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Be Creative When Networking Up

January 21, 2016 by Lisa Mininni Leave a Comment


HandshakeYour instinct is to stay in your own comfort zone by networking with people who are equally successful. If you want to achieve higher levels of success, it is imperative to surround yourself with people who are more successful.

When you surround yourself with others who are more successful than you, you’re in a position to learn from them, collaborate with their connections, and challenge yourself. You’ll also see how they create a system of reciprocity, that is, they actively and regularly give back to a person who was able to connect them or refer them.

This is where a lot of business owners get stopped when trying to network “up”. They don’t network up because they don’t think they have anything to give the highly successful and influential person.

Don’t let that stop you. If someone of high influence has been generous with you in giving you their time and attention, try these ideas:

  • Be intentional about getting them a referral by bringing someone to their next live event
  • Refer their book to others and include the link to the book on Amazon
  • Refer them to a major news outlet or to another major player who could interview them on their radio or TV show

There are many ways to give back to a successful business professional. It can be as easy as tapping into your LinkedIn network, too.

 

Filed Under: Blog Tagged With: business networking, how to network up, networking up

Next Level Networking: You’re Letting Opportunities Slip Through Your Fingers! (Here’s How)

August 13, 2015 by Lisa Mininni Leave a Comment


business networkingYour network is a game changer.

Consider for a moment that your network is like your relationship bank account. And, those relationships that you’re cultivating are building on your relationship capital.

If you have a network that regularly sends you quality referrals, you can call any one of them (and they’ll take your call), and you keep each other in mind for opportunities for both business and fun, then congratulations! You have a well-run networking system.

However, if you can’t remember the last time someone sent you a referral or can’t remember the name of the person you just met at your networking luncheon, you may be missing something, like a networking strategy, a referral system, or an intentional process to nurture those relationships.

Recently, I spoke at the American Society of Association Executives Conference. ASAE represents more than 21,000 association executives and industry partners representing more than 9,300 organizations.

In my Next-Level Networking session, we discussed ways to audit and align their network strategy. One of the key elements in aligning is to identify your top three goals.

Here’s why it’s important to keep your goals top of mind when networking. Consider the average number of hours each week you invest in networking. Now, take the average number of hours you spend networking each week and multiple it by 52 weeks.

What’s the number of hours each year you spend in networking? If you spend that much of your valuable time in an activity, what’s your desired outcome?

There is a common mistake business leaders make when they network. You may even be making it. This simple oversight is causing you to miss out on a major opportunity that can make or break you achieving your goals.

What is the opportunity you are missing?

When your networking colleague turns to you and says, “Let me know how I can help you.” Then, you say, “thank you, I’ll let you know” and turn to leave.

I see it happen frequently. It’s like someone just wanted to make a deposit into your relationship bank account and you said no thanks and walked away. The reality is you likely don’t circle back with them.

That’s opportunity slipping through your fingers.

Instead, the next time someone asks how they can help you, be prepared to take them up on their offer.

First, identify your top three goals. Then, create your request that is in alignment with achieving one of your top goals.

You might ask them to share an upcoming event with their social media community, introduce you to someone you’ve been trying to connect with to create a mutually-beneficial relationship, or introduce you to a professional speaker to talk at your upcoming membership drive or fundraiser.

Notice that none of these examples directly asked for clients. That request lands awkward. Instead, create a request that forwards your goals.

When they follow through on that offer, reciprocate or send a thank you card. A simple thank you card is an often forgotten, but highly-regarded gesture sure to leave a good impression.

Filed Under: Blog Tagged With: business networking, networking strategy

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