Build Your Business through Strategic Networking

Networking ? it's the latest business trend. Or is it?

Actually, business owners have always engaged in the art and science of networking. Only years ago it didn't have a name. Business owners would get together, shake hands, and smile and chat about themselves and their businesses. Same thing with "coaching." I've been a sales trainer for 40 years, but it wasn't until five or six years ago that someone said, "Milt, you're not a sales trainer, you're a coach." I always thought coaching was leading your kid's soccer or baseball team. Turns out I've been a "coach" for 40 years.

The buzzwords, however, aren't important. What counts is what you do. And if you're a business owner looking to grow your business, then networking should be a way of life for you. It's how you climb the ladder of success. But if you don't actually climb that ladder, you won't go anywhere. That's why it's called networking!

While you can network anywhere ? I've met some really great clients while eating at the local diner ? a good place to begin is by joining a networking group. It's an excellent way to meet a lot of potential "suspects" who have the potential to become "prospects."

Here you will have a brief opportunity to stand up and talk about yourself and your business to a group of people who share the same goals you do. In essence, you become a 60-second commercial. When given the opportunity to "sell" yourself, be sharp and to the point. Look directly at your audience, not at the ground or up at the ceiling. Make eye contact. It lets your peers know that you're confident.

Once your commercial is over, get out in the crowd and talk to people. Work them like a politician works a crowd. But don't be pushy; don't use fancy words ? not everyone is a Princeton graduate, and make sure you have a firm handshake. Trust me, you can tell if a person is positive or negative by their handshake. And be a good listener. Listen 80% of the time, talk 20%.

But most importantly, don't make this an "it's all about me" affair. Remember, you're not the only person there networking. You're all in the same boat. When you introduce yourself, don't hand someone your business card and immediately tell them what you do. Show an interest in others ? talk about what they do. Ask them questions about themselves and their families; develop a rapport. In other words, don't kiss on the first date!

You'll know if there's any "chemistry" between you. If there is, make arrangements to meet at another time and place to discuss your mutual interests. Why eat lunch by yourself? And always ask for a referral.

While there's no harm in speaking to everyone, do target your audience ? seek out people who you know would benefit your business. But even if you determine there's nothing worth pursuing, a particular business owner may have other clients that can help you. You may speak to a business owner with whom you have no mutual interest, but you're also talking to his/her 30 "suspects" who may become "prospects."

As for that business card ? make sure it describes what service you are offering. Your card is your billboard. I suggest putting your photo on it. If I don't remember what you do, chances are I will toss the card. When you receive someone's card, don't wait a week or three weeks to make contact. Follow-up in a day or two.

The key to successful networking is practicing your presentation. Write down your message and key points and practice it over and over. Repetition leads to confidence. Practice in front of your spouse or friends and neighbors. Practice is especially important for people who are terrified to speak in public, which is about 99% of the total population. You may even want to consider hiring a coach.

There's also the "likeability factor" to consider. In order to sell your product or service, you have to sell yourself. And if people like and trust you, they'll sign that contract. Conversely, if they don't like you, you can be selling gold in your pockets, but they won't buy.

Networking is the best way to build your business. You can read a million books about it, but unless you get out there and do it, you'll never even reach the first rung of that ladder.

Milton J. Paris is Sales and Business Coach and Marketing Consultant for Paradigm Associates, LLC. The host and producer of the radio show "Getting Ahead in Business" on WCTC 1450 AM every Saturday, Paris believes the way to increase sales is through setting goals and executing them. An author and speaker, he served as President and Vice President of Sales for three diverse companies with a national customer base. He has 40 years of sales and business growth experience. Visit http://www.ParadigmAssociates.US or call (908) 276-4547.

---

Google News Updated : Sun, 06 Jul 2008 18:55:47 GMT Oregon Man Flies His Balloon Powered Chair Out of State - eFluxMedia Washington Post Oregon Man Flies His Balloon Powered Chair Out of State eFluxMedia - 1 hour ago By Matthew Williams A 48-year-old gas station owner from Bend, Oregon triumphed Saturday on his third attempt in making a 235-mile (378km) ride in a lawn chair rigged with helium-filled party balloons. Video: Ore. Man Uses Balloons and a Lawn Chair to Fly AssociatedPress Fireworks Injure Dozens Nationwide Washington Post United Press International - BBC News - New Zealand Herald - NEWS.com.au all 1,333 news articles Publ.Date : Sun, 06 Jul 2008 17:16:09 GMT Peter Cook's team set to paint ugly picture of Christie Brinkley - New York Daily News The Money Times Peter Cook's team set to paint ugly picture of Christie Brinkley New York Daily News - 10 hours ago BY CHRISTINA BOYLE and TRACY CONNOR Christie Brinkley emerged from the first week of her divorce trial virtually unscathed, but the supermodel may not be as lucky in the second round. Op-Ed Columnist An Ideal Husband New York Times Christie Brinkley Hangs with Ex Billy Joel People Magazine Starpulse.com - FOXNews - WCHI - Hollywood Today Newsmagazine all 54 news articles Publ.Date : Sun, 06 Jul 2008 08:15:57 GMT Planet Mercury Shrinking In Size, Latest NASA Probe Reveal - AHN Voice of America Planet Mercury Shrinking In Size, Latest NASA Probe Reveal AHN - 3 hours ago London, England (AHN) - Mercury, the nearest planet to the sun and the smallest in the solar system, is shrinking, scientists said Saturday. Messenger's Photos Of Mercury Point Out New Facts eFluxMedia First Results From Messenger's Mercury Flyby Slashdot BBC News - Los Angeles Times - MSNBC - Scientific American all 160 news articles Publ.Date : Sun, 06 Jul 2008 15:26:44 GMT Will Smith is box office superhero with 'Hancock' - Reuters Calgary Herald Will Smith is box office superhero with 'Hancock' Reuters - 2 hours ago LOS ANGELES, July 6 (Reuters) - Will Smith, the closest thing to a sure bet in Hollywood, overcame some of the worst reviews of his career to claim the top spot at the US Independence Day holiday box office with "Hancock. 'Hancock' grabs heroic $107.3M over long weekend The Associated Press Movie Review: Hancock, A Superhero With Issues eFluxMedia Portsmouth Herald News - Lake County News - Sunday Paper - Bodog Beat all 324 news articles Publ.Date : Sun, 06 Jul 2008 16:05:33 GMT Veterans Group Urges Support to 'Finish the Job' - Washington Post Veterans Group Urges Support to 'Finish the Job' Washington Post - 5 hours ago By Michael D. Shear Sen. John McCain will get some battleground-state help this week from Iraq and Afghanistan veterans, who appear in a television commercial aimed at convincing the public that the United States is winning in Iraq. Veterans’ Group Critical of Obama Plans Costly Ad Campaign FOXNews Veterans group plans ad campaign touting Iraq war The Associated Press Telegraph.co.uk - KPVI-TV - Politico - New York Times Blogs all 127 news articles Publ.Date : Sun, 06 Jul 2008 13:04:24 GMT Consumers get rare chance to try to effect changes in credit-card ... - MarketWatch Consumers get rare chance to try to effect changes in credit-card ... MarketWatch - 1 hour ago By Andrea Coombes, MarketWatch SAN FRANCISCO (MarketWatch) -- If you've ever complained about an unexpected interest-rate hike on your credit card, now's your chance to have your gripe heard. Speak Up on Credit-Card Rules Wall Street Journal Credit Card Overhauls Seem Likely New York Times Chicago Tribune - Billings Gazette - OpEdNews all 15 news articles Publ.Date : Sun, 06 Jul 2008 17:32:50 GMT RNC Unit Launches First Big Ad Buy in Battleground States - FOXNews FOXNews RNC Unit Launches First Big Ad Buy in Battleground States FOXNews - 5 hours ago by FOXNews.com The RNC's independiture expenditure unit has launched its first big ad buy in battleground states, touting John McCain as a crusader on the climate (RNCIEU). New RNC Ads Go After Obama on Energy Washington Post New RNC Ad: McCain For "Balance" On Energy, Obama "The Party Line" TPM Politico - Detroit Free Press - Los Angeles Times - guardian.co.uk all 40 news articles Publ.Date : Sun, 06 Jul 2008 13:48:38 GMT RSS For Web Pages More Web Site Traffic

PARLOT::Ebooks, Scripts, Websites, and more...

Adsense websites

Lesson 61 - When Does Aggressiveness Turn Into Annoyance?

The StoryWhen attending conferences, conventions, or private events, it's guaranteed... Read More

Building Bridges - The Importance of Being Connected Where You Live

As a Young Professional (YP) in the up-and-coming city of... Read More

Networking - How To Do It

Networking is probably the oldest, easiest, most effective and least... Read More

Flying High, Flying Far

"What me? Sell myself? You have to be joking!"This was... Read More

Talk Isnt Cheap

The most successful organizations have good communication skills. Survey after... Read More

Networking: What the Heck is a Ryze?

If you're new to the internet marketing club, you may... Read More

Why Arent You Talking to Me?

Your nonverbal communication talks before you do. Only seven percent... Read More

Your Front End

While surfing for traffic or browsing your safelist emails, you... Read More

10 Terrific Tips to Talk Your Way to the Top

What is "the top" anyway? According to society, "top" has... Read More

Putting The Fun Back In Networking

Networking is one of the most important skills a person... Read More

Why Cant I Start A Conversation With You?

One out of every ten Americans has a fear of... Read More

Develop a Great Network - Pay It Forward for Maximum Success

Who needs a network of people to talk to about... Read More

Power Networking: Getting Your Name Out There!

Today's economy presents some very special challenges to people who... Read More

It Pays to be Friendly

Most small business people do not take advantage of human... Read More

How to Avoid Falling Asleep Behind the Conversational Wheel

Think about the last time you feel asleep behind the... Read More

Acknowledging Referrals! What?s in It For You?

I grew up in a household where saying thank you... Read More

Why Cant I Remember Your Name?

You're terrible with names. You forget someone's name within ten... Read More

Client Attraction Technique #2: Networking

One of the most cost effective ways of generating leads... Read More

Volunteering for a Networking Group

When is it appropriate to volunteer to take a position... Read More

Small File Box With Resumes to Help Customers

I bet you have not thought about it much, but... Read More

Marketing Essentials: The 15 Second Elevator Speech

You're at a conference. Someone steps in the elevator, notices... Read More

Where to Find a Cash Windfall of $10,000 - $1,000,000 - You Never Knew You Had

There is a rather famous true story called "Acres of... Read More

How to Organize a Successful Bad Sweater Party

"Hey Scott, would you like to go to a Bad... Read More

Create a 10 Second Introduction From Your USP

You can generate a ton of business by networking, whether... Read More

Franchisees Should Learn From Each Other

If you own a franchise you should be in contact... Read More