As entrepreneurs, we know we need to network to grow our business. As career professionals, we know we need to build relationships to help us advance our career. But how do we do this well? What do we need to know about networking to help us be successful? Diane Darling, founder of Effective Networking, Inc. joins me today to give us some advice on how to approach networking so that we are comfortable and effective. Listen to Diane’s great tips on how to approach new people at networking events and what the best way is to follow up and build relationships that last.

Featured Guest

Diane is the founder of Effective Networking, Inc. and is an expert on networking.Diane believes that everyone can learn to network well, once they find their own style. Her own story is that she is shy herself and needed to get over her fears and learn the skill networking. She not only mastered the skill , but then went to build a successful business from it. Diane is the author of The Networking Survival Guide and Networking for Career Success, both published by McGraw Hill. Diane has appeared on NBC Nightly News. She’s been featured in the Wall Street Journal, the San Francisco Chronicle, and the Boston Globe. And she’s here today on GPS Your Career to offer us some advice on how to network to advance our careers.

Listen to the December 5, 2011 show.

‘Tis the season to be jolly! It’s also the season for socializing. We are invited to many holiday events; some for business and some just to have fun and share some holiday cheer. The point is that we are meeting and greeting more people this time of year than any other. It’s a great networking opportunity.

Often these occasions are not about serious networking yet they do provide us with the chance to meet new people and enter into casual conversations about what we do. It’s the perfect time to network without the pressure to “sell” ourselves.

How do you enter into casual conversations with someone new?

Simply introduce yourself and ask the other person to tell you about them. People love to talk about themselves and this opens up the conversation in a casual way. Listen to what they have to say and learn about their business or position.

Offer the gift of connection.

Here is where the holiday giving spirit comes in. What can you do to help this person? Ask them! There may be opportunities for you to introduce them to other possible clients, partners, or referral sources.

When you are open and giving, it opens the door for others to reciprocate.

Take their business card and write on the back where you met them and who you want to introduce them to and make sure to follow up immediately.

Pay it forward and enjoy all your holiday events! You will be surprised how much you will receive in return.

For more tips on how to network, listen to my GPS Your Career Radio podcast with Diane Darling, President of Effective Networking, Inc.

Having a great mentor can be extremely beneficial for career advancement, but choosing the best mentor for you needs to be a strategic decision to ensure the relationship will, in fact, help you move your career forward.

This week LinkedIn (NYSE:LNKD), released the findings of a study it conducted to learn more about professional women and their attitudes toward mentoring. LinkedIn surveyed nearly 1,000 female professionals in the United States. The survey results, made public during the Pennsylvania Conference for Women, show that more young professionals are taking advantage of mentoring.

According to the survey, younger women professionals are taking advantage of mentoring.

• More than half, 51 percent, of the Gen Y women (females between 18-29 years old) LinkedIn surveyed noted that they are being or have been mentored by women.

• Forty-three percent of Gen X females (women between 30-44 years old) noted that they are being or have been mentored by women.

• Only 34 percent of Boomers (females between 45-66 years old) noted that they are being or have been mentored by women.

A Catalyst study in 2010, found that mentoring, especially from senior level mentors, led to advancement up the corporate ladder for both women and men.

High potentials with current mentoring relationships received significantly more promotions.

The important point from the Catalyst study was that those high potentials with mentors at the CEO or senior executive level, or whose mentors were at higher levels than they were (i.e., supervisor level or above) received more promotions.

Women who had mentors at the top got promoted at the same rate as men who had mentors at the top.

Men were more likely to choose higher level mentors who advocated for them within the organization and acted as sponsors. These men, therefore, were more likely to get promoted. The women who had mentors at a lower level within the organization did not receive the same sponsorship and thus, were not able to advance their careers to the same degree as the men.

In their survey, LinkedIn also asked the women who had never mentored another professional why, and sixty-seven percent of those respondents said they have never been mentors because, “no one ever asked”.

If you are serious about your career consider finding a mentor.Think strategically about your career goal and choose a mentor who can best help you advance your career and who has the ability to sponsor you within the organization and then ASK!

Women DO ask for promotions and raises but they still lag behind men in compensation and position. The latest Catalyst study, The Myth of the Ideal Worker: Does Doing All the Right Things Really Get Women Ahead?, dispels the myth that women are not proactive in advancing their careers. After following 3,000 high potential MBA graduates, Catalyst found that doing all the “right things” such as being proactive, requesting high profile assignments, and asking for promotions and raises, did not significantly help women advance their careers.

Examining different career strategies, Catalyst found that the common proactive strategies that high-potential women often adopt to advance their careers did not work in their favor. Quite simply, men outpace women in both advancement and compensation. The gender gap in pay and position still exists despite women’s efforts to negotiate for better pay and placement.

Here are some of the key findings:

Women seem to be paid for proven performance—women who changed jobs two or more times post-MBA earned $53,472 less than women who rose through the ranks at their first job.

In contrast, men seem to be paid for potential—men who had moved on from their first post-MBA job earned $13,743 more than those who stayed with their first employer.

Across all career profiles, men were more likely to reach senior executive/CEO positions than women; in the most proactive category, 21% of men advanced to leadership compared with 11% of women.

What I find especially important in the study is Catalyst’s recommendation for career advancement.

The same strategies don’t work equally well for men and women. Women must adopt strategies different from their male colleagues’ to advance their careers. When women were proactive in making their achievements known, they advanced further, increased their compensation growth, and were more satisfied with their careers. They also advanced further when they proactively networked with influential others. (my underline)

So let me ask you, how well do you think you communicate your achievements?

Have you identified your web of influence (your power network) and do you consistently communicate with this network to keep them apprised of your accomplishments?

Learning how to effectively articulate your achievements is not about bragging. It’s about YOU connecting with the VALUE  you bring to your organization. It’s about how your value benefits the organization; how YOU impact the bottom line.

Once you are able to do this well to your internal and external network, people will better understand what you have to offer.  As the Catalyst study suggests, this is paramount to advancing your career in today’s workplace environment.

If you would like improve your ability to do this well, I will be offering a full day workshop, GPS Your Career Day, in Boston in the beginning of December (exact date and location TBD), AND a four week coaching group, GPS Your Career Group, starting in January.

Email me if you would like more information.

A recent Catalyst study demonstrates that mentoring does not help career advancement to the degree that sponsorship does. Mentoring is defined as career advice and guidance and sponsorship is advocacy. Usually sponsors have more senior positions than mentors, and it is their responsibility to advocate for an individual and pull them up the ranks to a top level position in the company. The study shows that men receive more sponsorship than women and this has a direct relationship to the number of men promoted to top positions. Women receive more mentoring and, in fact, are sometimes “mentored to death” with no upward mobility.

The recommendation from Harvard Business Review and Catalyst is for organizations to adopt formal sponsorship programs similar to IBM Europe. Companies now understand the impact of diversifying their talent pool, especially in leadership roles.

However, the companies that have formal sponsorship programs are few and far between.

High performing women need to take control of their own career advancement. They need to advocate for an advocate or sponsor. They need to be their own PR specialist every day.

Here are some suggestions:

• Be proactive, intentional, and strategic. Communicate your intention to advance your career.
  
• Let others know within the organization that you are seeking a sponsor. Your mentor might be able to help identify and facilitate this.
• Create visibility and credibility for yourself in the organization.

o   Take on high profile projects.

o   Make sure your position has P&L responsibility.

• Identify your value proposition. What do you bring to the table?
• Develop your web of influence (key stakeholders, decision makers, influencers, connectors) to assist you in reaching your goal.

o   Build and leverage these relationships.

• Learn to communicate your value.

o   Talk about what you bring to the table and tie it to business outcomes and results for maximum impact.

• Broaden your influence outside the company.

o   Develop your subject matter expertise through social media, community organizations and board positions.

Here’s the bottom line: you need to take control of your career. If you have the goal of sitting in the C-Suite, start by communicating this goal to others and find out how you can get a sponsor to take you under his/her wings and move you up the ranks. You need to advocate for an advocate and create the visibility and credibility within the organization to get recognized and rewarded.

Need some help promoting yourself at work? I have 2 new programs designed to help you connect with your value and talent and communicate your unique value proposition to others to move up the corporate ladder.

It takes more than talent and hard work to get ahead, especially in this busy business environment. If you want to get promoted, you need to take control of your own career and learn how to differentiate yourself.

Both the Executive Mentor Program and the Private Coaching Program for Mid Level Managers can help you tackle your inner barriers to success as well as the external cultural barriers of your work environment.

Don’t waste any more time waiting to be recognized when you have the ability to move your own career forward. One-on-one coaching from an executive coach gives you the attention and focus to improve your leadership and management skills as well as your ability to promote your talent.

Our decision to buy a new car is often more about the status and sex appeal than transportation and functionality.

We can purchase a great looking pair of jeans any where, but we are more likely to choose a popular brand that has some status and recognition. The advertisements tell us we will be more attractive and appealing in these jeans and we believe it. We pay more money even if we can’t afford it, for the opportunity to wear these status symbols.

So what’s this all about?

It’s all about the emotional connection. The advertisers create an emotional benefit for you when you purchase and use their products; a big juicy payoff. You will be more attractive, sexy, respected, admired, etc. That’s the big payoff; not the specific features of the products themselves.

As entrepreneurs, we often make the mistake of focusing on the features and details of our products and services instead of the big emotional payoff. We don’t make the emotional connection between what we offer and what our customers need.

Think about your target audience. What is their need or their pain, and how does your product or service fulfill their need?

Making this emotional connection is the most powerful way to promote your business. Identify the big juicy payoff or emotional benefit and clearly communicate that to your prospects. You will grab their attention and win their business.

There can be a big payoff for you in more clients, more referrals and more money!

I’ve designed a 90-Day Intensive Program for Entrepreneurs that starts January 20th for entrepreneurs who are challenged promoting themselves and their business.

Is this you? Do you have a pitch that falls flat and doesn’t get you new clients? Do you freeze when asked to promote yourself at a networking event?

Start 2011 off with a big bang and learn how to overcome your barriers to self promotion, create a powerful message to attract more clients and business than you thought possible AND if you register before January 1st, you receive a special $700 discount.

Also, a very special bonus gift for the first 3 women to sign up: a FREE 60-minute consultation with PR expert, Lisa Elia, who will help you plan how to increase your visibility in 2011. This consultation is worth $500!!!

Check out the program now and invest in yourself and your business. Imagine feeling confident and comfortable selling your services! Register now and take advantage of the special discount and gifts.

The Glass Hammer had an article this week called “Ask the Right Career Questions. Now“. This article speaks to the fact that men are better at networking to get ahead.

Men learn at a young age the concept of reciprocity – “You scratch my back – I’ll scratch yours. which helps them make casual connections that are overtly transactional, yet powerful, because both parties benefits.

Why can’t women learn this as well? We are great at relationship building, but not so great at leveraging those relationships to advance our careers or build our businesses. We are generous with our time. We graciously give away lots of valuable information and services, but when it comes to asking for something in return, we stop. Something holds us back from asking for anything in return. Is it that we don’t like to impose? Are we afraid to ask because we fear they answer will be “no”? or do we assume that people will automatically reciprocate?

The next time you are engaged in conversation with someone and are tempted to give them some valuable information or offer to introduce them to someone they would benefit from knowing, STOP. Stop and think about what you might ask for in return.

I would be happy to introduce you to Jane. I think she would be a valuable resource for you. I understand that you have worked with John Smith. Would you mind making this introduction for me? I would greatly appreciate it. Thanks.

It’s that simple. No one will turn you down in this type of situation unless for some reason they can’t make the introduction. If they cannot do this for you at this point in time, make sure you ask for another introduction or favor in return.

We can learn reciprocity too. The problem is we just don’t ask.

Now I’ve given you a valuable bit of advice, that can help you leverage your relationships to promote yourself and your business. I’m going to ask now for something in return!

Please help me push my upcoming FREE teleclass on Using Benefit Language to Sell Your Way to Millions or Hit the Top Rung. This FREE call is Wednesday, December 8th, 8-9pm Eastern, 5-6pm Pacific time.

This call will teach entrepreneurs and career professionals critical information on:

• How to use benefit language to kick up your sales or promote yourself at work.
• How to turn your pitch into a compelling persuasive message to attract clients.
• How the use of benefit language can dramatically improve your personal brand and reputation at work to propel your career forward.

Click here for more information and registration.

Please do your friends and colleagues a favor, and pass this info along to them!

Thanks!

Whether you are a solo entrepreneur or small business owner or career professional, you probably spend a fair amount of your time at networking events to build your business.

Here are some common mistakes we make at networking events:

1.       We schmooze, but don’t make the necessary connection with people to get business. It’s great to meet new people, but effective networking is not just about how many new people you can meet. It’s about making more meaningful connections; building and leveraging relationships that will over time get you new clients. It’s about quality not quantity.

2.       We mingle with no strategy. Who is attending the event? Who do you want to connect with that you have determined might be a potential client or referral source or even someone to collaborate with? Make it your business to meet the people who will have the most impact on your business. Focus and be intentional.

3.       We assume that people automatically understand the value of our products and services when we introduce ourselves and hand out our business card. It’s important to use benefit language to clearly communicate the value of your service so people you meet can immediately determine if you will meet their needs or if they know of someone else who could benefit from your product or service.

4.       We give away too much. This includes too much information, too many things for free, and too many business cards. When we first meet someone at a networking event, we should not talk about ourselves endlessly. Craft your message so you just give enough information to stimulate curiosity and more conversation. Engage in a dialogue, not a monologue. You will learn more about the person.

Don’t offer to give away too many free products or services. Be strategic about give-aways. What product or service positions you best? What will provide a good intro so that people will want to purchase more?

Finally, don’t go to networking events with the goal of giving out as many business cards as you can. Collecting cards from the people you have good conversations with is much more important. Write notes on the back of those cards so you remember who they are and what they said. Once you have their card, you control the follow up.

5.       We don’t follow up. What’s the point of going to events to meet new people and then not following up?  Following up is how you begin to build relationships that will bring you business. If you tell someone you will make an introduction for them or send them information, do it and do it as soon as possible after the event. Determine who the key people were that you met and send a personal note and set up a time to talk or meet them again. This is the beginning of developing a network that will bring you business.

Here is my presentation for BusinessforCoaches, a UK organization that supports professional coaches worldwide with professional development activities.

Ditch the Pitch Presentation for Coaches

Imagine being able to hear fabulous keynote speakers such as Arianna Huffington, attend workshops and even network without leaving your desk!

Women’s Leadership Exchange is staging a VIRTUAL business summit for women on May 26th!

I have been offered a discount code for the conference for all my friends and contacts. If you are interested in attending this incredible event,  you can register here for just $69 (instead of the regular price of $119)

http://www.womensleadershipexchange.com/index.php?pagename=virtual

and put VIPTICKETS in the source code.

I’ll be there and hope you can join me!