The Power in Partners

I did say Partners. I am talking about Power Partner. What is a Power Partner? Better yet, who are my Power Partners and why do I need them?

Power Partners are the people who sell to the same types of customers as you. In my industry of telecommunications, a couple of my Power Partners are office furniture sales and moving companies e.g. both typically sell to companies who are upsizing or moving and are of a certain size.

Power Partners can be one of the HUGE keys to starting a successful network. In order be successful in networking, it is very important that you develop excellent Power Partner relationships. A Power Partner is not necessarily a potential customer (though they might be). A Power Partner sells to the same potential customers that you do.

So take a moment, better yet, take several moments as this is important and figure out who are your Power Partners and start getting together with them regularly if you are not in a formal leads group. If you are in a leads group, invite your Power Partners to join. The giving has to go both ways or it is not a Power Partnership. What makes the partnership powerful, and lasting, is that you are able to help each other.

Learn the Art of Ending a Conversation

Have you been at a networking event and “gotten stuck” with someone? You want to move on and meet other people, and you have no idea how to do so politely. It appears that the other person would also like to network with others, and, she, too, fidgets nervously rather than ending the conversation.

You’re not alone. Many people are so concerned with starting a conversation that they give no thought to extricating themselves.

Your last words are as important as your first words. Plan and rehearse (if necessary) exit statements. Since at least 90 percent of your message is communicated through your body language and vocal tone, rate, pitch and inflection, keep an “open” stance and sound upbeat. You can easily tell the difference between people who say, “It was nice meeting you,” and you think, “Yeah, sure” vs. those who sincerely say, “It was nice meeting you.”

When do I exit the conversation?

Watch for that body language, but here are some sure signs:

• When the other person’s eyes noticeably begin wandering around the room
• When others shift their stance toward other people in the room or toward the door
• When the conversation lags
• When the other person repeatedly answers in a monotone with nothing words like “interesting.”

How do I exit the conversation?
• Ask for the other person’s card if you do not yet have it.
• Set up a time to call or meet with the other person.
• Excuse yourself shortly after another person has joined the conversation.
• Be up front. Be cordial and begin your remarks with “It has been nice talking with you and …
I will keep your card on file for when I need …”
It’s my first time here, and I would like to meet some of the other members, too.”
I can only stay for an hour, and I want to say “hi” to several other people.”
I’d like to continue this conversation. May I call you next week?”
I’ll e-mail you that referral tomorrow.”

And when all else fails:
“I want to get something else to eat (or drink).”

Say Good-Bye to those that you met
Plan time at the event to say good-bye to those that you met. Keep it short, upbeat and positive, and always use people’s first name (which you will have remembered!).

Networking for Everyday Life

In today's economy, job seekers need an edge beyond their experience, education and specific industry and job-related skills, in order to find and secure a position. Regardless if you are looking for an opportunity as CEO, IT Manager or Customer Service Representative, you need effective tools to compete within a market that is job-poor and candidate rich. Hundreds of articles and seminars have been offered describing the value of networking as being the most effective tool for finding your next position. Networking isn't new, we all network to some extent to find a new doctor, meet new people socially, to expand business contacts and many other aspects of our everyday life. The question is – can networking really help you find a job?

When I think about my years of work, my experience networking began without really understanding that I had begun to use networking as a tool. My current job with Nextrio did come about because of networking. I was looking for a job and I knew the owners of Nextrio and called them to see if they knew of anyone that who would benefit from my skills. Their answer was that they needed someone with my skills and created a position for me. Wow, did that ever blow me away. That doesn't always happen that way, but I am certainly glad it did for me. Think about the people that you know. Your contacts may be friends, neighbors, local business owners and people you meet everyday. Networking is all about building contacts that are well connected in the business world, who understand the power of personal referral and who are willing to help and provide additional contacts. The challenge is to reach people that understand networking and how it works.

Use your business contacts wisely and treat them with respect. Offer them advice, referrals, articles of interest and information that might be helpful to them personally or to their business. By doing so you will build and retain life-long viable business contacts. It is so important to give something back and develop a relationship that complemented both yourself and your contact.

Sometimes you will need to educate your contacts about the types of companies that you want to reach and how these people can help you uncover potential opportunities. Seeking out individuals who are well connected in the business world, open to talking about themselves, their companies, giving advice and directing you to other business people, are the primary targets for your network. Even though every person you talk to may not be able to help you right away, they may be an excellent contact later on, or they may refer you to well connected business people.

If you are networking effectively, you will find opportunities that you otherwise may never have found. Networking will not only help in a job search and with business, but it will add significant value and tools you will use in your everyday life. Do yourself a favor – start learning about networking and how you can apply it to your job search, business initiative or unique requirements.

Using The FORD Method in Your Follow Up

How you follow up with a new connection is as important as when you follow up. To be unforgettable people follow up quickly and mention specific comments about your interaction. Most agree that 24 to 48 hours is the maximum amount of time you should allow to initiate a follow up, especially if you are interested in furthering the relationship.

When you are following up, remember to reconnect, reestablish why you sensed common ground and explore - DO NOT SELL! You still aren't at a point where the new contact is ready to hear you launch into a sales pitch. Focus on how you can help them and putting them in touch with others in your network. Engage in meaningful dialogue. (Remember F.O.R.D.) Ask questions about their Family, Occupation, Recreation and Dreams.

The meaning of networking

N stands for Meet new people and nurture your current network relationships.
E stands for Have empathy when you meet and work with people, look them in the eyes and know when it is time to exit.
T stands for Trust is critical. No one will help anyone else unless we have established trust and respect, something that takes time. Also, talk less and listen more.
W stands for There is work in the word network. Work pays off.
O stands for Organization is crucial. Everyone you meet is a new opportunity to learn and be a resource.
R stands for Reputation is also important when networking. We want to establish rapport and build on the relationships we develop. Learn to reflect.
K stands for Knowledge is power only with execution. Kindness is a true strength.
I stands for Integrity is everything. Become truly interested in those you meet.
N stands for Sometimes we have to say “no.” Reputation is everything, along with trust. There are times when we have to go with our gut.
G stands for Set goals for yourself as you continually network. Be generous with your time and help. It will come back to you in the end.