Work An Event Not Just A Room

Writen by Lillian D. Bjorseth

Networking is the number one reason many people join organizations. When they don't get the results they anticipate, they "blame" the group for not delivering on its promises.

Most organizations provide opportunities for connections to occur rather than making the connections. While organizations need to shoulder the responsibility for offering creative and multiple venues locally and nationally, members also need to take more control of their destiny. They need to learn to network strategically rather than just network. Most people like to step up to the plate when they get to the room (and sometimes strike out!) rather than doing all the preparation involved in a planned approach to this vital art.

Working an event entails knowing what to do beforehand, how to work it once you get there and what to do afterwards. We'll examine each more carefully after we look at what networking is.

What is networking?

Networking is an active, dynamic process that links people into mutually beneficial relationships. It is planting seeds. A sale is harvesting. The more fertile the ground in which you plant your seeds, the more likely you are to reap a good crop.

What to do Before the Event

An element that is key to all your relationship building is to make a plan! Word-of-mouth is the most successful marketing tool, which means networking needs to be part of your written marketing plan. Once you have an overall plan, it can be a first step in choosing any events to attend. Answer questions like:

What is the focus of your business or career?

1. What do you do?

2. What would you like to do?

3. Are you satisfied with your job?

4. Do you want to move laterally, get promoted,

change jobs? Stay where you are geographically?

Who is your target market?

1. Describe them specifically.

2. When, why, where, how do they buy?

3. Where can you meet them?

4. What organizations/clubs do they join?

5. What conferences do they attend?

6. Whom do you know who knows them?

Prepare yourself.

Your "practice sessions" help make sure you are ready for the real thing: the room.

1. Become a Student of Impression Management.

Know what impression you want to create and how to create it. People decide 10 things about you within 10 seconds of seeing you. It is based on your image, a combination of your appearance and behavior. Every color you wear sends a message. Decide what you want it to be. Authority, responsibility and knowledge? Then, wear navy blue. Successful? Then wear darker gray. Dependable, practical, stable – brown. Intuitive, regal, spiritual – purple. Powerful, dignified, sophisticated – black. While black is the most slimming color, it also can be too powerful for some situations.

Is the event business casual or formal business? Whatever the answer, remember that a suit jacket with long sleeves, slightly padded shoulders and a collar make you look one-third more powerful.

Body language is another key element that speaks before you say anything. Your posture can bespeak confidence or the lack thereof. Learn the meaning of the seven standard handshakes, and how to react to them. Eye contact needs to be steady without being too piercing or too weak. A good rule of thumb is to maintain it at least 80 percent of the time. You can look down or away in thought; however, you need to return to the subject relatively quickly before you appear to be uninterested.

2. Prepare a Powerful, Benefit-laden Verbal Business Card.

You want your all-important introductory words to intrigue people while at the same time inform them about what you do. They must be laden with benefits. People are most interested in how what you do affects or helps them. This is not the same thing as an elevator speech, which is 30-60 seconds long. This one is about 10-15 seconds. That's all the longer you have to grab someone's attention. It is also the length of time that is proper for you to speak before giving someone else a chance.

Make sure to include active verbs, the most powerful words in the English language. For example:

I am Lillian Bjorseth, and I help entrepreneurs

through Fortune 500 employees increase their comfort

level with meeting people and get along better with

others.

Notice I did not say I am a speaker, trainer, author, etc. Those words generally cause people to think, "So what." Make yours elicit the question, "How?" That's when you can launch into all the things you are itching to say.

3. Know Your Relationship-building Strengths and Limitations.

Use a behavioral tool such as DISC to analyze yourself in the networking arena. Even more importantly, learn to read others so you can network in their style and quickly help them feel comfortable.

If you are naturally confident like the Dauntless style and have a powerful stance, handshake and eye contact, ease up a little, lest you overwhelm others. Indefatigables, curb your natural enthusiasm and desire to do almost all the talking. You'll benefit more from listening more.

Supportive networkers, push your comfort level, and talk with three or four people, rather than just the one who makes you feel safe. And, for those of you with a Careful style, be less stoic and react more. People may think you are aloof, don't care and don't want to be bothered with small talk, and therefore, relationship building in general.

What to do at the Event

Now, it's time to "preach" what you have been practicing. Even people who understand the value of networking may have trouble getting over the first hurdle: walking into a room and feeling as if they fit. Some feel this way every time a conversation ends, and they need to start the process anew.

One helpful hint is to arrive early. This allows you to meet key people. Be respectful of their time, as they often have much to do at the last minute. Shake hands, make a good impression and move on.

Arriving early also gives you an opportunity to choose the right seat, get the best exposure for your materials if there is such a table, meet others in a less frenzied atmosphere, relax and adjust in the moment and eat. Since it is impolite to speak while eating and you want your hands free, don't walk around with a plate in one hand and a beverage in the other. Especially risky is to hold a cold beverage in your right hand and then transfer it to the left to shake someone's hand. Brrrr!

Another hint is to think of attendees as guests in your home. Act like a host rather than a guest. Approach people rather than waiting to be approached. It's amazing how much warmer and friendlier events seem to be when you practice that method.

My 10-Minute Rule for Working a Room breaks down into an introduction, body and conclusion. The introduction is for small talk (a misnomer since this lays the foundation for the rest of the conversation) and possible business card exchange. Remember business card etiquette: If you want someone to have your card, ask them for theirs first. If they do not ask you in return, deliberate before giving them one.

The goal of the body is to find a commonality. Have your "ask-for" questions prepared so that you can determine quickly if you wish to pursue building a relationship. Equally important are your "listen-for" answers, again, so you can determine if you wish to move to another level.

The conclusion ends the interaction, and for some it is as hard as starting a conservation. Plan endings just as you plan initial words. This helps you politely end one encounter and move on to the next. The person you are speaking with is probably eager to move on, too.

Good times to end a conversation include when:

1. About 10 minutes have elapsed (you'll get a feel for

this.

2. The other person's eyes noticeably begin wandering

3. Others shift their stance away from you

4. Someone glances at his/her watch

5. Feedback is "interesting," "hmmm," "really,"

in a montone.

Say good-bye to everyone you met. Keep it short, upbeat and positive, and always use the person's first name.

What to do After the Event

You will immediately stand out if you do what you promised. This is what separates those with integrity from those who merely say they will do something.

While there are myriad ways to store your information and follow-up methods, what is most important is that you choose the one(s) that fit the other person's preferences and behavioral style. You need to know if it's e-mail, a letter, the telephone or lunch. Know whether to talk about the weather or get right to business. Gauge the right amount of time to wait between contacts and how often to pursue others.

People like to be treated in their style, not yours, and as the sales person (and we all sell all day long!), it is up to you to adapt to each situation.

Happy networking!

© 2005. Lillian D. Bjorseth

Reprint rights must include © Lillian D. Bjorseth, business networking, business development, communication skills speaker, trainer, author. www.duoforce.com, lillian@duoforce.com

A client said Lillian D. Bjorseth could read the IRS tax code and make it interesting. Imagine what she does with business networking, business development and communication skills! She combines her natural enthusiasm, poise, confidence and Fortune 100 and entrepreneurial experience to educate, entertain and fire up your participants.

Called a networking expert by the Chicago Tribune and the business networking authority by the Association Forum of Chicagoland, Lillian is known for helping you work an event, not just a room.

Lillian is among the first in the world to earn a Certified DiSC® Trainer designation from Inscape Publishing and is also an authority at preparing customized applications for your boards of directors, employees, management and sales staffs to improve communication, productivity and profitability.

She's author of "Breakthrough Networking: Building Relationships That Last;" "52 Ways to Break the Ice & Target Your Market," and the "Nothing Happens Until We Communicate" CD/workbook series. She's a contributing author to "Masters of Networking."

Why Cant I Remember Your Name

Writen by Scott Ginsberg

You're terrible with names. You forget someone's name within ten seconds of their introduction, and it embarrasses you. In fact, it's possible you won't even approach someone whose name you have forgotten. As a result, you will miss out on a valuable business contact.

If you go out of your way to identify and amplify names, it is the easiest thing to show people you appreciate them. A person's name is the difference between a stranger and a friend; the difference between a prospect and a client; and the difference between "that guy," and "Marty, my newest customer."

But in addition to mastery of these skills, it is equally important to understand why you forget them. If you target this problem at its source, you discover ways to eliminate name forgetting before it begins. You will also become more attune of what stands in your way to make enriching connections with new people.

Attitude
I'm bad with names. I can only remember faces. I always forget people. I don't think I'll ever improve my memory for names. I feel guilty when I ask the person to repeat their name again and again.

Change your attitude! You can't continue to make excuses and apologize to people if you forgot their names. If you tell yourself you're terrible with names, you're always going to be terrible - it's a self fulfilling prophecy. Moreover, if you apologize to people, you only remind them that you're terrible!

Focus
I failed to focus on the moment of introduction. I was too busy worrying about the correct handshake. I was overly self conscious about my first impression with the new client. I thought about me and not about them.

Forget about you. Focus on them. This is the foundation of customer loyalty. Smile and make eye contact as soon as they say their name. Repeat it back to them within four seconds. Don't worry…when you do remember their name, you will make a good first impression.

The Name Itself
I forgot their name because it's complicated. I forgot their name because it's too long. I forgot their name because it's derived from a culture different than my own.

Ask them about the spelling, origin or context of their name. The longer and more unusual a name, the easier it will be to inquire further. As such, this not only allows them to repeat their name, but you appeal to their personal interests. It shows them you care about their personal information, flatters them and makes them feel valued. Usually, they will be glad to tell you about their name.

Memory
I forgot a customer's name within ten seconds of introduction. I drew a complete mental blank. I was humiliated.

This occurs because a person's name is the single context of human memory most apt to be forgotten. So, widen other areas of your memory circuit and repeat the name out loud in the beginning, during and at the end of the conversation. When you speak the name, hear the name, and listen to yourself say the name, you will remember it.

Assumption
I assume someone will tell me their name. I assume my coworker will introduce me. I assume names aren't a big deal.

Be the first to ask. Go out of your way to find out people's names. Take your colleague aside and tell them to introduce you to the person clearly and properly. When they do introduce you, be certain to make eye contact with your new associate. This forces you to concentrate on his or her face and name and block out noises and distractions.

Substitution
I accidentally put the wrong names with the wrong people. I confused people's faces. I saw someone's name as an arbitrary fact, and did not turn it into a meaningful representation of them.

Look at people's facial features when they tell you their name. Dramatize those features and make a memorable connection between the person and their name. The crazier the connection, the easier the name will be to remember.

Overload
I was introduced to several customers at the same time. My brain was overloaded. Five names went in one ear and out the other. My memory for names has diffused.

Ask the person who introduced you to quietly repeat everyone's name in your ear. Then, go around the group and say their names to yourself while you look at their faces. Say them over and over again in your head during the conversation. Do this several times. If all else fails, write the names down, look at their business cards, and/or visualize the person's face while you consult your notes.

Practice. Practice. Practice. That's the hard part. But over time you will learn how different methods and tools for name memory will work best for you. Whichever learning style best suits your personality; use any combination of visual, aural or dramatic techniques to remember names.

Attitude. Attitude. Attitude. That's the easy part. As practice enhances your name memory over time, it only takes a few seconds to decide to change your attitude. Don't tell yourself that you can't remember names! Once you have made the decision to go out of your way to remember them, it will only be easier to acquire and master the skill.

Whether you're on a sales call, in the field, work at a conference or serendipitously meet someone again at the grocery store, if you remember someone's name it will be more valuable to you than gold.

You know how it feels when someone goes out of their way to remember your name. That warm sense of appreciation rings in your ear and resonates like a bell down to your heart. It is a pulse of pure human energy. And every time it happens, it brings us closer together. It fulfills our capacity to instantly and effortlessly connect with each other.

© 2005 All Rights Reserved.

Scott Ginsberg is a professional speaker, "The World's Foremost Expert on Nametags" and the author of HELLO my name is Scott and The Power of Approachability. He helps people MAXIMIZE their approachability and become UNFORGETTABLE communicators - one conversation at a time. For more information contact Front Porch Productions at http://www.hellomynameisscott.com.

Unforgettable First Impressions Part 2 Its All About Them

Writen by Scott Ginsberg

Jean de la Bruyere said, "The great gift of conversation lies less in displaying it ourselves than in drawing it out of others. He who leaves your company pleased with himself and his own cleverness is perfectly well pleased with you."

Every conversation, interaction and encounter has some kind of emotional effect on both parties:

How you feel about yourself
How you feel about others
How others feel about you
How others feel about themselves

In order to make an UNFORGETTABLE! first impression (not just a good first impression), you must focus on the last of these four effects: how others feel about themselves.

The 6 Essential Elements for Flawless First Impressions are part of Scott Ginsberg's the UNFORGETTABLE! Audio System.

To solidify this element, ask yourself the following seven questions. If you can answer them while connecting with new people, you will be certain to become UNFORGETTABLE!

How comfortable is the other person?
The most socially gracious people are those who make others feel comfortable. Comfort can be broken into two parts: level and touch. First let's talk about level. When interacting with someone, always synchronize your posture both vertically and horizontally. For example, if one person is sitting, the other should do the same.

One group of people who understand the value of synchronizing their posture is food servers. I remember eating at my local Steak 'N Shake in St. Louis last year during a very busy time of night. My server – and also everyone else's server – was running around the understaffed restaurant like a mad man. He finally came to my table and, once he caught his breath, introduced himself and sat down.

"I can't stand up anymore – it's too crazy! Anyway, you must be Scott, right?" he joked as he pat my shoulder, "Well I'm Brian. What can I get for you?"

As Brian sat eye to eye with me I felt connected to him. I even felt his pain – he was the only server in the place, but he still managed to adjust to my level.

Psychologically, level adjustments like this are one of many factors that contribute to an average increase in tips. I worked in food service for many years and never encountered a manager who didn't remind us of this tactic. But my managers also encouraged another practice that was effective for first impression – and tip – management: touch.

This is the second component to making the other person feel comfortable. Especially when it comes to handshakes, high-fives, shoulder brushes and pats on the back, incorporating the slightest bit of touch in an appropriate and non-violating manner will make people feel more connected to you.

How can you make the other person feel superior to you?
One of my favorite Emerson quotations is, "Every man is my superior in some way, and in that, I learn of him."

When you first meet someone, a great tip is to tell them how much you've learned from them in the short time you've talked. Thank them for enlightening you. Even write down suggestions, tips, names or things they told you right in front of them. Remember, people hate those who make them feel their own inferiority.

Do they feel like they already know you?
If you ever hear someone say, "God I feel like we've known each other for years!" or "We really seemed to hit it off!" you're on the right track to making an UNFORGETTABLE! first impression.

But you can't get to this point in the conversation without self-disclosure. Self-disclosure is the process of making yourself manifest to another. It starts with little pieces of information like your name, but as you locate the CPI, or Common Point of Interest and share your opinions and attitudes, you will find that the other person will reciprocate the same back to you. This norm of reciprocity is another way of saying, "I'll show you mine if you show me yours."

Now, be careful here. Say the wrong thing and you might hear one of the most annoying, overused clichés of the past 10 years come out of your conversation partner's mouth: "Too Much Information!" As frustrating as this phrase may be, if someone says it, you've obvious crossed the line. Sometimes you may be several miles past the line. So be liberal with the amount of information you reveal. And be sure your level of intimacy matches that of the other person. You'll have no problem connecting with someone as if you "already know each other."

How engaged is the other person?
Remember this: two monologues do not make a dialogue. (Some people just yap back and forth without engaging the other person like they're talking to a wall!) So incorporate both people! An important phrase you can use to assure the dialogue is: "What About You?" This sentence is the epitome of having an Other Orientation.

It also allows you to turn the tables. Stop talking for once and find out what they're thinking. If you reciprocate back and forth and keep both parties engaged, you will be well on your way to creating an UNFORGETTABLE! First Impression.

Are they uncertain?
A common reason people feel uncertain during the limited first impression window is the forgetting of names. A person's name is the sweetest sound they'll ever hear, but even more shocking is that a person's name is the single context of human memory most apt to be forgotten.

So ASSUME that they have forgotten your name, and provide them with some help accordingly. First of all, wear your nametag. There's nothing more frustrating than unexpectedly being unable to use a nametag as crutch for a brain fart.

Secondly, practice the "Third Person Trick." This involves telling a story or an anecdote about yourself that helps others with your name without them suffering a loss of face. For example:

"…so when the airport security said, 'Scott Ginsberg, please come with us for a body cavity search,' I knew I was in trouble."

"Oh thank you for saying your name!" they silently say to themselves.

Works every time!

Has the other person discovered how similar they are to you yet?
As soon as you can, find out how you're similar to your conversation partner. You will see it in their eyes. Make sure THEY know there's something similar. This allows you to focus on how they feel about themselves. So remember these two things: 1) People like others whom they ARE like; and 2) As Napoleon Hill said, "You are a human magnet and you are constantly attracting people whose characteristics harmonize with your own."

Are you satisfying their need to feel appreciated?
The number one hierarchical need of humans is the need to feel appreciated and included – and it's your job in every conversation, interaction and first impression to satisfy this need.

During a late night shift at the front drive of the Ritz Carlton in St. Louis, several gentlemen asked me to call them a cab downtown. As we waited for the taxi to arrive, one of them asked, "So, Scott – got anyone special staying here at the Ritz tonight?"

"Sir," I smiled, "All of our guests at the Ritz Carlton are special."

The group roared in laughter! The man patted me on the shoulder and nodded his head in gratitude.

"Thanks for that Scott – that's why we love this hotel!"

It's All About Them
An Other Orientation is essential for UNFORGETTABLE! First Impressions. If you ask and answer these seven questions, you and your conversation partner will feel like you've known each other for years. What's more, you'll make them feel appreciated, superior and comfortable while interacting with you – all because you remembered that it ain't about you!

© 2005 All Rights Reserved.

Scott Ginsberg is a professional speaker, "The World's Foremost Expert on Nametags" and the author of HELLO my name is Scott and The Power of Approachability. He helps people MAXIMIZE their approachability and become UNFORGETTABLE communicators - one conversation at a time. For more information contact Front Porch Productions at http://www.hellomynameisscott.com.

The Top 10 Reasons To Attend Business Networking Events

Writen by Leni Chauvin

There are many, many reasons to attend networking events. Here are my Top 10:

1. To increase your visibility.

Establishing top of mind awareness is critical in any marketing campaign, and make no mistake about it, attending business networking events is a key marketing strategy if done properly. One of the most important elements—and one of the most overlooked—to getting the biggest bang for your networking buck is to make sure your face and your message get in front of the same—and the right—people on an ongoing basis.

2. To start relationships that will lead to strategic alliances, joint ventures, and referrals.

Contrary to popular belief, very few people walk away from a few hours spent at a business networking event with a fistful of contracts. Meeting people at the networking function is merely the important first step towards reaching your client attraction goals. It's what you do after the event that is more important. Follow-up is key to deepening the relationships that will increase your bottom line.

3. To stay current on trends in your industry (and those of your target market).

Attending networking events given by your professional association—or associations related to your target market—allows you to glean information about current and future trends. The information you gather at these functions can easily give you a leg up on your competition.

4. To become connected to key influencers in your industry and within your target market.

Instead of going to every business networking event in town, select the networking events you attend wisely and attend regularly. Do some research. Find out which organizations attract the people you want to meet and you will get the biggest return on your investment of time, money, and energy.

5. To learn from and to be motivated by powerful speakers.

Many business networking events have speakers who are experts in fields that will be of interest to you and to your target market. In addition to imparting important information, many of these speakers can often be the spark that jolts you into action.

6. To find suppliers and solutions to your problems.

Most people think of networking events as a place to pursue business. Equally important though, is the fact that we might be able to give business to other attendees and solve some of our problems at the same time. Networking events can be a great place to find accountants, printers, salespeople, etc. for yourself and your clients.

7. To hone your marketing message.

Use business networking events to practice and refine your elevator speech. Make sure it conveys in 30 seconds or less what solutions you provide, for whom you provide them, and the benefits of doing business with you. Practice, practice, practice until you feel confident that you are conveying your message in the most powerful and compelling way.

8. To socialize.

Human beings are social animals and need the type of stimulation available when interacting face-to-face with others. Today, as more and more people work out of their attics, basements, or spare bedrooms, it has become increasingly important for us to socialize, recharge our batteries, and preserve our sanity.

9. To recruit talent.

If you are looking to expand your business and hire staff, business networking events are a good starting point for your exploration of the marketplace. You will be able to enter into conversations with potential employees and get clear on what your needs are. You may well find what you are looking for right in front of you!

10. To uncover the "hot buttons" of your target market.

To deliver powerful solutions that will make life easier for members of your target market, you've got to know what challenges they face and what they are looking for. Capitalize on the conversations you have at business networking events to uncover what makes prospective clients tick and what ticks them off. Then create products or services that will alleviate their pain and make you a hero/ine in their eyes.

Copyright Leni Chauvin

Leni Chauvin, The Client Attraction Coach,™ helps small business owners and solo professionals move mountains. If you're ready to attract more clients, make more money, and have more fun while you're doing it, you'll find TONS of free resources to help you at http: http://www.AttractClientsGalore.com

Are You Sitting With The Right Company

Writen by Scott Ginsberg

When I walked into Dallas's famous Y.O. Ranch Steakhouse, all I wanted to do was to enjoy my New York Strip steak, relax and quietly review my notes for the following day's speech. Little did I know that a valuable business lesson awaited me at the table.

The only other customer in the bar was a guy sitting in the corner pounding away on his laptop. He didn't look up when I walked in. The bartender on the other hand noticed my nametag when I arrived and yelled, "Hey Scott! Grab a stool and have a drink!"

I walked over as he flung a coaster down and said, "What'll you have?"

"Actually," I said, looking at that man in corner, "I have some work to do. Is it cool if I grab one of those corner tables over there?"

"Sure, sit wherever you want," he said.

I sat down at the table caddy-corner from Mr. Laptop. He had one of the new Apple G5's. Nice computer, I thought. Briefly peering over at his screen, I saw that he was working online.

"Excuse me, but do you get high speed access in this bar?" I asked.

"Yeah! I'm set up with a wireless system. And it's nice because I'd rather work here than in my hotel room."

"Oh yeah, I know the feeling," I replied. "That's why I came here too."

Pointing down at my nametag, he asked what convention I was attending. I smiled and told him, "Actually I always wear a nametag. It makes people friendlier and more approachable." He chuckled, as most people often do when I give them my standard answer to this frequently asked question.

"Well Scott, it certainly worked on me! My name is Joachin. It's nice to meet you."

Joachin was a tech consultant from Orange County. He also flew in for the day to give a speech to one of his clients. Not surprisingly, we clicked instantly! And for the next hour, Joachin and I had one of those rare stranger conversations that covered just about every topic you could imagine. It was like we were old friends! And both of us seemed to have forgotten all about the work we'd each brought to the restaurant.

God I love it when that happens, I thought.

The more we got to know each other, the more it felt like our conversation could have lasted for hours. But it was getting late, and we both had big days ahead of us. So, after exchanging business cards and agreeing to drop each other a line sometime, Joachin left and returned to his hotel.

Wow! I'm so glad I talked to that guy! I said as I grabbed the notes for my speech. And as I took another bite of my steak, I also thought to myself, now wait a sec – something just happened here...

One of the principles of communication I often discuss in my workshops and books is called "Sitting With The Right Company." This idea reminds us that every new encounter represents a choice. For instance, we can walk into a meeting, a party or even a restaurant and immediately seek out the easy seat. That seat could mean sitting all by ourselves or perhaps with a group of people we already know.

You'll notice this will happen a lot at networking functions. Employees from the same company – who work together 8 hours a day, 5 days a week, 50 weeks a year – will always sit together.

Because it's comfortable.

But sometimes, a temporary sacrifice in comfort is worth the value of the conversation that otherwise would not have existed. Sometimes you've just got to throw yourself out there. Sometimes you've got to break the silence and step onto the front porch of someone new.

Because you just never know. You never know whom you will meet, what you will learn or how it will reciprocate. Unfortunately, too many people are held captive by this comfort. And it is those people who are missing out on opportunities to enhance the net worth of their social capital. Sure, it's easier to talk to people we already know. But there's also something to be said for digging your well before you're thirsty.

After I paid my check and hopped back into the cab, you couldn't wipe the smile off my face. The cab driver probably thought I was drunk! But for some reason, the conversation I had with Joachin gave me more energy than the seven dinner rolls I'd just eaten!

And MAN that was beautiful.

Now, will we become life long friends? I doubt it. Business associates? Certainly, that's a possibility. But...will we either of us regret spending our meal talking and connecting with an exciting new person instead of sitting alone in a corner burying our noses in work?

No way. And in the end...

I was SO glad I didn't sit at the bar. I was SO glad I didn't work on my speech. And I was SO glad I DID sit with the right company.

© 2005 All Rights Reserved.

Scott Ginsberg is a professional speaker, "The World's Foremost Expert on Nametags" and the author of HELLO my name is Scott and The Power of Approachability. He helps people MAXIMIZE their approachability and become UNFORGETTABLE communicators - one conversation at a time. For more information contact Front Porch Productions at http://www.hellomynameisscott.com.

Effortless Networking Initiating Conversations With Quotstrangersquot

Writen by Sri Dasgupta

What makes you want to talk to anyone?

For instance, I'm sure you've attended a wedding or friend's birthday party, where there are many people you don't know. What do you typically do at these events? Do you talk to anyone you don't know? And if so, how do you choose whom to talk to and what to say to them?

I usually start by talking to the person sitting or standing next to me. And I usually ask about how they know the host of party. It's the easiest starting point for me! And then my curiosity takes over and gets the conversation flowing.

Other people may be drawn to talking with "strangers" because something about the other person catches their attention. For instance, something that the other person is wearing (unusual jewelry, funky tie, beautiful shoes), or something that they overheard this person saying (about where they live, how bad the traffic was that evening, how mischievious their dog or cat was that morning), etc.

What about you?

I ask, because in the business context it's not so different.

Common things that get conversations started at business mixers are name badges. You may be intrigued by the title on a name badge and want to ask what such a job might entail. You may want to talk to a person because they work at a company that is of interest to you for some reason.

In fact, I met one of my long-time associates and friends that way. She saw my name badge and asked if I worked at SRI. I said "No, that's my name -- it's Sri." We had a good laugh and started talking. As we talked, I realized I'd seen her on the news on TV a few weeks before. So our conversation moved to that topic. By the time we ended our conversation, we both agreed that we should meet later to brainstorm about possible collaborations.

My point is this: people approach and talk with "strangers" quite naturally when something about the other person catches their interest.

Some common tips for "conversation starters" in the business context are, asking about:

• Primary concerns about the other person's business
• Problems they want solved
• What unmet business needs they may have
• Areas where the solutions you provide may overlap with their needs

You may have already heard of these. But as I mentioned last time, before you can effectively use any tip or strategy, you must be clear about whether it fits your needs. In other words, would the information you get from using any of these "conversation starters" be of interest and use to you?

So the question for you is this: what is of interest to you? What (if anything) makes you curious about all the "strangers" in a room, when you attend a networking event?

(By the way, if you find that nothing interests you or makes you curious, then you might ask yourself why you chose to attend that event.)

Once you've identified that, you can let your curiosity guide you. You can start looking and listening for things that are of interest to you in other people, as you move through the room. And when you find these people, see how it feels to start a conversation with them. I bet it will be much easier!

And when you do find someone with whom you truly connect, be sure to get their contact information. Because these are the people you must follow up with. The rest -- well, it's up to you what you do with the rest...

Now, if you're still uncomfortable approaching someone you know you want to talk to, and even know what you want to talk to them about, there's another unresolved issue hiding somewhere. But that's a topic for another day!

(c) Copyright 2006, Srirupa Dasgupta

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

Professional Networking Tips For It Consultants Part Ii

Writen by Joshua Feinberg

Professional networking works. Last time we discussed five tips to improve your professional networking effectiveness. In this article you'll learn five more tips to make you a professional networking guru.

Don't let one person monopolize your time.
Try to spend about 3 to 5 minutes with each person. This is generally more than enough time to figure out if the person is a good fit with your company and if you have enough information for future discussions with them. When time is up, bow out of the conversation gracefully. Don't look down at your watch or search the room for other targets. When you are professional networking you must look interested at all times.

Take note of the person's interests and/or business challenges.
An important aspect of professional networking is following up with your contacts. The more you can remember about a person the better and the more personal your follow up will be.

Periodically send newspaper clippings or articles that the person may find interesting. Professional networking is all about making connections and forming relationships. Send a note that says something like, "Bob I saw this announcement for the Quickbooks upgrade that we were talking about the other day and I thought of you immediately. Let me know if I can help you out with this." Remember to include your business card or contact information. This professional networking tips gives you a perfect reason to touch base again at the next event you both attend.

When you see the person's name in the press give him or her a call.
This is another way to stay in touch with the people you meet through professional networking. Over a period of time, actions like this build rapport and provide a great excuse for getting your name in front of them again.

Always look for opportunities to give your contacts a referral.
If you refer your contacts to your clients, prospects, contractors, media contacts, friends, or family members then your professional networking turns into a win win scenario. You both get something out of the deal. Your contacts will likely also feel a very powerful need to reciprocate: this follows the philosophical observation that what you give, is what you get in return.

The Bottom Line on Professional Networking
Professional networking produces results. Because it is all about connections and relationships you need to keep your name in the forefront of your contacts' minds. You do this by maintaining and conveying an interest in the people you meet through professional networking. From phone calls to referrals, you need to do whatever it takes to make people remember you in a positive light and want to keep connecting with you over the long term.

Copyright MMI-MMVI, Computer Consultants Secrets. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

Joshua Feinberg helps computer consultants get more steady, high-paying clients. Learn how you can too. Sign-up now for Joshua's free Computer Consultants Secrets audio training.

Examination Of Discovery Finding The Right Networking Group

Writen by Bette Daoust, Ph.D.

Why would I pick this group over another group?

How many business leads groups have you heard about? I have heard of dozens and each has a group of 20 or more people. The problem is that they often have restrictions on the number of people in a particular category. Fortunately or unfortunately, this limits the number of groups that you can choose from. Sometimes a group will have several Chapters, especially when one group gets too large and people in the same category want to join. These splinter groups are often small to start with and then find themselves on the same treadmill. So how do you find the right group for your business? I suggest that you get invited to several groups and test the waters.

Even if you have the same category as someone else, you should find a way to be invited. You will not find out about how the meetings are conducted and how leads are handled unless you become a participant at one or two of their meetings. Let the group know that you are looking for the perfect group to join and are researching how business is handled. You can also find out a lot about a group by contacting current and past members.

It is best to take a survey of those members that are advocates, those that have left the group for various reasons and those that are only half-heartedly a member. It pays to research. Let me say it again, it pays to research!

Once you have conducted your research, you will need to make a decision on which group is best for you. You will need to take that research one step further and compare your ideal customer with what each group has to offer. For example, a group that is composed of dentists, doctors, and other health professionals will not be ideal for a company selling beauty product. On the other hand, the group would be ideal for cleaning supplies and computer technology. Depending on your business you will have to define the best group for you.

Bette Daoust, Ph.D. has been networking with others since leaving high school years ago. Realizing that no one really cared about what she did in life unless she had someone to tell and excite. She decided to find the best ways to get people's attention, be creative in how she presented herself and products, getting people to know who she was, and being visible all the time. Her friends and colleagues have often dubbed her the "Networking Queen". Blueprint for Networking Success: 150 ways to promote yourself is the first in this series. Blueprint for Branding Yourself: Another 150 ways to promote yourself is planned for release in 2005. For more information visit http://BlueprintBooks.com/

The Power Of Words Networking Your Way To New Connections And A Better Outlook

Writen by Allison Nazarian

Whether you're looking for a job, have a job, are hiring or even none of the above, networking can be invaluable part of who you are and what you do. But networking isn't just about the free lunch (if there is one – and you know the old adage about that anyway). When it comes to the language of networking, be sure it's all about them and less about you. Like advertising, networking is all about a "what's in it for me" approach. But the approach needs to be turned around so that the person benefiting is your conversation partner and not you, yourself and you.

If and when you make the exchange about them and not you, you will find that opportunities begin to present themselves to you in ways you may not have even imagined.

If you want to get the most out of business networking and cultivate a network of endless referrals, follow these commandments:

1. Build, don't sell: Don't view your encounters as selling opportunities, but as relationship builders. Nobody wants to be cornered or pressured. You're not "sponging" off of others for your own benefit (that approach will turn others off quickly).

2. Listen. Don't go on and on about your experience, your business, your education or your significant other. Ask questions and listen to the answers so you can find some common ground upon which to have a real conversation.

3. Ask. Questions and comments about their companies and even their hobbies and families will get you further than just the typical, often boring business card exchange and small talk.

4. Be specific. Don't generalize or assume when discussing what you do or what you are looking for. Give specific scenarios so your conversation partner knows how to help you should the opportunity arise.

5. Be a connector. Find ways to refer others to one another even when there is no direct benefit to your job or business situation.

The real work begins after the event. Follow up, preferably within 24 hours, with a handwritten card or e-mail (there are arguments for choosing one or the other, just make sure you do at least one).

If you've promised to give them a name, number, web address or other information about a potential customer, employee or business connection, be sure to follow through and send it along. If the situation warrants it, call them a few days later to arrange a time to meet for a coffee or have lunch and start from there.

Final thoughts: Remember, whether it is a job fair, a business event or even a social situation, treat networking as an exchange of ideas, information and experience.

Be generous in sharing your talents, experiences, and ideas, and the benefits will come back to you many times over.

Allison Nazarian is president and chief copywriter of Get It In Writing, a Florida-based company that helps businesses nationwide harness the power of words to sell, inform and publicize. Allison can be reached at 561.487.3917 or anazarian@getitinwriting.biz. Copyright© Get It In Writing, Inc. May be reprinted without permission of Get It In Writing, Inc and Allison Nazarian if in full, unchanged format and with complete attribution to author.

Lesson 14 Whats In A Handshake

Writen by Melvin Murphy

The Story

As a child growing up, one of the many life lessons instilled in me was to wash your hands before eating and after using the restroom. As a child I often played in the dirt and places where germs customarily manifested. Another lesson I learned growing up was when introduced to new acquaintances always shake their hands. It is said to be a polite thing to do, and demonstrates a sign of friendly reception.

I can't remember the first time I shook someone's hand, but as an adult I have learned the different handshakes I detest and those I most appreciate. It is frequently said that the handshake is a window into the personality. For example, on the phenomenal television show "Survivor" during the last episode the tribal council selects the winner of the contest. Before the vote, seven remaining tribal members were given an opportunity to ask a question or make a statement to the remaining first and second place contestants.

In the heat of anger one tribal member named Susan verbally lashed out at Kelly who had the deciding vote to cast her from the contest. Susan's anger stemmed from an alliance that was broken as Rudy, Richard, and Kelly (the last three members) began to fend for themselves as the contest came to its season finale. But after the winner was chosen, the seven tribal members went to give their congratulatory hugs and handshakes. Of course Susan went over to shake hands with Kelly for placing second. While 40 million viewers watched, Kelly refused to shake Susan's hand. So what's in a handshake?

Dr. Wade Horn, President of the National Fatherhood Initiative said, "The handshake establishes contact; it sends a message. If I am having an important meeting the handshake will tell me if the meeting was successful." Dr. Horn went on to explain further that, "If there is a firm, tight, and strong grip at the end of the meeting then the meeting was successful. If not, then that person is disappointed and not pleased with some aspect of the meeting." He closed by saying "When someone shakes my hand and doesn't let go then that's too personal."

But what does that say about billionaire and former presidential candidate Donald Trump? Mr. Trump, who does not like to shake hands, was met with some controversy when refusing to shake hands on the 2000 presidential campaign trail. The New Republic reported that Donald Trump is "A germ freak. Trump has said he doesn't want to touch the diseased masses. His campaign hands out half-ounce bottles of hand-cleaner, with Trump's web-site address taped to the necks."

Evan Burfield, co-founder and Chief Strategy Officer for the Netdecide Corporation, said "It's like driving on the highway. People do things that are so uncivilized, things that you they would never do in person. It's the same way in a corporation; there's a protective layer that a handshake removes for a second. It lets you understand that you are talking with another person who needs to be treated like a person with trust, respect, and forthrightness."

Evan added that, "Today we are operating in a cross-gender environment. That man-to-man power struggle handshake doesn't work with women. It's a positive to have women involved with everything we do; it softens a lot of the male aggressive rituals." And speaking of rituals, the handshake has origins more anthropological than historical. Because they carried knives, spears, and rocks, when land was scarce and sacred males would extend their hand to show that they were not attempting to kill their neighbor. To add to that, the classical Greeks were under the impression that the right hands were mysteriously connected to the heart.

The Greeks may not have been very far off point. The handshake is a symbol equivalent of a promise. It becomes a virtue of the word and value of the person extending it. It is an agreement sealed with honor before the lawyers get involved. The handshake is a very valuable tool and, since in business often the communication is one-to-one, it's flexible and indicates that an agreement has been reached on current dealings. It says that all information and intentions have been disclosed so that the value of the handshake is not diminished. The lesson here is that the handshake historically has carried symbolic importance. It is good to know what your handshake is worth. It's your word and it says you can deliver on your promises.

Kevin Robertson, president of Vision of Life consulting firm said it best—"Today a man or woman is judged on their handshake, eye contact, and the display of confidence." This is a far cry from the classical Greeks, or prehistoric man who when all they had to worry about being stabbed or hit with a rock. There were no lawyers and no contracts, just the bond of a man's word.

The Lesson

What's in a handshake? The handshake encompasses trust, honor, and communications, follow through and follow up, and represent good faith negotiations. After all, the word of a man and woman still lies in the bond that they will ultimately create.

Melvin E. Murphy is a Consummate Speaker, Noted Author & Certified Seminar Leader Mr. Murphy provides keynote speeches and seminars to educational institutions, civic groups, public associations, and corporations throughout the country. To contact him Email: mmurphy833@aol.com or to order his book It's Who You Know! go to: partnershipsolutions.net

How To Remember Names

Writen by Diane Darling

"My memory is so bad that many times I forget my own name." Don Quixote

Here are some helpful ways to remember names:

• $100 per name. Remember Benjamin Franklin and the "club of mutual improvement?" His face graces the $100 bill. If I promised to give you a $100 bill for each name you remembered, would you try harder? My guess is you would indeed get a number of names right. Whatever motivates you to learn names, do it! Really try!

• Get it right the first time. When someone introduces himself or herself and you haven't heard their name or can't say it, simply ask them to repeat it.

• Spell it back. This shows you are genuinely interested in getting it right.

• Use the name. In the first few sentences, use person's the name once or twice. Don't do it too often or it appears pretentious and can quickly become annoying!

• Ask a question. If you know someone with the same name, ask if there is a relation. Or ask what the derivation of the name is. We have become so politically correct we don't want to offend anyone, on the other hand we're willing to walk around mispronouncing someone's name (assuming we heard it to begin with.)

• Connect the name to something. If you know someone with the same name, make a mental note of the connection. For example, I used to work with someone named Susan Fleming – just like Ian Fleming who wrote the Bond books. Remember who he or she is with when you meet and make the connection to that person.

• Be cautious about your word association. When I was teaching someone shared a story with me. There was someone named Chip and he couldn't remember the nickname especially since it was for a woman. So he thought of his favorite chip – a chocolate chip cookie. The next time he saw her, he smiled, and said, "Hi Cookie!"

• Write the name down. When in a meeting and people are introducing themselves, pull out a piece of paper and write each person's name with a few words.

• Tent cards. If you are hosting a meeting, provide tent cards. Bring an 8 ½ x 11 piece of paper, fold it lengthwise, and use as a tent card. Construction papers works just fine.

• Create a system that works for you. If you remember things visually, mentally write their name down. If you are an auditory person, say it outloud. If you are a kinesthetic learner, write it with your toe in the carpet or image it in the sky.

• Make it easy for others. If for whatever reason – logical or not – others don't get your name right, take responsibility and when you introduce yourself, make it easy. Typically I say, "I'm Diane Darling – just like sweetheart." If someone is writing it down I'll add, "that's Diane with one 'n'." Others are not intentionally trying to clobber your name. However, they may be nervous, confused, tired, who knows. Make them feel better by helping them out.

Summary: Saying someone's name gets their attention. When you have their attention, you can build rapport and make a personal connection.

As principal consultant for Effective Networking, Inc., she founded the company on the premise that everyone can learn to network, they just need to find their own style.

Combining interactive training, strategic planning and an exploration of the natural fears of networking, Darling demystifies the process by providing techniques that can be immediately implemented.

She has received rave reviews for her seminars and speeches and is increasingly sought after as an expert resource on the subject of networking.

McGraw-Hill commissioned her to write the definitive book on networking called The Networking Survival Guide which was published in April 2003 and went into a 2nd printing just 90 days after the book hit the shelves. The translation rights for the Korean version have been purchased.

She has appeared on NBC Nightly News, in The Wall Street Journal, San Francisco Chronicle, and The Boston Globe.

She has lived in the Philippines, Thailand, Colorado, Indiana, Alabama and now in Boston, MA. Her travels include all seven continents and approximately 60 countries.

How To Work A Room

Writen by Joe Love

Success is all about relationship building. The more people you know and who know you in a favorable way, the better your chances are of succeeding in everything you do. One of the best ways to make contacts and build relationships is to join different business organizations and attend their networking events.

The main objective of networking is to make contacts and build relationships with people who can help you in your career or business. You do this by asking questions, listening carefully to the answers, and be aware of any problems that you can solve at a later date.

To get the most out of a networking event you have to know how to work a room, which is why it's important to understand that networking events combine business and pleasure. Here are ten ways to get the most out of any networking event:

1. Develop the proper attitude. This a not only a great marketing opportunity, you're also there to have a good time.

2. Prepare your introduction. Most networking situations give you just a moment to talk about what you do. Clearly say your name and company name, along with a brief statement of what you do. Make it sound fascinating. Rehearse your introduction until it sounds natural, not memorized.

3. Have a ready selection of conversation starters. This is one of the reasons why it is so important for you to continuously educate yourself with industry news and current events. Read the daily newspaper every day, read magazines such as Time, Business Week, Entrepreneur, and Forbes. Read industry trade journals, and watch daily news programs on television. It's also a good idea to be familiar with the current news about which ever organization is sponsoring the event. Be careful to stay away from politics, religion, and sex.

4. Remember, you are not there to look for sales. You're there to look for leads, prospects, and for problems you can help solve. Look for people who you can network with, and possibly establish a fusion marketing relationship with. Talk to as many people as you can. Don't overlook anyone. You never know when someone who doesn't look like much of a prospect at first turns into a great source of direct business or referrals.

5. Have plenty of business cards, the type that open up into min-brochures. This type of business card is a great conversation starter. You can't give a brochure out at a networking event, so your business cards are the next best thing.

6. Make eye contact and smile. Give your total attention to the other person when he or she is talking. Practice active listening. Show your interest by asking questions and paraphrasing back to the other person so you understand exactly what he or she is saying.

7. Eat and drink in moderation. If you must drink alcohol, nurse one slowly. Never chew gum or smoke, and go easy on the cologne and perfume.

8. The worst thing you can do at a networking event is offend someone. So use humor with discretion or avoid it all together.

9. Not all networking functions have the attendees wear name badges. If they don't, when you meet someone for the first time, repeat his or her name back to them. This helps you remember better. If you do forget a person's name whom you met earlier, don't fake it or guess, just admit it up front and ask the person again.

10. Follow-up immediately after the event with a hand-written note, email, or a phone call. Your follow-up should have a warm and sincere tone, telling the person how much you enjoyed meeting him or her and mention one or two topics that you talked about.

When you attend a networking event, you have to walk a fine line between working and enjoying yourself. An impressive thing to do while working a room is to have a lot of fun. Having fun is an attribute at a networking event. Other people want to be around and talk to people who are fun.

If you want to get the most out of your next networking event, the key is not to work so hard, instead have some fun. That's the best way to work a room.

Copyright©2006 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

Be A Networking Leadershow Them The Mirror

Writen by Dina Giolitto

Do you want to be a networking leader who's loved and respected... or one that's loathed and feared? If you answered yes to answer A, then it's time you started showing people the mirror.

Show them the mirror, what's that mean? It means thinking of other people's egos before your own. Because, after all, that's what really secure people do.

"Showing them the mirror" is basically this: when someone looks at you, reflect them back at themselves. Showing the mirror means remembering small details about people in your networking travels... and bestowing heartfelt compliments whenever you can.

The fact is, folks are dragging their weary selves around, trying to look chipper and wondering if they're worth a flying fart or if it's all an illusion or what. If you want to be a good leader, it's your job to remind them of their worthiness. So next time you want to sing and shout your own praises, don't do it. Even if you accomplished something unbelievably great... keep it to yourself for now. Just feel happy and peaceful, alone with your personal victory... for a little hush of a moment.

Then, take that happy and secure feeling bubbling up inside of you, and use it to help someone else. And hold up the mirror to whomever is standing there before you awaiting their due recognition. Say something like, "I remember the time you said (whatever they said), that was AWESOME!" --and MEAN it!

What would you rather be... that person who is known for making others feel good, or that braggart who got everyone's knickers in a crimp and quickly fled the scene?

When someone steps up and starts puffing out his peacock feathers on a forum, it's irritating. You know this marketer, he flounces in, makes a big racket and hurries away to go brag at some other group. He's very declasse, and you do not want to be like him!

As you develop your leadership skills, think about the humble newbie. Remember that he or she doesn't always have the greatest confidence. But YOU, dear marketing leader, do! So when those little newbie marketers look your way with the star-struck eyes full of marketing dreams...

Show them the mirror.

If I had a little internet mirror, I would put it up in this article. That way, when you looked at me, you'd see yourself. And then when you thought of me, you'd think of yourself. And when you thought of yourself, you'd think of me. And that's a happy association that can only mean good things down the road... for you, and me.

You see?

Copyright 2005 Dina Giolitto. All rights reserved.

Liked this article? Have more of the same emailed to your inbox each month. Sign up for the Copywriting and Marketing Ezine from Dina at Wordfeeder.com and learn to write search engine friendly web copy and market your web based business for free.

What Makes A Compelling Elevator Speech Escaping Or Avoiding Pain

Writen by Glenn Harrington

Imagine riding an elevator with strangers. One asks you, "What do you do?" You have until the elevator reaches the next floor to answer the question. If you answer compellingly, then you could get sales leads or referrals. The goal is to answer so that you are asked for your business card before the elevator stops.

To be asked for your card by a stranger after a self-introduction that lasts no longer than thirty seconds: that is the mark of a compelling elevator speech. That is also where most fail.

Good, but…

Consider Jeff's elevator speech: "I work with people who want to accumulate wealth by investing in undervalued stocks."

This is what Brenda says: "I help couples to furnish and decorate their new homes in a style that's all their own."

Jeanette says, "I work with growing companies that need to find talented people so that they can continue growing and become more successful."

Each of these is good enough that Jeff and Brenda and Jeanette can give out their business cards. They concisely describe their customers and the benefits they provide. Yet, these elevator speeches lack the power to compel most people to ask for a business card before the elevator stops.

For example, unless you are already somebody who wants to accumulate wealth by investing in undervalued stocks, Jeff might only be remembered for his sharp suit and irrelevant career.

Empathy gives it power

That compelling power comes from describing with empathy the emotional discomfort or pain that you relieve. That is the core of a compelling elevator speech: pain relief.

Here is Brenda's elevator speech again, with pain relief added: "I help couples to furnish and decorate their new homes in a style that's all their own – and they don't have to do all of the shopping." Many people would like relief from the chore of shopping for furnishings and decorations. With only ten more words, Brenda honors that and offers relief.

Fluff is forgotten

At parties, mixers, wedding receptions, conferences, and a variety of other situations where people meet for the first time, people often forget others they meet. That's how elevator speeches get condensed into simple impressions.

For example, Ed uses this elevator speech: "I help people just like you to get the car of their dreams. I've been with Paul's Auto Brokers for eight years, now, and I still find it amazing how we make car ownership dreams come true. We find deals on new and used wheels that you wouldn't believe."

To most people he meets, Ed's elevator speech sounds too good to be true. He has considered adding more about his background, or the award-winning service department at Paul's Auto Brokers, or that he had a record year last year. The trouble is, unless you can empathetically describe the pain you relieve, most people do not care about such things.

The simple impression that Ed creates centers around his enthusiasm and possible overstatement. (Still amazing after eight years?) Ed needs to demonstrate relevance.

When it's all fluff

Until you credibly mention emotional discomfort, and at least imply that you can help, most people do not care about:

• the awards you've won.

• how many staff you have.

• how much experience you have.

• how long you've been in business.

• your education.

• your business location.

• your business hours.

• your basic business values.

• the important people you deal with.

• amusing rhymes about your company.

Pain relief = relevance

Relevance makes a compelling elevator speech and pain makes it relevant. That's why Jeannette would be wiser to say something like this: "You know, a lot of companies in this area are having quite a tough time finding good people to hire. Then, it can be frustrating to keep a good team together. Of course, letting people go can cause lost sleep, too. As a certified Human Resources Consultant, I help to make life easier for senior managers. Can you relate to that?"

If your babysitter's parents had just divulged their hiring woes, would you ask Jeannette for her card? If your neighbour had recently lamented having to lay off workers, would you ask Jeannette for her card? If you were frustrated about office politics affecting performance among your own employees, would you ask Jeannette for her card?

It's not about you

An elevator speech should communicate:

• Who you are (name with or without title or organization).

• Three problems you solve (succinctly described in emotional terms).

• That you can solve such problems (concisely stated in emotional terms).

• A hook question (e.g. Is this important to you?)

When people ask what you do, do not talk about yourself. Rather, describe concisely the emotional discomforts that you relieve – perhaps affecting your listener or people they care about. Then, state that you help to stop or to avoid such pains. Now your business card is worth asking for.

After 30 seconds or fewer (before the elevator reaches the next floor) you should be asked for your card by a stranger. Until that happens, you do not have a compelling elevator speech.

Glenn Harrington has been the Principal Cconsultant of Articulate Consultants Inc. since 1996. He is always looking for a better way to hit the bullseye in targeted marketing communications. www.articulate.ca

How You Can Dramatically Increase Your Business Networking Roi

Writen by Leanne Hoagland-Smith

Each year time pressed small business owners spend hundreds to thousands of dollars in the marketing activity known as networking. This activity has multiple purposes including:

• To gain the attention of prospects
• To expand potential prospects' list
• To build relationships with prospects
• To secure referrals
• Bottom line to increase sales

However, when looking at the use of resources employed to network through local chambers of commerce, professional associations or specific networking organizations such as BNI, LEADS or LeTip, the two questions that need to be asked are:

What is this traditional networking strategy delivering to me in terms of clients whether direct or indirect through these leads or referrals?

And is there another way to achieve more clients and sales using less resources?

Let's examine the traditional networking return on investment or ROI.

A business owner joins a local chamber for $200 and then attends 1.5 hour monthly luncheon meetings at $20.00 She then spends 3 hours each month on two chamber committees. Additionally, she joined a local association for another $200 as well as a formal networking group for $700. The local association meets monthly in the evening for 1.5 hours and there is no food bill, but the networking group meets weekly for breakfast that costs $10.00 and takes 2 hours. Additionally, she spends 1 hour per week on her reports for the networking group to preparing for the other events.

When we total her time, this active and time starved business owner is devoting 18 hours each month not including drive time which could be easily add another 7 hours for a total of 25 hours. By placing $100 per hour on her time, she is investing $2,500 each month. Her monthly fixed networking costs are $60 for food and $40 for travel. When we annualize these costs combined with the annual membership fees, the total is a conservative $32,300.

Let's also presume that her average client is worth $5,000. She would have to secure 6.5 clients each year just to break even. For this marketing strategy to demonstrate a positive return on her investment, she would need to acquire at least 7 clients. Even if she acquired 20 clients, the cost would be $1,615 per client leaving her with $3,385 gross profit per client.

Now let's consider a non-traditional networking strategy called "Fast Pitch" or table networking. Using this strategy, the same business owner would spend 2 hours at each event along with an hour of drive time and would be guaranteed meeting 25 new prospects at each event. She attends 8 events for a total of 24 hours and meets a minimum of 150 prospects (presuming there is some duplication of attendees at each event) during the year costing her $2,400. The fee for the event averages $40 and her gas is $10.00. There is no annual membership fee saving her hundreds of dollars. When annualized, her networking costs are now a conservative $2,800. Her clients are still worth $5,000. So she needs just to acquire 2 clients to break even. If she secures just one client per event for a total of 8 clients, her acquisition cost per client would be $350 leaving her with a $4,650 gross profit.

After "doing the math," Fast Pitch Networking or table networking appears to potentially deliver greater value and yields a dramatic return on investment. For each individual business owner, the results would vary. However, if you want to recover your networking investment, maybe it is time to consider the non-traditional, Fast Pitch, networking strategy.

Leanne helps small business owners, entrepreneurs and professionals to double performance in real time. Click here to learn how to catapult your business to the next level and sign up for a free monthly newsletter. Please feel free to contact Leanne at 219.759.5601. If you truly don't believe doubling your results is possible, read some case studies where individuals and businesses took the risk and experienced unheard of results.

One quick question, if you could secure one new client or breakthrough that one roadbloack, what would that mean to you? Then, take a risk and give a call at 219.759.5601 to experience incredible results.

Flying High Flying Far

Writen by Julianne Kuhlmann

"What me? Sell myself? You have to be joking!"

This was the response I received from one of my clients when I suggested that she needed to get out there and promote herself. She had to "network".

The Oxford English Dictionary defines networking as "interacting with others to exchange information and develop useful contacts."

This is how I see it. It's not about "selling yourself" but about an exchange of information with like-minded people.

Say to yourself, "I am going to do research. I am going to discover what other people are doing, how they are doing it, and why."

Don't regard meeting someone as a confrontation. Don't get up tight. Use lines such as, "I am really interested in you and how you have succeeded in your business."

One thing is guaranteed. The more difficult you make networking, the less success you will have with it. Approach it with a sense of ease. Have fun! You might actually enjoy it!

The same client complained, "I never get any business from these networking events. Surely if anyone is interested they would come to me?"

But why should they? What are you doing to create interest in your business? You have to engage them in conversation, ask them questions, and exchange information.

If you come from a space of enquiry, it will be much easier for people to respond to you. The conversation becomes a discussion where you are comparing and contrasting your businesses. You might talk about your staff, or your sales. Try to find some common ground.

At the end of the conversation, exchange business cards. But don't leave it at that. This is the key to future success. Write notes on the back of the card to remind you of relevant points. If you discover a synergy, follow through.

Make contact within the next two weeks, preferably by email first, and then by telephone. Arrange to have a coffee with them. Develop a business relationship.

When I chair meetings I often set the group a task. I challenge the participants to collect five new business cards from one another. Set yourself similar goals. Be bold! Be empowered by your ability to communicate!

Through doing just this Kool Results has joined the International Virtual Women's Chamber of Commerce. Online I can network with women all over the globe. By taking the first step along the road you too could be flying – virtually or otherwise - around the world.

Julianne Kuhlmann, founder of Kool Results Coaching, offers Leadership Coaching and Consulting services that are tailored to meet the personal and professional development needs of leaders and leadership teams. Julianne provides individual and team leadership coaching, as well as a variety of workshops on leadership development. Contact Julianne at info@koolresults.com.au, and visit http://www.koolresults.com.au

Business Card Pricinghow Much Is Too Much

Writen by Jonathan Bowalsky

When you want to by a specific model of camera or a computer over the net, there are not many differences between buying from one website or another. The only difference is the pricing and the service. The product itself is the same.

However, when you want to order discount business cards or custom postcards over the Internet, they are tailor made products that have been created especially for you're your company. These are not standard products that are in stock, and after ordering, have only to be packed and shipped.

There are a range of different prices over the Internet and at your local printer, and the differences are reflected in the quality of the graphics, ink and paper that they use. However, you have no idea of the quality of their product until you have received your order. A reliable online business card printer will offer a money-back guarantee, or will offer to reprint the job until you are satisfied.

Are Discount Business Cards Lower Quality?

Not necessarily. When you print business cards or postcards the setup fees are very high, the printer needs to make 4 plates, one for each color. Calibrating the printing press is time consuming and therefore expensive. In fact, calibrating the printing press can take more than an hour, while the actual printing of the business cards after calibration can take only 20 minutes.

However, if you use a printing company that specializes in business cards, they will combine the setup of the numerous orders, and then print them all out together. Since the setup fees are shared by all the orders, your business card prices should be much lower, without sacrificing quality.

Keep in mind, pricing is not everything. Check with your printer to ensure they are using direct to plate presses and producing top quality business cards that look and feel professional. They should use the best high-end, 12pt paper, coated both sides. Any stock graphics need to be high resolution. If you're ordering online, normally the image that you see on your screen it is only 72 dpi (dots per inch). Make sure your printer is using 300 dpi images because they are especially produced for printing. This will ensure your order for business cards or postcards will have that professional look.

Pricing business cards is very important, but remember your business card tells all about you and your business. It's better pay few more cents and know that you will have a professional business card.

Remember buying a tailor made printing product over the Internet is not like buying a camera or other standard product, where only pricing and service counts. Make sure you can rely on your online business card printer to ensure the product reflects a professional look and feel.

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

How To Create And Run A Mastermind Group

Writen by Karyn Greenstreet

There is synergy of energy, commitment, and excitement that participants bring to a MasterMind Group. The beauty of MasterMind Groups is that participants raise the bar by challenging each other to create and implement goals, brainstorm ideas, and support each other with total honesty, respect and compassion. MasterMind participants act as catalysts for growth, devil's advocates and supportive colleagues.

The concept of the MasterMind Group was formally introduced by Napoleon Hill in the early 1900's. In his timeless classic, "Think And Grow Rich" he wrote about the Mastermind principle as:

"The coordination of knowledge and effort of two or more people, who work toward a definite purpose, in the spirit of harmony."

He continues ...

"No two minds ever come together without thereby creating a third, invisible intangible force, which may be likened to a third mind."

In a MasterMind Group, the agenda belongs to the group, and each person's participation is key. Your peers give you feedback, help you brainstorm new possibilities, and set up accountability structures that keep you focused and on track. You will create a community of supportive colleagues who will brainstorm together to move the group to new heights. You'll gain tremendous insights, which can improve your business and personal life. Your MasterMind Group is like having a objective board of directors.

What Will You Get From It?

** Experience, skill and confidence

** Real progress in your business and personal life

** An instant and valuable support network

** A sense of shared endeavor - there are others out there!

** Design things to be the way you want them to be, not as you've been told they "should" be

Who Should Attend?

People who:

** have a similar interest (such as a group for self-employed people, or a group for spiritual thinkers, or a group for people in a certain corporation or industry)

** have a similar skill and/or success level

have the desire and inspiration to make this year extraordinary

** want a supportive team of MasterMind partners

** want to reach or exceed their goals

** are ready to move outside their comfort zone

** are committed to making the shift from settling for an ordinary life to one that fulfills them on new levels

** are ready to let their desire to be passionate about their life and work overcome their fear of change

** want to explore specific topics and diverse views within the context of a group

** are willing to support, and provide privacy and safety, when others share what truly matters to them

How Does It Work?

MasterMind Groups can meet in person, on the telephone, or via online message boards. For those groups that meet in person or on the phone, typically a once-a-month meeting is scheduled.

Because of the group nature, a commitment is required. Look for highly-motivated people who are willing to ask for help and support, and are willing to offer help and support to other people.

How Do You Screen Applicants?

Before agreeing to let any new applicants into your group, it's important to screen them to make sure they'll fit into the existing group and that their commitment level is high. Decide in advance how many people should be in your group (5-8 is recommended), and only allow new members into the group with the unanimous consent of everyone in the group.

Even with a screening process your group is likely to run across people who say that they're committed but then don't participate, or who say that they're honest but then fail to keep the trust of the group. Be prepared to ask people to leave the group who are not participating up to the group standard and do it quickly once the poor behavior becomes evident. A slacking member will bring down the energy and fun level for the whole group.

Group Rules & Etiquette

Establish the group's rules and meeting etiquette in your first meeting, including picking a leader who will facilitate the conversation. Type up the rules for everyone to see (and to give to new members). Make sure you enforce the rules; don't get lax just because you get to know one another better. On the other hand, keep the rules flexible enough that the meetings are fun and not overly structured.

For full information about screening applicants and group rules, see the detailed MasterMind article here:

http://www.passionforbusiness.com/articles.htm

MasterMind Groups create a win-win situation for all participants. New friendships develop and everyone grows because of the support and encouragement of the MasterMind Group.

Karyn Greenstreet is a Self Employment expert and small business coach. She shares tips, techniques and strategies with self-employed people to boost clarity and focus, create sustainable motivation, and increase sales and profits. Visit her website at http://www.PassionForBusiness.com

Networking Skills How To Be Winsome

Writen by Dina Giolitto

Don't be a windbag... be winsome. Now more than ever, with online networking groups erupting at every turn, communication skills should be razor-sharp. If you're a network member, you know what I mean.

You've seen that lone networker, he stands out in a crowd... not so much for his smooth moves, but because he knows how to rattle people with his egocentrism. Yes, many a networker has been that communication clod (myself included) who just tromps upon people's egos and shakes up the group with bad vibes. That networker has a knack all right... for wiping out their future business prospects in one fell swoop.

The networking nimrod can use a few lessons in positive communication. Huh? Yes: accentuating the positive in your communication so that you remain lovable and winsome... even while disagreeing with another person.

How do you do this? Well, for starters you can recognize that just because your fellow internet marketer has one idea and you have another, does not mean you hold opposing viewpoints. So, don't start off on the wrong foot by introducing your remarks with an oppositional phrase. What's an oppositional phrase? Well, it's like a prepositional phrase, but different. (Okay, that was a joke.)

Here's how to add your two cents to a network discussion without making other people feel discounted and oogy inside:

Eliminate ALL negative statements about the other person before you type them.

Some examples of negative statements:

"I disagree."
"I think you misunderstand something."
"You're wrong."
"Here's what you don't know."

If you want to piggyback on someone else's idea, then start thinking of yourself as contributing ideas to the conversation instead of OPPOSING what someone else is saying. That's what you're doing after all, isn't it?

Instead of injecting your no's, nots, nevers and don'ts, begin your posts with a "yes and," "also," "maybe," "what if" and "additionally."

It is REALLY negative to always think that you're disagreeing with everyone! Unless what you're saying is the absolute converse white-to-their-black, you're actually just tossing your thoughts into the idea salad bowl.

Next time you want to share your expertise on the network, try "agreeing and adding to the conversation." You're bound to leave everyone feeling warm and fuzzy inside... and that, dear marketer, is the first step in becoming well-liked and winsome.

Copyright 2005 Dina Giolitto. All rights reserved.

Liked this article? Have more of the same emailed to your inbox each month. Sign up for the Copywriting and Marketing Ezine from Dina at Wordfeeder.com and learn to write search engine friendly web copy and market your web based business for free.

Four Brainless Selfpromotion Techniques To Avoid

Writen by Leesa Barnes

Many workers think that their hard work will speak for itself. They quietly do their job and stay late at the office hoping that their boss will notice their efforts. However, when a job promotion or pay raise goes to someone else, many employees retreat into a corner, wondering what happened.

Many don't realize that talking about your accomplishments in a confident way is the best way to get ahead in your career. Promoting yourself at work doesn't need to be shameless and you don't have to brag.

Instead, you need to develop a savvy approach to self-promotion so you can get ahead in your career. Being able to effectively toot your horn without blowing the wrong tune can only happen if you avoid these four common mistakes.

1. Don't piggy-back off a tragic event to launch your self-promotion campaign

   The recent hurricane that hit the American states of Lousiana, Mississippi and Alabama left millions homeless and cities in ruin. Hurricane Katrina is turning out to be one of the most expensive natural disasters ever in the continental United States. The tsunami that decimated 11 countries in South Asia in December 2004 is yet another extremely devastating natural event. Many people were displaced and to date, over $2-billion has been donated world wide to help the victims of the tsunami.

   However, it's getting to a point where the publicity surrounding who's giving gets more attention than the people who lost their homes, belongings and family members. Celebrities, companies and even countries are taking this opportunity to boast about the amount of money they have donated. Some companies are even buying full page ads in newspapers just to show what they're doing to help.

   While Hollywood and Fortune 500 choose this time to brag about their contributions, this approach lacks dignity, tact and modesty. Don't make this mistake with your career. If your company just lost a major customer and is now facing a lawsuit for breach of contract, it's not the time to brag about a new process you developed while working with that customer. That shows poor timing on your part and you will look bad in front of your boss and colleagues.

2. Don't brag by putting down the competition

   On Season 2 of the hit show The Apprentice, one contestant, Ivana, was the project manager of a losing team. As she was making her case in front of Donald Trump as to why she should not be fired, instead of focusing on her strengths, she started to bad mouth another contestant. What made Ivana's comments so bizarre is that she focused on someone who wasn't even on the same team as she was. Incidentally, Donald Trump didn't look too highly on Ivana's comments and he fired her with little hesitation.

   Saying negative things about a co-worker may make you feel good, but this approach does little to raise your profile at work. When you do this, you appear to be uncomfortable with your own accomplishments. Instead, develop a 30-second commercial about what you do well. That way, you focus on your triumphs and resist the temptation of making your co-worker look bad.

3. Never include cheating in your self-promotion campaign

   Remember Enron, WorldCom and the adventures of media tycoon, Conrad Black? The executives of these companies cheated in order to gain success. Despite the fact that he was being investigated for diverting company money to his own pocket, Black was outraged and claimed that people should be thanking him for creating so many jobs, not spending their energy accusing him of stealing.

   The things you do at work may not include being investigated by the Securities & Exchange Commission, but there are some activities you may be doing right now that undermines your company's bottom line.

   Whether you take office supplies home from your company's stock room, take a two-hour lunch or overcharge your company for gas on your expense report, these actions are all dishonest. You'll make enemies at work very fast if you gloat about your dishonest deeds in the lunch room. Plus, this is a sure fire way to bring your career to a grinding halt as no one wants to work with a cheater.

4. Don't over-brag

   There's a business woman I met recently. I had read her book and I attended a few of her teleclasses. When I heard she'd be in my city on business, I sent her an email requesting we meet for coffee.

   We met and I immediately regretted it. You see, this business woman spoke endlessly about herself for the entire 30-minutes. Here I was, one of her biggest fans and most loyal customers, and my idol boasted about her product line and how much money she was making. This business women didn't take any time to find out who I am nor to learn why I'm her biggest fan. I walked away from that meeting and never bought anything from her website again.

   It's important to let others know about your achievements, but don't do this at the expense of bad manners. Find the balance. Know when it's appropriate to talk about your accomplishments and when you should hold your tongue. A good self-promoter knows the value of listening to others. This skill can work wonders for your career.

The way for you to advance in your career rests in your ability to self-promote. If you won't talk about your achievements, don't expect anyone else to do so, but remember that your goal is to be savvy in your approach and leave the brainless techniques to someone else.

Leesa Barnes, The Schmooze Coach, helps consultants, virtual assistants, professional organizers, coaches and solopreneurs avoid cold calling by developing a fearless networking plan. Leesa is author of "Schmooze Your Way to Success: 9 Fearless Networking Tips for the Shy, Timid, Introverted & Just Plain Clueless." Go to http://www.schmoozeyourwaytosuccess.com/ecourse.html and sign up for her free 8-lesson ecourse called "From Clueless to Fearless: Secrets from the Schmooze Coach."

How To Build A Successful Referral Amp Residual Business

Writen by RJ Vilardi

When it comes to building a Successful Referral & Residual Business, there is no need for a long drawn out and elaborate plan. Of all Marketing & Business concepts, Referral Marketing is the most successful, easiest and least painful form of marketing, especially for the NON-Salesperson! It is so successful, that even professional sales people use it!

We broke it down into 4 easy to follow steps!

FIRST: Sit down and make a list of everybody you know. It doesn't matter where they live, what they do for a living, if they are married, divorced, happy or sad, young or old.

Don't worry if you think they need additional income or not! Don't pre-judge and make up the other persons mind before they have a chance to hear what your saying. You'll be amazed at the people who are interested in a 2nd income, yes, even those that you thought would never be interested in a million years can benefit from a 2nd Income!

SECOND: Don't wait, call them! Why deny them the Income Opportunity of a lifetime! Besides, if you don't tell them, somebody else will and you will have missed a great opportunity! And believe me, there is no point in kicking yourself after that boat has sailed.

THIRD: Have your basic script ready and know what you're going to say. Jot down the main points of your program on a piece of paper so you won't get lost during the conversation. Read over the company website and learn the benefits of the program or product you want to share. Remember this, what ever Income Opportunity you have, it is not the only Income Opportunity out there. However, your program or product is the "Best" you found & you want to share it with a friend. That's key: You are sharing it with a friend! Referral Programs can be very profitable and virtually any adult living in the United States, is a prospect.

FORTH: Last step, have your friend / potential customer, read over the programs website with you. Don't leave them dangling out there by themselves! Most people are NOT familiar with the concepts of Referral Marketing. When they hear the words MLM (Multi-Level Marketing) or Home Based Business, they think pyramid or scam. While there are a few bizarre & illegal programs floating around, there are also many legal, successful and very profitable programs also!

If your program has a Testimonial Hotline or Over-view number to call, do a 3-way phone conversation with them. Lead them to the water! Show them how easy it is to drink and then ask them if they see an opportunity for themselves! By doing it this way, you can answer questions or concerns they may have about your Income Opportunity program. Most likely, they will have a few questions about how to generate Referral Business or how to work a Network Marketing program. Be there so you can help answer them.

A TRUE REFERRAL BUSINESS: Business is about relationships! It is about People Telling People and Friends Telling Friends. It's about going through your network of the people you know. Not selling, but telling your family, friends, neighbors and co-workers about a great residual business income opportunity!

What else can we say?
Nothing really. Building residual business is not hard but it can take a little time. If you try it, give yourself a few months to see if it is a good fit. If you don't like it, you can always quit. All it cost was a little time and some money.

If you try it and love it, you'll stay in the program and in a short time, you'll be telling everybody you meet about this great Residual Income Business Opportunity that requires No Selling! Bottom line: Nothing ventured, nothing gained.

GAME PLAN:

* FOLLOW THE PLAN

* MAKE YOUR LIST

* TELL YOUR FRIENDS

* TEACH THEM HOW TO MAKE A LIST AND CALL THEIR FRIENDS

* REPEAT THE PROCESS

You have to admit, even if you are a shy person, that's fairly easy don't you think?

About the author: Robert Vilardi former VP for Specialty Rest. in charge of 27 operations, has sold and taught marketing with annual sales in excess of $125 million. Owner of multiple companies, Mr. Vilardi also holds a Florida Realtors License, teaches Ethics for the Pasco Board of Realtors and is the Vice Chairman of their education committee. A follower & true believer in the power of Referral & Network Marketing, his companies, Freedom Voicemail, International Greeting Cards & ABM - American Bill Money, continue to grow residual income by using Referral & Network Marketing. Mr. Vilardi can be reached at rjv@rjvilardi.com