Brilliant Networking by Steven D’Souza – “What the best networkers know, do and say”
I recently read this paperback and can highly recommend it. I consider myself a competent networker and found that I was instinctively already doing many of the things mentioned. However, there were some valuable resources mentioned and I also benefitted from the interactive nature of the book where I had to reflect on where I am and where I want to be. Well worth purchasing (just £5.99 from Amazon). One of the areas of mutual interest is Steven D’Souza’s reference to having an appropriate “follow-up” system which is a topic I cover in my workshop entitled “What to do with all those business cards” which I shall be delivering from April 2008.
Here are some of the quotes which I highlighted:-
“Networking is more than just the exchange of business cards. Networking is developing relationships which can support you, and in which you can provide support to others, in every area of life.”
“Networking is the art of building reciprocal relationships that help individuals and the community as a whole to achieve their goals.”
“Brilliant networkers know trust is built on reciprosity – simply giving and receiving. By being genuinely attentive to the needs of others, they build win/win relationships that are the basis of success.”
“Brilliant networkers … have a clear idea of what they want to gain from the activities they do.”
“People are drawn to others who have a clear mission, purpose or vision. … It is the ’cause’ that engages people and captivates them.”
“Brilliant networkers are generally curious people. While some are experts in their field they often have a wide range of interests and friends, and are well read. This enables them to start and maintain conversations on a wide range of topics.”
“One of the key qualities of brilliant networkers is that they have an ‘abundance mentality’. They give of themselves and this giving then attracts a form of repayment, or reciprocity. … successful networkers …. give knowing that sometimes they will not get, but they still enjoy the feeling of giving and do it anyway. Their generosity of spirit encourages others to be generous also.”
Lord Bilimoria CBE DL, Founder and Chief Executive, Cobra Beer
“We all know the old saying “knowledge if power” – but what is too often forgotten is that who you know is every bit as important as what you know. Contacts and relationships can be crucial, and developing your network is among the most important aspects of business”
“This is the essence of networking and the importance of connecting with people: it isn’t about having a drawer full of business cards or meeting that one-off contact who can get you something. It’s about building strong, long-lasting friendships and relationships.”
Mapping your Networks
I was pleased to see that Steven D’Souza advocates the use of Mindjet’s MindManager to create maps of networking contacts because this is exactly how I have been keeping track of my networks since August 2007.
“MindManager is rich in features that allow you to add text notes, hyperlinks, colour, visual effects and relationship links. You can then also search by filter, colour, icon, etc. This is very powerful and allows you to interrogate and navigate complex networks with relative ease and, most importantly, it is customised for you. You can also export your map to Microsoft Office software … at the click of a button. The possibilities are virtually limitless.”
I read another interesting book, back in October 2007, called Brilliant Business Connections … for a review of which see the following Post:- https://kayenightingale.wordpress.com/2007/10/09/brialliant-business-connections/
Further details of “Brilliant Networking” is available via the author’s website: http://brilliantnetworking.net/index.php?option=com_frontpage&Itemid=1
I have had the privilege of knowing John Donnelly for several years and am delighted to see that he will be delivering a Workshop for EveryWoman all about networking, entitled “The Networking Whistle Blower”. The event is fully funded ( so it’s FREE to Women in the East of England ) and booking is straightforward via an online booking form (using RSVPBook which I reviewed last year). Whilst I know John personally I have not attended this particular workshop before and have therefore booked to attend in March and will provide a review afterwards.
See a full Post via this link:- https://kayenightingale.wordpress.com/2008/01/21/the-networking-whistleblower/
The Friendship Factor
By: Brian Tracy
The Communication Process
The ancient Greeks taught that all conversation involved three ingredients: Ethos, or the character of the speaker; Pathos, connecting with the emotions; and Logos. The logos discussed by the Greeks refers to the factual content of a message, the words used. It refers to the argument that you present on behalf of your point of view. (However, we know that the facts themselves, although they are important, are not as powerful or as influential as the emotions are).
The Selling Process
In selling, we know that there are three parts to the process. These are, first, establishing rapport with the prospective customer, second, identifying the problem or need that the prospective customer has and, third, presenting the solution. These are the ethos, the pathos and the logos of selling to someone.
Build Good Relationships
Your success in every area of life will be based largely on the quality and quantity of relationships that you can initiate and develop over time. In the world of business and sales today, relationships are everything. We often call this the “friendship factor.” We have discovered that a person will not do business with you until he or she is convinced that you are his or her friend and are acting in his or her best interest. In other words, you cannot influence someone unless he or she likes you in some way. Of course, it’s often possible for you to influence a person if he fears you, but that type of influence lasts only until the person can rearrange his situation and escape from the circumstances that enable you to have control over him.
How to Influence and Persuade Others
The way to influence people, then, is to earn their liking and respect, to appeal to the friendship factor. This requires spending time with him, caring for him and respecting him. The more time that you are willing to spend with the person, the greater will be his tendency to trust you and to feel that you are acting in his best interest. The more obvious it is that you care about the person, about what he really needs, the more likely it is that he will be open to your influence. This is even more important in your personal relationships, with your family and friends. The more that people feel you care about them, the more open they will be to your influence.
Visit Brian Tracy’s website for further details.
I have made a deliberate effort to get to know the people around me even better in 2008 and today demonstrated just why it’s so important to take time to have a coffee and NOT discuss business with business contacts, every now and again.
I have known Paul for a couple of years and he is a close friend of someone I have known for several years and yet, only today, over a cup of coffee whilst waiting to meet with someone else, did I discover that he is an extremely talented photographer. What perfect timing as I currently need to have some professional photos taken!
My advice to everyone is to take 5 minutes out of each busy working day to have a non-business chat with every business contact you meet because you never know what you’ll discover … if nothing else it will strengthen and deepen your relationship and, if you are able to help them in any small way, it will give you a good feeling inside.
So, if you, like me, are in need of a talented photographer (based in Hertfordshire) then please contact Paul and tell him that Kaye says hello…
Most businesses these days need to be connected to the Internet. But that connection could represent a security threat, cause a drag on productivity, or serve as a way to let inappropriate content into your workplace. You might find yourself losing money or even key intellectual property. One very good solution is to run Websense Express on your network. This app monitors every bit of Internet traffic and lets you know who’s doing what in detailed and informative reports. And when you’re not around, it can act in your stead to implement the security and usage policies that its simple interface lets you easily set up.
Websense Express is powerful tool for monitoring all Internet traffic and combining URL and protocol content-filtering with reporting. You can configure the app to do nothing more than report on Internet use or actively apply policies to block users from accessing unsuitable content. The software lets you track and manage not just Web browsing but also instant messaging and peer-to-peer traffic to prevent employees from wasting bandwidth, disseminating company secrets, and exposing systems to malware.
Full article available on PC Magazine’s website:- http://www.pcmag.com/article2/0,1759,2255078,00.asp?kc=PCRSS02129TX1K0000530