C2 Your Health LLC_Cindy Cohen_South Bend Networking

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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copyright all rights reserved Cindy Cohen Networking

2

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/


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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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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].

C2 Your Health LLC_Cindy Cohen_South Bend Networking

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