POWER NETWORKING

INTRODUCTIONTO POWERNETWORKINGWelcome to Power Networking: How to UseNetworking to Build Strong Business andProfessional Relationships.

Most successful business owners will tell you thatthere are three critical assets in their business:

1. Their customers2. Their product or services3. Their business relationships

All of these take hard work to develop, butbusiness relationships are the one that often getsneglected. Relationships are di�cult to build atthe best of times. But, when you’re busy with allthe other “stu�” of life, they’re often the partthat gets neglected – whether they’re personal orbusiness relationships.

The question thus arises, “Who can benefit frombuilding these business relationships?”

Just about every business owner can. It does notmatter whether your business is online or o�ine.

The truth is that in today’s economy manyentrepreneurs work exclusively online. One of themost common mistakes that Internet marketersmake is to assume that everything they do mustbe online.

O�ine networking can be a very helpful resourcefor building your online empire. Even if youoperate your business completely online, you stillneed to interact with people o�ine. This meansspending time at events where business peoplegather.

In this course, we’re going to go through theessentials of building relationships through afocused process of networking with others. Wecall it “Power Networking” because you’re goingto approach the process with a specific goal inmind.

Here’s what you’re going to come away with afterthis course:

 A defined purpose for your networking An evaluation of your skill set 3 versions of your “story” to use whennetworking A list of target networking prospects A sample script to use during your networkingconversations A template for following-up after meeting newpeople A game plan for moving forward Specific metrics for evaluating your results

You’ll also learn tips for keeping yourselfmotivated and in the right mindset fornetworking.

Yvonne A Jones - 50AndWiserCoaching.com

POWER NETWORKING

Keep your Course Workbook handy to take notesand complete the activities at the end of eachchapter, along with the other tools accompanyingthis course.

Now, put all your networking fears andprocrastination aside and invest a little of yourtime cultivating one of the most important keysto your success.

POWER NETWORKING– WHAT IS IT?There is an African Proverb that beautifullydescribes the true essence and spirit of powernetworking. “If you want to go fast, go alone. Ifyou want to go far, go with others.”

Your goal as a business owner should be to go farby building a strong business and professionalrelationships; something that networking allowsyou to do with ease.

“If you want to go fast, go alone. If you want togo far, go with others.”

Power Networking De�ned

According to Mirriam-Webster.com, networking isdefined as “the exchange of information orservices among individuals, groups, orinstitutions.”

Power networking, therefore, implies that youtake this up a notch. It involves the frequency andrigor with which the exchange of information orservices among individuals, groups, or institutionstake place.

As a business owner, you will need to acquiremany skills. Eventually, you’ll find that youachieve greater results when you outsource thethings in your business that you’re not good at, oryou prefer not to do.

However, power networking is a life skill andlifestyle habit. It involves being creative andsystematic in the way you meet new people inorder to build contacts and long-term, mutuallybeneficial business and professional relationships.

While larger organizations often send their sta�to networking events, as a Solopreneur, smallbusiness owner, or even a mid-size business, youwant to take charge of that responsibility todevelop those relationships with a well-structured plan.

It’s important to note here that while this coursewill be focused on power networking for business,many people use networking to achieve personalgoals or simply to make new friends.

For example, there may be a group for mothers ofmultiple births (twins, triplets, etc.). In mostcases, these mothers are not usually going to bemeeting for business purposes. They’re morelikely to meet to share tips and exchangeinformation on how to deal with challenges inhaving multiple children the same age.

Another group may be about hobbies andpassions of one kind or the other. The goal of thistype of networking event is for each individual tobuild a network of like-minded people whosupport each other.

Yvonne A Jones - 50AndWiserCoaching.com

POWER NETWORKING

The Basics of Power Networking

Power networking is based on two fundamentalconcepts – abundance and reciprocity.

 Abundance means that there is plenty ofeverything to go around. When you have agood contact or a helpful skill, you don'tkeep it to yourself. You hook other peopleup, they hook you up, and there's no senseof competition. Instead, there is simple co-opetition. Reciprocity is a fancy word for a simpleconcept – when you do something good forothers, it comes back to you many timesover. You help others with no expectationsor obligations and their natural response isto help you back. This is the 'power' ofpower networking.

In addition to the above, there are somefoundational concepts you must embrace in orderto be successful at power networking.

Becoming a Resource for others means that youare someone others can come to, or contact tosolve their problems with your knowledge andexpertise.

Of course, as a business owner, you have yourgoals as well. However, with time you’ll find thatpeople highly appreciate the value you bring tothem and as a result will seek to do likewise.

A case in point is a lady who was one of the sevenpeople who attended my first networking event in2012. Over the years she has become a valuableresource for dozens of people. I’m not sure howshe does it, but if you want to reach someone andno time to check if they’re in the networkingdirectory, just send her a text and you have youranswer in 5-10 minutes. Looking for a ServiceProvider, she can give you a referral. It’s nosurprise she was crowned, “Queen ofNetworking.” How can you strive to become avaluable resource for others?

The Know, Like, and Trust Factor is essential inbuilding strong professional and businessrelationships.

It takes time for people to get to know, like, andtrust you. However, it will also take time for youto get to know people in your networking group/sbuild rapport, and establish good communicationwith them.

Remember you’re in it for the long-term, so it’simportant to allow these areas to developnaturally before you start asking people forfavors.

How do you feel when someone you don’t knowor met for the first time comes up to you andstarts asking for various personal favors? Yourinitial reaction (at least in your mind) is, “Whoare you? I don’t know you.” Be careful that you donot do it to others.

Six Degrees of Separation. A major benefit ofnetworking is referrals. This means connectingpeople within your network who have the skills orknowledge that others need. It's one of the bestthings you can do for another person. Likewise,people in your network will introduce you to otherpeople you can help or who can help you. In thisway, a network grows exponentially.

Yvonne A Jones - 50AndWiserCoaching.com

POWER NETWORKING

Becoming a GreatNetworkerBecoming a great networker is not hard. Just likeany other skill you’re seeking to excel at, it doestake time to develop the required skills. It alsotakes practice.

DEFINING YOUR PURPOSE – A KEY TO POWER NETWORKING

In order for your networking to be truly powerful,you need to have a clear purpose in mind. Whenyou have a specific purpose in mind, you'll have amore focused network and see much betterresults.

"The successful networkers I know, the onesreceiving tons of referrals and feeling truly happyabout themselves, continually put the otherperson's needs ahead of their own." -Bob Burg

What's Your Passion?

Start by identifying your passion. This passion isthe driving force behind your networking. If it'sstrong, your enthusiasm and positivity will drawothers to you and provide the inner motivationyou need to keep going out there and meetingpeople.

If this is a little challenging at first, try making alist of things you're passionate about orinterested in. What are the things you're thinkingabout in your free time? What are the goals thatkeep you awake at night? Make a list and thenask yourself, 'If I had to choose only one, whichwould it be?'

While you can be passionate about a number ofthings, at the beginning of your networkingjourney it would be better to focus on just one.Once you’ve achieved that outcome to yoursatisfaction, you can add more.

Passion Paired with Goals for Greater Results

Write down a few goals related to your passion. Ifyou're passionate about your music, your goalmay be to play a live show once a month. If youhave an online business, a good goal might be toidentify potential partners who can help you build

that business. If it's fitness you're passionateabout, your goal may be to organize a weeklygroup hike or a Zumba group.

You should keep in mind that your goals shouldbe specific and measurable. Vague goals arechallenging, if not impossible, to identify and testwhether they’re working or not.

Even though you’re not making your personalgoals the focus of your activities, you should keepthem in mind so that you clearly identify thepeople you need to connect with the most, as wellas the groups and events that are likely to bemost compatible with your goals.

Yvonne A Jones - 50AndWiserCoaching.com

POWER NETWORKING

Activity:

1. Make a list of your passions and narrow themdown to the one that's most important to you.

2. List goals you want to achieve in that area andnarrow it down to the one you'll start workingtoward right now.

SELF-ASSESSMENT OFYOUR SKILLSAre you attending networking events on a regularbasis? If yes, great! Take a moment to do the nextsteps. If the next meeting you attend is going tobe your first, realistically evaluate the skills youhave and the skills you’ll need. Through thisevaluation, you can create a roadmap that willhelp guide your networking e�orts.

Your Networking SkillsThere is a whole range of people skills needed inorder to network e�ectively. It helps if you'redirect, honest, gregarious, and if you have theability to find a connection with virtually anyone.These skills you meet others and buildrelationships. They include –

 The ability to approach others - Is it easyfor you or is it challenging to strike up aconversation with strangers or introduceyourself? Non-verbal communication – This includeseye contact and a firm handshake. How welldo your posture and facial expressionsmatch what you're saying verbally? Conversation skills – Knowing when tointerject, maintaining a balance betweentalking and listening, and keeping theconversation going. Listening – Listening is probably the mostimportant skill in power networking. Youneed to pay attention to what others aresaying in order to find commonalities. Self-confidence – You need to be able tocommunicate to others your expertise,knowledge, skills, and other benefits youo�er them. Positivity – A big smile, plenty ofenthusiasm and a positive feeling thatinspires others.

The Skills You Have to O�er

The central idea behind power networking is thatyou pay it forward by o�ering to help others.Thus knowing the unique abilities and skills thatyou bring to the table will enhance your value toothers.

Yvonne A Jones - 50AndWiserCoaching.com

POWER NETWORKING

It's often hard to recognize these skills byyourself. Check in with yourself to examine howyou help others in your work or daily life? Howhave you helped others in the past? What havebeen your most outstanding achievements? Thesewill reveal to you your true strengths.

On the other hand, there are skills you’ll need.

The Skills You Need

Be objective about your self-evaluation. Forexample, if you are a Financial Planner, you mayhave great knowledge and be a valuable resourcefor your networking partners. You may, however,not be great at converting prospects to clients.That’s an area you’d need to work on in order toachieve your networking goals.

Your Strengths and Weaknesses

Each of us has our own strengths andweaknesses, and it’s important to recognize whatthese are so that we can play to our naturalstrengths and not get caught up in magnifyingour weaknesses while down-playing ourstrengths.

Use your strengths to accelerate your results, andtake the time to hone in on working on orimproving weaknesses you detect.

Activity:

Make four lists:

1. The skills you have to offer2. The skills you're seeking from others3. Your natural strengths4. The weaknesses you need to work on

WHAT’S YOUR STORY?You’ll not get away from it. It’s going to happen.

People are going make assumptions whether youlike it or not. The problem is that you want to bethe one to create the positioning on which thoseassumptions are based. Otherwise, they may thewrong ones.

How you present yourself to others is vitallyimportant in power networking. A major part ofthis is your 'story.' This is the story you tell aboutyourself when you meet new people, and itcontains everything you need them to knowabout you. What you're doing is condensing theusual 'get to know you' conversation so that it'squick and easy for other people to understand ina short time.

Who Are You? – Identifying Your Role

Start by deciding how you want to appear toothers. When people first meet you, who do youwant them to see you as? This is the basis of yourstory. Examples would be a young onlineentrepreneur with a passion for marketing; afriendly mom on the fast track to better fitness; apassionate crusader for the environment, and soon.

A good way to decide this is to refer to the statedgoal of your networking. What is your passion andwhat is the end result you want to get out ofbuilding your network?

My recommendation to you is to create threedi�erent stories. The main reason is that you canuse distinctly di�erent stories to convey yourpassion, your goals, your strength andweaknesses in di�erent settings.

Yvonne A Jones - 50AndWiserCoaching.com

POWER NETWORKING

I can almost hear you saying you cannot think ofanything in your life you’d want to create storiesaround. You may have to pause and allow.

Pause and reflect of moments in your life thatmay not have been particularly significant to youat the time, but on reflection, show up some ofthe qualities that you want to convey.

The Elements of a Good Story

As mentioned earlier, your story shouldcommunicate your passion and the value that youhave to o�er others. It also shouldn't be negativeor potentially alienating to those you meet.

Your story should be authentic and personal soask yourself, “What do I want people to knowabout me? What qualities about me do I wantthem to take away from our conversation? You'renot a salesperson trying to make a quick sale.You're trying to establish a deep personalrelationship and long-term connection. Yourstory should be honest and show who you trulyare.

People love stories, and if you can tell your storyin a way that is memorable for your listener torepeat to someone else accurately, then youwould have done an excellent job.

Ideally, your story should lead to a back and forthconversation. It should end with you passing theother person your business card and anopportunity to follow up with them.

Di�erent Stories for Di�erent Situations

After drafting your initial story, create severalvariations for di�erent situations. You may createalternate versions for di�erent types of peopleyou meet or di�erent goals that you have in yournetworking. As you network, you'll also learn howto improvise somewhat and alter your story tomatch the situation.

As you’re reading this information, make thedecision to create a collection of stories based onmoments in your life and business which you mayhave taken for granted and not given particularattention to before.

It may seem like a huge challenge to find multiplestories yet with a little forethought and focus youcan develop these mini stories that allow you todeliver your message and show your strengths.

For example, here’s a story from my life.

A few months ago my husband was driving and Iwas in the passenger seat. We’d stopped to pickup a quick lunch at Wendy’s and we were botheating while he drove. Suddenly he began tocough very hard, and as I glanced from him to thelight, I realized the light had turned to red but hisfoot was not on the brake pedal. The truck wasgradually creeping up on a little Fiat stopped infront of us. I began shouting at him, “Put yourfoot on the brakes” when I realized his head wasdown and his chin was almost touching his chest.It appeared he’d passed out. Of course, ourbumper bumped into the car in front and wouldhave kept pushing forward if the light had notchanged.

Yvonne A Jones - 50AndWiserCoaching.com

POWER NETWORKING

As the driver of the Fiat made the right turn to gointo a parking lot, I leaned over and grabbed thesteering wheel to take the truck o� the main roadand down a side street where I was hoping to findsomething to stop the vehicle as I could not reachover to the brakes. My husband’s head was stilldown.

As I banked the truck my husband lifted his head.It all happened in about 60 seconds but that wasone of the longest 60 seconds time slot in mylife. We spoke with the driver of the Fiat, whichwas a rented car and since there was no obviousdamage he left with the advice that my husbandshould go to the hospital.

Because a tragedy was averted and all ended well,I can tell that story, if I choose. What qualitiesabout me would that story convey? Based solelyon what my husband told a mutual friend:

 I think fast I don’t panic easily (Prior to this I would nothave said that. I guess it depends) I take action in a crisis

If these were the qualities I wanted to highlightto someone, this story would be an appropriateone. Before I share this story, however, I’d makesure to remove any irrelevant points and keep itshort and to the point.

Introducing Your Story

Getting into your story can be a little tricky atfirst, but eventually, it will become easier. Aprimary requirement is to listen. Listen for cluesto bridge the gap so that you transitione�ortlessly into your story. Sometimes someoneto whom you’re speaking may share somethingand you can now enter with, “That point remindsme of something that happened recently…..”

Or someone may ask you, “What’s going on withyou these days?” or simply, “What are youworking on now?” Remember you can also beginthe process by showing genuine interest in othersand ask questions. From the answers given youmay find an opening to share your storysuccinctly.

The key point to remember in story-telling atnetworking events is that it must be strategic andpurposeful.

Activity:

Draft three possible stories that fit your goal.

Try out all three in practice with friends as well asat real networking opportunities and select thebest one to start using.

IDENTIFY YOURTARGET NETWORKINGPROSPECTS

Power networking does not bring results if you'reattending events without purposefully taking thetime to identify who it is you need to meet andconnect with.

Yvonne A Jones - 50AndWiserCoaching.com

POWER NETWORKING

You need to identify key 'prospects' that canbenefit you and find out where you have anopportunity to meet them. Who do you want tohave in your network? You need to identify theseindividuals and go out and find them.

Keep in mind that while you’re going with a‘giver’s mentality’ you should also be clear aboutyour purpose and goals.

Who You Already Know

A good place to start is by listing the people whoare already in your network. Even if you haven'tpurposely gone out to start networking, yousurely know many people. Many of these arepeople who can help you. Perhaps you neverthought of them in that light. Once you startwriting down names, you may be surprised.

For each person, write down:

 How you know them What they've done for you in the past What you've done for them in the past How you will continue interacting with themand keep this connection alive

Who You Want to Know

Next, list the kinds of people you want to connectwith. Start by looking at the skills you need inorder to reach your goals. Who has these skills orcan help you otherwise connect with what youneed?

Like a marketer identifying her target market, youshould include every detail possible and createindividual profiles. These should includedemographic information, skill sets, andpsychological factors, such as how they feel aboutyour common passion.

How to Connect

Connecting with the people you've identified issimple. Find the places your prospects hang out.These will be your networking venues whereyou'll meet people and tell your story.

When meeting people, focus on how meeting youcan help them. Focus on the benefit or value youo�er them. If you're networking for a charity, it'sclear what you get out of it – funding. But focuson what the donor gets – a feeling that they'remaking a positive change in the world. If you'renetworking to land a job, focus on the value amanager gets when he or she hires you.

Finding Your Prospects

Look for the individuals you've identified bothonline and o�. Where do they go to meet peopleand network? Where would they go to find you?What groups or organizations do they belong to?Where do they go to relax and just hang out?

Look for local industry-specific groups. You canfind these groups by researching online. Thesecan be formal networking events like conferenceswhere like-minded people connect, or they can beinformal gatherings where you have anopportunity to meet people.

10 Places to Find Networking Events

1. Meetup.com2. Your local Chamber of Commerce or Rotary

Club3. U.S Small Business Administration (SBA.gov)4. Eventbrite5. Local Networking Clubs6. LinkedIn (via the Groups you belong to)7. Facebook Events8. Twitter (such as setting up a Tweetup or

participating in a TweetChat)9. Local newspaper and Community newspapers

10. Professional and Industry Associations

Yvonne A Jones - 50AndWiserCoaching.com

POWER NETWORKING

Once you locate your target prospects, make anetworking opportunity happen. Decide on a daywhen you'll attend a networking event and put iton your calendar. Before you attend the actualevent, do some research and find out who will bethere. This helps you identify exactly who you'regoing to meet and prepare your story andquestions.

Activity

Make three lists:

1. Contacts you already have2. Contacts you'd like to have3. Power players that can help you reach your

goals

Research the best places to connect to yourmarket and create a schedule for visiting them.

YOUR NETWORKINGSCRIPTOnce you know who you want to connect with,where to find them and what you're going too�er, you need to know what you're going to say.To make power networking as e�ective aspossible, you need to draft actual hypotheticalconversations and practice them. This way, you'regoing to go into your interactions fully prepared.

Write a Script

Imagine how a conversation might go with aprospect and actually write it out like a moviescript. Of course, the real conversation isn't goingto follow your script, but this helps you prepareand brainstorm things you might need to say.

You'll get ideas for how to keep the conversationgoing, what questions to ask, and what to tell theprospect about yourself.

When creating your script, keep in mind that youwant it to be clear and free of industry jargon.You should also strive to keep it clear andsuccinct. You do not want to launch into alengthy story that causes your listeners’ eyes toglaze over.

Questions, Questions

Along with your script, prepare questions to askthe people you meet. These questions serve twopurposes. First, they give you a way to learn aboutthe people you meet. Second, they keep theconversation going. People love to talk aboutthemselves and your questions give the peopleyou meet a wonderful opportunity to do so. Theyalso shift the focus o� of you.

Opening and Closing

Draft an opening and closing. The opening is howyou approach prospects and introduce yourselfwith a short spiel about who you are and whatyou do. Try to also work in something positiveabout the other person, but only if you can makeit natural.

Yvonne A Jones - 50AndWiserCoaching.com

POWER NETWORKING

The closing is equally important. Write a closingthat ends the conversation on a high note. Itshould include you exchanging contactinformation (giving the prospect your card) andarranging to keep in touch or communicate at aspecified later date, depending on the situation. Ifit's possible to arrange a follow up at the end ofyour conversation, do it.

Frequently Asked Questions

Along with your script, prepare answers tocommon questions. Prepare stock responses thatanswer your prospects' questions and also presentkey information about you and how you can helpthem. If you're prepared, you won't be taken o�guard and all of your responses will be valuable inbuilding a strong connection.

Practicing Your Conversation

After you've prepared your conversation andanswers, practice with someone else. Role-playand imagine that they're a new person. Get theirfeedback on how the interaction went. Ask themif they understood well what you have to o�er.Do they think you seem needy or inauthentic? Isthere anything you could say that would be moree�ective? Ask them for the overall impressionthey get from meeting you.

Saying the Right Things to the Right People

You have a basic script and some preparedquestions for anyone you meet. But you shouldalso research each networking function and thepeople who are going to be there. You shouldknow about the people to whom you're talkingbecause it shows you’re interested and you didyour homework. It also gives you an idea of whatquestions to prepare.

Perfecting Your Routine

Even after considerable preparation and practice,it may be awkward at first to make connections.This is only natural. As you go out and meet morepeople, you'll get into a flow and it will becomesecond nature.

Activity:

Draft a hypothetical conversation script.

1. Create a personal FAQ with answers to stockquestions.

2. Prepare your own questions to ask, an openingand a closing.

3. Practice with a partner to get feedback.

YOUR FOLLOW-UP

You’ve probably heard, “The fortune is in thefollow-up” many times. This is especially truewith networking.

It does not matter how many people you meet atthese events, if you’re not following-up, it’salmost as bad as not attending these networkingevents.

Power networking events must include follow-up.This is how your initial meeting grows into arelationship, and that's what you should beaiming for.

The Goal of Your Follow-up

Yvonne A Jones - 50AndWiserCoaching.com

POWER NETWORKING

Think of your follow-up as a chance to get toknow the person better, as well as an importantstep towards achieving your networking goals.The focus should be to deepen your mutualrelationship and the connections. Benefits willcome naturally.

Why We Don't Follow-up

There are several reasons why people don't followup. You may assume that your story was so goodand your value to the other person so obviousthat the other person will eventually contact you.The new contact may have promised to contactyou and they may have been genuine about it,but people forget. As time passes, thatopportunity disappears.

Your Follow-up Schedule

Every time you make new contacts, make a noteon your calendar to follow-up with them. It'sbest to follow up as soon as possible, preferablywithin 24 to 48 hours of meeting the newcontact. Most people don’t follow up for severaldays or even a week. When you follow up quickly,you stand out from the others.

In addition, remember that people will forget youand the conversation you had if you do not followup within 48 hours maximum.

Who Is This?

Start by reminding the person who you are. Givethem your name and when and where they metyou. Never assume that they'll remember you byyour name alone. If following up by email, putyour name and any other possible information inthe subject line so they don't think it's spam.There's a good chance they won't recognize youremail address.

And don’t forget to connect to all your contactson social media too!

Show That You Were Listening

Refer to something specific in the conversationyou had with them. This shows that youremembered them and took an interest in them,which rea�rms the connection you made.

At a networking event you may meet dozens ofpeople, so how do you remember these littledetails? Get into a routine of taking notes. Try totake notes during a quiet moment during theevent or on your cell phone. Try not to be obviousabout it.

When I meet someone with whom I had a greatconversation, and would like to continue theconversation, I’ll get their business card and foldover a corner of the card. That reminds me thatthis is someone I want to stary in contact with.

The Next Step

The final element of a follow-up is to continuethe conversation. This leads the interaction to thenext step. Otherwise, you're just saying 'hi.'Continuing the conversation may include askingfor more information, sharing something youthink they'd like, o�ering some kind of help, orarranging to meet again.

Follow-up Etiquette

In your follow-up, be real and authentic. Don'ttry to hide your true intentions and just like theinitial meeting, strive to be positive and make agood impression. Be transparent and real, butdon't sound needy.

Yvonne A Jones - 50AndWiserCoaching.com

POWER NETWORKING

If you're following up by email, be extra politeand friendly. Over email, the person can't seeyour facial expression or hear the tone of yourvoice, so it's very important to make sure theydon't misunderstand what you say. Email canseem cold, so make an extra e�ort to be warmand friendly.

Activity

Write a follow-up email template to use aftereach networking conversation.

1. Create an opening2. Leave placeholders for filling in information

about who you are, where you met and whatyou talked about

3. Write a closing

YOUR NETWORKINGGAME PLANNothing significant happens without a solid gameplan.

Even though you should always be in thenetworking mindset and meet people everywhereyou go, you'll get the best results if you'reorganized and you have a clear plan to follow.

“Networking is not about just connecting people.It’s about connecting people with people, peoplewith ideas, and people with opportunities.” ― Michele Jennae

Your Networking Schedule

First of all, you should decide how manynetworking functions you'll attend per week.These can be o�cial industry-specific events orinformal gatherings where you can build yourcontact list.

You should attend at least once per week,although two or three is even better if you have atime-sensitive goal. Don't attend more than youcan comfortably manage. Three maximum isprobably a good number.

Remember that in addition to meeting people,you also need to follow up with them.

Put your follow-ups on your schedule as well. Foreach networking function, you attend, plan tofollow up the next day or two days after. Anyplans to meet or contact the person again madeduring the follow-up should also be added toyour calendar.

Making the Rounds

Plan to spend some time beforehand researchingit and its participants before you attend anynetworking event. This way you know who you'regoing to talk with. Another preparation is todecide how many people you'll talk with at eachevent.

Yvonne A Jones - 50AndWiserCoaching.com

POWER NETWORKING

Set a quota of new contacts for yourself and tryto stick to it. This is important because it's theonly way to build your contact list. Without aquota, you run the risk of not approaching peopleor spending the entire event talking to only oneperson or group of people.

Getting into the Right Mindset

You may want to create a pre-event ritual to helpyou get relaxed and into a sociable mood. Youwant to be at your best when you enter the eventand approach people because first impressionsmatter. You should walk into each eventconfident, relaxed, and with a big smile on yourface.

Your ritual might include deep breathing,visualization, meditation, or just listening to someupbeat music that puts you in a good mood.

Take Notes

During the event, you'll want to keep track ofeveryone you talk to and any pertinent detailsyou'll want to recall later. Don't rely on yourmemory. After shaking ten or so hands you'llhave trouble remembering who you've talked toand what about.

There are several ways to take notes during anevent. Of course, you don't want to be jottingthings down while you're talking to people. Aftereach encounter, you may want to write down afew things in the quiet moment before you makeyour next approach. One option is to take noteson business cards. You can also take notes onyour phone, which looks less obviously like you'retaking notes.

Don't Stop Networking

Even when you have a busy schedule of followingup and meeting your contacts, continue attendingnetworking events. You may scale it back to oncea week or so, but don't stop going. You need tocontinually build your contact list because younever know who you'll meet at your next event.Further, if one of your goals is to attractprospects and convert them to become customersor clients, this has to be an ongoing process.

Your Networking Buddy

As part of their networking game plan, somepeople choose to have a 'networking buddy.' Thisis a person you attend events with. Many peoplefind it more comfortable and enjoyable to attendwith a friend or associate. If you go as a team, thetwo of you combined have more skills andstrengths to bring to the table. You can play o�each other and have livelier conversations.

Mix Up Your Game Plan

It's important to create a good game plan, butmake it flexible. Sometimes it's good to mixthings up a bit, adding new ideas or techniques towhat you do. If your game plan is flexible, youcan improve it over time or tailor it to changes inyour goals or situation.

Activity:

Write out your game plan as specifically aspossible, adding your next steps to your actionplan and preferred calendar. Be sure to include:

 Events you want to attend People or companies you want to connectwith Research about those prospects Dates for getting things done and followingup

Yvonne A Jones - 50AndWiserCoaching.com

POWER NETWORKING

YOUR MINDSET

A positive mindset is essential to achievingsuccess in power networking.

You need to be positive in order to motivateyourself to get out there and meet people.

It's frightening to walk into a room full ofstrangers who all know each other but don't knowyou.

If you radiate positivity, it attracts people to you.

Know Your Strengths

Focus on your personal strengths and the thingsyou're o�ering the people you meet. If you focuson these, it will give you the confidence to meetpeople, knowing you have some value to give.When you know this value, it's easier to putyourself out there.

No Big Deal

Power networking may be vital to your businessand success in life, but go into it imagining it's'no big deal.' You may have a quota of contactsto meet and a rehearsed story to tell them, butdon't make it a life or death situation. Imaginethat you're just socializing and it doesn't matterif anything comes of it. Thinking this wayremoves the pressure and helps you relax.

Focus on Other People

Although you're introducing yourself and tellingyour story, listening and learning about otherpeople is just as important. When in conversation,ask questions and get others to talk aboutthemselves. This shifts the focus away from youwhile also showing that you're interested inothers. And it's easy to do because most peoplelove to talk about themselves

Fake It

Positivity comes from a feeling of success. Ifyou're just starting o� toward your goal, you maynot feel terribly successful. But even if you're notthere yet, imagine that you are. Imagine thatyou've landed that job or you've met yourfundraising quota already. This is a way to trickyour mind and help you stay relaxed and positive.

Remember that even before you achievesomething, you want to visualize your success atachieving the goal.

No Way to Lose

Keep in mind that there's no way you canmassively mess up your power networking. Evenif the event is disorganized and the people arerude and you walk away without a single businesscard, it empowers you to know what to look for inthe next event you want to attend. You're notcommitted to any one event and there is nolasting negative e�ect if it doesn't go well.

Yvonne A Jones - 50AndWiserCoaching.com

POWER NETWORKING

Prepare Well

Create a game plan, a good story, questions toask others, and a good long-term goal. If you'rewell prepared and practiced, the confidence willcome naturally. You'll know exactly what to sayand it will be one less thing on your mind.

It Gets Better

When you first start networking, remember thatit's perfectly alright to be nervous. Everyone is,even though they may not show it. As you attendmore events, it gets easier partly because youhave more experience and partly because you canimprove your strategy and methods. Eventually,every step in the process, from finding events tofollowing up, becomes second nature.

Activity:

1. Write down your motivating goal and post itwhere you can see it.

2. Write down 3 tips you find most effective forencouraging your own positive mindset.

MEASURE YOURRESULTS

The only way to know whether your networkinge�orts are working or not is to measure yourresults.

You can't just assume that things are going wellbecause you’re attending lots of events and feelgood. You need some kind of hard data that tellsyou whether or not your hard work is paying o�.

Measuring results is also a good motivator thatkeeps you focused by showing the progressyou've made.

Key Metrics

While you can't measure everything, you canmeasure a few key metrics that are mostimportant to you. Start by considering your goal.What indicators would show that you'reprogressing toward this goal's attainment? Workbackward from that. You don't need acomplicated set of metrics, but you should atleast have more than one indicator.

New Contacts

An easy way to measure results is to keep track ofnew contacts. You can easily see that, forinstance, this week you're not getting out andmeeting people because the number of newcontacts has dropped. This is a good metric formeasuring how well a particular networking eventwent, but it doesn't present a good long-termindication of whether or not these new contactsare benefitting you.

New Interactions

Yvonne A Jones - 50AndWiserCoaching.com

POWER NETWORKING

A more accurate way to measure long-termprogress is to keep track of your futureinteractions with your new contacts. Instead ofmeasuring how many business cards you collect,measure the communications, meetings, or otherinteractions you have with these contacts. Thisshows that the cards you've collected are creatingsome value.

Opportunities, Ventures, and Sales

The best metric is something that's relateddirectly to your long-term goal. If you're sellingsomething, sales figures provide a good metric. Ifyou're seeking funding for a non-profit, it's easyto see how much money you've raised throughnetworking activities. You could also measurehow many of your prospects have becomecustomers or clients.

Other goals aren't as easy to measure, but youcan take into account new ventures or newopportunities. You may measure the new projectsthat have come out of your contact list. Jobprospects would be a good indicator if you'relooking for work. You can measure referrals ifthat's the main purpose of your networking.

Favors Done for Others

A great way to measure progress is to look at thethings you've done for your new contacts. Youcan set a goal of doing something for someoneeach day. It could be something as simple asproviding them with helpful information orreferring them to another contact who can helpthem. This is a great thing to measure because itshifts focus away from what others do for youand instead focuses on what you do for them.This usually pays o� eventually.

Adjusting Your Game Plan

Your metrics will tell you when it's time to makechanges to your game plan. If you're not seeingthe numbers you'd like to see, think about whatyou can do to bring those numbers up.

Activity:

Choose 2-4 key metrics and set goals for them.

ConclusionAre you ready to start building your relationshipsand see results? If you’ve completed all theactivities in this course, you should now have:

 A specific reason for your networking A list of skills you can emphasize, and thoseto work on A rehearsed “story” to practice in yournetworking conversations A list of your current contacts and ones totarget Questions and answers to use inconversations An email template to use in your nextfollow-ups Dates on your calendar for networkingevents and next steps Goals for your chosen metrics A statement that will keep you motivatedduring your networking e�orts

You should have recorded most of this in yourCourse Workbook, but make sure to use yourpreferred calendar and method for keeping trackof your networking contacts. Whether it’s asimple spreadsheet or a fancy online address booktool, the contacts in your network are priceless.Back it up and make copies.

Now it’s time to get out there and network. Havefun and make lots of meaningful connections!

About the Author

Yvonne A Jones - 50AndWiserCoaching.com

POWER NETWORKING

Yvonne A Jones is a Personal Business Coach|Relationship Marketing Strategist | AmazonBest-Selling Author | International Speaker. Sheis the Founder of the 50 and Wiser Community onFacebook – a Group of women who want to DOmore, GIVE more, and BE more.

As a certified Strategy and Accountability Coach,she helps Entrepreneurs, Coaches, Consultants,and Small Business Owners eliminate limitingbeliefs, create a business they LOVE, and haveFUN in their business by retaining their clients sothey stop the constant customer chase.Her favorite client is a highly-motivated woman50 and Wiser who has been in business forapproximately one year and is ready to empowerherself and move to the next level.

Yvonne’s background is in banking, HumanResources, administration, and Customer Service.At 52 years she handed in her resignation andwalked away from Corporate America to start herown business full-time. After dissolving thatcorporation, she went online to find her space inthe online world.

She would go on to train with some of the bestcoaches and mentors and continues to do that soshe can keep her skills and knowledge current andbring about a transformation in the lives of herclients and customers.

She has experienced the joys and challenges ofowning multiple businesses, getting over herquest for perfection, and now helps others toovercome this challenge.

Yvonne was listed on Hu�ngtonPost.com as oneof the “Top 100 Most Social Customer ServicePros on Twitter” and on GetApp.com: “One of theTop 15 Most Influential Customer Service Expertsto Follow on Twitter.”

Despite the recognition and promotions receivedwhile in corporate life in Jamaica and America,she now considers herself “unemployable” due toher love of being her own boss and inspiringothers to pursue their passion and dreams.

Yvonne’s mantra: “Focus on relationships; themoney will follow.”

Inspire. Connect. Nurture

https://50andWiserCoaching.com/ Email: Yvonne@YvonneAJones.com

Are we connected on social media?

LinkedIn: www.linkedin.com/in/YvonneAJonesFacebook: www.fb.com/50andwisermentoringFacebook:www.facebook.com/SocialMediaandCustomerServiceFacebook Group:www.facebook.com/groups/50andWiserCommunityTwitter: www.twitter.com/YvonneAJonesInstagram: www.instagram.com/YvonneAJonesPinterest: www.pinterest.com/YvonneAJonesYouTube: www.youtube.com/YvonneAJones  

If you’re a woman who is 50 and over, please joinus on Facebook    www.Facebook.com/groups/50andWiserCommunity

Yvonne A Jones - 50AndWiserCoaching.com