Posts Tagged ‘cracking the networking code’

Motivational Leadership Speaker Video of Dallas Based Speaker and Author, Dean Lindsay

Motivational Leadership Speaker Video Clip

Dean Lindsay – motivational leadership speaker and author of The Progress Challenge and Cracking the Networking CODE

“Dean Lindsay is truly one of the best and most insightful speakers out there. I have hired him, heard him and read his work. He is always top notch with profitable tips and strategies – plus he is fun to watch. Dean Lindsay rocks!“
– Paul Rosowski
Teknion
Regional Vice President – Central

Dean Lindsay Client List

“Thanks for speaking at our firm’s annual kick off meeting. It’s difficult to find energetic speakers that not only motivate but who also bring practical business ideas that our associates can use to grow personally and professionally. You hit the mark in all areas – Be Progress!”
– David R. Pasciak
Managing Partner
John Hancock Financial Network, West Michigan

“Dean Lindsay is one of the finest keynote professional speakers working today. Believe me. I see them all.”
– Dale Turner
Director of Speaker Review
International Speakers Bureau

Watch more Motivational Leadership Speaker Video

Contact Dean Lindsay – Dean@DeanLindsay.com

14 Overlooked Holiday Networking Tips

By Dean Lindsay, Author of Cracking the Networking CODE

“If more of us valued food and cheer and song above hoarded gold, it would be a merrier world.” – JRR Tolkien

It might be tough out there, but Tis STILL the season for CONNECTING.

The holiday season can be a slow time for “business” but it can also be a busy time for “business relationship building.”

The holidays offer a great, easy and natural reason to re-connect with people we don’t regularly see or communicate with. So besides attending holiday gatherings, it is a wise investment of time to start phoning, mailing and emailing our Season’s Greetings and our Merry Christmas and Happy Hanukah Wishes.

Now, as we know, every event offers networking opportunities and that includes holiday gatherings. In fact, holiday gatherings offer ideal opportunities to network because of their relaxed settings and built in conversations starters – holiday shopping, food, family holiday travel, etc.

Holiday gatherings are all around, we can’t make them all. We must be selective and careful not to overextend ourselves. However we can’t connect if we don’t go.

Here are 14 Overlooked Holiday Networking Tips

Overlooked Holiday Networking Tip #1 

Arrive on Time and Ready to Help.

Be sure to offer the host/hostess your assistance. Volunteering at any event heightens the opportunities of connecting.

Overlooked Holiday Networking Tip #2

When Talking with Friends, Open Up.

Stand (somewhat) side-by-side and converse rather than standing face-to-face. This make us still approachable to others and does not close us off to others desiring to connect.

Overlooked Holiday Networking Tip #3

Carry Pen and Paper as well as Business Cards.

We need to be able to reconnect with folks and they might not to have thought about bringing cards.

Overlooked Holiday Networking Tip #4

Focus on Quality of the Conversation Not Quantity of Contacts.

Better to have a half dozen meaningful conversations that lead to progress than forty meaningless ones that don’t.

Overlooked Holiday Networking Tip #5

Branch Out (at some point)

Sure it is fun and comfortable to hang with your good old friends but there are new priceless business relationships to make out there also.

Overlooked Holiday Networking Tip #6

Get an Introduction to the Person You Want to Meet.

An introduction is an implied endorsement. Try to get introduced by the hostess/host or the most respected person at the event with whom you have a relationship.

Overlooked Holiday Networking Tip #7

Carry /Use Breath Mints or Those Dissolving Strip Things (not gum).

Sure you want to try the garlic artichoke dip but halitosis is bad for business. Good breath is a must. And as for gum, smacking anything at a networking function is discouraged.

Overlooked Holiday Networking Tip #8

Careful of the Eggnog (and Miller Lite and Merlot)

Many holiday gatherings serve alcohol. I encourage you to consider not drinking at these events, or at least know your alcohol limit and not get anywhere close to it. Sure you want to be remembered, but not as the loud jerk who couldn’t hold his liquor and spilt red wine on Judge Jacob’s Hanukkah sweater.

Overlooked Holiday Networking Tip #9

Look for People Standing Alone.

These folks may be nervous, and your initiative will often endear you to them. Plus, one-on-one networking is the best networking. It is hard to join a group unless invited.

A CODE Tip on Joining a Group –

Look for someone you know who is chatting with a couple of people you do not know. Approach the group and stand to the side within view of the person you know. This serves as a subtle cue for your contact to introduce you to the group and bring you into the conversation. Try it. It works. If someone invites you to join the group but forgets to introduce you, take the initiative and introduce yourself.

Overlooked Holiday Networking Tip #10

Hang a While at the Food Table.

I know it sounds like I’m joking, but people tend to be easily accessible around food. Stand near the food table, but not the bar. People tend to grab their drinks and move away from the bar, but are more likely to linger near the grub.

As people check out the buffet table, small talk comes more easily. “That fruitcake looks good…” is as good an opener as any. Once they have their hands full, people often look for a flat surface where they can place their plate and beverage. Take a spot next to them and get to chatting.

Check this out — Our endorphin levels are higher when we are close to food, which boosts our memory and the chance that we will remember and be remembered. We humans are a trip, aren’t we?

Food Additive:

Do not go to these Holiday parties too hungry. Consider eating something before you go so you can focus on the person, not the cranberry cheese spreed. If you are hungry at the event, grab a quick bite off to the side, and then mingle. Do not talk with your mouth full. (I hope I didn’t need to write that.)

Overlooked Holiday Networking Tip #11

Bond With the Spouses and Significant Others of the Influential.

The influence and power wielded by spouses and significant others is grossly underestimated. And because of this, they often go ignored. When offered the chance at a holiday function, invest the time to make a solid connection with them. Get to know them as people, and after the event they are likely to speak well of you to you know who.

Overlooked Holiday Networking Tip #12

Do NOT Try to do Major Business Deals (save that for later).

Keep business out of it. It’s the holidays, and people don’t want to be sold to. Make it about getting to know others and not about you or your business. Do not rush new relationships; think LONG TERM. Do not SELL! It is a mind-set. Be subtle. The worst thing you could do is try to start selling someone at a holiday party!

Overlooked Holiday Networking Tip #13

Catch That Name.

We say we forget names. But I don’t think that’s true. I don’t think we really hear the name of the person when we meet them. We are not listening. We are more focused on what we’re about to say.

The other person’s name is way important to them, probably about as important as yours is to you. To make a great first impression, make a point of catching and tossing around the person’s name in conversation. This is almost impossible when we are preoccupied with the red and green decorations or what we are going to do or say next to be impressive.

The Name Game

1. Right before you meet new people, PREPARE to CATCH their name.

2. Toss their name back in your first or second response.

3. Mention their name naturally throughout the conversation (but do not overdo it).

4. Repeat their name when parting.

If you do not catch it, ask them to repeat it rather than letting it go. Do not be embarrassed to ask (they probably did not catch your name either). Read others’ nametags. That’s what they’re there for.

Again, your new contact’s name is the ultimate word to use in order to make a solid first impression. Using the person’s name in a natural manner throughout the conversation is an easy and organic way to create a memorable link between yourself and your new contact.

Overlooked Holiday Networking Tip #14

Uncover the Next Step (Mucho Importanto).

Find a reason (that is good for them) to connect them again and then… connect them again (and soon). Focus on — How can you “Be Progress” for this person?

Merry Christmas and Happy Holidays.

Be Progress.

Eight Holiday Organization Tips (Guest Blog Post)

Networking with Lions, Elks and Moose, Oh My! – Proven Places to Nework (Part III)

Part One of Proven Places to Network
Part Two of Proven Places to Network

Funny Video from Dean on Remembering Names!!

11. Kiwanis, Rotary, AMBUCS, Lions, Elks, Moose
(I know there is an animal joke in there somewhere.) Do good for the community while you build relationships. Rock-solid plan. Here it really pays to serve as a leader.

12.  Workshops, Classes, and Seminars
Take every chance to learn more and make yourself better. Other people committed to jogging the road to success will be there too. Contribute ideas. Ask questions. Look for a list of upcoming workshops in your local business journal’s calendar of events. Expect a higher grade of professionals at the workshops and seminars that are sponsored by area business journals.

13. College Associations
Having common backgrounds makes for easy conversations and many really get a kick out of helping an alum of their university.

14. Leads Groups
The great thing about leads groups is that they are focused on lead generation for their members. Expect events held by leads groups to be more intense than the rest of the networking options on this list.Make sure you check out the membership roster before you join. If there are some members who are in your line of work, you will probably want to join another leads group. They may not even let you join if there is already someone in your category. Also, find out what the member obligations are, and ask some of the members how much business they have generated from being a member.

15. Cultural Events
Meet some people with style and taste. Theater, symphony, art exhibits, rodeos, tractor pulls…

 16. Volunteer
A great way to gain visibility and develop relationships is through volunteering with any of the above-listed groups. Almost all these groups could use a hand. Step out and step up. Look for volunteer jobs that will provide you opportunities to show off your skills and personality, and meet and interact with new contacts. You increase your impact as well as the potential for new contacts when you actively participate.

Volunteer to:
- Serve on committees. You can help shape the association’s policy, as well as work closely with and learn from other experts.

- Chair a committee or run for office. Let people experience your leadership, communication, and organizational skills in action.

- Work the reception desk. You will meet people as they sign in.

- Help direct people to the right rooms at a large convention (often called being a people mover).

- Be a greeter. The greeter spot is ideal for the self-diagnosed shy, because the title alone forces you to connect. Plus, as a greeter there is an automatic assumption that you are “in the know” and others will naturally come to you for info and help.

- Join the board. You will connect with key industry leaders and gain a reputation as a leader yourself.

Crack the Neworking CODE.

Be Progress.

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Watch Video Clips

PROVEN PLACES TO NETWORK (PART TWO)

from Cracking the Networking CODE by Dean Lindsay

CLICK HERE FOR PART ONE

8. Hobby/Passion
Join groups that offer possibilities for making contacts and achieving personal growth: art appreciation, dancing, chess, astronomy, wine and food clubs, etc. You will meet others with similar interests who are ready to network. Go to meetings that feature discussions on a topic you’re interested in.

9. Golf/ Sports
Golf has long been the sport for business networking. So if you’re a somewhat decent swinger, tee up. Jerry Lindsay (successful business owner, avid golfer, and a great dad) offers these words of caution: “The way a person relates to golf mirrors the way they relate to business. So putt everything out, play the ball where it lies, let faster players play through, do not throw clubs, and most of all, do not cheat.” Other sports work fine for networking, too. The key is to find a sport you are interested in, and get involved.

10. Spiritual Organizations
I am NOT suggesting that you join a church or synagogue only for the business opportunities. But let’s face it – many solid business relationships are forged in the pews and folding chairs of spiritual organizations. Go for the right reasons and let your light shine. Hide it under a bushel? No. You’ve got to let it shine.

More to Come.

Be Progress.

Cracking the Networking CODE
4 Steps to Priceless Business Relationships
a business networking book by Dean Lindsay

 “Perhaps the most powerful way to leverage and multiply your talent and ability is by expanding your personal and business network. THIS BOOK SHOWS YOU HOW.”
– Brian Tracy, Author,
Getting Rich Your Own Way

Get Your Copy and Be Progress.

Sales, Career Transition Short Article – Trust Makes Money by Dean Lindsay

Insight from Cracking the Networking CODE

Both navigating career transition and selling in this down economy require building priceless business relationships.  You may not believe this, but meeting people and making a solid first impression is the easiest part of building a priceless business relationship.  As Captain D. Michael Abrashoff, former commander of the USS Benfold, relates in his book, It’s Your Ship, “Trust makes money.”  Trust is the basis for profitable long-term relationships.  Building trust takes time.  Trust is the promise of progress. 

Trust is fragile and can be weakened by broken promises and unrealistic expectations.  So mean what you say and do what you say you will do. 

The power in building relationships comes from what you know about who you know, and how you creatively use that knowledge.  The more you know about someone in your network, the more ways you can be progress for his or her life. 

What are they going for in life?

What do they like?

What are their interests?

Find ways to help them progress based on their needs – not on your services.  People want to be in relationships with people who bring progress into their lives.  They trust people who continually bring progress into their lives. 

My definition of trust is ‘the promise of progress.’  People must trust that you care and offer value.   There must be benefits gained from being in a relationship with you, or there will be no relationship. 

As relationships blossom, continue to look for ways to establish yourself as a Progress Agent in their lives.

Feel free to contact me to discuss more: Dean@DeanLindsay.com

or 214-457-5656.

Follow my blog posts at: www.Twitter.com/DeanLindsay

Click here for more info on Cracking the Networking CODE

Be Progress.

Funny Business Leadership Speaker, Sales Training

Dean Lindsay, Author of The Progress Challenge, on Progress vs Change

Follow him at: www.Twitter.com/DeanLindsay

Endorsements for The Progress Challenge : Working and Winning in a World of Change

“Finally a meaningful book with a workable process for progress.”
– Gerhard Gschwandtner
Founder and Publisher
Selling Power Magazine

“The Progress Challenge is a much needed kick in the pants for all of us. Dean Lindsay’s witty words and questions will wake up your sleeping intentions and challenge you to move forward with purpose in your life. What an enlightening book!”
– Ken Blanchard,
coauthor of The One Minute Manager®
and Leading at a Higher Level
 
“The Progress Challenge is an excellent guide to both personal and professional success.  The book helps the reader understand that change is inevitable, yet progress is a choice.  In Lindsay’s words…”be progress”.
– Jim Keyes
CEO, Blockbuster

“If you desire to become a better leader, I recommend you add Dean Lindsay’s The Progress Challenge to your leadership toolkit.  I especially liked the insight into the life and work of Viktor Frankl as well as Dean’s use of humor throughout the book – a valuable and enjoyable read.  The Progress Challenge is an honorable challenge that anyone aiming to make a positive difference should take.”
– Ramon F. Baez
Vice President and Chief Information Officer
Kimberly-Clark Corporation

“The Progress Challenge is a fun to read book crammed full of thought-provoking, practical and motivating take-aways.  With the 6 P’s of Progress, Dean gives us all the incredible opportunity to be purposeful in creating progress, not just change, in our lives and work.”
– Julie Weber
Senior Director, People
Southwest Airlines Co.

Be Progress.

Funny business leadership speaker video, Dean Lindsay

Free Trade Show Booth Tips – Running a Successful Trade Show Booth (part three)

Insight from CODE Cracking for Trade Show Booth Success

Working a booth at a trade show can be such a powerful way to network, reinforce existing relationships, and build name recognition that I wanted to offer some trade show tips into making the most of the investment. The key is to find ways to encourage visitors to stop and comfortably begin building a solid relationship with you. Here is the third (and final) batch of trade show tips from Cracking the Networking CODE.

CODE Trade Show Booth Tip # 11
Do not badmouth your competitors.

Badmouthing competitors makes you appear less confident about your products/services and especially about yourself. It also shines an unnecessary spotlight on the competitor. Bring up the good points about your stuff and leave badmouthing the competitors to your ecstatic customers.

CODE Trade Show Booth Tip #12
Do not eat at your booth.
I’m sure you would agree that it’s not attractive to watch someone chow down on nachos smothered in that bright orange fake cheese gunk. What is worse is when they see you coming and they lick their fingers while looking around for a napkin to wipe off the grease so they can reach out to shake your hand. The need for nourishment is another solid reason to find someone you can trust to run your booth while you go get a bite to eat.

CODE Trade Show Booth Tip #13
Get a list of attendees and contact them before the show.
Send them an invitation to your booth. Make them want to visit your booth. Offer a giveaway, or announce that you are unveiling something new to the market they must know about. Look over the list of attendees for heavy hitters and ask them personally to visit your booth.

CODE Trade Show Booth Tip # 14
Get business cards/contact information.
This is HUGE. How else are you going to follow up? Offer your company’s free e -mail newsletter. Don’t have one? Start one. Have a giveaway, a drawing, or some kind of contest. Ask for cards. You have to be able to reconnect and market to these people after the event.

CODE Trade Show Booth Tip #15
Take notes.
So many people, so little brain space! Write a few words on the back of cards that will help you remember the person, the conversation , or the opportunity. This will go a long way toward making # 16 happen.

CODE Trade Show Booth Tip #16
Follow up in a timely manner.
This is where it so often falls apart. You MUST reconnect with the folks you met. Thank them for visiting your booth. Mention something interesting they shared with you. Look at your NOTES. Do not do this three weeks after the show. Do it the next day. Don’t try to hard-sell them in the follow-up, just make a pleasurable second impression and see if there are ways you can serve this person, even if it is not with your stuff.Trade shows are powerful and profitable places to grow your network if you are prepared and know how to work them.Our new program: CODE Cracking for Trade Show Booth Success is now available. Contact us for Details.

Listening Skills, Tips - Listen as if Your Lifestyle Depended on it… IT DOES!

Insight from Cracking the Networking CODE by Dean Lindsay

“No man ever listened himself out of a job.” — Calvin Coolidge

Everyone has a need to speak and be heard, especially in the challenging business landscape we are presently in. To build truly priceless business relationships we need to treat others as if they are the most important people on the planet because – in their minds – they are.

Everyone wants to feel that they are significant and have meaningful ideas to share. Those who choose to really listen will always have someone to talk with. Notice that I wrote talk with, not talk to. The key is to: Turn people ON to you by tuning IN to them.

Good listeners absorb and reflect on what they hear. They are active in the listening process. This requires energy and motivation because listening is more than just hearing. We must become active listeners rather than passive hearers.

Often our motivation to actively listen is not all that high. We think we can get by without really focusing. This is a mistake. The ability to value what others say is critical to building priceless relationships. Be determined to understand completely what others are trying to communicate. It helps to collect our thoughts and focus only on present conversation.

How often do you catch yourself thinking about some unrelated issue when you should be listening? It is difficult to tune in when you’re preoccupied with previous conversations or unfinished tasks.

Business philosopher Jim Rohn is quoted as saying, “One of the greatest gifts you can give anyone is the gift of your attention.” Rohn is right. Don’t get distracted by other people’s nearby conversations. If you have to, walk the person you are speaking with to a quieter place in the room to have your initial chat.

Try this. Look directly at the person and when they stop speaking, count to two (in your mind!) before you speak. Committing to this brief pause:

A. helps you avoid interrupting the other person, who may have only paused to gather his or her thoughts.
B. establishes that what has just been shared was worth contemplation.
C. gives your brain time to digest the information and ask a good clarifying question or make a comment.

Good clarifying questions offer the person the chance to rephrase their thoughts and say precisely what they mean. Repeating back (as questions or tentative statements) what you think you’ve heard the other person say also makes people feel wonderful, and it avoids mind-misreading errors.

We also should be careful not to turn into an overanxious talker and overpower the fine folks in the dialogue and not letting anyone else talk. Active listening can help prevent this from happening. Think about it:

In the past, at the end of a conversation, did you tend to know more about the person, or did they learn more about you?

Discipline yourself to uttering no more than four sentences in a row without stopping. This ensures that others will have the opportunity to express themselves.

Two ears, one mouth. You know the saying.

Crack the Networking CODE.

Be Progress.

My Business Networking Book Gets Thumbs Up from American Coal Council

Cracking the Networking CODE is “packed a lot of useful information.” — American Coal Council

Cool. I was vanity searching the WWW this morning and came across this review of my business networking book, Cracking the Networking CODE. I had not seen it before. Solid well rounded review — plus they liked it!   

To Jason and American Coal Council – Thanks for the great review.

My favorite line of the review — “First things first, Dean’s style of writing is quick, fluid, and to the point. No showy grandstanding, or unintelligible words (unless they’re defined right there, in the book) that make it a tough slog to get through. Dean offers up straightforward information and loads of personal anecdotes to help you become more effective at networking.” Right on!!

Of course I like this line too — “Cracking the Networking Code is one of those books that everyone who wants to be effective in business networking will want to read and have on their shelf.” — American Coal Council

What can I say, I told you it was a great review.  Check out: American Coal Council’s Review of Cracking the Networking CODE

Thanks again American Coal Council.

Be Progress.

Follow me on Twitter.

More on Cracking the Networking CODE

“Perhaps the most powerful way to leverage and multiply your talent and ability is by expanding your personal and business network. THIS BOOK SHOWS YOU HOW.”
– Brian Tracy, Author,
Getting Rich Your Own Way

Cracking the Networking CODE is Recommended Reading by the United Professional Sales Association and Profit magazine.

The Dallas Morning News says the book serves up “networking advice with wisdom, humor and concise guidance.”

“For over three years, our entire sales team has benefited from Dean sharing his topnotch business-building insights, insights now found in his smart, engaging, and powerful Cracking the Networking CODE. While utilizing Dean’s fresh insights, along with his personal coaching and mentoring, our sales professionals have taken their success to the next level! ”
– J. Lee Ripley
Field Vice President
Pacific Life & Annuity Company

Cracking the Networking CODE features:

• The Top Ten Benefits of Networking
• 37 Questions for Defining a Powerful Networking Plan
• The Way Around the “Do Not Call” List
• 16 Examples of Proven Places to Network
• 16 Tips for Running a Successful Trade Show Booth
• 9 Strategies for Opening Face-to-Face Relationships
• 6 Often Overlooked Networking Strategies
• 20 Quick Tips for Delivering Solid First Impressions
• 10 Ideas for Creating a Series of Positive Impressions
• Insight on Business Cards and Note-taking

As well as How to:

• Be a Success in Your Own Eyes
• Conquer the FEAR of Networking
• Harness the Power in Numbers
• Gain Confidence Talking to Strangers
• Ask Progress-Focused Questions
• Listen As If Your Lifestyle Depended on It.
• Design Your Rise & Shine (30-Second Commercial)
• And of Course How to …Crack the Networking CODE!!!

“This is a book that everyone will wish they read 20 years ago. Dean’s CODE reminds me of every successful person that I know. What a tremendous asset it would be if we could only memorize all of the quality pointers in this book.”
– Frank Bracken President and COO
Haggar Clothing Co.

“Dean Lindsay is a master of progress, and in this book will show you how to be the same. He’ll take you by the hand – a pleasurable experience, because the man is an awesome writer – and lead you into the land of networking nirvana.”
– Jay Conrad Levinson
The Father of Guerrilla Marketing ( Brief Excerpt taken from Jay’s Foreword for Cracking the Networking CODE)

“Dean Lindsay writes on the subject of networking and relationship building with conviction and authority. His writing, Cracking the Networking CODE, will be of immense and immediate value to anyone aiming for greater effectiveness in marketing and selling.”
– Jack Kinder, Jr. and Garry D.
Kinder Speakers, authors, consultants

“This book is a hip, fun, easy read that is filled with specific tips for connecting and staying connected with others. It is also filled with enough trivia and “significa” to give you even more to talk about. Read, laugh, learn and improve.”
– Jim Cathcart
Author of Relationship Selling

“Whether you are looking for a new job or thinking about changing careers, Cracking the Networking CODE is the book for you. It reveals what the human resource community has known and kept secret for years. Networking is the key to unlock the door to any position and this book gives you the combination to that lock.”
– Gayle Ciupak
Manager, Human Resources
General Motors

“Dean Lindsay has redefined networking from the mindless, self-serving distribution of business cards to a connecting, collaborative, communicative process. Reading this book is an absolute necessity in today’s changing environment.”
– Helen Harkness, Ph.D.
Founder, Career Design Associates, Inc.
Author of Capitalizing on Career Chaos

“What an important book! I have never seen anything like this in Sweden. Highly informative yet extremely entertaining, this is a book I would give to all my colleagues. It’s perfect for any professional wanting to make his or her way in today’s global business environment. An easy read – and a must read!”
– Jonas Milton (Stockholm, Sweden)
President (VD) of Almega