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December 2002              Linda K. Liebold          www.CoachToSuccess.com ------------------------------------------------------------------------------------ Networking Part II:  Building and Activating Your Network “Networking? I don’t like it. It seems so superficial and self-serving.” That’s what many people think when they hear the word “networking.” They picture the young professional attending a networking event; meeting, greeting and exchanging business cards with as many professionals he can find.  Or they think of the friend who comes up to them at a party, tells them about an amazing new product she has tried and attempts to get them to try it – and buy it. This is NOT the kind of networking I’m talking about. Sharing Information and Meeting Needs Networking doesn’t have to be a race to give and get as many business cards as possible.  In fact, networking doesn’t work very well that way.  Networking works when you share information that is of interest to others and when you meet others’ needs and desires. Imagine these scenarios:  Scenario 1:  You run into a former client at a business event and discover she is moving to your area and is in search of a new home.  You tell her you know a wonderful realtor and will email the realtor’s contact information to her later that day.  (You will also follow up a few weeks later to see how your former client is doing with her home search.)    Scenario 2:  You are reading the newspaper and notice that a Broadway musical is coming to town. You remember a man you met at a recent luncheon who loves musicals.  You send him an email with the date, time and place of the musical.  In both cases, you are providing information of interest and meeting a need or a desire of a person.  You are not being superficial or pushy.  You are not trying to sell them a service or product.  You are being kind and thoughtful.  Whether or not you end up getting business from the person, you feel good that you may have helped him or her in some way.  You have also made a positive impression and will be remembered for it.   Building Your Network One of the best ways to build a network is to become active in community and professional organizations – not just any organizations, but ones whose missions are meaningful to you and whose members share your interests and values.  Give of yourself to these organizations.  Do good work.  People will get to know you, respect you and like you.  They will be happy to refer you to a friend or a colleague.  Activating Your Network Here is a relatively simple way for you to activate your network:  Make a list of every person you know who has a good opinion of you, your product/service or your organization.  You may want to try developing your list through “mindmapping” as explained in the November issue of Leadership & Life Tips.   Determine the information you would like to share with the people in your network and/or the information you would like to receive. For example:  Information to share. Personally inform them of a special offer that will truly be of value to them.  Don’t use a hard sales pitch; just say something like: “Ann, I thought you might be interested in…” or “Michael, I thought you may know someone who would be interested in…”  There is no pitch; no push; just the sharing of valuable information.          Information to receive. Let’s say your business is career coaching.  Ask them if they know anyone who is thinking about leaving his or her present job and is ready for a career change.  Once again, there is no pitch; no push; just the sharing of valuable information.  As you correspond with the people in your network, be sure to include information about you and your business. Consider an automatic email signature that provides this basic, but valuable information.  For example, my signature is:  ********** "If one advances confidently in the direction of his dreams, and endeavors to live the life which he has imagined, he will meet with a success unexpected in common hours." -- Henry David Thoreau Coach To Success – Be the Best that You Can Be!  Linda K. Liebold, M.A. Executive, Career & Life Coach Liebold & Associates, Inc. 14 White Oak Court Severna Park, MD 21146 www.CoachToSuccess.com 410-544-3655 (voice) 410-544-4249 (fax) Linda@CoachToSuccess.com ********** Networking with Your Customers  Sometimes people forget to network with their current customers.  They are the most important people in your network.  They are the ones using your products.  They are the ones who are happy with your services and the ones most likely to recommend your services.  So, keep in touch with them regularly and present easy ways to spread the word about your business.  Consider providing gift certificates or coupons for free or reduced-price services.  Networking Should Be a Win-Win  Networking can and should be a win-win situation for all involved.  For example, I recently received a phone call from a woman I met at a conference last summer who is a motivational speaker.  I thought she was fabulous and told her I’d be happy to recommend her as a speaker to others.  She called me a couple months later.  I learned more about her business and I told her about my business.  Guess what?  I recommended her to an organization that needed a motivational speaker and she recommended me to a colleague she knew who needed executive coaching.    Did I feel “pushed” when she called?  No, I saw it as an opportunity to learn more about what she does so I can recommend her to the appropriate people in my network.  I also saw it as an opportunity to tell her about my business so she can recommend me to the people in her network who may benefit from my services. Win-win, no doubt about it.  Networking is Relationship Building  The point of networking is to reach out personally and sincerely to as many people as you can.  Build relationships.  Provide valuable information.  Become a reliable resource.  If you make an effort to help the people in your network, they will most likely make an effort to help you.    Recommended Resources  Feld, Judy and Oriente, Ernest F, SmartMatch Alliances , JumpingJack Publishing, 2002.   Mackay, Harvey, Dig Your Well Before You’re Thirsty:  The Only Networking Book You’ll Ever Need, Doubleday, 1997.    Putman, Anthony O., Marketing Your Services, John Wiley & Sons, 1990.   Robinson, Diana, Top Ten Lists, www.ChoiceCoach.com, 2001.      ****** If you or someone you know would enjoy receiving Linda’s complimentary, monthly e-zine, Leadership & Life Tips, please e-mail Linda@CoachToSuccess.com or visit her website http://www.CoachToSuccess.com . Next Month:  Eliminating Tolerations Next month’s issue of Leadership & Life Tips will present ideas on how to eliminate the tolerations in your life -- the people, things, and places that drain you.  A New Year, A New You! FREE One-Hour Tele-Workshop: January 20, 2003 from 1:00 – 2:00 pm EST  If you are interested in creating a life that is free of tolerations, consider signing up for Linda’s complimentary one-hour Tele-Workshop: A New Year, A New You!  During the workshop, you will develop a list of tolerations and determine ways to eliminate them.  By getting rid of the things that weigh you down, you will create more space in your life for the things that lighten you up and make you happy.  This free workshop conducted by telephone is scheduled January 20, 1:00 – 2:00 pm EST.  To register, contact:  Linda@CoachToSuccess.com.  Once registered, you will receive an email confirmation and an audio-bridge number to call the day of the event. What’s Next?  A 4-Week Tele-Workshop in February Mondays, 1:00 – 2:00 pm EST, February 3-24, 2003 If you are interested in changing jobs or transitioning to a new career, consider signing up for Linda’s Tele-Workshop entitled What’s Next?  It is a four-week, highly participative series of telephone conference sessions. Assessment tools such as the Myers-Briggs Type Indicator (MBTI) and the Strong Interest Inventory will help you understand with better clarity: who you are, what you like to do, what motivates you, and what you want to do next. By the fourth week, you will design and begin implementing a plan of action. Each participant will receive the book Reinventing Yourself by Sandra Davis and Bill Handschin. Register early. This Tele-Workshop is limited to 16 people. Date: Mondays, February 3rd, 10th, 17th, and 24th from  1:00 – 2:00 pm EST  (four one-hour sessions) Cost: $199 Registration Deadline: January 27, 2003 To register, contact:  Linda@CoachToSuccess.com.  Once registered, you will receive an email confirmation and an audio-bridge number to call the day of the event. Complimentary Coaching If you would like a complimentary, 30-minute, no obligation telephone coaching session, please email Linda@CoachToSuccess.com.  ------------------------------------------------------------- © 2002 Linda Liebold All rights reserved. Feel free to forward this e-zine to others. Reproduction for publication is approved, provided the copyright information is included along with the following attribution: From CoachToSuccess.com, an e-zine by Linda K. Liebold, M.A., 410-544-3655 , Email: Linda@CoachToSuccess.com and website: www.CoachToSuccess.com   ------------------------------------------------------------- Leadership & Life Tips is a monthly e-zine featuring professional and personal strategies for success.  Each issue offers thought-provoking and practical tips, tactics, and resources to motivate and empower you to  be the best that you can be in your career and in your life. If you wish to subscribe please send an email to subscribe@CoachToSuccess.com, or to unsubscribe please send an email to unsubscribe@CoachToSuccess.com.