Get Connected!

3 Connection Mistakes Most People Make!

2010-05-16T05:26:00.000-07:00

Below are 3 of the biggest connection mistakes we see people make in networking. Perhaps you are making one (or all) of these mistakes right now!

Connection Mistake #1 – Thinking you are “too busy to network”

One of the biggest mistakes we often hear people say is “I am too busy to network”. I would like to challenge you that you are too busy NOT to network. After all, by doing so you can capitalise on leverage and collaboration instead of marketing yourself and you can get to the point of choosing who you want to do business with rather than getting any business through desperation.

Connection Mistake # 2 – Most People Don’t Have a Great Value Offer

What do you think would happen if at your next event you got up and said, I have a contact for Bob, Michael, Michelle and Jane? Do you think it would only be those 4 that would be impressed with you or do you think it might be the whole room!

A major component in being perceived as having real value to offer is being genuinely interested in other people. Find out what people you want to connect are looking for. Talk to them about their goals and if you can help them achieve them in some small way you are building solid foundations by giving first. Reciprocity is where people have an unconscious desire to want to help those who help them.

Connection Mistake #3 – Thinking You Can Do It All On Your Own

One of the biggest connection mistakes we see some business people make is they think they have to find people they need on their own. The whole point of networking and connecting is leverage, yet many people try to do everything on their own. They either feel uncomfortable using their connections or they have not built enough rapport to ask for the favor.

How Many Opportunities Have You Missed?

2010-04-19T14:51:00.000-07:00

In my years of networking I have seen and continue to see many business owners and professionals miss opportunities simply because they are too focused on generating clients for their business. Still many businesses come to networking events with the objective to recruit clients. My challenge to you today is to expand your horizons and come to networking events in search of opportunities - you may be surprised at the results.

Opportunities can come in a variety of forms; an alliance, joint venture or host beneficiary, a speaking opening, job advancement, contracting opportunities expanding into new markets, or even the opportunity to collaborate with other like minded professionals to offer a full range of services to your clients or perhaps a new one combined with another business.

Simply by opening your mind and looking at adding value to others as well as your own business, you can often fast track your business and career success.

Like any investment it’s important not to be so emotionally attached to your business that you aren’t on the lookout for other opportunities. Being entrepreneurial in your thinking means you can see beyond the present and look into the future.

Steven Covey in his book the 7 Habits of Highly Effective People says we need to start with the end in mind. If you know why you are in business and what your eventual outcome is, you will tend to view business in a different manner which sets you up for opportunities you may have never imagined in the first place when you started your business. Being flexible and adaptable is a great advantage in a market that continues to change.

Follow Up

2010-04-05T22:24:00.000-07:00

One of the main areas I see people trip up in business is with their follow up, yet it is a simple concept of good manners and service delivery. I have lost count of the times people have expressed a major frustration they have with other business people when they tell us they have left a message or an email with someone and they haven’t had their call or email returned.

Often when asked “what is your point of difference that separates you from your competitors?” people tell me “it’s my service delivery”! However, how often does that service delivery extend to following up?

This is a major concern if you want to portray a positive image of your business and there are no processes in place to make sure every call and email is returned. In most cases, business owners spend thousands of dollars on branding and marketing yet a simple act of follow up can undo all that good work and money.

In a situation like ours where referrals and recommendations are a large part of what we do, this is an area we take a lot of care in. In fact we suggest our members take advantage of this 3rd party referral system. When I hear of instances where someone has contacted another business person and there has been no response this it’s a matter of concern particularly if it was someone I have personally referred. This is what most people express to us too.

When someone does not follow up they are not only letting themselves down, they are also letting the person who referred them and the person wanting to connect with them. Because referrals and word of mouth marketing is so powerful, following up needs to have a lot of emphasis placed on it.

Personally, I liken follow up with simple good manners. Firstly it shows others that you are serious about giving a positive perception, and it exudes trust and reliability. This is fundamental in relationship marketing. In many cases you may never know the reason behind the call or email and if this could lead to an opportunity or prospective business you certainly don’t want to miss out.

On the flip side, if you are the person making the contact, and you haven’t heard from the person you want to connect within a reasonable time frame, I would not dismiss them right away. You never know what may be impacting in their lives, whether they are so snowed under and need to meet a particular deadline or they genuinely need to address other urgent work.

My rule of thumb is to give a second chance and try again in a day or so. I do however let the person who has referred them to me know so they are aware that I have indeed followed up. If there has been a consistent pattern of ignoring my email or phone call, it’s at that point I will no longer refer them or will continue to follow them up, it’s too risky. It’s at that point their competitor gets the business.

In saying this, if you have been contacted and you are swamped with work, I would suggest a simple act of courteousy by sending a short email, thanking them and acknowledging that you have received their call or email and have not forgotten them, explain you have to get through some rather urgent or pressing work and will attend to you at the first opportunity and follow them up further. I would also suggest a time frame as well, whether later that day, in 2 days or by the end of the week so they know you are serious about good service. An important point is here to make sure whatever you say, you do.

Don’t say you will get back to them tomorrow if you know you can’t, set up a reminder to alert you to getting back to them. Don’t damage your credibility with someone as a good name is one to keep. Remember following up tells more about your service then your marketing message!

What You Know, Who You Know or Who Knows You?

2010-02-28T22:54:00.000-08:00

You may have heard the sayings “It’s not what you know, it’s who you know” and “It’s not who you know it’s who knows you”. Network in enough circles and you are bound to hear this said – you may have even quoted it yourself. However, we have a different view.

You see it is the combination of what you know, who you know and who knows you that leads to successful and profitable networking, connections and business relationships. Without each of these three elements you will not be connecting at an optimal level.

It is about ‘What You Know’...

If you do not know your industry well, if you are not confident in your product or service and you do not know how to connect effectively with people, I guarantee you will not get very far with your networking or far in business for that matter.

In order to connect with influential people, generate referrals and have profitable relationships you need to establish your expertise and credibility so people are confident you can deliver. Ask yourself would you do business with or refer your clients to someone who has little knowledge of their industry and no confidence in their ability?

It is about ‘Who You Know’...

The whole point of networking and connecting is leverage, yet many people try to do everything on their own. You need to know the right people to call on, whether it is to ask for a favour, a referral or advice. Unfortunately we have found that most people either feel uncomfortable using their connections or they have not built enough rapport to ask for assistance.

Remember it is the people you know and the key connections you make that can lead to a continual stream of business. Build in time to maintain your current business relationships as well as form new ones.

It is about ‘Who Knows You’...

It is important to be known in the business community, high visibility and credibility can massively grow your business. When you are well known you are more exposed to business opportunities, high calibre people want to connect with you, you can charge more and you get to choose who you do business with.

A word of caution though, we see many people spend all their time in trying to be well known, they are ‘serial networkers’ that get so caught up in meeting people that they forget to follow up and establish relationships with the people they have already met.

So the next time you are making connections, remember to focus on all three of these areas. By doing so your networking will be more effective and you will have more profitable outcomes.

Do not be deceived to focus on only one of these areas combine the three and watch how much richer your networking will become.

Leaving a Lasting Impression

2010-02-15T19:15:00.000-08:00

Have you ever collected business cards at a networking event, only to find that when you go to follow up the next day you can’t remember who many of them were? Or you had an enjoyable conversation with someone but you just can’t remember the name of their business?

Here is a scarier question. How many times have you been the person someone has forgotten? How many business opportunities have you lost because you have blended into the crowd?

Your networking needs to go beyond handing out your business cards, it needs to be about making a lasting impression and building rapport so a relationship can be built over time.

Here are 5 ways to ensure you leave a lasting impression at every event you go to.

1. Be Engaging
When talking to people be present, maintain eye contact, show an interest, ask relevant and thought-provoking questions, listen attentively and respond quickly. Always ask about their business and what they do, listen for points you have in common this will help with rapport building and will help them to remember you. Don’t talk about yourself until they ask what you do (and they naturally will) then you will have their attention.

2. Look to Add Value
When you are speaking to people be thinking of how you can help them or add value to them. Is there someone at the event you could introduce them to? Do you know anyone who could help solve a challenge they have? Do you know the person they want to connect with? Could you suggest a good alliance for them?

3. Be Unique
Stand out through your appearance, be impeccably groomed, wear bright colors, an interesting tie, distinctive jewelry, a nice perfume or cologne. You do not have to be too out there, you just don’t want to blend in. Gentlemen, take the time to shave. You can’t imagine how quickly you can warm people to you or push them away.

4. Openly Participate at Events
A lot of networking events give you the opportunity to participate in discussion ask questions and give input. Use this opportunity to showcase your knowledge. It is not advisable to monopolise the conversation or say something just for the sake of saying it. You want to share an intelligent point, ask a good question, use a relevant analogy as this will show your professionalism and expertise and can show a practical application of what you provide. Raising a good point and sparking more in depth discussion can be a fantastic way for people to remember you.

5. Use Memory Joggers for Key Information
People aren't going to remember long descriptions of what you do, or likely even your infomercial. People will at best remember a few key things about you; your name, business name, industry and perhaps your specialty and location. To assist people in remembering these points use them in conversation as much as possible. For example there is a story behind the name ConnectWorking, perhaps there is with your business name or logo, a stand out client testimonial. Use anything that can reinforce your details to people.

How Changing Your Networking Approach Could Bring You More Business

2010-01-31T20:58:00.000-08:00

Imagine a room full of business people. All have a similar goal in mind which is to have business eventuate from their networking activity. Unfortunately many people think the way to do this is to sell to those present at the event.

If this is your view on networking then ask yourself when was the last time you went to a networking event to ‘buy’ a product or service? After all if everyone in the room is looking to sell their product or service who becomes the client?

This is one of the greatest connection mistakes we see. Healthy networking implies an equal or necessary sharing of information and consideration among one another. It is a smart idea to ask if the person with whom you are speaking to discuss themselves and what they have to contribute.

This not only shows genuine concern and forms a more balanced conversation that can become the foundation for a relationship; it paves the way for ideas and opportunities to manifest. Too often people approach others with what they themselves can get.

The most successful networkers I have met have been both entrepreneurial and collaborative because they are looking for opportunity and they have a win/win mindset.

They are prepared to look further than what they are currently doing; they look for others to work with by adding another service, or a special package. They are generally big picture thinkers. They are also more likely to be true business owners where they are not so emotionally attached to their idea or business that they can’t see past their nose.

When you next network look to see how you can add value to others and give first before you ask for a favour. You will see your results multiply!

If you want to find out more about collaborative networking contact us via www.connectworking.com.au

How to Identify People You Do and Don't Want to do Business With

2010-01-17T20:26:00.000-08:00

Without knowing why at a conscious level, we can at times be immediately put off by someone and on the other hand we can instantly warm to another. Why does this happen? Well usually it is at an unconscious level and that is because we are constantly sending and receiving information from people and our environment all the time.

One of the biggest “impacters” of whether we are put off or warm to someone is what body language we exhibit. Let’s look at the main signals we give off that can make people like us or not want much to do with us.

1. Eye contact
It’s important when you are talking to someone that you maintain good eye contact. There are times when you move your eyes away we sometimes do that so we aren’t seen at “staring”. For the most part, let the person know you are interested and not looking around you at who else you want to talk to.

2. Open body language
If you are aware that your body language is open to towards another they will know you are interested in them. Being aware of what your body is doing when you are talking to someone will take you a long way.

3. Facial expressions
Be aware of how you are responding to what someone says. If you are yawning, frowning, grinning when someone is telling you something this can have a huge impact on the other person. Women have far more facial expressions then men and gentlemen its worth knowing this when you are talking to women. We are looking for a positive response from the one we are talking to.

4. How they hold themselves
Is someone looking and acting confident or do they seem a little uneasy. Often our body language is a dead giveaway and is not consistent with our words if there is a conflict.

5. Personal presentation
Most people forget that people will often judge someone by how they dress and present themselves. If you want someone to take you seriously then you have to look the part. I have found the more money someone is likely to spend with you the more professional you need to look. This extends to everything about your business. Your cards, stationary, website, branding, your processes, level of expertise, articulation of what we do etc.

If you are at the receiving end of someone not giving you eye contact, showing they are not interested in you, you will be less likely to do business with them.

It would be helpful to regularly do a stocktake on every aspect of what people perceive about us. It’s also helpful to ask others how they see you and what they find frustrating about your industry. This will give you some incredible insight you can work with. Be prepared some will give you great feedback others will take it as an opportunity to criticise, so pick those you know and trust will be honest and helpful.

The Art of Connecting II

2009-12-14T20:27:00.000-08:00

At ConnectWorking, we feel very strongly that all business transactions need to come from a win/win perspective. That is why we recommend you never approach people with the idea of selling to them.

Why? Well two consistent mistakes we see people make in networking is they tend to pre-judge someone based on the fact they are a sole operator, small business or a business that they feel is one they don't think they have any synergy with. Secondly they think of that person as a potential client only.

Remember it is not just about them, it's about who they know! Think of them as a hub of new contacts that you can tap into.

The reason why win win situations work instead of "selling" to someone is because no one feels they are being pressured or being sold to. A classic thought process is where people are thinking, "all that seems to be happening is I am having to pay for stuff and I am not making money myself". This is something you need to avoid. Far better to get someone excited about how you can both work together to both make money and promote each other.

What separates a good business person from a great one is the ability to listen to the dissatisfactions, challenges and needs people have and then offering them the solution! How good are you in their eyes now? There are many ways of achieving this outcome. For a fraction of the cost you may already be spending on marketing to acquire new business, you can tap into your existing clients or other people's clients and get them to do it for you!

Yes there is an inexpensive, efficient time saving way to generate business with little effort and little cost. It is called a Host Beneficiary campaign.

In addition to saving time and money, here a few benefits of taking part in a Host Beneficiary campaign:

- You are targeting people who are ready to buy so the hit or miss is greatly reduced
- You are leveraging off someone who has your target market on their database
- You gain access to this database simply by making an offer that benefits all
- It is targeted marketing strategy with little cost to you
- It is based on good will, developing existing strong relationships and as a consequence you may get their clients to do business with you

If you would like to know more about a Host Beneficiary campaign or if you need help with them, please contact us at admin@connectworking.com.au

The Art Of Connecting Part I

2009-11-30T12:00:00.001-08:00

What do you think of when you hear the phrase Business Networking? Unfortunately for most it is an opportunity to sell their product or service to others. For many networkers the focus is on collecting as many business cards as they can, so they can put contacts straight on their database with the intention is to sell their product or service.

Please note: if you have not asked their permission this is classified as spamming

If this has been your belief about networking then ask yourself this question. Why would someone change from their current supplier to you without knowing who you are, what your values are and without having a full understanding of your business?

Networking is first and foremost an opportunity to meet others and build rapport and trust leading to strong business relationships over a period of time, Think about this carefully, would you enlist the services or products of someone you just met without knowing as much about them as you can?

When you network and you look at the people in the room as potential clients you miss the opportunity of a mutually beneficial relationship that can have lasting positive consequences. Most business people have existing clients and a growing database. The real opportunities of networking are on developing relationships with people that share your values, beliefs and visions. In fact sometimes these types of relationships develop even when on the surface the two businesses don’t appear to have any similarities at all.

Unfortunately a lot of people don’t see the value in this type of marketing strategy because most people think this is way too time consuming to get business. Developing relationships does take time to grow and may not help your cashflow while you wait for something to develop. This is the reason that many people figure they need to “sell to” as many people as they can. In the process they can burn many bridges that could have proved very fruitful.

10 Tips for Turning a Contact into a Beneficial Business Relationship

2009-11-30T11:28:00.000-08:00

Here are 10 fundamental tips for establishing mutually beneficial business relationships with professionals and business owners you meet at networking events:

Research who they are, do your due dilligence and determine if you are compatible. What synergy can you see between you?
Find out their needs and wants
Work out how you can help them get what they want
Regularly contact them and give valuable information that will assist them
Follow through, always do what you say you will
Get to know them, take the time to learn more about them, their business and what or who they are looking for
Make sure they know what you need or who you need to connect with
Seek to create win/win opportunities that achieve both of your goals
Give like you want to want to recieve in turn
Realise that a relationship is built over time, people will reveal more of themselves overtime and give more when they know you and like you

How To Get The Most From Your Online Networking

2009-11-15T17:45:00.000-08:00

Social Networks are online communities that connect millions of people worldwide. They have taken the world by storm and are powerful promotional tools when used correctly. Below are some tips on how you can promote your business and further your contacts through the world of online networking.

Your profile is the first contact someone will have with you, so it needs to reflect your credibility and expertise. With social networking you will need to establish yourself as an authority first, use notable achievements, testimonials and upload a professional photo of yourself to make it more personable.

Add friends and business associates that you know personally. To expand your network further contact friends of your personal contacts and go searching for people who have similar interests, or who are in the same industry and invite them as well.

Like traditional networking, if you don’t know someone personally, introduce yourself and share why you would like to connect with them. This is not a sales pitch instead your aim is to find common ground. Only after rapport is built should you introduce your products, services and events.

To be a successful social networker you need to be proactive, just signing up and doing a post every now and then will not generate results. Join groups and forum discussions, share your knowledge and draw on your experience. Find opportunities that you can ‘gently’ introduce your business, products or services as a solution to a problem by sharing how you have assisted a client.

If you would like to network with proactive and likeminded professionals join ConnectWorking on Linked In and Facebook

Fundamentals of Follow Up

2009-10-20T16:11:00.000-07:00

Most business owners understand the importance of networking and meeting people to expand their business, though only a handful of people ever follow contacts up after events. It is almost as if they are expecting everyone to call them.

Follow up is a basic principle of successful networking. No alliances are built, no referrals are passed on and no business relationship is established without first following up and taking the time to talk further with businesses you meet.

The best way to look at a networking event is that it is an introduction, a place to meet people on mutual ground. Though in order to establish a working business relationship you need to take the initiative and time to meet up with people after the event.

When following up after an event it is important to be timely, never let a contact go cold. It's recommended following up no later than 2 business days after an event. Remember to introduce yourself and mention were you met. In some instances you may need to be persistent in order to connect with certain contacts, it is important though to be respectfully persistent and not harass, be sure to establish early if they are interested in meeting with you.

After a networking event it’s a good idea to send out an email which says “It was great to meet you at ... event on ... I would love the opportunity to meet with you to find out more about your business and explain what I do to see if we have synergy and can help each other further”.

When you do have the opportunity to meet, take the time to find out more about their business, and then share about your business. After each of you have finished discuss what opportunities you both can see to work together. This meeting should not be a sales pitch unless they have specifically requested it or they become more interested and ask questions when hearing about your business. Try to keep it as informal and relaxed as possible, coming on to strong or aggressive may turn your contact off doing business with you.

By mastering the skills of follow up you will increase your database of contacts, establish more referral channels, form more mutually beneficial business relationships and become a successful networker. After the next networking event you go to stand out from the crowd and follow up, you will be glad you did!

How to Build Rapport in a Matter of Minutes!

2009-10-20T15:59:00.000-07:00

Rapport creates trust and builds positive psychological bridges to others; it is also the first step in building a relationship. At a networking event the objective is to build rapport with as many contacts as possible, making follow up that much easier.

The challenge is, how do you build rapport in a matter of minutes? In order to assist you with this process, we have a few tips on how to build rapport quickly.

Find Common Ground
Find something you have in common that you can share. Conversations will be more positive and comfortable when someone views us as similar to them. Remember like attracts like.

Match their Body Language
Casually make the same gestures they do, this is also known as mirroring.

Match Their Speech
If they are talking slow, you talk slow, if they talk fast, you talk fast. Also match their tone.

Use Their Name Regularly
People like hearing their name and being referred to by name as it makes them feel important. However, do not go overboard with saying their name.

Make Them Feel Good About Themselves
Pay them a compliment, this directly determines how they feel about you, it has been said that people remember you as younger, more good looking and nicer once you have paid them a compliment. However, make sure it sounds sincere.

First Impressions Really Do Count
Use positive uplifting language, be enthusiastic and happy, show confidence, smile and have open body language by turning toward that person. Be warm & positive no-one likes to be around negative cold people.

Show Interest In Them When They Are Talking To You
Smile and listen to what they are saying. This makes people feel they are important.

Catch Them In A Good Mood
Where possible talk to someone when they are in a good mood or excited by something. They will associate this good feeling with you!

Ask A Small Favour
We tend to like people more when we can do something for them, people feel good when they can help. So if you can get someone to do you a small favour they will like you more, maybe they know someone you want to connect with.

Meet Several Times
The more time we spend with people the more we tend to like each other.

Selling Through, Not Selling To

2009-10-20T15:54:00.000-07:00

We live in a world where it is all about who you know, and even more so who knows you. The way we do business is changing, buyers are getting savvier and competition is increasing and the only way to stay ahead is to be continually innovating and building better business relationships.

The success of our business is directly determined by the relationships we have with our clients, alliances and business associates. People want personalised service and to have relationships with those they do business with.

This is one of the fundamental reasons why networking is fast becoming one of the most successful means to growing your business. It opens a world of opportunity giving you the chance to meet different contacts that you would not ordinarily meet, talk face to face, build rapport and establish mutually business relationships.

It is estimated that the average person knows about 250 people. And each of those people knows, in turn, another 250 people and so on. So don’t look to sell to people, look to sell through people. See the long term mutually beneficial business relationships you can develop. See the collective group, databases and potential contacts, not just a once off sale.

The best networkers understand that Networking is not about making a quick sale on the day. They do not view networking as an opportunity to make quick sales, instead they see networking as an investment and an opportunity to meet people, which pays off as relationships develop. Networking is all about building relationships and rapport. Savvy networkers know this and look to establish relationships first.

When networking, don’t treat people as contacts, remember people will do business with people they know, like and trust. Too many people turn up to networking events expecting to make sales, and believe that they are entitled to be given referrals, contacts and ideas from people who they have just met. This is one of the biggest misconceptions of networking, expectin something for nothing. Instead we must first establish rapport, build relationships and give in return.

The next time you are networking take the time to build rapport and focus on building relationships while it takes time in the short term, the long term rewards are far greater!

The 7 Habits Of Highly Effective Networkers

2009-10-20T15:40:00.000-07:00

Habit 1 - Be Proactive!

Don’t wait for contacts to come to you, get out and meet people, actively network! In order to grow your business you need to be meeting as many new people as you can each day. Go to as many networking events as you can as networking gives you this opportunity. If you’re not networking, you’re not working!

Habit 2 - Collect Business Cards

This builds your database, so be sure to write on the back of the card if you can where you met this person and any relevant notes you may want to remember. Once you receive a business card from a contact, drop them a quick email or call saying how nice it was to meet them and where you met.
This is a great opportunity to arrange a time to meet over a friendly coffee to find out more about what they do and share with them what you do. You never know where this may lead. Remember to ask permission if you can add them to your database to receive mail from you in the future. A fast way to put people offside it to send unsolicitored emails to them.

Habit 3 - Ask Open Ended Questions

When you meet someone new be conscious of the types of questions you ask them. Open ended questions such as, who, what, where, when, why, how allows you to find out more about their business and what they do.

Habit 4 - Don’t Pre-judge

Don’t make the mistake of thinking you can’t do business with a particular person or business because they appear to not need your services. It has been said most people know around 250 people, you never know who they know that could use your services and vice versa! Business is about building relationships, not doing a “hard sell”. By getting to know people and what they need and what their frustrations are, you develop rapport and trust. Remember people do business with someone they can trust, if they sense you are only after them for a sale you will lose them before you get started.

Habit 5 - Be Prepared

Know how to describe your business as quickly and succinctly as possible, this will assist with cutting down the time spent with just a few people at a networking function and allow you to meet as many people that day as possible.

Habit 6 - Form Alliances

Often people are looking for leads on a one on one basis. However leverage can be used to get better results from just a few contacts. Strategic Alliances, Joint Ventures, Host Beneficiaries Affiliates and Referrals are ways to increase your contacts without meeting a whole lot of people. By tapping into a business you have synergy with you increase the opportunity for more contacts, as they will no doubt have your target market. They will also refer you to people they know who need your product or service as they know it will be reciprocated.

Habit 7 - Ask for Help

Identify and attend events where you can meet people who can help you. These are people who may either know or have “access to” your prospective clients or customers. Ask these people for their help, when you meet them. Describe the kind of prospects you’re looking for, ask them to introduce you to prospects when appropriate and ask about events and opportunities where you might have a chance to meet your prospects directly.

Be A Savvy Networker

2009-10-19T20:12:00.000-07:00

Get Out There

Dare to step out and meet new people. Step out of your comfort zone and greet people, ask them questions and identify points you have in common. This will help you to develop rapport. Always follow up in a timely manner even if it is just to say it was great to meet you at (name where you met) event.

Remember that 90% of success is not just showing up but showing up prepared, so prepare before you go to networking events and meet new people.

Know What You Want From Networking

Ask yourself these questions:
• What do I want to gain from networking?
• Who am I trying to connect with?
• How many people do I want to meet each week?
• How much time do I need to devote to Networking?
• What networking events will help me achieve my goals?

Have a Little Black Book of Contacts

Regularly stay in contact with the people you have already met

Make a list of the 10 most powerful connections you have - those that can make things happen. Shout them to lunch and learn from them.

Be Resourceful

People who are willing to open their database or contact book, pick up a phone, call on their contacts, ask for help, and who offer leads, information, and ideas, are perceived as resourceful, intelligent and well connected.
Remember the closest thing to knowing something is to know where and how to find it!