The Value Of Building Rapport

Writen by Joe Love

At some point in your life, you've probably met a person who is book smart and people stupid. This person is a valuable company asset, but is kept out of meetings because he or she can't communicate effectively and doesn't seem to listen to the ideas of others. He or she is sincere, but knows nothing about etiquette and manners. He or she can be interesting to talk to but has no sense of humor. He or she is very intelligent, but lacks even the most basic social skills.

In general, this person makes everyone uneasy and standoffish. In particular this person doesn't try to establish the rapport needed to create a lasting relationship, either in his or her personal or professional life. And unfortunately, it's costing this person dearly.

Now is the time for this person to mend his or her ways. Like it or not we all have to deal with others to achieve any degree of success. This is true regardless of our position in life, and no matter what our objectives may be. The more successful we are in getting others to cooperate with us, and the more people we can call our allies, the greater our chances are of achieving success.

The dynamics of human relations are pretty simple: If you relate poorly to others, you will most likely have a problem-filled life, and success will come hard, if at all. If you relate well to others, you will most likely have a pleasant life, and success will come easier. And that's where the art of creating rapport comes in.

The ability to create rapport is the ability to create a harmonious relationship based on mutual trust or emotional ties. It is the art of making someone feel comfortable and accepted. It is friendship and camaraderie; it is a special bond or kinship.

It all starts when you first meet someone. Remember the old saying, "A first impression is a lasting impression." It's true. If you cannot communicate effectively, then you won't be able to sell yourself to others or build rapport. Your overall goal should always be to make the other person feel important or at least liked and understood. It takes time, but successful people will agree that it's time will spent.

You may not realize it, but judgments are made about you by the way you look, your clothes, hair, facial expressions, and your posture. And unfortunately, decisions are made by others based on whether or not they find you appealing. The other person will usually make these decisions within five seconds upon meeting you.

Before you even open your mouth, people are sizing you up. At first people will listen to what they see, not what they hear. Other people will judge you by how you stand, how you walk, how you shake hands, how you smile, and how you sit. That's why it's important to plan your clothes, and even how you comb your hair before a meeting, if you can.

You can help influence a person's impression of you. For example, darker clothing colors suggest authority. Lighter colors suggest friendliness or a sense of humor. If you want to come across as innocent, you should wear white. And wearing a lot of jewelry suggests power or wealth.

Dressing carefully and thoughtfully for a meeting shows respect for the other person. When you dress with care, walk with command, extend your hand, smile, and greet a person with a secure tone of voice, you are letting that person know you are a person worthy of respect. You are saying, "If you respect me, I'll respect you." And that is a very good starting place for a relationship.

People who have mastered the art of rapport, know that the visual can be misleading. There is an old adage that says, "You can't judge a book by its cover." To get past the cover and into the contents, you must employ the art of conversation. Some people are good at it. Others don't have a clue as to where to start. It begins simply with the sharing of information.

When you first meet someone, you should always try to learn something about that person that you can relate to an experience in your own past. It's fun to talk to someone with whom you have something in common, an event, a mutual acquaintance, or some other shared history. You can find some common element with everyone, and you should always try.

Casual conversation does have its place so you shouldn't be too eager to jump directly into business or some other agenda. It's important that you don't come to a meeting or negotiation with one agenda. Rather, you should always go into these situations with an open mind. You miss a valuable opportunity to build rapport if you are inflexible or don't listen. Being an active listener is often more important in building rapport than being an active speaker.

If you have a relaxed view of the world and have a sense of humor, it will engender people's confidence in you. Confidence breeds respect, and respect builds trust. The ability to laugh at yourself has a deep, psychological appeal to others. And this is a great quality to possess.

One of the hardest situations in which to establish rapport is the telephone conversation, because you cannot see the face of the other person with whom you are speaking. Even if you know the person on the other end of the line, you cannot see his or her facial expressions, which can provide you with a mountain of information. If you don't know the person with whom you are speaking, you are even more handicapped.

Before you even pick up the telephone and place your call the first thing you should do is put a smile on your face. Although the other person cannot see your smile, the warmth and friendliness will come through.

Then, you should identify yourself immediately, and explain the purpose of the call, if it's not known. It's important to be businesslike, but some people confuse that with being impolite or stern. You should convey your message, whether it's business or not, in a manner that is considerate and gets the point across. Too friendly will be unprofessional; too businesslike will be considered rude.

You should never talk down to people, no matter how many levels down the corporate ladder they are, or how much younger they may be. Remember, you'll get further with a person if he or she thinks you care. Even if it takes time, you should always try to create an atmosphere of caring. The time will have been well spent, if you make a new friend or reassure an old one.

Creating rapport has many benefits. Think of it as a basic human-relations skill that can further your own goals or objectives. And you can establish rapport simply by taking the time to make a person feel comfortable in your presence.

Here are 10 points that will help you create a good first impression and establish rapport:

1. Dress well and to the other person's expectations.

2. Smile when you first see the person.

3. Establish and maintain eye contact.

4. Be the first to say hello and extend your hand.

5. If the meeting is in your office or home, greet the person at your door.

6. Deliver a sincere greeting.

7. Use the person's name

8. Don't speak too softly or loudly.

9. Do any necessary homework about the person you are meeting.

10. Do more listening than talking.

When you are putting together the elements that create an inviting and pleasing atmosphere, don't go overboard. Make sure that what you do is appropriate for the occasion, or you'll make your guest feel embarrassed or uncomfortable, just the opposite of your intentions.

With a little fine-tuning, anyone can become a person of warmth, concern, and charm. By learning the art of rapport and making it a part of your everyday life, you will become a person who makes friends, influences colleges, and rises to the top.

Copyright© 2005 by Joe Love and JLM & Associates, Inc. All rights reserved worldwide.

Joe Love draws on his 25 years of experience helping both individuals and companies build their businesses, increase profits, and achieve total success. He is the founder and CEO of JLM & Associates, a consulting and training organization, specializing in personal and business development. Through his seminars and lectures, Joe Love addresses thousands of men and women each year, including the executives and staffs of many of America's largest corporations, on the subjects of leadership, self-esteem, goals, achievement, and success psychology.

Reach Joe at: joe@jlmandassociates.com

Read more articles and newsletters at: http://www.jlmandassociates.com

Ask For Referrals And Get The Answer You Want

Writen by Mical Johnson

Why are people scared to ask for a referral? Is it the fear of rejection, or do they think that it will annoy their client. If you have been giving 100% to your client and have given them truly excellent service then you shouldn't be ashamed to ask for the opportunity to give that same superior service to other people your clents know. In fact, it seems like the next logical step especially if the client is happy with your service so far.

"It's not what you say but how you say it" I tell my kids that all the time. Here is no different. I have seen countless people not get a referral because they simply asked the wrong question. You want to aviod asking a close ended question where the only answer is "Yes" or "No". For example, instead of starting your question "Do you know anyone who..." start it off with "Who do you know who..." Just the little change at the begining will have a dramatic increase in your referral rate.

You can also start off specific to get a better result for example "Who do you know at work who..." By inserting a place or situation you narrow the possibilties and the task does not seem as daunting to your client.

It's also very important to expect the referral. If your body language, tone of voice and facial expressions show that you are not expecting them to give you one then your proably not going to get it. I have had sales people ask me "You don't know anyone who would like "product" do you?" My quick answer even before I think about it is always "No". You should expect the referral as part of your excellent business. It's the most natural thing in the world for people to tell everyone about something they like. Why not tell them about you.

Some people are a little shy about it and in the back of there mind they are testing you. They will tell you that they are thinking about it. That is alway ok. Just set up a time for you to follow up with them and Keep the appointment, even a little phone call can go a long way. A lot of times by the end of your meeting they will think of someone anyways. If you tell them that this is the business model that you do they will be glad to help you. You can increase your business dramatically with help from your friends.

One of the easiest ways to ask for a referral is in your signature file on all the email you send out, especially in correspondence with your clients. After your contact information you have a mini billboard advertising for you. Doing the simple thing of asking for a referral can easily double you business in a very short time. Start asking today you will be glad you did.

Mical Johnson is the publisher of Home Based Business Success Toolkit which is a free newsletter dedicated to giving home based business owner's what they need to succeed and make a profit from the start. To join visit http://www.MyHomebasedBusiness101.com

International Etiquette For Professional Business Cards

Writen by Jonathan Bowalsky

With an increasingly global economy, international outsourcing and more and more companies opening foreign offices, the odds are good that you'll be doing business outside the U.S. in your lifetime.

It's important to remember that different countries have different customs when it comes to exchanging professional business cards. While everyone appreciates quality business cards, there are specific rules one must follow for different parts of the world.

If you're doing business in a country where English isn't a primary language, one side of your business card should be translated into the local language, and in general you should always carry the best business cards you possibly can.

Exchanging Business Cards in China

• Your business card should include your title. If your company is the oldest or largest in your country, that fact should be highlighted on your card.

• Hold the card in both hands when offering it.

• Never write on someone's card unless so directed.

When Doing Business in India

• If you have a university degree or any honor, put it on your business card.

• Always use the right hand to give and receive business cards.

Business Card Exchange in Japan

• Business cards are exchanged with great ceremony.

• Invest in quality business cards. Having the best business cards possible is a direct reflection of your self image.

• Always keep your business cards in pristine condition.

• Treat the business card you receive as you would the person, as they are seen as a representation of that person's honor.

• Make sure your business card includes your title. The Japanese place emphasis on status and hierarchy.

• Business cards are always received with two hands but can be given with only one.

• When the meeting is over, put the business cards in a business card case or a portfolio.

By following these tips, you're sure to make the most of every international meeting and business opportunity.

Jonathan Bowalsky handles news and information for Jontal Printing. For more information on business cards or custom postcards, visit http://www.jontalprinting.com.

Interruption Sucks Interaction Rocks

Writen by Scott Ginsberg

Radio ads. Billboards. Wall Posters. Yellow pages. Pamphlets. Leaflets. Brochures. TV commercials. Newspapers ads. Magazine ads. Pop ups. Fax Outs. Hiring a fat guy to stand out on the street corner during traffic with a big sandwich board three blocks down the street from your restaurant. Pitching the media to do stories about you. Standing at a big flashy booth at a trade show giving away free pens. Blinking web ads. Direct Email. Cold calls. Direct Mail. Driving down the street, slowing down in front of pedestrians, rolling down your window and asking them, "Hey, you wanna buy a home stereo?"

That last example actually happened to me last week while walking down the street in downtown Chicago. It was ridiculous!

And it got me thinking: what do all of those marketing techniques have in common?

A few things, really:

• They suck
• They annoy people
• They cost money
• They waste money
• They waste trees
• They are antiquated, boring and ineffective marketing channels created around interruption

Interruption, I say!

And they don't work any more.

Because people are tired of being interrupted and being YELLED AT to buy stuff.

Bestselling author Seth Godin first noticed this trend in 1998. His revolutionary interview in FastCompany magazine quoted him as saying, "There's too much going on in our lives for us to enjoy being interrupted anymore. So, our natural response is to ignore the interruptions."

Gets worse.

In 2004, a UCLA study reported that the average consumer sees 3000 marketing messages in one day. Course, that was a few years ago. By now, I bet it's well over 5000.

Interruption.

This word has been on my mind a lot lately, and here's why…

See, tomorrow is November 1st. Which means my company will celebrate its four-year anniversary in a few months. (Woo hoo!)

Now, I will tell you that, for the few years of my company's existence, I didn't make much money.

OK, fine. I didn't make ANY money.

However, 2006 was a stellar year. I almost tripled my projected revenue. I surpassed most of my year-end goals by October. I even managed to take some time off! (Double woo hoo!)

And so to me, I take this as a sign that my marketing efforts are (finally!) paying off.

But, I have a confession to make. In fact, I have three of them.

In the history of my career as an entrepreneur:

1) I've never made a cold call.
2) I've never run an advertisement.
3) I've never "pitched" the media.

I know. Doesn't seem normal, does it?

Well, that's just the way I do business.

Because any day of the week, I'd rather: concentrate my marketing efforts on creating a sense of attraction, a sense of gravity; that magnetizes customers, prospects and fans toward my company through a process of delivering value in the vehicle known as my brand...

...than run some crappy ad. Or interrupt someone's day with an annoying cold call. Or send out a direct mail piece. Or...

You get the point: interruption.

Therefore, if interruption is the enemy of successful marketing, what's the ally?

My theory: interaction.

Look. I've been wearing a nametag 24-7 for just over 6 years now. And if there's one thing I've learned from tens of thousands of encounters - with new people I otherwise never would have met – it's this: interruption sucks, interaction rocks.

Now, what exactly do I mean by interaction? I'm talking about direct contact with your customers and prospects. Building community. Making friends. Creating and keeping fans. Hanging out. Delivering value. Developing relationships.

Specifically, stuff like...

Posting on your blog. Commenting on somebody else's blog. Publishing articles in your community's newspaper. Giving speeches at Chamber meetings. Lunches with friends. Lunches with customers. Lunches with potential customers. Publishing an ezine. Doing an audio podcast. Chat rooms. Bulletin boards. Speaking at trade shows. Attending networking functions. Doing a video podcast. Posting your pictures on Flickr. Instant messaging. Widgets. RSS feeds. MySpace. MyYearbook. Tagworld. Digg. Delicious. Squidoo. LinkdIn. Flickr. Wikipedia. Friendster. Facebook. LiveJournal. Match.com. Online discussion boards. Facilitating word of mouth. Throwing an open house or party at your office. Doing an interview on the radio. Going on a talk show. Talking to strangers!

And the list goes on an on.

So. Big question of the day: what do all of those marketing channels have in common?

A few things, really:

• They're fun
• They connect with people
• They cost little or no money
• They save money
• They save time
• They are fresh, cool and effective marketing created around interaction

Interaction, I say!

And they work. They work really, really, really well.

Because customers are excited about interacting and participating with cool stuff, people and ideas that make them feel comfortable and respected.

So, I said it once and I'll say it again: interruption sucks, interaction rocks.

LET ME ASK YA THIS…
Is your marketing interrupting or interacting?

LET ME SUGGEST THIS…
Email me a list of 10 possible interaction marketing channels. I'll post them on my blog!

© 2006 All Rights Reserved. Scott Ginsberg, aka "The Nametag Guy," is the author of three books and a professional speaker who helps people maximize approachability, become unforgettable and make a name for themselves. To book Scott for your next association meeting, conference or corporate event, contact Front Porch Productions at 314/256-1800 or email scott@hellomynameisscott.com

Make Rich And Powerful Friends

Writen by Anandrahi JS

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

Do You Have A Defining Statement

Writen by Tim Connor

A defining statement is a very specific and precise elevator statement. It combines all of the necessary ingredients so that when a prospect walks away from an elevator conversation with you they know; who you are, what you do, how they will benefit by doing business with you.

A defining statement * should include all of the following.

1. It must use common one syllable words that are easy to understand. If you stick to the language an 8th grader (and I am not referring here to slang) would understand you are in good shape.

2. It must be conversational. It is not an advertising them or slogan it is a conversational answer to, "What do you do?"

3. It must create some attraction on the part of the other person. It should make people want to talk with you, be with you, learn from you.

4. It must have a dream focus. If it helps the prospect see the future as better than the present in any way you have a dream focus.

5. It must contain the what and the who. It defines outcomes and who would be served by working with you or buying from you.

6. It must have a duel focus. Create a two part statement that has two outcomes and you will there fore appeal to a wider audience.

7. It must have repeatability. This may be the hardest one to accomplish but if you can get other people to be able to repeat it - watch your referrals soar.

A few tips to consider.

- Use the words like 'work with".
- Use the word want.
- Use one 'and' in your statement.
- Use three to five word outcomes.

A few ways to use a defining statement.

1. Introduce yourself with it when appropriate.
2. Use it in your telemarketing efforts.
3. Turn it into a headline for a brochure.
4. Use it on the home page for your website.
5. Use it on your voice mail message.
6. Put it on your fax cover sheet.
7. Write articles built around it.
8. Order promotional gifts and give-aways with it printed or engraved on them.

A special thanks to my good friend Mark LeBlanc for permitting me to use some of his ideas in this tip from his book, Growing Your Business.

Here is my defining statement as an example:

I own an international business that works with large and small organizations worldwide who want to increase their sales and improve their management focus.

Take your time developing a defining statement. This one took me several hours over a period of a few weeks. But, once you have it now let it get a hold of you and believe it, memorize it, practice it, use it and watch it galvanize the people you interact with.

Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That's Life, Peace Of Mind, 91 Challenges Managers Face Today and Your First Year In Sales. He can be reached at tim@timconnor.com, 704-895-1230 or visit his website at http://www.timconnor.com

The Hidden Power Of Networking

Writen by Robert Warlow

We all make use of traditional forms of getting new business in – advertising, direct mail, brochures etc but networking is one form of marketing which, has been under-utilised. Until now that is. Small business owners are finally beginning to under stand the power of networking and what it can do for their sales figures.

But what is networking?

In its most basic form, it's word-of-mouth advertising but originated by you, not your customers. It involves taking every opportunity to raise awareness of your product or service amongst the people you meet. At a more sophisticated level, networking can be achieved by taking advantage of the formal networking groups or events that have been arranged purely with the idea of putting potential partners together.

But how can you, as a small business owner, become a more effective networker and take full advantage of the opportunities presented? We are going to give you some key tips and ideas on how to be a better networker.

What are the key advantages of networking?

Networking has some very good advantages over the traditional type of marketing:

· It's free! Talking to someone costs nothing except your time

· It's targeted marketing in that it's likely the person you are talking to has a direct interest in your product or service. Consider newspaper advertising, which will mostly be read by people who have no interest in what you have to offer

· It's face-to-face marketing unlike direct mail, adverts and telephone calls. You have the immediate opportunity to establish rapport and get an understanding of the person's problems

· You have the chance to mix with business owners in other industries, which may open the door to new opportunities you had not previously considered

· It's not only a way of creating business but also a great way to solve problems and seek advice. Why sweat over a solution when someone has probably already experienced and solved the same problem? Ask and find out who can help you

Where to find a network

Finding a place to network, where like minded business owners are present, is not that difficult. Whilst you should be networking all the time – taking the opportunity to promote yourself where ever you can – it's more effective if you can meet people who are there to do the same thing; you can get onto the same wavelength that much quicker.

Here are some possible networking opportunities to think about:

· Your local Chamber of Commerce, BNI group or business club - as well as hosting their normal meetings (which are great networking opportunities anyway) they may hold regular networking sessions which are dedicated to putting business people together

· Government advice agencies – most countries have government bodies which have the remit of helping local small businesses, some of them may already hold network meetings where they bring together a batch of 'new recruits'. Check out you country's small business advice agency web sites to see what support they can offer

· Trade Associations – your industry may have an association which holds regular meetings. Although you are interacting with businesses in the same line you will still be able to find solutions to problems and pick up new ideas. Who knows, if you establish good rapport with another business, they may be happy to refer surplus work to you or tap into a unique specialisation you may have?

· Seminars – keep a look out for seminars being run for small business owners. As well as being informative, they are a great networking opportunity, especially over coffee and lunch when you have the chance to start a conversation going along the lines of, "How do you think you're going to apply that point we learnt this morning in your line of business?"

In just this one question you will have found out what business they are in and one of the problems they are currently facing. If you're lucky, you may be able to offer help as well – one extra sale!

· Anywhere and everywhere – remember to network all the time! Never miss an opportunity to tell people what you do. You may only get a successful hit in one out of a hundred contacts, but one sale may be enough to make it all worthwhile!

Where and when are meetings likely to be held?

Formal networking events can be held over breakfast, lunch and dinner. Breakfast sessions are popular because it allows business owners to start the day on a positive note, leaving the remainder of the day free for 'business as usual'. But how good are you at holding a sensible conversation at 7 o'clock in the morning? If you don't look or sound your best in the early morning, then you had better find an alternative!

The best networking events are where you are free to 'work the room' and not be tied to a table with food being served.

What to prepare

As with any marketing promotion, networking should be thoroughly prepared for. Badly presented sales pitches lead to lost sales; the same goes for networking. So what should you do before attending a networking session?

Step 1: Know your products and services inside out. If you are only just starting out, make sure you are fully briefed on all the inn's and out's of your product.

Step 2: Write and rehearse an opening statement to the question "What do you do?" This may sound an easy question but try thinking an answer on the spot and at the same time making it some good! Not so easy. Write a clear and concise statement, which encapsulates everything about your business. Remember, this is your chance to impress! Having decided on your opening line, rehearse, rehearse and rehearse. It has to be word perfect and confident sounding.

Step 3: Make sure you have enough business cards. You don't want to scribble your number on the back of a napkin! Not very professional.

Step 4: Double check the venue and time. You don't want to turn up late and miss any opportunities or appear to be lacking in time management skills.

Step 5: Dress to impress. Make sure you are neat and tidy – everything a successful small business owner should be.

Step 6: Leave your house/office in plenty of time to make sure you don't arrive totally stressed out

You're off!

You have arrived at the venue and if this is your first time, what are you likely to do? Find the nearest corner and pray that someone doesn't approach you! Networking, especially the first time, can be nerve-wracking. It does take a degree of confidence but over time this gets better.

© Robert Warlow Small Business Success

Small Business Success is a resource dedicated to helping small business owners be more successful. If you are looking for a regular flow of ideas and tips then subscribe to Small Business Success a free newsletter, which provides you with quick tips, ideas and articles. Visit http://smallbusinesssuccess.biz

It Pays To Be Friendly

Writen by Lance Winslow

Most small business people do not take advantage of human relationship issues. They do not understand that being nice and friendly, out going and enthusiastic pays high dividends. When you are out and about in public you should always wear a smile, wave, honk and have a positive displacement. Such a public image makes people wish to do business with you, it is a good thing.

Waving

When you're driving around town, remember to wave to your regular customers, your corporate customers and even non-customers. Soon you'll notice everyone is waving in your direction, honking their horn and some may follow you to your next stop for service just to get a business card. When you are driving a company vehicle with a magnetic sign on it, you are advertising, if you follow that up with a high-energy attitude you will attract new customers and enhance referrals from your previous golden customers. Sometimes you'll need two hands to wave to everyone and won't be able to shift the standard transmission in your car or truck. Encourage your crews to show the same friendliness and enthusiasm when driving any of your company vehicles.

Honking

If you drive by a business where you know a lot of people and customers, announce yourself by honking. Catering trucks do it all the time. Honk and wave when you go by a gas station even if you don't know anyone there, because someone will think your friendliness was directed at them and will wave back. Others will assume you were waving at someone else and that you must have lots of friends around town.

Thumbs Up

Give the thumbs up sign to police and fire vehicles. Give a thumbs up especially to the police. Due to the nature of their job, they believe that no one likes them and the fact is that many people don't. After all, no one likes to get a ticket. A lot of people do like police officers and if you let them know you're on their team and appreciate their efforts to keep crime under control, you create instant good will with the police department. If the police wave back to you at a crowded intersection, this increases the public's recognition of your role as a positive, contributing member of the community and makes people feel safe and happy about your service as well.

Grocery Stores

When you're in a grocery store and you are wearing your company logo on your shirt it helps to smile at people and make positive eye contact. Be friendly at all times, especially in line where you are most able to make personal contact with others. It makes people happy even though you both have to wait in line. Make sure you always carry business cards with you.

Be proactive when you are not a work too and any time you are in public, it is best way to win friends and influence people. It is a good idea and it adds positive vibes for the entire community. Think about it.

Lance Winslow

Make A Friend Everyday Network

Writen by Geoff Ficke

Have you ever noticed how successful people always seem to have a very wide net of friends and acquaintances? Howard Hughes became an infamous recluse only after he was fabulously wealthy. His network of business associations enabled him to excel in aviation, manufacturing, heavy industry, oil, movie making and hotel/casino ownership. He tapped into the best managers, engineers and executives available within each industry he tackled to manage his properties and provide essential expertise.

Most people are very lucky if they have two or three truly close personal friends in a lifetime. Do not confuse personal friends, friends and acquaintances. An acquaintance is a person we see from time to time, know in passing and have some basic knowledge of their background. A friend is more likely someone we socialize with, invite into the home and make an effort to schedule onto our social calendar. The rare personal friend is that person to whom we will divulge innermost secrets, trauma, joys and fears.

You will never have a personal friend, social friend or acquaintance unless you perform some type of networking. Remember the first day at a new school. You want to be accepted, avoid rejection at all costs and meet someone with your values and interests. At first this is an intimidating circumstance, confronting new surroundings and lack of any familiarity can be daunting.

After a few classes, or a few lunch periods, you enjoy that ground breaking first conversation with a fellow student. The chat is almost always a series of exploratory questions. What is your name? Where are you from? Why did you transfer? Are you trying out for cheerleader today? In addition to breaking the ice, the foundation questions establish the base line for constructing a minimum platform from which to begin a potential friendship at some level.

An entrepreneur faces the same networking issues faced by the new student. Typically, everyone involved in the field he is trying to enter is a stranger. He probably does not know a patent attorney, investment bankers, product designers, sales agents, marketing strategists and so many more specialists he might need to successfully bring the invention to a successful fruition.

Successful entrepreneurs are constantly networking. They view every human contact as an opportunity to meet someone that might represent a potential friendly acquaintance and mutually beneficial business contact. Today's casual acquaintance often evolves into a business contact. Maybe, today, there is nothing more than an exchange of names and handshakes. But, tomorrow, a situation that includes opportunity may arise.

I recently was looking at a house to buy. I had never met the real estate agent attempting to sell the house to me before the tour. I gave the lady agent my business card and told her what I do. I already knew that she was a real estate agent. She began asking questions about my business, services, contacts in the pet toy area, and more. I did not buy the house, but I did engage a new client. She loves cats and had an idea for a terrific cat exercise toy that she needed help in commercializing. This is Networking 101!

I am always amazed at how many times I ask someone for a business card and they do not have one. This is a lost opportunity. I never go anywhere, ever, without business cards. Remove a credit card from your wallet, cut it up and replace with some business cards. This is a far more productive use of wallet space.

Networking is possible in almost every public situation. I recently saw a fellow with a funny hat in the mall. I had never seen such a hat: it was novel, clever and had a winning design. I introduced myself to the gentleman wearing the hat. He took off the hat, proudly pointed out all of the features built into the hat, and then advised me that he wore the hat in public to gauge responses he receives on the style. He looked at my card and in disbelief said, "I have been looking for somebody with your background to help me sell this cap for two years".

I encourage new entrepreneurs to immerse themselves in the industry they are attempting to enter. If there are industry specific conferences, attend as many as possible. Ask questions. Stay afterwards and introduce yourself and give everyone you meet a business card. Do not drink alcohol. Make sure the business card contains a clear and obvious reference to your project (i.e. do not list Mike's Inventions, instead, Patented, Ergonomic New Paint Applicator).

Attend trade shows, walk showrooms, introduce yourself to potential mentors, join the Lions Club, Rotary Club and local Chamber of Commerce. Enter competitions for new inventions and product submission. Talk to people, ask questions and listen closely to the answers. The more you network, the easier it becomes. The fatter your Rolodex the more access you will have to the answers: guidance, contacts and the expertise you will need to conquer every task a fledgling entrepreneur will face. Additionally you will expand your base of acquaintances and friends, a nice bonus.

In 1993 I met Jane, who had a project that targeted children's obesity. She was a very nice person but she recognized that she was not passionate enough to succeed as an entrepreneur. We casually stayed in touch. In 2005 I received a contact from another lady with an exciting opportunity in the jewelry category. She called me based on a reference she received from a neighborhood acquaintance, Jane. The meeting I had taken with Jane in 1993 had seemed futile after there was no positive result. And yet, I had left enough of an impression on her that she brought to me a new opportunity with a terrific upside.

Networking can take many forms. If you are truly passionate about your new business opportunity you will want to share the details with as many people as possible. Be careful! Learn to describe your novel product without providing details. Never provide details unless you receive a signed and dated Non-Disclosure Agreement (secrecy). Nevertheless, you have to paint a picture for your new network generated contacts that excites and creates a thirst to know more. Speak in broad terms, with enthusiasm but not sophistry, about the opportunity. Discuss the benefits society and consumers will derive from your product without giving away your inventions specific workings.

You can not network successfully without a positive outlook and demeanor. Sadly, many inventors feel abused by the process of launching a new business opportunity or product. They are convinced that they have the next really big thing. And, in actuality, they might have the next really big thing. However, the free flow of ideas thrashing about in the modern marketplace is not always perfectly efficient in choosing the winners and losers that we might deem appropriate in a perfect world.

Some good products never get to market, while lesser quality offerings often succeed. My experience over many years of working with inventors and entrepreneurs is that idea's and inventions are crucial, but their novelty can be trumped negatively by personal deficiencies. It can be hard to keep going when the trail seems to always end at a stop (NO!) sign. Keep networking! Keep pushing, positively! The next stranger you meet in a networking situation might be the missing link that will take you to success. If you do not keep trying to find, and get to know that key person, you will be short- changing your invention and your potential to realize success. And, you are missing the chance to make a new friend.

Geoff Ficke has been a serial entrepreneur for almost 50 years. As a small boy, earning his spending money doing odd jobs in the neighborhood, he learned the value of selling himself, offering service and value for money.

After putting himself through the University of Kentucky (B.A. Broadcast Journalism, 1969) and serving in the United States Marine Corp, Mr. Ficke commenced a career in the cosmetic industry. After rising to National Sales Manager for Vidal Sassoon Hair Care at age 28, he then launched a number of ventures, including Rubigo Cosmetics, Parfums Pierre Wulff Paris, Le Bain Couture and Fashion Fragrance.

Mr. Ficke and his consulting firm, Duquesa Marketing, Inc. (http://www.duquesamarketing.com) has assisted businesses large and small, domestic and international, entrepreneurs, inventors and students in new product development, capital formation, licensing, marketing, sales and business plans and successful implementation of his customized strategies. He is a Senior Fellow at the Page Center for Entrepreneurial Studies, Business School, Miami University, Oxford, Ohio.

How To Network If Youre Shy

Writen by Josiah Mackenzie

One of the biggest deterrents to effective networking is shyness and the lack of confidence to get out there and meet new people. Even if you consider yourself a naturally outgoing person, you've probably had moments where the thought of entering a room full of strangers made you nervous.

First, you need to realize that the majority of people are shy - at least in certain situations. You're not the only one! I've found that once you adopt this realization, it does wonders for you. See that executive standing by himself? Deep beneath all the power and prestige there's probably a shy man wishing and waiting for someone to strike up a conversation with him.

Next, practice your networking skills with friends and family. Make a list of all the people you see frequently, but maybe haven't had the chance to talk with recently. As the situation permits, practice the art of small talk with these people who you know are friendly toward you. The same skills you use with your family and friends can be used for "friends you haven't met yet."

Another good tactic is to find someone who is naturally extroverted, and get him or her to introduce you to others. This works well for two reasons. First, it will be much easier to meet new people. Your friend will act as the link between you and the person you're meeting - providing information and getting a conversation started. Second, your talkative friend will help cover any awkward gaps in conversation.

Networking with an extroverted friend can be helpful at first, but you can't rely on them forever. Eventually, you'll have to step out on your own and do the meeting yourself.

When that time comes, I suggest you look for the wallflowers. Wallflowers are other shy people who like to stand by themselves, away from others. People like the shy executive I used as an illustration earlier are just waiting for others to come and talk with them. Be that person and reap the rewards!

If you don't want to be always seeking others out, position yourself so they come to you. Put yourself in situations that force you to meet new people. Work at a reception desk. Offer to be a greeter for an event. You'll find it very easy to talk with people when they come to you.

Finally, I would encourage you to continually develop your conversational skills. By reading a couple good books on the art of talking with others you'll develop your ability to effectively communicate with others. I guarantee that when you come to an event with 5 fail-proof ways to start a conversation, you'll be far more confident when it comes time to enter a room full of new people.

If you practice the tips mentioned in this article, you're going to meet a lot of people. Remember them easily with PalPad: http://www.mypalpad.com

Networking Your Way To Profits Part 2 Creating Your Elevator Speech

Writen by Carol Bentley

At the end of 'The Power of the Elevator Speech' article I promised another example of an elevator speech and hot insights to making your elevator speech 'hit the spot'- so here goes…

Have you ever been introduced to someone and when you ask what they do they've replied "Oh, I'm an accountant" or "I'm a solicitor/attorney" or "I'm a financial adviser". Ya-awn! Bo-oring!

Did you know that there are different aspects to accountancy, finance and the law that can be quite fascinating. No, really! But only if they hit your hot-spot. Because when someone says 'accountant' or 'finance adviser' it is so-oo easy to assume we know all we need to know, isn't it?

But how about…

"Well, you know how some business owners are just too busy to keep an eye on the financial aspects of their business, which means they are often paying too much tax or worse, missing the danger signs of the business heading for insolvency, don't you?"

"What I do is keep an eye on the business finance, save on taxes and provide timely management reports, which means the business owner can still keep their finger 'on the profit pulse' whilst driving their business growth."

Don't you think that sounds more interesting than "I'm an accountant"?

And once you've got your main 'Elevator Speech' sorted you can distil it down into a 1-liner like this!

"I stop companies over-paying on taxes"

Developing Your Own Elevator Speech

Find the answers to these questions and you have the start of your elevator speech.

Step 1: What is the real problem you can solve for people? If not a problem, how can you enhance their life or experience – home, personal, health, wealth or business?

If you're not sure, ask your existing customers or clients what they were specifically looking for when they purchased from you.

Step 2: What was the consequences of this problem or lack of something? Were they losing sales? Friends? Income? Home comforts? Again, ask your existing customers if you are not clear about the 'which means…'

Step3: What do you supply (product or service) that addresses this need? How can you resolve their problem?

Step 4: What benefits will people enjoy? What are the consequences of taking advantage of what you offer? Are they happier, richer, healthier, more profitable, more productive?

Now hone the answers you've got into short, succinct statements and precede each with the template words:

Step 1 "You know how…
Step 2 "Which means …
Step 3 "Well, what I do is…
Step 4 "Which means …

Nuances to Consider

A few things to keep in mind;

1) Always say "You know how some people/companies/businesses…" Nobody likes to be told they've got it wrong. You have to be subtle; saying some people or some companies implies it's a problem other people or companies have – not you or the person you are speaking to. If he identifies with the problem you describe he can ask questions and if he doesn't, you haven't insulted him by implying he does.

2) Being an observant sort of person, you probably noticed in the examples I included the words "don't you?" at the end of the first 'which means', didn't you? Including these words gets the other person nodding their head (or thinking "Yes") in agreement with you. It involves them in what you are saying, starts to create rapport and opens them up for the 'solution' you are going to describe.

3) Be specific wherever possible. If you can quote figures that catch people's attention it makes your speech more memorable and people seek you out to find out more.

Let me give you my elevator speech to demonstrate what I mean…

"You know how some companies send out sales letters and get very low numbers in response, which means they spend hundreds or thousands of pounds ($) on printing and postage with very little return, don't you?

Well, what I do is increase the response to those letters by anything from 262% to 353%, or even more, without spending a penny (¢) extra on print and postage, which means they get a substantial increase in sales and profits."

The figures you quote, which must be truthful because you may be asked to substantiate them, makes your speech far more credible and intriguing.

Develop and Practice

Work on the real solutions you offer, especially if you can identify something that is unique to you or your company. And use the speech whenever you can. At first you will feel awkward giving this little 'speech'. But after practising and saying it a few times it will become more natural.

At this stage you might be tempted to change the wording. Do be careful – the structure is important. You don't want to lose the opportunity to intrigue new people you are introduced to, and getting the opportunity to expand your network of contacts. Creating a very 'woolly' version of this powerful technique might do just that.

In the 'Networking Your Way to Profit – Part 3' article I reveal Your Hidden Marketing Opportunity… until then keep working on your Elevator Speech…

©2005 Original Work by Carol Bentley

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)

Subscribe to your free reports, with no obligation, at
http://www.accelerateyoursales.co.uk or visit http://www.CarolBentley.com

Innovation And Organisational Networks

Writen by Derek Cheshire

Typically an organisation chart shows control or seniority, it does not show how the organisation actually works. On a daily basis people communicate with each other, give advice and provide support for each other. These factors are mirrors for the organisational culture that exists and hence a determining factor in the ability of an organisation to innovate. It would therefore be useful to have a measure of the extent of the advice, trust and communications networks.

For a simple case each individual can be given a diagram of their whole organisation or team and asked to draw on the links for each of the three networks mentioned. This could prove cumbersome for larger groups and so it might be sufficient to determine a) the number of colleagues that an individual communicates with regularly and b) the number of other individuals that they have in each of their networks. All 3 types of network have a part to play, however if they are not well aligned or differ significantly from the organisation chart then major problems are likely to exist. Further problems may occur if they are not evenly distributed or there are significant bottlenecks. This data can also be used in other ways e.g. if you are considering using a particular individual as a change agent, make sure that they figure in most peoples' trust and advice networks!

Communications Network - consider the largest group of people that an individual communicates with on a daily basis. Such communications can be written, verbal or electronic. It is also useful to identify if individuals communicate with people outside of their normal working groups and whether they have any formal responsibility for doing so. A network such as this carries significant amounts of traffic, some of it idle chat. However, it is often the case that random events within this network stimulate significant innovation events.

Trust Network - within any organisation there are networks of people with whom others are willing to share political information, company secrets or provide support in a crisis. A trust network is thus a very important part of an organisation, particularly in the areas of motivation and morale. Problems here are indicative of trouble ahead if it has not already surfaced. Symptoms may occur during times of great change e.g. merger, takeover and redundancy or as a result of years of neglect. In all cases, innovation (which relies on intrinsic motivation) will suffer.

Advice Network - an individual's advice network consists of those whom they give advice to and receive advice from. This is restricted to technical advice or advice on solving problems and is not concerned with personal problems. It is this network that carries the knowledge that is concerned with solving crucial business dilemmas.

Derek Cheshire is an expert, speaker, consultant and facilitator in the areas of Business Creativity, Innovation and Idea Generation. He is creator of the Innovation Toolkit, and co creator of workshops such as Creating The Difference, Creativity as a Business Tool, Sticky Strategy and The Idea Factory. You can receive regular ideas and updates on Business Creativity and Innovation by visiting http://www.creative4business.co.uk and filling out the simple sign up form.

Working At International Level International Business Networking Is For You

Writen by Michel Cometto

Your professional relationships are key to success finding business partners or investors. Using online networks has become an easy and cheap tool to get in touch with professionals from other countries willing to exchange their experience with you.

The benefits of joining an on Online Business Club are numerous: you can locate abroad or locally venture capitalists, Business angel associations, potential agents or distributors, potential employees or employers, potential clients, service providers, experts in a different field, and potential business partners, you may also find new business opportunities and learn about new activities and products, you did not even imagine these even existed.

You can get introduced to new people using you already established contacts in a specific country and share business experience with your counterparts abroad. Memberships are cheap: for a couple of dollars per month it's possible to enlarge you business network quite rapidly.

Trading across the globe making new contacts can save time-consuming travelling or attending expensive trade fairs, presenting your products to other members or investors using multimedia supports such as text, photos and an automated slideshow is now possible in a sort of virtual trade show.

If you are ready for a new experience in industrial and financial advertising and ready to join an international network please contact : Michel Cometto at: mc@cometwwsolutions.com Michel Cometto, 48, Masters in Finance and Administration (M.S.T.C.F., France) has both industrial and high technology experience as either Controller or CFO at international level in Europe and North-America. Michel founded Comet Worldwide Solutions a company providing integrated business solutions for www.cometwwsolutions.com Michel has worked for Fruehauf trailors, OSL North America, Hitachi High tech, Wind river Systems, Sybase, LVMH IT dept, Esterel Technologies.Comet Worldwide Solutions, SARL, is proposing Business Decision Solutions, Business Plan interactive checking and Due Diligence tool sets for Small & Medium Enterprises (SME) early stage companies, C-level executives,audit firms and investment banks

Networking In The Business World

Writen by Bill Harnen

Why is it so important to network with other people when owning a business? Because without building those key relationships our businesses won't grow. See, most of our businesses require referrals to generate more leads and needs. So you're probably saying what are the steps in networking effectively?

1. Attend networking functions with a goal! (How many people you want to talk to.)

2. Create a 30-60 second verbal business card! (Be creative and passionate)

3. Find people that you want to learn more from! (Not your friends!)

4. Avoid long conversations just because they are comfortable. (Remember, you are there for a purpose to grow that leads list.)

5. Strive to show interest in others. (Listen, Listen, Listen)

6. Show the confidence and passion about what you do. (People will want to do business with passionate people.)

7. Avoid the ME, ME, ME concept. No one cares about you, all they care about is themselves. (Remember WIIFM)

8. Ask questions to find out their needs. (Keep it on them!)

9. Never try to close the deal at the function! (Call later to meet to discuss business)

10. Have Fun!!!!! (Be yourself!)

These 10 steps to networking effectively will be the most important part of building a strong and rewarding business.

The Group Verbal Business Card

- What's in it for them?

- Succinct

- Intriguing

- Confident delivery, show the passion about what you do!

- Project your voice!

- Re-use content, but tailor it to the group and always make it fresh!

The One-on-One Verbal Business Card

- All the ideas of the group verbal business card, but you have more time to find out what they need.

- Ask questions (find out their pain)

- Listen, Listen, Listen

Bill Harnen is a Business Owner, Speaker, Trainer, Personal/Business Coach and a Stress Management Specialist.

He is the founder of Understanding Solutions, which is a training/coaching company that specializes in helping people understand themselves and others in order to develop better relationships and build more effective, accountable, profitable and cohesive teams.

Bill is an expert on the Small Business Panel of the USA Today. He was nominated for 2004 Today's Young Executive Award hosted by The Business Ledger.

He was personally trained and certified by Dr. Robert Rohm, world-renowned speaker, trainer and founder of Personality-Insights. Bill is a sought after speaker in the field of stress management when it applies to people. He is also a member of the Candidate University, sponsored by The National Speakers Association.

For questions visit his website at http://www.understandingsolutions.com or email him at bill@understandingsolutions.com

Choose Your Mentors Wisely

Writen by Tommy Moore

You've started your own home based business and you're excited about the possibilities. You have dreams of paying off your home, traveling the world, brand new cars parked in the driveway, spending quality time with your family all while your computer works like a robot around the clock generating income. That was my dream anyway and I'm sure yours may vary to some degree.

Well, if you've been at it for any length of time, you've probably discovered that it isn't quite as easy as all that. It required hard work, time and money and more importantly, a knowledge of what works, what doesn't work, what to spend money on and what not to spend money on.

Enter the mentors...

You'll find them on every discussion forum, you'll receive numerous emails from them and you'll run across them on your own as you make your way through the cyberspace. Calling out like carnival sideshow hawkers, they line the streets of cyberspace and aggressively compete for your attention, seemingly with honest intentions and your best interest at heart.

But, what who really wants to help you and who really just wants to help themselves.... to some of your hard earned cash? Knowing the difference between the two can really help to save you a lot of time, frustration and money, not to mention your dignity and feelings of betrayal once you realize what has happened.

Tips for choosing the right mentor...

1. "I've made a fortune and just want to help others now". It is a very rare event indeed that someone has just made so much money that they just feel like they should give back and just want to help others to succeed. This one is rather transparent yet people fall for it every single day. Just look at the success of the late night infomercials if you need proof of this technique. So how do you know if you are the lucky recipient of that one in a billion legitimate "wanting to give back" success story? Does their assistance involve your parting with some cash? Do all of the sites they refer you to contain links with their referral code? These are signs that they just want to make a quick buck before you lose all hope and fail as most do. This is a big market and there is definitely those that prey on those just coming into the "work from home" business.

There are people who honestly do like to help others and you will see that they often will refer you to a website without any referral code so they don't profit from their advise. They often will suggest a free tool as opposed to one that will cost you money or at least to one of the lesser expensive ones which will do the job equally as well as one they could have sent you to with a referral link and made themselves a nice commission.

2. Discussion Board Experts are there at every turn. They quickly answer your questions and seem most helpful, but how much do you really know about them. Are they as successful as they lead you to believe? How long have they actually been in business for themselves. Equally as damaging as the ones who are trying to capitalize on your ambitions are those that pose as experts and which you are likely to put your faith in and follow, sometimes following them right down the path to failure.

In the ten plus years I've worked online for myself, I have seen it over and over again. One day a person signs up and introduces themselves as being new and just starting and a few weeks later you will see them offering advice on becoming successful when they themselves haven't made a dime yet. How do you avoid these types? There is no easy answer but a few things can be done to at least help a bit.

Most discussion boards offer a search function, you can use this and search by user. Change the options to search all the way back as far as it will and look for a "board mentors" first posts. You can get an idea of when they started and actually follow them up until the present. Were they complaining just last week because then haven't been able to make any money? Were they asking the same question three days ago that they just answered for you? If so, you may be getting second hand advice.

3. Did you approach your "mentor" or did they approach you. If they've gone out of their way to seek you out and offer their assistance, you should at least keep your guard up and be wary.

Please don't take this article the wrong way. It is not meant to make you non-trusting of everybody but rather to help you open your eyes and use caution and good judgment before choosing to follow someone blindly down one of the paths above. When choosing your mentors, use due diligence. Take a good look at them and their sites. Search their names in the search engines, do a whois on the domains and see if everything is lining up to be true and accurate. Do searches on the forum to see what others have to say about them and especially their successes following the given advice of your possible mentor.

Personally when choosing to accept advice from a person, after researching their credentials, I look for open and honest intentions for their desire to help. It is perfectly acceptable for them to want to make money from my success. This is something that I consider heavily. Do they have an active interest in my success? Do they only make money when I make money or are they looking for the quick buck where I sign up for something they've referred me to and then I'll never hear from them again, unless they have something else they want me to sign up for.

Best of luck and success to you!

Bricktown Tom works from home full time and operates the Home Business Directory website helping others to achieve their work from home goals. His site is packed full of the top work at home opportunities and helpful tips for achieving success. http://www.business-opportunities-internetonline.com

The Six Degrees Of Networking

Writen by JoAnn Hines

Let's talk about your network. Whether you know it or not you have several different types of networks: business, family, friends, community, acquaintances and so on. So, what are you doing to build and/or maintain the relationships in those networks? Let's face it. Not all relationships require the same strategy or plan for maintenance. It is, however, important to understand that more positive results come from networking in a professional manner. It is very important to treat your network with kid gloves. Continued contact proves to maintain and cultivate the relationship no matter how it evolves.

There may be people you don't even who know have the power to influence the outcome of a particular situation you're in. Worse yet, you may never ever know it even after having lived through it. Sometimes it's just a matter of who knows you or whom you have met. It may depend on whom your family knows, whom your cleaning lady knows, or on whom your child's teacher knows.

See the associations? Get the point? We are all connected and some say that it only takes six "connections" to come full circle back to you. Keep that in mind as you cultivate your network. Not only are the people that you come in contact in your network but they also have ancillary connections to your network.

Consider this example:
Person A ? This person knows you fairly well. You have been at events together and an informal bond of friendship established. You communicate on a sporadic and irregular basis about work issues. Person A falls of the face of the earth for six months and does not respond in any way to your attempts at communication. Suddenly, Person A needs a job and he/she illicit your help.

This is a tough call. Will you help him/her?

Consider these points when making your decision:

Person A gets back to you only when her/she needs something. If you help person A is he/she likely to fall of the face of the earth afterwards? Will person A reciprocate when you need assistance? Is it worth your time and energy to help person A? Remember, everyone has a limited amount of time and resources. You need to continually assess how to maintain your relationships without monopolizing your time.

Person B - You know this person in a business sense as well. Person B sends you periodic notes and picks up the phone to call you and answers when you contact her. This person does communicate, even if it's just a quick email. Would you help this person? Consider these points in making your decision. Person B genuinely makes an effort to stay in touch. Person B would most likely really appreciate your efforts and remember it when he/she is in a position to do you a favor.

Sound like hardball? Remember it's your time and you have to make the best use of it. If Person A were no longer in your life would you miss him/her, need his/her assistance in the future? Could he/she influence your career in some way? You be the judge.

The safest path is to be honest and tell the person how you feel (in a nice way, of course). I'm sorry I can't help you with your job search. If you had stayed in touch I would be better prepared to help? If they get their feelings hurt, too bad. You are operating with professionalism.

The 6 degrees of separation:
Lets consider A & B again. A or B gets a new job. It's not all that uncommon for an acquaintance to turn up within your circle of business or become a person of influence. Small world syndrome! What's in it for you? Would you want to work for them? Could you have them serve as a reference? Is this someone you need to cultivate on an ongoing basis to further your career? Can you strengthen the relationship by helping this person and therefore positioning yourself in a more favorable light?

Imagine that A or B knows your boss socially. Would he/she be likely to speak of you favorably? A or B becomes a decision maker in his/her new position. He/She is now someone you need to call on. Will he/she have an open door policy? Will she/he hold a grudge forever because you did not help him/her previously? Would he/she then speak unkindly of you among acquaintances? A or B is now your enemy and feels slighted because you didn't help her/him. What possible influence can she/he have on your career? A or B hits a rough patch. Do you feel guilty for not helping him/her if it had been in your power to do so?

Do you see how we have come full circle? Someone you know as an acquaintance today could be your boss or control your boss tomorrow. Your cleaning lady could clean the house of your next boss. Or you could be sitting next to your future employer at a PTA meeting. That being said, the best course of action is to remain professional. Even if you feel that you have been taken advantage of or imposed upon. Strategically, it is important to stay professional in all phases of our lives. What goes around comes around. It may not even take six degrees to do that!

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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Effortless Networking A Better Way To Ask For Referrals

Writen by Sri Dasgupta

Do you know how to ask for what you want in a way that gets you results, especially when it comes to asking for referrals?

When asking anyone for anything, there are 5 key elements to keep in mind (and use). When you do, it dramatically increases your chances of getting what you want.

One of these elements is making sure that the person you're asking, is willing and able to do what you want. And this is one of the things most people often overlook, when asking for referrals.

Think about the last time you asked someone for a referral.

• Did you check first to see if he or she was willing and able to give you the kind of referral(s) you wanted?
• Either way, did you get what you wanted? Why or why not?

Well, here's an example of how you can apply the concept of verifying someone is willing and able to do what you want, when asking for a referral.

Let's say you have a "lead" that you think is a good prospect for you.

This "lead" could be a person or an organization. And since it's a "lead", it means that you probably don't know each other. So any conversation you have with them would have to start with a cold call. (For the difference between leads and referrals, look for my article on this topic.)

Now, let's also say that you think one of your long-time customers may know this lead. So you approach this long-time customer for help. (By the way, this is another good example of networking -- leveraging existing relationships.)

Ideally, you want this customer to refer you to the "lead", so you can avoid a cold call.

But you start with a small, manageable request: you simply ask whether your customer knows the lead.

If yes, you make another small request: would your customer be willing to share some information about this lead based on their working relationship, so you can decide whether this lead is a good fit for your products/services.

Through these incremental questions and conversation, you gradually work your way up to your final question: would your customer be willing to introduce you to this lead? And when doing so, also explain to the lead why he or she was making the introduction?

At this stage, if your customer agrees, you've accomplished several things:

• you've converted a "lead" into a "referral",
• you've avoided a cold call, and
• you've greatly increased your chances of actually talking with this referral.

You may have also acquired useful information from your customer about this prospect, which you can use to your advantage during your conversation with the prospect.

If you notice, throughout this example, you asked for very specific and "manageable" things, and each time you checked in to make sure the person was in a position to give you those specific things. And in the end, these small, incremental requests added up to getting you exactly what you wanted.

This is just one example.

However, you can probably see that the same principle can be easily applied to any conversation or situation.

(c) Copyright 2006, Srirupa Dasgupta

Sri Dasgupta helps business professionals get better results from their business networking efforts. She is the author of the Effortless Networking, and writes regular articles offering business networking tips and related resources.

Are You Networking On Paper

Writen by Angela Betts

Are you ready to get started with your job search now that the New Year is here? Don't know where to start? Wondering where to find the hidden job market? One of the best ways to get off to a good start, of course, is networking. However, that's going to take a lot of time; time that you may not have due to the need to produce income as soon as possible. How about networking on paper?

Have you sent out letters to all of your contacts letting them know you are currently in search of a new job? If not, this is a great place to start. It will also take a little time, but you can save some time by composing a generic networking letter that can be edited to target or speak directly to each recipient. This form of networking is commonplace and highly acceptable in the business world.

The object of a networking letter is NOT to ask for a job from the recipient. It is to inform the recipient that you are currently in search of a new job and a few details of what you are looking for in a job. Include highlights of your strengths and accomplishments that will enable the recipient to better describe you and what you have to offer. If anyone in their network mentions they have a position available in your area of expertise, your contact will know what to tell them about you when they refer their contact to you.

Close the letter with thanks to your contact for keeping you in mind for any openings they may be aware of or become aware of in the future. You might also consider requesting they send you the latest information regarding their career. Create a file for your contacts and if any respond with information about their career keep it on file for future reference. You will then be in a position to return the favor should you come across something that may be of interest to them.

A generic networking letter should be kept in your career portfolio. With each step in your career you can update it to include highlights of new skills, continuing education, accomplishments, etc., just as you do your resume. It will also serve as a base on which to build your cover letter whenever you respond to a job posting.

So, start composing your letter now while the content is running through your mind after reading this posting which, hopefully, sparked ideas for you.

Angela Betts is a member of NRWA and has over 8 years of experience writing targeted, compelling resumes that will open doors to a world of new opportunities for you. Email Angela at angela @ angelabetts dot com or call 501-467-8768 for a FREE resume critique and to work one-on-one with Angela to develop your resume. Sign up for the FREE Career and Job Search Tips Newsletter Visit http://www.careerresumepro.com for more information.

You have permission to publish this article electronically or in print, free of charge, as long as the bylines are included. Please email a courtesy copy to info@resumeritr.com.

Networking With Philanthropy

Writen by Craig Rowe

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.

Your Reputation Is On The Line At All Times

Writen by Bette Daoust, Ph.D.

Your business reputation is with you everyday and even when you are not at work. If you are known for unbelievable customer service, then people will be talking about you at all times. When you go to any length to keep the customer happy, you can count on them letting others know about your service. In a previous chapter I talked about the car salesperson that went as far as taking his customers to work when their car is in for service. He bent over backwards and the word of mouth spread was fantastic. He still outsells everyone and he does not advertise he just keeps in touch.

This car salesman also stands behind the products he sells. I remember one incident when a new car was sold and it kept having major problems. He finally had the car replaced for his customer, an almost unheard of thing to happen. You do not have to be a slave to serving your customers, you have to be a slave to making them want to come back and spend again.

This same salesman on off hours will be found helping at community events and getting involved with helping others. His reputation goes far beyond the car lot. His community service is not just flipping hot dogs at the local fund raiser, it is being a contributor to improvement initiatives, working with youth groups and beyond. The involvement certainly aids in success both on and off the job.

The term "Service above Self" is used for non-profit organizations but it can also be used for any industry. Keep it in mind when you are dealing with your own clientele.

Bette Daoust, Ph.D. is a speaker, author (over 170 books, articles, and publications), and consultant. She has provided marketing, sales, business development and training expertise for companies such as Peet's Coffee & Tea, Varian Medical Systems, Accenture, Avaya, Cisco Systems to name a few. Dr. Daoust has also done extensive work with small businesses in developing their marketing, training, and operational plans. You may contact Dr. Daoust at http://BizMechanix.com. You may also view her latest publications at http://BlueprintBooks.com. Dr. Daoust also writes for the National Networker http://theNationalNetworker.com.

How To Turn Water Into Lemonade By Giving A Flavored Answer To A Fruitless Question

Writen by Scott Ginsberg

I remember the first time I opened the fridge to get a drink of water and accidentally grabbed the wrong pitcher...

Glug...glug...glug...

Ahhh! Lemonade! My cheeks tingled from the surprising tart flavor as I gulped down an unexpected swig of Country Time.

Woooo-weee! That woke me up at 6 in the morning!

When it comes to conversation, giving flavored answers to fruitless questions works the same way. Think about your responses to ritual questions like "How are you?" "What's up?" "How's business?" or "How you doin?" (If you live in New York City)

What's your answer? Good? Great? Grand? Wonderful? Perhaps you use the ever popular fine.

Guess what? Your answers are BOR-ing! In fact, fine is probably the worst of the lot - it can mean anything! For example, last summer I went to a Cardinals game on a warm Sunday afternoon and felt fine until I vomited from eating 4 orders of nachos...after which I told my girlfriend I felt fine. (F.I.N.E is actually an acronym for "Feelings I'm Not Expressing)

Nevertheless, these close-ended, one syllable words are conversation killers. They offer limited spice to your encounters. And most of the time, people use them as fast getaways to be polite, say hello, and get on with their isolated lives.

On the other hand, when you offer a flavored answer to a fruitless question, it magnetizes people. It makes you more approachable. People won't be able to resist talking to you because you will be so darn sweet! In other words, you will turn water into lemonade.

Fine Doesn't Sell Couches
I first tried flavored answers a few years ago when I sold furniture in Portland. As a salesman, it was my job to greet every person that came through the store. Daily, my opener to customers was a simple, "Good morning, how are ya?"

People responded with "Good," "Fine," "Excellent," or whatever bland, monosyllabic pseudo emotion that disguised their real feelings which ended the conversation so the annoying salesman would walk away.

But then, they'd ask the same question back to me. I would respond with such flavored answers as "Exhausted from lifting couches," "This place is a circus on Sundays!" or "I'm hopped up on sugar from our free donuts!"

No customer ever walked away from me! No customer felt uncomfortable! And no customer avoided eye contact so he wouldn't have to talk to some pushy salesman.

But every customer had fun. Every customer smiled. And every customer engaged with and related to me as they eventually offered their real states of mind.

Then all of the sudden, my sales skyrocketed! Customers loved me! We got to know each other through engaging, fun conversations which made the sales process relaxed and personable. And all I did was give a flavored answer to a fruitless question. (Therein lies a mini sales lesson on building rapport with your customers!)

Your flavored answers must also have a mixture of the right ingredients. Here are seven characteristics that will lay a foundation from which you can create your own flavor. Read these, and soon you will be turning water into lemonade with only a few words!

MAKE YOUR ANSWER...original. Become known for the way you answer mundane questions with something unique and creative. When I saw George Carlin in concert, he told the audience this: "I hate answering the same stupid, mundane questions in the same, stupid way. So I've decided that every month, I will use a new adjective just to keep my answers fresh. This month, it's ubiquitous."

MAKE YOUR ANSWER...a personification of your attitude. People can learn a great deal about your attitudes and values simply by the way you reply to "How are you doing?" What's more, flavored answers to fruitless questions are self-fulfilling prophecies: tell someone you're "On top of the world," and you just might find yourself there.

MAKE YOUR ANSWER...surprising. Say something completely unexpected. Say the exact opposite of what the person expects to hear. Several years ago I was wearing a Michigan Football hat the day after Ohio State demolished them 49-10. A man wearing an Ohio jersey approached me, rudely got in my face and with utter arrogance said, "Hey man - did you see the Ohio State/Michigan game last night?!"

"No, I don't like sports."

He was silenced. Dumfounded. A complete a loss for words! I smiled back and he ended up changing the subject after which we had a friendly conversation.

MAKE YOUR ANSWER...appealing. Use your smile, tone of voice and even touch to activate and enliven the senses. This combination of words and actions will make your answers almost seem three dimensional! My friend Samantha once suggested the idea of having "National High Five Day" in order to make conversations more fun! Now that would add some flavor to the fruitless!

MAKE YOUR ANSWER...memorable. Discover words that differentiate you. Millions of conversations take place every minute. So, what can you say that resonates in someone's heart that they haven't already heard 20 times today? I'll never forget the time I asked an elderly man, "How are you?" to which he replied, "I'm old, I'm Italian, and I'm rich!"

MAKE YOUR ANSWER...honest and open. People are afraid to disclose the way they really feel in response to mundane, ritual questions because: there's little time to do so, revealing emotions doesn't seem worth it, or "fine" is just the first word that comes out of their mouths. This isn't conducive to much reciprocation or flow in your conversation.

But have you ever gone out of your way to truly answer openly and honestly? Here's an example that demonstrates the reciprocal nature of self-disclosure.

A few months ago I was working the lobby door at the Ritz Carlton when my eyelids just about closed on me. I was exhausted from working all day. As a guest rapidly approached the hotel I greeted him with, "Welcome in sir, how are you this evening?"

"Fine, how are you?" he quickly replied.

"Tired."

He almost flew right past me, but the moment that word came out of my mouth he stopped in his tracks! He looked back with a tilted-head smile and said, "Yeah… I guess I'm kinda tired too. I had a long day of meetings and I just want to get some sleep."

That's odd…I thought he was "fine."

Cherise the Waitress
About once a month I eat at a restaurant in St. Louis called Ozzie's, named after the great Cardinals shortstop. This is where I first met Cherise. One day, after taking note of my "ready to order" behavior, she walked over to my table.

"Good afternoon, my name is Cherise - how are you today?"

"I'm awesome, how about yourself?"

"I'm blessed, thanks for asking!"

Wait a sec. Did she just say "blessed"?

"Excuse me Cherise, but did I just hear you say 'blessed'?"

"Yes I did! I'm just so fortunate to be blessed in all areas of my life and I love to share that with all of my customers!"

Wow. Now that's a flavored answer. I inquired further about Cherise's "blessed" life and discovered she was not only a waitress but a musician who was in the process of signing her first record contract.

Now…in my life, I've had somewhere in the neighborhood of 30 bazillion waitresses. Give or take a few. But I never had anyone like Cherise. Her original answer turned water into lemonade because she created memorable presence. Once she said "I'm blessed, thanks for asking!" I no longer saw her as a waitress, but as a magnification of God's love whom I would never forget.

Henry the Bellman
I met Henry during one of my first shifts at the Ritz Carlton St. Louis. You can't miss the guy: fifty five years old, six-foot-six and always smiling! One evening as I waited by the front door, I noticed Henry strutting in my direction. As he passed by, I quickly glanced at his nametag and introduced myself, "Hi Henry, I'm Scott - how ya' doin?"

I'll never forget what he said next: "Alright! Everything is beautiful!"

Hmmm…awfully chipper for someone about to work 11 PM – 7 AM, wouldn't you say? I later discovered that Henry had been the overnight bellman for more than 10 years. He strutted into work every night at 11:00 PM, and didn't leave until every shoe was polished, every bag was delivered and every guest got his newspaper. And Henry always had a smile on his face.

I found Henry's flavored answer to be incredibly magnetic because it surprised me. The overnight bellman is not the most glamorous of positions; it's not the most profitable and it's certainly not the most recognized. But Henry doesn't care. To Henry, everything is beautiful. Even if it's late at night. Even if there's a million things to do. Everything is beautiful. And to this day, Henry still says that same sentence every time I see him.

Jeffery the Salesman
Last year I attended Jeffrey Gitomer's sales seminar. During one of the modules in his presentation, Jeffery spoke about using positive sales verbiage. He asked the audience to chorally respond to mundane questions like "How is business?" or "What's new with work?"

Most people in the audience yelled "Business is slow," "It's picking up," or "Well, the economy is down."

"Your answers suck!!" Jeffery said.

"You're in sales to make money!" he continued, "So when people ask 'How is business?' say something like, "Cashin' checks baby!"

Now, keep in mind Jeffery isn't your typical salesman, so his answers won't work for everybody. But his flavored responses are honest,open and funny. And I am lucky enough to call Jeffery one of my friends, so I will attest that as a person, he is honest, open and funny. Therefore his answers also personify his attitude.

Now that you have discovered which ingredients will enhance your flavor, you are ready to turn water into lemonade. Whether you're with a customer, making a new friend, on a date or networking with colleagues, here are the six benefits that you will receive when you offer flavored answers to fruitless questions.

YOUR ANSWER WILL...show someone that you care. This is undoubtedly the most important virtue of communication. The openness and honesty of your flavored answer will show someone that you value the conversation, and therefore, them as a person.

YOUR ANSWER WILL...make a good first impression. We spend so much time on our appearance, dress and behaviors that we often overlook the importance of the first five seconds. This is the amount of time during which people decide if they like you or not.

YOUR ANSWER WILL...build trust. Self-disclosure – the act of making yourself manifest – is reciprocal commensurate with the amount of information you reveal. So, whether you're at a sales meeting, on a date or joining a club, give part of yourself to the other person immediately. They will do the same, and as a result you will feel like you've known each other for years!

YOUR ANSWER WILL...remind people that talking to you was worth it. Have you ever left a conversation with someone and said, "Boy…I'm sure glad I talked to him!"? Now, what if everyone starting saying that about you?

YOUR ANSWER WILL...trigger someone's psychological need to be included. I don't care how much of a rush, how bad of a day or how tired people are – they need be included and engage with each other.

YOUR ANSWER WILL...magnetize people to you. How could anyone hear the words "Everything is beautiful" and not be completely drawn to the person who said it?

Make 'Em Tingle
Every time someone asks a fruitless question like "How are you?" "What's up?" or "How's business?" they expect to hear you say "fine." They expect to have their level of conversational depth reciprocated. In other words, they expect water.

But you're not going to give them water, are you?

Negative. You are going to turn water into lemonade by offering a flavored answer to a fruitless question. You are going to give a surprising, honest, appealing, memorable and fun answer that personifies your attitude so they can walk away from your conversation feeling that special tingle.

LET ME ASK YA THIS...
Who's got the best "flavored answer" you've ever heard?

LET ME SUGGEST THIS...
For one week, try a new word. Keep a journal of people's reactions, email it to me and I'll post it on my blog!

© 2006 All Rights Reserved.

Scott Ginsberg is a professional speaker and the author of HELLO my name is Scott, The Power of Approachability and How To Be That Guy. He helps people MAXIMIZE their personal and professional approachability - one conversation at a time. To book Scott for your next association meeting, conference or corporate event, contact Front Porch Productions at 314/256-1800 or www.hellomynameisscott.com