Category: Articles

Becoming a Master Networker – Step #4 – Networking Currency

Let’s start with the basic premise that, in order to become a master networker, you are going to have to have leads to share. Leads, referrals, and introductions are networking currency and givers do get. While not all leads are created equally, there are three criteria that will turn any o.k. lead into a potentially great lead …

  1. The information is not widely known. You are giving it out early. It was not found in the newspaper, on a website, or somewhere else. This is an exclusive.
  2. You have the correct contact information including key contact name, phone, and email address.
  3. There is no such thing as too much information.

In terms of lead types … Continue reading “Becoming a Master Networker – Step #4 – Networking Currency”

Becoming a Master Networker – Step #3 – Evaluate Networking Opportunities

There are a number of different networking opportunities out there so let’s talk about some of the most common and give each some pro’s and con’s. Before that, we will start with this general statement. The best opportunities for you will be found in the same places that match your target personas. Different personas may yield different results.

This is critical … any attempt to do business with any other member of any of these networking opportunities should only occur once a relationship to do so has been established. These opportunities are earned. They are not given and they are not entitlements.

It is also only fair to say, and we will discuss this in depth in a future article, that any results will be in direct proportion to your efforts. Certainly some activities are designed to yield higher returns but, I have personally achieved great results from some really terrible organizations while I have also seen people fail miserably in desirable settings as a direct result of their lack of effort.

A few options …

Leads groups – Weekly (frequency) – NetWorks! Boise is a traditional networking, or leads, group that is entirely focused on generating business opportunities for its members. The strength of groups like this is found in the membership and whether or not your fellow members share your marketplace, goals, and target personas. Continue reading “Becoming a Master Networker – Step #3 – Evaluate Networking Opportunities”

Becoming a Master Networker – Step #2 – Establish Your Budgets

Last month we created three target personas that will be used to help us to identify our ideal opportunities. They were: Target Buyer, Target Power Partner, and Target Networking Opportunities.

Today we want to establish a budget in terms of time and dollars that we will be willing to invest in networking activities. Note that I said invest and not spend. Any successful networking opportunity will deliver returns in excess of your investment. If it does not, find one/some that will.

While we might mention different types of networking activities, we are not here to discuss those today. We definitely will in our next article and will do so in depth! Not all networking opportunities are created equally.

I’m one of those people who are keenly aware that there is selling time, when you see customers and prospects, and non-selling time, before and after work when you can do paperwork. Networking is a prospecting activity that should be engaged in during both times.

So, let’s start with time and we can look at this a couple of different ways: Continue reading “Becoming a Master Networker – Step #2 – Establish Your Budgets”

Becoming a Master Networker – Step #1 – Define Your Opportunities

It’s been said that it’s going to be difficult to get where you are going without some sort of map to plot out your course. The same can be said for selling and networking. In fact, you will have multiple maps that together should be used to create a part of your sales process.

Today we are going to focus on the creation of Target Personas and I am going to suggest that you will want to create three …

  1. Your Target Buyer/Market Persona – What does your best buyer look like and where will you find them? You are going to want to network with those who share at least some of these commonalities.
  2. Your Target Power Partner Persona – That’s what I call these folks but, I have heard others refer to them as strategic alliances. These people are from non-competing industries who will most likely refer you to potential business since they are folks who call on your same target buyers and markets.
  3. Your Target Networking Opportunity – There are plenty of meetings and events out there but, you will want to set certain criteria that will allow you to narrow your search.

Continue reading “Becoming a Master Networker – Step #1 – Define Your Opportunities”

The 12 Steps to Becoming a Master Networker – Series Intro

When I first began to write, it was on this site. Later, as my business began to morph, this site was repurposed to supporting our leads group and my writing focus was redirected to Adaptive Business Services. Well, I’m mixing it up again!

Since this is the home for our professional networking group, and as we strongly believe in all forms of networking … I wanted to start a new educational series toward maximizing those goals. At the same time, these articles will become a foundation for training sessions for our current and future members.

I’ve written down 12 steps that I feel are important and that will become the topic of individual articles. To be honest, I picked the number 12 randomly and primarily because it is a popular number for these types of programs. That and I’m addicted to networking. We might actually end up with 10 steps or maybe even 20. Continue reading “The 12 Steps to Becoming a Master Networker – Series Intro”

Press Release – Virginia Cunningham to Assume Ownership Role in NetWorks! Boise

January 10, 2018 – Boise, Idaho

NetWorks! Boise, a business-to-business networking organization that meets weekly for lunch, announced today that Virginia Cunningham has entered into an agreement with Craig M. Jamieson where she will gradually be assuming ownership of the group. This transaction will take place over the next four to five years.

The announcement to the group members from Craig M. Jamieson:

I am very pleased to announce today that Virginia will be taking on an ownership position with the group. There are number of reasons for my excitement …

  • I know that you all love and respect Virginia as much as she loves and respects all of you!
  • The group will continue and in the same format.
  • You will see no drop offs in the group’s services. We will continue to look at new ways to improve your experience.
  • I get somebody to strategize with! I have known Virginia longer than anyone and our core values and goals have always been in sync.

Effective today, Virginia and I will be alternating meeting coverage. We have also purchased a second projector so that one will be available at all meetings. I will be gradually schooling Virginia in all aspects of our operations. We will jointly make decisions regarding group policies. Of course, your input is always welcome and considered!

This additional free time will allow me to put added effort into finding, and bringing on, new quality members. Please join me in congratulating Virginia and a big thank you to our group’s attorney, Kristin Bjorkman-Dunn, for her help in putting our agreement together!

NetWorks! Boise is one of the services offered by Adaptive Business Services which will continue to be wholly owned and operated by Craig M. Jamieson. For information regarding NetWorks!, or for inquiring about potential membership in the group, please contact us via our website at www.networksboise.com

Sales Tip – Crisis … Where Danger Meets Opportunity!

In Chinese the word “Crisis” is represented by two characters. One means danger and the other means opportunity. In sales, any crisis while dangerous it may be, also represents your best opportunity ever to gain a customer for life! Or you can lose one forever. This choice is yours. The key to comprehending this concept lies in our ability to understand customer expectations and how those relate to rating their buying experience.

When I buy a new product or I invest in a new service, I expect it to perform in a certain way. If it does just that, meet my expectations, this buying experience for me is marked “neutral”. I got what I expected. If  that doesn’t happen, mark my buying experience as “negative”. If the product or service exceeds my expectations we have a “positive” experience. Here’s the rub. Even with a neutral or positive experience, the cynic in me is always wondering … “What happens when this thing breaks? Will the service I receive be terrible, exemplary, or somewhere in between?” I simply don’t/won’t know the answer to these questions until that dreaded episode occurs and, trust me, it will. Continue reading “Sales Tip – Crisis … Where Danger Meets Opportunity!”