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Networking for Better Book Marketing

Networking For Better Book Marketing

Starting an effective exchange is all about trust. You need to trust one another sufficiently before there’s a comfort level to share valuable ideas, information, and other forms of support. Trust allows us to:

  • Move past the rough spots of failed opportunities or disagreements
  • Connect beyond a single business deal
  • Create an environment of openness and honesty

Extensive studies on human networks show that you achieve better results (more connections, ongoing creativity, better opportunities) when you have regular (at least monthly) communications (we call them Exchanges) with a small, diverse group of people. Through the Power-of-Ten Circles, we will show you how to build a powerful Circle of people who can bring new and fresh perspectives to your business or career growth and for whom you can do the same.

For authors, creating successful networking exchanges can make all the difference in selling more books. Following is an overview of Step #4 in Networlding, the networking process I taught and coached over twenty years, licensed by Motorola University and Yale University:

An effective conversation with someone you are just meeting starts with questions that speak to the interests and needs of the person with whom you are speaking.

Finding out, first, what matters currently to someone you are talking with, and second, working a conversation around what matters to them and to you, will grow a strong and lasting foundation for ongoing exchanges.

There are questions and expressions for each stage of the model. As you practice weaving these questions and expressions into your conversations, add your own to the list!

NETWORKING SUPPORT EXCHANGE MODEL 

SUPPLEMENT ­ QUESTIONS AND EXPRESSIONS OF SUPPORT

An effective conversation with someone you are just meeting starts with questions that speak to the interests and needs of the person with whom you are speaking.

Finding out, first, what matters currently to someone you are talking with, and second, working a conversation around what matters to them and to you, will grow a strong and lasting foundation for ongoing exchanges.

There are questions and expressions for each stage of the model. As you practice weaving these questions and expressions into your conversations, add your own to the list!

Emotional Support

  1. Questions
  • What brought you here today (tonight, etc.)?
  • What is going on in your professional life right now that really excites you?
  • What one project are you working on that is most interesting?
  • What is it about this organization that you like most?
  • What other groups are you involved with that you really like?
  • What type of job are you looking for that would be even better than the one you currently left?
  • What about your old job made you the happiest?
  • What’s the most emotionally satisfying project that you have worked on?
  1. Expressions of support
  • “You are a good listener.”
  • “You have good insight(s) into my challenges.”
  • “You offer me a way to see things differently.”
  • “You are well versed in your field.”
  • “You share great ideas.”

Informational Support

  1. Questions
  • What’s the last good book you read in business?
  • What types of organizations are you interested in getting involved with (size, travel involved, industry, work environment, salary)?
  • What industries are you most interested in?
  • What kind of information would you like on specific businesses?
  • What is one of the best ideas you learned in business recently?
  • What are a few of the best information resources you have found?
  1. Expressions of support
  • “I have some useful information on your area of interest. I will email it to you.”
  • “I know of a good organization for you to explore possible membership.”
  • “I know an industry leader who I have heard of (read about, etc.) His or her name is ______ and this is what I know about her or him.
  • “_______ (someone I know) may have useful information that would be of value to you.”
  • “There is an upcoming seminar on the subject you are interested in. I will get you information on it and email you.”
  • “I just read an article that is exactly about the point you just made. Let me send it to you.”

Knowledge Support

  1. Questions
  • What three ways could my clients (or customers) benefit from your services?
  • What area of expertise don’t you have that you would like to get more experience in?
  • What is one area you would like to develop that you are not currently developing?
  • What is most exciting about your experience in your area of expertise?
  • What is new in your field that others might not know?
  1. Expressions of support
  • “My experience in _____ might be useful in addressing your current challenges.”
  • “I have learned to draft a great proposal. I would be happy to share help you with one you are working on.”
  • “I have talked with a number of experts on the subject you are interested in. I would be happy to share my insights.”
  • “I have done research on your industry. I can share what I have discovered.”
  • “I have experience with the process you are working on optimizing that I can share.”

Promotional Support

  1. Questions
  • What are your top three strengths that you would like others to know about?
  • What would you like people to say about you?
  • What have past clients or business partners said is unique about you?
  • Which of your last, few, successful projects was the most exciting?
  • Which two people would like to have known more about you?
  • What three or four organizations would you like to know more about you and your work?
  1. Expressions of support
  • “I will mention your name to others I meet this next week and let them know more about the things you are doing.”
  • “I will share your strengths with a couple of colleagues who might benefit from them.”
  • “I am going to tell all my friends about your business.”
  • “I am going to make sure I tell as many people as I can regularly about you.”
  • “I am going to write about you in my next newsletter, column, etc.”
  • “I will tell my board about you and your organization.”

Wisdom Support

  1. Questions
  • What’s one of the most important things you have accomplished in your professional life so far?
  • What is a top piece of wisdom you regularly impart to others?
  • What’s one of the wisest things you have heard someone else say?
  • Who said it?
  • Who is a wise person you admire a great deal in history/business? Why?
  1. Expressions of support
  • “I know after 15 years of experience that what you are proposing is right on.”
  • “My experience of 10 years says I would recommend you to/for ____________.”
  • “My experience tells me not to do what you are proposing and I have a better idea.”
  • “I have found what you want to do just won’t work, but I can tell you what will.”
  • “You can ask me for help with your project for I have done years of work in that area.”
  • “You are very wise in your plan for your career (or business). I say this because ___________________________________________.” 

Transformational Opportunities Support

  1. Questions
  • What is a ‘pie-in-the sky ’wish for you? How might this become a reality?
  • What transformational outcome did you take part in or lead?
  • What transformational outcome did you not participate in, but wish you did? Why?
  • What one thing haven’t done yet in your career that you wish you could do right now?
  • If you were to have the most successful year you have ever had, what would have happened?
  • What three people do you think are transformational leaders and why?
  1. Expressions of support
  • “Let’s partner together. At least let’s explore that.”
  • “Let’s write a book (article) together.”
  • “I think we should create an interview of you and I’ll help you. Perhaps you can do the same for me.”
  • “I have the perfect project for you (or for us).”
  • “Let’s create a seminar together.”
  • “Let’s co-sponsor a roundtable (or workshop) for our clients or customers.

Community Support

  1. Questions
  • What three charities or non-profits do you admire the most and why?
  • What one project have you completed that could now be leveraged out to support your community?
  • What is one of the most pressing needs within your community that you have a passion or desire to get involved in?
  • What is one of the most exciting stories about a non-profit or community initiative that you participated in?
  • Who are three people you admire who exemplify community leadership? What types of projects have they led?
  1. Expressions of support
  • “When we finish this project not only will these people benefit but their children will benefit as well.”
  • “This product not only benefits this company’s shareholders, but it also makes a difference for the whole community.”
  • “The company will benefit from this product and so will the environment.”
  • “This project will impact schools and government as well as business.”

 

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