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8/3/2019 C2 Your Health LLC_Cindy Cohen_South Bend Networking
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7 Nuts & Bolts for your
Neworking Tool Box
To a hammer everything
is a nailMark Twain
With your networking tool
box to you everyopportunity is a
networking opportunity.
Hung up on networking?
Cindy Cohen RN BS BA
STRAP ON YOUR TOOL BELT!
Connectin
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7 Nuts and Bolts for your Networking Tool Box 2010
About the Author
Cindy Cohen is a recognized face-to-face networking leader,
networking for fun and profit, and the founder of
C2 Your Health, LLC.
Combining her two passions, health and business, Cindy has created a
health and wellness firm using her skills in face-to-face networking.
She is a much sought after speaker, locally and nationally, on the
topics of Networking, Health and Wellness. Her networking expertise
has helped her to build an award winning Juice Plus+ Franchise and
become a National Marketing Director with the Juice Plus+
Corporation.
Cindy has produced four successful networking groups and shares her networking models and
concepts through coaching and training others. Cindy Cohen can be reached through her blog at
CindyCohenNetworking.com, or by email at [email protected].
~
To learn more about networking see Cindys chapter
Networking Face to Face Belly to Belly in the upcoming bookThe Expert Guide to Small Business Success Expert Publishing (2010)
~
C2 Your Health, LLC is a wellness company bringing individual health coaching, community health,
and business wellness to northern Indiana since 2002. Please visit our website at
www.CindyCohenRN.comto find out more.
A special thank you to my editor Ross Ford and Pati Chandler for all their hours of editing, patience,
and support in the development of this book.
I dedicate this book to my husband Richard, daughter Rachel, son Aaron and all my networking friends
without whom this book would not be possible.
http://www.cindycohenrn.com/http://www.cindycohenrn.com/http://www.cindycohenrn.com/8/3/2019 C2 Your Health LLC_Cindy Cohen_South Bend Networking
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I have divided this book into handy sections so that you can skip to the section you require,
when you need it. Its my hope that you will use this book as a reference guide. Feel free to
skip ahead to the pages you need while preparing for your next networking event.
Table of Contents
What should you expect from a networking event or opportunity? pg. 4
Whatisa networking tool box? pg. 5
What should be in your networking toolbox? pg. 6
The 7 Essential Networking Tools for Your Networking Tool Box pg. 6
1. Business Cards pg. 6
2. Name Tag pg. 9
3. Business Introductions pg. 10
4. Your Story vs. 60 Second Presentation pg. 11
5. Small Talk pg. 12
6. Calendar (date book) pg. 14
7. Send a Card (keep in touch) pg. 14
I would love to hear your networking success stories as well as your
challenges as you move forward on your networking adventures.
You can e-mail me at [email protected].
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7 Nuts and Bolts for your Networking Tool Box 2010
STOP... Please Read Before Opening Your Networking Toolbox
Before nailing down what you need to be a successful networker lets take a minute to
make sure were on the same page about networking. If you ask 10 different people what
networking is youll get 10 different answers. The answer you get depends on whom youre
speaking to, why they network, and what their motivations are.
Business to business networking is about developing personal connections for business
gain. Networking includes the exchange of information, experience and contacts.
To be successful at networking there are a specific set of tools and skills required. Because
its a learned skill, everyone can learn how to become a good networker. As with every
learning experience; knowledge, practice and trial-and-error are all required. How you
employ your networking tools and skills determines your results. The more skillful you
become at networking the better your results.
What should you expect from a networking event or opportunity?
Do you remember your last networking event? Was it a Chamber of Commerce event, civic
group event or church outing? Were there any products exchanged? Any services sold on
the spot? Most likely not. Actual business (exchange of money/products) rarely happens
with the first encounter.
So when you attend a networking event why would you expect different results? The
answer is you wouldnt. What should you expect? This event is for networkingexchange
of information, meeting contacts, and exposure of your business to others. The only
exception to this is on occasion you may get lucky, because youre in the right place, at the
right time. Not exactly something you can count on.
Heres a great networking story:
While organizing an exposition I was in the market for event insurance. I attended a
networking event and began asking the participants for a referral for an insurance agent,
who could help me on such matters.
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Like magic the insurance agent who could help me appeared. It was our lucky day. I found
insurance for my exposition and received great service, while she found herself a great
commission. Interestingly enough this was her first networking meeting and mine with this
particular group. Let me tell you, this rarely happens. Ill tell you why not?
Personal Connections
Sales training teaches us it takes between five to seven exposures before a sale happens. So
what is an exposure? An exposure occurs every time you make a personal connection. You
solidify this connection by meeting at repeat networking events, at follow up
appointments, through newsletters, emails, or nice to meet you notes.
Ive found thatnetworking is not only a series of exposures, or being in the right place atthe right time with the right product such as the example above, but rather networking is
more about creating down-the-road benefits. Even when the networking results are not
immediate, networking is profitabledown-the-road.
Consistent Marketing
Im often asked, How many networking events do you attend? On average I attend one
networking event/opportunity per week. To maintain steady activity in your business you
need to make time to attend a minimum of two networking events per month, whether
your business production is busy or slow. Dont fall into the pattern many small business
owners fall intowhen business is slow, market; when business is busy, stop marketing.
This creates a roller coaster businessbusy, slow, busy, slow. Develop a plan of consistent
marketing to ensure constant, and consistent business activity.
Whatisa networking tool box?
A networking tool box is filled with what you need to be ready for every networking
opportunity. When I was a young girl I learned the Girl Scout motto always be prepared.
Ive never forgotten this valuable lesson in all the areas of my life. In networking this saying
could not be more valuable, because not being prepared has short and long term
consequences for your business.
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What should be in your networking tool box?
Your networking tool box consists of tools that create effective connections. Right now is a
good time to design your networking tool box so youll be ready to put it to use at any given
moment.
____________________________________________________________________________________
THE 7 TOOLS for your NETWORKING TOOL BOX
1. BUSINESS CARDS
Your business card is a mini billboard advertisement. When you have your business card,
youre saying Im open for business. And you should always be open for business!
Take a quick look at your business card. How does it look? Is it clear and easy to read? Does
it explain what you do? Your business card provides that very important first impression.
More importantly, your business card will also create a lasting impressionof you andyourbusiness. Spend some time thinking about what you want your business card to say about
you. Its important to have a business card with information about you that is large enough
to read. Some business cards have such fine print that they can only be read with a
magnifying glass!
Your business card reflects what you do within your business. Putting useful information
on your business card will help others find you in the future. If your business card is not
clear about what you do, and easy to read, then its not a good advertisement for you.
Contact Information
Does Your Business Card Display The Most Convenient Way To Reach You? Because your
business card provides others with your contact information, then please provide allyour
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information. Many people work from home and prefer to keep their address off their
business cards. Understandable. So in this case I recommend that you get a post office
boxa place to receive mail.
Include the most convenient ways to reach you, such as
cell phone number and/or email address.
Be sure to exclude the least reliable ways to reach you. If you dontcheck your email often,
dontlist your email address on your business card.
Social Networking Sites
Many are using social networking sites such as facebook.com, twitter.com, and
LinkedIN.com as a means of connecting with other people with similar interests. These
networking sites are great because they give you another avenue for connecting and
deepening your relationships. If you use networking sites be sure to include this
information on either the front or back side of your business card. When networking, its
ok to ask how to reach each other on these social sites. In fact, you can write it down on the
front or back of their card, if its not already there.
Business Notes
Business cards make great note pads too. The back side of the business card is great place
to take notes about those you meet (providing the back of the business card is blank). You
couldwait until after the person leaves to make notes, but I like to make notes when I am
with the person. Here is why. When someone else is talking and you re making notes, it
leaves the other person thinking, What I am saying is so important that it must be written
down. This is a huge compliment to those you are meeting.
What should you make notes of, you ask? Well, take notes on interesting points of
information about the person, so you can remember what you talked about after you leave
each other. These include, a mutual friends name, a common interest, etc. Because the
goal of networking is to develop relationships and to connect with others, you may be
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thinking of a good connection or how to obtain a referral for the person you are speaking
to. A business card is a good place to jot this down.
HeresAnother Great Networking Story:
One evening I met a very nice gentleman at a networking event. We both agreed it would be
great to stay in contact, so we scheduled to meet for coffee the next week. I took a quick
look at his business card which included his email and phone number and I thought to
myself, Were all set!
Following the networking event, just as I had promised, I called his number and sent him
emails. I received no response. A few months later I ran into this same gentleman at
another networking event. He asked why I didnt contact him. To make a long story short,the phone he had wasnt reliable and he rarely checked his email. Yikes! This is a
networking no, no.
If the information on your business card is not the best way to reach you, then make a point
to correct it by marking outthose options, and writing in the best way to reach you! Better
yet get new, accurate, business cards.
Business Card EtiquetteA few words about business card etiquette. Have you been to a business networking event
where someone walks up to you, says Hello, hands you their business card, and then
walks away? How about the time you were asked for your business card and that person
took it, turned, and walked away? Does this leave you wondering what that was all about?
These folks are obviously confused as to what the goal of successful networking is all about.
The goal of a networking event is not to give out all of your business cards or even to
collect as may business cards as possible. Instead, the goal is to establish and maintain
personal connections.
Now youre wondering, When shouldI give out my business card? The answer is, when
its asked for! Its more important for you to get the other person s business card than to
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give out yours because you will be calling them for a follow-up appointment. The business
card will hopefully have a goldmine of contact information you can use to follow-up. More
times than not when you ask for another persons business card, they will ask for yours. If
not, thats fine too!
Remember, the ultimate goal is not to get the business card, but to get the appointment!
2. NAME TAG
A name tag is used to help others remember your name for introductions and also to
advertise your business. Your name tag should be easily seen, in the area of your right
shoulder. If you are a man dont put your name on the belt of your pants. If youre a woman
dont place the name tag near the breast area. Both of these examples can be very awkward
and uncomfortable. The individuals looking at your name tag find that they are staring at
the crotch ofa mans pants or atwomans breasts. To avoid this awkward situation please
place your name tag up where everyone can see itcloser to eye level!
Make sure your name tag is easy to read.
Your name tag should be written clearly and in big letters. A name tag that's shiny and of a
gold color may look nice butits not all that readable. With a functional name tag you will
be surprised at how much business you can cook up.
If you would like to learn more about what wearing a name tag can do for your business,
visit Scott Ginsberg at his fun and informative website, hellomynameisscott.com, where he
blogs about his name tag adventures. Its definitely worth checking out.
3. BUSINESS INTRODUCTIONS
Learning to feel comfortable with how you introduce yourself and how you introduce
others is a very important tool in your Networking Tool Box. Introductions can be
awkward at best. Do you remember your last networking event where you waited to be
introduced by your friend but it never came? The longer you waited the more invisible
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you felt. When you find yourself in this situation, simply introduce yourself. Theres no
need to wait for the other person. Just jump right in and say, Hi, Im _______, its great to
meet you! Tell me about what you do. Then youll be off and running.
Your introduction should include the way you want to beaddressed in social and business situations.
Sometimes its confusing to figure out what a proper introduction should be. The
introduction should include the way you want to be addressed in social and business
situations. For example, when youre meeting someone for the first time, state your name
the way you would like to be addressed. The person you are meeting should reciprocate
with the way they would like to be addressed. If they dont, politely ask them how they
would like to be addressed.
Another Great Story:
While I was in nursing school in the 1970s we were taught decorum, which is how to
maneuver socially in the hospital environment. The nursing director instructed our class
on proper introductions.
The following is a story of what we were taught and what we spent hours practicing.
During an introduction, if I wanted to be addressed by my first name, then I would give my
first name. For example, My name is __(first name)__. We were taught that by giving the
other person our first name, this then gives them permission to call us by our first name.
Most of the time depending on how you introduce yourself to another person they will
reciprocate, but not always. If they answered with, Nice to meet you, my name is
Dr/Mr./Mrs._________, this means that it is notok to address them by their first name, but
you should address them using their title and last name. Refer to the chart below:
\
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First introduce yourself Other person reciprocates
Give your first name They give their first name
Give your first, last name They give their first, last name
Give your first, last name, company name They give their first, last name, company name
This is the method I've used for the past 30 years and it has saved me from many
embarrassing situations.
Forgetting Names
What if you greet someone you already know but forget their name? Worse yet, what if you
are in a situation where an introduction is required and you cant remember the names of
those who are to be introduced. A failsafe statement that always works for me is, Im sorry
but your name escapes me.
4. YOUR STORY vs. 60 SECOND PRESENTATION
Your Story is your advertisement to the world and how you connect to others. Your 60
second commercial, or elevator speech, or unique selling point is something very
different, even though some may refer to these as Your Story.
The 60 second presentation is used as a commercial about your business and is more
formal. Your Storytells about you, your passion, and the mission of your work. Your Storyis
a informal way of introducing yourself. These presentation methods are designed as
guidelines to help you introduce yourself in a focused manner. You will want to craft a
script and practice it until you feel confident enough to use it comfortably.
Formal Presentations
The "60 second presentation", or "elevator speech", is used as a formal presentation. Many
referrel or networking groups (Business Networking International, Rainmakers, etc.) begin
their meetings with introductions and formal presentations. Here you will use your 60
second presentation. This presentation should include four basic elements: your name, the
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company name, what product or service you offer, and what sets your company apart from
other companies similar to yours. Remember to be warm, friendly, enthusiastic, and
confident.
Informal Presentations
In an informal networking setting (Chamber of Commerce, Business to Business, etc) you
will want to tell more about Your Story one that is more personal and reflects who you
are. I like to think of this as crafting a story about you, your mission, what might help you,
your work, or who you might like to help. Your Storytells of how you think and feel about
your work, and yes, its your advertisement. Even more, it translates your passion,
enthusiasm, and beliefs to others.
More than just an advertisementyour story creates a connection.
Your Storyprovides the information to stimulate enough interest in what you do to initiate
a conversation. Once you have your message down, Practice, practice, and oh, did I say
practice? This way youll be ready whenever and wherever youre asked, What do you
do?
5. SMALL TALK
In order to make interesting conversation, you must be interesting to others. There are
loads of great books, blogs, and websites that will help you learn how to get your
conversations going, and what to say. If you are not good at making small talk then I
suggest you study and learn how.
Creating meaningful conversation is the veryessence of networking.
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The money making activity of networking begins with talking and creating value within
relationships through meaningful conversations. Consider staying up on current events,
(whats happening in the world), what is happening in your field and whats happening in
the fields of those you are meeting.
The way to get to know others is by asking questions and listening to what they have to say.
Until you begin to feel comfortable being spontaneous, you might want to prepare
yourself by having a list of questions ready to ask. The best questions are ones that elicit a
big response. These are referred to as open-ended questions.
Open ended questions require some examination in the response. This type of question
demonstrates your level of interest. You will know the question you asked is not open-
ended if the response ends with either a yes or a no. A no answer is a definite
conversation stopper. Here are some open-ended questions to get you started:
How has networking grown your company? How did you build your business? What is the biggest challenge you have faced as a business owner?
You might consider practicing with friends.
Practice makes perfect!
What NOT To Talk About
More important than what you talk about is what you shouldnt talk about. Today more
than ever its important to stay away from topics that include anything of a sexual nature. I
find people have different levels of what is considered acceptable vs. offensive. Being
offensive never gets things off to a good start. Political discussions are equally off limits.People who like to discuss what is happening politically generally are committed to their
own point of view. Even if you agree, the person standing next to you may not. You
wouldnt want to lose a sale due to a difference in your political views would you?
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6. CALENDAR (DATE BOOK)
Networking is the first step, the appointment is the second. The appointment is where you
learn how to help, connect, provide, and receive referrals. The easier it is to set a date to
meet again, the more likely it is to happen. Know your schedule and shorten the timebetween connections.
Good networkers keep their calendars (date books) with them at all times. There are many
great methods to keep track of your time. I've used them allfrom simple small pocket
calendars to complicated smart phones. It doesnt matter what type of calendar you use.
What matters is that your calendar is portable and you use it.
Once youve established, Yes, getting together would be great, make the appointment. Ive
found its important to make a date to get together (the follow-up) as soon as possible.
Otherwise youll forget, theyll forget, and alas another networking opportunity is lost!
When making an appointment you might say something like this: Were both very busy,
and if we wait to set an appointment we may both forget. I really would like to chat with
you, so lets seta date now. Open your appointment book, take out your pencil and wait for
them to tell you a date. If they say, I dont have my calendar respond with Thats ok, lets
set a date anyway, and I will call you tomorrow to confirm. I have found its always easier
to change an existing appointment than to make the first one.
7. SEND A CARD - KEEP IN TOUCH
Networking isnt a one night stand! Its dating. Just like dating, communication holds your
networking relationship together. Today its easier than ever to stay connected. If youre
not already connected on the popular social networking sites, then now is the time to get
connected.
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Social Media Networking
Make yourself a personal page and a business page on facebook.com. Then create a
professional page on LinkedIN.com. Now that you are successfully connecting with others
in person you can maintain these relationship and carry them over to those you meetonline at social networking sites. Immediately after attending a networking event, hop on the
internet and connect through those same social networking sites. This will further your
connection.
Make sure to send an email, newsletter, or make some kind of connection right after you
meet someone new. You might even want to develop a template for a series of follow up
emails that you save in your computer for easy future access.
The Personal Touch
Additionally, a hand written card will always set you apart from your competition. For the
last two years I have collected cards I have received (hand written "nice to meet you" )
cards from those I have met at networking events. Bet you're wondering how many have
been sent to me? Did you guess yet? ... A whopping total of 10. I have to admit I have not
counted the number of new contacts Ive made this year, however, I can confidently say I
know for sure I have met more than 10 new people. So yes, a hand written card willdefinitely make a statement. Try to send it out as soon as possible, that way they dont
forget who you are and you dont forget to send it to them. If you do forget, send it now
its better late than never.
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__________________________________________________________________
Your networking tool box is now complete. Yea!
Congratulations! Youre now ready to begin networking in a smart, productive way. You
have your buiness cards and name tags. Youve learned how to introduce yourselfandyour
business. And youve sharpened you conversational skills. Youve jotted down the date,
time, and place of the next meeting in your calendar. Youre now good to go. As soon as you
return to your work station, get out that pen and paper, and send that personal touch.
Tell them, It was a pleasure to meet you!
By being prepared with all of the above, you will feel confident. The more confident you are
in yourself, the more likely you are to enjoy successful networking. You may be asking
yourself, How will I know if my networking efforts are successful? Youll know youre
successful when youve created value. Whats value? Friendships, referrals, businessrelationships, and new business contacts, all the while increasing your profit and having
fun!
I would love to hear your networking success stories as well as your
challenges as you move forward on your
networking adventures. Email me: [email protected].