Quick Tips for Business Networkers

Are you just starting a new business or maybe a new job that requires you build a personal, local sphere of influence (jargon for "a bunch of people who know and like you")?

Business networking may be the fastest way to get your list of good business contacts off the ground, but many people don't know where and how to begin. I've written a book about mastering networking events, but I won't even put a link for it here (hint - it's on Amazon), but today I found a very helpful article by networking coach Wendy Terwelp on knocks.com.

So check out Top 10 Tips to Crank-Up Your Business Network at http://www.knocks.com/RockBiz/Report_Biz_Network.html.

Good morning!

Big day today. Weekly newsletter, Bruce Brown at the Edge goes out in the AM and then I leave for a K and M Networking event in North Myrtle Beach to talk about Networking Mastery.

Click here to subscribe to Bruce Brown at the Edge.

Wilmington Chamber of Commerce Business After Hours - Cape Fear National 4-22-2010

Coming across the Cape Fear River to Leland, NC, the Wilmington Chamber of Commerce held this month's Business After Hours at Cape Fear National Golf Course in Brunswick Forest at the clubhouse.


Hanover Center's Bruce Henderson, Fat City Card's Marge Brown, and Vera Weiss, Wilmington Chamber Membership and Event Director.

Three woman at the event assisting with sponsor R.A.Jeffreys Distribution Co. From left to right, Blair Stokley, Erica Lloyd, and Karla Aquilera.


Cape Fear National Marketing Manager Brad Walker, General Manager Jim Hahn, and WCC Board Member Scott Cromartie.

Teresa McLamb with McLamb Communications, Pam Stephens with Costco Marketing, and Star News Media Reporter Judy Royal.


Brunswick Forest Health and Fitness Center Club Manager Kate Piediscalzo with John Meyer of Cape Fear Weddings.

Erica, Blair, and Karla with Bill Rhodes of R. A. Jeffreys Distributors.


Photographer Wendy Hunt.

Four guys looking for trouble: Bruce Brown, Fred Kumpel of Stickland's Window Coverings, Bruce Henderson, and Scott Cromartie.


Marge with Stephen Glaser of SMG Business Solutions.

Brad Walter with North Brunswick Chamber of Commerce board members Jeff Harvell of Nancy Hall Publications and George Murray of Murray Art & Frame.

One of my favorite guys to take photos of at networking events because he's always so expressive, Michael Byrd of WordWright Web. Here he was just about to break into an aria.

And then he quietly accepted our applause and cheers. Seriously, Michael is a great guy and a good sport. He also does good work, check out his company at www.wordwrightweb.com to see a video of Michael (not singing, unfortunately, but quite lively).

It was a good time. Thanks to Vera and the Wilmington Chamber and of course to Cape Fear National and R.A. Jeffreys.

David Merrill's Wilmington Networking Events Calendar 2.0

Want to build your business? How about relationship marketing? One of the best and fastest ways to grow a small to medium-sized business is to go to business networking events.



How to find and choose between networking events is often a concern. In the greater Wilmington, North Carolina area there's a great tool to help. David Merrill, who by day works for Hertz Local as an area manager, has created the Wilmington Networking Event Calendar, which you can find at WilmingtonNetworkingEvents.com.

David had an earlier version of Wilmington Networking Event Calendar that he produced with a Google calendar page, but the new web site has much more, including great descriptions of major area networking groups.

David calls the new release version 2.0 and is already working on 2.1 (I've seen it, it's very cool) but wanted to get 2.0 up and available to help people find where to go for networking in the greater Wilmington area.

So check out Wilmington Networking Event Calendar and if relationship marketing at networking events is in your 2010 business plan, make it a practice to check Wilmington Networking Event Calendar at the beginning of each week.

Downtowners Meet & Mingle at Front Street Brewery

Yesterday the Downtowners Meet & Mingle at Front Street Brewery met for the first time in a new location, this month on the third floor of the brewery, in what's called the Beam Room (so named in honor of the new beer they make that's stored in re-purposed Jim Beam whiskey barrels). If you haven't seen this room yet, you've got to check it out - it's spacious and capacious with several large flat screen TVs and one huge pull down projection screen (note to self, ask Marketing Director Ellie Craig for the projection screen dimensions).

The first folks I spoke with at the event were brand newly elected Wilmington City Councilman Kevin O'Grady. Kevin and his wife Diane were meeting with Front Street's Event Coordinator Christi Rohde planning a post-election celebration and thank you party for his supporters.


Liz Medina, a Fitness Consultant from the Racine Drive Gold's Gym was there, talking with Doug Erickson co-owner with his wife Margi of the C.W. Worth House bed-and-breakfast in the Historic District.

My friends Lindsay and Aaron Aiken moved to Wilmington from Pennsylvania just this week and were looking forward to meeting people at networking events. Here they are with Front Street Brewery's Ellie Craig.

Lindsay and Aaron also met (in person) Jenn Beddoes and Gayle Tabor of Glynne Soaps - they already follow the soap company on Twitter.

Jennifer Caslin of the Central and Eastern North Carolina Food Bank.

Gayle and Ray Baca, the proprietor and co-owner of the already successful, just opened The River Room at 18 S. Water Street (directly on the Cape Fear River).

Ray, Christi, and Ray's business partner Brian McArtan of DJ Professionals & Video.

Steve Purcell of 17th Street Deli and Amanda Rason of Time Warner Cable.


Dr. Tricia Delp and Dr. Fred Ireland of the newly opened CORE Physical Therapy in Leland, NC.


The room was filling even more as I left. Yet another successful Meet & Mingle - thanks, Front Street!

NBCC Business After Hours - Closer Walk Church

September's North Brunswick Chamber of Commerce was held at the Closer Walk Church in Leland. The folks in the photo below, all of whom played key roles in this event, are NBCC Executive Director Terry Grillo, Closer Walk's Reverend Terry Leigh Buckner and entertaining parisheners Mike and Terry Waddell. So that's three Terry's and one Mike.
Terry Grillo with Steve and Connie Reeves.
The Closer Walk folks put out a wonderful spread. It was much appreciated.
Left to right: Brenda Bozeman, Alan Henderson, Linda Mehner, Alice Randazzo, and Jay and Diane Merritt.
This smiling face belongs to Mark Koval, the Resource Development Director of Communities in School of Brunswick County. Besides being very active in community and chamber events, Mark is also an extremely good guy.
Mark with Terry Grillo, Rev. Terry Leigh, and Marge Brown
Tina Sykes and Peggy O'Leary.
In view left to right, Mark Koval, Brenda Bozeman, Frank Bullard, Bob Baer, Jay Merritt, Chuck Thurlow, Jeff Harvell.
Terry Grillo, Tina Sykes (back to camera), Belville Mayor Chuck Thurlow, Brenda Bozeman, and Connie Reeves.
Rev. Terry, Chuck, and the Waddells.
Connie Reeves, Marge Brown, Scott Reeves, and Albert Sykes.
A whole buncha folks, the ones in the middle prepared the food - thanks folks!
The Waddells, Mike and Terry.
The relentlessly refreshing Katie White of Logos Direct.

Diane and Jay Merritt of Victory Free Will Baptist Church were also in attendance. In addition to being pastor of the church Jay is a board member of NBCC and a community leader in Manna Ministries.
Bruce Brown and the Reverend Terry.
Once again, thanks to the parisheners and staff and Reverend Terry of the Closer Walk Church, with a special thanks to Terry and Mike Waddell for their musical entertainment.

Networking Event Tip #31 - Spice It Up!

This tip that can add fun and energy to networking events and power up your own presence at events.

The idea is to be a person, or perhaps in your area THE person who comes up with ideas to make networking events more enjoyable.

Some business folk aren't enthusiastic about going to events because they think they'll see the same people at the same place eating the same tired appetizers. While of course the time anyone has is dependent on the person and his or her expectations and actions and energy, it's also possible to pump up the excitement.

Typical ways that recurring events add variety are by changing locations, caterers, exhibiting vendors, and maybe by having drawings. Those all work and depending on the people who show up they can be enough. If you're personally looking for more, however, maybe other people are, too.

I'm not suggesting you run your own networking events. You might do that, but will that really serve your business? However, you can contact the organizers of local events, after you've gotten to know them of course, and suggest some variety.

You don't have to go over the top with your networking spice because the primary focus is still people meeting and relating to people, but you could suggest ideas like:

• Speed networking - very fast, time-limited groupings of 3 or 4 people where people have 30-60 seconds each to introduce themselves. After a set time limit people have 1 minute to re-group. A strategy is for everyone to be given a number ahead of time so you can control how people group and re-group (you cannot count on people doing it themselves, they won't and it wastes time and ruins the effect)
• Elevator speech rating - Appoint three knowledgeable, well-known, funny judges to rate each attendee's 60-second commercial. Have prizes and perhaps crowns for the best - it also helps to have a handout on what makes a good elevator speech and how they're rated
• 6 Degrees of Separation Game - Ahead of time identify two or three people you would really like to meet for your business. Ideally these won't be people who are likely to be at the event or the game falls pretty flat. Each person gets, besides their own name tag, another name tag labeled: I'd Really Like to Meet [fill in the name] for each other person to whom they're seeking in introduction. They also get a supply of 1 and 2 point chips of some sort. The networking event run as usual, but while moving around the room other folks can see the I-Want-to-Meet nametags and when they make a connection with a promise to make a call or give contact info, they are given a 1 point chip for providing contact info and a 2 point chip for promising to make an introduction. At the end of the event, people collected the most points win prizes.
• A business hot seat can work in the right setting (can't be too noisy or too public) - where a person speaks to the whole group or a subset about a current business challenge or plan and gets suggestions and guidance.

There are other ways to spice up a networking event, but remember to keep it all appropriate. You'd probably raise the excitement level by emptying a box of live snakes on the floor but that won't help. Karaoke might be fun but the noise level would preclude regular conversation. Costumes are too much bother for a networking event so very few people will wear them.

If you keep the ideas simple to understand, easy to set up and run, and related to the primary purpose of business networking, that can help the event, help others, and help yourself. Win-win-win.

This post is one in a series on how to make the most of in-person networking events. If you're going to go (and I suggest you do if your business benefits from relationships), you might as have the most fun possible and give and receive the greatest benefits from the occasion.

If you know want to know about upcoming business networking events in the greater Wilmington Area [which means to me anywhere from Topsail Island, NC to North Myrtle Beach, SC], check out David Merrill's Networking Event Calendar . And if you know of or are planning a networking event you'd like included in the calendar, e-mail David at david.m.merrill@gmail.com

Networking Event Tip #30 - Power UP with Power Teams

This tip is most useful when you go to larger events, where there are at least 60-80 people or more. With smaller gatherings, even if you don't know too many people, the Power Team approach likely isn't necessary.

So here's the scenario: You're going to a big event and know that you can't possibly meet everyone, but that's OK, you already know that leaving with contact info for two or three great people to follow up with and get to know better is a win. However, there may be some folks that would have loved to meet you and vice versa but the sheer size of the crowd and the lack of time makes it impractical for everyone to really know who they might have missed out on.

The solution: Go in with a Power Team. A power team is a group of two or more people in related not non-competing businesses in the same field. For example, I'm a REALTOR(tm) so a power team for me might consist of a mortgage lender, a real estate attorney, a decorator, and a landscaper. I also do some business change coaching and am interested in marketing, so if I were to construct a power team for those two interests could consist of an accountant, a graphics designer, a promotional products rep, and a life coach.

Here's how it works: Agree ahead of time with another person or a small group (your power team) that:

1. For this event you will act as a team
2. You'll carry and when appropriate hand out each other's business cards
3. You'll get cards from people others on your team might want to know and pass them on

And that's really all it takes. The formation of a power team can be very loose and can be short term, but the core agreement is that you will actively be on the lookout for GREAT contacts for others on your team while at the same time doing your own thing.

Choosing your power team members: Keep in mind that people on your team will, in a small way, represent you, so you want power team members who:

1. Are good individual networkers (and all that entails)
2. Will stick to the plan (if you notice a team member in a corner totally focused on a hottie for more than 10 minutes make a mental note to choose someone else for the next big event)
3. You feel great about representing yourself. If you are fine receiving from but not too comfortable giving testimonials or referrals to someone, maybe they're not strong enough as a team member - remember if you refer someone and they turn out to be sub par, that reflects on you. If you consistently have a problem referring to others but are great at taking referrals - maybe it's time for a sharing check, because if you only take and don't give, you'll likely be off the team.

A Power Team may be a one-time effort or a frequently used networking tool. It only works well if members of the team are specifically aware of the strategy and each always has enough business cards for the other team members (you're both responsible for that).

This post is one in a series on how to make the most of in-person networking events. If you're going to go (and I suggest you do if your business benefits from relationships), you might as have the most fun possible and give and receive the greatest benefits from the occasion.

If you know want to know about upcoming business networking events in the greater Wilmington Area [which means to me anywhere from Topsail Island, NC to North Myrtle Beach, SC], check out David Merrill's Networking Event Calendar . And if you know of or are planning a networking event you'd like included in the calendar, e-mail David at david.m.merrill@gmail.com

Networking Event Tip #29 - What's Your Signature?

OK, so you've heard of a signature drink in a bar, or a signature meal in a restaurant, signature arrangements by a high end florist, or maybe a signature gift box from a jeweler. Well you can also have personal signature elements when you show up at networking events.

What are the elements of an appropriate and effective signature piece? Consistency, noticeable, and appropriate, with emphasis on the last factor. For example, wearing red glasses frames would certainly be noticeable and easy to be consistent, but might not be appropriate for some professions where conservativeness is often expected - for example, a financial planner or accountant with red glasses might raise eyebrows.

For some a pocket handkerchief in a distinctive color or pattern could be a signature. Or always having and giving from a supply of distinctive pens. A dentist in a town we lived in collected older American convertibles and painted them in vivid colors - when he drove to parties and events everyone knew where he was. He was also a flamboyant dresser so it all seemed to work for him, where it might not have fora more staid dresser.

Just remember that a signature element works best when it's distinctive, when you use it consistently, and when it's appropriate with your business and your personality.



This post is one in a series on how to make the most of in-person networking events. If you're going to go (and I suggest you do if your business benefits from relationships), you might as have the most fun possible and give and receive the greatest benefits from the occasion.

If you know want to know about upcoming business networking events in the greater Wilmington Area [which means to me anywhere from Topsail Island, NC to North Myrtle Beach, SC], check out David Merrill's Networking Event Calendar . And if you know of or are planning a networking event you'd like included in the calendar, e-mail David at david.m.merrill@gmail.com

Networking Event Tip #28 - Brand Yourself (Tatoo Optional)

In your networking, just as in your business, it's a great idea to develop a powerful brand. Elements of your brand can include your business name, logo, slogan, mission statement and all the materials used in your business identity, advertising, and marketing, including your networking.

Anytime you or anyone else from your business represents the company in public, use your brand, promote your brand, and, this may sound silly to some, "be" your brand.

For example, if your company provides insurance products conveying your unique brand with a message of protection and security is important. A personal coaching company that focuses on making great strides in business could brand that image and use theme consistently.

There are almost no limits to the ways you can convey your brand at business networking events. Even a lapel pin (if you wear something with a lapel) can be a start, but handouts, business cards, goodie bag giveaways, and sponsored event displays all make strong statements. If your business brand captures the sense and possibly the emotion of your mission statement and you "talk the walk" your branding at networking events can be a trend-setter (can we hear it for "near legendary"?).


This post is one in a series on how to make the most of in-person networking events. If you're going to go (and I suggest you do if your business benefits from relationships), you might as have the most fun possible and give and receive the greatest benefits from the occasion.

If you know want to know about upcoming business networking events in the greater Wilmington Area [which means to me anywhere from Topsail Island, NC to North Myrtle Beach, SC], check out David Merrill's Networking Event Calendar . And if you know of or are planning a networking event you'd like included in the calendar, e-mail David at david.m.merrill@gmail.com

Networking Event Tip #27 - Look for an Ally

OK, so we're not talking about bowling here, we're not suggesting you look for an "alley" but an "ally", someone who will help you in your networking. This valuable strategic assistor can super-size your networking results.

Here's the way my friend Alfred Poor describes it:

"Think about using the term “ally”. People often feel isolated in business settings, in need of a supportive friend. A customer prospect is a quick fix, but it’s still a lonely connection as the polarization is in one direction. Instead, look for potential allies. They can be advisors, cheerleaders, and ambassadors who generate quality referrals. They become emotionally invested in your success, and want you to succeed. Note that these can even be competitors; at craft fairs, we find that other potters are some of the most supportive contacts that we make, sharing advice about other shows, offering ideas for products or display (and “stealing” ideas from us with our blessing). It’s a rising tide and all that. So I’d encourage you to have networkers look beyond just referrals and develop contacts who can become true allies. The good feeling will last a lot longer, and your business is likely to be stronger for it."

Like he said, you gotta have allies or at least you oughta to have the most fun, to have your own "team", get the most from networking, and then later, after you count the money, you can ALL go bowling.


This post is one in a series on how to make the most of in-person networking events. If you're going to go (and I suggest you do if your business benefits from relationships), you might as have the most fun possible and give and receive the greatest benefits from the occasion.
If you know want to know about upcoming business networking events in the greater Wilmington Area [which means to me anywhere from Topsail Island, NC to North Myrtle Beach, SC], check out David Merrill's Networking Event Calendar . And if you know of or are planning a networking event you'd like included in the calendar, e-mail David at david.m.merrill@gmail.com

Networking Event Tip #26 - Always Be Yourself (Consistently)

A key to successful business networking is to be the "real" you and to always bring that same person to networking events. Each of us can change, grow, and develop, so we don't have to remain in the same position or rut, but at the same time our individuality remains.

The second worst tactic you can use when going to networking events is to consistently play a role that's clearly not you. If in real life you're a fairly quiet, sensitive, thoughtful person but when you go to networking events you come on like a honky-tonk barker, you won't give other folks at the event a chance to see you at your best. If people who already know you in your "normal" self see you acting like a completely different person in public events, you could very well confuse and easily annoy them. For that reason alone you should be genuine, for the last thing you want to do is alienate your established relationships.

Another reason presenting a consistent "off" face is a bad idea is that it can be exhausting - if you have to work hard to maintain a posed persona, not only will it come across somehow odd, no matter how good an actor you are, it will also wear you out.

The very worst you can do at networking events, at least regarding how you present yourself, is to be wildly inconsistent. If you show up one month quiet and straight-laced, like a screaming head banger the next, and then follow up acting like a fully poised national stage level speaker, you'll throw people off to the point that they won't buy your "act" at all. Better to be a consistent poser than an inconsistent idiot.

So be real, bring your own self, have fun, and help people - that's all it really takes.



Networking Event Tip #26 - Always Be Yourself (Consistently)

This post is one in a series on how to make the most of in-person networking events. If you're going to go (and I suggest you do if your business benefits from relationships), you might as have the most fun possible and give and receive the greatest benefits from the occasion

If you know want to know about upcoming business networking events in the greater Wilmington Area [which means to me anywhere from Topsail Island, NC to North Myrtle Beach, SC], check out David Merrill's Networking Event Calendar . And if you know of or are planning a networking event you'd like included in the calendar, e-mail David at david.m.merrill@gmail.com

Networking Event Tip #25 - Look for Ways to Help

If you believe, as I do, that most of your business and all of your really good business comes from relationships, then this tip has special significance. Helping others purely for the sake of helping is a nice to do, a good to do and also a surefire way to help your own reputation and business. Even if you sell a commodity and have a lock on your market, boosting your service and finding ways to help others can make life more pleasant and rewarding and may repay you in ways you've never considered.

At networking events one easy way to help others is to make kind, appropriate introductions between people who attend the event. You can also help the organizers, hosts, and sponsors, but look for ways you can help people who attend. That doesn't mean you have to wait on people, but as you listen to what they say about their lives or their businesses, if you listen with an ear for ways you can assist them, you will discover that often without spending any money and little or no time or physical effort you can indeed render help.

A common suggestion for increasing business profitability is to increase your level of service. In the same vein, a great way to get more from your business networking is to find ways to take your level of service even higher.

This post is one in a series on how to make the most of in-person networking events. If you're going to go (and I suggest you do if your business benefits from relationships), you might as have the most fun possible and give and receive the greatest benefits from the occasion.

If you know want to know about upcoming business networking events in the greater Wilmington Area [which means to me anywhere from Topsail Island, NC to North Myrtle Beach, SC], check out David Merrill's Networking Event Calendar . And if you know of or are planning a networking event you'd like included in the calendar, e-mail David at david.m.merrill@gmail.com

Networking Event Tip #24 - Blog It! Part 2

Warning: This tip isn't for everyone. It's not even best for people who were cool with Tip #22 Blog It in Public! and decided to post about business networking events they attend. There is a danger in using this tip.

So consider yourself warned.

And maybe just go have a glass of milk and a cookie.

If you want to step up to another level in being a person who knows other people and gets introduced to people and who is known her or himself, consider writing a blog just about networking events. You could do what I'm doing with this series of blog posts about networking event tips (using your OWN content thank you very much, LOL) or find another way to approach the topic, but the idea is to put up a blog and consistently created and post content relevant to business networking in your area.

The great danger here comes from the concept of balance, and it's a double threat.

• First, if people begin to associate you with someone who writes about and knows about networking events, they may think that's somehow how your primary or only business - which can be maybe not that bad if you're a marketer or business consultant (maybe), but not great if you're a caterer, REALTOR(tm), landscaper, chiropractor, or boutique dress shop owner. So think about the business message you'll send.
• Second, running a blog takes time. It usually doesn't cost you anything but most people also don't put up blogs as profit centers, either, so you can spend a lot of time on something that not only doesn't make money (at least not directly), may dilute the message of your primary business or profession, AND can take away from your social, family, and personal time.

Remember that "b" word, "balance"? If you can blog about networking events and keep everything else in balance, that's great. I'm obviously a proponent, personally, but I'm not you with your interests and demands on your time. So think about this one before implementing.

If you do decide to put up a blog or website dedicated to business networking, please e-mail me the link, I'd love to see it. Or send me an e-mail with your idea if you wish and I'll be happy to give you feedback.

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This post is one in a series on how to make the most of in-person networking events. If you're going to go (and I suggest you do if your business benefits from relationships), you might as have the most fun possible and give and receive the greatest benefits from the occasion.

If you know want to know about upcoming business networking events in the greater Wilmington Area [which means to me anywhere from Topsail Island, NC to North Myrtle Beach, SC], check out David Merrill's Networking Event Calendar . And if you know of or are planning a networking event you'd like included in the calendar, e-mail David at david.m.merrill@gmail.com