Use Networking Skills to Open Doors
An Edward Lowe Quick-Read Solution

Every entrepreneur knows how valuable networking skills are. Are yours up to par? Take some time here to hone your style, and pick up more lasting, effective contacts.

OVERVIEW

Like a true entrepreneur, Bill Clinton won the presidency in 1992 by amassing a vast network of contacts. "Friends of Bill" helped him raise money and recruit volunteers for the campaign. A master networker, Clinton found that each friend he made would in turn introduce him to a handful of influential VIPs; this snowball effect exponentially expanded his circle of contacts.

Follow Clinton's lead and network aggressively. That doesn' t mean you must shake hands with random attendees at trade conferences and befriend them. A smarter approach is to leverage your professional contacts and let them open doors to new opportunities. Networking via referrals from your friends and acquaintances can prove less harrowing and more fruitful than "cold cultivating."

In this Quick-Read you will learn:

SOLUTION

Fast-growth entrepreneurs can usually sum up their business in one simple, compelling sentence. And they're rarely bashful about hyping their companies to anyone who's willing to listen.

That's where networking comes in. The more people who know about you and what you do, the more allies you'll attract. If you try to forge connections with everyone you meet, you may not hit it off 100% of the time. But engaging a stranger in a stimulating or memorable conversation can launch a relationship that leads to all kinds of benefits.

It all begins when you make a positive first impression. In face-to-face meetings, stand up straight and balance your weight on both feet. Loosen your facial muscles so that you radiate warmth and enthusiasm when you first greet someone. Don't lean, slouch or grimace when you shake hands. Banish thoughts of self-doubt (Is that stain visible on my shirt? Does my hair look good?) and replace them with pangs of curiosity (What does this person do? What goals do we share?). Make friendly eye contact during the first ten seconds to put the other person at ease.

Network on the phone by opening with a "referral statement." Examples:

These statements instantly explain why you're calling and how you found that person. This helps the individual respond openly to you.

Network on the Internet by joining chat rooms and participating in online forums. Make bold, concise points while adopting a deferential tone. Respect your readers by complimenting their insights, asking follow-up questions and seconding their observations.

If the prospect of networking induces anxiety, use these pointers to relieve the tension:

1. Ask pleasing questions. You make friends faster if you invite them to discuss their favorite topics. Look for chances to ask, "What did you like about the speaker?", " You've accomplished so much: What are you most proud of?" or "What qualities do you look for in a great leader?"

2. Emphasize shared concerns. Establish common ground and you're off and running. If you both know someone, explain how you met that person. If you're carrying the same laptop computer model, compare notes. If you've both built businesses, discuss how you've overcome growing pains.

3. Maintain eye contact. You've heard this before, but it's still an issue for many people. If you're nervous, you may look down or away rather than at the other person. That makes it harder to gain rapport. Transform your anxiety into positive energy by gesturing freely, smiling authentically and leaning slightly toward others to show you want to listen to them.

To expand your network, follow up when friends and acquaintances refer to others. If they mention some advice they were given, ask, "Who gave you that great advice?" If they tell stories about people they've met, ask for names. Once you gather this information, suggest that they hook you up with these contacts.

REAL-LIFE EXAMPLE

For Sean Greene, founder and CEO of Away.com, networking is a means to an end. He's always hunting for new hires for his growing adventure travel Web site, and he makes it his hobby to meet people.

He stays in touch with friends from his prior jobs, including a stint as a senior consultant with McKinsey & Co., and former classmates from college and business school. He also attends travel-industry conferences and participates in Internet groups in the Washington, D.C. area where his 75-employee company is based.

Dennis Howitt of Minneapolis, Minn. constantly talks to people sitting next to him on the plane. "I'm the guy who's always asking you about your business as we fly from Chicago to San Francisco…. It's amazing who I meet on those flights." He asks for a business card at the end of the conversation and sends a follow-up note when he gets back to the office, usually attaching a relevant article along with the note.

DO IT

Dear Achiever,

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You live the American Dream and perhaps you might be able to share some of your wisdom with other dreamers. We have two quick questions to ask:

If you might be so kind as to jot the answers to these two questions down on your letterhead (along with a photo if possible) and mail them back to us in the enclosed postage paid envelope, it would be greatly appreciated. We will post all responses to our website www.usdreams.com throughout the year. Our new website features 300-plus pages of positive and motivational profiles on America’s top achievers.

Your wisdom will inspire thousands of dreamers. Thank you in advance for helping us share the American Dream message throughout our great land.

Continued success,

Jim Bickford

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You can read all of them below: http://www.usdreams.com/AchieversLetters.html

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