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Packaging Horizons Power Networking By Donna Messer Power Networking There's no avoiding networking these days. We all know the benefits of networking - but how well do we practice it? - You are going to be part of a conference or trade show and you want to maximize your opportunities while participating. - Good networking is trying to help everyone whom you meet connect with someone who will benefit from that introduction. - Networking isn't selling your product or service, it's selling you and who you know! Networking is linking resources. Think of networking as a chain, and each link you add gives you another connection, and that connection can provide another, and another, and another. You need to become part of that chain'a networking resource that can help you reach anyone. Sometimes you have to become a detective and look into your past. Whom do you know who might be a positive connection for someone you know now? You have to become a lateral thinker, which is defined in the dictionary as seeking to solve problems by unorthodox or illogical methods. Lateral thinking stretches your imagination, and you learn to see a win/win scenario in every situation. To network effectively, you must be prepared and that means doing your homework! Who makes up your network? Everyone in your life is part of your network, and it's probably bigger than you think. They all can help you, and you can help them. You must learn what you can about the individuals in your network - their skills, experiences, talents, and needs. The people you know are "warm" leads. It's much easier to build on that warmth by expanding your knowledge of these people than it is to pursue "cold" leads. Family. Look at each family member as a well-rounded individual with skills and backgrounds. You can tap into their knowledge and their networks. Friends. Your friends have skills you may not be aware of. They have their own networks. Ask to be introduced. Neighbors. Your physical proximity gives you a unique chance to develop closer ties. Find out who your neighbors are. You know you already have one thing in common - your choice of residence. Professionals in your field. You may not work directly with them, but you share the same career choice. You can advise and support each other over common issues. Suppliers. You do business with them anyway. Find out more about them. They might need your services. Clients. You serve them, and you have built up a relationship of trust. Ask them to serve you in various ways, as suppliers, supporters, and referrals. Co-workers. You likely spend more waking hours with these people than you do with your family or friends. How well do you really know them? Find out more. You may be able to help each other. Clubs or association members. If you are involved with any community or professional associations or activities, you have a ready-made network. Most people join these groups to meet others. The door is already open. Volunteer groups. One of the most prevalent reasons why people volunteer is to meet others and to feel a part of something. Get to know your fellow volunteers better. Acquaintances. You meet dozens of people in work and social settings. Don't waste these opportunities. Ask each person you meet to tell you more about themselves. Friendships often begin this way. Good networks always do. The electronic network. Will networking change? The next wave is coming, and if we want to succeed in the 21st century we better be able to ride that wave! E-commerce is the topic on everyone's lips - what does it mean when it comes to building more profitable connections using networking? The electronic revolution will change the way we do business. We will need to become more aware of our entire network, tapping into the resources and skills of our neighbors, friends, and business associates. No longer will we be able to connect face-to-face. Virtual referrals will become more important as we grow. Online referral clubs, official matchmaking associations, relationship building experts, and introductions services will become the next "fast" product. The following suggestions will help you "ride the wave". Know your market! Select your market (country) based on the need you perceive for your product or service. To find out if there is a need, connect with your embassy or consulate in the countries you are targeting. They have the knowledge, and they will happily share - building your business is why they are there! Go to your local library or World Trade Center - check out the National Trade Data Base. This is updated monthly and will be a wealth of information. You can subscribe and receive information online. Know your competition! Find out who your competitors are both domestically and internationally. Whom do they sell and export to? They probably have a Web page - check it out. Do they list their products and services? Do they have a catalogue? Is there an opportunity to joint venture? Connect with the chamber of commerce in the country you are targeting and ask for the membership directory. Use your resources. Do you have colleagues from that country in your existing network and whom do they know? Participate in virtual trade events. Governments are moving towards specialized events that provide online trade shows to which participants can log on, meet potential strategic alliances and joint ventures without having to leave the country. The problem being encountered by many is how to build the relationship when there is no actual face-to-face meeting with the contacts. The first and most important ingredient for anyone who is part of one of these events is to have an easy-to-navigate Web site that provides not only a business profile but also insight into the corporate policy of the management. Companies and individuals need to find common denominators in order to build a relationship that will eventually build business. Learn virtual etiquette. Have an attractive front-end for all virtual contacts. Get a fax cover sheet designed which conveys who you are and adds credibility even before the contact reads the contents. Record a warm, friendly, and highly professional greeting on your voicemail. Speak slowly and distinctly. Your international colleagues may not speak English as a first language. Get a professional sounding e-mail address - one that says who you are and what you do. Become an articulate communicator. The fact is you have to show your style by using words that provide the picture of a successful business person. Strengthen your vocabulary and improve the tone and quality of your voice. Get a better online personality. Attitude is everything! Do whatever it takes to provide the expressive words, exclamation points, asterisks, and underlining techniques that interest and excite your potential client, customer, or partner. Don't use CAPS when e-mailing, as recipients will think you are yelling and will simply push delete! You will have lost your chance to build the relationship because virtually, you no longer exist. Be ultra-sensitive to the recipient. Imagine that the person receiving your e-mail/fax/call has had a bad day. Often there are very few clues, but be aware. Sometimes it is better to assume the worst and communicate from there. Be friendly. Misunderstandings occur more often in virtual communications than they do during an in-person communication. Wait 24 hours before replying if you find yourself upset by the communication. Virtually touch the other person. Use his or her name at least twice in your communication. You don't have the opportunity to shake hands, smile, or make eye contact. Repeating the name is one way to bridge the gap. Be succinct and absolutely accurate. Value the other person's time even more than you do your own. When communicating virtually, you're likely to be in touch far more often. Try to make your point in four sentences. Check your e-mail for spelling and grammar. Double check the accuracy of phone, fax, and e-mail addresses and instructions. Don't gossip - virtual privacy is becoming an oxymoron. Adopt an end-of-business-day reply policy. For every hour that you don't respond to a virtual communication, you'll lose 1 percent of whatever the opportunity was, whether it's new business, the chance to retain an unhappy customer, or helping employees do their jobs well. After four days, you don't have much left. Reply promptly for the best results and the greatest credibility. Donna Messer is an international speaker, trainer, facilitator, and author. Founder of ConnectUs International, the company designs, develops, and delivers business training programs. ConnectUs also offers a unique matchmaking service, which links businesses to opportunities around the world. www.connectuscanada.com. RETURN TO PACKAGING HORIZONS EDITORIAL HIGHLIGHTS PAGE