Posted on November 16, 2011 by Dave Crenshaw
Just this week I came back from Accra, Ghana, where I was asked to speak at the African Business Leaders Forum. It was an amazing experience, not just from a cultural perspective, but from a business and networking one, as well. As I thought about what I might share with you from this experience, four tips for successful business networking came to mind. In this brief video, I'll share four things I did that you can use to improve your own networking and connecting skills.   Action Steps:
  1. Watch this video and ask yourself: “On a scale of 0-10, how well am I doing with building long-term professional connections with people?”
  2. The next time you go to a networking event, have an attitude of "how can I give" instead of "what can I get."
  3. The next time you meet someone new, practice using their name, and use it often.
  4. When you're talking with someone, focus on them by maintaining eye contact and listening to them.
  5. Maintain long-term contact with new connections via social networks and possibly through a value-driven newsletter.
  6. Share your questions or comments on this page.
Principles to Learn:
  1. Connection is one of the factors that determines your marketplace value.
  2. When you come with an attitude of "give first", you will build trust much faster than anything else you could say or do.
  3. The most beautiful sound in the world is the sound of your own name.
  4. When you give the person 100% of your attention, you're communicating to them that they're important. And when you do that, they will view you as more important.
  5. Long-term professional connections often have greater benefit that just a one-time meeting.
 
This post was sponsored by Dave Crenshaw Keynote Speeches and Workshops. To learn more about having Dave Crenshaw as an enlightening and fun speaker for your event, visit http://www.DaveCrenshaw.com/event
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  • George Cardona

    Good Morning: Mr Crenshaw

    First and formost, I want to thank you for taking the time to put all this information together. I really appreciated it, it has been very benificial in more ways then one. Allow me to introduce myself my name is George Cardona, Founder of http://www.uptownlunch.com , In a nutshell I’m just getting started and my biggest challenge is most businesses claim that they are to busy to talk to me, How do I deal with situatuons like this?

    Best Regards,
    George Cardona

    • http://www.DaveCrenshaw.com Dave Crenshaw

      Thank you for your support and your question, George.

      When you say they “claim they are too busy to talk to me” that sounds a lot like you’re cold calling to me. If so, then you’re always going to have a tough battle. I suggest trying to build connections instead. This can be done though trade groups, chambers of commerce, non-profit boards and even designated networking groups. Then, when you get in touch with these businesses, rather than leading with what YOU do, lead by asking what THEY do and also asking they do for FUN (outside of business). Find ways to GIVE to them such as giving referrals or giving fun gifts related to their personal interests. Do this consistently and I promise you will begin to see doors open.

      The trick is, when it comes to building connections, there are no shortcuts. Avoid the temptation to jump immediately to the sale. Impatience is the enemy of success.

      All the best,
      Dave Crenshaw

  • http://www.facebook.com/toddgarland Todd R Garland

    Good video, Dave.  And….very relevant information and pointers.  Remarkably so, people’s definitions of Business Networking are sometimes really “out of whack”.  Yes, “out of whack” is the TECHNICAL term we use.  All kidding aside, I meet people all the time who say “I’m a natural networker because I love to meet people”.  But, the truth of the matter is that they simply have no fear in walking up to someone and handing them their business card.  This….is not networking.  It’s direct selling.  Your pointers are simple ones, but are much needed by many who are out there networking as a way of building their business.  Sometimes, it’s more important to go back to the basics of how to create and maintain relationships and your insight is spot-on.  Thanks again for your contribution.

    Be more than ordinary…

    TR Garland
    Referral Institute

    • http://www.DaveCrenshaw.com Dave Crenshaw

      “…the truth of the matter is that they simply have no fear in walking up to someone and handing them their business card. This….is not networking. It’s direct selling. ”

      I love this quote, Todd. Thank you for sharing!

  • http://www.bartgibby.com/about-bart-gibby/ Bart Gibby

    Dave,

    I love your 1st tip to give first. I think Tim Sanders book “Love is the Killer App” goes over this tip in immense depth. Your 1st tip reminded me that I haven’t read that book for over 5 years now and that I need to brush up on my professional relationships. I am looking forward to reading your books, its nice to see you have 2 books out now. That is really exciting for you! I am looking forward to becoming “Invaluable”.

    • http://www.DaveCrenshaw.com Dave Crenshaw

      Thanks for reminding me about Tim’s “Love is the Killer App”, Bart. It’s a great book and I strongly recommend it:  http://saf.li/47gV8

      P.S. My books are fast reads! You should be able to finish them both in no time. :-)

  • http://www.facebook.com/bernice.symes2 Bernice Symes

    Dave this video is soooo powerful!!!  I’m going to watch it a couple more times to brand it into my brain!  Awesome!!!

    • http://www.DaveCrenshaw.com Dave Crenshaw

      Live these principles, Bernice and you’ll see business just flow to you naturally.

  • http://www.facebook.com/bernice.symes2 Bernice Symes

    I especially like the part where you ask:  “what can I give instead of what can I get?”  …..powerful!