U.S. MID-ATLANTIC: The Power Of Dedicated Individuals - the 23rd Street Association

by Bruce Newman
U.S. Mid-Atlantic Bureau Chief
(New York, New Jersey, Pennsylvania, Delaware, Maryland, Virginia, West Virginia, Washington, DC)

Having received weekly notices from the 23rd Street Association for several years, I decided to interview Miriam Cohen, its secretary and board member and Robert Schwartz, its managing director to examine this organization in greater depth. Both Miriam and Robert are very passionate and committed towards this association. This association is truly a terrific example of how a small group of dedicated individuals can create a growing and vibrant community.

Can you please provide a little background about the 23rd Street Association?

The Association consists of both business and residential members. Its footprint extends across Manhattan from river to river and between 17th and 32nd streets. We are committed to both businesses of all sizes and area residents, although our primary focus is towards the business community.

We have 3,000 people and 100 organizations as members. Our relatively small size has allowed us to remain focused and to concentrate directly on the needs of our members. In fact, we are about to distribute a new survey that will help us maximize our abilities to service the small business marketplace, particularly by refining our networking events to concentrate on the issues and areas most relevant to our potential attendees.

How long has the 23rd Street Association been in existence?

We are currently celebrating our 80th year. The reason we have survived for such a long period of time is largely due to our commitment to community. We’re a voice in the district for our members as well as an important outlet for those outside who want to do business within our footprint.

How have you been supportive of the business and residential community?

Our weekly newsletter informs business owners and residents of events in the community including opportunities to hear local government leaders like Manhattan Borough President Scott Springer and the wonderful happenings held in Madison Square Park. We also lend our voice on local issues. Right now, for example, landlords in the Chelsea area are forcing out many artistic and cultural groups so they can bring in renters who can afford higher rents. The Association is working with our sister group, Destination: Chelsea, and the community board to find a working arrangement for all parties.

We also represent the role of ombudsman for people within our working area. The parking problems in our area are enormous and there are traffic issues that grow worse each day as new buildings bring more cars and users of public transportation. The Association is an advocate for the needs of residents, real estate owners, and small businesses who suffer from these problems. We are working very closely with the Manhattan.Chamber of Commerce, the Greater New York Chamber, The Flatiron/23rd Street BID and other New York organizations to find the necessary solutions.

How frequently do you hold events? Are they often networking events?

We have regular networking meetings 4 to 6 times a year. We’re big on exchanging business cards through events that afford business owners the opportunity to introduce and promote themselves and their services while generating relationships between our members. Occasionally, we also invite guest speakers to these meetings.

In addition, we have done several special events including cinema nights and wine and cheese gatherings for our residential members. We also participate in events in conjunction with other organizations, one such example being our support of holiday celebrations in Madison Square Park.

What are some of the services available to members?

First, we publish a weekly newsletter to over 4,000 subscribers about happenings in the neighborhood. We have worked hard to make the newsletter informative and to incorporate many ideas from our members. We also make sure that the Association’s website is up to date, reflecting upcoming events on our calendar, keeping up an archive of full articles continued from our newsletter and perhaps most importantly, making certain that member-to-member discounts are current. These include promotional pricing for copying services, reduced rates for restaurants, car rental discounts and reduced prices on goods and services at local retailers.

One critical service that we’re still working on is obtaining a group discounted rate from health care providers. Since many of our members are small businesses, the premiums are likely to represent significant savings over their current plans or will help insure employers and employees who have previously not had any coverage at all.

Member benefits also include free advertising in our newsletter and a listing on our website. Furthermore, some of our networking events are only open to members.

We have also begun to do some training for members. Baruch College, one of our active members, has held seminars and supplied speakers in a number of business subjects.

It seems like you have a tremendous amount on your plate. How do you generate income?

Generating income is a big problem, especially in this economy. We currently have very limited funds – mostly from membership dues - and a lot to accomplish. All of our board members serve on a volunteer basis. Robert, for example, puts in on average over 25 hours of work per week and receives no remuneration.

We also generate some income from our events although the funds net very little and, given the current economic downturn, we have not asked for or received significant contributions despite being a 501C non-profit organization.

To achieve our many accomplishments requires an extremely proactive and passionate board of directors. This commitment is one of the major differences between our organization and many others. Our business model reflects our ability to reach out to small businesses and channel our passion towards helping them.

Our very reasonably priced membership is based on the size of an organization and provides access to a wide range of discounts, as well as free advertising and a listing on our website for businesses.

Yearly membership rates are:
Residential members: $95
One person businesses: $195
10 person businesses: $595

Our Soles4Souls nights are great events we hold twice a year. The price of admission is a pair of gently worn shoes that is then distributed to people who really need them. Actually, Robert runs these charity events through Eneslow and brings the 23rd Street Association in as a sponsor. It’s all about helping and empowering people.

Soles4Souls is a great idea. Do you do other charity events?

Through Eneslow, one of our sponsoring members, we support a number of great causes such as the American Diabetes Association and Hereditary Neuropathy Association, and the Arthritis Foundation.

Finally, why should people join or create an association such as yours?

Consider how a group of passionate and focused people can make a difference. We have helped both businesses and residents in our association. Through our efforts, people promote their businesses, take classes, network, receive ombudsman help and support a variety of social causes. It only takes a small core group of people to achieve terrific results.

The 23rd Street Association: email: info@23rdstreet.org, web: http://www.23rdstreet.org/ .

Miriam Cohen is the Secretary and serves on the Board of Directors the 23rd Street Association. She can be reached at: 212-255-3037.

Robert Schwartz is the president of the Eneslow The Foot Comfort Center and the Managing Director of the 23rd Street Association. Bob can be reached at 212-477-2300.

If you know of a networking group or association you would like to recommend for one of my articles, please contact me by email. - Bruce

Bruce Newman, an expert on consulting, is the mid-Atlantic editor for The National Networker and the Vice President at The Productivity Institute (PI), LLC. The Productivity Institute locates, evaluates and supplies outstanding consultants, matching their expertise to the specific consulting requirements of any company. In addition, PI also provides a Critical Factors Needs Analysis (CFNA) that identifies a company’s productive and non-productive costs, thereby increasing their positive cashflow and financial flexibility. Subscribe to our informative and free newsletter (circ 7,000+), receive our RSS feed, and read our blog. Bruce can be contacted at bnewman@prodinst.com.

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FRANCE: Becoming a High-level Athlete in Word-of-Mouth Marketing

by Thierry Mazué

French Bureau Chief

Becoming a high-level athlete in word-of-mouth marketing
Social media marketing – Skills acquisition.

Competitive race car drivers, tennis players or golfers who seek to perfect their moves on a course or on a court, rehearse the same gestures over and over again.

Some successful athletes have described this process in great detail in published accounts.
The moments preceding a given move are perfectly orchestrated and carefully segmented, second by second, from visualizing the next move to identifying the factors that will perfect their aim…

What do all these phenomena have in common? Training, without a doubt, which serves to create the good habits and muscle memory that will make it possible, in a real-time situation, to reproduce what was learned and integrated.

How many of us know or have experienced these good practices? There are many of us.
What about your word-of-mouth marketing? What is your level of training?

How do you create the habits and techniques that ensure the best possible performance?

Growing your business through word of mouth is based solely on relationships, which require a significant commitment of time and effort.

Do you know a better way than to get out and regularly meet new people, while progressively learning to:
- better communicate with them,
- help them in their business,
- follow up effectively,
- expand your network,
- take control of the recommendations you receive?

Increasing your networking skills is essential to growing your business. This is even truer during a period of economic slowdown.

The real question is: Are you doing everything you should, in a structured and systematic fashion, to obtain the results you desire?

Imagine that you were in a position to know:
- Which recommendations you are going to receive
- When you will receive them
- From whom
- The amount corresponding to each one
- The number of prospects you need at any given time to reach your goals

Social media marketing (or word of mouth, or recommendation marketing), and its application to business development, is a technique that must be learned. It requires serious commitment, careful practice, and the rehearsal of specifically defined phases that allow a business relationship to progress.

Let there be no doubt: As an entrepreneur, you are already a high-level athlete, in need of specific training to grow your business through recommendation.

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THE STRESS OF SUCCESS: How Do You Define Success?

The Stress of Success with Cinda Hocking, LMSW

When you think of a successful person, what attributes do they have? If you look at our values as they are reflected and influenced by advertising, our culture seems to define success primarily by the acquisition and retention of money and real estate, youthful good looks, stylish and expensive lifestyle items, and fame. While we all realize that money does not buy happiness, it is also obvious that it sure makes misery more tolerable!

The attributes and material possessions our culture rewards and encourages are very compelling, but what truly constitutes a “successful” human being? I ask clients about what defines “success” and they always list spiritually and personally fulfilling characteristics: good relationships, passion about work, commitment to an environmental or social cause, or dedication to developing something.

Busy, success-driven people are starting to realize that cultivating small but fulfilling daily experiences is just as important as working towards grand lifetime goals. They are exhausted and complain to me that their day-to-day pleasure in life has disappeared because they are too busy working towards acquiring and maintaining “success.” And even when professionals don’t feel successful, they are still running themselves ragged just to give the appearance that they are!

Whenever a client expressed an underlying pervasive feeling of being unsatisfied, I ask them about their vision/idea of a successful life. I ask what are fulfilling characteristics of each day, not just what are their big goals. We focus on whether the ideas and ideals they are trying to manifest are truly what they want or believe in. Is their vision updated to who they are now, or is it frozen in their past ideas of what they “should” do or be? Is the vision really theirs, or is it someone else’s? Are they sacrificing having a successful daily life in order to avoid a fearful future or achieve a future success?

Here is a simple awareness exercise, that if done consistently, will help you to discover (or rediscover) daily fulfillment and success. This practice is also referred to as “mindfulness”.

We all have daily activities, chores and tasks that we find necessary, but not particularly pleasurable. They are often done mindlessly or even with a sense of resentment and boredom. However, even routine activities can become fulfilling when you do them with awareness, noticing how they enrich your life and the lives of others. Every day practice noticing and observing how each action you perform utilizes, reflects or supports your values, interests and abilities. How do your daily actions help the people you care about, your community, the environment? As you build awareness, you will begin to do these activities with more and more attention and positive intention. As you do so, you also cultivate a real appreciation of each moment. Try it, you have nothing to lose and everything to gain!

Cinda Hocking, LMSW

Health and Lifestyle Counselor

http://cindahocking.blogspot.com

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POWER THOUGHTOF THE WEEK: Networks and Agency, Part 1

Power Thought of the Week with Patricia Parham, Ph.D.

Networks and Agency

Agency is the ability to negotiate the environment in order to produce desired changes or circumstances. Your network is one conduit for exercising agency. How well does your network help you create the conditions in which you thrive? As independent individuals, we use networks to create favorable economic conditions, barter and broker goods and services, and meet our emotional and social needs. Our power grows as we become more effective with each of these.


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Murderous Twist on Social Networking

Many of you that know my husband Adam J. Kovitz well may have heard about his involvement in interactive Poison Pen murder mysteries produced by his parents Susan and Joel. While I've always been a lesser fan of the mystery genre, Harper's Globe has changed my mind.

For 6 episodes of the CBS mystery event Harper's Island I have been trying, quite unsuccessfully to put together the pieces and search for clues. While admittedly I am not even an amateur sleuth, as past film student I do have the (often annoying) knack for seeing all too quickly what the director is trying to get at, so by the time it is reinforced in the plot a few more times I feel like they're beating a dead horse. Finally I have found a show that keeps me guessing and asking more questions. After seeing a good number of the suspects meet their early demise I finally, as instructed in the commercials that my husband likes to fast-forward through, went to the Harper's Globe website.

"Who are these people?" I asked myself not recognizing any of the main characters on the pages. "Who the heck is Robin?" Well, I got over the initial shock of disorientation and marched on even though it was quite excruciating for me to watch the blog videos because my computer is ancient and needed to be resuscitated after continually crashing due to memory overload. Fortunately it was only a technical issue and pencil and pad in hand I persevered and, wow, it was hardly the same show!

I totally love what they're trying to do to create an interactive experience. Life is made up of so many points of view and the people that created Harper's Globe get that. Weary of an omniscient author or director creating a seamless account to lull you into complacency? At Harper's Globe you can find a wiki of character and plot information, profiles of the characters, shocking and provocative video and social networking with other fans. How cool is that!

No spoilers here. The past episodes are online, everything else will far exceed any expectations. Enjoy the technotainment!

http://www.harpersglobe.com/faq/

- Wendy Kovitz
Cyberian of Networking
http://EpicInABottle.blogspot.com



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UK: The Importance of Clarity and Focus

by Dave Clarke

UK Bureau Chief

Last month I wrote about 'How Small Businesses Really Network in the UK' and quoted from the research findings of Alan Rae and Lisa Harris. I have also written previously about how networking activity is on the increase in the UK.

It is great to see more business owners and professionals networking. Often, however, people new to networking have little idea about the basics. In fact one of the most popular handouts I have is a postcard with '10 top business networking tips' printed on one side.

Alan has also written a couple of helpful articles about building trust which is at the core of effective networking. The articles entitled, Building Trust Part 1 and Part 2, are well worth a read and summarise some of the findings from his current research.

Alan writes that as well as being crystal clear about what you do, doing what you say and knowing your subject, the key skills of networking and building trust are:

* An attitude of Givers Gain
* Listening Skills
* Rapid follow up
* Enthusiastic can do attitude
* Trustworthy and sincere

Brilliant reminders about the basic skills required to be effective and successful in business networking.

He also provides a great summary of what it takes to make it work really well:

"Above all you have to be clear about what you want out of it – be it collaborators, referrals, employees, introductions to finance. If you are helpful and you let other people know clearly what you do and what you want, consistently – then the magic will start to occur."

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

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business networking | business networking events | business networking podcast

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NET-TECH REPORT: Online and Social Networking – Productive for Business or a Waste of Time?

Net-Tech Report with Chris Kauza

I've been asked this question many times over the last few years, and people generally seem to fall into one of these two positions. Very seldom is there a middle ground. If the individual happens to spend a lot of time online, and are at least slightly familiar with some of the various social media tools out there (LinkedIn, Facebook, Twitter, etc.), then they tend to be proponents of online networking. Those who are more “traditionalists” and spend most of their time in offline networking, tend to discount the online approaches. And the fact that my 60+ year old librarian neighbor is on Twitter indicates that some of the more "traditional" metrics are no longer the right ones to use..

The crux of the question, however, lies not in the tool but rather in the purpose and approach used in networking.

Effective networking relies more on the purpose and approach than any specific tool. In my experience, effective networking comes down to these three characteristics:

1. Be authentic. This means different things to different people. Indeed, different social networking sites and forums will have different “norms” and rules for usage. But, “be yourself, warts and all” is generally accepted behavior. You will find that you attract people into your network sphere of influence who appreciate what you are offering, and will most likely contribute something you see of value, back to you.
2. Build it before you “need” it. Quite simply, many people are using online networking tools to hawk their wares. And while that is certainly a legitimate use for the platform, I don't think one should look at it as simply another platform extension of your Sales and Marketing functions.
3. Be like St. Francis (seek first to understand, then be understood; seek first to give, then to receive). And in this instance, tools like Twitter can be very useful. Suddenly, the Tweet “I just had the BEST cheeseburger for lunch!” gains some relevance, in that you can more of a personal perspective on someone, or even “some-thing” if you're following a company's brand.

Where things really start to become interesting when you look at a person's interactions in the Web 2.0 space (loosely defined as “Internet content generated by a user”, and would contain things like blogs, forum postings, online networking activity, etc.). Almost all of this content is or will be readily searchable and accessible. This begins to establish a person's “digital footprint” (because once you publish it online, it's on a server “somewhere”). Thus, not only can you establish credibility in a certain subject or set of subjects (this is what most people refer to as “relevance” or “credibility” in a subject area), but one simultaneously builds “reach”. As both grows, individuals and companies establish areas where their words and actions either inhibit or reinforce their brand.

In answer to my opening question, I don't think it is a waste of time, although a lot of time can be dedicated to it, so each individual and company needs to manage it's time and money investment against the return they are getting (or not), using metrics unique to their specific situation.

Productive for business? I think it is, although if it's not managed properly it can be destructive for business.

As with any investment, businesses and business people need to be deliberate in their networking efforts – both online and off – in order to see a good return and feel the effort and expense are justified.

www.AskABusinessGuy.com

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LASTING IMPRESSIONS: The "Art" of Networking

Lasting Impressions with Sian Lindemann

Social Media - A Contagious and Addictive "Art" Form

The Art of Networking is well becoming an art form in and of itself, via the web. A recent immersion into a massively interactive study and ultimate campaign to celebrate Planet Earth, for Earth Day 2009, was the most remarkable gathering of strangers, who became enmeshed in a living breathing microcosm on the web.

It was remarkable for so many reasons. There was a guide. There were students of Social Media. There was a passion among them in favor of bringing awareness to the plight of our Earth…and there was of course, the human element….People…all unknown to one another before this point.

All… well known to one another upon completion.

We came together like the communities of organisms that gather around a lava vent deep on the ocean floor, and who as quickly disperse when the source of that heat diminishes.

Why?

We’re changing as a species. We’re changing as a human community.

I rarely spend time in my own community for to venture forth into it feels surreal. It feels like being surrounded by those so busy with their task that they’ve forgotten the human element of thought and feelings and are mostly too busy to consider an emotion or real exchange of some kind.

It is strange to witness after immersion into ritualistic interaction in a way that conversation spreads across the globe through this box on my desk, connected by threads of communication and comment building upon a source, one source, many sources, and ultimately finding blend.

Much like musical composition….the multi – layered hues of music…
The conversation becomes the continuum. A beginning yes, a subsequent interaction, and ultimately, crescendos or not…and a continuum that ensues whether I am present or not.

It’s like being a voyeur of experience, and surreal is the best definition that I can give it.

I felt often during that time like the prime character of the movie, Lawn Mower Man…I knew that my intelligence and knowledge were expanding in a way that rational thinking could not explain. I was learning at a massive rate of speed. I was absorbing information at a rate and with a passion I’ve not known for some time.

I became obsessed with the interwoven nature of the web, the spread of information at the touch of a button, and the ultimately the enrapturement of this tightly woven group of people whose content was moving, personal and as individual as were the creators of it.

And then it ended.

Ended and found yet another thread. Another entry point. Another conversation, although a deeper at this juncture. And we begin again, with another topic. In the conversation people, who remain bodiless and only a personality or style of writing emerge.

It’s like a buffet of delights, of tastes, thoughts, colors that transcend culture, transcend country, transcend race, yet always remains human, by the nature of its source.

Strange and remarkable that this conversation and interaction is lucid and alive, and ongoing. Rarely the mention of being paid for one’s service to the whole as if the mention of money or exchange of services is taboo in this new community…and I wonder what those who participate do, to garner the income required to keep their computers illuminated.

People do “pitch” their projects. People do discuss the nature of their business, but it is a world so unlike anything I am familiar with in the traditional sense of “business”, i.e. a product, its development, and its ultimate sale.

However business ensues in this platform, but does not take root until an authentic state of “relationship” and development occur between the parties…yet will those parties meet in person. I have met some, but most I have only known through profile pictures, documented profile content, and in all truth, is it true? Who knows, really?

Yet each of those profiles takes form, personality and recognizable uniqueness in their ongoing expressions. One would have to have an excellent memory if they did not come close to their authentic nature….as the spontaneity of one’s interaction is not regulated, unless one I suppose could automate an entire identity.

My mind cannot wrap around that, although I would imagine it’s possible….I suppose that is where AI (Artificial Intelligence) comes in. One could create personality, automation and interaction based on a series of personality traits…and thus automates the whole conversation….

Too much for my mind to wrap around…

The point, however, is in this time, of 5-6 months; I have made more authentic friends and relationships on the web with people who I’ve never had the privilege to stand in front of and shake their hands, give them a hug or chat over a hot cup of tea.

Yet the friendships are real, caring and authentic. It’s a remarkable switch…and I find it artistic. I find it massively creative. And I find it a continual stretch to create engaging, deep, and meaningful things to share…which cause a reaction…both positive, and negative, but Mostly positive.

There are some who have expressed annoyance at my prolific use of imagery…..but there are so many more who appreciate the beauty that I share with them…collections of paintings, music, poetry, poignant and personal text that relate to real life situations.

The “new” edge of what has been known as a traditional ‘gallery.’

Its far more engaging than most of the intimate relationships I’ve had over the years. I’ve been more myself, more expressive and more daring in this context of interaction with others that I have ever done in day to day real life.

I’ve had relationships, I’ve been married, I’ve raised my children and they are off on their own, and at this time, this freedom to fully express myself has come to an intimate and ongoing interaction with friends, colleagues and “followers” on the web.

How strange it must be for someone on the outside of this art form….to enter, and expect immediate understanding. It’s been years of this growth, interaction and method of communication that has defined more me than any other immersion I have engaged in…

It’s a never ending web of wonder. It is art, It is community, it is communication, services and it is human…. and “it is HERE to stay.

Sian Lindemann
www.siandesign.com
siandesign.blogspot.com
Monument, Colorado, USA
May 2009

















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U.S. NEW ENGLAND: Socially Responsible Networking in Vermont

by Noelle Southwick

U.S. New England Bureau Chief
(Maine, New Hampshire, Vermont, Massachusetts, Rhode Island, Connecticut)

Robert Dean co-owner of Juniper Hill Inn Bed and Breakfast in Windsor Vermont believes in socially responsible networking. He networks by supporting non-profit organizations and his local community.

Non-Profit Support
Robert had been involved in non-profit organizations for many years. When he started the Juniper Hill Inn with his partner Ari Nikki they continued that commitment by opening their doors to raise funds for non-profit organizations. They have raised over a half million dollars for charitable organizations in the past 3 years.

Being open to supporting non-profit organizations has led to non-profit organizations supporting the inn. Now the organizations they have helped think of Juniper Hill Inn when they need rooms or to host an event. The people they have worked with on fundraisers know them. People like to do business with those they have the opportunity to get to know.

Local Support
From our discussion I know that Robert has a genuine appreciation for Vermont and what is unique about Windsor. He supports the local economy by directing guests to visit local businesses and attractions.

The first December the inn was open Robert and Ari decorated in celebration of Christmas, Chanukah and Kwanzaa. They charged a $10 admission and donated the proceeds to improvements for the town park across the street form the inn. The fundraiser connected the inn with the local community.

The Juniper Hill Inn supports fundraisers for the Cornish Colony Museum as well. Robert says their association with the museum lasts much longer then simply putting an ad in a newspaper or a program.

Locals Support the Inn
“Locals can do a lot for an inn,” says Robert. Members of the community use the inn when they have guests or want an easy getaway. Robert recognizes they would not get as much business from the local community if they were not involved in the local community.

Results from Socially Responsible Networking
Robert acknowledges that it could be difficult to get statistics for socially responsible networking efforts. Results are not always immediate or measurable. However, being involved in charitable organizations and the local economy means the Juniper Hill Inn name gets associated with good things and the good work Robert and Ari are doing. Based on results, it works. Robert Dean and his partner were awarded the Innkeeper of the Year award for 2008 from the Vermont Chamber of Commerce and the Vermont Hospitality Council after being in business for only 3 year.

Networking Tip

“Think inside the box and outside the box. It takes both these days.” ~ Robert Dean co-owner of Juniper Hill Inn in Vermont.

Contact Information
Juniper Hill Inn
153 Pembroke Road · Windsor VT 05089
802-674-5273 · Toll Free: 800-359-2541
Innkeeper@JuniperHillInn.com
http://www.juniperhillinn.com/

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U.S. SOUTHEAST: Re:Focus on Careers

By Larry Block,
U.S. Southeast Bureau Chief

More and more in today’s uncertain economy, I find that people are turning to networking not only to get and retain business, but to find new and exciting job prospects. This month I have chosen to highlight an organization that dedicates itself to helping professionals enhance their careers through networking.

Debbie Rodkin is the Executive Direction of Re:Focus on Careers and offers everything from networking seminars to networking meetings to career workshops to referral sources and everything in between. Debbie began running networking events for The Layoff Lounge which closed in 2004 when Donald Trump hired its CEO, Kelly Perdew, during the second season of The Apprentice. Shortly thereafter, Debbie founded Re:Focus on Careers and has successfully grown the organization, speaking to audiences and facilitating events in multiple states.

Re:Focus on Careers offers seminars to teach employees to more effective at professional associations and trade shows. Seminars include: Networking for Introverts and Others Who Don’t Like to Network; Making the Most of Your Networking Time; Networking: Beyond the Handshake; Prepare for a Career Fair; Networking Your Way into Hollywood; Increasing Your Exposure (Without Losing Your Shorts!) Debbie also offers opportunities for a job change. If you have just been recently laid off, this might be a great opportunity to change your entire career. Through one of Debbie's workshops or seminars, you might find that now is the perfect opportunity for a career change.

In addition to seminars, Debbie also has workshops such as Mastering Executive Job Change as well as monthly networking meetings. The monthly networking meetings are held in two parts giving a little bit of everything to everybody. Before the meeting starts, there is usually a resume service company that is available to help anyone who needs it with their resume. Once the meeting starts, there is a speaker who speaks on a topic that is relevant to the current job market or to networking in general. The June topic is “Everyone Communicates – What Body Language is Saying” given by Gregg Amerman. The second part of the meeting consists of a speed networking segment. There are usually 3 or 4 rounds of networking depending on the time. Most of these events consist of half the room being possible candidates for a new career and the other half businesses that are looking to hire new employees. At the very end of the meeting, Debbie calls to the front all representatives of businesses that are looking to hire to enable prospects to pinpoint exactly who they need to speak with before leaving for the evening.

In addition to the monthly networking meetings, Re:Focus on Careers offers a monthly Happy Hour where you can network in a more social environment, Referral Groups for those looking strictly for referrals, and Volunteer opportunities. There is also an opportunity for membership which gives the members access to networking meetings and career workshops, use of resource library, community service opportunities, an online chat arena in which to share contacts, job, networking, and volunteer opportunities, and receive discounts to national and local businesses and services.


For more information please visit the website at www.refocusoncareers.com or contact Debbie directly at Debbie@refocusoncareers.com.




Larry Block is a text messaging expert, president of Mobile Marketing Technologies, Inc. he provides text message advertising and marketing services nationwide. Need an advertising solution that actually works and gets directly to your target market – visit www.hippocketads.com, Larry can be reached at larry@RuTxting.com

DEEPENING NETWORKING THROUGH RELATIONSHIPS: Lessons From Busy Networking Professionals

Deepening Networking Through Relationships

with Christine Sotmary, M.S., L.Ac., CPC

I'll be the busy networking professional today. We are having a holiday, so I gave my networking friends the day off.

I'm sitting outside on this sunny Memorial Day in the U.S.A., a day set aside to remember our military men and women. I got to thinking about how many additional groups deserve to be remembered and acknowledged. This isn't a competition, after all, I trust that our hearts can hold all of them. Starting with the hundreds of years of soldiers leaving homes to go off to often dangerous places, we can remember all the friends and families they left behind. Then there are the loved ones who cared for those many service people who came home injured or emotionally altered by their experiences.

Why discuss this in a networking publication? Because……people like to be remembered, respected, appreciated and acknowledged. It's human nature. When I remember the support persons that live in the shadows, behind the "main event", I open a world of giving and receiving. Some of these contacts may be good for our businesses but all of them are good for our souls.

Christine's 5 Networking rules for remembering the people in the shadows:

* I always get to know the support staff. They often are the ones with the "boots on the ground" information to make my life a little easier.

* When I remember, which isn't nearly as often as I would like, I make it a habit to ackowledge people who are quietly making this world a better place, such as medical teams, office workers, and cab drivers, thereby bringing sunshine to them and often opening the doors for me.

* I find the value in the people behind the scenes and marvel at their talents and skill sets. Let's see, in just the theater, there's the lighting, sound, costumes, makeup, hair, stunts, special effects and the list goes on. As I work on my projects I network to find the best folks and value their roles as much as my own. I would be a very lonely bass player if I hadn't found the talented musicians I work with.

* I love working on projects with a team. Divas are usually out front but the task of collaborating goes to the team making an event come to life. When was the last wedding you attended where things flowed effortlessly from one activity to the next? It takes teamwork to make things run that smoothly.

* I've learned that all of this is networking. Trying to contact a CEO without befriending their gatekeepers is a tough road to travel. I look everywhere for connections and by doing this have seen my network grow in depth and effectiveness in a relatively short period of time.

When we are able to see the value in all of our contacts and realize that it takes time to earn their trust and respect we can start growing a solid network of resources that we can count on later. It's like having a savings account of sorts, standing ready when we need it.

Just the other day I was able to give a friend 3 referrals only minutes after she finished a conversation with someone who was going to help her double her business sphere. Their deal was based on her quickly being able to fill 6 job positions and I was immediately able to help her with 3 of them. These were all support and service slots and I had gathered these connections over the last several years of networking. I was happy to be helping so many of my contacts find work, while helping my friend expand her business at the same time. Win, win for them and a win for me too!

So the lesson for me is to befriend the folks that are often forgotten, value them, acknowledge their talents and skills, work in teams with them and take the time to grow strong relations for future connections.

For more information you can sign up for my 3 newsletters or contact me at:
www.gotbetterhealth.com
www.gotcoaching.com
www.manhattanmetabolic.com
www.acucoach.com

You can also read more at my 2 blogs:
www.sotmary.com
www.metabolicmatters.com
You can also purchase my book at:
www.christinesotmary.blogspot.com
www.livingontheverge.com




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To subscribe for your free TNNW Newsletter, go to http://www.thenationalnetworker.com/ For the complete National Networker (TNNW) Relationship Capital Toolkit and a free continuous RSS feed (available either by traditional RSS or by direct email), go to: http://thenationalnetworkerweblog.blogspot.com/

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THE PSYCHOLOGY OF NETWORKING: Deadly Mistaken Practices Smart People Make- Part I

The Psychology of Networking

with Christine M. West, MS, CMHT

We reside in a fast touch and go world where social media, symbolic communication and environmental influences shape and model behavior. People are social creatures who by natural self-means are organized, reflective, regulated and proactive as opposed to reactive organisms to the environment. Social systems dominate the road for human advancement and adaptation. Human beings represent the created product of each and every social system. Human beings continually learn, influence and model the behavior in their social system. This is the very reason why these human social networks have power.

Many of today’s social systems have conditioned many smart people to deadly practices that result in missed opportunities, superficial relationships, mistaken assessments, wish-washy outcomes, stagnation and a limited relationship with prosperity. It is our responsibility to become aware if our social system is pulling us up or dragging us down.

The following are mistaken practices that many smart people make:

1. People want to succeed yet their fear fuels resistance which stops the required changes to take place. For success to progress the new behavior needs to be congruently aligned with the other pieces and parts of the person, group and environment, otherwise regression probably will take place.

If a person is involved in a social system that continually feeds limitations and fear, the individual is faced with a choice to either leave the social system or allow regression to take place and be pulled back into a limited environment.

The overall strength in successful change is derived from group work. The change spreads with group willingness and agreement.

If an individual really wants to strive for more, then is better to find a social group to pull us up to a new level of success.

2. Many lack a clear focus. We can focus on what is or what is not working. We can also focus on what we believe in or do not believe in. Winning scenarios focus on learning to use the tools and resources available in the moment. Often this requires innovation, compromise and adjustments to occur. The key to success is to focus on what you really want and let go of the rest.

3. Many smart people give into their limitations and stop learning. The energy we place on our self-created limitations results in us believing that everyone we encounter lives in the same limited box we do. We think everyone perceives our situation in the same light also. We believe if we cannot find a solution then no one can. We believe we are the end all be all and think we have climbed to the highest plateau. Yet our greatest mistake is failing to pay attention to what we could truly find out from another. The funny piece of this equation is we deny prosperity and signs that could help us. We need to adopt the courage to get out of our own way and start listening and asking open-ended questions.

4. We need to allow ourselves to model what we want. This means the human being is required to pay attention, observe and through a heightened awareness new behaviors are accessible for espousal and installation. The new behaviors include innovative creativity to perceive the world from a different view that includes expanded cognitive ability, advancement in linguistic communication and improvements to regulate and motivate one’s attitude and demeanor.

The process of observational learning creates shifts in behavior, thinking patterns and learning new knowledge. Modeling has strong motivational effects because people want the same success as experienced in another. Values and beliefs play an influencing role with motivation. The value a person assigns to the perceived outcome along with the belief to reach the outcome is determined by the relationship between the value and the outcome and the relationship between the belief and the outcome.

So therefore if we value what we believe and belief in our own value, then we will soon see we are an effect of our beliefs. The choice is ours, we will always see what we believe in and value.

In closing Part I, our choices of the past have created our circumstance of today. It is healthy acknowledge this fact and to learn from the past. Yet it is unhealthy to live in circumstances that cannot be changed. Life occurs in the present and paying to now has great reward and meaningful purpose. Precious gifts exist in the present moment if we only will allow ourselves to stay focused in the here and now.

Genuinely,

Christine

Author: Christine M. West, TheBusinessMD, 2240 E. Tudor Rd. #976, Anchorage, Alaska, USA 99507. Phone 1-907-223-8403. Email: info@thebusinessmd.net, http://www.businessmd.net/ http://thebusinessmd.blogspot.com/ TheBusinessMD offers transformational services to assist better human relationships in the workplace. Ms. West is also a Featured Columnist for the National Networker http://www.thenationalnetworker.com/

U.S. SOUTHWEST: DSWA - The Aloha Spirit Thrives in This Direct Sellers Association

By Kathleen Ronald

Southwest Bureau Chief

(Arizona, California, Nevada, Utah)

This month I’m thrilled to have the opportunity to introduce you to an extraordinary tag team who founded a wonderful group called DSWA. Not only are Nicki and Grace partners, they are the greatest mother-daughter duo to hit the market! Meet Nicki and Grace Keohohou of Direct Selling Women’s Alliance.

I was fortunate enough to meet these amazing women through an old friend named Kathleen Wheeler, who I met when I moved to San Jose and needed some Mary Kay products years ago. Some twenty years later, she is now working for this fine organization, and when I heard about it, I decided I had to know more about DSWA. I was able to meet Nicki and Grace at their National Convention that they held in LA last month, and let me tell you- it was love at first sight! Watching Grace and Nicki was like observing an artist in action-a rare treat for me, as I experienced for the first time, the vibe called DSWA.

The first question I asked them was “Who started DSWA?” and Nicki immediately chimed in to tell her story. She had been involved in Direct Selling for over 25 years, and had worked all aspects of the business. Nicki realized that there was no association to support all the various channels of the Direct Sales world, and as they say, “find a need and fill it”- fill it she did!

What I love about Nicki and Grace is that they are the real deal, and that the association is reflective of the “Aloha” spirit. If you have ever been to Hawaii, you know what I’m talking about. Their passion, heart, soul, and sheer determination brought this dream to a reality back in February 2003, after two years of preparation. This is truly a “grass-roots” organization that has plenty to share if you are in Direct Sales, MLM, or Network Marketing. This wonderful organization is a place you can call home.

Home is a key word at DSWA for many reasons. For starters, home is where this dream was born, and where it evolved from a two-bedroom home that seven people shared with limited resources, to what it is today. Secondly, all of the employees are based from home so that they may truly know the needs of their community. As Nicki said, “We believe there is no better way to understand your members then to live the lifestyle they live as a “home-based” and “home – managed” business. We feel you manage your business from home however you base your business out in the world.”

So, if you are looking for a Direct Selling organization that has some local meetings to connect with like-minded individuals ~ check out http://www.mydswa.org/.

There you will find the local meeting locations. Once at the meetings, you will experience a “safe place” where all types of products and service folks can come together and become masters at their trade, without the constant pressure of recruitment to other companies. They have a strict code of ethics that support the members to thrive in ways that have not been possible before, as their world was running on different terms for these folks until DSWA came around.

The key to their success is that while they do not allow any recruiting amongst the members, they both allow and encourage members to buy from other members. I was surprised by some stats that Nikki shared with me. She said if each person only bought $100.00 of products from a Direct Sales person, that would crank 7.2 billion into the Direct Sales Channel and 3.6 million dollars of the money comes back in commission awards and incentives back in the field. What better economic stimulus package could you dream of? We all have friends in this world, and I'm sure we could all divert $100 per month from the retail establishments and support another entrepreneur.

In the old days, everyone in this arena saw each as either competition or potential- someone to sell to or recruit. Thanks to DSWA, today they see it as collaboration and support. This is the principle that DSWA was founded on.

The agenda is easy:

Registration

Open: Code of Honor overview

Welcome

Guest Speaker (education)

Bid Table / Share products and services

Networking

DSWA is an organization that supports its members beyond the local meeting.

Grace shared that it only cost $89.00 to become a member. You can also try out the benefits for 30 days for only $1.00. I was shocked by such an easy price to pay for the value you receive.

They have a top-notch website, ongoing training, community, and an e-support system that distributes their 1,000+ recordings, all of which represent the top names in the training field. Their web stuff rocks, and they have a ton of reasons why you would find this of extreme benefit to your growth as a Direct Sales Professional.

The web benefits include:

• Discounted marketing and communication
• Audio recording
  
• Email system
  
• Discounted DSWA products
  
• Insurance, including dental, health, hospitilization, chiropractic and more
  
• Central meeting place
  
• Tons of training via articles, tip/quotes, tele-classes, and multimedia training coming soon
  
• Community
  
• Networking
  
• Service discounts such as Office Max, Fed Ex, long distance, etc
  

Beyond the obvious need for this organization, as Grace explained, was the heart aspect of the organization. Her mother Nicki wanted to help children with their self-esteem. As a teacher, this was a huge desire of hers -to be a force to help mold the self-esteem of her students. The model didn’t reach its intended desires, as the kids went home to their dysfunctional families. So, my mom decided that if she was going to cause real change for the kids, she would have to get to the root cause -through the parents: the parents in the world of Direct Selling. “I’ll allow the parents to learn and experience what a healthy self-esteem looks like and they in turn are the example for the children.”

It was so uplifting listening to Grace tell story after story of people who were on the verge of giving up before they got involved with DSWA. After listening to a class or attending a meeting, many of them had a 180 degree turn-around experiences and went on to become one of the top producers in their companies. Grace shared the many stories like a proud mother. Grace has a way of drawing you in and making you feel loved and cared for from the first hello. Her mother came to her with the idea years ago and she jumped right in. The success of this organization is due to this duo being a much needed “light” to support our youth with the most important of all gifts, the gift of a healthy self-esteem ~ the gift that fuels their every step on their life journeys. This gift above all others ensures God’s vision is fully expressed through every individual. If you don’t have a healthy self-esteem you wouldn’t be able to gift your talents to the world. Do you want to know the core of DSWA …Love thy self first ~ in learning to love yourself first you will then be the love that will light the way for your children so they can stand strong and love themselves and so on and so on it goes.

DSWA is much more than an association; it is a much needed community. This is one organization that feels like home the minute you are lucky enough to meet either Nicki or Grace. DSWA is not only a welcome community for you as a Direct Selling Professional, but it is a home for your business, a home for your heart, and a home for your soul!

If you want more information you can reach the client service department at 888-417-0743 or www.dswa.org or email them at info@dswa.org

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To subscribe for your free TNNW Newsletter, go to http://www.thenationalnetworker.com/ For the complete National Networker (TNNW) Relationship Capital Toolkit and a free continuous RSS feed (available either by traditional RSS or by direct email), go to: http://thenationalnetworkerweblog.blogspot.com/

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SOUTH AFRICA: Cell Phones During Meetings - How Serious are You to Build Your Business Relationships?

By Karl Smith
South Africa Bureau Chief

Today I want to talk about a trend in the business environment namely “cell phones during meetings”. I might have missed these during my formal studies or perhaps a business grooming school in South Africa or elsewhere are training business people to be experts in it. If you know of such institution, please let me know. I was having a coffee at a restaurant in Durbanville (Cape Town) after my keynote speech at a business network breakfast. I left the event satisfied that attendees not only learned some vital relationship-building skills but they showed delight in the fact that it was not another eating - and - speech presentation: they were involved and made contacts!

Enjoying a cup of coffee after the delivery of a keynote or workshop is a ritual I follow before moving to my next task. Whilst sipping my coffee, a loudly spoken gentleman - dressed smartly in a very expensive business suit - introduced himself to someone who seemed to be a prospective client. Now you know, nowadays with cell (mobile) phones around - you can hear everything without eavesdropping, because many cell phone users are loud! He interrupted the meeting with his conversation partner at least four times to answer the phone. You may or may not know that active listening with sufficient eye contact and a warm smile, when appropriate, are key ingredients in showing sincere interest in your conversation partner. What I cannot understand is how so many people make contact, secure an appointment and then enter the meeting with his/her cell phone switched on. I understand if one expects an urgent call and you declare this before you start the meeting e.g. “Karl, I value your time but I am keeping my phone switched on because…). And then only for serious matters!

However, one finds these days that some people request meetings with you and then use half of your time to engage in conversations with others on their cell phones. This habit is not restricted to business meetings - just have a look at how many bosses are sitting with their cell phones switched on while they have meetings with their employees. What message do you think are you sending out to your conversation partner? Are you sincerely interested in his/her needs? Are they so unimportant? Do you fear that you next deal may be better? It is nothing less then face-to-face cold calling and then you wonder why people don’t buy you, your products, service or ideas?

John Maxwell in his book, 25 Ways to Win with People, stresses the importance of listening for people’s feeling not just their ideas. Says Peter Drucker, “The most important thing in communication is to hear what isn’t being said.” One should put oneself in a good mental environment for listening says Maxell. If you are aware of a grooming school where they groom business people that it is acceptable business etiquette to enter meetings with cell phones switched on – then please let me know!


Karl Smith is South Africa’s Business Networking & Referral Coach and the owner of ExecuEdge Consulting - a successful consulting and business relationships training company. Visit www.businessnetworkingsouthafrica.co.za to see Karl in action, see what Karl’s clients says, book Karl to speak or to do in-company training, attend a public event, subscribe to his newsletter or to use the free networking resources.

PEOPLE, POWER AND POSSIBILITIES: Word-of-Mouse Networking

People, Power and Possibilities with Donna Fisher

Word-of-Mouth marketing has always been one of the best ways to get information passed along so that prospective customers feel confident and compelled to use your products and services. And with today's technology, word-of-mouth happens with the "click of the mouse" as your message is sent to thousands at a time rather than just from person-to-person, one at a time.

Rather than real-time conversations, "word-of-mouse" relays information into a virtual world of prospects. In the "blink of an eye", your message is available to a vast network of people.

Word-of-mouth is about getting people to talk about you (in a positive way) and "talk" now happens through blog postings, tweets, and postings on social media sites.

So how do you create a "word-of-mouse" chatter that spreads throughout your virtual networking community?

Educational Blog Posts:

· Educate people regarding how to use your product and/or service to get the maximum benefit.

· Educate people by providing information on what's happening in your industry.

· Educate people by providing information on what's happening in your business.

"Personal Touch" Blog Posts:

· Share a story regarding something that you've learned, a challenge you've faced, etc.

· Share a story that sheds some humor on an opinion and/or situation.

· Share a story of how a customer has solved a problem or overcome a challenge with your product/service (with their permission, of course).

Photo/Video Blog:

· Post a video of your product being used successfully.

· Post a video of your product being used unsuccessfully and explain what went wrong.

· Post videos and photos of customers and their accomplishments.

· Post videos and photos of vendors and their products.

· Post videos and photos of employees!

Tweeting:

· Do all of the above in only 140 characters.

· Send tweets with links to articles and blogs that provide value to your customers.

Social Media Sites:

· Educate, share, entertain and provide value by posting messages, events, photos, and links, joining groups, and generating online discussions.

Other:

· Post comments on the blogs of other people in your industry and in your network.

· Create value.

· Be interested and interesting.

· Respond to what others are "talking" about in your communities.

· Recommend the products, services, books, apps, blogs, articles of others.

· Rather than promoting and selling, share with people what you're doing that's new and different, innovative and leading edge.

· Educate people with tips and information related to your industry and their needs.

· Share experiences and tell stories that people can relate to and learn from as well.

Ads can definitely help to get your "name" in front of people, and yet it's someone's endorsement, recommendation or sharing of a positive experience that often makes the ultimate difference in someone choosing to do business with you. And the way to generate more "word-of-mouse" chatter is to create memorable, positive experiences, provide exceptional service, offer a solution to a unique need, provide an updated "twist" to an old remedy – and share this information with your virtual network.

The flow of networking information is more fast and powerful than ever via mouse-to-mouse networking!

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To subscribe for your free TNNW Newsletter, go to http://www.thenationalnetworker.com/ For the complete National Networker (TNNW) Relationship Capital Toolkit and a free continuous RSS feed (available either by traditional RSS or by direct email), go to: http://thenationalnetworkerweblog.blogspot.com/

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THE HANDSHAKE CLUB: Will Banter Pays it Forward

The Handshake Club with J.D. Gershbein

Will Banter, President of Banter Media, understands that effective business networking is the key to prospering in our so-called “relationship economy.” Will is an accomplished entrepreneur and a Connector Extraordinaire whose place in the pantheon of the all-time great networkers is assured. “Will is a handshaker’s handshaker,” acknowledges Brandy Share of the Cliché Marketing Group. “He is a true meeter and greeter. The man can make quality introductions in his sleep.”

Will is a pay-it-forward specialist. He is that ultimately proactive networker within us all—out there on a limb and constantly extending the branch. He is ubiquitous on the networking trail, accruing stacks of business cards, able to juggle hundreds of faces in his mind with their matching elevator pitches and making meaningful connections at every turn. But this guy goes well beyond just having a killer Rolodex. Will is the self-proclaimed King of Follow Up. Constantly tethered to his laptop and cell phone, Will is delivering on those promises to connect people with other people. His deeds may go unnoticed at times but there is always an underlying magic. He creates opportunities. “It starts with a handshake,” acknowledges Banter, “and from there, there’s no telling where it can lead. Ideally, it leads to coffee.”

While at his previous company, Banter Connections, Will decided to enter the realm of podcasting. “I wanted to turn my inward outward,” he claims. Thus, FRESH BANTER was launched. The pilot podcast makes its debut in this month's TNNW and speaks to the power of positively-charged, proactive business networking. Future podcasts will be done in a talk-show format with the intention of promoting real-life businesspeople and their pursuits (with emphasis on Social Media) as well as showcasing the enterprising members of J.D. Gershbein’s comic universe, The Handshake Club. According to Will, “we want to create success in Social Media for those seeking success in Social Media.”

As Will Banter transitions to prodigious Social Media rock star, he remains that purveyor of wide-eyed optimism. His complete accessibility and unquenchable appetite for heightening the credibility of others begs the question: is there enough time in the day to get everything done? Will is a lifetime subscriber to the Universal Law of Reciprocity. “Look...you do good things for others, don’t expect anything in return and the universe shall reward you,” urges Banter, “it works every time. I don’t know how; it just does.” Clearly, it is working for Will Banter.

J.D. Gershbein is the President of Owlish Communications, an Internet Marketing firm based in the Chicago, Illinois suburb of Vernon Hills. When he’s not helping his clients shine on LinkedIn, J.D. creates business cartoons and comic strips that brand businesses and make them memorable. He is also the creator of The Handshake Club. Follow Will Banter, Brandy Share and the other wacky inhabitants of The Handshake Club as they network their way into your heart and psyche and try to make some sense out of this thing called Social Media.

CONNECTING IS NOT ENOUGH: Ten Years Later

Connecting is Not Enough with Andy Lopata

Last month saw me celebrate a ten-year anniversary. On 11th May 1999 I started work for Business Referral Exchange, then a new networking organisation founded six months previously and with just four groups running in London, Hertfordshire and Essex. At the time networking as a formal activity was little known in the UK, with a few independent groups supplementing the networking offered by Chambers of Commerce and community groups such as Rotary.

How times have changed! Networking is now a key activity for millions of small business owners across the World and, with the rise of social online networks, is being recognised as a key skill for everyone, from jobseekers to global corporates.

Last month’s personal anniversary started me thinking about the changes I have seen in networking in that time, how the popularity of networking has grown and what we can expect over the next decade. Approaches to networking, behaviour within networks and even where we network and with whom have all changed. I still think there is a long journey to travel before everyone who needs to network recognises its true importance and does so effectively and efficiently.

That, I suppose, is why I write this column every month!

Why have we seen such a rapid growth in networking over the last decade? There have been a number of influences on its increased popularity, and our approach to it. These influences have certainly been strong in the UK, although I think similar patterns have explained the same developments in other countries.

The first influence is the growth of micro and small businesses. Large organisations have been downsizing their workforce for some years, predating the current recession. In fact the move away from relying on employees to bringing in contractors has been growing over the last decade. Many people have been encouraged to leave the security of employment in exchange for the greater rewards of contract work, leading to the establishment of thousands of small businesses.

The current economic crisis has accelerated this trend as hundreds of thousands of people have been made redundant. I believe that one of the long-term results of the credit crunch will be a second surge in numbers of small businesses. It is widely recognised that job security no longer exists in the way it has previously and the ability to be responsible for one’s own future has become more attractive.

The upshot of a growth of small businesses is an increase in networking. One man bands and micro businesses do not have the budget for advertising, PR and sales teams that larger organisations have traditionally relied upon. Instead they quickly realise that they have to grow and reach out to a network of others to find clients and develop their business.

Moving away from working within a large team, surrounded by people to turn to when answers are needed, and towards working in their own homes, feeling isolated from the World, also compels people to look towards networks. Networking groups have been increasingly seen not just as a source of new business, but as a replacement for the ‘water cooler moments’ and support systems that a large office provides.

Another key influence on the direction networking has taken has been the increase in social networking technology. Ten years ago there was little to no online networking, other than groups and forums on sites such as Yahoo. Today you get an invitation to a new site almost every day.

The popularity of predominantly social sites such as Facebook and Twitter has brought the benefits of networking into the wider public consciousness and has been reflected in an increased awareness of professional sites such as LinkedIn. You can now find people on LinkedIn who would not have been found on any other network as recently as last year.

The growth of such technology has made networking accessible to many more people. A decade ago networking was purely for business and took place either at breakfast or early evening, excluding many people, predominantly women, with childcare responsibilities. Now you can network at your convenience, at any time of day or night, through online networks.

The growth of online networks will also impact on the willingness of people to network and their behaviour in networks over the coming years. The ‘Millennial’ Generation, or ‘Gen Y’ have grown up with social networks as the norm. They will expect networking as part of their career and job development and more companies will recognise the benefit of collaboration and networks as this generation reaches senior management levels.

What will be interesting will be the impact of new technologies and new generations on behaviour within networks. When I started work in networking many people were driven by short-term sales targets and brief, transactional, interactions. Over the years the importance of relationship building became a higher priority for many and people began to recognise the futility of trying to sell in an environment where people haven’t come to buy, and realise that referrals carry more weight than individual sales.

With the growth of online networks, however, there has been a backward step. Many people treat networks such as Twitter and LinkedIn purely as broadcast tools. They don’t seek to engage people in conversation or build quality relationships. Instead they focus on getting as many connections, friends or followers as possible and rattle out broadcast messages to them.

The more ‘sophisticated’ among the new networkers boast of a strategy where they drive people to their own website and then to ‘squeeze’ pages where they can encourage a transaction. There is little attempt at conversation or education, once more it is all about the sale.

This approach lacks any sustainability. While some people might thrive, as they have done with other related forms of internet marketing, if too many people follow this approach it will turn away newer converts to networking and those who seek relationships. Very few people join networks to be a notch on the bedpost or to be sold to, therefore any network where everyone seeks just to build huge numbers of connections or sell without looking to help others first will lose members rapidly.

Also people will soon become disaffected with the pursuit of numbers as they realise that numbers alone don’t produce benefits, and find how difficult it is to maintain relationships in a network that has grown too large. I have already seen a number of people shelve Facebook and LinkedIn contacts publicly as they attempt to rationalize their networks and more people will begin to do this.

Moving forward, I expect to see a number of changes in networking behaviour over coming years.

The most important change will be a more strategic approach to networking activity. There needs to be a shift from networking as an afterthought, or as a response to invitations, to a goals-oriented networking strategy. People won’t be able to cope with the number of choices available, both online and in person, and will select which networks suit their personal and business goals. They will be happier to commit to those networks which make sense for them and spurn other invitations.

Such an approach will see a growth in niche and peer-group support networks. There has been a growing understanding of the role networking has beyond sales, and how strong that value is. Mastermind groups will grow in popularity and there will be a shift in the ‘numbers’ game, with people preferring smaller networks of like-minded people to getting as many people together as possible.

We will also see more engagement in networking by individuals and large organisations. Women’s groups have led the field in both areas, striving to even out inequalities in business and in the workplace by encouraging women to work together and support each others’ development. Their successes will encourage others to explore the benefits that networking can bring and evidence of someone’s networking activity may soon take pride of place on CVs as people look for their next career move.

Times may have changed over the last decade but there are still many changes to come. Networking has grown in respectability and popularity over that time, the next step is for an increased understanding of the ‘right’ way to network. A move from quantity to quality and from activity-driven to goal-driven networking is the next natural step.

We’re heading in the right direction but there’s still a long way to go.


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Are you struggling to put an effective networking or referral strategy into place? Do you want to know more about how to ensure you get the maximum possible return from your networking?
Andy's new Audio programme 'Networking in Ninety Minutes' will give you the tools you need to make the most from your networking. Available in CD or mp3 format here.
Andy Lopata's newsletter archive
Andy Lopata's LinkedIn profile



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REACHING FOR STARPOWER: List Your Business Goals To Activate Success

Reaching For Starpower with Barbara Marynowski

When considering what we want to accomplish professionally, especially in the realm of celebrity endorsements and associations, we often brainstorm or daydream, but how often do we write these ideas down and take them from mere thoughts to actions?

Making a list is one thing, but taking action to make those items become reality is quite another, as I'm sure we can all agree. However, have you ever considered the importance of this first step; the impact the action of making a list actually has? You are literally choosing to take your idea from an invisible thought to physical form as words on a page – seemingly simple, but important nonetheless. We have begun to explore this concept in previous articles (for review, please visit the archives).

The first thing I'd like to highlight is that your list is a living thing - it is going to change and grow as you and your business change and grow. Something that you wanted to accomplish last month may no longer work for you today (or maybe you already checked it off!) and you've had a full month to think about new things that you'd like to accomplish. Remember - you are not limited and since it's YOUR list, it's okay to change it as YOU see fit. Make it better, make it more intricate, make it something that makes YOU happy.

Sometimes having a list can be overwhelming, though. Where do you start? Which item should go first? Is one more important to you than the rest? There is no right or wrong answer to those questions - the most important action is that you are actually taking a step.

My suggestion is to pick one thing and focus on it. When we try to multi-task it's often more work and frustration in the long run than if we just focus on one thing at a time. When we have one thing that we can devote our attention to, we are less likely to be distracted or have our thoughts and actions diluted by trying to do too much at once. This is also an idea you can try in other areas of your life - personally, at home, in your relationships, etc.

As you go, take notice of how you focus on one goal at a time. What steps work best for you to accomplish what you want? What do you like? What can you improve on? What will make it easier to reach your next goal? Everyone's answers will be different since we all have a unique way of how we work best and what works best for our business.

I'm looking forward to hearing your success stories.

Best wishes,

Barbara H. Marynowski

Barbara H. Marynowski is the owner of Limitless Empowerment and an active member of Juko Kai International, studying at White Crane Michigan. She is also a columnist for the Michigan Women's Forum. Contact her directly at barbmarynowski (at) aol.com

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DEALING WITH GIANTS: Getting closer to the Close

Dealing With Giants

with Claudine Halpern

Next steps, Getting closer to the Close….Following Up, working smart, getting what you want

Remember, the Sales process BELONGS TO YOU, so take over and get the job done. Let’s go back though what you’ve done to date:

1) You’ve prepared for the first sales call

2) You’ve given a bang up presentation

3) You’ve overcome adversity by understanding your customers

4) You’ve determined that the prospect will be a good customer

Now you want to make sure that they want you. I’m sure that you remember that during our presentations we collected everyone’s email address and phone numbers. Now is the time to use them, 24-48 hours after your presentation, send a thank you email to everyone who attended along with a copy of the presentation.

Start the ongoing dialogue that will result in sale, you’ve set up the next meeting with the BIG BOYS during the initial presentation, now is the time to create a model that they will understand that you can work together. If you give the BIG BOYS a reason to bring you in they will, don’t let anything get in the way, YOU OWN THE SALES PROCESS.

THINGS YOU NEED TO KNOW; EXCUSES, EXCUSES, EXCUSES

BIG BOYS (Like almost everyone else) want something for nothing

I NEED A PROPOSAL: Remember that you are looking for the BIG SALE, sometimes it takes a small sale to get to a big sale. My clients often ask me; When do I start changing the client? When is a proposal an actual piece of work and when is it a sales tool?

Remember that the BIG BOYS want to get as much out of you without paying you, and you want to start to get paid, NOW IS THE TIME TO START CHARGING.

Create a small proposal that answers an important problem. I very often sell tiny pieces of work before I sell a big piece of work. Get the BIG BOY used to paying for you and your advice.

I was asked by a client to create a proposal for a VERY VERY BIG BOY. We were able to get the client to commit to pay for five days worth of work, the result of which was an analysis with recommendations. Guess what the recommendation was? Very good guess, our expert recommendation was a solution that only our company could address. This turned into a multi-million dollar relationship that is ongoing.

In your mind you need to understand the difference between product and services, and learn how to sell each of them. If you and your team are experts in something, then the advice and recommendations that you give are products, worthy of payment.

WE ONLY WORK WITH PREFFERED VENDORS: Many BIG BOYS won’t work with you unless you are a PREFFERED VENDOR. This is an onerous process that you and your company may or may not be able to accomplish. IT IS NOT ALWAYS NEEDED BEFORE YOU START WORK, there are many ways to get over, under, around or through this requirement. Every BIG BOY has their own rules, but most include the ability to work with a variance, so don’t let this stop you from moving ahead.

WE”VE PUT THE PROGRAM ON HOLD: This may or may not be true, if it is true, ask permission to reconnect in 90 days and work on another deal.

There are many more excuses; your job is to judge if the excuse is a challenge that you need to overcome, a request for free services or a kiss off.

FOLLOW UP, FOLLOW UP AND FOLLOW UP AGAIN

Always stay in touch with people that you’ve presented to, they will become your business partners at some point in life, choose people that feel right for you and your firm and keep the conversation going. Now is the time to meet for a casual lunch, for drinks, or just keep in contact. The BIG BOYS sometimes make instant decisions and sometimes take forever, each case is different. I cannot tell you what to do in the case of long lead times but here are some things to watch for:

o Every meeting is the same group of people and they always ask the same questions

o You never see any of the same people, and no one remembers what you said

Neither one of these is a good sign, what you want to see is one or two decision makers championing your company and introducing you to other, relevant player at the BIG BOYS.

ASK FOR THE BUSINESS: This is one of the hardest things to do, ask for the business, give them a start date, give them a dollar value, tell them what you’ll accomplish together and get it going. Don’t wait for the BIG BOY to initiate this conversation, they won’t, you need to. It’s ugly and scary but you get over it after you’ve done it a few times.

Next Article; Next steps, Getting closer to the Close…. Making it Legal, Handshake Commitments, Letters of intent, Contract Negotiation

Claudine Y. Halpern, President, The YCH Group, Inc.

Claudine Halpern is a chameleon; she has worked in many different situations during her more than twenty-five years in business; as a management consultant, Claudine advised many of the major brokerage, insurance, and financial houses, completing more than fifteen major corporate initiatives during the past ten years. As a crisis manager for major corporations, Claudine successfully brought in projects and products that other firms would not touch. As a specialist in business and management consultancy, Claudine consults to emerging businesses across the spectrum.

email chalpern@theychgroup.com

http://www.linkedin.com/in/claudinehalpern

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U.S. SOUTHERN PLAINS: Houston’s One Stop Networking Source – Part II

By Peter Biadasz

Southern Plains Bureau Chief

(Missouri, Arkansas, Louisiana, Kansas, Oklahoma, Texas, Colorado, New Mexico)

In January of 2007 I introduced you to Houston Networking News, or HNN, which has as its slogan – “Your Source for Business Networking”. HNN supports the networking activities of more than 350 organizations while their networking calendar contains more than 600 networking activities each month in the Houston, Texas metropolitan area. The HNN calendar also contains the unique HNN events that are being held each month. No matter where you find yourself in virtually any part of Houston on any week day, there is probably a business networking event that you can attend. As an “information central” source it is a timesaver in researching the best place to be to grow our business and expand our network most efficiently.

In addition, HNN sponsors a yearly expo that involves a hundred exhibitors and a thousand attendees. Not only is the expo a great place to showcase products and services but an excellent place to network. The event includes seminar speakers such as Dr. Ivan Misner, founder and chairman of Business Networking International (BNI), but also has a business luncheon and designated networking areas. The event is planned with the success of every participant in mind.

HNN was founded in 2003 to provide business professionals a collective source for all business networking activities in the Greater Houston area. Because of the initial positive response to HNN and the expressed desire for HNN members to network with each other, HNN developed and conducts a series of their own business networking functions, in addition to supporting those of other organizations. They have become a unique organization that appeals to the business and social needs of ANY business professional interested in networking in Houston.

According to R.D. Yoder, President of HNN, his organization is “driven to help others with regards to business to business networking.” Mr. Yoder also hosts “Business Networking and Houston”, a radio show focused on Networking in Houston. The show airs on AM-650, CNN Radio, Wednesday and Thursday at noon, CST. Tune in for great information and a variety of business related topics. You can also listen to the show live at CNN650.com

HNN has many ways to assist in the growth of companies as well as offer vehicles for personal growth. While being not only committed to their members, but also to the overall Houston business community, HNN can show you how business networking will help in achieving goals, build ones bottom line and develop lasting business and personal relationships. You can also follow HNN on LinkedIn, Facebook andTwitter
HNN currently has over 5,000 member contacts with their website www.HoustonNetworkingNews.com getting approximately 250,000 hits per month from interested Houston business professionals. The HNN website offers tremendous flexibility to members. The site home page and HNN calendar is updated regularly to reflect the upcoming events and to describe the happenings from past events. The networking calendar lists networking events in Houston each month as well as online registration for these events. For those who wish to communicate directly with other HNN members, the website offers private messaging capability. Finally, it offers members the capability to communicate with other members on specific topics of interest through user forums. Sponsors can also advertise on the website through click-through logo placement.

As a complement to the web site and networking events, HNN also publishes a weekly e-newsletter to Houston business professionals. This newsletter provides information on key events as well as networking hints and other pertinent information. While the HNN website and events are the key ingredients that allow the HNN members to communicate with each other, the newsletter is the glue that binds the organization together. It keeps everyone knowledgeable of the upcoming events of interest. Each newsletter contains information on upcoming HNN events, a networking tip of the week , a quote of the week, job opportunities for interested readers, featured event of the week (from the business development organizations supported by HNN) , as well as focused audience for advertisers.

HNN has many different events each month to appeal to a wide and diverse audience. Gatherings are held in the evening, noon and breakfast. They are held at different venues each month and are open to members and non-members of HNN. Each meeting will have on average 60 to 100 people in attendance. Events include a monthly general event (After Hours), a monthly WIN (Women In Networking) Event (After Hours), periodic regional networking event (After Hours), periodic member showcase (After Hours), monthly networking luncheon, monthly networking breakfast, an annual business expo, an annual business conference, periodic mini trade shows s well as seminars and special events at sponsor’s locations.

HNN offers many great advertising and sponsorship opportunities for its members. Members may advertise through the newsletter, website or specific campaigns. Sponsors and supporters can each get their own webpage on the HNN website. Members may also sponsor specific events or package an arrangement that suits their unique needs.

HNN also has a unique program that allows participating companies to offer their products and services to HNN members. Members enjoy discounted rates and other special opportunities available because of their HNN membership. HNN works with these companies to help them grow their company while providing special opportunities for HNN members.

In addition, HNN has at its disposal many excellent business coaches, trainers and mentors who are able to assist members in business and professional growth. The services available include every aspect of business, including how to network most successfully. HNN’s goal is to assist members by offering specific resources to guide you to achieve greater success.

HNN is truly Houston’s one stop networking source. For additional information on HNN feel free to visit http://www.houstonnetworkingnews.com/

Peter Biadasz, author of such book as More Leads as well as Increase Your Sales And Lower Your Golf Score, is President of Total Publishing And Media. To contact Peter about getting your book published feel free to contact him at Peter@TotalPublishingAndMedia.com

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UNIVERSAL GUIDE TO NETWORKING - Sometimes You Gotta ASK!!

Universal Guide to Networking with Terry Bean

Writers promise The National Networker we will have our post submitted by the 25th of the preceding month. As it is the 24th, I thought I should ask the Universe what it most wanted me to share with you. It was a quick conversation.

I have previously written all about "the ASK" (you can find that here). For this month, the Universe asked me to share why the ASK can be so powerful for you.

First off, the ASK is something you can do at networking events, on your online profiles and when you are invoking Universal laws (to learn more about how these laws govern networking see my post on "why giver's gain").

Your ASK should be for the one person or company that will absolutely make your day. You can ASK for a new client, business partner or employee. If you are seeking a new job, then that position description could be your ASK.

A few tips about your ASK:

1. Make it specific- so many networkers are general in their descriptions. Don't do that. Get laser focused on what/who you seek and describe in great detail. (Feel free to ping me for the reasons why).

2. Have a few different ASKS. Have one that is based on ideal clients and one that is based on referral partners. You may also want them to differ based on your audience as well.

3. When you give us the opportunity to help you, you are still giving to us. Help us help you because ultimately it may help us ;-)

I have 5 other posts on this topic if you want more (see the link above).

Speaking of specific ASKS, I would ASK that you take a look at at what Dafna is doing this year in interviewing leaders in every state this year. The trip is called the 50 in52 Journey and the website is here. This woman is doing an amazing thing for the U.S. And you should know about it. She interviewed me about networking and Motor City Connect and that can be seen here.

For what will you be ASKing? Make sure it is worthy of YOU!

Be connected-

Terry Bean

Terry Bean is the founder of www.motorcityconnect.com, Detroit's fastest growing networking group. He is also the founder of www.networkedinc.com- a business development training firm that focuses on helping people make more productive use of their online and offline networking time. Terry provides training and large scale presentations on networking, social media usage and universal laws. Be one of the first to get "Terry's Guide to Networking" available on CD and via download. E-mail terry@trybean.com for more.

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