U.S., HAWAII: Be The Stage

by Danielle Lum

Hawaii Bureau Chief

In February, I conducted a workshop at the Hawaii Women's Business Center. With more than 15 people in attendance, I’m told that it was one of the Center’s best attended workshops. (Excuse me a second while I pat myself on the back.)

When Board president Joann Seery asked if I would be interested in doing a workshop for the Center’s clients, I jumped at the chance to do it. My reasoning was two-fold:

1. I love to teach. It’s something I always wanted to try, and since I became an adjunct professor at Chaminade University, I really think I have found my calling. I consider it a privilege to be able to help others learn so they can apply it to their lives and businesses.

   
   
2. Just as importantly, I saw it as a great opportunity to expand my network.

It took me about two hours to prep for the workshop. I first assisted the center in writing the workshop description, then crafted an outline of what I wanted to cover during the class. I also utilized my BNI 10-minute presentation to practice a portion of what I was going to cover during the class.

On the day of the workshop, I was thrilled to wake up with the starting of laryngitis. OK, so not really thrilled, just challenged.

I opened the workshop with a quick joke about my voice and puberty and begged their indulgence in getting past the raspy and soft volume. Since most had probably had a sore throat or laryngitis in their lifetime, I got their sympathy and was able to connect.

I’m not going to go into the specifics of what was covered during the workshop. Let’s suffice to say that I was able to provide them concrete information that they could use immediately.

As I reflected on whether the workshop was a success, I went back to the two reasons I agreed to do the workshop: 1) love of teaching and imparting knowledge and 2) expanding my network.

I was successful on both counts. Attendees left energized and ready to apply what they learned to their businesses. And I expended my network. How do I know I expanded my network? Simple:

1. I was able to gather cards from most of the attendees. I then sent a “thanks for attending my workshop” note to them.
   
   
2. I have since referred friends and associates to a few of the businesses that were represented at the workshop. I assisted my friends AND I assisted those who were new to my network.
   
   
3. I have received follow up phone calls and emails from attendees who want to sit with me and pick my brain further.
   
   
4. I had briefly met three or four of the attendees on other occasions. Upon meeting them this time, I made a point of saying that we had met, and the circumstances of our meeting. They were impressed that I would remember them.

APPLY THIS TO YOUR NETWORKING EFFORTS

When I take on a new client, one of the first things I tell them they need to do is position themselves as an expert among their target audience(s). There are many ways to do this, and giving speeches and presentations is one of them.

When you are on center stage, everyone in the room is watching you and waiting for your wisdom. Just being in the spotlight gives you credibility and helps others to understand who you are, what you do, and how well you do it.

Most people have trouble with the fact that everyone in the room is watching you. My best advice to that is: practice, practice, practice. The more you know your stuff, the easier it will be for your presentation to flow. You may be nervous, but because you are prepared, no one will ever know.

I’m not going to get into the specifics of how to give a great presentation (I’ll be doing a workshop on it for the HWBC later this year, so watch for it if you want more information), rather, I want to focus on how you can use presentations to expand your network:

1. Be prepared. The only thing worse than not doing a presentation is doing a bad presentation. Make sure you know your topic and your audience so you can make a good impression. Your credibility is on the line. 

   
   
2. Get names. This sounds like a no-brainer, doesn’t it? I wouldn’t have included it except that I was talking to a friend yesterday. She does presentations all the time, and has done them since I met her over 20 years ago. She just realized that she has never collected names and contact information from anyone in any audience. It’s always been catch as catch can, and, honestly, not very effective. She is now in the process of designing a comment card that she will ask everyone in the audience to complete.
   
   
3. Give out your business card. Another no brainer, but you’d be surprised....

   
   
4. Follow up. If someone comes to you at the end of your presentation and wants to talk, schedule a coffee, lunch, drinks, etc. For those whose names you collected, send an email or other communication (I’m partial to handwritten cards myself) to thank them for taking time to attend. If you have a newsletter or e-newsletter or article, ask if they would like to receive it. This will keep you at top of mind.

So, good luck! Get on the stage. Expand your network. You can do it.


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Danielle Lum is the president of NK Design, Inc., a public relations, advertising, and marketing company in Honolulu. A boutique agency, NK Design specializes in assisting small and new businesses to create memorable message strategies and reach potential customers.

Learn more about Danielle and NK Design:

http://nkdesignhawaii.com/
http://www.linkedin.com/in/nkdesign
http://prponderings.blogspot.com/










___________________________________________________________

Posted to THE NATIONAL NETWORKER. To subscribe for your free newsletter, go to www.TheNationalNetworker.com. For the complete National Networker Relationship Capital Toolkit and a free, continuous RSS feed (available either by traditional RSS or by direct email), go to: http://thenationalnetworkerweblog.blogspot.com. You are also invited to click our buttons:


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U.S., HAWAII: Be The Stage

U.S., HAWAII: Six ways to bomb during your networking effort

By Danielle Lum

U.S., Hawaii Bureau Chief

I had the pleasure of hearing Dr. Ivan Misner speak at a special event for BNI members in Hawaii. If you ever get the opportunity to hear him, jump at it. He is a fantastic speaker. He peppers his talk with anecdotes, examples, and live demonstrations to keep the mood upbeat and the audience energized. He was even undaunted and unfazed by two (not just one!) fire alarms during his hour-long talk. To top it off, he leaves the audience with very solid information that you can use pretty much right away.

His talk centered on his new book, “The 29% Solution,” and he gave the audience many different -- and easy to implement -- tools and tips on how they could become better networkers. If you want to know some of his tips, pick up the book, go read his blog, his Web site, or his article in The National Networker, or attend one of his speaking engagements.

What I want to focus on in this article is the networking event that surrounded Dr. Misner’s speech. It being a BNI event, naturally there were a couple of hours before and after the talk specifically dedicated to networking.

And there was a lot of networking going on. The room was loud, with many people talking, laughing, and doing what they came to do: networking. There were many connections being made that evening.

And while there were so many people doing things right, there were a few who could use a refresher course in Networking 101. So I thought it would be fun and different to do a list of things I observed during the networking portion of the meeting that are perfect ways NOT to be an effective networker:

1. Hang out only with the people you know...either from your chapter or your company. It’s natural for people to want to be with the people they know. I know this from experience. I’m shy so I prefer to be with the people I know because it is comfortable and safe. Others justify that they don’t get to hang out with their friends from work or from BNI, so something like this is a good time to catch up. My advice is simple: Make a date with them to socialize later. Networking time is work time. 

   
   
2. Don’t bring business cards. Common mistake, and I’m sure it’s happened to all of us at some point or another. I saw it quite a bit at this event, though, so be aware and prepare.

   
   
   
3. Don’t wear a name tag. The corollary to this that the name on your name tag be so hard to read that people need a magnifying lens to see it. BNI provides plastic name tags that are the size of a business card. People put their business cards in them, thinking that their name, company, and phone number information is now available if someone wants it. Wrong! I saw people squinting to see the names in 12-point type. Your name tag is your calling card when meeting someone for the first time. So your name should be easy to read from at least five feet. So if you really want to use the BNI name tag holder, create a special insert that has your name in large, easy to read letters. 

   
   
   
4. Arrive to the event late. This is self explanatory. You can’t network if you’re not there.
   
   

5. Spend your time outside the room. This is a corollary to #4. Again, you can’t network if you’re not there. Besides, you made your way to the event, on time, why not go inside the room and meet people? 

   
   
   
6. Spend the whole networking time standing in line for food. The line for hors d'oeuvres was poorly thought out by the hotel staff so the line snaked across the room. Yet people insisted on standing in line for food, bypassing an opportunity to network with anyone other than those standing directly around them. Is there another way? Can you eat and network at the same time? Yes. Wait for the line to get shorter. Keep an eye on it and when it’s reasonable and there is a break in the networking action, excuse yourself (if need be), and step away. 


In all, the Ivan Misner event was excellent. The speaker was second to none and the energy and excitement in the room was unparalleled. If Dr. Misner ever stops in your city, be sure to attend. And be pack your best networking skills when you go.



Danielle Lum is the president of NK Design, Inc., a public relations, advertising, and marketing company in Honolulu. A boutique agency, NK Design specializes in assisting small and new businesses to create memorable message strategies and reach potential customers.

Learn more about Danielle and NK Design:

http://nkdesignhawaii.com/
http://www.linkedin.com/in/nkdesign
http://prponderings.blogspot.com/

___________________________________________________________

Posted to THE NATIONAL NETWORKER. To subscribe for your free newsletter, go to www.TheNationalNetworker.com. For the complete National Networker Relationship Capital Toolkit and a free, continuous RSS feed (available either by traditional RSS or by direct email), go to: http://thenationalnetworkerweblog.blogspot.com. You are also invited to click our buttons:


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U.S., HAWAII: Six ways to bomb during your networking effort

U.S., HAWAII: The Riddler

By Danielle Lum

Hawaii Bureau Chief

Ask questions. That’s the advice good networkers will give newbies to the networking world. Ask lots of questions and people will think you’re a great networker.

Unless you’re “The Riddler.”

I ran into The Riddler at an event I recently attended. He asked a million questions. What’s your name? What do you do? How long have you been doing that? Who are some of your clients? Do you have children? Where did you go to school? Is this your first ABC event? Do you enjoy what you do? How long have you been in business for yourself? Do you enjoy being in business? How long have you lived in Hawaii?

They were good questions, actually. He would have been doing really well… if he bothered to listen to the answers! He was looking at me, he appeared interested, but it was painfully obvious that he was so busy thinking about his next question that he wasn’t listening to a word I was saying.

But it didn’t stop him from asking additional questions. And more questions. Then even more questions. He asked questions about information I provided in the first five minutes of conversation. After a while it felt like he was going down a previously selected list. All too soon I felt like I was being interrogated. Too many questions!

And as I drove home from the event, I think what bothered me the most about The Riddler wasn’t the constant barrage of questions, but that he was asking for the sake of asking. He wasn’t really interested in the answers.

Missing the point

Networking is about making connections. The easiest way to make a connection is to ask questions. The key is listening to the answer. Because it is only when you listen that you will find a commonality to make the connection.

I’ve seen networking tips that advise you to have a list of questions you can use to start a conversation. But if your whole game plan is to ask questions, though, you’re missing the point.
Instead, you should prepare three or four standard questions you use to break the ice, and then hold your end of a conversation. It may entail asking additional questions, but it might not. The key is to listen and take your cues from what the other person is saying.

I have a friend that I consider a master networker. It seems like he knows everyone in Hawaii. We can’t go to too many places where he doesn’t meet up with someone he knows. I watch him in utter amazement.

Whenever he sees someone he knows, he recalls a special tidbit about the person and asks about it. For example, he knows a woman who loved her red VW Beetle. Whenever he sees her, he asks how “The Love Bug” is treating her. If the person has children, he asks how they are doing. If they participated in an event together, he brings it up in conversation.

The key is that he knows the details of the person’s life because he 1) asks questions and 2) listens carefully to the answers. He’s not just waiting for the person to stop talking so he can talk or ask another question. He is genuinely interested in what the person is sharing. He asks just enough questions to keep the conversation going.

It also doesn’t hurt that he has a great memory that he exercise daily to keep supple and functioning.

Riddle Me This

I’m sure The Riddler went home feeling pretty good about his networking experience. After all, he asked me 20 questions, and the networking guide said that people who ask questions are memorable.

Yeah, I’ll remember him all right. Not the way he intended, I’m sure.

If you can identify with The Riddler, ask yourself what you can do differently next time. How can you use questions to guide a conversation without being the entire conversation?

When you can do that, you will be positively, absolutely memorable.

Danielle Lum is the president of NK Design, Inc., a public relations, advertising, and marketing company in Honolulu. A boutique agency, NK Design specializes in assisting small and new businesses to create memorable message strategies and reach potential customers.

Learn more about Danielle and NK Design:

http://nkdesignhawaii.com/
http://www.linkedin.com/in/nkdesign
http://prponderings.blogspot.com/


________________________________________________________

Posted to THE NATIONAL NETWORKER. To subscribe for your free newsletter, go to www.TheNationalNetworker.com. For the complete National Networker Relationship Capital Toolkit and a free RSS feed, go to: http://thenationalnetworkerweblog.blogspot.com.

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U.S., HAWAII: The Riddler

Promote Yourself Through Captive Audiences

By Danielle Lum

Hawaii Bureau Chief

The economy is hitting many below the belt. A number of my clients have had to tighten up the bottom line and have asked me to fashion public relations plans out of shoestring and no-string budgets.

My goal for clients is usually the same: increase the public profile of the company or individual. How we go about attaining that is different for each client and depends on a number of factors.

So the present dilemma is this: How to increase public profile without spending a lot of money.

It's not a hard question, actually. The answer is one that effective networkers should also be considering and pursuing.

Speaking engagements.

Speaking engagements are wonderful opportunities:

• You can showcase who you are and what you do. You're in the spotlight the whole time.
• You have more than 60 seconds to explain why you are an expert in your field.
• You have more than 60 seconds (usually between 10 - 20 minutes actually) to create a connection.
• You have a captive audience that is hanging on your every word, waiting for you to share nuggets of wisdom
• It's low cost - maybe even free if the organization you're speaking to picks up the cost of your lunch or conference fee

Go. Do. Don't Come Back Undone

The mere mention of public speaking can make even the most confident person break into a cold sweat. In fact, a great majority list public speaking as their number one fear -- ahead of dying.

Don't let this deter you! The benefits of speaking engagement s are limitless and, well, no one has ever died from speaking in public. None that were recorded anyway.

Booking a speaking engagement is often easier said than done. Most organizations won't schedule a speaker unless s/he has something -- information, wisdom, etc. -- to offer their members. And the bigger groups won't book you without knowing that you will do a good job and not bore their members to tears.

So you need to create a track record. First thing you need to do is to figure out the topics about which you can speak. Make a list. Which of those topics can you expound on for 10 minutes? Which of those topics will be exciting and interesting to others? Put those at the top of the list. Look for different and new angles to topics that others have already covered.

Once you have your topics set, make a list of the organizations in your area. Look for organizations that have interests similar to those about which you can speak. For example if you are a massage therapist with an expertise in ergonomics, consider groups whose members are human resource managers or business owners. These people will want to hear you so they can pass the information to their employees. They might even hire you to talk directly to their employees.

Now you have your topics and your target organizations. Make your calls. Sell yourself. Get booked!

Prepare for negative responses. And definitely keep going because someone will want to hear you or give you a chance. Stay positive!

Along the way, practice, practice, practice.

When you think you know your presentation, practice it again. Practice until you feel comfortable and the presentation is second nature to you. Solicit your friends and family to serve as surrogate audience. Ask for their critiques to help you improve.

When you do get a booking - and you will get a booking - remember that the audience is captive. You want to make a good impression and boring them to tears is not the best way. Instead, wow them with your brilliance, your confidence, and your ability to connect.

One last tip

Be sure to bring business cards and a flyer/brochure about your business. I've attended many luncheons where the speaker doesn't leave way to contact him/her after the day is done. Talk about missed opportunities!

Instead, be sure to bring a "leave behind." Something your audience members can take with them to remind themselves about how much they enjoyed listening to you and how much valuable information they learned. And, most of all, give them a way to contact you to book you for something else, purchase your services or your product, or just create a deeper connection with you.

Happy speaking!

________________________________________________________

Posted to THE NATIONAL NETWORKER. To subscribe for your free newsletter, go to www.TheNationalNetworker.com. For the complete National Networker Relationship Capital Toolkit and a free RSS feed, go to: http://thenationalnetworkerweblog.blogspot.com.
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Promote Yourself Through Captive Audiences

Something Novel for Busy Networkers

By Danielle Lum

Hawaii Bureau Chief

We are busy people. We work. We raise families. We participate in hobbies. We coach teams. We run businesses. We volunteer. We go to church. We make a difference. We cram so much into a day that were nearly exhausted as we collapse into bed to prepare our bodies for the next day.

It’s no wonder that businesses and activities that save us time are so successful. Things like fast food restaurants, 30-minute fitness, instant printing, 1 hour picture developing, and 60-minute dry cleaning. We even have speed dating for the single person who wants to find a mate but can’t take he time to go on actual dates.

Tammy Chang, an officer of the Hawaii Chapter American Marketing Association, was brainstorming ideas for chapter gatherings one day and did what great marketers tend to do: she put a fresh spin on an existing idea.

So move over speed dating. There is something new for networkers. Are you ready for Speed Networking?

Setting Up

In speed dating, one gender sits in the inside of tables arranged in a circle. The other gender sits in chairs on the outside of the circle. They sit in pairs as they talk for a specified time, with the goal of exchanging enough information to determine whether there is potential for a love connection.

At the end of the allotted time, a bell rings and the gender on the outside of the circle rotates clockwise to meet another potential love connection.

Speed Networking

The AMA Speed Networking event was similarly set up, with a small modification. Those who sat in the “inner circle” were selected by random drawing of business cards from a hat as opposed to gender.

Pairs sat for three minutes (a bell ringing at the halfway point to remind participants to let the other person talk, too), then rotated.

There was only one glitch: The people on the outside were never paired with each other, ditto for those on the inside. It was a minor problem that will, no doubt, be corrected next time.

After a full rotation through the circle, those on the inside chose a business card from those remaining in the hat. They then introduced the person whose card they selected. And here is where there was definite room for improvement.

Most couldn’t introduce the person they selected. Not well anyway. They stumbled and fumbled and eventually the person being introduced was allowed to assist by introducing himself or herself to the group. The whole process was a bit clumsy and could mean a couple of things:

1.) They weren’t listening during the other person’s 90 seconds

2.) The 90 second introductions weren’t memorable enough

3.) They have poor memory and recall skills

4.) They didn’t know they would be tested and froze up!

Lessons Learned

Speed Networking is a novel approach to the (yawn) standard network mixer. Attendees will certainly remember it as an exciting new method of connecting with others and learning their businesses.

At the end of the event it was a great way for a networker who faces a busy day of raising a family, saving the world, and making a difference to remember two things:

1.) Our sixty-second elevator spiel must be memorable (practice, practice, practice!); and

2.) Making connections requires a healthy dose of listening. It’s often said that we have two ears and one mouth and should use them proportionately. It’s sage advice, indeed.

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Something Novel for Busy Networkers

Late Bloomer

By Danielle Lum
Hawaii Bureau Chief

If today’s Ric Cornell could give advice to 18-year-old Ric Cornell, it would be to “start building your networks early.” He laments, “Outside my family, I didn’t have a network until I was 37!”

The then cocky 18-year-old know-it-all didn’t see the need for any networking. As a self-proclaimed “military brat,” Ric Cornell’s first job was stocking shelves in the Army & Air Force Exchange Service (AAFES) store in Honolulu while he was still in high school. With his “whatever it takes” attitude, he soon moved from a part time position to full time, then continued to move up the ladder. In record time, he was the youngest AAFES store manager in Hawaii. His work ethic was all he needed to further his career.

“What I didn’t know then was that a network could provide me with all sorts of information that I didn’t have,” says Cornell. “There is great benefit in knowing where to turn and a network would have helped me tremendously.”

His AAFES work soon led him to Johnson Island as an assistant manager. But the political and economical landscape soon escorted him out of AAFES and into a company that carried out government contracts. When operations on the island shut down in 2003, Cornell headed back to Honolulu where he tried his hand at his own business.

“I spent 12 years overseas. I had no network and no connections,” says Cornell. “I finally joined Business Networking International (BNI) to start building a network. It was around that same time that I concluded my business was not working well and I needed to find something else.”

Although BNI could not help with the business he was in, it led him to QMerchant Solutions, a credit card processing company. He began as an agent and then worked his way up. He is now president of the company.

Cornell laughs and blames his success on a character flaw, “I tend to take charge.” He also acknowledges that 80% of his business is generated through referrals and word of mouth marketing. “BNI helped me develop contacts and find referral partners.”

Cornell expanded his networks by serving as an Ambassador to other BNI chapters of BNI and later worked as a BNI area director. As an area director he helped to create four chapters and assumed responsibility for two others.

Networking vs Needworking

He says the key to networking is staying in touch when you’re busy and business is good. “We all know people who only call or email when they need something,” Cornell says. “That’s needworking. It’s very different than networking.”

To avoid “needworking,” Cornell takes time to keep in contact with the people in his network. “I have the strongest connections with the groups and people with whom I meet most frequently,” he says.

With others, Cornell maintains connections with a phone call, selected email, or mailed card. “I try to keep it flowing,” he says. “Just touch base with people and follow up on promises.”

He cautions people about email indiscriminately. “Be selective about the types of emails you forward. Be sure that the recipient will be able to benefit from the content of the email. That way you become a valued source of information. Otherwise you could be labeled a nuisance,” he says.

And what happens if he neglects his networks?

“Business falls off and I find myself having a lot of free time.”

Sage Advice

Most recently, he began teaching effective networking techniques with the Referral Institute. His best advice for networkers is to find a good, structured networking group. “It doesn’t have to be BNI,” he says. “Whatever organization you choose, make sure it is structured because it will help learn and develop the right habits.”

He also recommends taking a class in networking. “Not sales,” he says. “Networking. There is a big difference.”

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Late Bloomer