I’ve stopped reading the headlines…for a while it was amusing to see how many negative words they could cram into the headlines. I actually saw the word “plummet” (or was it “plunge”?) twice on the same front page. When writers used up their quota of plunge & plummet, they switched to the relatively minor “dive” & “fall”.

No one really knows where the economy is heading, should we be doing “something” to prepare? Historically, business owners will agree upon one thing. When times get lean, the strength of their network helped to sustain them. Those who were less connected floundered.

Your network supplies you with ideas, information, resources and yes…referrals. The majority of us do not fully leverage the vast resources available to us through our networks. Here are some ideas to strengthen and build on the connections you already have.
1. Go through your database. Make a list of those who you want to catch up with or learn more about, then pick up the phone. This is not a sales call. You are calling to learn if it is possible to build a reciprocal business relationship with them. Use dialogue like, “I know it’s been a while since we last talked. I would love to know what’s new with your business. A lot of information crosses my desk on a daily basis…some of it may be beneficial to you”. If the call goes well, you can suggest a meeting…”Let’s get together and see if our collective networks can benefit each other”. Make a call or two each day and set one meeting a week
2. If you are on LinkedIn, beef up your profile, add to you connections and spend some time looking through the contacts of your connections. Ask for an introduction to a person who interests you. Again, offer the value of your network as an introduction.
3. Buy a box of notecards. Send them out to anyone you want to acknowledge, thank, or congratulate. (A handwritten note…not an automated card sent from a service out of state.)
4. Stay informed. Read the business publications, and share with your network information about events, resources, industry news, etc. Attend seminars, then do a write-up and share what you learned with others.
These easy-to-implement efforts, when done in a consistent manner will produce results that will make your business less vulnerable to economic fluctuations. You will establish yourself as “a hub through which information flows”. People are attracted to those who are the center of activity.

Ignore the headlines, stay optimistic and REFUSE to listen to the “nattering nabobs of negativism”*

*There I go quoting Spiro again!

I sat down with her in December and found her to be a warm, energetic woman with a driving passion to serve her members grow her new business.

Kim Marie came from the banking world, where for 25 years she works in mergers & acqusitions and business development until she left to join Letip and worked her way up the organization.  She was appointed president in 2005.

I asked what her goals were for herself and the business. She did not hesitate to tell me that it will be her mission to increase the current membership from 11,000 to 50,000 in two years.

There is no doubt in my mind that this determined woman will do it!

Q. I work for a large Real Estate company that most people recognize.  I suspect that many people see “Real Estate” and just walk by…since they are not “in the market”. What should I do?  

A. Thank them for not wasting your time?  I have had others relate the same type of behavior.  One woman who was participating in a speed networking event even had a man get up from his seat saying he did not need to talk to another mortgage person!  She was very offended by his rudeness.   First…there will always be people who do not “get it”.  They have never been taught the true nature of relationship-building and the universal law of “Givers Gain”.  Keep in mind the personality traits you are looking for in a business relationship (“Link”).  You want someone who is open-minded, creative, generous, thirsty for knowledge, naturally inclined to a balanced exchange, etc. The person who would discount another human being without so much as an introduction, is NOT the type of person you are looking for.  They just saved you from wasting your valuable time that could be better spent with someone who has better connection skills. 

Q. The Chamber of Commerce I belong to gives their members a name badge.  Is that good enough? 

A. That is very common.  You will also see that in the larger networking groups.  Usually the group/chamber name & logo is in large, bold lettering.  The purpose of the badge is to promote the group, not you. A guest can easily make the mistake of thinking you are an employee of the organization.  I have seen that happen more than once.  Being identified as a member of the group is a positive association, of course, but I favor either:

1. A different configuration of the name tag: YOUR BUSINESS NAME. Your Name; Organization Name,
2. A smaller, separate lapel pin, or
3. A ribbon attached under your name tag saying MEMBER

That said, attending a networking event for the purpose of representing an organization is a strategy that is viable.  For example, when I was a member of Leads Club, often I would attend events with the intent to promote the networking group.  The “pre-qualifying questions” I would ask revolve around the type of business they were and how they marketed themselves.  It was an easy exchange since I was not promoting myself.  Of course, the type of people who would do well in a networking group would think to ask about my own business that I promoted within the group.  This might be a good strategy for someone who is in an industry that is very well represented at most events.  It provides another angle for connecting. Again, that is a strategy. If you want to avoid any confusion as to who you represent, wear your own nametag.

I attended a networking group where a member supplied the blank sticky nametags for the guests to write their own name.  However, this member printed their own logo in the upper left corner.  At first, I could not figure out why there were so many guests from “ACME Insurance” (name has been changed to protect the guilty).

Q. I own a small accounting business. My business name does not indicate what I do, and most people would not recognize it. Should I put my industry as well?   

A. You could, but it may not be necessary.  Often, just having a tag that says Jones & Associates is enough to give someone the opportunity to inquire, “What type of business is Jones & Associates?  And the connection is made. Adding a third line to a name tag is not a bad thing, it would just be more information to read in the few seconds you have to visually scan a tag while moving through the crowd.  

Q. What about those lighted, scrolling name tags? Do you think they are effective? 

A.  Well, they are noticeable. One woman placed her tag in the middle of a very well-supported V-neck sweater…an awkward place to stare for the few seconds necessary to get the whole message.  

Placement aside, I think it depends upon what your business is.  If your business relies on creative gimmicks it might give the right image, but for professional services, I vote no.     

Think of the KISS strategy…(Keep It  Simple, Sweetie). 

1. Plain white background, dark lettering, (for venues with low lighting)
2. Company name larger and above yours
3. Non- metallic surface (they can mirror overhead lights, making them impossible to read)
4. Large enough to read from 10 feet away (or even just across the table). 
5. Placed high on the right label, not covered up by long hair, a jacket or scarf.   

For under $10, a custom name tag gives you the best return you can get on your networking investment.  

By Doug Atherton
Regional Vice President
Equity Corporate Finance, Inc.
619-466-4750
DouglasA@EquityCorpFinance.com
www.equitycorpfinance.com

Dear Friend,
Thank you for accepting my invitation to join me on LinkedIn. Whether you were previously on LinkedIn or this is the first time you’ve ever accepted an invitation to join, I’ve discovered that too many people who join never fully utilize the benefits of LinkedIn to expand their business and improve their prospects for career advancement.

LinkedIn is totally free and for the most part there is no reason for you to buy a membership. LinkedIn is one of the best networking tools available online and if used intelligently it will allow you to network with co-workers and teammates, past business associates, and expand your network as you make contact with people that make sense for you to add to your network. You also have access to many new networking contacts thanks to the person who invited you to join them on LinkedIn.

LinkedIn is based on the concept of Six Degrees of Separation. Basically the idea is that we are all connected to everyone in the world through six people. No matter who you want to know or who you want to know you, you can probably find them or someone close to them in LinkedIn. You can find more information about Six Degrees of Separation on the LinkedIn web site.

Below are some ideas that will help you get the biggest return on your time investment in using your LinkedIn connection. You’ll get this return whether you want to increase your sales, expand your network of business contacts, or maybe find your next job.

PROFILE
Take some time to get your profile complete. The profile is basically your resume but you can turn it into much more than that. It’s your opportunity to promote your credentials, experience and expertise.

To get some ideas on what is a good profile and a not so good profile, do a people search in LinkedIn for people who have backgrounds similar to yours. You can also look over profiles in my networking connections. Some of them are excellent and some show a real lack of effort. [Mindy’s Note: Don’t forget to tell people what you need. Speaking engagements? Introductions to certain types of people? Nobody can help you until you let them know how they can help you!]

Another tip for getting the most out of your profile is making it very easy for people to contact you if that’s what you want. If you want to make it easy for people to contact you, leave your contact information at the bottom of your profile. If you look at mine, you’ll notice I’ve left my phone number and email address. I want to make incredibly easy for people to reach me. You may or may not want that.

Unless you pay LinkedIn, you’ll find that you have to go through someone to get introduced via LinkedIn who is two degrees away from you. You may or may not want to do this. While I’m happy to do that for anyone who asks me to introduce them to someone in my network, others may be less willing unless they get to know you.

INVITATIONS
LinkedIn makes it very easy for you to rapidly grow your network. Once you’re satisfied with your profile, the next step is to invite everyone you know to join your network.

LinkedIn can search through your address book in Outlook, AOL, Yahoo, Gmail, and other address books to find long forgotten contacts that you can invite into your network. You have complete control over who you invite into your network. If the address book search turns up people you don’t want to invite, you don’t have to invite them.

The invitation itself can also be personalized. If there is a group of people you want to invite that have something in common, you can personalize the invitation to increase the likelihood they will accept your invitation and become part of your network. [Mindy’s Note: I agree...generic invitations show no creativity or original thought. Tell me how you think our connection will support us both.]

As you meet people and get their business card, send them an invitation. To help increase their effectiveness as networking contact for you save this document to send them to show them how to get the most out of their LinkedIn connection.

ANSWERS                                                                                                                     LinkedIn recently added a section called Answers. It’s been a big success in helping people connect. Answers are where you can do two things.

1. Ask other people in LinkedIn to give you answers to your business questions. There  are a lot of experts in every subject you can imagine in the LinkedIn network who are very willing to share their expertise with you.
2. Promote your expertise, products and services by answering questions. By doing this you’ll find people you want to add to your network and people who may want whatever you have to sell or who are interested in discussing other opportunities including employment and business ventures.

I’ve made contact with people who needed my services simply by browsing Answers looking for questions where I could share my expertise with people. It really does work. It worked for me. It will work for you. [Mindy’s Note: Ditto!!]

RECOMMENDATIONS                                                                                                      If you want to know whether someone is good at what they do, look at the recommendations in their LinkedIn profile and who wrote them. Getting recommended by other people adds considerably to your credibility in LinkedIn. Whether you are trying to advance your career or expand your business, getting Recommendations is very important to you.

Here’s part of the importance. Part of my network includes recruiters and some of them recruit for high level positions. Recruiters use LinkedIn to find candidates with certain experience sought by their client.

Once the recruiter locates a LinkedIn profile that appears to have the right experience and education they look to see how many recommendations they received. If you failed to ask people in your network for their recommendations of you, the recruiter will probably pass you up. I know recruiters who look for a minimum of three recommendations before they will contact someone about an opening.

You should ALWAYS ask people to recommend you. If you want to grow your network and increase your presence and creditability it’s something you have to do. You shouldn’t be embarrassed to ask and people who know you and like you should be very willing to do it for you. [Mindy’s Note: Be proactive, don’t wait to be asked to give a recommendation, surprise them with one given spontaneously. Here's another reason to freely give recommendations and testimonials...I once made a $1000 sale after someone saw my testimony on a friend’s website].

If I’ve worked with you in the past or you know me through my current business I would sincerely appreciate any positive recommendation you would like to give me.

NETWORKING                                                                                                               There are people in LinkedIn who have built successful businesses entirely from networking and nothing else. It’s an essential element in marketing my services. You can use networking to advance your career, expand your business, or meet some very interesting new colleagues and friends.

I’ve found over the years that most people aren’t very good at networking. Unfortunately it’s not a subject that gets taught at colleges and universities. It really should be. My own career would have benefited greatly if I would have learned networking and how to do it effectively much earlier.

One of my contacts is a woman named Mindy Selinger. Take some time and visit Mindy’s profile after you read this. What you’ll discover is that Mindy is an expert on networking and she can teach you everything you need to know about networking very inexpensively. Some of her resources are even free to use.

Mindy markets The Link System® and how to find people to add to your network that make good links for your career and business. www.thelinksystem.com You can become a very effective networker if you get instruction from someone like Mindy. [Mindy’s Note: Aw, shucks…..thanks!]

LIONS AND OPEN NETWORKERS                                                             Once in a while you’ll find a profile in LinkedIn that says LION 500+. This means this person has crossed the magic threshold in networking and built first degree relationships with over 500 people! How does someone do that?       

 The easiest way is to make one LION or more part of your network. A LION is an Open Networker. Any of their contacts are open to you. You can contact them (because they left their email address in their profile) and ask to be added to their network. This dramatically increases the number of people that are available to you and who will be able to find you in LinkedIn. [Mindy’s Note: This works! I was contacted by someone from a global company who was curious about The Link System®. We are talking.]

I’m an Open Networker. One day I hope to become a LION. If someone contacts me and wants to be introduced you, I’ll happily do that unless you tell me for some reason you don’t want to be contacted. [Mindy’s Note: I have a long way to go to become a LION (Lioness?)…Right now I’m just a little LinkedIn Linx!]

CONCLUSION
Once you’ve done all or most of the things I’ve mentioned, don’t forget to revisit LinkedIn as often as you can. It’s how you’ll keep up to date on me and with my ever expanding network of contacts who you may want to know.

You’ll do the same with all the networking contacts you’re adding and keep up to date on who they’ve been adding to their contacts. Your next job or next sale may come from knowing those people.

Good luck and good networking!

DOUG                                                                                                                                [Mindy's Note: Here is Doug's LinkedIn profile ]

Here’s a Pet Peeve…pre-printed nametags that are too small to read! That has happened too much recently and it hinders networking by not allowing you to see the business name as you move through the crowd.  I always have my own name tag that has my business name On Top in Large Letters with my name below.   It never fails to attract attention when people are looking for a reason to connect with another.  (That’s why we go to these events!)  So I am set…people can read my tag…but I cannot read their’s from a comfortable distance!  (And yes…I have my glasses on!)

Now, I’m sure that the administrative assistants who are in charge of printing these out have not given this much thought….but the larger the type, the better. They can be read across the table, across a small circle of  networkers chatting.

 Or, if they come on a lanyard, as many full-day events offer, they hang down mid-chest where looking at it might be awkward (really!)

Last week I gave a presentation to a large sales force and I talked about the value of a custom name tag.  When I asked the sales manager if the company provided name tags, the response I got was that the events they go to usually have the nametags printed for you.

Do not rely on that….Effective name tags are too crucial to networking success!! 

Ordering your own custom name tag is always the first assignment in The Link System® Training…it’s that important.

If you work for a company that sponsors events, let them know that they will increase the networking success of their attendees if they print the attendee’s name and the company name as large as the space will allow. 

Oh…I once attended a chamber mixer (no pre-registration offered this time) when they forgot to bring name tags for the attendees to fill out.  Don’t even get me started about how much lost business that mistake cost their members.

P.S.  Kudos to Connect!  Their tags had the largest font possible for business names!

<end of rant>

Here is Payam Lavi, president of Convenience Enterprises, Keith McKenzie of Bernstein Global Wealth Management, along with Karen Winston, Program Manager, for SD MIT Enterprise Forum.

Enjoying the festivities are Jeff Barr of Idalica and Laura Darius of Darius Communications.  You may have seen the article about her company in the Aug. 6th issue of The San Diego Business Journal.  I have been her client, working with her to hone my presentation skills.  The video can be brutal but crucial to the learning process.  But aren’t we our own worst critic? 

A challenge for all who attend networking events is to keep the names, faces and business cards straight in your mind the next day when you go through the stack you collected.  I always suggest that you write notes on their card to help you recall your conversation and if you plan to reconnect for a specific reason. 

I have found that some people strive to stand out from the crowd and to cause someone to remember a chance encounter. That was the reasoning given to me by Eric Busboom, founder of Clarinova Software, when I commented on his cool fedora.  He figured that he would be the only man in the room sporting a hat and he knew that  he would be remembered as “the guy with the hat”.  Sure enough, when I looked him up in my Palm just now, it said “Hat Guy.”

Ok….back to the party.Did I mention the food?

This was my third Connect Social.  They have all been first class events that were attended by professionals from San Diego’s leading firms.

You’re young, hip, sexy, maybe a year or two out of college… and in the business world. You go to a networking event (maybe one you found on The San Diego Networking Guide) and think…”Most of these people are in their 40′s & 50′s! I want to network and Party! Where do I go???” Convivium!

Eric Berman, President of Convivum, summed it up in an email to me:

“The group was created because I saw a lot of people in the social scene that were also “hip/upscale young professionals” (who) didn’t have a coordinated outlet for business networking and reciprocally, those that were focused on their career didn’t have time to focus on how to manage their social calendars as well. Therefore, we brought both together. As you leave school, you are constantly (trying) to build your network for both business and friendships, etc. We aim to facilitate that process in a fun and meaningful way. People feel very comfortable being a part of our group and automatically have a connection with others which opens the door to whatever!!!”

On the website it says “At The Convivium it is okay to “mix business with pleasure!” Membership includes VIP treatment at San Diego’s hottest clubs and restaurants.

I’ll let others review future events…I would not want to be accused of being anyone’s mother!!

The conscious networker would not be without The San Diego Business Journal.  Why is that?  The SDBJ is a part of my workshop.  I bring in an issue and we discuss how they can use it to:

• Stay current on events to facilitate networking conversations 
• Share information with your “Links”
• Learn about the “Movers & Shakers”
• Find events/seminars for yourself and others
• Learn of future “Awards” events and nominate someone
• Learn the top companies in major industries
• And more!

For the proactive, creative thinker there are several pieces of useful information in every issue.  Did someone you know get a promotion? Send a congratulations card! Did you notice a business meeting that will pull in a certain audience demographic?  Share that information with others! When it comes to speakers, the more influential the speaker, the more influential the audience.

My only wish is that they beef up their Business Events calendar.  Several months ago they re-vamped it by taking out all of the weekly networking events..most of them BNI meetings. (I did not mind…those type of events are covered in my event calendar.)  They do list industry association meetings, free educational seminars sponsored by various companies (usually for lead-generation purposes), workshops, trainings etc. There is no cost to be listed in their Business Events Calendar.

The SDBJ recently sponsored the 2007 Economic Forecast breakfast.  It was a beautiful morning at the Harbor Island Sheraton and there must have been nearly 500 people there. Here are some pictures which includes some of the slides about the forecast.  (The control buttons will appear when you mouse-over the lower right corner.) 

Needless to say, there is not much I can write that has not already be said before, but I will relate this experience and offer some guidelines so you need not read the 1,290,000 Google offerings.

As I listened to everyone as they went around the tables (I was spared…they had just listened to me talk for 35 minutes), I found myself lulled by the repetitious nature of each introduction.

 ”Hi…I’m……., I am a (realtor, loan agent, business coach, printer, jeweler)  or 
My name is ……The name of my company is…..We sell…….. I’m looking for…(this type of client to buy my product or service).  I’d be happy to talk to you about my product or service.”

Then a man stood up and said,

“80% of all business owners DO NOT have a plan for leaving their business and moving into retirement.”

Huh?  And I snapped to attention. I have a business…I need to think now about leaving it?

He continued:

“I work with successful individuals, business owners/principals and professionals helping them design, develop and implement strategies to secure their financial future.  All I ask is the opportunity to gather the right kind of information to determine the needs and desires of my clients. (dramatic pause) A one hour meeting with me, could make a difference for a lifetime…”

I immediately thought…there’s a man who knows how to get your attention.  And isn’t that what this process is all about?  Getting the audience’s attention?

The remaining attendees repeated the same; My name is…… my business is… I’m looking for…

A training I took a couple of years ago boiled it down to a few simple rules.

1.  The first word out of your mouth when adressing this type of audience should not be “I, me, or my”.  Instead, start with a fact, a statistic or a thought-provoking statement. Remember, half of the audience is probably rehearsing their own speech in their heads, the other half are thinking, “Darn,  forgot to mention…”, which means they are not 100% focused on you!  Start with a strong statement to bring the room’s attention to you.

2.  Then, tell them what value you bring to your type of client
3. Give them an action step on how to learn more.   

Sample: 

Those who attend networking events lose thousands of dollars in missed opportunities because they have not been taught solid connection skills.  I’m Mindy Selinger, publisher of the San Diego Networking guide and event calendar.  I teach The Link System, a high level networking and relationship-building skills-set that has been taught to companies like Merrill Lynch, Wachovia and Morgan Stanley.  If you would like to receive The San Diego Networking Guide via email, give me your business card and write a Y on it.  If you would like information on how you can upgrade your connection skills, see me after the meeting. I have some free resources for you to learn more.

Ideally, you want different “soundbites” for different occasions.  I would not say that to someone who asks “What do you do?”  In a one-on-one situation I may say, “I teach networking skills”.  Then if possible, I may position myself so that I am standing side-by-side with them and motion towards the crowd and say,  “Someone in this room is worth thousands and thousands of dollars to you…but not as a client, as a business relationship.  I teach you how to find them”.

At a normal networking event, I rarely go into more detail than that.  The principles that I teach have you take the conversation in a different direction, one of pre-qualifying and gathering information. 

The whole point is to be able to be concise, informative, and effective in getting out the message you want to your target market.  You know that you have been successful when they declare their interest by wanting to know more.

Oh…about the man who declared “80% of all business owners DO NOT have a plan for leaving their business and moving into retirement.”

That was Bill Dutton of Northwestern Mutual Financial Network

OK readers…I am asked quite often of those who receive the San Diego Networking Guide… “Is your calendar just for women’s groups? It seems like all the events you talk about are for women!” My “keeping-it-light” response is usually, “Can I help it if there are so many dynamic women doing great things in San Diego?”

Let me set the record straight. The San Diego Networking Guide is most definately an equal opportunity calendar!! Unless the word “Women” is in the title of the listing…chances are good that it is a co-ed group.

However….let’s not miss out on a very important point here. Savvy businessmen know the value of networking with pro-active business women. There were men at the Women’s Symposium…there were several men at Dee Sanford’s Business Women’s Celebration of Women Luncheon in March. Mardi Boone changed the name of her events from Women’s Abundance to the Abundance Network because of its appeal to men.

I met a very important connection when he was the sole male at the Orange County eWomen’s Network luncheon last year. I could go on, but I hope I have made my point.

So, men…. go forth and “boldly go where few men have gone before!”