THE POWER OF NETWORKING - PART 4

THE POWER OF NETWORKING

Part 4

I promised to continue this section with why we need to Network. Again, I can only use myself and what I believe in as an example. As a natural networker, it is extremely difficult for me to understand how people don’t feel the need to network. Most of us use networking in some form or another on a daily basis.

Ha got you there didn’t I? Well we do! Ladies, if someone asks you where you got the new dress that you are wearing and you tell them where to go – you have networked. You have recommended that someone go to a specific place in order to purchase a specific item. That is a referral and referrals are part of networking. Gents, if you are telling your buddy about the new golf course that you played on over the weekend and suggest that they play a game there because it was fabulous (ok, so maybe you did not use the fabulous word), you have networked. You have recommended that someone go to a specific place in order to purchase a specific item. Again that is a referral and referrals are part of networking!

So why is it so difficult to do it in the business arena, specifically when it is our own business? Who knows!

Anyway, today that is not the question on the table. The question is “Why do we need to network”. Well I suppose, strictly speaking, we don’t. We could go the really hard route and do the cold calling thing and knock on doors or try and book appointments with CEO’s and Directors of Companies by sweet talking or bribing the dragons called PA's that protect their Lord and Masters from members of the General Public.

Networking is about taking our passion, together with our personal profiles or our own individual Branding and getting it out there, visable, so that people will refer others who need our services, widgets or whatever. Understand that this will not happen for very long if you cannot and do not deliver. So our credibility has to be strong and branding has to be clear in order for us to stand out from the crowd.

My take on this is that Business needs to be fun, and trudging around the planet having one door after another slammed in my face, because they have never heard of me, is not my idea of fun!

So I choose to Network. I choose to meet with people who are of the same mind as me. People who want to do business, who can make a decision and who know what they want and are prepared to go after it. People who make things happen rather than wonder, what the hell happened?

Going to networking meetings organises and structures this and makes the experience all the less painful – particularly if the meeting is facilitated or even partially facilitated. For one thing, there is no hidden agenda, we are all there to do business.

Make no mistake, networking is still hard work, but the bottom line is that you have a foot in the door. That is what a referral and/or lead is . . a foot in the door, now it is up to the individual. What are you going to do with the foot that is in the door.

Many people do not like to network because of their own misguided perceptions. I constantly hear “I never get any leads” (don’t forget to put the whiny voice in when you say these words) or “They’re a waste of time”.

Well that is because the person, who usually utters these statements, has sat in the meeting like a lump of lard and expected relationships to build themselves, or referrals and leads to fall out of the sky like manna from heaven, or to claw it’s way up out of the earth specifically to land as a contract in their laps! To them I say – get real!

Networking is about meeting the right people quickly and effortlessly, so that the business of relationship building can happen quickly, so that business can be referred and deals can be struck and money can be made.

So, do you still think that there is no reason for you to Network?

I will continue this saga next week, with some great tips to Network with. Remember if you would like a copy of Helen Nicholson’s book “Networking: The Unwritten Rule of Business you need to know”, please mail her on helen@helennicholson.co.za.

BRANDING EXPERT LINDA HART'S TAKE ON THE "POWER OF NETWORKING"

Linda Hart said...

Nikki, great words of wisdom. No question that networking is a crucial skill to learn. You touched on the personal brand, which prompts me to comment from my perspective of personal brand coach.

When we talk about developing and communicating the entrepreneurial brand, this is so much easier said than done. One would think that it would be a cinch to haul out your passion and eloquently and emotively describe it to anyone who will listen - truth is, for many of the entrepreneurs or solopreneurs that I work with, being succinct in defining the passion is a real effort and fraught with insecurities, lack of trust in a single message and in some cases negative or defensive "baggage" that causes a confusion of messages.

We are thinking and feeling beings, our only currency is the currency of language. The more accurately and emotively we are able to craft our message regarding our selves, our service or our "widget" and build the delivery that accurately depicts and delivers our brand positioning, the more solid, reliable and trustworthy we become as personal brands. To your point about networking introductions, we want to be fairly certain that through the currency of language, we are getting the greatest return on investment from every introduction we make, if not in terms of tangible business then in terms of building a trustworthy and credible profile that can be referred for future business. To my mind its about clarity and about consistency.

I find many business owners are not as clear as they could be about what they really are all about - hoping that the listener might ask the right question and allow for further exploration which may lead to the chance discovery of some business synergies. Phew! what a lot of hard work and so many missed opportunities as a result. I call it "vocal mechanics" - throw in a whole lot of words in a random way and hope that it will somehow hit the right spot, or be able to solve the problem for the listener.

People listen in very particular ways, mostly, they are listening with the "whats in it for me" ear. By being clear and focussed about your business, service or consulting service, offering a clear, concise and succinct message that is consistent not only in its language but also in its visual and graphic delivery goes a tremendously long way to building trust in the market that you are targeting. For that very reason, large, well known brands have single messages. Why do we think that since we are relatively small players we need to have one for each market or occassion? Building a brand is about relationship building between you, your offering and your market - but before all that, we need to build a relationship with ourselves, get in touch with who you are, what your passion really is, how will you best deliver it and to whom and then work on the language that will allow you to "orchestrate" your brand message in a unique way, clearly, consistently and with passion. Makes networking so much more effective and unstressful, as you have no need to reinvent yourself for each networking situation. Rather you reinforce and bring top of mind your clear and consistent message every time you use your most valuable currency - your brand tone of voice and language.

7 SECONDS To Make First Impression

Trevor writes:

Said Nikki in her post below: '..you have something like 8 nanoseconds to make an impression etc, etc, etc. Not being a professional on this subject, I will not make any comment on this.'

I sourced a couple of links that can perhaps add further value:

1. Seal the Deal in Seven Seconds

2. First Impressions – Do You Make Your First Impression Your Best Impression

3. Online Networking Tip: First Impressions

4. Making a Great First Impression!

Enjoy!

Regards
Trevor Nel - 011 - 705-2790 - www.innercircleforum.com
trevor@innercircleforum.com

THE POWER OF NETWORKING - PART 3

Finally, I can get into this blog and write my own stuff. Over the next few days I am going to be adding the rest of the Networking post that I have written to get everyone up to date.

Hope this helps!

THE POWER OF NETWORKING

Part 3

I promised to continue this section with Branding. What is branding? I don’t believe that there is any functioning human being on the planet that does not understand what Branding is:

You need only look at the adverts on products like Coca-Cola, with it’s unique logo – it is instantly recognisable anywhere in the world.

But what does Branding mean to you as an SMME and to you as an individual?

For me, branding for my business is all about my logo, the name of my company, the layout of both of these. For example if you had a business that deals with plumbing you wouldn’t have a picture of a mother and a baby. Similarly you would not call yourself “Mother and Child” – you would have something more appropriate like “XXX Plumbing”.

Once you have decided on the name of the Company, the logo and/or any kind of artwork that you have, this should be visible and attached to any and all correspondence that you may have with anyone. Even if you are just sending an e-mail to you buddy down the road, this should be attached – this is advertising for your business. If your buddy down the road, forwards your message, your joke and/or whatever – your advertising goes with it.

Use every opportunity available to you, to get the name of your business out there. Don’t go anywhere without your business cards. Not to the cricket game, or to the pub down the road or to your buddy’s braai. Take your business card with you – you don’t know where the next opportunity is coming from and you have to be ready.

Now on the personal branding: How do you brand yourself on a personal level. Well this is where the “image” people would have a huge amount of stuff to say, like you have something like 8 nanoseconds to make an impression etc, etc, etc. Not being a professional on this subject, I will not make any comment on this. What I can say though is . . . yes! You need to make an impression and it needs to be something that will stick in the minds of people, long after they have forgotten your name. Now that doesn’t mean to say that you need to do a dance naked on the table in front of whomever it is that you are meeting. It just means that for me, it meant just being myself, which means Always, and I mean always thinking out of the box.

For those of you who know me, you know that I am a jeans and t-shirt kind of girl. I don’t subscribe to the fashion magazines and quite frankly it is far too hot to dress in the obligatory corporate suits that most business women wear (I’m not knocking them you understand – I’m just saying that it’s just not me). So I wear jeans and if, as in the case of the Women In Finance dinners, my friend Geraldine does not allow me to wear jeans, I still wear my golf t-shirts! I also love bright colours and designs. Personally I don’t think that we have enough colour in our business lives. To me, business does not have to be dull and boring, in fact it is fun, interesting and exciting!

The result of course is that I go to the Women in Finance (www.womeninfinance.co.za) dinners and everyone is dressed to the hilt! The women all look so gorgeous and stunning in outfits that cost the earth and. . . . they all look just the same. Me, well I stand out in the crowd, because I am different. Ok, before I go any further with this – you also have to comfortable with ‘different’ – if you aren’t, then standing out in the crowd is not going to be comfortable for you! Anyway the point is that people remember me because of this.

I am not advocating that everyone looks like me either – heaven forbid. What I am saying, is find out who the you is that you are comfortable with and go with that. We are all unique individuals and our own ‘inner selves’ will shine our own particular light out.

I have asked my good friend and colleague Linda Hart from Image Craft, who is a Branding Specialist, to make a few comments that can assist you all, with finding out who and what your own particular brand is. So continue to watch this blog, and get the opinion of an expert. Thanks in advance Linda.

I will continue this saga next week, with why we need to Network. Remember if you would like a copy of Helen Nicholson’s book “Networking: The Unwritten Rule of Business you need to know”, please mail her on helen@helennicholson.co.za.

The POWER Of Networking - Part 2.

Nikki is writing a great series on 'The POWER Of Networking' on her blog - When Reality Bites - here is Part. 2 which seems to have disappeared into the ether from her blog:

Nikki writes:

So now you have found your passion and you are rushing around madly trying to find work, build relationships and then do the work. What’s next?

Since I have discovered that the majority of people are not natural networker’s, I turned to Helen Nicolson’s book “Networking: The Unwritten Rule of Business you need to know” for inspiration, and discovered that it would probably be a great idea to zone into and then emulate what Great Networker’s do. Helen writes:

“Great Networkers:
· Identify and zone in on their strengths,
· Build their brand around their top 10% strength base.”

So what does this mean to me, as a natural networker. Giving this some thought – remember I like to simply things and if I am going to use myself as a case study (God forbid I should use someone else and get sued for something like slander or liable or one of those uglies!)

In my opinion, some of my strengths are (and if you have know me and have a different opinion great! Keep it to yourself though, because remember – “other people’s opinions of me are none of my business!)

1. I am a ‘doer’ – I get so sick and tired of going to meetings that just go around and around and no decisions are made. Going to a meeting to set up another meeting, makes no sense to me whatsoever and wastes my time. So get the ball rolling, make a decision and get going!

2. Making quick decisions, based on the information that I have available at the time that the decision is made. Another pet hate of mine. People who agonize over making a decision. Then before the decision is made they ask everyone and anyone, what they should do, until they hear an answer that sounds vaguely like what they had in mind. Then that’s their decision – you see they can then abdicate the responsibility if something goes wrong, because they got advice from somebody else. For goodness sake, make a decision and if it’s wrong – correct it and move on!

3. Change! It’s going to happen whether you like it or not. If you don’t get with the program it will drag you along with it or you will get left behind totally. For my own part, it is easier or the nerves to keep up and not be like a salmon and swim against the water flow! Look, let’s be realistic – I am not going to change something just for the sake of change – it definitely has to have a reason and the result must be either the same as what I have or better – or no change. Be prepared to have an open mind though. Someone else may be able to do it “better” than you or have a better idea than you.

4. Judgement! Don’t be so quick to judge someone by the way that they look, or speak (or don’t). You don’t know them. You have no idea what their lives are like or what trials and tribulations they have gone through in life. One of my best clients today is someone who I met in a pub, wearing dirty shorts and a stained, dirty, smelly, torn t-shirt. He had just come back from a fishing weekend and they had run out of beer and he was dying for an ice cold one. The man runs 4 businesses, has a yacht, a helicopter and several speedboats! Don’t judge until you know the person better.

5. Listening. My friend Geraldine always tells me that her mum used to tell her that “God gave us two ears and only one mouth for a reason”. If you are talking all the time, you miss out on listening to not only what the other person is saying, but also what they are needing. Quite often, what they are needing is some help in their business which either you can give to them or one of the people in your database can assist them.

6. Opportunities. I can go crazy when I hear people saying “ work is scarce”. Actually it is the other way around – there is a huge abundance of work out there and an even greater abundance of opportunity out there – it’s just a matter of recognising it. Once you have recognised it – do something about it. It’s not going to just fall like manna from heaven!

7. Networking. Because I am a natural networker – it stands to reason that networking is one of my strengths. During the course of my ramblings on the subject, you will get to understand hope fully the nature of the beast and be able to work with it.

I will continue this saga next week, with your branding. Remember if you would like a copy of Helen Nicholson’s book “Networking: The Unwritten Rule of Business you need to know”, please mail her on helen@helennicholson.co.za

Does Crime Affect BUSINESS Psyche?

Trevor writes:

Am reading Nikki's latest blog entry: COPS WARN OF NEW SMASH + GRAB TACTICS and wondering what goes through business-peoples minds as they witness such events happening right under their noses in peak-hour traffic.

The commitment to fighting crime seems to be thwarted by conficting messages in our economy, see:

1. Interpol raves over Selebi

2. Selebi and the cop mafia

3. Controversial Selebi receives praise from Interpol

4. New anti-crime initiative unveiled

Seems to me that if one wants positive peace of mind, one has to take POSITIVE ACTION to make something happen within one's own sphere of influence - see Lonehill Community Stakeholders.

Here's a parting question: What can be done to turn the plight of robot-beggars and smash & grab thieves into a positive social project? Imagine our streets clear of such individuals sticking their hands and faces into car windows. What's in it for them to conform?

Regards
Trevor Nel - 011 - 705-2790 - www.innercircleforum.com
trevor@innercircleforum.com

Networking Is About Your Business PASSION

Writes Trevor:

Nikki writes one of the best article insights I have read on the REAL WORLD of quality business networking in THE POWER OF NETWORKING - PART 1 .

In this piece, Nikki identifies exactly why it is a PRIVILEGE to be referred by someone who is a quality business networker - and why YOU, by being referred, have two reputations at stake should you not follow-up on the referral.

Nikki identifies the biggest secret to quality business networking, covered perfectly in her article: '..the first thing that you have to know before you even start to think about networking successfully, is what your PASSION is.'

Reminds me of an article I once wrote entitled: The Finest COMPLIMENT One Can Get.

I had a visitor yesterday who paid me one of the nicest compliments one can get. To paraphrase, he shared: 'I first met you in this very office in 1995. I had a boring humdrum life and was uninspired at work.'

'It was an It's So Simple! presentation... and something you said connected with me... both spiritually and intellectually. For the first time in my life I drove home on a high with a feeling of total JOY... I will never forget it... I was actually singing in the car. I had never done that before.'

'I have followed your information for years since... I was inspired at work... I developed a PASSION and PURPOSE in my life which is paying off today. I am about to do what I want to do in my own business.'

'Your example as been one of consistent passion and purpose... you have never wavered... you have always walked your talk with integrity... and I want to thank you for that.'

'As I've got closer to getting into my own business and asked you pertinent questions... you have got tougher and tougher... you don't beat around the bush (I recognise that is because you are so busy yourself)... and you have forced me to THINK deeper and deeper... you have made me realise just HOW DILIGENT and knowledgeable you are when it comes to business... which has strengthened my conviction to do it RIGHT.'

'I have seen people crumble at this most critical process that you adopt... I have learnt that you are TESTING their resolve because you know something about how difficult business can really be if you are not prepared. I have chosen to take each comment you make and treat it as a lesson... and to bounce back when I feel I have understood the lesson. I learnt that your door is always open to someone who does this. You NEVER shut the door. This has made me stronger and ready to face the future in my own business. I am ready.'

Well... how about that... it really makes me feel good. I am amazed at how many people have surfaced this year, already, to say how much my work has MADE A DIFFERENCE in their lives. I think that it is one of the finest compliments one can get.... a 'thank you' for helping to make a difference in someone else's life. I know one thing... a genuine 'thank you' is one of the most humbling things anyone can give... especially in person. All manner of feelings from personal pride, embarrassment, ego and plain ol' bloody-mindedness have to be overcome and subordinated. So it is a GIFT that I REALLY APPRECIATE for its true worth.

Now, there's some PASSION in there somewhere..!

Regards
Trevor Nel - 011 - 705-2790 - www.innercircleforum.com
trevor@innercircleforum.com

The POWER Of Networking

Writes Trevor:

I received some inside news that Nikki will be writing an article in her blog - When Reality Bites - highlighting The Power Of Networking.

I quickly linked to her site to see if it was there and found a neat story - WE ARE ALL VALUABLE - where Nikki describes the story of a crumpled R100 note retaining it's value.

To take that little analogy further, I think that The Power Of Networking can be demonstrated by tearing that R100 note in half and giving it to two business-people in the room. If those two people do not network together on finding a mutually-beneficial synergistic solution to extracting value from the two pieces of that R100 note... it will be rendered worthless.

In my experience most business-people who come together have torn MILLION RAND cheques in their pockets... most just don't bother to bring them out to match them with the other pieces held by their colleagues. Those that do have magnificent experiences.

Nikki will write: 'Networking is a daily part of my life, in fact I could not imagine how my life would be if I were not able to ‘network’! I am a ‘natural’ networker and it is at times excruciatingly difficult for me to understand that this is not the case with many people! How they ‘manage’ is beyond me, which is probably why I keep threatening to write a book which I will entitle - The Reluctant Entrepreneur!’

In a recent blog article of my own - The POWER Of Networking - I discuss how SEVEN attorneys in my own network provided invaluable insight for my youngest daughter just entering her law degree at Tukkies.

And, I am reminded of how Nikki herself has opened up amazing connections in her personal network for my eldest UCT-just-graduated daughter. Thanks Nikki - you truly understand and apply the POWER of Networking - can't wait to link this article of Nikki's.

Regards
Trevor Nel - 011 - 705-2790 - www.innercircleforum.com
trevor@innercircleforum.com

Things To KEEP In Your Life & Business

Writes Trevor:

Was writing this extract - MAD 2. YOU Will Be 'Judged' By What You DO… Not By What You Say..! - to one of my own blogs: It's So Simple! ..1 ..2 ..3 , when in comes this prescient thought from Nikki:

Keep your thoughts positive, because your thoughts become your words.

Keep your words positive, because your words become your actions.

Keep your actions positive, because your actions become your habits

Keep your habits positive, because your habits become your lifestyle.

Keep your lifestyle positive, because your lifestyle becomes your
destiny.

To right Nikki, as I point out in the above links: 'People follow and respect those who 'walk their talk'... who DO what they say... who deliberately take ACTION to deliver on their promises... and make good on their commitments.'

Regards
Trevor Nel - 011 - 705-2790 - www.innercircleforum.com
trevor@innercircleforum.com

Be Aware - People 'SEE' Things Differently

Writes Trevor:

Having worked with many 1000's of people in my business career, one reality I have come to accept is that you will always come across people who see things differently to the way that YOU see them... and it does not mean that they are right or vice versa.

The fact is that people will always have very different perceptions of the same challenge, incident or offer, dependent upon where they come from and what their current point of view. The trick in business is to prepare for these different perceptions and either accept them (you're unlikely to win every deal or to have everyone believing in you and your products/services) or challenge/convert them as you believe you must with quality evidence and logic.

This insight stemmed from this humorous mailing from Nikki which highlights this point:

'Hi Trevor, I know you love these! Regards Nikki

(To understand Nikki's sense of humour... my daughter's name is Maxine).

'A minister decided that a visual demonstration would add emphasis to his Sunday sermon?

Four worms were placed into four separate jars.

The first worm was put Into a container of alcohol.

The second worm was put into a container of cigarette smoke.

The third worm was put into a container of chocolate syrup.

The fourth worm was put into a container of good clean soil.

At the conclusion of the sermon, the Minister reported the following results.

The first worm in alcohol - Dead.

The second worm in cigarette smoke - Dead.

Third worm in chocolate syrup - Dead.

Fourth worm in good clean soil - Alive.

So the Minister asked the congregation - what can you learn from this demonstration?

Maxine was sitting in the back, quickly raised her hand and said,

"As long as you drink, smoke and eat chocolate, you won't have worms!'

Ooooh Maxine....!!!!

Regards
Trevor Nel - 011 - 705-2790 - www.innercircleforum.com
trevor@innercircleforum.com

Kill Corruption With YOUR Personal INTEGRITY

Writes Trevor:

Nikki writes in one of her latest blog posts - '..there is a huge amount of corruption in this country. Having said that, it is not confined to the police, or any one sector of the community, it is rampant everywhere. Everyday in the newspaper there is something about someone somewhere who has accepted a bribe of some sort.'

Nikki points out how tempting it is for a business owner to particpate in bribery and corruption to further their business and personal desires.

I cannot see how one with a personal foundation of honesty and integrity, and open transparency in dealings with others, can ever participate in bribery & corruption.

It would be the ultimate in hypocrisy!

“Corruption is like a ball of snow, once it's set a rolling it must increase.” - Charles Caleb Colton

If you take a bribe, if you give a bribe - no matter how small - then you corrupt society and you kill YOUR personal integrity. You betray yourself. The money you make is tainted. The relationships you have cannot be trusted... as they cannot trust you.

Concludes Nikki: 'But is that the right way to go (bribery & corruption)... logic tells me no, because as some point, what-ever it is that has been done illegally, will rise up, like the Phoenix out of the ashes and bite you on the bum! And please believe me, when it bites, it is going to hurt like hell!'

And yet, so many do it... many have been the people who have criticised me in business... and many of them have ended up in jail. How does that work..? Something to do with 'skeletons' I think! And, it's always about greed.

Regards
Trevor Nel - 011 705-2790 - www.innercircleforum.com

Go With The FLOW!

Writes Trevor:

Nikki writes in her latest blog post - Extract: 'As business owners, we often despair... at the business we don't seem to be able to generate... the staff who let us down... the client doesn't want to pay... the Government "red tape"... at all the challenges we are faced with, and yet... we generally survive!'

Hey, what about the power load scheduling that shuts down our internet businesses? Who knows how to send email by manual typewriter?

Business reality in my experience is that anything that can get in the way of you doing business... WILL..! And generally, it is primarily the TOUGH that survive... and survive well.

Being an old big-water river canoeist, I can tell you that there is only one thing to do when flipped out of your canoe and caught in the churning big water - don't fight it - go with the flow!

Raging waters tend to follow the philosophy of 'Lead, follow or get out of the way!' and those who succeed in these waters follow the same philosophy... right, Nikki?

No point stressing about the immediate frustration... try to learn from the experience. Sometimes just being able to breathe is a positive experience... ;-)

Sooner or later you'll get to calmer waters where you can sit and plan your strategy to follow the course that you want. At the end of the day, YOU can decide to stay in the river (in the game) or choose another path over the hills. All choices are hard, you may as well enjoy the thrill of taming the wild waters.

Nikki concludes: 'Many of us not only survive, but we end up making a pretty decent living not only for ourselves but for our employees too, and when we look back, we often remember the tears and perhaps even the smiles, but the best is the dance - the dance for joy at the people we have become.'

That's the reality Nikki.

Regards
Trevor Nel - 011 - 705-2790
www.innercircleforum.com

HOT & Spicy Comment

Writes Trevor:

Nikki Viljoen was one of the initial group of pioneering INNER Circle HOSTS who, in August 2005, took up the challenge to bring together a group of Business Owners, Directors & Decision-Makers for business networking purposes.

Today, Nikki conducts MOST of her business through business networking - having recently revealed that her 2006 business networking resulted in 3 times more invoices being posted to her books in less than half the time of her previous years in business.

That's AWESOME... because I know that Nikki has only just begun to scratch the surface of this business networking game - it gets even more exciting the longer you're into it!

Nikki it was who first approached me about her idea to write a book for RELUCTANT entrepreneurs - entrepreneurs who seem to do everything in their power to make it as hard as possible for others (whether subconsciously or not) to do business with them. An interesting concept that Nikki can expand on in this blog

Nikki is an action-oriented no-nonsense business operator who tells it like it is. So if you like your comments spicy & hot with a bit of a kick in them, you've come to the right place. Hence the chilli (chili) in our blog logo above right.

I smile at Nikki's signature line quotes on her email posts:

'If I want your opinion, I'll give it to you.'

'Lead, follow or get out of the way!'

This blog project should be fun... :-)

Regards
Trevor Nel - 011 - 705-2790