Marketing From The Heart: Issue # 12

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Marketing From The Heart: Issue # 12
http://www.zerald.com
By Tom St. Louis
"The Shortest Distance Between You And Greater
Profits(tm)"
January 23, 2001
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Today's Tip: The Five Secrets of Networking Superstars

Networking is one of the most misunderstood business
activities. So many people think that going around
and passing out a lot of cards is going to result -
someday - in new business. It won't
That strategy is exactly backward. It would be far
more effective to go around getting people's cards.
Some people are considered natural networkers. Others
assume that it's because of their outgoing
personality, that they have an inborn talent for
"schmoozing". There may be some truth to this, but
the things that distinguishes the great networker,
more than any other factor are planning and
understanding an important principle or two.

If you have a written goal and a clear purpose, your
behavior will be affected. You will take actions that
you would not have taken if not for your goal. While
you are working your plan, observers might see you in
action and say to themselves, "There goes one of those
natural born networking types!".

When I'm in a networking situation, I say to myself,
"I intend and expect to get one good client directly
or indirectly from my participation in this event."
Bob Berg, author of a Endless Referrals poses a great
question which makes instant friends of strangers at
networking meetings. "How will I know if I'm talking
to a client who's perfect for you?" The minute you
say that, people immediately respond to you because
they know that they have something very important
in common with you. You seem to care about them.

They know that they care about themselves. Now you're
a team!

The following are five secrets of truly exceptional
networkers. I previously published this in a couple
of on and offline magazines but they bear repeating.

1.Know Your Outcome.
Your goal at a meeting may be to develop sales
prospects, or to find someone who can refer a good
bookkeeper. But you won't be successful if you don't
have a goal. Networking Superstars always have a
specific goal in mind.

2.Capture Their Name.
If you are one of those people who "isn't good with
names", it's because you aren't really listening when
you are introduced -- you're thinking about something
else. Networking Superstars always look the other
person in the eye and repeat their name out loud.
When you are given a business card, look at the name
again, and write a note to yourself about the other
person. One helpful hint is to write on the back of
the card any ideas you have about how you can help
that person or how they can help you. And, write
down the thing you liked the best about the person.
This helps you to remember them in a positive way.
(I always say, "Do you mind if I write on this?"
Nobody has ever said no, but I know that in some
cultures it is considered an insult to write on
someone's card.

3.Be The First To Listen.
Superstar Networkers are great listeners, first and
foremost. Many people assume they have "the gift of
gab", but in fact they use their ears a lot more than
their mouth. There is no better way to make a good
impression on someone than to carefully listen to
every word they have to say, and to ask good,
interesting questions.

4.Give Before You Get.
Superstar Networkers "get" the most out of networking,
but not because they are selfish or demanding. In
fact, quite the opposite is true. They are always on
the lookout for opportunities to contribute, to do a
small favour, to bring two people together. In the
long run, this positions them as a leader and as a
source of benefit to countless people. Furthermore,
it makes many people feel obligated to help them when
the time comes.

5.Mind Your Manners.
Superstar Networkers have great manners. They always
say "please" and "thank you". They are genuinely
appreciative of help they receive from others. And,
they appreciate the opportunity to meet people. In
short, they are focused on the other person and
always extend themselves to make the other person
comfortable

Go to Issue # 13

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"Tom you're amazing! Since we have started working
together my sales have increased 200%. You have such
a strategic way of looking at things and your
confidence has rubbed off on me. I can't wait for
our next meeting! "Nick Hooper, 123Web.ca
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