieve our wildest dreams by remaining who we are.” –John Maxwell

Following are 7 suggested ways to attract, connect with and build relationships with customers and associates. These ideas will help you in new business development, finding the right job or career and enhancing your social capital. I have also included what turns me off in each area.

1.     Begin by providing social media A.I.R.R. to breathe life into your connections (associates, prospects, customers) business, job or career. What’s A.I.R.R.? Advice, Information, Resources (links) and Referrals. Use social media services like my favorites: Twitter, FaceBook, Linkedin, Plaxo and social media like Podcasts, Blogs, Article Sharing links, Video clip links and Press Releases. My biggest turn-Off: Bombarding your connections with inspirational notes 10 times a day.

2.     Look to connect to individuals and groups that have common interests. Read individual and group profiles before you link, even if you have many mutual friends or like the group title. Quickly vetting web sites is also worth the time and effort. The old maxim, “You are known by the associates you keep,” still holds true in the world of social media. What are some common interests? Hobbies, pets, children in same age group, same or similar occupations, books of same genre, similar passion for a cause, similar customer type. My biggest turn-off: Linking or Friend-ing with others without checking profiles and web sites. (Tie) Someone asking me to link but refusing to share adequate profile information before I link with them.

3.     Brand yourself using specificity and a catchy title. Be known for one thing, even if you have several core competencies or specialties. What are some examples of brand specificity? A. The Fearless Networker B. The SEO Guru C. The Stealth Marketer C. The Marketing Evangelist D. The Social Media Evangelist D. The Telephone Doctor. My biggest turn-off: Being known as a “Jack-of-All-Trades” and a master of none.

4.     To increase customer satisfaction, awareness and trust, ask your customers how they would like to be communicated with via social media. What are some social media types? A. Social media service like FaceBook, Twitter, Linkedin, and Plaxo. B. An advertising service like HARPO. C. Podcasts D. Blogs E. Press Releases F. Online E-zines and newsletters. My biggest turn-off: Infrequent (few and far between) Blogs, articles, and online newsletters.

5.     It is quicker and easier to build trust with customers through social media when you do the following: A. Provide a timely and concise explanation of how you will resolve a customer complaint or request. B. Ask customers how they are enjoying ownership of your product or service. C. When customers are impressed with your stellar service, ask them to tell their associates via social media services (FaceBook, Twitter, Linkedin, Plaxo) how much they enjoyed your service or A.I.R.R. (See 1 above). Examples: A. I received terrific ideas and practical tips on how to overcome my fear of face to face networking at Ken Marsh’s Fearless Networking workshop yesterday. B. I read a tremendous book called “Radical Careering” by Sally Hogshead.  It’s chocked with helpful suggestions on finding and enjoying your job niche and career. C. Felicia Griffin’s media blog on “Drive Business by Positioning Yourself” was awesome. Read it at http://feliciagriffin.wordpress.com/2009/05/24/drive-business-by-positioning-yourself-as-a-thought-leader/.

6.     Use a social media advertising service like HARO to be seen by your key customers and gain exceptional exposure to your target market. My biggest turn-off: Not investing in advertising or marketing. (Tie) Advertising scams!

7.     It is absolutely critical to check your return-on-investment (R.O.I.) in whatever networking you are doing including social media networking. Determine whether you are generating sufficient and sustainable increased revenue for the A. Time investment B. Money invested and C. Effort extended (Sweat equity). My biggest turn-off: Not checking your R.O.I.

Read Ken P. Marsh’s weekly articles can be found on Twitter, FaceBook Plaxo and Linkedin.

“People don’t care how much you know, until they know how much you care.” –Zig Ziglar

The principles for networking for new business development and for a job can be used to build relationships across departments within a company. After all, the networking principles are based on developing trust through listening with empathy, asking the right questions at the right time and sharing reliable information, advice, resources and referrals. Following are techniques and principles to use when networking within your company:

** Initiate conversations (telephone and face-to-face) by breaking the ice and finding common ground. This can be done as follows:

1. Ask: What do you like about our company in general?
2. Ask: How do you like this weather we are having?
3. What family do you have in the area?
4. What is your hobby?
5. What do you like about the work that you do?
6. (If in the same city) When can we meeting over coffee or tea to discuss how we can help or contribute to each other’s professional development?

 Note: Often these questions will naturally have follow up questions that may help identify common interests and common values, which is the foundation of a valued relationship.

1. Do not engage in petty gossip or “pity-parties.” Always find something positive to talk about, especially when the subject relates to your company and work team.
2. Never put down or say or write negatives things about your co-workers or management verbally, via e-mail, phone or in a social media link like FaceBook or Twitter.
3. Be specific, clear and consistent in your workplace communications. Remember, reliability and consistency builds trust. Asking, “Did I clearly make my point?” will help clarify and ensure understanding of the subject matter being discussed.
4. If you sense conflict, always ask, what do you think is best for the company? Co-workers, sometimes have a tendency to take things personally. Focusing on the big picture (What is best for the company) will often lessen this tendency.
5. To be interesting, act interested by listening for understanding and focusing on asking open-ended questions beginning with who, what, when, where or how. These open-ended questions will have co-workers talking about their professional development needs, wants, and concerns.  You can be a much better resource when you have this type information. Another way to show interest in the co-worker’s work, is to research work related e-zine articles and industry literature and include such information and links in your face-to-face, email, social media and phone conversations. 
6. Always show respect, dignity and courtesy in the workplace in all interactions. Say, ‘Thank you,” ‘Would you please?’ and ‘In my opinion’. Don’t forget that written “Thank you” notes are more touching and memorable.

To learn more about fearless networking, visit Ken’s web site at www.fearlessnetworkers.com.  

Resolving to Increase Your Business and Career Networking Activities in 2010

“Success is 90% perspiration and 10% inspiration” – Author Unknown

Master business networkers know that it is extremely important to set goals, write them down and take action to achieve them. What are you doing to improve your networking skills and performance? Following are a few tips to help you to set worthwhile goals to improve your business networking skills and your business networking performance results in 2010. They also include goals in every area of their lives for a balanced life. One thing to remember is to make your goals Specific, Measurable, Attainable, Results-oriented and Time-bound, for example:  “I am happily beginning a 6-month ‘eat right’ program on Monday, January 4, 2010, as well as, a 5 times a week power-walking program to lose 40lbs by June 4, 2010.”

1.       The physical act of writing a goal on paper helps to anchor it in your mind, so write your business networking activity goals down every day, and make certain that you keep your goal centered on you and not someone else. For example, if your goal is to attend an average of six (6) more networking events in 2010 over 2009 numbers, then writing this goal down is essential to attaining this goal. Focusing on this goal, at the beginning of each week, greatly helps to achieve it.

2.       Keeping your goals in reach and accessible for review is imperative. For example, master networkers clip their goals, usually written on a 3×5 card, to their car visor for reflection and review when stuck in a traffic jam or waiting on a long train or while parked at a networking event. They do this as a quick reminder to take action on their goals.

3.       Be sure to state your goal in positive terms, as positive statements draw positive things your way.  For example, “I am consistently reaching out to at least 3 strangers weekly in 2010 to build relationships that will lead to sharing referrals” is preferable to “I am networking on a regular basis.”

4.       Share your goals only with those who have previously expressed a genuine interest in your success. For example, a mentor, supportive spouse or a caring friend.

5.       Our subconscious only understands present time.  So, if you create goals that are set in the future, your subconscious will keep those goals in the future.  For this reason, it is best to always write your goals as if they were already happening or had already happened. For example, “I am consistently sharing quality referrals with 3 associates in my networking group each week.”

6.       Right before a networking event, even as you are approaching the entrance, set an activity objective to meet x number of strangers for the purpose of relationship building with the intent to share referrals. Your subconscious won’t let you down if you are sincere about taking action to achieve your objective.

7.       State your goals clearly and precisely so that the Universe and your subconscious know exactly what YOU want.  Using strong words that evoke emotion and command action helps to call forth the energy needed to move forward. For example, “I am confidently and enthusiastically approaching 3-6 strangers tonight at this networking event.”

8.       Never let a shortfall in attaining the quantity written or referred to in your goal or objective be seen by you as a failure. For example, you may have sat a goal or objective to reach out and make a connection with three (3) people but only connected with two (2) instead. In this instance, praise yourself for reaching out to two (2) people and for striving to reach your goal or objective.

9.   And, most importantly, when you write down your goals, imagine yourself already being, doing, or having the things that you are dreaming about.  This will further activate and imprint your goals on your subconscious. For example, “I see myself smiling, poised and confident as I approach 3 strangers at this ‘after-hours’ event to help or contribute to their business or personal life.”

Your networking plan should include joining several networking groups online and offline. Also, commit to attending 2-3 networking events a week. Social media and face-to-face networking will be key ingredients of your success in 2010. Have a happy and prosperous new year!

NOTE: Find out more about networking for new business development and networking for a job at www.fearlessnetworkers.com.

“The antidote to fear is action.”

–Sally Hogshead, author of Radical Careering

The following common fears are associated with making connections and building relationships. Social networking reduces most of these fears but does not, in any way, take the place of face-to-face networking. Social media networking should be used to broaden your networking opportunities. Following these common fears, is a quote related to the number way to overcome the fear of networking:

1.            Self-promotion: Some business networkers do not like to talk about themselves, or what they have to offer in terms of products and services. For example, they will call on a referral and let the referral get them off track because they do not want to talk about who they are, and what they or their network can do for the referral. A good way to deal with the fear of self-promotion is to learn to accept who you are as a person, including your warts and your assets.

2.            Rejection: Some business networkers self-images are too closely tied to what others think of them. Allowing their self-image to be threatened can create a great deal of anxiety. The number one way to deal with the fear of rejection is to realize that true happiness is predicated on liking and accepting yourself and admiring your personal qualities and not on wanting to be liked or admired by others. Taking an inventory of your personal, admirable qualities and referring to the inventory right before attending a networking function can be a great help in reducing the fear of rejection and the dread of attending the networking event.

3.            Success: Some business networkers avoid networking because succeeding means having to change and change itself is scary: it’s easier to maintain status quo and go along unthinkingly. Life is easier when we can live it on auto-pilot. Change brings us into the unknown with its mix of exciting adventure and scary possibilities. Sometimes the fear of success is related to a fear that you will accomplish all you set out to do as a business networker and still will not be happy or content. Finally, sometimes the fear of success has to do with the feeling that you are not deserving of the good that can result from being a master networker such as increased sales, profit and business growth. The number one way to overcome the fear of success is to learn how to positively reinforce yourself for the hard work, effort, and sacrifices you’ve made to achieve success.

4.            Embarrassment: Many of us think that if we make the slightest mistake (like fumbling our 30 second elevator speech) people will laugh at us inside and regard us as complete fools.  One way to overcome the fear of embarrassment or humiliation is to realize this fear is not an accurate view of others.  The fact is that people who network with us are just like us and treat others just as we do. 

5.            Failure: Some business networkers, fear of failure may be based on not being sure what will happen at a networking event. Most people can learn to accept and even deal with the worst if they really knew what was coming. They may not like it or look forward to it, but they can deal with it. Not knowing is a different story. It creates dread, anxiety, vacillation and a very gut level desire to escape this feeling of failure by not attending the networking function. One way to deal with the fear of failure is to realize that whatever we humans have learned, we have learned only through mistakes. Then we take action by attending the networking function we are dreading attending, by seeing mistakes as opportunities to learn.

Mary Kay Ash Quote:

A new Mary Kay Cosmetics distributor approached Mary Kay Ash by mentioning her fear associated with selling the Mary Kay products. Here’s what Mary Kay Ash told her: “Fear can only settle in when our focus is inward. Take your mind off of yourself and strive to help others and when you’ve helped enough other people reach their goals, you’ll find that you have reached your own.”

The number one way to overcome the fear of networking is to focus on helping or contributing to the person you are attempting to connect with, instead of jumping into your product or service spiel.

For more information on fearless networking, go to www.fearlessnetworkers.com.

“Human service is the highest form of self-interest for the person who serves.”

–Elbert Hubbard

Business is usually slower during the holiday season for most businesses other than retail. However, because of the recession even retailers are very nervous about even maintaining comparable revenue figures to the same time period last year. Following are 10 ways fearless networkers utilize their networking and Internet savvy skills to survive and even thrive doing the holidays:

1.       Fearless networkers utilize this slow business period to have one-on-one meetings with people new to their linkedin, Plaxo, MySpace, face book and twitter social networks. These one-on-one meetings provide key information about products and services that help you promote and market the businesses of your new associates. This helps with gaining quality referrals. Bringing more business your way.

2.       Fearless networkers join “Smart Shopping Groups” (SSGs) already online or create these groups with other associates eager to find and share the best holiday store specials online and in their city. Social networking services and large servers like Yahoo, Google and AOL make it easy to set up groups. These SSGs provide their members very significant cost savings opportunities.

3.       Fearless networkers offer online discount coupons, gifts and gift cards on their products and services to increase revenue during the holiday season.

4.       Fearless networkers join local and national barter groups like ITEX to barter services that they otherwise have to pay for. This one tip has saved hundreds of dollars in expenses and not just during slow times.

5.       Fearless networkers know to leave their credit cards at home when they are venturing out to the retail stores and malls. They know that writing a business check rather than using a credit card will severely curtail impulse buying. They share this helpful tip with other members of their online and face-to-face network.

6.       Another cost savings tip fearless networkers offer their network associates is the suggestion of using a small hand basket with a handle, rather than a large shopping cart. Studies have shown that shoppers save an average of 30% on their purchases when using a small hand-held basket.

7.       Fearless networkers suggest to their network associates to leave their children home when shopping for their holiday gifts. Studies have shown that shoppers save an average of 40%, by leaving the kids home, even during everyday shopping trips.

8.       Fearless networkers of wary of the many online scams and potential for identity theft. So, one bit of advice they give to their networking associates is to use only secure sites for purchases (secure sites begin with http:// and end with an “s”.) Sites simply stating that they are a secured site or even stating that they are powered by a secured server, does not always guarantee that they are indeed secure.

9.       Fearless networkers having financial struggles personal or business-wise due job loss or the negative impact of the credit crunch on their business suggest to their associates experiencing these calamities to notify the whole family. Even, the children, however in an age-appropriate way. For children in school grades 3 to 6 explain the difference being needs and wants. For children in school grades 7 to 9 explain about using credit cards, payroll checks and deductions, job hunting, dressing for interviews and basic business operations. At this age they need to understand the basics and the inherent challenges of family finances and business finances and not just listening to parents argue about finances. Having this basic knowledge will curtail their desire for keeping up with their peers and the tendency to think “my parents have it and I can get it just for the asking.”

10.    Fearless networkers marketing budgets don’t fall victim to the first cuts made to trim expenses during slow times. if anything, they try more creative ways to market their businesses.

11.    Fearless networkers tell associates how to find out about online scams by sending them to snopes.com or Urbanlegend.com.

Visit Ken’s web site at www.fearlessnetworkers.com for a free whitepaper and info on books & DVDs.

 “Success is failure turned inside out.”

– Sylvester Green, Life Coach

It may surprise you to know that most people don’t know how to network or network

effectively. Following is a list of 15 common mistakes of networkers. Take your time and

mull over each one of the 15 mistakes listed to discover whether you have committed that

mistake. If you find that you consistently make any one mistake, ask: What am I going to

do about it? Finally, take action to change your unsuccessful behavior; focusing on learning

how to take the correct action, rather than continuing to commit the same mistake.

Following this list, will be two resources that can help you to change unsuccessful

behavior:

1. A failure to build a relationship first before presenting your product offering 

    2. Not having business cards available when someone asks for one

    3. Being too quick to hand your business card out

    4. Being a card dropper is your only act of networking

    5. Not having a web site to send a prospective referral to, to learn more about you and/or 

        your company

    6. Not consistently networking in diverse venues during the work week

    7. Not knowing how to break the ice and work a room at a networking event

    8. Expecting to receive a referral from the person you gave a referral to

    9. Failure to use social media networking services like FaceBook, Twitter and Linkedin

        to expand your reach

  10. Focusing more on getting referrals instead of giving referrals

  11. Not following up on referrals received in a timely manner

  12. Providing weak or tepid referrals to associates

  13. Not listening attentively and actively for issues, needs, wants and challenges in order

        to provide quality referrals

  14. Not focusing on matching your associates to the needs, issues, wants and challenges

       of those people you meet at networking venues. Instead only focusing on the services

       and products you provide.

  15. Asking close-ended questions that provide mainly yes or no responses instead of 

       asking penetrating, open-ended questions that begin with who, what, when, where and

       how. Penetrating questions elicit expanded responses to help identify how you may

       help or contribute through the referral sharing process

Find how to change behavior by acquiring Fearless Networking – 2^nd edition or “How to Fearlessly Network for Jobs” both can be found in soft cover at www.fearlesnetworkers.com or in e-book format at http://www.buymyebook.com/buy/AuthorLibrary.asp?Aid=1550

“Once we accept our limits we go beyond them”                                                                                                       –Brenden Francis

Six key steps to building an easy to remember 30 second-pitch while in a networking conversation. Simply, practice these steps several times in a front of a mirror. Strive to sound conversational. Then fearlessly use these steps when connecting with strangers at networking venues:

After introducing yourself, begin building rapport with questions like (How are you associated with this group? What do you think about this weather we’re having? What family do you have in the area?)  

Step #1: You probably are familiar with…?

Step #2: Well, here’s what we do in this situation…?

Step #3: and the importance of this to you is…

Step #4: The type customer I’m looking for is…

Step #5: If you hear associates like                          saying phrases like…

Step #6: Please think of me…

Example of a business networker’s 30 second-pitch: (Note: Job networkers can use format also):

(Intro) I am Andy with epromotionz, a SEO/Search/web site marketing Firm

(Use rapport building questions above first)

You probably are familiar with … when prospects Google you, they type in key words related to your services and if you are not found on page one or two, you are definitely missing out on potential sales!

Well, here’s what we do in this situation…we keep you and your business seen in top search results consistently, as well as, get you qualified sales leads consistently.

And the importance of this to you is that… you will get results and value from day one from our extensive track record of having done over 1100 search marketing projects. We produce results & add value from day one!

The type customer we’re looking for is… Small and Medium Businesses (SMBs) who really want ROI in marketing, brand visibility, and lead generation!

So, if you hear associates like C-level executives saying phrases like… Need to update my web site, need SEO services, need a Blog

Please think of me… and refer them to Andy at epromotionz! Thank You!

For more information about Ken and fearless networking, go to www.fearlessnetworkers.com.