Book Review: Networking Magic
Book Review: Networking Magic
"Networking Magic" (by Rick Frishman and Jill Lublin) helped me reframe what networking is, and how to succeed at it. They define networking as the "building and maintaining of relationships". Therefore to be good at networking, you need to generously give to receive. People who have benefited from your assistance are more likely to reciprocate when you ask.
The book describes how to build your own network: both to get information from others as well as to sell your product or services. It describes how to ask for referrals, present yourself, and "work your network". It's based around the simple premise that the more you give the more you get (without expectation of getting).
When I now go to networking events and meet someone, I get to know them and find out what business problems they have. My primary goal is to help connect them with someone who might be a great resource for solving their problem. Ideally, the connection would be a person in the same room, so I can make a personal introduction. I'll often take notes on the back of their business card (or use a spare one of mine if they don't have a card handy) and follow up with them within a day (with names and contact information). Again, my sincere goal is to help them with their problem.
My secondary goal is to get people to think of me as someone who can help them (building trust). I'll often follow up with people to ensure that a referral I provided was useful to both sides. If not, I'll offer other resources. Trust is something that is earned over time. This sort of networking is a long-term process, unlike the vision I initially had of a short-term, "Hi, nice to meet you, here's my card, want to buy from me?" sales speech.
I personally enjoy connecting people who need something with a person who can provide it (a business "matchmaker"). I love hearing a "thank you" for an introduction that did work.
Book Review Networking Magic - To learn more about this author, visit Jay Hamilton-Roth's Website.
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When I started networking, I did it the way most people do: I showed up and hoped to meet people and convince them that they should use my services. It became quickly evident that this doesn't work (at least not for me).
"Networking Magic" (by Rick Frishman and Jill Lublin) helped me reframe what networking is, and how to succeed at it. They define networking as the "building and maintaining of relationships". Therefore to be good at networking, you need to generously give to receive. People who have benefited from your assistance are more likely to reciprocate when you ask.
The book describes how to build your own network: both to get information from others as well as to sell your product or services. It describes how to ask for referrals, present yourself, and "work your network". It's based around the simple premise that the more you give the more you get (without expectation of getting).
When I now go to networking events and meet someone, I get to know them and find out what business problems they have. My primary goal is to help connect them with someone who might be a great resource for solving their problem. Ideally, the connection would be a person in the same room, so I can make a personal introduction. I'll often take notes on the back of their business card (or use a spare one of mine if they don't have a card handy) and follow up with them within a day (with names and contact information). Again, my sincere goal is to help them with their problem.
My secondary goal is to get people to think of me as someone who can help them (building trust). I'll often follow up with people to ensure that a referral I provided was useful to both sides. If not, I'll offer other resources. Trust is something that is earned over time. This sort of networking is a long-term process, unlike the vision I initially had of a short-term, "Hi, nice to meet you, here's my card, want to buy from me?" sales speech.
I personally enjoy connecting people who need something with a person who can provide it (a business "matchmaker"). I love hearing a "thank you" for an introduction that did work.
Book Review Networking Magic - To learn more about this author, visit Jay Hamilton-Roth's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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