10 Strategies for Connecting

By Susan Regier

Who are the people you’d like to meet that could make things happen, and more importantly, make things happen for you. And how do you go about meeting them to make a good impression?

Everyone has a circle of influence. That can be your friends or coworkers, or maybe your employees. Think of the clubs that you belong to, your family, business associates, friends, and neighbours. Not all connections are powerful, nor will they necessarily lead to sales. They are simply connections.

Take some to time to create a list of all those you have connected with…call it List A. Beside each person’s name, jot down what they have done for you? Next, write down what you have done for them.

Now, make a second list…List B. This list will include all those people you want to meet – your wish list – and include what you want from them - and what you can offer them. Now cross reference List A and List B. Are there any connections? If not, figure out how you can create that connection within two to three calls.

It’s possible that your friend, Betty, from List A knows Janice from List B…and Janice is someone you definitely want to meet. But don’t act impulsively. Just because Janice discovers you both have Betty in common, that may not be enough to make this important connection. Instead, ask Betty to set up a three-way meeting, say over breakfast or lunch, where the three of you can meet. This can make a powerful connection, with your friend providing valid feedback and positive reinforcements.

What you need to do is to expose yourself to the marketplace in a valuable way… and give others a reason why they would want to connect to you. So here are my 10 Strategies for Connecting, which is the first step in making things happen.

Strategy #1: Be friendly. People do business with people they like and trust. People who smile are more attractive than people who don't. Smiling sets the tone for others. How often do you smile?

Strategy #2: Project a confident self image. The way you dress, and that’s everything from your hair to your shoes including your handshake, is an indicator of who you are. Your first impression is what sticks, and unfortunately, it's not always accurate.

Strategy #3: Eye contact. Look the other person in the eye as you speak. Eye contact needs to be steady without being too piercing or weak. Direct eye contact shows that you’re attentive, supportive, truthful, honest. A good rule is to maintain it at least 80% of the time. (There’s nothing worse at a networking event when you’re trying to talk with someone and he keeps looking over your shoulder at who else has entered the room. It does not lead to a good connection.)

Connecting Strategy #4: Maintain a Positive Mental Attitude. Do you look for the good in every situation? Do you think it’s partly sunny or partly cloudy? Your positive attitude will breed positive responses and positive results. Being positive will make you more enjoyable to be around.

Strategy #5: Make connections with a single focus – that of simply making the connection. Forget the agenda, whatever it may be. Your first step is always to seek friendship and acceptance… not on making a sale.

Strategy #6: Give value. The strength of relationships is built by giving value to others, not facts about you. Give leads, referrals, and connections that can lead business to others. And have answers. Be a resource for others, not just another salesperson.

Strategy #7: Be genuinely interested in others. Ask questions so you can get to know other people better. You're not just trying to qualify them for a sale, but you want to learn from them. Asking questions will give you a better understanding of who you're meeting with.

Strategy #8: Relax. Notice how you communicate with your good friends. Do you communicate differently with business people? You probably do. Pretend your customers are your best friends. Your conversation will be more relaxed, truthful, and less manipulative.

Strategy #9: Discover what you have in common quickly. Find common ground and you always have something to talk about. Think about the things you love to do, places you've traveled, where you went to school, and where you grew up. If you can find a link with the other person, you've turned a casual connection into a personal one.

Strategy #10: Stay in touch. This can have more impact and be more valuable than making the initial connection.

Most people attend networking events to better themselves in some way. But many people attend just to sell. You can stand apart… attend a networking event well-prepared to help someone else get better or to improve themselves.

Dale Carnegie said it best: "You can close more business in two months by becoming interested in other people than you can in two years by trying to get people interested in you."

If you can find common interests with the prospective connection, you can easily establish a business friendship, and people want to buy from a friend.

Networking is not a one night stand. Treat everyone who tries to make contact with you with respect and dignity. Never pre-judge others. And approach each person you meet as if you plan to keep in touch forever. Then do it.

Susan Regier is the publisher of www.NetworkingToday.ca, London’s online business resource, and head writer of Vantage One Writing, a professional writing service for businesses. 519.471.8726 Email: susan@vantageone.ca Web site: www.vantageone.ca

Published in Networking Today May 2008

International Networking Week™

By Bruce Elliott

International Networking Week is right around the corner. Last year, thousands of people from around the world recognized the week and even more are expected to participate this year.

International Networking Week is a BNI International initiative, which features a number of networking events around the world. The goal is to celebrate the key role that networking plays in the development and success of businesses globally.

Simultaneous events will be held around the world to celebrate International Networking Week. The focus of these events is to bring together representatives of government, businesses, and the community to network with each other, to understand the concept of good networking, and to listen to talks by key networking specialists from across the world. These speakers will offer advice and information on how businesses can grow and succeed through good networking practices.

Invitations to attend are open to the wider business community, members of other networking organizations, students, press representatives, and interested parties from all levels of government and business. The purpose of International Networking Week is to raise the profile of networking in the wider community, recognizing it as an essential tool for success in today’s business climate.

For more information about International Networking Week™, click here to watch a short video.

Bruce Elliott, is the Executive Director of BNI for South West Ontario. For more information regarding BNI, contact Bruce at 519.475.4643 or 1.888.375.1904 Email: bni@xplornet.com Web site: www.bnicanada.ca

Taking Networking to a Different Level

By Susan Regier

Imagine…being in a room filled with nearly 400 women (and a few men) – talking, shopping, and simply having a good time. And all the while, you’re making new connections with each introduction. Think of the possibilities – and the opportunities.

This is what happened last month when three good friends decided to do something they had never attempted. Often, ideas such as “wouldn’t it be great if…” or “you know, we really should…” are tossed around in social settings but these thoughts soon fizzle as the real world takes over.

While chatting over glasses of wine, the friends came up with a simple idea of what women really like: drinking wine, shopping, and having fun with their sisters…and then set a plan in motion to combine these elements, creating the successful venture: Wine, Women & Shopping, a unique shopping experience to celebrate sisterhood.

Now don’t get me wrong, this extraordinary event didn’t happen overnight – or over one glass of wine. It took more than a year of planning and reaching out to friends, business associates, and networking contacts. And we have had fun planning it and watching it breathe life.

The three friends included Nancy Kirwin, an insurance agent; Jennifer Murray, The Nimble Assistant, a virtual assistant; and Sue Regier (that’s me), head writer with Vantage One Writing and publisher of Networking Today. Three good friends, three completely different fields of work, and three diverse – and extensive – contact lists. We came together with one goal in mind – to help our sisters in need. Mix these elements together and you have a powerful force to be reckoned with.

At times, our sisters in need included one of us – on a revolving basis. Everyone experiences major upheavals in life and they can’t be put on hold because you’re planning a special event. Because of our “sisterhood” and our focus, we were able to help each other through some of the toughest moments of our lives this past year and get back on track. You could say, Wine, Women & Shopping helped the three of us to maintain a semblance of normalcy in the face of adversity.

And at times, we faced outside negativity. We were told that it would take two to three years to sell out an event of this caliber in our city. But the person who said that did not understand our networking talents. We quickly exceeded our original goal of 200 attendees, found more seats, and once again sold out fast…and the requests for tickets kept coming.

We chose to create a fundraising event to help My Sisters’ Place, a transitional support centre in London, Ontario for women who are homeless or at risk of homelessness. (Click here for more information on My Sisters’ Place.) We used our media contacts for free publicity (including this Web site) and then it was word of mouth promotion through our networks to get the ball rolling.

In the words of Janet Christensen, one attendee, “Not only did you help My Sisters’ Place, you demonstrated the power of intention and collaboration and hopefully inspired some other people to take action.”

All it takes is an idea. Talk to your friends and business associates, find a good cause, and watch the ball roll. It’s a great way to increase your circle of connections, which is how business grows…and you’ll be doing something to give back to your community. But always keep in mind the main ingredients for success – be passionate about what you’re doing and have fun along the journey.

Take some time to sit and enjoy a glass of wine with your friends – you never know what may transpire.

Susan Regier is the publisher/editor of Networking Today and owner of Vantage One Writing, a professional writing service for businesses. (519) 471-8726 Email: regiers@vantageone.ca Web site: www.vantageone.ca

Networking Can Save Your Life

By George Torok
Networking is often touted as a powerful career or business development tool. But, have you ever thought about networking as a necessary skill to save lives? Can networking save your life – or the life of someone you love?

Oh yes! Follow this example of how simple networking got the answers faster and helped us move easier through the medical system.

My father was diagnosed with prostate cancer. His doctor missed the early signs of cancer and then was slow in reacting. My father was frustrated by the obstacles that the doctor and the system seemed to deliberately put in his way. They didn’t seem like they were there to help. My father found it extremely frustrating. He also got angry about it. He certainly was scared by the cancer. My father started tapping his network and he asked me for help.

I mentioned my concern about the prostate cancer to a long time colleague. She had relatives who worked in medicine. She made some calls and a few days later gave me the name of a surgeon who was considered to be one of the best in this field.

At the same time my father explored one of his networks – his fitness club. He learned that one of the regulars was a retired physician who had survived prostate cancer. Although this physician was not directly within my father’s established network he was only once removed. My father was introduced to the physician and explained his dilemma and urgency. The retired physician gave my father the name of the surgeon who operated on him – and added that he considered this surgeon to be the best.

The same surgeon’s name came up twice from two separate networking relationships. That made the decision easy on who to choose. Also, my father’s referral to this top surgeon was made easier because of the introduction from the retired physician. You see, the top surgeon felt a special bond to the retired physician because the retired doctor was the one who had delivered this surgeon into this world.

The bottom line – my father was able to arrange for a referral and quick surgery and has survived the cancer. If my father had endured the “normal” channels it is questionable that he would be alive today. There is no question that networking saved the day and in particular, my father.

The networking lesson for you – you never know who you will need in your network ‘till you need them. And it isn’t just about who do you know. It is sometimes “who do you know who knows?” For that reason, build your networks before you need them. Never stop networking. It just might help you live longer.


George Torok is co-author of the bestseller, “Secrets of Power Marketing: Promote Brand You”. He is author of the ebook, “Your Guide to Networking Success.” To order your copy of this networking guide or to learn more visit www.NetworkingExposed.com.To receive your free copy of “50 Power Marketing Ideas” visit www.PowerMarketing.ca.

Get Involved …with your Competitors!

By Jennifer Murray

We all need a helping hand once in a while. Sometimes we don’t realize that we need it until help has been delivered. I believe in the abundance theory – we only need to tap into what others have to offer. So, how do we get there? How do we know? Keep it simple. JUST ASK.

Having recently attended a training program for small business, I decided that I was going to make the best of what was offered. The program had wonderful information and knowledge. The experts were there for an obvious reason as well. Their expertise is in their own personal journeys and experiences available in glorious abundance! They all want to help and see us succeed!

On the first day, I shared an observation and then asked a question with the woman sitting beside me. “Can you believe each person here has a business idea to better their lives and others? How exciting! What is your business idea?” You can imagine the chuckle we both had upon discovering our mutual business idea. So much for taking the world by storm, however, this is where the help part comes in.

Instead of recoiling into our corners of competition we talked about our skills and how we were presenting our business to the world. It was amazing work. We HELPED each other. The abundance theory at work – there’s enough for everyone.

Yes, there is some overlap but it turns out there are significant differences between our expertise and having someone we can refer our customers to is invaluable. How many entrepreneurs have the opportunity to work along side their competitors and watch their businesses develop? How many entrepreneurs see those in their industry through the many business decision-making processes and get a glimpse of what the person is about? Since then, we have collaborated on a new networking group for our industry and plan on referring clients in search of our complementary expertise.

I’m pleased with my new friend, business colleague, and competitor. We’re in this together and it’s good to know we’re not alone. A funny thing happens when you ask for help or advice; you can help others as well; usually in ways you never would have imagined.

Jennifer Murray, proprietor of The Nimble Assistant is a virtual assistant providing administrative services to small businesses in Middlesex County. With eight years of experience and being able to manage multiple tasks with various schedules, Jennifer provides proficiency in a range of office services. Visit www.TheNimbleAssistant.com for more details. Published in Networking Today, July, 2006

Listening Is Not the Same as Waiting for Your Turn to Speak

By Karen Susman

When you ask a question, do you listen for the answer before you consider your response? Many times, we use the time our partner takes to respond to plan our rebuttal.

Recently, I experienced not listening being taken to the next level. Sitting around a friendly table of strangers, questions were being asked back and forth in an effort to get to know each other better.

One woman, let's call her Responsa Prematura, Responsa for short, thinks of herself as a great conversationalist who is interested in others. Responsa asked several good questions of those around her. Then, without waiting for a reply, she offered her own answers. It went something like this. "Joe, what kind of books do you like to read? Mysteries?" "Blanche, what's your favorite ethnic cuisine? Chinese?" "Stanley, how would you travel to Peru? By raft?" You get the idea.

It seems so simple to suggest that when you ask a question, you make eye contact, pause, lean in and wait for the questioned to consider your inquiry and offer an appropriate answer. Notice that this rarely happens. Here are a few effective listening tips to make you a truly great and appreciated conversationalist:

• Find an area of interest for you when someone speaks. If a nuclear physicist is telling you about her work, listen for how this content affects your personal world.
  
• Judge content, not delivery. If you grew up with grammar police who wrapped you on the knuckles if your participles dangled, you may not hear the message of someone who speaks with poor grammar, a thick accent, or distracting gestures. Do your best to listen for meaning and content.
  
• Delay evaluation. If someone asks you what you think of an idea or person, you can always say you want to think about it. Many people evaluate a statement before the speaker has even concluded it.
  
• Be flexible. Do try to consider the other person's perspective. What would a homeless person think about the number of shelters in your city? What would a landlord think about the same issue?
  
• Shut out distractions. Cell phones OFF, please.
  
• Exercise your mind. Read extensively. Listen to discussions based on views that aren't yours. Travel. Ask questions. Stay current. If you hear yourself saying, "When I was your age," keep it to yourself.
  
• Stop talking. Ponder instead.
  

We all want to be listened to. Your intent listening is one of the biggest compliments you can pay another person. It's life affirming.

Karen Susman is a Speaker, Trainer, Coach, and Author of 102 Top Dog Networking Secrets. Karen works with organizations that want to maximize performance. Programs include Humour at Work; Balance In Life; Networking Skills; Presentation Skills; and Building Community Involvement. Order new guidebooks on humour, networking, time management, and community involvement by calling 1-888-678-8818 or e-mail Karen@KarenSusman.com.. www.KarenSusman.com. Published in Networking Today, May, 2006

Questions to Ask at a Meeting that Includes a Meal

By Maria Marsala

You may not believe this, but I'm an introvert. And I know that it's not easy being an introvert and a successful business owner, too.

Being known locally, even if you have a virtual business, is something every business owner must do to build credibility and a stellar reputation. Even the Internet Guru's attend networking meetings and speak to groups as a way to market their online business.

Attending a meeting of an organization or association may mean three types of networking opportunities – pretty overwhelming and nerve racking for an introvert who is not prepared.

• There might be networking time before the meeting and usually that's the time to get to know about someone's business.
  
  
• Then there is sit down time; where most likely "someone" will be in charge of making sure that everyone does a roundtable introduction (your elevator speech in two minutes maximum) as your cards are passed around the table.
  
  
• The socializing part with people who are sitting next to you.
  

Below are questions you can ask, as you sit at a table specifically to eat and wait to hear a speaker. These questions are more personal than the questions we'd ask in a situation that is more about networking. So often, we forget to ask more personal questions of people. And we lose the opportunity to connect with them on a deeper, more personal level – a level that's not about "the sale."

1. Where do you live? How long have you lived there?
   
   
2. Tell me about yourself.
   
   
3. How did you find out about this meeting?
   
   
4. What did you do before you started your business?
   
   
5. What other meetings or groups do you attend during the month? Has attending them helped your business?
   
   
6. What sort of things do you do in your personal time?
   
   
7. Where do you volunteer?
   
   
8. What's the most important thing you've achieved in your life?
   
   
9. What goals are you reaching for personally?
   
   
10. Do I have your permission to send you a complimentary copy of my online newsletter? (If he freely gives your his business card.)
    
    
11. Would you like to meet for a cup of coffee? If you suggest a meeting, then it's your responsibility to pay for the coffee or meal you suggested. You both may decide differently at the event; but you've taken the lead and that's proper business etiquette.
    

©2006 A former Wall Street trader, Maria Marsala is a nationally known author, strategist, trainer, and owner of Elevating Your Business. Maria helps with financial, technology, and other independent service-related businesses accelerate profits and improve productivity – faster. Learn more now at www.CoachMaria.com. Published in Networking Today, May, 2006

19 Conversation Techniques

By Andrew Sobel

"When I go to meet with a man," wrote President Abraham Lincoln, "I spend one-third of my time thinking about what I am going to say, and two-thirds of my time thinking about what he is going to say." Lincoln certainly had a masterful understanding of human character, and an unusual knack for being able to influence others. His quip highlights a major problem with many highly educated professionals: sometimes, we are so full of our own thoughts and ideas that we have trouble listening to and engaging the other person.

The result is that we don't get the most out of our conversations. Here are nineteen conversational techniques that will improve your ability to listen to and understand others:

1. Synthesizing: "So it seems like there are really three issues going on here, which are..." Summarizing, which is what many people do, is boring and tedious to the other person. Synthesizing shows you are listening but goes further and adds value through big-picture thinking.
   
   
2. Active listening: Interjecting "OK, Uh huh, That's right, I see" to communicate that you are paying attention.
   
   
3. Non-verbal listening: Using your body and eyes to show you are completely focused on the other person. Avoid "tells" like looking at your watch, letting your eyes wander around the room, and so on.
   
   
4. Echoing: Repeating the last word spoken. Client: "So as a result, there's very high attrition." You: "Attrition." Client: "Yes, we think it's well above the industry average. In fact, last year we lost 20% of the sales force." You: "20%" Client: "Well, some of it was uncontrollable attrition like retirements, but..."
   
   
5. Disclosure: "I know what you mean – two years ago I also missed a major family event due to a deadline at work…." Sharing your own experiences, in a non-condescending manner, can create a more intimate and meaningful dialogue. If you are interested in the psychology of this, look up the "Johari Window," devised by Ingham and Luft. The idea is that mutual disclosure – not one person talking and the other simply listening – leads to empathy and understanding.
   
   
6. Open-ended questions: "What would it take to get alignment around this issue?" "What have your past experiences been with outside advisors?" There is some research that indicates successful sales executives use more open-ended questions than closed-ended questions in the sales process.
   
   
7. Provocative questions: "Why?" "So what?" "Why are you in this business?" "Why do you think you need outside help?" Last year, I was referred to an expert on newsletter marketing. I called him to explore how I might expand the circulation of Client Loyalty (it's close to 3000 direct subscribers right now, and most of the articles are reprinted in other newsletters, giving them closer to 15,000 or 20,000 readers each month). His first question was, "So Andrew, why do you want more subscribers? Maybe you should have fewer." At first I was irritated, but then I realized that I had not completely thought through what my goals for the newsletter were. His provocative question made me think.
   
   
8. Provocative or "turnaround" answers: Client: "So what can you do for us?" You: "I don't know" Client: "The CEO is challenging our use of consultants" You: "I don't blame him."
   
   
9. Questions about the meaning of words: Client: "This is a very dysfunctional organization." You: "What do you mean by 'dysfunctional'?" Client: "Basically, we want our relationship managers to up their game and stop playing politics." You: "What does 'playing politics' mean in your organization?" Don't assume you understand exactly what your client means when he or she uses certain terms!
   
   
10. Questions about the past: "How and when did this start?"
    
    
11. Questions about the present: "What are you doing now to fix this?"
    
    
12. Questions about the future: "If this project succeeds, what would things look like a year from now?"
    
    
13. Personal questions: "What are your own aspirations in the organization?" "Who have your mentors been?" Don't kid yourself – every client gains some personal value from working with us.
    
    
14. Questions about feelings: "How did you feel about that decision?" Usually, we ask about thoughts – "What do you think?" Asking about feelings can tap into a whole new aspect of the issue.
    
    
15. Use of humor: Appropriate jokes or quips, self-deprecation, "break the ice" humor, and so on.
    
    
16. Not answering: "I don't know your company well enough to answer that. I can tell you what I'll be looking for, however"; "I don't know. Let me get back to you." Saying "I don't know" can build, not erode, trust.
    
    
17. Questions about the question: "Let me make sure I understand your question: Are you asking if it's a good idea or if it's feasible?" Or, "I'm curious about why you're asking me that..." (Note: be careful not to overuse this technique, which can come across as contrived or evasive if used too often or inappropriately.)
    
    
18. Questions about what is missing: "Is there anything I haven't asked about that you think is relevant?
    
    
19. Letting the client answer provocative questions: You don't always have to have the answer! For example: You're presenting to a group of client executives. Someone asks the question, "So you've demonstrated that our costs are 20% over the benchmark. I just don't believe that." You look at the person attentively, let your eyes wander to the other meeting participants, and remain silent for 3-5 seconds. Given the opening (your silence), another executive in the audience may very well jump in: "Oh come on, we've known this for years. That's why our operating margins are so bad." All of a sudden, your clients are having a healthy debate among themselves, and metaphorically you're on the same side of the table. This has happened to me many, many times.
    

Try some of these techniques in your conversations with clients – or with anyone else that matters in your life. They may well help you to have deeper and more interesting discussions.

Andrew Sobel is the leading authority on client relationships and the skills and strategies required to earn enduring client and customer loyalty. He is coauthor of Clients for Life: How Great Professionals Development Breakthrough Relationships (Simon & Schuster). He can be reached at (505) 982-0211 or by e-mail at andrew@andrewsobel.com www.andrewsobel.com Published in Networking Today, April 2006.

Location, Location, Location: 41 Places to Network

By Karen Susman

Networking conjures up a picture of networking events where hundreds of people who appear to know each other gather to pass out and collect stacks of business cards. If you limit your networking to networking events, you are limiting your opportunities. Instead, network all the time, everywhere.

Make networking everywhere with anyone easier by finding the common ground you share with other people. Start with your location. If you're at a football game, you have something in common with every other person in the stands. If you've always wanted to meet a particular author, attend her book signing. You'll also have an immediate commonality with those sitting on your right and left. When you literally share common ground with someone, you're on your way to networking success.

A few places to network.

1. Conventions. Network at conventions other than the one you're attending.
   
2. Conferences where people attend that you'd like to meet
   
3. Meetings
   
4. Trade shows
5. Planes, trains, buses
6. Grocery
7. Galleries
8. Museums
9. Seminars and workshops
10. Parties
11. Coffee shops
12. Restaurants.
13. Children's birthday parties
14. Alumni groups
15. Your high school classmates
16. Your spouse's professional functions
17. The theater
18. A concert
19. PTA
20. Neighborhood block parties
21. Church or synagogue
22. Charity events
23. Committee meetings of large organizations
24. Waiting in line.
25. The restroom (Women are pros at this.)
26. Gas station
27. Car dealerships
28. Library
29. Ski lift
30. Tiffany's
31. Bookstore
32. Service clubs
33. Hobby activities
34. Sporting events
35. Traveling
    
36. Checking in to a hotel
37. Conference field trips
38. Volunteering
39. Waiting rooms
40. Airports and train stations
41. Political campaigns
    

Use good judgment, of course. Location commonality is the answer to the questions, "What do we talk about?" and "How do I get a conversation started?" Begin with where you are and the event(s) going on around you. Get started networking all the time everywhere.

Karen Susman, Speaker/Author/Coach, works with organizations and individuals that want to maximize their performance and quality of life. Check out her free tips and articles at www.karensusman.com. Karen can be reached at 1-888-678-8818 or karen@karensusman.com. Published in Networking Today, November 2005.

Introductions To Be Remembered

By Susan Regier

No matter where you are…or what you’re doing…you could be asked, “What do you do?”

Do you mumble an incoherent answer or simply stumble over words, leaving the inquirer confused.

When it’s your turn to stand before a group of your peers and inspire others to use your products or services, or to send referrals your way, are you prepared? Do others really understand what it is that you do?

Your elevator speech is a short (15-30 second) synopsis that concisely and memorably introduces you. It spotlights your uniqueness and focuses on the benefits you provide. And it is delivered effortlessly.

Basically, it’s an “Elevator Speech” that includes six elements:

• Your name (you’d be amazed at how many people forget this information!)
  
• Your business or profession
  
• A hook that grabs attention
  
• A brief description of your business – separate yourself from the pack
  
• A benefit statement of one particular product or service you offer or a problem you solve
  
• Who you do it for

The “hook” is a way to get people to perk up and listen to what you have to say. To find your hook, as yourself:

1. What’s the most unusual part of my business?
   
2. What’s the most interesting or exciting part of my business?
   
3. What’s the most dramatic part of my business?
   
4. What’s the most humourous part of my business?
   

Does your hook serve better as a question or a statement? Either is acceptable. It can be dramatic or humourous. Anecdotes and personal experiences make great hooks. But remember, your hook should relate to your objective, your listener, and your approach.

What do you do? Think in terms of the benefits your clients derive from your services: What's in it for me? By breaking your product or service down to its most basic form, you will be able to effectively describe to other people what you do. And explain who you are marketing to – who is your perfect client or who buys your product or service.

Avoid saying things that are “you” based instead of customer oriented, such as:

• “I wear several hats.” (We all do. Make it easy for someone to understand what you do in a few moments.)
  
• “My company does lots of things.”
  
• “It’s hard to explain what we do.” (If you can’t explain it, how is someone supposed to know what you do?)
  
• “We give great service.” “We sell only quality products” – or
  
• “We have the best selection of products.”
  

Does your introduction work? People will judge not only the message, but also the messenger. How you look, carry yourself, and listen will affect what others do with the message you've delivered. Speak loud enough for all to hear and speak slowly. And most importantly, sound passionate about what you are talking about. If you aren’t excited by what you do, why would anyone else be interested in working with you?

Susan Regier is the publisher/editor of Networking Today and owner of Vantage One Writing, a professional writing service for businesses. (519) 471-8726 E-mail: susan@vantageone.ca Web site: www.vantageone.ca Published in Networking Today, November 2005.

Networking, Connecting, Building Rapport

By Karen Susman

Being a networking nut, I'm always looking for new ways to make Remarkable Associations! Recently, I read a book called “How to Connect in Business in 90 Seconds or Less” by Nicholas Boothman. Some of Boothman's ideas that may benefit you are:

1. Realize your job in making connections is to reduce the fight or flight response in the other person. When you meet someone new be open, positive, approachable, non-confrontational, and aware of the other person's reaction to you.
   
   
2. Use metaphors to describe what you do. For instance, if you sell insurance, you might say using insurance is like planting a garden. Then explain what you mean. Using a metaphor gives your networking partner a picture of what you do.
   
   
3. Offer a reason why you want something. For instance, if you'd like an appointment with someone, instead of saying, "I'd like to meet with Ms. Jones on Thursday," say, "I'd like to meet with Ms. Jones on Thursday because my services might be able to save her a lot of money." Studies showed this worked when people butted in line. If they used "because," there was increased compliance.
   
   
4. Use positive language instead of planting negative thoughts. If someone asks you to do something, don't say "No problem." Say, "It would be a pleasure." If this sounds silly, please don't think about an elephant.
   
   
5. We've all heard of the elevator speech or the seven-second commercial that briefly tells what you do. Here's a step to take before you form your short promo. Come up with your "Big Idea." Your "Big Idea" is what drives you. For instance, perhaps your Big Idea is that you want to make a difference in the health of those in your community. Or, perhaps you want to make people's lives easier. You don't announce your Big Idea to people, but it propels you. Ask yourself, "Am I doing/living my big idea?" Thinking and acting your Big Idea will give you confidence, too.
   
   
6. Respond. When people are speaking to you, listening isn't enough. Encourage them with questions, statements or even "Hmmmm." These show you are engaged in what they are saying. You can encourage non-verbally, too. Lean in, make eye contact, nod appropriately, and mirror your facial expression to the speaker's.

Try some of these ideas. Importantly, keep in mind that your goal is to build rapport with others. Then you can build a relationship. Then you can get what you want.

Karen Susman is a Speaker, Trainer, Coach, and Author of 102 Top Dog Networking Secrets. Karen works with organizations that want to maximize performance. Programs include Humour at Work; Balance In Life; Networking Skills; Presentation Skills; and Building Community Involvement. Order new guidebooks on humour, networking, time management, and community involvement by calling 1-888-678-8818 or e-mail Karen@KarenSusman.com. www.KarenSusman.com. Published in Networking Today, August 2005.

Networking Isn't Just Meetin' & Greetin’

By Karen Susman

Several executives have hired me to coach them individually on networking skills. All know how to meet, greet, shake hands, chat, and ask for business cards. We're working now on advanced networking. Even if you haven't mastered meetin' and greetin' yet, consider the importance of:

1. Increasing your visibility by writing articles, speaking and volunteering.
   
   
2. Asking your customers' opinions.
   
   
3. Being a central clearinghouse of information for your customers and co-workers.
   
   
4. Using your office for an art show or offering it as a meeting place.
   
   
5. Surveying your customers.
   
   
6. Asking for and giving referrals.
   
   
7. Creating an e-mail signature line or paragraph that promotes you and your services.
   
   
8. Training customers and co-workers in your area of expertise.
   

Karen Susman is a Speaker, Trainer, Coach, and Author of 102 Top Dog Networking Secrets. Karen works with organizations that want to maximize performance. Programs include Humour at Work; Balance In Life; Networking Skills; Presentation Skills; and Building Community Involvement. Order new guidebooks on humour, networking, time management, and community involvement by calling 1-888-678-8818 or e-mail Karen@KarenSusman.com.. www.KarenSusman.com. Published in Networking Today, July 2005.

Networking Tip: Go Where Your Customers or Clients Are

By Karen Susman

A recent magazine ad for Red Lion Inns shows a lion checking in to the hotel. He's nattily dressed in a business suit. His mane is carefully groomed. When he registers, he tells the clerk he's attending the National Gazelle Conference.

This lion is one clever cat! He could have attended the KOBA (King of Beasts Association) conference and learned from his competition how to target gazelles. Instead, he chose to cut out a step and the competition by prowling with his target market (gazelles).

Last week, I provided a session on networking for career seeking CEOs, CFOs, COOs looking to connect with other C-level people. An excellent suggestion was made. Invest in tickets for and attend charitable galas. The heads of companies usually attend, sponsor a table, and appreciate those who support their causes. When you go, dress the part, don't accost the big cheeses, have someone introduce you, and don't sell or ask for a job. Remember, networking is about building long term relationships. Then comment on the event or cause that is dear to the CEO's heart. Finally, mention that you would like to meet with him or her at some future date to discuss something of interest to him or her. Be brief.

Don't hang on. Say "Good-bye" at the end of the evening. Follow up with a note and your card. Mention where you met, who introduced you, and something about the cause. Say you'll call to set a convenient time to meet. Then do call. If need be, ask the friend who introduced you initially to the CEO to call with a referral and to say you'll be calling.

I'm all for attending your own industry events to learn your craft, stay in touch, be visible, and possibly get business. Just don't limit your networking to your own like-minded contacts.

Karen Susman is a Speaker, Trainer, Coach, and Author of 102 Top Dog Networking Secrets. Karen works with organizations that want to maximize performance. Programs include Humour at Work; Balance In Life; Networking Skills; Presentation Skills; and Building Community Involvement. Order new guidebooks on humour, networking, time management, and community involvement by calling 1-888-678-8818 or e-mail Karen@KarenSusman.com. www.KarenSusman.com. Published in Networking Today, May 2005.

Increase Your Business Success: Learn to Mingle in 9 Simple Steps!

By Barbara Pachter

Two managers were competing for a promotion. Both were professionally competent and ready to move up. Yet only one of them had outstanding social skills. She was the one who could walk into any social event – whether a dinner meeting or company party – and immediately strike up a conversation with just about anyone. She was outgoing and interesting. The other woman crossed her arms when talking to others, didn’t make eye contact, and often stood by herself at networking events. Small talk was a torment for her.

Guess who got picked for the promotion? The good mingler, of course.

Socializing successfully isn’t an option; it’s an important business skill. It’s an opportunity to meet people and have people get to know you outside of the traditional office setting. And that’s important because people do business with others they know, like, and respect. Mingling and striking up conversations with people you know and don’t know is also a great way to get the inside story or gain valuable information about your department, company, or field.

Yet socializing with ease doesn’t come easily to everyone. But mingling is a skill that can be mastered by anyone, even the shy individual. And of course, there are a lot of professionals who think they’re great minglers when, in fact, they need to brush up on their skills too, like people who don’t make eye contact or express a genuine interest in others.

Here are the nine skills that will help you become a mingling maven:

1. GO WITH A POSITIVE ATTITUDE. If you go to a social situation thinking you will have a horrible time, you will have a horrible time. If you go thinking, I can mingle, I can have an interesting, good time, you are much more likely to have a positive experience.
   
   
2. KEEP YOUR BODY LANGUAGE OPEN. I see a lot of people who look like ice kings and queens at business social events. They stand with stern facial expressions. Others cross their arms, wring their hands, stand against the wall, or bite their nails. Instead, walk in with a smile. Keep your hands to your sides. And remember, if you don’t look or act nervous, people won’t know you are nervous.
   
   
3. FOLLOW THE 10-5 RULE FOR MEETING AND GREETING. If you make eye contact with someone within 10 feet of you, you must acknowledge someone with a nod or a smile. At 5 feet you must say something, “Hello,” or “Good morning.” It’s a good rule because it drives people crazy when others pretend they don’t see them!
   
   
4. DRESS APPROPRIATELY. Wear clothes that fit well and are appropriate to the event. You want to feel good and comfortable in them. It’s hard to mingle with confidence if you’re dressed inappropriately or your clothes are ill fitting.
   
   
5. PREPARE CONVERSATION AHEAD OF TIME. People feel much more able to approach others when they have something to say. Read the daily newspaper and know what is going on in the world. Read your professional journals and newsletters and know what’s going on in your field.
   
   
6. BE WILLING TO INTRODUCE YOURSELF TO NEW PEOPLE. The easiest person to walk up to is the person who is alone. That person is usually grateful for the company. Introduce yourself and shake hands both when you greet the person and when you leave. And remember to keep your drink in your left hand so your right is free and dry to shake. If you’re sitting down, turn to the people on either side of you and say hello and introduce yourself.
   
   
7. ASK QUESTIONS TO ENCOURAGE THE OTHER PERSON TO TALK. Make comments about the answers to continue the conversation. Here are four types of comments you can make: Expanding: “Tell me more, it sounds as if you had a great time.” Comparing: “That sounds as if it is similar to…” Self-revealing: “I know what you mean I was in a similar situation last year.” Clarifying: “What exactly did he do?”
   
   
8. DON’T DRINK TOO MUCH. Some people may drink to feel more comfortable in social situations, but it can really backfire on you. You may say or do something you wouldn’t normally say or do. If you do decide to drink, stick to the one drink rule.
   
   
9. USE EXIT LINES. Not only do you need to say hello, you need to say goodbye. An exit line will help you say goodbye gracefully and leave on a positive note. You can simply say, “Nice talking to you,” “Good to see you” or “I hope to see you again soon.”
   

Barbara Pachter is the author of "The Jerk With the Cell Phone" (Marlowe & Co.), and “The Power of Positive Confrontation” ($13.95 paperback, Marlowe & Co.) and “When The Little Things Count...And They Always Count,” ($12.95 paperback, Marlowe & Co.). She is co-author of several books including the “Prentice Hall Complete Business Etiquette Handbook.” She is a speaker, trainer and coach specializing in business communications, business etiquette, and assertiveness issues. Her client list features major corporations and organizations worldwide, including NASA, Pfizer Inc., DaimlerChrysler, Ernst & Young, and the University of Michigan.

For a review copy of “When the Little Things Count” or “The Power of Positive Confrontation,” contact Blanca Olivery: 646-375-2571, or blanca@avalonpub.com. Published in Networking Today, October 2004.

New Networking Tip: The Relationship Rapport Builder

By Karen Susman

Here's a way to build instant rapport when you introduce yourself to someone new. Say your name and establish your connection to someone or something that he or she knows or can relate to easily. This works in social as well as business situations.

For instance, let's say you are invited by a colleague, Joan Denner, to attend the Des Moines Consulting Engineers association meeting. Joan is the president of the DMCE. She feels you will make some valuable contacts at the meeting. Joan leaves you on your own to network with the DMCE members.

Everyone seems to know everyone else. You don't know a soul. You approach Chris, a DMCE member. You can introduce yourself by saying, "Hello. My name is Jack Spratt. I promote low fat eating." Chris will glaze over and wonder why you're at this meeting of engineers. Or, you can introduce yourself by saying, "Hello. My name is Jack Spratt. I work with Joan Denner (or, "Joan Denner invited me to the meeting.")." Instantly, you have established rapport with Chris. You have established yourself as someone worthy of being part of DMCE. You have leveled the playing field.

People like people who are like them. So, when you meet new people, consider what your commonalities are with the group and the individuals. Then, instead of giving your elevator speech or reciting your résumé, make it easy for your networking partners to relate to you. This puts them at ease and opens up communication.

This is a simple, effective technique. It does require you focus on the other person instead of on yourself. Try this and let me know how it works for you.

Karen Susman is a Speaker, Trainer, Coach, and Author of 102 Top Dog Networking Secrets. Karen works with organizations that want to maximize performance. Programs include Humour at Work; Balance In Life; Networking Skills; Presentation Skills; and Building Community Involvement. Order new guidebooks on humour, networking, time management, and community involvement by calling 1-888-678-8818 or e-mail Karen@KarenSusman.com. www.KarenSusman.com. Published in Networking Today, September, 2004.

Four Networking Maxims

By Karen Susman

Networking Maxim #1:

The more times you interact with someone, the greater the mutual understanding and cooperation likely to develop. Meeting someone once doesn't make for a relationship. Follow up and keep in touch often. It's never too late to reignite a relationship.

To Do:

• Contact or re-contact three people you met within the last month.

• Contact three people you haven't talked to in the last year. Always determine the next step, the next contact, so the relationship will continue.
  

Networking Maxim # 2:

Most people prefer to interact with people like themselves. Break out of your comfort zone. The aging hippie may be a retired mogul. Force yourself to go to meetings, classes, and events that are out of your usual realm. Speak to strangers.

To Do:

1. Walk up to an imperfect stranger at an event and start a conversation.
   
2. Attend a trade show that is not in your field.
   

Networking Maxim #3:

Diversify your contacts to reduce overlap and increase leveraging. If your sphere of contacts includes only your high school and college buddies, chances are you all know the same people. But, if you ask, "Whom do you know who...?" of your T'ai Chi master, librarian, and new neighbour from Sheboygan, the answers will probably be non-overlapping and fresh names.

To Do:

1. Review your contacts and build on the diverse relationships.
2. Ask people who are in the fringes of your Rolodex for help, information, contacts, etc. Uncover the gold you've overlooked
   

Networking Maxim #4:

Relationships develop according to your expectations. No one-night stands! If you meet someone and immediately decide there is no future value in the relationship, you will treat that person differently than if you think he or she represents the opportunity of a lifetime. So, approach each person you meet as if that person had great promise. Then you won't have to change your tone or tune, should you discover the relationship has potential.

To Do:

1. Practice deferring judgment and treating each person with respect. You never know.

Karen Susman is a Speaker, Trainer, Coach, and Author of 102 Top Dog Networking Secrets. Karen works with organizations that want to maximize performance. Programs include Humour at Work; Balance In Life; Networking Skills; Presentation Skills; and Building Community Involvement. Order new guidebooks on humour, networking, time management, and community involvement by calling 1-888-678-8818 or e-mail Karen@KarenSusman.com.. www.KarenSusman.com. Published in Networking Today, October, 2003.

How to Make the Most of Your Networking Event

By Chris McCarten

Networking. An opportunity to exchange and share ideas, build your contacts, keep on top of trends, and develop your resources. Not to mention, it’s a targeted occasion to grow business opportunities. M

yriad Marketing recently planned and produced the Ontario Government’s 9th Annual Wisdom Exchange, a two-day learning and networking forum for Presidents and CEOs of Ontario’s growth and emerging growth firms. This conference invited many of Ontario’s most successful business leaders to dialogue about how partnerships and alliances can ensure the continued growth and survival of their businesses.

The conference agenda included one on one business exchange meetings, workshops, planned networking, plenary and town hall sessions, as well as roundtable discussion opportunities. Social interaction was important to the objectives of the symposium as well, and took place over lunches, dinner and a cocktail reception. In all, feedback declared that this was the most productive Wisdom Exchange yet.

So, how best to put together a conference for which networking and productive interaction are the goal? Here are some steps to take to ensure participants gain maximum value.

1. Offer attendees a program that provides a good mix of work and play. Social interaction time will provide your guests a chance to get to know one another and find commonalities outside of the specific subject matter of the conference. Given the right environment, small talk can turn into big talk!
   
   
2. Provide a variety of different activities. Diversity in the program will keep the experiences fresh, attendees alert, and the content memorable. Injections of light entertainment and physical activity are also a great way to break things up and get the blood pumping. A variety of settings for the program will also help to keep things from getting stale. When selecting your venue for the event, ensure that there are sufficient locales to allow you to facilitate breakout meetings, social time, as well as plenary sessions and general addresses.
   
   
3. Make the most of the ancillary elements of the program. Creativity in theming and décor can make a good conference spectacular. Take some time planning meals – unique menu items and presentation can be an icebreaker to conversation. But remember, everything in moderation! Too much food or beverage could affect productivity adversely, as your guests might get tired or worse – inebriated!
   
   
4. Finally, give your guests a good understanding of the agenda. A Master of Ceremonies can be of value to announce each new stage of the program. Be sure to provide agendas to attendees, and post signage denoting where and when the various conference elements are taking place. If your guests feel informed and a part of what is going on, they will be more likely to get involved and make the most of what the conference has to offer.
   

Remember, an ounce of prevention is worth a pound of cure. Take the time to plan out all elements of your networking forum. Consider the type of audience and every detail that could make or break your event, and neither you, nor your guests, will be disappointed in the outcome.

Chris McCarten is president and CEO of Myriad Marketing Inc, an integrated marketing and corporate communications firm, specializing in Closed Loop Marketing strategies. For more information, please visit www.myriadinc.com or contact Chris McCarten at chris@myriadinc.com. Published in Networking Today, July 2003.

Top Ten Networking Mistakes: One Night Stands and Other Networking Disasters

By Karen Susman

News you knew: This has been a tough year for job seekers, transitioners, entrepreneurs, laid off, downsized, staff efficiencied, budget cut, just-plain-fired, blue collar, white collar, pink collar, collarless, wing-tipped, and tennis-shoed souls in search of security. People who have never networked, people who are networking nudniks, and executives who thought they’d never have to network again are practicing the following ten worst networking mistakes. If you’re making these mistakes, stop yourself before it’s too late.

1. Going for one night stands. Networking is about building long term relationships. Approach every networking contact as if you will be interacting for a long time. Your attitude will be much different than if you want something from this person and then you’ll toss him or her away.
   
   
2. Thinking, “It’s all about me.” If you want to turn people off, talk only about yourself, recite your résumé, never ask a question, and sell, sell, sell. Networking is about helping, not selling. Networking is about the other person. Get over yourself.
   
   
3. Not having a plan. Be clear on what you want to accomplish from each networking opportunity. Have a strategic plan that includes what organizations you’ll join, whom you want to contact, how often you’ll contact them, and how you’ll leverage every networking experience.
   
   
4. Not leveraging every networking experience. Many think networking is just meetin’ and greetin’. Many think networking is handing out business cards faster than a Las Vegas Blackjack dealer. Leveraged networking is taking one opportunity and spinning the heck out of it. For instance, attending an event, working as a volunteer at the event, introducing the speaker, writing an article about the speaker, submitting the article to the association or company newsletter, a business or trade journal, sending copies of the article to the speaker, and offering to send the article to his/her mailing list, sending the article to your mailing list, offering to write other articles for people on your mailing list, speaking on the article topic, offering a tip sheet on the topic, and on and on. Leveraging is a beautiful thing.
   
   
5. Not having a way to manage networking data. Shoe boxes full of business cards you’ve collected since 1987 is not an efficient data management system. Think software or even a card file system.
   
   
6. Not knowing what you want and what you can give. If someone asks you what you’re looking for and you say, “Anything,” you’ll get nothing. Paint a picture of what you want. Be clear. Be brief. Determine your areas of expertise from technology wizard to gardening guru. Ascertain what information you have that would help your networking partner.
   
   
7. Not being visible. Get out of your jammies and into your suit. Get out there. Attend functions. Volunteer. Be an MC. Get interviewed. Write articles. Speak. You have to be seen to be heard. You can’t stand out if you’re hiding under the covers.
   
   
8. Not listening. A few good reasons to listen: You can’t learn anything when you’re talking. When you listen, you are considered a terrific conversationalist. You don’t have to be extroverted if you can come up with a few open-ended questions such as, “What brings your here?” or “How did you get into that field?” You’ll be wildly popular because people love to talk about themselves.
   
   
9. Not following up. Has anyone ever said to you, “I’ll call you,” or “Let’s do lunch,” but they never get back to you? Don’t be one of those people. If you want to build long term relationships, follow up with a note, call, email or any one of the other 99 ways featured in 102 Top Dog Networking Secrets: How to follow up, keep in touch, and turn contacts into customers published by Karen Susman, www.karensusman.com.
   
   
10. Not networking if you have a job. Your network must grow and be maintained as a lifelong career strategy. Ask the job-hunting millions who forgot to network during the good times. Stop having one night stands. Turn your life around. Your network is a terrible thing to waste.

Karen Susman is a Speaker, Trainer, Coach, and Author of 102 Top Dog Networking Secrets. Karen works with organizations that want to maximize performance. Programs include Humour at Work; Balance In Life; Networking Skills; Presentation Skills; and Building Community Involvement. Order new guidebooks on humour, networking, time management, and community involvement by calling 1-888-678-8818 or e-mail Karen@KarenSusman.com.. www.KarenSusman.com. Published in Networking Today, January, 2003.

Networking Philosophy: Give to Gain

By Karen Susman

I’m reading an interesting book, Masters of Networking, compiled by Dr. Ivan R. Misner. Misner founded Business Network International, or BNI. I’m always preaching that networking is about helping, not selling, so I was delighted for the reinforcement.

Misner’s phrase is “Givers Gain.” He acknowledges that we are all trying to gain something for ourselves from networking. They way to get, though, is to give.

You can give referrals, advice, support, leads, information, a smile, a pat on the back, and your expertise in any area of your life. Offer your boardroom as a meeting site. Offer to provide a free seminar for a company or association. Offer to serve on a committee. Develop a tip sheet based on your expertise and give it away. Do you know how to garden, fish, cook, write, hike, or bike? Help others enjoy your hobbies by sharing your knowledge. I’m convinced the reason I got a fat contract is because I gave my lemon bar recipe to the decision maker. (Get the recipe at www.karensusman.com.)

Ask someone, “How can I be helpful to you?” Expect to wait a while for the answer because most people have never been asked that question. If someone responds with a huge request (“Get me a job.” “Take me to Bali.”), determine a manageable element you can help with. Give a lead. Send a travel article.

Do you want to be more successful? The next time you attend a networking function, call, or meet with someone seek ways to help others. It works.

Karen Susman is a Speaker, Trainer, Coach, and Author of 102 Top Dog Networking Secrets. Karen works with organizations that want to maximize performance. Programs include Humour at Work; Balance In Life; Networking Skills; Presentation Skills; and Building Community Involvement. Order new guidebooks on humour, networking, time management, and community involvement by calling 1-888-678-8818 or e-mail Karen@KarenSusman.com.. www.KarenSusman.com. Published in Networking Today, March, 2003.

You Can Speak About Anything: How to Say a Few Words on a Moment's Notice

By Karen Susman

You’re sitting at a meeting. Powdered sugar from your donut is falling on your blazer. You planned to sit back and listen. Your vocal chords and your brain have just left for the Bahamas when you’re called on to say a few words. “What?” you croak as a spray of powdered sugar mists the air. Your thoughts rat-a-tat, “I’m not prepared. I couldn’t. I have no notes. I have no knowledge. I have no opinion. I pass.”

Whoa. Don’t pass on a chance to be visible and to be an expert. Don’t pass on the recognition you’ll get from your pithy patter. Here’s proof that you can talk about anything at the drop of a donut.

For instance, say you’re asked to speak about wine. What could you say if you weren’t an expert? You could speak on the dilemma a wine dunce faces when ordering wine. You could speak on alternatives to wine, making one glass of wine last all evening, cooking with wine, how to get wine stains out of clothes, how to find cheap wine glasses, where to find a liquor store with great service; or health effects of moderate wine drinking. Even if you don’t know a Chablis from a chamois, you can say a few words about wine.

What if you were asked to speak on management trends and you’re still trying to make the golden rule work (give yourself a standing ovation.)? You could speak on how management has changed in your company. You could speak on what you think the next trend will be; what work will look like in the year 2012 (no one else knows either); what would happen if people were simply kind and respectful to each other; what works in a sandbox; the best manager you know; how management techniques work in a family; what’s bunk and what’s funk and on and on. Even if you think theories X, Y, and Z are formulas for alphabet soup, you can say a few words about management trends.

The secret is to:

• Stop. Don’t hide behind the Fifth Amendment. And, don’t leap right in with a blathering of blather. Take a breath and...
  
  
• Gather your thoughts. You have several options here.
  
  
• Choose. Pick a focus. Pick a “headline.” And, pick a position. Then, quickly think of an example to support your position.
  

Here’s how it works. The chair asks your opinion on management. You pause and consider your focus. Gather an example and open your mouth. “Management: Back to Basics” [your headline]. “I think,” you continue, “that flavour of the month management has to be grounded in the basics” [your position]. “For example [Here comes your example], in my firm, we rely on courtesy, communication, and commitment. Three management basics that never go out of style. And with that foundation, we can grow and explore new business and success.”

Take a bow. You can speak about anything. Let’s toast your success with a big glass of chamois.

Karen Susman is a Speaker, Trainer, Coach, and Author of 102 Top Dog Networking Secrets. Karen works with organizations that want to maximize performance. Programs include Humour at Work; Balance In Life; Networking Skills; Presentation Skills; and Building Community Involvement. Order new guidebooks on humour, networking, time management, and community involvement by calling 1-888-678-8818 or e-mail Karen@KarenSusman.com.. www.KarenSusman.com. Published in Networking Today, August, 2002.