Business Relationships Promises Are For Keeping

Writen by Martin Haworth

It's a small thing, but it is so vital. In your business relationships, forgetting little things promised, causes erosion of trust and belief in you and all you stand for.

And ultimately, those little things add up to a lot for your people. And that affects you and in the end, your business success.

Integrity is very important to me, and I try hard to 'do unto others as I would wish them do unto me'. It hasn't always worked that way for me though.

There have been times in my previous career - times that I can remember vividly (and cringingly!) even now - when promises were not kept, things were borrowed, never to be returned and where I was not on the best end of wheeling and dealing that are part of corporate politics.

For me, creating honourable relationships with my people has always been important. It is a two-way street. Once when my wife was very ill, my management team told me not to come in, despite it being a very busy time.

I told them, thank-you, and I would come and go, in the comfort that they thought enough of me; of us; to tell me to do that.

I didn't need to ask, but what they said to me at that time came from an environment of fairness, honesty and trust had grown over time. They knew that if it had been them, I would have offered the same.

It was as if, as Steven Covey says, in 'The Seven Habits of Highly Effective People', I had enough credit in my 'emotional bank account' to tide me over.

I'd never realised that I had that credit, but looking back, my standards and values were daily deposits gained partly from keeping my promises. You get back what you give out.

There's no better time to start than right now.

© 2005-6 Martin Haworth is a Business and Management Coach. He works worldwide, mainly by phone, with small business owners, managers and corporate leaders. He has hundreds of hints, tips and ideas at his website, http://www.coaching-businesses-to-success.com.

Business Networking Just Dont Do It

Writen by Tino Buntic

How do you, as a consumer, make your buying and purchasing decisions? When you need to buy a magazine, how do you decide which store to buy from? When you want a coffee, how do you decide which coffee shop to go to? When you need a new pair of jeans, how do you find a jeans store? You don't ask your friends or colleagues for recommendations or an introduction to the store owner. You already know where to find the proper store. Retail store owners get business by placing their stores in the proper places to get pedestrian or city traffic. You will find convenience stores to buy magazines from in strip malls, coffee shops on street corners, and jeans stores in shopping malls.

Retail store owners don't engage in business networking to generate more business. A coffee shop owner doesn't ask for introductions so that he can sell more coffee to more people. He sets up shop at the busiest intersection that he can find so that as many passing pedestrians and motorists find him.

Retail does not engage in business networking, so why does B2B? Business networking evolved from the concept of "six degrees of separation." That is, you're connected to anybody in this world, by no more than six degrees, through somebody that you already know. The concept evolved into the general thinking that being introduced to a buyer or decision maker inside a company that you would like to sell to increases your odds of closing a sale because people will buy from people they know; an introduction from a friend or colleague extends the trust and, thus, makes it easier to sell. This may be true but the time involved in getting introductions makes it impractical.

This further evolved into business networking groups created to meet, usually monthly, to introduce themselves, to exchange business cards, and to pitch their products and services to each other. B2B salespeople would meet with other B2B salespeople, usually over a meal like breakfast or dinner. There are, literally, thousands of B2B networking chapters across the country. These networking functions are time consuming and a waste of your time. Think about it, an average networking group will consist of people like mortgage brokers, realtors, copier sales reps, financial planners, accountants, and business consultants. They are all trying to sell their services to other people that are trying to sell their services. Salespeople are not buyers, they are sellers. The buyers and decision makers don't attend business networking functions. Why? Because buying is not difficult!

So think about this: selling is difficult; buying is not. When a business owner or a decision maker in a company needs to buy something all he needs to do is open up the yellow pages or do an online search for what he needs and he will find what he is looking for. So why do you continue wasting your time business networking? The top sales producers don't; they become visible when buyers are looking for their services. Just like the coffee shop owner that sets up shop where as many people as possible can find it, the top B2B sales producers are visible in the places where executives and procurement professionals are searching for their products and services. They are in the yellow pages, they have professional profiles on internet websites, or they have their own website that are found through internet search engines.

The bottom line is business networking doesn't work, just don't do it.

Tino Buntic has taken business networking to "one degree of separation" with his website www.trade-pals.com Business professionals can create a professional profile to pitch their services directly to buyers buyers and procurement professionals. No recommendations or introductions are required; anybody that wants to do business with you can contact you directly.

Raising Capital Through Investment Bankers

Writen by Joseph B. LaRocco

Investment Bankers can be a useful resource for raising Venture Capital. Most Investment Bankers have years of experience with funding private and public companies. Most of them are former brokers that worked on Wall Street. They usually have a wealth of knowledge and experience. They should have significant contacts that they developed over the years. It is for these reasons that you should network with Investment Bankers. Even if you don't use them for your first round of funding, you may be able to use them later on as your company grows and evolves.

I have worked with many Investment Banking Firms over the years. They have either been clients of mine or I have represented private companies using them to raise funding. In addition to raising capital for companies, they are also tremendous Deal Makers. Networking with them is important to your venture capital raising efforts.

They love to put deals together. All types of deals, including raising Venture Capital, Private Placements, Mergers, Acquisitions, second round financing, IPOs, Spinoffs and more. After all that is how they get paid, by closing deals. You just have to convince them to get funding for your deal. As with any business segment however, there are good professionals and bad professionals.

You have to be a little selective and conduct some due diligence on Investment Bankers you talk with. Be extremely careful of any firms that ask for an "upfront fee." It is one of the oldest scams around. I strongly suggest you do not pay anyone an "upfront fee."

If they ask for payment of expenses, such as travel, make sure they are agreed to in advance and itemized. Asking for an upfront fee when they also get a commission is a good indication that they may not be that successful in actually raising money. I always advise clients to stay away from groups that ask for upfront fees.

Investment Banking Firms can be extremely helpful in providing you with services besides just raising capital. They may review your Business Plan and give you some very important comments. These comments can be the difference that gets your foot in the door with some important funding sources.

Some Venture Capital Firms and other funding sources rely on Investment Bankers to source deals for them. They rely on them to screen deals because there are just too many deals for them to review all of them. This is a valuable service and of course the Investment Banking Firm has to get compensated for this service. Generally they charge 10% of the amount raised and about 10% in stock. If they can raise you the financing you need it is a fair value for the services and support they can provide.

Joseph B. LaRocco - Visit http://www.angel-and-venture-capital-guide.com for great tips and information on Business Plans, Venture Capital Financing and Angel Investor Financing. Other Networking tips and strategies can also be found at http://www.angel-and-venture-capital-guide.com Mr. LaRocco has represented and advised private and public companies, broker-dealer firms, investment bankers and high net worth clients in the area of securities investments, private placements, compliance and due diligence. Mr. LaRocco is an attorney who practices law in New Canaan, CT. He also has extensive experience advising hedge funds on numerous trading, regulatory and compliance issues. He is currently General Counsel and a Director of NetSky Holdings, Inc. (Symbol: NKYH)

Partnering Where Can You Find Good Partners

Writen by Joshua Feinberg

One of the best places to find new partnering relationships is through client referrals.

If you're taking on a new client and you get introduced to someone who's a very deeply niched expert, invite them to lunch or coffee. You could say, "We should really get together and talk about whether we have any clients that could use your expertise and vice versa." After you've both already proven your abilities on this mutual client account, the trust is there, and partnering is pretty much a done deal.

So when you're fortunate enough to have one of these things fall in your lap because a new client introduces you, that's tremendous. Definitely take advantage of it.

Partnering Relationships Won't Magically Appear

Beyond having them fall into your lap, you are going to have to get out there and actively seek potential partners. Going out to the chamber of commerce, you're going to stumble across other people who say that they are consultants. The key thing here again is to be able to differentiate yourself.

If everyone is saying we do PC hardware, software, LANs and service, then you know, it's very difficult to figure out whether there's competitive issues that would prevent you from coming together and forming successful partnerships and contractor types of relationships.

When Partnering, Look for Specialists

The key thing is being able to explain that you're looking for something a little bit unique. If you're going to be the generalist and provide the total end-to-end solution, you just want to focus on meeting up with people who are specialists.

You can also surf the Web to see who else is out there in your local market. You may stumble across some potential partners that way. However, it's so much easier if you're meeting them face to face. Forming these partnering relationships are easier if you meet in person at a channel event or a user group meeting or by an introduction through a mutual client.

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

Joshua Feinberg can help you get more steady, high-paying computer consulting clients. You can learn how too. Sign-up now for Joshua's free audio training program on the Computer Consulting Blog.

Get More Clients With Effective Networking Strategies

Writen by Joyce Oladipo

Networking, Ugh!

Mention the word and you either get these reactions: • I hate networking • Love it, it's great. I get a lot of referral from it.

To some people the thought of networking gives them the cringe. Some people think networking means getting dress up, going to a large room full of people you know has a business, getting as much business cards as possible and promising to do lunch.

To me that sounds horrible, who wouldn't cringe at the thought of spending an hour or two exchanging business cards and sales pitching with a phony smile plastered on their face?

Most of the time it feels uncomfortable, deceptive and self centred.

Networking is not about that, but to build relationships. People like to do business with those they trust. When you don't like someone, do you feel comfortable doing business with them? Nope, I don't think so. It's all about connecting and sharing with other business owners, and all you have to do, to do that is to begin to shift your perspective from fear, and start building on abundance and love.

Networking needs to be based on sincerity and freedom of giving and sharing, and by doing so, you build and deepen mutually beneficial relationships with others. It's all about making lasting connections.

Before you start networking you need to know who your ideal clients are. Who are the people you like to do business with? Who are those that bring the best out of you when you work with them? Then you need to find out where they hang out in large numbers.

To make networking even more effective you can also work with other businesses that share the same target audiences or clients like you. Make sure their business doesn't over lap with yours.

When you are out networking make sure you can say what you do in 20 seconds. If you can't say what you do in 20 seconds you are losing potential clients.

Have a compelling business cards that get's you more clients. Your business card must be considered as a sales and referral tool. Make sure people know what you do, when they read your business card. Give them a good reason to call you on your card. Make sure you leave your home with plenty of card and also have another pocket for other people's business card too. How many times have I had someone say "they have left the office in a hurry and forgot to put some cards in the purse"? A lame excuse of course. Keep extra business cards in your purse or handbag.

When you are networking make sure your business cards are easy to find when someone ask for it. For me, when am out there I always wear cloths with pockets. I keep my business cards in the left and keep those that I've received in the right pocket. So Sistah's don't bury your cards in the bottom of your gorgeous bag. Trust me; it's quite painful watching you go through your bag, thinking "they are there somewhere".

Do not waste your time chatting away with friends when you suppose to be meeting people. Go out of your way to get to know someone. One technique I love very much is to pretend that the event is my party. Since it's my party, I act like the hostess and introduce myself to everybody.

Smile and introduce yourself. Ask the person what they do and tell them what you do in a few seconds. Always ask them who their ideal clients are, they will be quite excited to know you are interested in helping them grow their business. Treat networking like an enjoyable way to meet new people, help them out, and maybe get something in return. In order word if you concentrate on giving rather than receiving you will find that the rewards will come later on.

When you finish speaking with someone make sure you get their business card. Write a note to yourself on the back of the person's business card because sometimes it's quite difficult to remember who someone is and what they do, especially after we've met with a dozen of new people.

Make sure you don't spend more that three to five minutes with anyone you talk too. You goal in a networking event is to mingle. So just ask questions about who they are and what they do and make notes on their business card.

The biggest mistakes that most business owners do after networking is that they don't follow-up. They collect business cards just to stash them in a drawer. If you want to get better result from your networking you need to pick up the phone and call that new person you've met.

Networking can be simple as friendship and as complex as match making. You can get the best result out of it too of you know you ideal client and work with the right person.

Now, that you have a few strategies to networking effective. Let go on and build our business with networking.

Online entrepreneur Joyce O. Oladipo, "The Home Business Sistah," publishes the award-winning 'Home Business Success' ezine with 750 subscribers. To Learn to Recession Proof Your Business and Rapidly Attract More Clients, Sell More to Existing Clients, and Bring Back Your Clients More Frequently, without Pushing So Hard — No Matter What Product or Service You Sell sign up for FREE how-to articles and FREE audio class, at http://www.TheHomeBusinessSistah.com.

Come Home Rich How To Get The Most Out Of Your Next Conference

Writen by Steve Kaye

Success in your career depends upon how well you manage your professional development. A prime source of this development comes from being a member of a professional association that relates to your career. As a member, you can attend conferences where you advance your skills and meet people who can help you.

Some people, however, treat conferences as a paid vacation. They party, they skip sessions, and they return home with little more than a stack of receipts. That costs them (or their business) money and contributes nothing to professional growth.

Here's how to get the most out of your next conference.

Start With a Plan

First, make a list of your goals for attending the conference. For example, this could include the information that you want to gain, the relationships that you want to deepen, the people you want to meet, and the things that you want to buy. Also, make a list of questions that you want to have answered while you're at the conference. This list will help you focus on your personal agenda during the conference and will maximize your chances of returning with something of value.

Then, scan through the program to select those sessions that will help you the most. These could be on topics that teach skills leading to a promotion, help open new opportunities at work, or answer important questions about your career. If many valuable sessions are scheduled at the same time, then select your first and second choices. You may find that one of the sessions has been canceled or filled (sold out).

Highlight your top priority sessions so you can sign up or arrive early. These sessions generally have such great value that they justify attending the conference, and you want to make sure that you're there when they start.

If your boss must approve attending a conference, use your plan to justify your request. Be sure to include explanations of how the information, relationships, and participation at the conference will enhance your value to your company. Wise leaders always support someone who relates a request to the benefits that come from it.

Work the Plan

While at the conference keep your list of goals and questions in mind. Begin each day by checking your list and identifying those goals that you can achieve during that day. For example, some sessions may provide information that answers some of your questions.

At the end of the day review your list and check off those goals that you accomplished. If you discover new opportunities, then add them to your list of goals. And if you find yourself stuck on reaching a goal, seek out a senior member whom you can ask for advice on how to achieve it.

Meet People

Often the greatest benefit of attending a conference will be the relationships that you start while there. These relationships can become sources of information, friendship, and job opportunities.

Thus, make it a point to meet new people. Instead of spending all of your time with friends or colleagues, go off on your own. Join other people for meals. Sit next to them during the sessions. Start conversations while walking between sessions. And be sure to ask for a business card. Then you can add that person's contact information into your contact database.

I encourage you to introduce yourself to the speakers. They were invited to speak at the conference because of their expertise in your profession. Thus, they can become valuable resources for information, assistance, and referrals. The best time to meet speakers is right after they finish their presentation. Introduce yourself, offer a brief compliment on the presentation, and ask for a business card. Of course, if you meet them again at the conference, use this as an opportunity to talk further.

Apply What You Gained

When you return home, set aside an hour or so to review the notes that you took while at the conference. You may want to schedule this on your calendar before you leave for the conference.

Review your notes, identifying the main ideas. Then convert each of these ideas into an action on your list of things to do. Once you finish the list add a completion date and assign a priority. Recognize that this step converts everything that you learned, collected, and gained during the conference into tangible benefits for yourself and your company.

If you are an employee, I recommend writing a report for your management. Document the key ideas that you gained and describe how they can be applied to your work. If you're an independent, you may still want to write such a report for yourself because this formalizes what you gained from the conference.

Be Grateful

When you return home, write thank you notes to the people who helped you at the conference. This simple courtesy sets you apart as an exceptional person. I especially recommend writing notes to:

1) The leaders in the association. They worked hard to organize the event.

2) Members of the staff who helped you. These people can help you get the most out of your membership.

3) The speakers. This could start relationships with experts and celebrities in your profession.

4) New friends. This makes you memorable when you meet again at the next conference.

Use a conference to immerse yourself in the society and the technology of your profession. And then apply what you gained to advance your career.

IAF Certified Professional Facilitator and author Steve Kaye works with leaders who want to hold effective meeting. His innovative workshops have informed and inspired people nationwide. His facilitation produces results that people will support. Call 714-528-1300 or visit his web site for over 100 pages of valuable ideas. Sign up for his free newsletter at http://www.stevekaye.com

3 Easy Ways To Boost Your Business With Networking

Writen by Biba Pedron

Everybody is in agreement that in business, networking plays a determinant factor in your growth and your success. So why do so many people jump from one networking event to another without any results and complain that networking is not working? Networking is a way of life. It is one of the fastest ways to grow your business and one of the most cost-efficient marketing tools.

Here are 3 easy and low cost ways to maximize your networking results:

1 - Follow-up

Usually, people like big events. They feel great when they enter a room packed with people. Big events are great if your goal is to get a bunch of business cards, but not if you are trying to get business. What do you do with all those cards? Be honest, most people put them on their desk or in a shoe box, eventually enter the information on their rolodex, but don't do anything with them. Why? Because they collected so many that they are overwhelmed and don't know how or where to start.. They just don't have a follow-up system.

Statistics show that we need to hear or see a message at least 7 times in order to notice it. So if you follow up only 2 or 3 times you are losing business. A networking event is a way of introducing yourself and starting a relationship with the people you meet. It is definitely not a place to sell. That is why so many people are confused – they missed the point and wanted to sell right away. You may get a client after an event but usually networking takes time, patience and consistency.

That is why it is important not only to have a follow-up system but to have a 7 step follow-up system in place.

• Send an email in the next 24 hours.

• Send a thank you note (in this age of technology, sending a handwritten thank you note will make you stand out from the crowd).

• Send a postcard

• Send articles or information related to their industry

• Use direct mail

• Send a newsletter

• And of course, call them

Be creative in order to follow-up and differentiate yourself from others, especially from your competitors. Stand out from the average entrepreneurs. Be unique!

2 – Join a networking group. Choose the best format for you.

Personally I prefer small events because I get more business out of it. That is why with Biba4Network most of my events are limited to 15 people. Even if sometimes I organize mixers - where I have 30 to 60 people - as a way of spreading the word and bringing everybody together. But small groups allow you to: start a relationship right away, have the time to really introduce yourself and your business, which is more efficient than speaking with somebody for 3 seconds, giving your card to them and then going on to the next person.

Recently, I attended an event, where there were about 80 people. I thought I was actually joining a more intimate group but it was too late to leave. So I decided that my goal would be to speak with 5 people so that way I would have the time for a real conversation. While I was speaking with somebody, a woman came up to me, interrupted our conversation and said, "I just wanted you to have my card." She put her card in my hand and left. She didn't introduce herself, tell me her name or find out who I was or what I did. But apparently her goal was to give out as much business cards as she could during the event. Not only is this attitude very rude but it is also totally useless. However, I thought that maybe she was new to networking and didn't know how it works so I gave her the benefit of the doubt. The next day I sent her an email to follow-up, to get a chance to learn more about her business. Guess what! She never returned my email and of course never called. So what is the purpose? No wonder so many people say that networking is not working.

To achieve better results in networking, join a minimum of two groups and commit to it instead of trying to go to every event and meet people only once. Being committed to a group will help you to build a relationship, learn about people, trust them and then do business with them. When you get to know and trust them you will either work with them directly if you need their products or services, or you will give them referrals because you know that if you send people to them they will be satisfied with the result. And you don't want to be in a position to refer somebody to someone else whose work is bad, as this will have a negative impact on your reputation.

3 – Create strategic alliances

Would you rather meet a thousand people, one at a time, or meet a few people who will each introduce you to a thousand. Most people see networking events as a place to get contacts one at a time or make one sale at a time.

Now think about this. What about looking for people who have the same target market as you, but are not your competitors, and offer great complementary products or services to you. So that working with them will be a great opportunity to access their clients or mailing list. You can cross-promote each other, you can organize events together, you can do a mailing campaign together, it is a win/win situation.

Let's say you partner with 2 new entrepreneurs a month and have access to their rolodex. I am not saying that they will sell you their list of clients or prospects, but through them you can get exposure to their clients or prospects. If they have one thousand, two thousand, or even twenty thousand people on their mailing list, instantly, you have access to those thousands of people.

For example, when I mentioned on my Biba4Network newsletter, "Biba Recommends" the business that I am promoting to get exposure to the two thousand people on my list. People pay more attention because I am the one who recommended the product or service. The people on my list know me and trust me, so they will check and learn more about this product or service. It is more effective than if you just put out a regular ad. And at the same time the business I am promoting is promoting my products and services on their newsletter and I get exposure too, to thousands of people that I don't even know.

That is what I show in my program "The Power of Networking". Instead of looking for one prospect or one client at a time, look for people or businesses you can partner with. Make a list of the businesses who are complementary to yours, to create strategic alliances with. Strategic alliances are one of the fastest ways to grow your business.

When you use networking that way, then you don't need to meet everybody in the room. The only thing you need is to find a couple of potential strategic alliances. Look for quality instead of quantity. That is what happens at my events and all the testimonials of member's success stories come from: first, people who commit to attend the monthly meetings, second from people who create partnerships, work together and promote each other. That is how some of my members were able to grow their businesses by 30% in less than 3 months.

Stop wasting your time attending every event and start growing your business with networking, learn more about "The Power of Networking". In this 5 step program, you will find everything you need on how to maximize your networking results. You will learn: how to create an outstanding business card – how to polish an elevator pitch which will hook your audience so that people will remember you – how to create a 7 step follow-up system to turn more prospects into clients – how to use your newsletter to promote your products or services without hard selling – how to create strategic alliances to grow our business faster. You can read more about it and get your copy of "The Power of Networking" at www.biba4netwotk.com/networking.html

Biba F. Pédron, is a marketing consultant, founder of Biba4Network, that specializes in Networking for small business owners in the greater New York area; and Focus on Career, which helps solo entrepreneurs start and grow their businesses. http://www.focusoncareer.com Biba is the author of "Start Your Dream Business Today! The Proven 11 Steps to Start and Grow Your Own Business". http://www.startyourdreambusinesstoday.com For more information or to receive free tips like this one, please visit http://www.biba4network.com

Make Networking Events Successful For Your Business Top Ten Reasons Why You Should Attend

Writen by Fiona MacKay Young

1. Make new connections, meet new people. The more people you meet, the more referrals you are likely to get and most successful businesses are built on referrals. It's not what you know but who you know that counts …or to be more precise, it's not even who you know, but who knows you that really counts!
2. Experience the networking phenomenon and get into the swing of things. It's the cool thing to do! Networking is the "in" way to do business, whether locally or online.
3. Identify potential new clients & customers, and those who can refer you to them. By getting out there and talking to people you can come up with totally new ideas for potential clients, targets markets you hadn't thought of and people who are willing to let you use their name to get you through the door.
4. Discover how people in other businesses are getting business, and adapt it to your own. By hearing how other people operate, you can get great ideas for changes, expansions even new directions for your own business. They don't have to be competitors to be a source of inspiration – often they can be in completely different businesses.
5. Get ideas for potential joint ventures and joint venture partners. Strategic Alliances and Joint Ventures can be very successful for your business. By meeting lots of people you hear and come up with new ideas for how you can work with others, how your business can be complementary to another in a way you had not thought of before. Open you mind to alliances and you'll be surprised how many opportunities you can find.
6. Find new products and services your have been looking for. Need an accountant, marketer, web designer? Need insurance, a new vehicle, a warehouse? Whatever you are looking for, if you network enough the chances are you will find someone who can provide what you're looking for, or give you a referral to someone else who can.
7. Practice your 30 second introduction. Most entrepreneurs know about being able to present their business effectively in 30 seconds, but most make a miserable job of actually doing it! Develop your "Elevator Speech", practice it, then get out there and deliver it to a few new contacts. If they immediately understand what you do and ask questions, you've got a winner. If not .. back to the drawing board.
8. Find others who've been in business longer and are willing to share how they did it, giving you valuable tips. Successful business people are usually secure enough to be willing to share tips as to how they got where they are. Listen and learn. There's no point in reinventing the wheel!
9. Make great new friends who have the entrepreneurial spirit you love. Entrepreneurs have a very different energy. If you are truly an entrepreneur in spirit yourself, you will enjoy mixing with others who are similar.
10. Perfect your "mingling" skills till it become second nature. So many people say they dislike networking, but once you become a master at the art, it becomes fun. It's just like anything else… riding a bike wasn't much fun when you kept falling off, but once you perfected it and could go racing down hills at top speed it became a joy. Networking can be a joy too once you're good at it (and ANYONE can become good with enough practice.)

Fiona MacKay Young is Business Startup & Career Coach. She specializes in working with individuals who are reentering the workforce either starting their own business or job hunting. She also runs a Business Networking Organization to help both groups meet the contacts they need. She also offers workshops and presentations on all aspects of Business Networking. Visit http://www.fiona-online.com for other free information. © Fiona MacKay Young 2005 You may copy, publish or distribute this document freely, on condition this tag line and information are included intact.

Networking Your Way To Profit Part 4 Business Cards Advice For Startups

Writen by Carol Bentley

Is your business card just for handing out at business meetings, because everyone else does so? Or is it a real marketing tool for you?

Provided you've got the design and content right (see my article 'Networking Your Way to Profit: Part 3: Your Hidden Marketing Opportunity') it can be one of the hardest working marketing weapons in your arsenal.

But only if you use it properly to position yourself.

And that's where the quality of the card you use counts. It speaks volumes about you and your business.

Start-up business people know they need business cards. But often they go for false economy by using the cheapest methods possible to get their cards organised. Now, don't get me wrong, I'm not saying a fortune should be spent on cards. What I am saying is the card should look like a quality card – no matter where it came from.

Self-Print Cards

The entrepreneur, sole-trader and individual professional sometimes print their own business cards using the many 'business card' products available and an inkjet printer. Be careful…

* The cards are often flimsy in order to feed through the printer and consequently give the impression of 'a business with no experience or history'. Handing these out at business meetings in particular can send out the wrong, damaging message.

* Inkjet printing smudges and runs if it gets wet – again giving a less than favourable impression to the people you want to engage with.

On-line Printed Cards

There are many websites offering free business cards. A selection of designs is available and you can add whatever details you want. The cards are often a good quality weight and feel good to hand out.

There's just one thing that spoils these for you…

If you are only paying postage the company supplying the cards has to have some means of recompense. And they have… YOU are doing their marketing for them.

They print their website URL on the back of your cards, so every time you hand one out you are advertising their website and, by default, you are also implying you don't consider your business cards important enough to pay for them.

If you don't take your business cards seriously – why should anyone else?

By all means use these sites; they can be very cost effective. But, as a minimum, pay the small amount they ask to remove THEIR website details off the back of YOUR cards.

Of course if you've read my previous article: 'Networking Your Way to Profit: Part 3: Your Hidden Marketing Opportunity' you know what should really be on the back of your card, don't you?

Test it for yourself: Close your eyes, and feel your business card. Does it honestly give the impression of quality, professionalism, trustworthiness and integrity?

If it doesn't, you just might be throwing future sales away when new business contacts get the wrong impression about you.

©2005 Original Work by Carol Bentley

Learn more about Persuading People to Buy... Subscribe to your free reports, with no obligation, at http://www.CarolBentley.com.

Carol is the author of 'I Want to Buy Your Product... Have You Sent Me a Letter Yet? (How to create powerful sales letters, advertisements, flyers, brochures, web pages and newsletters that persuade hundreds, or even thousands, of additional customers and clients to buy from you!) by Carol A E Bentley (Rated 5-star on Amazon.co.uk) This book is available at a special offer at http://www.CarolBentley.com/offer.

Carol is one of the highest paid direct response copywriters available. If you would like to talk to Carol's office about having her work on your current or next sales project you can use the contact form on her website http://www.CarolBentley.com/contact.asp.

Philanthropy

Writen by Bette Daoust, Ph.D.

Every CEO has an organization that he donates time or money to - if you really want the business, you will find opportunities to join that same organization. What if the organization is restricted or you cannot afford to be part of it? In this case, you may just want to attend one of the fund-raisers that the organization puts on or participate in a donation campaign. The best policy is to get on the invitation list and become involved. If it is a closed shop, find out the criteria. This may seem like a lot of work, and it is. You have to decide whether doing business with the organization is worth your time and effort. If you feel you will gain more than you put into it, then prepare a plan to complete the task. I find that this way does not always work for me as I am so busy within my own voluntary work but sometimes the paths of two organizations will cross. I take full advantage of doing cross-organizational projects so that I can meet others.

Balancing your life between trying to form business relationships and being home for your family can sometimes be a challenge. You must make time to keep this balance if you are to succeed. There will always be more business around the corner if you push hard and work smart. If you gain insights to the organizations that the executive belongs to and can arrange to see what it is all about, by all means do so. You will always learn something, even if it is beyond your current means.

If you are able to make contact with the CEO through the non-profit organization, you will be on your way to forming a new business relationship. Just remember that the introduction is only the beginning, you will have a long way to go to gain trust and eventually business. Some companies nurture the relationship for years before any business comes their way. Just be patient and use as many touch points as you can.

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

Selecting A Network Marketing Company

Writen by Kurt Mortensen

Just like in any business, failure to attract new customers will inevitably lead to failure. Therefore, it is imperative to the success of any network marketing business to have an effective marketing plan.

There are two marketing models in network marketing. They are:

Sales Model

This approach advocates having a new distributor make a list of 100 people they know that they could introduce to the opportunity. Once the list is completed, the new distributor and his sponsor call each name on the list, attempting to sell the person your opportunity or product. However, 90% of the people who utilize this model fail because the odds of finding a qualified customer in any average group of 100 people is very low. Tom Hopkins, the master salesman, couldn't find more than five customers in this group. That's a 95% rejection rate! What's going to happen when the untrained beginner contacts this same list? He will encounter massive rejection, followed by disappointment and failure. That's why most people quit network marketing within their first few months in the business.

Marketing Model

In the marketing model, you present your opportunity to several people, using various methods, and then let them contact you if they are interested. This helps you to identify people who are truly interested in your business opportunity, and it eliminates much of the rejection of the traditional sales model. First, you make a list of 20-30 sharp, opportunity-oriented people who you think would be interested in earning an extra stream of income. You then ask your sponsor to help you put together a package of the company's top prospecting materials such as video or audio material, brochures, company news reports, etc.

You then mail or give these to each of your best people, and tell them how excited you are about your new opportunity, and tell them that you don't know if this would interest them, but you would like them to read or listen to the material, and interested people that you meet during your daily activities. When you follow up with these people, you simply ask, "What did you thin?" This helps to eliminate a lot of the rejection of selling because you are letting the company's materials present your opportunity, and you are only offering your information to people who find a need for this opportunity at this time in their lives, and if they would like to add another stream of income to the future.

Another way to attract new prospects is to put small ads in the local newspapers, informing people about your opportunity to create income. In your ad you place a special toll free number with a prerecorded message for people to respond to if they are interested. They then leave their name, address, and telephone number on your voice mail, and you send them the package of information and follow up in a few days. This helps you find people who are looking for your opportunity.

When you are involved with a company with excellent marketing materials, it greatly increases your chances for success. You have high quality packages of information to give to your prospects, and you can send them to the company web site, hot lines, or conference calls. You also need a sponsor or upline support to help you to follow up with your interested prospects. Your sponsor will help you present your opportunity with a three-way cal to your prospect.

Although you don't have to be a salesperson and use "high pressure techniques" to be successful in network marketing, you will have to sell some products. You will need to present information about the products or business opportunity and then ask the person for an order. A good upline team will train you on how to properly present, ask for the order, answer the questions, and handle objections. When considering which company to choose, ask yourself if the company has marketing materials to help you present your opportunity. Do they have proven methods to help me recruit? Is there someone who will personally help me present the information and sponsor people? Do they have well-written ads with a good response rate? Are there recorded calls that I can use for my voice mail system? How successful has their marketing plan worked for other people?

Kurt Mortensen's trademark is Magnetic Persuasion; rather than convincing others, he teaches that you should attract them, just like a magnet attracts metal filings. He teaches that sales have changed and the consumer has become exponentially more skeptical and cynical within the last five years. Most persuaders are using only 2 or 3 persuasion techniques when there are actually 120 available! His message and program has helped thousands and will help you achieve unprecedented success in both your business and personal life.

If you are ready to claim your success and learn what only the ultra-prosperous know, begin by going to http://www.PreWealth.com and getting my free report "10 Mistakes That Continue Costing You Thousands." After reading my free report, go to http://www.PreWealth.com/IQ and take the free Persuasion IQ analysis to determine where you rank and what area of the sales cycle you need to improve in order to close every sale!

Hows Your Net Working

Writen by Betty Mahalik

In recent weeks, I've had the opportunity to pass along no fewer than five referrals to other people in my network. I also recently received a very professional and non-pushy email from someone I've never met, who is a member of an organization I'm part of. He introduced himself briefly, mentioned how he knew of me, and asked about my ideal clients. He placed far more emphasis on finding out who I wanted for referrals than he did asking if I would refer business to him.

It was clear that he's playing the "givers gain" game to grow his business. And a short time after receiving his email, as I was thinking about where to get a massage, I spotted a brochure and discount offer I had picked up from a woman at a recent networking event. Although I had other options, I chose her based on her brief presentation at the event and the offer she included with her brochure. In short, networking works!

It really got me thinking about networking and what a powerful tool we have at our fingertips. How is your "net-working?" If the answer is "not very well" then I encourage you to get busy and start making it work for you.

Consider the following:

* Experts agree that the best means of finding employment is through networking--not want ads;

* Word-of-mouth marketing is considered one of the most potent and cost-effective marketing strategies--think about how you found your hairdresser, chiropractor or favorite new restaurant;

* Networking is not just about exchanging goods and services but ideas as well. Mastermind groups, book clubs and other groups where the ideas exchanged may be far more valuable than any tangible goods are not to be underestimated!

* And don't forget the networks of people you meet through your children's activities, church or social organizations. When my hairdresser recently moved away, not only did I ask others for referrals but it so happened that the mom of one of the kids on my son's baseball team is a hairstylist. I'll be calling her when I'm ready for my next haircut.

The list could go on and on, but suffice it to say, your network is likely one of your most undervalued assets. Here are some ideas on how to maximize your networking efforts.

1) Give first. Think how great it feels when you refer someone to a new restaurant, a great movie or to a doctor you love. You usually give without expecting the other person to automatically reciprocate. Unfortunately too many people who do business networking operate by the "give me first" philosophy and then wonder why networking "doesn't work." Set a goal to try and make one referral a day. Before long the old "what goes around comes around" rule will kick in and others will be looking for ways to send business your way. When you become known as a resource for quality contacts your perceived value rises as well.

2) Select networking opportunities carefully. In the community where I live, you could attend networking functions morning, noon or night every day of the week and still not tap them all. You can't do everything so have some simple criteria for selecting which networking events to attend:

* Who is the event geared to? This means you must know and be able to succinctly articulate who your target audience is. Will this this group put you in touch with people who fit that profile?

* Are you sincerely interested in the group, its purpose, etc.? Attending something just because all the "movers and shakers" will be there is a potential recipe for failure. Make sure the group fits your personal/professional interests as well as your client profile.

* Consider cultural or educational events that you have a sincere interest in. It's much easier to make contacts in a group of people who share some personal passion or interest with you. One that has been very effective for me is the National Association of Women Business Owners (NAWBO). Not only have I received excellent referrals, it's given me a pool of over 200 professional women to refer business to. Another has been my Toastmasters group. Believe me, I don't really market myself there, but the regular contact and opportunities to speak have helped me gain the trust of others who have been generous in sending business my way.

3) Don't rush it. Too many networking functions are marathon business-card-passing events and most of the time those cards end up in the round file. Better to have 2-3 quality conversations and really seek to make a positive connection than have 20 conversations where both parties are simply faking interest in order to hand out a card and move on to the next victim.

4) Have a follow-up strategy. What good is it to collect business cards that you never do anything with? I ask if people would like to receive Monday Morning Coach as a natural follow-up to a conversation or speaking event. That allows me to stay connected to them on a regular basis. Even if you don't write a weekly ezine, you can still create a simple follow-up strategy. A handwritten note following the event is the most personal; email is another option, or make a phone call and schedule time to meet with your new contacts within a week or so. The point is, don't let the opportunity to develop a relationship die on the vine.

5) Finally, make sure you ALWAYS properly thank anyone who sends you a referral. Even if it doesn't actually result in a business deal, thank them for thinking of you. Do it in writing if possible and as soon as possible after receiving the referral. Everyone likes to be appreciated, so let your referal sources know how much you value their trust. Nothing will reinforce their decision more than a sincere note of appreciation.

There are dozens of books on networking that go into much greater detail and depth than I have the opportunity to do here. If you're sincere about building your business through networking, pick up one or two of them and become a student. And realize that networking is really the art of growing relationships. It takes time, care and attention, but the crop you harvest in time will be well worth it.

And I've come to realize the greatest riches of all are the relationships themselves. When you play the game of building relationships you really can't lose. So what are you waiting for?

Betty

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Quote of the Week
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"No man becomes rich unless he enriches others." ~~Andrew Carnegie

Betty Mahalik is a business and personal coach whose mission is to help "transform your potential into performance." Since 1987 she has also presented hundreds of programs, trainings and seminars on everything from interpersonal communication to time management. She writes a weekly motivational e-message called Monday Morning Coach. To subscribe or learn more about her coaching and training services, visit http://www.dynamic-coaching.com

Effortless Networking Finding The Right Networking Group Or Event

Writen by Sri Dasgupta

Have you ever wondered about how to make connections with the right people in your target market or industry? Or how to find the best networking event or group to suit your business and your personality? Or even how to get the most out of every event you attend?

Well, before I answer the question, let me ask you a question first: whom specifically do you want to meet?

Your answer will help you find the right group or event.

For instance, did you know that there's professional association, conference or trade show for practically any group of people you can think of?

Professional associations typically have regular chapter meetings and events. Conferences and trade shows are obviously organized for interested people to attend.

If you're clear about whom you want to meet, it's a matter of finding out where these people might congregate, so you can go there!

Google is a wonderful tool (what did we do before the internet?!).

I did a quick search for professional associations in London, UK, and I got a long list of all kinds of groups: associations for sales people, healthcare providers, tourist guides, private investigators, and more!

I did another search for high tech conferences in Ottawa, and another one for small busiess trade shows in Florida. Each time, I got back pages of information within seconds.

So, whom do you want to meet? Small business owners? People in the high tech industy? Healthcare providers?

The clearer you are, the better able you will be to focus your search -- whether online or offline -- to find the right group or event.

But wait, I have another question for you: *why* do you want to meet these people? Are you interested in prospecting or networking or both?

Your answer to this question will help you determine whether to go to a trade show, conference, business mixer or chapter meeting of a professional association.

So, what's your objective for meeting these people?

• What will you talk to them about, when you meet them?
• And what's the best setting for the type of conversation you want to have?

Have I given you enough food for thought? Well, enjoy the process of fine tuning your objectives. It will serve you well!

(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.

Get Clients With A Small Business Networking Strategy

Writen by Michael Port

Networking, Ugh!

Much like the thought of marketing and sales, the thought of networking may make you cringe. For most solo-pros, service professionals, and small business owners, they hear the word networking and it brings to mind the old business standard of promotional networking at 'meet & greet' events where it's understood and accepted that everyone is there to schmooze and subtly manipulate one another in an attempt to gain some advantage, for themselves or their business, which will increase their bottom line.

Who wouldn't cringe at the thought of spending an hour or two exchanging banalities and sales pitches with a phony smile plastered on your face to hide your discomfort, in an attempt to 'use' someone else to get a leg-up on the competition or to boost your profits, only to walk away with a pocketful of biz cards and the prospect of hours of work to continue the charade through email and by phone? It feels uncomfortable, self-serving and deceptive. Chances are all those biz cards you collected will end up in a drawer of your desk never to be seen again because you'll so dread following up that you'll procrastinate doing so until they're forgotten.

The good news is it doesn't have to be that way! The Book Yourself Solid networking strategy operates from an entirely different paradigm; it's all about connecting and sharing with others, and all you have to do to begin to employ it is to shift your perspective from one of scarcity and fear, to one of abundance and love. With the Book Yourself Solid Networking Strategy, the focus is on sincerely and freely giving and sharing, and by doing so, to build and deepen mutually beneficial relationships with others. It's all about making lasting connections.

© 2005 Michael Port & Associates LLC

Get more clients with Michael Port, expert marketing coach for small business owners and professional service providers. Free small business resources, networking opportunities, articles, advice and coaching on professional services marketing at http://www.michaelport.com . Receive a free chapter from 'Book Yourself Solid' at http://www.bookyourselfsolid.com

Defining A Quality Networking Group

Writen by Bette Daoust, Ph.D.

When it comes to quality, how do you choose the group that matches your expectations?

Defining a quality group is not as easy as it looks. You first need to conduct the research into meetings, type of attendance etc. The next thing you want to know is the size of the group. Size does count as a smaller group will not often have enough leads for each individual. You should also make sure that the level of the person belonging to the group is at the appropriate place. By level we mean: is the person belonging to the group an influencer on decisions or are they the person that makes the actual decisions? Often with these groups, it is the salesperson that attends, and they can only suggest something to the decision makers. The decision maker does not necessarily need to be the CEO, but it is likely that they are part of the administrative executive. Do not waste your time with groups that do not have access to the decision makers.

Influencers can have some effect, but in the long run, if they cannot get you in front of the decision maker, you are most likely wasting your time. Be picky about the quality of the group you may eventually join; if you are to bring leads in and they are to offer you leads, make sure the quality of the group is where you need it to be. For example, do not expect high level consulting business from a printer-paper salesperson. It is not likely they will know who you need to know.

Even though quality is important in a group, quality can be found in various types of groups that you will come across. Quality may be defined in several ways. First is the quality of the attendees and the level of decision making they have in an organization. Second is the quality of the leads that are generated by the attendees. The leads need to be of some value and they need to include an introduction to the company needing your services. Let's take a closer look at some of the types of groups that could possibly fit your needs.

Group Survey

Name of the group

______________________________________________________________

Where does the group meet?

______________________________________________________________

Day and time of meetings (is it weekly, bi-monthly, or monthly?)

______________________________________________________________

Group Size ___________________________________________________

How many people do you know in the group? __________________

Group Focus _________________________________________________

Decision Making Level of the participants

______________________________________________________________

Are there exclusivity requirements? ___________________________

Number of Leads expected:

Receive in a month __________ Give in a month ________________

Further Comments

______________________________________________________________

______________________________________________________________

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 June 2005. For more information visit http://BlueprintBooks.com

Effortless Networking Knowing When To Stop Talking

Writen by Sri Dasgupta

A common concern in business networking is how to initiate conversations. Obviously, being able to start a conversation is important, since networking is all about having successful conversations.

However, knowing when to *stop* talking is just as important as knowing how to start talking!

Why is this?

Well, because you may want to know

• whether the other person is interested in what you're saying and if they're "getting it"
• how to reframe the conversation, if necessary
• what to say next and in how much detail

and so on...

When you're talking, there's usually someone listening (we hope!). And if you don't know what is of interest to the other person, you run the risk of saying a lot without getting through. Or worse, having a negative impact.

So how often do you pause to listen? How do you know how much to say, and when to stop talking? How do you know when to start talking again?

These are some of the questions we address in depth when I work with clients privately. In this article, let me give you a brief overview to get you started.

One simple way to recognize exactly when to stop talking is to make sure you look at the person you're talking with.

Here's what I mean:

I worked with a client once who was so focused on the point she wanted to make that she often didn't realize how her words affected the listeners. As a result, she'd often lose people's attention, and at times even offend people unintentionally.

Clearly, this was a big liability for her. And she was so committed to solving this problem that she proactively asked people around her for feedback. Yet this problem remained only partially solved -- because the feedback she got was "after the fact", and she still had to "back pedal" often.

During our conversation, I discovered that with email communications she didn't have this problem. No blunders here.

"Why is this?" I asked.

"Because I can see what I've written, so I can edit it and soften it before sending it."

"So, what do you do when you're talking with someone?" I asked. "Where do you usually look?"

"At my notes, or at the whiteboard or screen if I'm making a presentation", she said.

"Well, how about you make it a habit to look directly at the person you're talking with?

• During in-person conversations, practice looking at people's facial expressions while you're speaking with them.
• If it's a phone conversation, practice listening to their tone of voice and any pauses.

This way you'll get real time feedback which will help you decide when to stop talking and 'check in' with the listener, or what to say or do next."

There was silence.

When she spoke again, she was clearly moved. "Such a simple thing, and yet I never thought of it! And I know already that it will make a difference."

Whether you're trying to promote your business or trying to help someone in your network generate more business, knowing when to stop talking and "check in" with the listener is critical.

So try this out yourself, and see what difference it makes to your conversations.

(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.

How To Find Participants For A Trial Run

Writen by Bette Daoust, Ph.D.

Why is a network meeting the best place to get participants for a trial run?

We talked about taking a booth at a networking event, or at least sharing a booth. The booth has to be more than informational in order to help you move your product or service. I have been to many networking events and have walked by hundreds of booths trying to figure out if what they offer applies to me as a business or as a consumer. The most common thing I see is a table with information, a place to put a business card for a draw (collecting their own mailing list) and a series of brochures that I will likely toss when I get home. It is how you get around the typical table at an event that is important. First, most people sit behind the table and offer information. They barely move until you go to take some information and then they pounce all over you. If you want to attract more attention to what you are doing, you must move from behind the table and be extremely interactive with those taking a glance at your wares.

Second, at most booths the participants must take the information from the table without much explanation. It is better to have something that is interactive so that the participant is actually a real participant in your offering. This method will certainly gain their interest in a different way.

Once you have the attention of networking event attendees, you will find more people will want to know what is going on. You have now motivated the audience to sign-up for a trial run and you are able to give them a memory that will last.

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://www.BlueprintBooks.com

Business Cards Reexamined

Writen by Martin Coleman

Are business cards dead? Do you have your own set to hand out to potential clients? Why not? You could be making a LOT more sales! But what about if you already have a set and want to take a new approach to using them? Let's have a look at that too...

There are many different options when it comes to business cards. Should you choose colour, or black and white? Plain card or glossy? Single sided or double sided? The list just goes on and on! However, let's simplify these and then decide which would be best for you.

Plain Card
These are the basic standard cards that every business will have had at some point. They're quick and simple to get, reasonably cheap and are very effective. You should always have a bundle of these with you, everywhere you go. But before spending a large amount on these, you really should try a sample. But hey, you can't sample your own business card! Or can you? There are many places that will allow you to order your own design of business cards for no charge. All you do is pay shipping costs! Just Google "get 100 free business cards" for a few suppliers. I have placed orders with a certain supplier myself and am very happy with the quality.

Glossy
Many companies also offer glossy covered business cards. But should you go glossy? There are advantages and disadvantages to having a glossy cover: advantage is that is looks sleek and clean and they are very resistant to dirt, minor damage, liquid spills and the like. However, a disadvantage is if you are meeting with a client, wish to leave a business card with a reminder of what you were discussing, or a product or service you were promoting, you can't leave a quote, further pointers, other quick notes or discount codes, etc. Not unless you happen to have a permanent felt tip pen on you, and not everybody carries them in the first place. Most people would carry a standard ball point pen. They can't easily (or sometimes, at all) write on glossy business cards. So carefully consider those points.

Web-Based
This option is good. It can be used to complement your standard hand out business card while providing many other benefits all on it's own. You will never have to reorder your web-based business card. It's available 24 hours a day, 7 days a week, every week of the year. It can be silently collecting business for you while you sleep, representing you to many potential clients and can be a central information point, all for a very minimal investment. You will have no colour restrictions, no printing or layout restrictions, in fact, the only restriction you will have is to make sure you have a carefully constructed design and that it's quick to load and minimal on graphics, save besides, your logo, and any other images representing professional industry associations you may be a member of (e.g.: computing – CompTIA). Please, for your customer's sake, don't use something "heavy" like Java or Flash on your business card site. It wont be quick to download and you could possibly be restricting a lot of your target market from accessing it properly.

Multimedia
These are great. What these are, are short and simple multimedia presentations that would ideally be viewed on a wide variety of computer systems and would combine images with sound, lots of colour and some interaction, all built into a small presentation that will help sell you and your business to each and every potential client. However, you don't need to have these and they would not be too cheap to do, but imagine when your prospective client inserts your business card CD into their computer and it automatically introduces them to how YOUR business can greatly help them and provide immense benefit, and then accepts your business proposal purely because of how professional it looked and how great your presentation was. That would make it all worthwhile, wouldn't it? An advantage to these is, if you wanted to, you could include your web-based business card but with a few extra bells and whistles very easily! A disadvantage is that these aren't as easy to carry around with you, and you need a computer to view them (which shouldn't be a problem in 9/10 occasions, depending on your industry). But their advantages far outweigh their disadvantages.

So a business card isn't just a simple business card anymore. You have many different options and just as many choices in how you want to present it and their various levels of effectiveness. Some of you may only stick with certain types, others may use a combination e.g.: plain card with website equivalent, or even some may choose to have one of each kind, just to satisfy every kind of preference! Choose well and may your business success soar high!

Martin Coleman is a freelance writer and internet consultant. More information about his services and other articles can be found at http://www.martincoleman.com.

Networking At Kids Sporting Events

Writen by Lance Winslow

When you are watching your kids play sports and you are in a business of any kind that deals with consumers in the local community in anyway or business to business mostly locally then it pays to introduce yourself around and find out about their kids, family, career, etc. Of course you need to be careful not to talk about religion, politics and such, because this might do the opposite of finding any common ground.

After all these folks see you around often enough you will begin to become familiar and your conversations will indeed become more in depth and can lead to referrals. If you find you can refer someone to one of the other parents for their business, consulting practice or in some beneficial way, then ask them if it is okay if you refer them.

Believe it or not some people may say no. Me for instance, I do not need any more work thank you very much. But what you might find is the gesture is taken in a kind way nevertheless and you may find them referring business or customer to you.

Really I enjoy referring people, because well I know so many people, yet because of that very fact I am totally swamped. So, if you are networking and give first and ask first you will win either thru reciprocation or simply out of kindness for the thoughts you bring forth. Either way it makes sense to think like this, as mankind is a very social animal indeed. Consider all this in 2006.

"Lance Winslow" - Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; http://www.WorldThinkTank.net/wttbbs/

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Networking Beyond The Elevator Speech

Writen by Mark Dembo

"Networking" has become one the sales bywords in recent years. Many will tell you that the key to building your sales is to "network" effectively. There is no question that building a strong network can be incredibly helpful to your sales efforts. Nevertheless, many people in sales face the same difficulties in networking that they face in cold-calling. It sounds great, yet for some reason they just don't seem to be able to do it effectively. Let's look at some of the factors and see if we can debunk some of this.

Exactly what is "networking?" The first thing comes to mind for many salespeople is that networking about finding customers without having to make cold calls! A common perception is that networking means going to a lot of events, meeting as many people as you can (also called "working the room"), handing out your business cards to "qualified" prospects, and then waiting for them to call you. Once you've met all these qualified people at an event, the thinking goes, you can call them up the following day or week to instantly secure an appointment to do business with them. When this doesn't happen, our erstwhile networker gets discouraged, concluding that she is just not a good networker, and that the people she needs to sell to just aren't going to the same "networking" events she is.

According to the Merriam Webster dictionary, a network is a "fabric or structure of cords or wires that cross at regular intervals and are knotted or secure at the crossings." If we rewrite that definition a bit for sales purposes, we could say that a network is a "structure of people and contacts that cross at regular intervals and are secure at the crossings."

Notice that this definition does not say anything about handing out business cards, giving elevator speeches, or closing business. Does that mean that networking is a waste of time or that you shouldn't be doing these things?

Not at all. However, to reap the rewards, you do need to rethink your approach and expectations from your networking efforts. Building an effective network means making an ongoing investment in other people, without an expectation of anything in return.

"What", you say? "That's blasphemy! How can I spend time networking without getting anything in return?"

No – that's not what I said. I said not to EXPECT anything in return. Your only goal for networking should be having other people view you as a valuable resource and as a part of THEIR network. Wow – when you start thinking of it this way, you can begin to see and reap the benefits of a strong network. Networks take time to build and nurture. In addition, just as in a direct selling situation, the most effective networkers focus on what they can do for the people they meet without focusing on what the other person can do for them. Over time, you build credibility as someone who truly cares about other people, is trustworthy, reliable, and a good person to know. That's when the benefits begin to come back to you.

The real power in networking comes from understanding a simple fact; everyone you know and each person you meet knows on average 250 people. Your goal in networking should not be to get the people you meet to become your customers – it should be to become a part of THEIR network, and for them to become a part of yours. Every contact you make puts you at the reach of potentially another 250 people. Think of it as weaving an intricate web with many crossings. Every positive impression you make strengthens that web. As author Bob Burg puts it: "the true strength really comes though when we realize that all the people in our network are also parts of other people's networks that we ourselves don't personally know. And that, indirectly, makes each of those people part of our network too."

So, how do you get started?

Here are some tips:

- Don't approach networking with the expectation of immediate gratification; your goal is to meet people and to understand as much about them as you can.

- Don't give people you meet for the first time a "sales pitch."

- Don't get discouraged if you don't see things happen right away; true networks take time to build.

- Do ask questions about the other person.

- Do ask if you can stay in touch.

- Do send a follow-up note, and touch on a few things you discussed.

- Do take active steps on a regular basis to strengthen your network by both staying in touch with people you've connected with, and by finding ways to connect with new people.

- Do use networking as one of many tools in your arsenal for effective prospecting.

- Do actively find ways to make connections between members of your network – remember making more and more connections is what it's all about.

- Do offer to do things for others in your network, even if there's no immediate promise of reward or reciprocation.

Start changing the way you think about networking and before long you will start to see the positive impact it can have.

Copyright 2005 Lexien Management Consultants, Inc

Mark Dembo; President, Lexien Management Consultants (http://www.lexien.com)
Mark has over 20 years of sales, sale management, and business development experience, focused on improving the performance of individuals and organizations. Lexien Management Consultants provides sales training, consulting, and coaching services to organizations and individuals who are motivated to grow their businesses. Each month, Lexien publishes the Sales Success Newsletter.

Lexien Management Consultants is an affiliate of DEI Management Group. You can contact Mark at 914-682-2069, or at mdembo@lexien.com.

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Who Needs Professional Business Cards

Writen by Jonathan Bowalsky

Frankly, anyone who owns a business or represents the business to others must have professional business cards. Business cards are an expectation when networking. They show that the person handing out their business card is professional, well-prepared and wants to talk with you in the near future.

Whether you're in sales and need clients and potential clients to get in touch with you, or you're in a service industry where enabling people to contact you is essential, then quality business cards are a must.

But what's more, quality business cards are a reflection of your company. They'll set the stage when the recipient eventually contacts you. They can make or break the image of your company, so your unique business cards should be designed carefully, with your company's branding image in mind.

Although the standard information on a business card must include your name, title, company name, address, phone numbers, e-mail and Web sites, you have the freedom to make your unique business cards entirely your own creation. Use graphics that help to describe your business. Maybe include your company's tag line.

Create a professional-looking business card that—with one look—your contact remembers who you are and why they need your products or services.

Also important in your planning is the business card printing. A proper business card printer will provide you with options to make your business cards unique and professional. Look for high quality paper, images that print at 300 dots per inch (dpi).

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

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Client Attraction Technique 2 Networking

Writen by Andrew Ludlam

One of the most cost effective ways of generating leads and referrals. However it's important that you 'work' these opportunities in the correct way. The following techniques should make a great difference to your success rate at networking events.

In The Beginning

It's important to know exactly what you want out of a networking event, as well as why you're attending? Is it to refine your skills, build relationships, make sales or research the competition? Will you encourage people them to visit your website? Sign up for a workshop? Set up a time for a further meeting?

In fact, you may find you'll benefit most from networking when you have one intention and stick to it. That way you won't become sidetracked and instead can concentrate on the job in hand, for example, to build potential joint ventures.

Business Cards

Apart from yourself, these are second most important equipment for any networking event. However, don't just hand your business card out to all and sundry. In fact, until you know whether or not the person opposite fits a match to your needs, don't be tempted to exchange cards. No match, no card.

Also keep a pen handy, that way you can write something memorable about the person you've just met on the back of their business card before moving on i.e. what was discussed, their interests, needs etc. This can provide a great memory jog for after the event.

Never apologise for your business card. As long as it contains your correct contact details, then your business cards are performing. Remember, 'business cards do not maketh the man… Or woman.'

First Impressions

What will make more of an impression, your job title or what you actually do? Remember that with any product (and the product here is 'you') people want to know about the benefits not the features.

So instead of saying 'I'm a Financial Planner', try 'I help people take control of their finances'. Doesn't that immediately sound much more empowering and interesting?

Think about how you would introduce yourself, so that you a) tell people what you do, and b) include a perceived benefit.

However the best way to make an impression is to listen. Remember it's not about you, but them – keep talking about your business and how great you are and you've lost them. However by taking a real interest in the person opposite and how your business can help them, well then you're well on the way to gaining a good contact and maybe even a client.

So what kind of things could you ask or talk about? Here are a few questions to get your started:

* How did you become involved in this kind of business?

* How do you see this event helping you in your business

* What marketing have you found most effective in your business or industry?

* What would a typical client say about you?

* What is your number one need at the moment?

* What business trends do you see affecting you right now (or next year)?

* How do you identify potential customers?

Then see if you can leave a potential contact with something more. For example, do you have a report you could take along, a copy of an article or press release about your business? Something different, something 'extra' that could make you stand out and differentiate you from the competition.

It's Not A Race

You don't have to meet everyone. Three to four productive discussions will yield far better results, long term, than nineteen 'grip and grins'. Believe me if you're intent on meeting as many people as possible it tends to give away two things, a) a sense of desperation, and that b) you're clearly at the event for one reason: to find work… And quickly!

The Follow-Up

Follow-up within 48 hours of making a contact, either by email, phone or letter. It displays your level of commitment, credibility and professionalism. Yes, we're all busy people, but honestly how long does it really take to write a quick email? How often have we met people who have promised to 'get in touch' and never do? Don't be one of these.

Andrew Ludlam is a client attraction expert, and Director of Maverick Marketing Solutions. If you're deadly serious about maximising the potential of your business, then I urge you to visit http://www.maverickmarketingltd.com and sign up for the monthly 'Maverick Marketing Solutions Newsletter'... where you'll also receive the FREE white paper "Six Magnetic Ways To Attract More Clients To Your Business In The Next 90 Days..!" (Value $37)

Warning! This could be the last business marketing website you ever need to see...

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Powerful Networking Focus On Building Connections Not Closing Sales

Writen by Julie Chance

You can find numerous references in the business literature about the importance of a company's mission. These sources emphasize that the mission is not to make a profit; that a profit is the outcome of and reward for fulfilling the mission. In the same sense, the mission of networking is not to gain business and close sales. The mission of your networking activities is to make connections, develop relationships, and help others. The outcome of these activities will ultimately be increased business. It's the reward, not the purpose.

Matt Soltis, in his book Strategic Networking, says, "Although an early supporter of business networking, I became quickly disillusioned with it as a mainstay of my marketing plan. I found that something was missing from those long sessions of glad-handing and exchanging business cards. I had collected a pocketful of business cards but little else.

"While I was analyzing my needs and talents it was pointed out by my personal coach that I had a behavioral style that lent itself to chatting, while listening took a back seat. How could I learn if I would not listen?

"At the next opportunity to network, I intentionally listened, never interrupted, and found myself very interested in the other person's business. When I spoke, I asked questions, just a few, but selective so that they elicited answers about the other person's needs. I had stumbled on to the answer I was looking for. I wasn't there to find clients. I was recruiting others to look for my clients and pledging to reciprocate as I learned more about their business. I was participating in something I later described as strategic referral networking."

So how can you approach networking from a prospective that ultimately leads to increased business? First, it is important to understand that developing a network is a process, and it is about building relationships. A key objective of effective networking is to find out about others – their concerns, problems, needs, and wants.

Become a problem-solver and a resource. Listen for problems you can help others solve, either directly or by referring them to someone else in your network.

Practice the fine art of questioning (and listening). Asking open-ended questions, and really listening to the other person's responses, is one of the most important networking skills. Some key questions or statements you can use to elicit additional information include:

· What would be an example of that?

· Please expand on that.

· Tell me more.

· How do you do that?

Be curious. Develop a true interest in others, what they do, and what they need.

Follow up and stay in touch. Developing a network is not about attending a bunch of meetings, having a meal, and going home. After all, the word "work" is part of "network." Remember, developing a network is a process. Ivan Misner, founder of BNI, describes networking as a process of developing visibility and credibility. Only then will your activities lead to profitability. It may take as many as five to 15 contacts with an individual over a period of weeks, months, or even years to develop the kind of visibility and credibility that leads to profitability.

Look for ways you can support your network members. It's not always about doing business with or even referring business to them. Some ways for you to support your network members include:

· Posting their information on your website or in your newsletter.

· Inviting them to speak at an organization in which you are involved.

· Doing joint promotional projects with them.

· Distributing their information.

· Nominating them for recognition and awards.

· Inviting them to attend events with you.

Arrive early, stay late, and get involved. Take a leadership role in the organizations you are involved in. It's a great way of becoming more visible and developing greater credibility with a larger number of people in a shorter amount of time. Focus on giving, not getting. If you look for ways to assist others, you will be rewarded for your efforts both directly and indirectly in unexpected ways.

Don't keep score. "Successful networking is never about simply getting what you want. It's about getting what you want and making sure that people who are important to you get what they want, too," said Keith Ferrazzi during a January 2003 interview for Inc. magazine. Or as Sandra Yancey, founder and CEO of eWomenNetwork quotes her mother as saying, "Give without remembering and take with out forgetting."

In addition to the ultimate reward of increased business, effectively developing your network will bring you:

· Different prospectives

· Information

· A support team

· Connections

· Strategic alliances

· Access to resources

· Advice and Ideas

· More potential solutions

In his book, Soltis points out another value of networking: the ability to bring your clients value-added relationships through referring them to the right individuals to help them solve all of their personal and business dilemmas – whether it is a tax question, temporary housing, or a place to board an exotic pet. As you determine the role that networking plays in your business-building strategies, ask yourself these questions:

· How can I assist the members of my network?

· What are their needs?

· What resources can I bring to them?

· What connections can I help them make?

What can you expect if you put in the time and effort required to develop an effective network? To paraphrase Yancey, from her CD, Increase Your Net Worth by Developing Your Network: A strong network brings the power to make things happen and provides a safety net when things aren't going so well.

© 2004 Strategies-by-DESIGN. May be reprinted with credits and contact information.

Julie Chance is president of Strategies-by-Design, a Dallas-based marketing consulting firm specializing in marketing programs including marketing coaching for professional service providers. If you are interested in additional information about how to develop more leads, turn those leads into loyal customers, and obtain a greater return from your marketing investment, Julie invites you to sign-up for their free marketing tips newsletter at http://www.strategies-by-design.com.

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Which Networking Events Should You Attend

Writen by Bette Daoust, Ph.D.

How does one determine which are the best events to attend based on one's best customer?

Customers are not a dime a dozen, especially in today's economy. So it is best to follow the rules mentioned before on how to define your best customer before attending an event. The customer definition will lead you to choosing events where they will attend. Customers have their preferences for events just as you do. They are also looking for ways to meet others. If you find out where they go, then you should also make a point of attending. I have often attended events that I would not normally attend, just to get close to a potential customer, and of course a potential sale. And it may be someone completely unexpected that is met at such an event. If your best customer profile attends this event, you can bet that others just like them will also be in attendance. In the long run, your opportunity to capitalize on the event will be enhanced by being very discerning about who will be there. It is akin to choosing the parties you attend.

No need to do this with an attitude, but you need to be aware of where you are going and why. Not all events will fill the bill. For example, if you were selling high end networking systems, you would not likely attend a Chamber event for small business. Not that the Chamber does not have anything to offer, it is just that your best customer is not likely to attend such an event, but people that attend Chamber events may be connected to your best customer. On the other hand, you will likely want to attend a business symposium directed at the larger size corporation. They are more likely to attend events that have other like minded companies as part of the participant list.

Now that you have defined what kind of events you wish to attend, it is time to look at your calendar and make the decisions. You need to make sure that when you attend an event you will be able to follow up your leads before you make arrangements to attend another event. Nothing is worse than getting a calendar full of meetings and no time to do actual sit down discussions and follow-ups with potential clients.

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 June 2005. For more information visit BlueprintBooks.com

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