From the desk of Michael Hughes, Canada’s Networking Guru. There is no question that today’s difficult and demanding business environment is having an effect on sales and purchasing cycles. Decisions are now being impacted by more restrictive budgets, micro-managed bureaucracies and/or a general wait-and-see mindset.

Any, or all, of these factors are causing delays in confirming contracts or completing transactions in a timely manner. And often the real culprit (money) is buried behind any number of delaying tactics. It’s easy to become discouraged or frustrated when  these issues arise, especially when all seems to be going full-speed-ahead. 

How can you address this reality that is now a part of of our “new” economy?

1. Increase prospecting activity. The number one strategy to reduce the impact of delays is to expand the basket of prospects you are working with. Investing in this activity alone will help reduce stress as it supplies new options and opportunities. Implement a discipline of attending one networking event every week (personal bias here). It will result in an on-going stream of new contacts.

2. Shorten communication chain. It’s even more important, in today’s constantly changing business environment, to stay in touch with prospects, clients and colleagues. Use multiple media (email + phone + face-to-face) to continuously gauge the progress of projects and identify possibilities. Don’t take anything for granted. Ask the hard questions, especially dealing with financial aspects. This is your responsibility.

3. Focus on value. This economy is a buyer’s market. Clients and prospects know they are in the driver’s seat. That’s one of the reasons they are prepared to wait. Offset this tendency by supplying overwhelming value. This could relate to quality/quantity of services, fees/discounts or expanded offerings. Give them reasons to move forward by addressing the business case (cost of delay & tangible result of investing now).

4. Adapt schedules & services. Many companies and individuals are looking for a unique offering that is customized to their needs, situation or budget. Invest more time upfront to discover the unique formula that appeals to each prospect. Be prepared to be more client-focused. And I mean putting the client’s needs first by focusing all your efforts & energy sincerely on their success. This is now a requirement for success.

5. Accept reality. No matter what your value or your offering, some clients in today’s marketplace will explore working with you, then decide to pass. It’s simply a fact of life. Do your research, work hard to demonstrate your value, exemplify professionalism and integrity and know when to walk away.

To get even more ideas and insights on building a successful business, surpassing sales targets or accelerating career success, visit www.NetworkingForResults.com.

From the desk of Michael Hughes: in today’s difficult and demanding business climate, delivering outstanding service is the exception, not the norm. When we get it, we know; it’s that rare. But do we take time to acknowledge that extra initiative, second effort or unexpected impact? Rarely, if ever. Yet, unsolicited praise remains one of the greatest gifts we can receive.

Why not take the time today to recognize a supplier, client or colleague who has gone above and beyond your expectations by praising her/his actions in writing, for all to see. It’s powerful, it’s empowering and it’s satisfying for both of you. here’s my contribution:

To Clayton Shold and Dave Maynard at Salesopedia.com:

Didn’t want to let the day end without sharing with the two of you how much I’ve enjoyed working with you. Every interaction with each of you has been pleasant and filled with enthusiasm and positive eneergy. The level of professionalsim you bring to each project we work on is amazing. You continuously amaze me with your innovative ideas and willingness to put me first.

But the most important part of our relationship is that you are sincere about my success. The recent “Salesopedia author showcase” you created for me has already translated into new business (within a week of launch!). I’m both incredibly surpised and extremely pleased. Thanks for your support. I look forward to working with you again soon and contributing to your success.

from a more-than-satisfied client,

 Michael Hughes, Canada’s Networking Guru

With all the doom and gloom pervading the news these days, it’s easy to adopt a pessimistic perspective (often camouflaged as a ”realistic” outlook) about the new year and its opportunity as a catalyst for new beginnings or personal renewal. 

Pessimists say “why try? You failed last time.” Realists preach “It’s not worth the effort. You’ll only waste your time and effort again”. And don’t kid yourself, many of these negative comments come from the little voice inside you as much as those around you.

I, for one, choose to see the new year as a chance to start over, to begin anew without guilt or remorse for last year’s failings. I use the calendar to wipe the slate clean and renew my dreams and re-write my goals.

As an optimist, I accept that success is as much in getting back up and trying again, as it is about sitting back and accepting reality. I believe that it is this human characteristic that allows us to truly embrace who we are and what we are.

This new year brings with it amazing power and potential. This is the perfect time for you to choose,or renew, a commitment that reflects the optimist in you. It will empower you and propel you into the new year.

I started my consulting practice 18 years ago at age 43 after being terminated from a 23 -year corporate career . I’ve struggled, survived and am finally succeeding. I choose to believe, and plan for, 2010 as my best year ever.

I ran my first marathon and 58, after 24 years of trying and three failed attempts. This year, I’ll compete in my first triathlon and this fall, I’ll run my next marathon with my two sons. My training starts today. I choose to believe, and am planning to, accomplish both.

I believe that I am entering the period of my life that will allow me to make the contribution to others I am truly capable of. To that end, I commit to embracing new opportunities, options and relationships that appear this year.

How couragous are you? Do you have the courage to believe in yourself? This is the perfect time to turn and face this new day. I’d love to see, or hear, what the optimist in you chooses for this year. Email me at info@NetworkingForResults.com.

Michael Hughes, Canada’s Networking Guru

One of the most common mistakes in Networking for Results is not having a solid plan  to guide efforts and maintain motivation. As you look ahead into the new year, it’s both important and necessary to clarify what business objectives you want and need from your networking efforts.

I have found that the most effective strategy is to view your networking investment over the entire twelve-month span and relate it to three main outcome areas: cash (revenues), clients and contacts.

I’ve designed a one-page planning document that allows you confirm what your requirements are in each area as a starting point, then measure your results on a monthly, quarterly and annual basis.

The template is attached to this post. Simply download it and use it. If you need help or have a question, email me at info@networkingforresults.com.

nfr-annual-networking-business-plan.pdfnfr-annual-networking-business-plan.pdf

wishing you even more success in 2010.

Just about all of us have, at one time or other, been motivated to raise money for charity. It could have been after being emotionally moved by some televised fundarising event, sitting in on a presentation for a worthy cause or, as is more often the case, as the result of an event that deeply affected us personally and acted a catalyst for action.

Last week, I had the privilege of participating in a one-day event that raised $100,000 to be donated to a local hospital foundation’s expansion project. In and of itself, this doesn’t compare to the massive amounts raised by the many fundraising machines that drive revenues for orgnaizations. In fact, it’s a drop in the bucket. The significance of the result lies in the fact that it was raised entirely through the efforts of a small group of volunteers, with no budget allocation and in spite of a shorter-than-normal planning schedule.

This is a relatively-unkown event in our area. The dual purpose of the Plowing Fore a Cure Legacy Golf Tournament is to increase awareness of the contribution agriculture makes to our community and raise money for the fight against cancer, specifically directed to the Ottawa Hospital Foundation’s 20/20 Fundraising Campaign.

Here are the contributing factors to our success. We were able to re-connect with past golfers and prize donors who were happy to return to what they perceived was a successful and worthwhile project. We actively leveraged each of our networks to access new contacts and donations. We hosted this year’s tournament in memory of a recently-deceased committee member, which unexpectedly brought us a five-figure sponsorship linked to his name. We benefitted from our association with the local hospital foundation to create an exponential growth factor in the funds received.

Here are five components that led to our unexpected financial outcome:

1. Belief: this volunteer group firmly believes in the foundational factors that encompass the event. The core group returns every year, believing in the value of both the tournament and its capacity to contribute to our community. It has become as much an annual reunion as it is a fundraising project.

2. Persistence: The event was created as a part of a recovery program from a less-than-successful agriculture-related event (a whole separate story) eight years ago, and has existed in its current format for six years . Each year has brought its successes and challenges, but with each one has come growth, experience and the confidence in our ability to succeed.

3. Partners: One of the critical success factors for our event has been the ability to attract and include event partners who have bought into our vision: from long term partnerships with the local agriculture associaton and our golf course partner (Emerald Links) who, year after year, has been there, to annual partners who have contributed their money, expertise or resources.

4. Opportunities: Each successive year has brought a new environment with its own unique set of circumstances. Each one has proven to hold opportunities we were able to identify and benefit from. We have started each year with new optimism, hope and the firm belief we could make a difference and, difficult as it is to believe, it has worked.

5. Leverage: represents the single most important factor that has contributed to the on-going success of the event, and the perfect storm that created this year’s amazing financial outcome. From volunteers who leveraged their networks to get golfers and prizes, to leveraging personal networks and expand on a unique “in memory of” component,  to leveraging the local business community through links with both the event and its purpose, to leveraging donations with our matching funds component to maximize the impact of money recieved.

No matter what your reasons for raising money for a charity, use these five key areas effectively and watch your project grow and succeed.

Michael Hughes is the co-chair of the Plowing Fore a Cure Legacy Golf Tournament that  in 2007 pledged to raise $100,000 over a five-year period, with all profits donated to the Ottawa Hospital Foundation’s 20/20 Fundraising Project. It is eligible for an Ontario Government matching funds component of $2.30 for every dollar raised. If you would like to make a donation, please contact info@PlowingForeaCure.ca

From the desk of Michael Hughes, Canada’s Networking Guru. Golf is the fastest growing sport in the world. It is also accepted that more business deals are now consummated on the golf course than in the boardroom. It is an excellent networking tool when used properly. Here are some practical tips to convert your investment on the links into results in the boardroom.

Have clear, written objectives. Networking and golf go together but the success of your encounter will depend on your ability to know what you want to accomplish. Invest time to decide what information you want, or whether you just want to build the relationship. 

Know whom to invite. Make sure you know the expertise and expectations of those you’re golfing with. Organize you game and your attitude around that of your golf partners. How you handle yourself can greatly impact business.  

Respect the rules. Remember that as you get to see your clients in a more social environment, they also get to see you. Be on your best behavior as everything you say and do reflects your professionalism and integrity. 

About business. Don’t discuss business before the 5^th hole or after the 15^th. This gives everyone a chance to relax and get into the game before discussing business and to end with the focus on the game. A good finish can help the 19^th hole confirm some business. 

Have a product positioning statement. Minimize wasted communication by having a short statement that identifies your target market, the top benefit of your product/service and the result of doing business with you. 

Avoid alcohol. It will not help your game and can lead to some deadly consequences. This is an opportunity for you to increase your professional image and improve your relationship. You need all of your wits about you. 

Know how to play ready golf. When it’s your turn to play, make sure you’re ready to hit. Most golfers are willing to play with just about anyone regardless of their skill level, as long as they don’t waste time on the course. 

Play the best golf you’re capable of. Some people believe in playing “customer golf”, allowing the customer to win by missing some obvious shots. This is insulting and can have disastrous consequences. Use the handicap system to even the competition. 

From the desk of Michael Hughes, Canada’s Networking Guru.

Each of us faces adversity. This could come in the form of a sudden job loss, unanticipated career change, work-related challenge, serious personal issue or some other unexpected curve in the road of life. Here are some strategies I have used to deal with these difficult times.

From the desk of Michael J. Hughes, Canada’s Networking Guru.

I define networking as the process of creating and developing relationships from initial contact to ultimate outcome. My premise, and my exprience has been, is that the process is fundamentally unalterable. This means that networking online will never replace face-to-face contact, nor was it ever meant to. When the technology is used effectively, it can enhance the relationship process.

1. Accept reality. Because online networking often doesn’t include the all-important human contact factor, it can make relationship-building more difficult and complicated. Don’t misinterpret that acceptance of a connection equals a relationship. This is simply one small step towards building the relationship. You will often have to work harder to create relationships online because of this very fact.

2. Embrace the process. Relationships take time, require investment and need to be nurtured. Be prepared to invest in all three if you really want your online contacts to blossom. Keep thinking and working in terms of small steps that will build into future success for you and others.

3. Take responsibility. Many people are unsure of protocol when it comes to moving a relationship forward. Make it easy for them by suggesting a next step. Reduce their anxiety by adapting to their schedule or time line. Increase their level of comfort by allowing them to set the terms of contact. Every time you do this,you build trust as they will gain more appreciation for your sincerity and professionalism.

4. Emphasize context. An online connection occurs as a result of pre-determined context. This could be a common contact, similar interests, parallel career path or complementary needs. Use this seed as the basis for relationship growth. Relationship-building online is no different than at a networking event. In fact, it requires even more work in the early stages to overcome the inertia of non-human contact.

5. Build trust. Just about everyone today is cautious, even more when dealing with others online. Take this into consideration in your relationship-building mindset and methodology. Over-compensate when it comes to simple trust issues such as honoring commitments, disclosing agenda or sharing information. Consistenly demonstrate that others can depend on you to deliver on small promises and specific actions. This will have a huge impact in a short time.

6. Communicate effectively. This is one area that most online networkers miss. The best communicators focus less on communicating their own agenda and work harder to discover what others want and need. Taking this tact with online conversations will have others perceive you as more professional and more polished.

7. Think options. Relationships always carry outcomes. This is a simple fact of life. Take this perspective will help you keep investing in the relationships you make online until they yield results. Be prepared to allow online relationships to grow at their own pace, that way others will know you care about them and will open their minds, hearts and networks for you.

From the desk of Michael J. Hughes, Canada’s Networking Guru.

In my fifteen years of relentless research on networking, I have witnessed the ingredients of a networking success formula. Below are characteristics I have found in every successful networker (and by successful I mean at the six-figure level) I have met.

1. Courageous. This is one of the most overlooked, but necessary traits of the successful networker: the quality of being open to, and in fact seeking out new contacts, seeing them as additional assets and resources. They always take the initiative, thereby making others more comfortable and at ease with the process.

2. Curious. Successful networkers have developed their ability to be sincerely curious. This genuine curiosity acts as a beacon, attracting interest and creating a deep psychological bond with others in a short period. It is an acquired skill that immediately makes others feel liked and accepted.

3. Caring. Successful networkers have discovered the little-known secret of using networking as the basis for relationships. They see each interaction as a powerful catalyst that impacts and accelerates the relationship process. They know that by demonstrating they care about the other person, they create a powerful bond and build trust.

4. Skilled communicator. Just as a Judo expert uses an opponent’s weight to her/his advantage, successful networkers realize effective communication is the result of being a better listener and asking better questions, rather than parroting an “elevator pitch”. In this way, they allow the other person to be the centre of attention as they gain valuable information.

5. Create value. Value is a critical success factor in business and in life. Successful networkers accept that every contact has inherent value. They make it a priority to discover the other person’s value then they actively seek ways to unselfishly and openly leverage that value, either for themselves or for others.

6. Consistent. Although successful networkers understand networking is a powerful and productive ignition point for a relationship, they also accept that without further impetus and interaction, the spark will die. They take full responsibility for moving relationships forward, recognizing the process can take weeks, or even months.

7. Contribution-focused. The most successful networkers contribute first, often and most. They take a leadership role in groups, at events and in relationships. They have come to realize that having the courage to contribute goes against the grain of our “me-first” society. And in doing so, they unlock the doorway to networking  success.

Michael Hughes is known as Canada’s Networking Guru. To have Michael speak at your next meeting or conference, contact him at www.NetworkingForResults.com.

From the desk of Michael J. Hughes, Canada’s Networking Guru. 

The approach of Valentine’s Day always revives the interest in, and the impact of, my good friend Cupid. For those of you who may unbelievably still be blissfully unaware, Cupid is a mythological winged cherub who acts as a catalyst for romance.

His escapades are well-documented. He surprises unsuspecting couples, stabbing them with his invisible, love-laced arrows. Once Cupid has awakened this emotion, the two parties involved see one another in a completely different light. Their mutual attraction is almost overwhelming. Is this a myth that we should simply discard, or is it fact? Let’s take a look at how life operates.

You attend a networking event. A conversation partner, whom you’ve been more or less  putting in time with until someone better comes along, mentions, almost offhandedly, that he has a strong connection with a prospect you really want to meet. Your attention snaps back to this person and you immediately see him in a different light; it’s almost as if you’ve been prodded in a “Cupid-esc” fashion to see the value in the other person.

You are about to leave your association’s monthly meeting, when a colleague you barely know approaches with another person in tow. She introduces her contact, adding some comments about an event that her conversation partner has mentioned. She is adamant about the urgency that the two of you connect, as she feels you have the perfect topic to present at their next conference. You look at her, shocked and overwhelmed by this unexpected act. Her “Cupid-esc” networking strategy has given you a sudden, incredible appreciation for her value, both as a professional and as a person.

I believe our friend Cupid is continually at work in our lives. This time of year brings to the surface the powerful effect the Cupid Factor has, when applied strategically. An unselfish act, done to support or strengthen a relationship, always leaves both people enriched. How can you put the Cupid Factor to work as you network in coming days and weeks?

-Increase your awareness of the Cupid Factor, and trust in its effect. You will immediately see 

 opportunities that you never thought existed.

-Become a Cupid by consciously investing time and effort to discover whom others want and need to

 connect with as you network.

-Create networking “Cupid-esc” connections with others. Simply setting this principle in motion

 produces unexpected and unanticipated results, for yourself as well as your Cupid Factor targets.

Happy Valentine’s Day.

Want to know about Networking For Results? Visit www.NetworkingForReuslts.com.