LinkedIn Secret: Everybody in the Chain Can Read Every Message of an Introduction.

November 28, 2009

Time for another “LinkedIn Secret”: Everybody in the chain can read every message of an introduction.

When you send an introduction request to someone via “Get introduced through a connection”, you always have to write two messages: one for the final recipient and one for your first degree contact.

Be aware that everybody who is “in the chain” can read all messages. In practice this means that your first degree contact can read your message to him and the final recipient, that the second degree contact can read your two messages and the message from your first degree contact to him and that the final recipient can read your two messages, the message from your first degree contact to your second degree contact and from the second degree contact to him.

So always be professional in the messages you send whether it is an introduction request from yourself or whether you forward a message from someone else.

I think it was Warren Buffet who said, “It takes a lifetime to build a reputation, but only a few seconds to destroy it.”

To your success !

Jan

PS: this is an excerpt from the book How to REALLY use LinkedIn (of in het Nederlands: Hoe LinkedIn nu ECHT gebruiken). Make sure you download your FREE light version.


How to Switch from Business to Personal in a Conversation at a Networking Event?

November 21, 2009

When you go to professional networking events like receptions, mixers, conferences, fairs and seminars, it is “etiquette” to talk about the professional parts of our lives first.

However people make better, more interesting and more lasting connections when they talk about more personal topics like hobbies, interests, family, schools (of themselves and of their children). When we have found this mutual interest, interesting things happen: the atmosphere changes, we feel more relaxed and many times we become more ourselves. (Note: I see so many people acting like someone they are not at networking events; it is pity because they get frustrated with that and it doesn’t bring any results either: people feel it on a subconscious level and push them (mentally) away instead of getting more interested in them)

The question now is: how do I go from professional and business to personal in a conversation?

What Jan De Boeck, one of the trainers at Networking Coach, has found is that the magical words are: “Where is your company situated?” or “Where do you come from?”

When people answer this question, it is easy to tie in some more personal questions and comments like “I have a cousin who plays tennis there” (of course only when this is true), “Have you been living there for a long time?”, “Is there anything interesting to see or visit there?”, “Are there any good restaurants over there?” and many others.

So after listening to each other’s Sticky Stories so you will be remembered professionally, switch to the personal side and make sure you will be remembered as a whole person to make life lasting connections!

Have a great networking week !

Jan

Jan Vermeiren is the author of the networking book “Let’s Connect!” and the audio CD “Let’s Connect at an event” (or in Dutch: “Let’s Connect op een evenement“) which contains 30 tips to listen to in your car when going to or coming back from a network event so you will not only feel comfortable, but also get results!


Fundamental Principle of Networking 5: Your Know, Like And Trust Factor

November 11, 2009

Networking and referral expert Bob Burg is famous for his quote (from the excellent book “Endless Referrals”): “All things being equal, people do business with, and refer business to people they know, like and trust.”

So in order to build relationships it is important to raise your Know factor, your Like factor and your Trust factor with the people from your network.
What does this mean in practice?

– Know factor: what do people know about you? What is your background? What are your interests on a professional and personal level? Which organizations do you belong to? To raise your Know factor it is important to fill in your Profile on LinkedIn as much as you can.

– Like factor: people like other people who are helpful, kind and not pushy. Applying the networking attitude, thinking about what you can share with other people and answering questions in Discussions and Answers already helps a lot to raise your Like factor.

– Trust factor: there are two kinds of trust:

1. Trust that you are an expert. This part of the trust factor can be raised when answering questions in Answers and Discussions in your field of expertise. By giving good and solid answers you will be perceived as the expert. Also by having recommendations from other people describing your professional expertise your Trust factor will increase.

2. Trust that you will behave in a decent way when you get an introduction or referral. This is a consequence of your behavior described in the Like factor. Having recommendations from other people describing your attitude when working with them will also raise this part of the Trust factor.

LinkedIn helps to raise your Know, Like and Trust factor in many ways. As Stephen M.R. Covey wrote in his book, “The Speed of Trust”: trust can also be transferred from one person to another. Therefore, it is good to ask for introductions and to pass on messages when you trust people; this is one of the best and easiest networking actions to take. It also works the other way around: trust (and your reputation) can be damaged very quickly. So don’t only be a good advocate, but also a good filter!

To your success !

Jan

PS: this is an excerpt from the book How to REALLY use LinkedIn (of in het Nederlands: Hoe LinkedIn nu ECHT gebruiken). Make sure you download your FREE light version.


Hoe LinkedIn Gebruiken om Nieuwe Klanten te Vinden (MindMap)

November 4, 2009

Apologies for the English readers of this blog, exceptionally this post is in Dutch.

Ben je zelf op zoek naar nieuwe klanten of prospecten of wil iemand uit je omgeving meer verkopen, dan is deze Mindmap “Hoe LinkedIn nu ECHT gebruiken om nieuwe klanten te vinden” een handige tool.

Succes !

Jan

Auteur van de netwerk boeken Let’s Connect en Hoe LinkedIn nu ECHT gebruiken (van beide is er een gratis light versie beschikbaar)


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