Networking events are great for making new contacts, but at large networking events it's hard to make an impression on the people you meet.

At a networking event this week hosted by Experian Interactive Media, Stephen Semprevivo, President, spoke briefly about networking, and encouraged everyone to use storytelling as one of their networking techniques.

Everyone swaps stories at networking events, but I'm not sure everyone uses storytelling effectively to accomplish their networking goals.

There are many ways to use storytelling in your networking, such as:

• Solidify a relationship through your common experiences
• Describe a person you will introduce them to
• Demonstrate your expertise in solving a problem the other person mentioned

Here are a few resources on storytelling techniques in business:

• Once Upon a Business…The Role of Storytelling in Leadership, Management, and Entrepreneurship
• Storytelling as a Key Leadership Tool
• Marketing Is Storytelling
• The Ten Truths of Branded Storytelling

So...what's your story?

Posted by Cliff Allen at 06:08 PM | Permalink | Comments (1) | TrackBacks (0)

We have started hosting our free LINC business networking events again this year - and we're off to a great start.

Our first networking event in 2008 will be on March 11th in Venice.

Here in the Los Angeles area several groups hold networking events for technology and media companies. However, our free LINC events seem to fill a special need in L.A., so my co-organizers and I are glad we can start hosting these events again.

If you are involved in guiding or managing some aspect of a digital media or software company you'll want to come meet others like you. Be sure to RSVP now because we're quickly approaching the limit on the number of people that the location can handle. (After you RSVP you'll be able to see who else is coming.)

If you would like to host casual networking events like this for people in your industry, here are the guidelines we've followed:

• Find a location that's easy for most people to get to.
• Make sure parking is convenient and as inexpensive as possible.
• Choose a venue that will provide a large, open meeting area - and has good food.
• Recruit one or more sponsors who will pay for the venue and food so you won't have to charge admission.
• Invite people in a narrow enough industry or sector that it's likely that everyone would like to meet each other.

If this happens, encourage every person you invite to use the "Send Invitation to Friend" form on the event page to invite people they know. Take advantage of the connectedness of your community to attract a larger group of people who will all be glad you organized the event.

Posted by Cliff Allen at 02:04 PM | Permalink | Comments (0) | TrackBacks (0)

Have you ever encouraged a friend or associate to attend a networking event with you, only to have them say, "I'm too shy and quiet to go to networking events." You've probably thought about how most of the people you've met at networking events are a bit shy, too.

In fact, when was the last time you saw a loud, boisterous salesperson at a networking event? The stereotypical salesperson at networking events is long gone because it just doesn’t work.

When I saw the post by Lindsey Pollak Why Shy People Make Great Networkers I thought about a person I've known for several years. He considers himself somewhat shy, yet he attends many events, has a large business and social network -- and is always in demand by large companies.

Lindsay tells the five reasons why she thinks shy people make great networkers:

1. They ask for personal referrals
2. They are polite
3. They listen more than they talk
4. They bring a wingman (or woman)
5. They network online

When you read Lindsey's detailed explanation of those points, think about how these techniques fit your personality for networking.

Networking is nothing more than nurturing personal relationships that create opportunities for people to help each other.

So, share Lindsey's post with friends who you would like to see attend networking events with you. You might have a new networking buddy!

Posted by Cliff Allen at 12:25 PM | Permalink | Comments (0) | TrackBacks (0)

One of the benefits of the Internet is that it's helped us become aware of how the large issues in the would affect us. At the same time, it's become more frustrating when we try to take action and "make a difference" to improve things.

How many times have you sent a YouTube link about an important issue to your contact list -- then wondered if the video made a difference in how they act? The same frustration happens when trying to use social networking sites like Facebook to made a difference.

So, how do you really make a difference on the key issues you're concerned about? Face-to-face with the people you want to influence.

When you interact with people face-to-face you have an excellent opportunity to answer their questions immediately, as well as grow your relationships with them.

For example, if you're concerned about the environment, help your friends and associates understand your concern. Annie Leonard has created a 20 minute video on the "Story of Stuff" that you can use to host a house party in your home or present at a local organization.

She also provides a complete set of communications tools, including a discussion guide, group activities, and a list of ways individuals can make a difference in advancing sustainability.

When your organization publicizes a public event like this in SureToMeet remember to select the category "Green/Sustainability" on the event description form. This helps publicize your event in three ways.

1. It helps people find your event in the SureToMeet calendar of local events.
2. Your event will be included in the SureToMeet weekly newsletter that's sent to people who want to know about sustainable and green events in their area.
3. Your event will be automatically included on other Web sites that use the SureToMeet database of sustainable and green events, such as California Green Solutions.

Using SureToMeet to publicize events is just one of the ways you can use the Internet to make a difference in your community -- and the world.

Posted by Cliff Allen at 08:19 AM | Permalink | Comments (0) | TrackBacks (0)

Meeting new people and nurturing business relationships is very similar to the process that singles use in forming new personal relationships.

Gina Hendrix, an expert matchmaker in Los Angeles, has recently started blogging about the dating tips she shares with clients. Her recent post on "Basic dating do's & don'ts for men" reminded me of some of the tips I give people on business networking.

One tip is especially important: Be generally interested in what the other person says.

Too often people in a conversation are thinking more about what they'll say when it's their turn, instead of responding to what the other person just said.

It's more than just hearing what the other person said. It's best to ask a question or make a comment. Make it clear that you heard both the factual part and the emotional feelings that the other person expressed.

For example, if someone says, "The price of jewelry is going up!" you better know if that person is a buyer or a seller of jewelry before you automatically respond with a comment.

In addition to paying close attention to what someone says during a conversation, take good notes later. Open your contact manager and use the notes feature to enter the details that you learned. Be sure to note interesting facts that they shared, and pay close attention to their likes and dislikes.

Then, before your next visit review your past notes so you'll be prepared to move the conversation - and the relationship - along.

Whether you are meeting new people to expand your business network or your social network, many of the techniques for growing those relationships are the same.

Posted by Cliff Allen at 08:39 AM | Permalink | Comments (0) | TrackBacks (0)

Entrepreneurs starting a high-growth high-tech business network somewhat differently from other people -- and that was clear at the recent StartupLA conference.

StartupLA was organized by local entrepreneurs who decided that other entrepreneurs starting high-tech ventures in Los Angeles need a quick overview of key parts of business.

I was pleased to participate in the marketing panel, and later watched the panel on business networking. Those four panelists clearly have their own attitudes and approaches to networking.

For example, Boris Epstein, a recruiter, has over 500 connections in LinkedIn and uses LinkedIn extensively to contact candidates. On the other hand, Joel Ordesky, one of CTOs on the panel, has under 300 contacts and advises people to not seek connections to the "super connectors" in LinkedIn.

Each of the four panelists shared a number of real-word networking tips. Here is a significant tip from each panelist:

Steve Burgess gave the best reason to continually build your network when he said, "I don't do business with people I don't know." This indicates the importance of developing relationships before you expect to do business with someone. For entrepreneurs, it's especially valuable to nurture relationships with potential investors before asking them to make an investment.

Boris Epstein said, "Being with people 'up' the ladder allows you to learn from people who have done more than you have." Networking with people who are more accomplished in certain areas allows you to have new experiences with someone who can mentor and provide guidance.

Joel Ordesky said, "Tell who you are, not what you want to be." People who network are usually looking for contacts who can help them make a change, so it's hard to avoid talking about the new project or venture. This can be tricky for entrepreneurs starting a new business, especially when they are leaving another industry to start their new business.

However, the reason other people network with us is based on who we are now and how we can help them. So, temper your enthusiasm for your upcoming projects and let people know how you can help them today.

Tony Karrer said, "Formulate a question that's a request for expertise." An effective way to engage people is to ask for information or assistance. It's a great conversation starter, and it can form the basis of a relationship.

These real-world networking tips illustrate that successful networking is about creating mutually beneficial relationships built on trust, understanding each other, and a desire to help each other.

Posted by Cliff Allen at 08:48 AM | Permalink | Comments (0) | TrackBacks (0)

Networking can occur wherever you are. Like, when you're on vacation.

Nichelle Stephens points out a few of the places where you may find yourself networking when you may not expect it:

It's August and many people are away for vacation. This is actually an excellent time to build up your contacts. You will meet other vacationers on the plane, in the hotel lobby or on the beach. Everyone is relaxed so conversations flow freely.

One of the reasons that vacation networking can work well is that you already share some interests in common.

Be sure to pack a few extra business cards along with the sunscreen and bathing suit.

Posted by Cliff Allen at 12:18 AM | Permalink | Comments (1) | TrackBacks (0)

Yesterday I had the pleasure of attending one of the many Live Earth house parties around the country.

The house party used practically all of the suggestions in our How to Host A House Party guide, and was very successful. It was a great networking opportunity for like-minded people to meet and discuss ways they can work together toward the goals of the Live Earth organizers.

The hosts had plenty of room for the nearly 60 people there. Everyone was encouraged to bring a dish, which guaranteed there would be enough food -- even though most people brought deserts.

When a house party has a set time period for a speaker's presentation or to view a DVD, it's easy to make sure every attendee sees and hears the organization's message. However, with the Live Earth concerts playing continually on two large TVs, it was difficult to ensure that the house party guests actually received the message.

To overcome this problem, these hosts handed out information sheets late in the evening to take home and read.

Whether you're looking for support for a political candidate or issue -- or you're trying to save the planet -- house parties are a great way to raise awareness and encourage action.

Posted by Cliff Allen at 02:51 PM | Permalink | Comments (0) | TrackBacks (0)

Sue Pelletier, Face2Face Meetingsnet, linked to a great "top 10" list of networking tips by Susan RoAne on Guy Kawasaki's blog.

All of these are networking tips that I didn't include in my Top 10 Networking Tips series.

The first nine are good techniques, but the tenth is about the philosophy of networking:

Go everywhere with the intention of having fun. People want to be around the upbeat, fun, interesting, and interested person.

When you show that you enjoy being with the people you are meeting, and have fun meeting people, then you'll apply these networking tips and techniques much more easily and with less stress.

Posted by Cliff Allen at 08:10 PM | Permalink | Comments (0) | TrackBacks (0)

Every time we attend an event, whether it's a local networking event or an industry conference, it's important to accomplish your goals for attending.

How do you know if you accomplished your goals?

Jim Sterne, organizer of the E-Metrics conferences, recommends that people attending his events decide ahead of time what they want to achieve. He tells how to Identify, record, and share your desired three outcomes:

Each of your outcomes will be effective when they meet the following criteria.

S - Specific (the What, Why and How)
M - Measurable
A - Attainable
R - Realistic
T - Timely

So, before attending events have a few clear objectives in mind so you'll return successful -- and ready to attend again.

Posted by Cliff Allen at 12:22 PM | Permalink | Comments (1) | TrackBacks (0)

I was talking with Kathleen Ronald recently, who is an expert on networking techniques, and she shared a networking tip that I've never heard before.

Following up with new contacts from a networking event is very important. However, it takes time to enter people in a contact manager and write appropriate e-mails.

Kathleen said that the way to make sure you follow up quickly is to block out time on your calendar for following up at the same time you add the networking event to your calendar.

This sounded very easy to do -- until I started doing it. It turned out to be harder than I expected to find a block of time between meetings and other tasks to focus on following up with new contacts, but it's helped me contact people a few days sooner.

By the way, Kathleen Ronald, “the Queen of Business Networking,” speaks at conferences and regional events, as well as coaches individuals and corporate teams. If you want to be a better networker call Kathleen.

Posted by Cliff Allen at 05:25 PM | Permalink | Comments (0) | TrackBacks (0)

Edith Yeung, who has a very inspirational blog, has posted her 7 Rules of Networking Made Easy:

• Ask Questions
• Offer Help
• Bring Business Cards
• Write Things Down
• Set Goal and Practice
• Follow Up
• Be Yourself at All Time

Edith's list is a good reminder of effective networking techniques.

Posted by Cliff Allen at 09:12 PM | Permalink | Comments (0) | TrackBacks (0)

The conversation techniques we use while networking plays a big part in how people perceive us.

The Positivity Blog has a great set of reminders called: "Do You Make These 10 Mistakes In A Conversation?"

Check out the comments for that post to see several additional tips that people added there, too.

Posted by Cliff Allen at 08:46 PM | Permalink | Comments (0) | TrackBacks (0)

One of the problems that event organizers constantly face is finding good, inexpensive meeting locations.

We recently started hosting a free monthly networking event here in Los Angeles and faced this problem ourselves.

One of the people helping start our networking group suggested that we meet in the lobby/bar of a large hotel because it has plenty of room for a group to network, it's easy for everyone to find the building, and is usually not very busy. It turns out that it’s not easy to find a large hotel lobby/bar that can easily hold 100-150 people, but after visiting several hotels we found a good venue for our networking events.

We originally wanted a lobby/bar to avoid the costs of a meeting room while we started the networking group – especially since it’s free to attend our networking events! It turns out that there are other benefits, too. It’s easy for everyone to find our networking group when they arrive, the chairs and couches are comfortable for groups to sit and chat, and we attract people who are in the hotel for other meetings and events.

So, when you need a place for a group to meet, consider a nearby hotel lobby.

Posted by Cliff Allen at 03:07 PM | Permalink | Comments (0) | TrackBacks (0)

A networking technique that isn't talked about very often is holding "house parties" to share with people how you feel about a non-profit organization or political candidate.

We have added a new article, How to Host A House Party:

Many of the changes in our community we would like to see require raising awareness of a problem or need before people will become involved. This is true whether you are supporting a cause, non-profit organization, or political candidate. A house party is a gathering of people at a home so you can influence several people at once face-to-face. Hosting a house party is a great way to bring together friends, family, neighbors, and co-workers in a comfortable environment to talk about an important cause or political candidate that you support.

In addition to promoting a cause or candidate, house parties are a great way to connect with likeminded people and grow your network.

Posted by Cliff Allen at 04:06 PM | Permalink | Comments (1) | TrackBacks (1)

Here's a summary of the series of postes on the Top 10 Business Networking Tips:

1. Know Your Objectives
2. Update Your Business Card
3. Join Groups
4. Turn Contacts Into a Network
5. Make Notes About Each New Contact
6. Follow-Up With New Contacts
7. Managing Your Contacts
8. Remembering To Keep In Contact With Your Contacts
9. Give Speeches To Groups
10. Host An Event

Start with #1 and work your way through the list. When you reach #9 and #10 you'll find that networking has become much easier -- and more valuable.

Posted by Cliff Allen at 08:35 PM | Permalink | Comments (0) | TrackBacks (1)

There are many types of events you can host, from round table discussion groups to larger community meetings with speakers and an opportunity to network.

Here's a short checklist of the steps to preparing for an event:

• Choose a topic to present on that you are familiar with
• Choose a convenient location
• Prepare an agenda and event description
• Create a PowerPoint presentation and handouts
• E-mail an announcement containing a link to the event description and RSVP form using SureToMeet.com

The types of events and locations include:

For small events you can draw upon your own network of contacts. However, for larger events you may want to partner with other presenters and send event announcements to people on each presenters' contact list.

Becoming a public speaker and event organizer has several advantages beyond building a contact network. Speakers are frequently asked to consult on projects, join community task forces and committees, and be interviewed by the media. In addition, producing conferences and similar events can become a significant source of revenue and profit.

Posted by Cliff Allen at 03:00 PM | Permalink | Comments (3) | TrackBacks (0)

Meeting people face-to-face at networking events provides quality conversation time, but it can be a slow process to build a network of contacts.

Many networkers have found that public speaking can attract quality contacts much faster than one-to-one networking.

Many civic groups and business groups are eager to have speakers present informative, educational, and inspirational speeches and presentations to their members.

While practically all local groups expect speakers to volunteer to speak for free, it's an opportunity to highlight what you know and what you do.

Look through the calendar in your local business newspaper, daily newspaper, or various online calendars, such as SureToMeet, to find groups that have speakers at monthly meetings. Then, send them a brief proposal offering to speak to their group.

Be specific and talk about the things you know best. Don't try to teach people everything you do. Focus on no more than two or three areas of what you want them to learn about. Most importantly, cover the topics you feel you understand the best. This will reduce some of your stress.

Use handouts, visuals, or PowerPoint slides to support your presentation. For people who are worried about stage fright, these props can help carry them through the talk. These tools help communicate to your audience -- and serve as an outline to remind you of what to say.

Here are a few types of organizations that use speakers at events:

• Chambers of commerce
• Community service clubs
• Industry specific associations
• Professional associations

You are probably a member of at least one of these groups (see Tip #4), so you may already know the person in that group who schedules speakers.

One of the benefits of networking through public speaking is that after your speech, people who are especially interested in your topic will come up and introduce themselves, and give you their business card. Others in the audience will write down your contact information (from your last slide or from the host organization's event materials).

It takes time and effort to work this process, but the benefits of public speaking are tremendous.

Posted by Cliff Allen at 02:58 PM | Permalink | Comments (0) | TrackBacks (0)

Storing contact data in a contact manager's database makes it easy to retrieve contact data. However, you need to remember to retrieve that data and actually contact your contacts.

After all, the whole point of networking is to create a network of contacts that you know -- and who know you -- so you can work together on projects and activities. The people who you interact with frequently you have "top of mind awareness" -- it's easy to think of including them in your projects and activities.

But what about those other people in your network? How will you remember to include them when you have an opportunity appropriate for them? And how will they remember to include you in their projects and activities?

The answer to both questions lies in increasing the frequency that you contact the people in your network. As your network grows this becomes harder to manage.

The solution is to use a feature in your contact management system or CRM software that reminds you when it's time to renew the contact. Good contact management and CRM tools make it easy to create a reminder when it's time to contact someone. In CRM systems this is frequently called a task or action item. Set the date for the task for month or two in the future. Then, the software will float the item to the top of your to do list when it's time to renew a contact.

Unfortunately, most address book programs do not include good contact management features. If your address book program has a calendar you can create "appointments" in the future to remind you when to renew a contact. Just be sure these calendar entries aren't confused or obscure actual meetings and events on your calendar that you need to attend.

SureToMeet includes a "Next Contact Date" feature in the contact management area that makes this easier. After each networking event, just go down the list of contacts who attended the event and update the "Next Contact Date" field. SureToMeet will remind you when it's time to renew each contact.

Keeping in touch with your new contacts is a great way to grow acquaintances into relationships into a network of relationships.

Just make sure your contact manager is up to the task of reminding you when its time to renew each contact.

Posted by Cliff Allen at 10:56 AM | Permalink | Comments (0) | TrackBacks (0)

It doesn't take long to accumulate more contacts than you can manage with a business card file or address book. Today, the best way to manage the network of contacts is with a high-quality contact management software program or Web site service.

Many people now use contact management software on a personal computer. By using software on your computer you're assured the contacts are easily available when you're at your computer. These days, however, we’re more mobile and need our contacts in more places than we can take our desktop computer -- or even our laptop computer.

The newest way to always have your contacts close at hand is by using one of the Web-based contact management services that you can use anywhere you have access to the Internet. In addition, the best contact management services also sync your contacts to your PDA or smartphone.

Address book software programs keep a wide range of fields of data. However, they’re limited in their ability to help you actually manage interactions with your network of contacts. That's where Web-based contact management services really shine.

For example, SureToMeet.com makes it easy to store traditional address book data, but it can also automatically update your data when your contacts change their phone number, e-mail address, or other data. In addition, those contacts who allow you to see their personal or business profile can automatically keep you up-to-date on what they're doing.

No matter how you store contact information, be sure the software or Web-based service is flexible, works with your mobile communications, and helps you achieve your networking objectives.

Posted by Cliff Allen at 07:52 AM | Permalink | Comments (0) | TrackBacks (0)

Collecting business cards at networking events and making notes about each person you meet is a great first step in building a network.

The next step is to start communicating with your new contacts to build the relationship.

After a business networking event take time to send each person you met an e-mail letting them know you're glad you met them at the event.

Refer to something they said or to a common interest you discussed with them. be sure to mention ways to work together near future.

Letting people know that you enjoyed talking with them helps them remember you -- and it helps you recall the reasons you wanted to stay in touch with them.

Posted by Cliff Allen at 02:50 PM | Permalink | Comments (3) | TrackBacks (0)

Business networking events are great for meeting lots of new people, but an event can turn into a blur that makes it difficult to remember interesting details about each person you meet. So, be sure to take notes about each new contact.

While you're at the networking event write on the back of a person's business card a few key words that will jog your memory the next day. If you offer to do something for someone, be sure to write it on the back of the business card while you're still talking to them. This helps you remember what you agree to do, and it shows your contact that it was important enough for you to write it down.

Also, note on their business card the date and name of the event where you met the person. I’m sometimes asked for contact information about someone I met at a specific event and having that on the back at cards make this search rather easy.

After a business networking event be sure to make detailed notes in whenever notebook or contact management database you use to manage your contacts.

Taking notes on the back of business cards is a great way to remember important points about a new contact that can help grow that new contact into a mutually beneficial relationship.

Posted by Cliff Allen at 11:36 PM | Permalink | Comments (0) | TrackBacks (0)

After you've attended a number of business networking events and have collected a stack of business cards from contacts, you may ask yourself, "What do I do with these contacts?"

One of the key benefits of networking is being able to weave contacts into a network of people who can help each other.

If you keep your contacts from knowing with each other, there's little way they can work together to help you achieve your objectives. On the other hand, if you have introduced many of your contacts to each other, it's easy for them to work with each other in ways that benefit both them and you.

While it's possible for the contacts you introduce to each other to exclude you from their activities, that's very unlikely when you are a key part of their lives.

So, how do you introduce contacts to each other? Here are a few ways to introduce your contacts to each other.

• Introduce two contacts to each other when you see both of them at a networking event.
  
• Send an introductory e-mail to both people describing a bit about each person and why you think they would be interested in knowing each other.
  
• Schedule a conference telephone call for all three of you so you can introduce them to each other.
  
• Schedule a breakfast, lunch, or dinner where the three of you can meet.

Each person will be impressed that you've made a special effort to help them meet someone they're likely to be interested in knowing.

The more you're able to introduce people to each other, the tighter your network becomes, and the more everyone in your network will benefit from knowing each other.

Posted by Cliff Allen at 01:49 PM | Permalink | Comments (0) | TrackBacks (0)

You can network at practically any event or activity, but a few types of events produce the best business networking results.

Events that are promoted as "networking" generally make it easy to meet a large number of people quickly, but they don't necessarily have the structure to help you create ongoing relationships.

This means that in addition to attending pure business networking events, consider joining organizations and groups compatible with your networking objectives.

Here are a few types of organizations that have events where you can meet other like-minded members:

• Chambers of Commerce
  
• Community service clubs
  
• Industry specific associations
  
• Professional associations

• Directory of Associations (www.marketingsource.com/associations/)
  
• Chamber of Commerce Locator (www.chamberofcommerce.com)
  
• National Association for the Self-Employed (www.nase.org)
  
• National Association of Women Business Owners (www.nawbo.org)
  
• Business and Professional Women's Association (www.bpwusa.org)

• Lead's Clubs (www.leadsclub.org)
  
• Business Network International (www.bni.com)

While networking at business-related groups produces great results, also be open to networking opportunities at your more casual and fun groups. In addition, it’s great to volunteer at civic and social services organizations.
Here are Web sites that can help you find volunteer opportunities at non-profit organizations:

• VolunteerMatch (www.volunteermatch.org)
  
• Business Volunteers Unlimited (www.businessvolunteers.org/volunteer.htm)

Posted by Cliff Allen at 09:11 AM | Permalink | Comments (2) | TrackBacks (0)

Business cards are the currency of exchange at business networking events. Many people feel they've had a successful business networking experience if they've collected a lot of business cards -- and have given their card to many people.

If business networking were that simple, we would all be tremendously successful!

The best reason to exchange business cards at a networking event is when two people feel there is enough of a connection that it's worthwhile staying in contact.

While it's a great to exchange business cards, the key question is whether they can look at your card a few days or weeks later and know why they should call you. If your business card doesn't answer this question then you may never hear from that person again.

There are several types of information on business cards that can tell what you do and why your contact should call you:

• A positioning statement slogan
• Mission statement
• List of products or services
• Logos of companies represented
• List of skills
• Licenses and certifications

Probably the hardest of these to create--yet the most effective--is a positioning statement slogan that includes two items. First, it identifies the type of customers or clients you serve. Second, it either describes the products or services you provide, or it describes the benefits your customers receive.

Here are examples of positioning slogans for various types of companies to get you started:

• Providing accounting services to growing entrepreneurs
• Precision drilling equipment for the aircraft industry
• Swimming pools for fun and exercise
• Lamps and shades that light modern homes
• Community calendar for your events and meetings
• Turning events into networking experiences

Take a look at your business card and make sure it tells people not only how to contact you, but why they should contact you.

Posted by Cliff Allen at 09:51 AM | Permalink | Comments (0) | TrackBacks (0)

There are several reasons that people attend business networking events. Yet, most of us don’t benefit from attending these events as much as we could.

Many people go to networking meetings, or other places where they meet new people, and don't have an objective for meeting new people -- other than to just swap stories and enjoy each other's company for an hour or so.

Other people attend networking meetings with a short-term need -- such as to find new customers -- which inevitably proves fruitless.

Unfortunately, both of these approaches fall short of creating a network of contacts that can provide long-term value in addition to enjoying each other’s company.

The primary benefit of attending business networking events is to create a group of people with common interests who are open to opportunities to work together and help each other.

Like a computer network, your business network of contacts needs to be created before it can help anyone in the network.

But, you need the right network in place to help you accomplish your goals.

The first step is to decide what’s the right network for you by determining what you want to accomplish with your network.

Here are some examples of reasons to network for various types of people that may help you clarify your own business networking objectives:

• Salespeople - Obtain referrals
• Consultants – Form partnerships with other consultants
• Job seekers - Learn about job openings
• Managers and executives - identify candidates to hire, community organizations to volunteer
• Entrepreneurs - Locate potential investors and partners
• Writers - Find people to interview and story ideas
• Architects - Identify people interested having a unique house or office building
• Accountants - Learn about people who are looking to grow their company

While it's essential for you know your objectives, it's even better if the people you meet at networking events know your objectives.

So how do you go about letting the people you meet at networking events know how they can help you? The first step is to take a bland introduction and turn it into letting people know about your objectives.

Here are some introductions that can accomplish this:

• Hello, my name is [name]. I'm a marketing consultant and I'm here to help people who are interested in improving their marketing.
• Hello, my name is [name]. I'm an accountant and I'm here to learn which companies in the community are growing.
• Hello my name is [name]. I'm an architect, and I'm here to meet people who like unique homes and office building.
• My name is [name]. I'm a wedding photographer and I'm here to meet people who like photography.

Notice that none of these introductions even imply that the people you meet should feel guilty for not buying your product or service, or using your company. You want to just let people know what you do and what you’re looking for.

As you can see, it can be tough to create an introduction that doesn't look like you're there to sell everyone your product or service. However, by having your business networking objectives in mind, you'll be able to intersperse your objectives in conversations with the people you meet. The key is to not wait for the other person to get around to asking why you’re at the networking event -- share a bit about why you're there so they'll know how they can help you.

In addition to letting the people know your objectives so they can help you, it's important to be open to learning about their objectives as well.

When you meet people for the first time at a business networking event, you never know what you'll find. As you chat with someone, you might meet someone who shares your interest in a sport or hobby, someone just starting out who appreciates a few tips from you, or even someone who becomes a supportive friend. None of these people may turn into business contacts, but these personal contacts may be just as valuable personally.

Be open and let people know about you. And, be open to the possibility of meeting someone who becomes a valuable business contact and personal friend.

Posted by Cliff Allen at 09:27 AM | Permalink | Comments (0) | TrackBacks (0)

January is a great month for updating our networking techniques and getting reenergized about building relationships.

Throughout January I'll be adding a series of posts on the topic Top 10 Business Networking Tips. Instead of a traditional "Top 10" list, these will be somewhat in-depth discussions of each tip with some action items you can take to make networking more beneficial for you and those in your network.

The series will start by suggesting that you ask yourself why you are networking, and will end with a technique for building your personal "brand" that attracts people to you.

As always, I invite your comments.

Posted by Cliff Allen at 06:14 PM | Permalink | Comments (0) | TrackBacks (0)

We frequently think of networking meetings and mixers as just a place to meet new people, but that's not always the case. Frequently, networking events are also a great place to nurture existing relationships.

At a recent networking event I visited with someone who I had referred to a client, so I was able to catch up on how that project was going. Then, I saw a friend who sells to one of our clients. Both of these people are familiar with our new venture and during the evening introduced me to community leaders who can benefit from our new business. Later, I visited with a friend about her new business.

Earlier, I had attended the marketing committee meeting at a local non-profit organization. After that meeting several people huddled to arrange a round of golf.

It's very common to attend a meeting and visit with people who share several of your interests and activities. danah boyd mentioned that "People who have relationships with each other often have shared interests, values and tastes." In addition, "...there is a higher probability that your friends share the same interests as you than a random sampling of people."

Attending the same meetings and participating in the same activities as others provides opportunities to increase the number of common bonds with these people.

dana's post dealt primarily with online communities where it's common to never meet face-to-face because of the distance. I've been online since there was a line to be on, so I've exchanged information with many people who I have never met face-to-face. Online networking is very efficient for establishing connections with lots of people very quickly.

But, it's just as important to find ways to meet these contacts face-to-face. This leads to discovering other shared interests and participating in other activities — which strengthens our relationships with those people.

Posted by Cliff Allen at 06:14 PM | Permalink | Comments (0) | TrackBacks (0)

The start of a new year is a great time to reflect on ways to improve the quality and value of the relationships that we establish through networking.

John Strande posted Top 50 things to improve relationships that go from little things we can do (e.g., smile more) to great philosophical thoughts (e.g., Relationships are journeys that unfold in magnificent ways).

With 50 tips on the list, you can focus on one each week in 2005 and still have two weeks to reflect on the following year.

As you might expect, Jim Berkowitz included the list on his blog about Customer Relationship Management (CRM)!

Posted by Cliff Allen at 06:13 PM | Permalink | Comments (0) | TrackBacks (0)

Have you heard of face-to-face networking events where nobody speaks?

In San Francisco and a few other cities they've held events where people "talk" by writing notes to each other. It sure beats trying to make a new contact with loud music making it hard to hear the person you're talking to.

http://www.sfgate.com/cgi-bin/article.cgi?f=/c/a/2005/11/21/DDG96FQOH11.DTL

Posted by Cliff Allen at 08:47 PM | Permalink | Comments (0) | TrackBacks (0)

One part of our individual network is what might be called our "unintentional network" — the network of people who know us and talk to others about their experiences without us even knowing about it.

For entrepreneurs looking for investors, it's sometimes surprising how much emphasis venture capitalists place on the quality of a venture's management team versus the potential revenue of the product.

How do these investors learn about a venture's management team?

Most venture capitalists have an extensive and active network that allows them to quickly identify top-quality management. Fred Wilson, commenting on the vetting of candidates for high-level positions, said, "We have networks that usually provide a bunch of great reference opportunities."

The same informal networking occurs in close-knit industries, within community organizations, and, of course, in purely social networking.

Our network isn't just a hub-and-spoke set of contacts with us at the center of our own network. Many times the people who have dealt with us — as a client or customer, supplier, employer, or employee — form an informal network that affects our future more than we suspect.

If you've ever been surprised to receive an invitation to join an organization, committee, or board of directors, your unintentional network probably helped make it happen.

So, how do you make sure this unintentional network has good things to say about you?

First, do your best to make sure that the people you interact with have a positive experience, or at least feel that you treated them fairly under the circumstances. Also, stay in contact with people in your network and make sure they know they can call on you when they need help, information, or a referral to one of your contacts.

You never know when you'll be called upon to be part of someone's unintentional network to help create an opportunity for someone in your network.

Posted by Cliff Allen at 06:13 PM | Permalink | Comments (0) | TrackBacks (0)

Eileen Parzek offers several good networking tips in her article Networking without the Work — and answers the burning question, "How many people do I need to meet at a networking event?"

• Think about the types of relationships you would like to build for your business network.
• Network with people you want to be like or you respect.
• Ask sincere questions of the people you meet, and learn about them.
• Research before the networking event how you could help people in that group.
• Follow up with the people you met.
• Have a good relationship management process in place.

Posted by Cliff Allen at 06:13 PM | Permalink | Comments (0) | TrackBacks (0)

Holiday parties present a unique time to network. In addition to having fun with people you already know, there are all the new contacts you can network with.

Andrea Coombes recently interviewed Hank Blank of Blank & Associates who offered several good tips about how to handling networking opportunities at holiday parties.

A few of the tips are:

• Don't forget your business cards.
• Don't just socialize with friends.
• Don't just collect contacts: Follow-up.
  

Posted by Cliff Allen at 06:12 PM | Permalink | Comments (0) | TrackBacks (0)

Before the Internet came along the business and social term "networking" meant getting together with people at an event, party, or other activity where you could meet people you didn't already know.

Today, the term "social networking" has become popular with the buzzword creators to include online relationships with people we never meet face-to-face.

Every day each of us has a limited amount of time to grow our network. So, it's important to decide how to balance our time between online networking and face-to-face networking opportunities.

Ever since discussion groups became popular, individuals have been forming online relationships and sharing information about experiences. Throughout the '90s I was involved in many online discussion groups, especially those dealing with marketing.

Today, the discussion mailing lists and Web forums have been joined by blogs, project collaboration Web sites, and the social networking connection Web sites.

I've met a tremendous number of people online over the past 15 years. What has surprised me is that it's the people I have also meet face-to-face who have become part of my network of long-term relationships.

Why is it that e-mail and other online communications cannot replace face-to-face interaction for creating strong, long-term relationships?

It seems that as beneficial as online relationships are, sharing information about experiences is not the same as actually sharing the experience face-to-face with another person.

Posted by Cliff Allen at 06:10 PM | Permalink | Comments (0) | TrackBacks (0)

People gather in groups on a variety of reasons.There are several reasons why people attend events and network with the other people who attend. there are three primary time of events people attend these days:

• Social networking events to meet like-minded people for fun and enjoyment
• Business networking events to meet contacts we might partner with, sell to, or buy from
• Civic events where we volunteer our time or money to help the organization accomplish its goals and to meet interesting people

Posted by Cliff Allen at 10:59 AM | Permalink | Comments (1) | TrackBacks (0)

For many years networking has been valuable in my business and personal life. I enjoy meeting new people and looking for opportunities to work together.

Building relationships -- now called social networking -- is something we all do. So, we need to make the most of each networking opportunity.

That's the goal of this blog. And, that's why we created the SureToMeet local event calendar Web site.

I'll be posting networking tips and techniques that I've seen work, as well as links to my articles on the SureToMeet site.

And, since we all hold meetings and activities, as well as help organizations promote events, I'll be sharing tips to help you use SureToMeet to make both your public events and your private meetings and activities successful.

Remember that this is a two-way relationship. Your comments will add to our shared exploration of business and social networking.

Together, we can explore the tips, techniques, and tools each of us uses in our business, civic, and social networking.

Posted by Cliff Allen at 12:05 PM | Permalink | Comments (0) | TrackBacks (0)