Business, economic development - the unofficial Chamber of Commerce

I’ve been resisting writing about how to “work the room” because I personally don’t like to do it (interesting how that happens). Fortunately, I came to my senses and realized that I can answer the question easily, without having to actually do it myself!

So here’s the bottom line.

You need two things to successfully and efficiently “work the room”:

1. You must be clear about why you want to work the room.
2. You must be able to engage people in conversation.

Why is this important?

Well, your objective for wanting to work the room directly affects *what* you talk about with people as you go through the room.

Let’s think about this for a bit.

After you’re done working the room, what end result do you want to have?

• Do you want to scan the room for prospective clients/customers and walk away at the end of the event with a list of qualified leads?
• Do you want to do market research and leave the event with very specific information about how to proceed with your new project or venture?
• Are you looking for new business opportunities, such as strategic partnerships or speaking engagements, and want at least a couple of contacts to follow up with later?

Do you see how your end goal affects your topics of conversation with people?

This kind of clarity also allows you to have brief and focused conversations with many people — which is basically what working the room is all about.

Next, notice I said “engage in conversation”, not “make conversation”.

When I “make conversation”, I don’t really have any agenda for the conversation. There’s no specific outcome I want from the conversation. And the topics of conversation can be inconsequential.

However, when I “engage” someone in conversation, there’s real interest on my part, either in the other person or the topic of conversation or both. You probably know from your own experience, that the quality of such conversations is very different from the previous kind.

Of course, when you meet someone for the first time (as is the case when you’re working a room), you do start by making conversation and talking about “light” stuff.

However, if you’re focused about your purpose for working the room, you can quickly find opportunities or “openings” to transition to a more meaningful conversation. In other words, engage in a topic of conversation that is useful, interesting and relevant to both of you.

Whether or not you find an “opening” for a real conversation, you want to keep the conversation focused and brief, so you can move on to the next person.

End conversations with an agreement about the next step, if there’s one. Such as promising to call and schedule a time to talk in more detail later, or agreeing to email some information, or whatever. Or a simple greeting, if you couldn’t really engage or if there’s no need for a follow up.

When I work with clients privately on this topic, I often spend months with them on how to engage (and re-engage, if necessary!) people in “real” conversations, how to recognize and capitalize on openings and opportunities during conversations, how to skillfully direct the flow of conversations or conclude it with ease, and so on. It takes months because the focus is on applying, practicing and mastering the concepts in *real life*.

Still, I hope this brief article gives you some very specific things you can start doing right away to improve your success rate. Good luck!

(c) Copyright 2006, Srirupa Dasgupta

Sri Dasgupta helps business professionals get better results from their business networking efforts through focused and relevant conversations. She is the author of the Effortless Networking, and writes regular articles offering business networking tips and related resources.

According to one of the entries found at dictionary.com the definition of the word network is as follows: Something resembling an openwork fabric or structure in form or concept, especially: An extended group of people with similar interests or concerns who interact and remain in informal contact for mutual assistance or support.

The Merriam Webster Online Dictionary at http://www.m-w.com/cgi-bin/dictionary gives the following definition for networking: the exchange of information or services among individuals, groups, or institutions.

Successful networking occurs when the exchange of information or services is amongst people with similar interests or concerns. Maintaining the network of connections provides a networking opportunity when one has new information to exchange with others in this group of individuals.

Recently I decided to put a theory to the test that one of the best ways to develop networking relationships was through the use of online forums. My target audience of response was forums aimed at people involved in affiliate programs, network marketing, or internet marketing of some type. I mostly wanted to see who would respond if anyone and see how much of a response I would get.

I used a piece of software that has both a browser and a way to watch one’s forum posts for responses. In addition to seeing how many people would answer my questions another goal is to get my self-known among forum communities. No one wants to do business with a stranger.

Here is something that I discovered. The small forums that are part of groups such as Delphi Forums and Ezboards have very few posts and when someone does post, the posts are mainly advertising in nature. I would suggest that you are wasting your time if you post to these forums. Is all forum posting a waste of time? Definitely not, as there is much value in it, as you will see by what I write next.

I decided to go to some of the forums of well-known websites or well-known internet marketers and posting there. In creating an account I set up a signature file so that in every post that I made my URL would be shown. I was very careful for the most part to ask questions or give answers. Never once did I post what could be seen as an ad. And guess what the result was.

In the settings of the forums where it was allowed I set the choice so that I would be emailed when I had a response. I was very happy to get emails announcing that people had responded to my various posts in not one but several of these professional forums.

The forums I posted to all had to do with a subject that I am interested in namely affiliate and network marketing on the Internet. The people who responded were very knowledgeable and helpful and I hope that in situations where I answered someone’s question(s) that my answer(s) were of help to them.

What did my experience in the forums prove? By the fact that I shared information with people interested in the same topics as myself and that they shared their information with me it proved that forums are a very important part of networking on the Internet.

In researching to write this article I have also discovered an incredible online tool, basically a website that keeps track of posts to e-commerce websites. It is found at http://www.mikes-ecommerce-software.com/ecommerce-forum/ Mike also has a page for watching posts to marketing forums discussing internet marketing and search engines. The link for this is at http://www.mikes-marketing-tools.com/marketing-forum/ Although this tool doesn’t watch for replies to your post it can keep you aware of what discussions are going on in these forums. Then if you have questions about the particular subject or answers to someone’s question you can jump into that forum and network with the people in that forum.

Keith P. Stieneke is a network and affiliate marketer with a background in psychology and direct sales. You can view his ever-changing website the Opportunity Assistance Business Resource Center at http://www.opportunityassistance.com and participate in his newly opened forums at http://www.opportunityassistance.com/forums. He has also built the blog resource website Blog Smart Resources at http://www.blogsmart-resources.com for those interested in learning more about blogging.

In Part 1, we looked at ways to mirror and match the actions of other people. This time, we will examine sense modalities and show how you can use them to create Instant Rapport.

Most of us are blessed with five senses, which we use to receive information from the world around us. Neuro Linguistic Programming (NLP), among other things, studies the relationship between language and brain function.

NLP has determined that some people are primarily visually oriented (V). Others are more auditory (A). And some are more in touch with their physical feelings and emotions, or what is termed kinesthetic (K). From this, we get the term VAK.

USING VAK

You can tell which sensory mode someone prefers to use by listening the words they say.

Visuals think in pictures and the language they use reflects that. They might say, “I see what you mean,”” I get the picture” or “That looks good to me.” In a sales presentation, a Visual prospect might say,” Show me what you’ve got.”

An Auditory might say, “That sounds good,” “I hear what you’re saying” or “That rings true.” During a staff meeting, an Auditory might say,” “Let me hear your idea.”

A Kinesthetic will “Want to get a handle on something,” “Try it on for size” or “Have a gut feeling.” If your are making a proposal to a Kinesthetic, he or she might say, “Lay it on me.”

The key then, to creating Instant Rapport with each of these types is to use language that they can understand and relate to. To do otherwise would be like going to Germany and refusing to speak German, even though you know the language.

If you say to an Auditory, “Do you see what I mean?” they won’t. But if you ask, “Do you hear what I’m saying?” they probably will. Not only that, they’re more likely to agree with you because you are speaking their language.

And when you speak their language, you create rapport.

VAK IN BUSINESS AND SALES.

In a sales situation, or any other time that you are trying to convince someone to do something, present your pitch or idea in a way that is most compatible with the way someone’s brain works.

Visual people want to see pictures of the product or, if possible, the product itself. They find graphs and charts more convincing than the words you say.

An Auditory will prefer to hear what you have to say and will note how you say it. Do you speak with an air of confidence and authority, or does your voice betray uncertainty, fear or deception?

A Kinesthetic will want to touch the product or hold the brochure or chart. Let them do this. If you need to point out something on the product or brochure, don’t take it away from them. Have a second one for yourself.

When using VAK, keep in mind that almost nobody uses any one sense modality to the exclusion of others. There is usually a mix. Also, the primary modality may change, depending on the situation. So always listen for the verbal cues to determine which sensory mode is dominant at the moment and adjust your language accordingly.

Even so, there is usually one sense in particular that someone prefers to the others. Once you discover what it is, and use that knowledge wisely, you have one more key to Instant Rapport.

And once you have rapport, getting what you want becomes that much easier.

Adapted from the new book “Power Persuasion:” Using Hypnotic Influence to Win in Life, Love and Business,” by David R. Barron and Danek S. Kaus

Copyright 2005 Danek Kaus

Forum is a gathering of people normally have a common
interest on certain topic like investing, health etc.
People in forum can share ideas, ask questions, socialize
get help and give advice.

However, you cannot post your advertising or any other
promotional material in the forum as this is considered as
SPAM! Unless, this forum is specially mentioned that allow
you to post such promotional material.

So, how to use forum as a free way to get traffic?

In most of the forums, you are allowed to create a signature
file which you can place your description, attractive words
and the link to your website or subscribe your newsletter.

Every time, when you post your sharing in the forum, at the
end of your post will be automatically followed by your
signature file which allow people to click the link to
your site if they are interested to your description.

People go to the forum normally who are seeking solution to
solve their problems. You can share your experience to help
them. Let’s share some of my experience to help get to know
how to use forum to get free traffic.

I personally promote affiliate programs and member sites.
All the products I promote basically are how to make money
online and start internet business. So, I will look for
forums which discuss about money topic, internet business,
internet marketing etc.

I view the posts, read their questions and try my best by
answering their questions. As mentioned above, my website
link will be posted in the forum also. People read my post
will normally click my link also.

This is how I get started to build up my subscriber base.
I use this method everyday and get free subscriber.

Of course, there are some techniques in answering. For
example, the most popular question is, “How to start
internet business?” It is highly recommended that not
answering like selling a product, e.g. “Oh, you can join
xxx program, click my link will show you how ..”

How’s about this?

“Hi Mr. xxx, there are many ways that you can build your
internet business, basically start an internet business
by building websites. However, if you find it difficult
to build a website, you can join certain affiliate program
If you need further helps, you are welcome to email me or
post your question here. I will be ready to help you.”

Which do you feel better?

The 1st one, people would think that you just want them to
join the program and make money from their pocket. However,
the 2nd one, you are trying to build a relationship & trust
with people, people will feel that you are sincere that
you want to help them. See the difference?

Not only you can get free traffic, by sharing your ideas,
helping people to solve their problems, you are also
building your reputation. People will trust you and people
normally buy something from whom they trust!

In conclusion, if your budget is limited and you want to
get targeted prospects, go to the related forums, setup your
attractive description in signature file, and post as many
sharings as you like but please don’t SPAM. People won’t
trust spammer. Of course, if you have question to ask, you
are welcome to post your questions and you will get help!

John Liew Tze Yung

Helping people to start internet business.
Free report showing how to avoid mistakes
and build a profitable internet business
http://www.unlimitedprofitsite.com

If you are a forum administrator and you have moderators on your site who are doing a stellar job, consider rewarding them for their assistance. No, I am not necessarily talking about financial compensation, but other recognizable forms of showing your gratefulness.

As the forum administrator for the Corporate Flight Attendant Community, I have been blessed to have on board four members of the business aviation community who have helpfully assisted me in the role of moderator for about one year. Admittedly, I started the site on my own and only added moderators after the site’s second anniversary. In retrospect, I wish I had been more diligent in adding moderators.

Because of the unique “nicheness” of my site, I can “reward” my moderators in several ways:

1. I allow moderators to advertise within their signature. This includes links to their own sites or information about their businesses.

2. Free banner advertising. If my moderators have a banner advertising their business it gets put on my site in at least one, if not two, premium locations.

3. Promotion of material. Several of my moderators are accomplished writers. When not adding helpful and interesting information within a thread, I can count on them submitting an article to my site which I will gladly carry with the appropriate links included.

4. Free services. I charge my members to list their resumes, but not my moderators to have their copy listed. If there is something, anything else I can give away to my moderators I will do it.

5. Giveaways. While my moderators cannot participate in community contests, I will give products/items away when possible. Truthfully, this hasn’t happened yet, but I am certainly open to that possibility!

6. Write letters. One of my moderators needed a little promoting of his capabilities; I addressed a letter to the proper party to help him successfully get what he needed.

In all, my moderators are an important part of the success of my site. I cannot forget their importance and I urge you to remember your moderators’ contributions too. You may not have the financial wherewithal to contribute money, but certainly there are ways you can manifest your gratitude.

Matthew Keegan is The Article Writer who writes on just about any and every issue imaginable. You can preview samples from his high performing site at http://www.thearticlewriter.com

Looking for somewhere online to meet new people, discuss hobbies, plan events, or just have fun chatting? Internet forums have been around for some time on the web and often are free and easy to setup. Forums are basically online discussion web sites where people share information and chat grouped around a set of topics. One example might be a local photography club. You could setup topics around types of cameras, locations for shooting, local events and meetings, printing tips, etc. Often there are administrators and moderators that help to keep the discussion orderly and on topic.

Some items to consider when starting an online forum include…

Cost – Often you can find them for free. There will probably be some advertising on the site, but don’t most sites now a days?

Features – Does the forum support avatars, private messages, user levels, themes, etc.

Security – Is it possible to create forums that only register users can post in? Helps to avoid those spammers.

I cannot stress the last one enough. You should be completely able to control who is in your forums. One bad apple spoils the bunch. On that same note, it is common for a forums to have moderators. These are people that help enforce the rules in the forum. Make sure your choose your help wisely. When it comes to administrators, there should only ever be one. Administrators have the keys to the city and can set your forum ablaze.

Finally to make a forum a success you need to attract people to it to join. Obviously if it is for a church or some other established group, this is relatively easy. Tell your friends, family, club members. If you are starting from scratch, do the same. Tell people, show people, invite people. Check to see if your forum site is listed in search engines like google. Once you get past that initial setup and recruitment your will soon be on your way to having a forum that you and your friends can enjoy.

George Hubka has a masters degree in software engineering has been building and running web sites for more than a decade. Visit www.AtTheForum.com to get started with your own online community today