Networking Groups

It's been fun going face to face and an education too!

As promised, my wife and I have been going out to 2 to 3 business networking groups each week. We've met all types of people, collected a lot of business cards and added most to our growing list. It's fun to be out there, challenge yourself to walk up to someone you don't know with your hand out stretched and introduce yourself. The great part is meeting people without an agenda... just to meet people and have them be happy they met us. And, it's worked well that way.

It's been interesting to note the different make-ups and character of each networking group. Some are full of gregarious networkers, people who know how to work a crowd without showing up as a sales person. Other groups are stiff and business like, hand you a card, tell you about themselves and on to the next target. Not the way to network, for sure. We won't be going back to those groups.

We know it is important to be respectful of others. When someone hands you their card good manners demands that you take their card and give it a sincerely prolonged look-over. One of the people we met from the business group took my card and shoved it in his pocket without looking. He then proceeded to pitch us with both barrels. I made a mental note that this guy was not interested in much more than himself. He got scratched from the list.

We practiced our 30 second introduction with variations, alterations and gyrations. You always want to keep that sort of thing short, to the point and memorable; leave them with a bit of a question so they want to know more. We heeded the advice to have something prepared to say when people finally get around to asking you, "And, so, what do you do?"

Here's A baker's Dozen - Rules for Networking

1. Accept a business card as it is presented to you. (A two hand presentation = accept with two hands.) Take a moment to look at the card, it shows respect and might give a clue to open a conversation.

2. Have prepared your "30 second" introduction to present yourself and express your goals.

3. Your name tag should be worn on the right side of your body so as you shaking hands it is presented to the one you're meeting.

4. Gentlemen, allow the ladies to extend their hand first. Permit them to control whether they are comfortable with the exchange.

5. A proper handshake is to touch the web of your hand, between the thumb and index finger, to the web of the person whose hand you're shaking. A handshake should be firm, not limp, not crushing.

6. Be mindful of the social context with whom you are networking. (CEO? Sales Rep? Freelancer?) and where you are (Luncheon? association event with speaker? Awards banquet?).

7. Invoke the 80/20 rule - speak only 20 percent of the time, listen 80 percent of the time.

8. If the event includes dinner and you are the first to arrive at the table for dinner, wait behind your chair or mingle until everyone is present before sitting down.

9. To politely leave a conversation, introduce the person you're talking with to someone else and politely excuse yourself. (This will come in handy, promise!)

10. Be authentically interested in the person you are meeting. It shows respect and will go a long way to initiating a relationship.

11. Make connections where you can. People always remember the person who filled their need.

12. Networking is a contact sport. Avoid hanging out with people you know. Meet new people.

13. Here's the most important tip - Have Some Fun! Meet some new people; most of them have a interesting story to share.

Networking Partners

You've heard that participating in a referral or leads group can help you generate new business, yet you may be hesitant to join one. If your fear is that you won't be able to pass leads to your fellow members, don't worry, it's an easy skill to learn. Here's how:

1. To give leads, all you need to do is listen and ask questions. Whether you're at a business seminar, your kid's soccer game, or your power aerobic workout class, start by paying attention to what people are talking about. Even better, what are they complaining about? What are they wishing for? Are their insurance rates too high but they don't have time to call around and find a better plan? Is their office a mess and they just can't seem to get organized? Does their neck hurt from too many hours hunched over their computer screen? That's your cue to jump in and say, "Hey, I know someone who can help you with that!"

To get even more information, ask a leading question such as "What's your biggest challenge with... keeping your office organized, spending hours on end on the computer, providing insurance for yourself and your family? "

2. When you hear an opportunity to make a referral to someone in your group, jump right in and grab it! You might say something like, "I know someone who can help you with that. I met Sally through my networking group and she's a pro when it comes to saving you money on insurance. I bet she can help you with that. Would you like me to have her give you a call?" (hint, always get permission)

3. Make the connection. Once you have permission, call Sally and give her the lead. Don't wait until your next meeting to pass the lead; leads can quickly grow cold. Be sure to follow up with both people. Did Sally follow up on the lead? Did she provide the service? Was your contact happy with the service Sally provided?

If you start by paying attention to the wants and needs of people in your personal and business network, you'll begin to notice plenty of opportunities to give referrals to other business professionals. By joining a leads or referral group, you'll be part of a team where everyone is focused on helping each other grow their business through referrals.

Attractive Attitude

Networking is a great way to meet people and build your business. While it may be easy for some people to just strike up a conversation and make all the right connections, it may require a bit more effort for others. But the more successful you are at networking, the more successful you will be in your business.

One of the biggest contributing factors to your success as a networker is your attitude. Believe it or not, you demeanor says a lot about you before you even open your mouth. For example, think about the last time you went to the mall and sat on one of the benches to rest your feet and drink some water. What did you do? Well, if you're like most of us, you watch people.

You know, you looked at all the people walking by you and thought about who they were and what they were doing and thinking...all in the blink of an eye. Admit it, you summed them up based on the way they carried themselves.

People make those same assumptions about you.

So, to ensure that you are networking for success, take these steps to make sure you are projecting the right attitude:

1. Smile. It might be a cliché but a smile is worth a thousand words. People will be instantly drawn to you or repelled by you based on your smile. Make sure it's sincere and inviting. Don't know what that looks like? Picture yourself at your happiest: think of your kids, your favorite vacation spot, etc. That's the happy look you want.

2. Stand up straight. Now, I know this all sounds like your mother talking to you, but the rule still hold true. Standing up straight and being confident makes other people want to meet you and get to know you. Nothing is more attractive than self-confidence.

3. Genuinely listen to others. Make sure you focus on the other person, their story and their background. Building a relationship with them first is the best way to build a connection for life. There's a reason for the saying, "Your net worth is directly proportional to your network." Make sure you are making lifelong connections.

Taking a few moments to adjust your attitude can make all the difference in your networking. By making these few changes, you will find yourself looking forward to getting out there and meeting other people. Networking is supposed to be fun and exciting, not boring and a waste of time.

One last way to ensure you are getting the most out of any networking event is to make sure you only attend the networking events that make sense for you and your business. For example, if your ideal client is real estate agents, make sure you attend a networking event where you know real estate agents will be attending. Don't just go to the next Chamber of Commerce meeting because you "might" find a potential client. In the long run, this will be futile and tarnish your perception about networking.

Remember networking is about building relationships and making connections. Make sure you project the right vibes so people will want to connect with you. And make sure you're in the right place at the right time to make those connections.

Business Networking

I do lots of business networking and love it. I get most of my business through it, both on and offline. However, it is obvious that networking isn't for everyone, so here's a quick quiz to help you decide whether it should be part of your strategy:

Q1. Are you interested in other people?
If all you want to do is talk about yourself and your business, and never take the time to get to know other people (and eventually their businesses) then you'll never get anything out of your time at networking events. You'll bore everyone.

Q2. Are you looking for instant sales?
Networking works best when you get to know people and build real rapport. You may be lucky and get a sale on your first visit, but it is rare. If you can't put the time in, then do something else.

Q3. Do you have good manners?
Here's an old fashioned concept: behave nicely! This includes not fidgeting and making it obvious that you want to go and talk to someone more "useful" to you, listening while any speaker is doing their thing and not disturbing everyone else by chatting loudly throughout, and not behaving like a lion stalking their prey, hunting down the perfect victim and ignoring those you assume are of no use to you.

Q4. Are you generous?
The very loveliest and most successful networkers are those that actively look for opportunities and collaborations for others, not just themselves. In doing so they "pay it forward" and opportunities come their way in droves.

So be honest with yourself. Is networking really for you?

Lisa Blackler has over 20 years' experience in Marketing and Branding, working in telecoms, entertainment, mail order, publishing and the arts to name a few. She heads up Honesty Marketing, offering consultancy and campaign execution for businesses of all sizes. Lisa believes passionately that marketing is not about smoke and mirrors, but is about delivering a strong, relevant message to the right audience. Lisa regularly speaks at business events on marketing and personal growth topics.

Social Gatherings

Everyone expects to do business networking at Chamber of Commerce meetings and other business mixers. But what about events that are not "for business?"

Summer presents us with so many opportunities to meet people:

Graduation parties
Wedding receptions
Class reunions
Backyard barbecues
Charity run/walk events
Can you network for business at these events? You can do it ethically only if you approach it as connecting, not prospecting. This is really the way you should always network, by the way! It seems slower, but is more effective in the long run.
Keep in mind that every person knows about 250 people on average, so each new person you meet has the potential to connect you to 250 more you might not have otherwise met. You don't want to give up that opportunity! But you also don't want to come across as a pushy salesperson.

True networking, building relationships, involves talking about the other person 99% of the time. You only answer questions about yourself briefly, then turn the conversation back to them. You get the other person to talk by asking open-ended questions. The questions you ask at a social event might need to be different than the ones you ask at a business mixer.

At a business mixer, you normally would ask the other person what business they are in and how they got started. At a social mixer, the questions can be tailored to the type of event:

Neighborhood barbecue: How long have you lived here? What brought you to this area?
Graduation party: How did you meet the host? Did you watch this great kid grow up?
Class reunion: What have you been doing all these years?
Wedding reception: Are you a friend of the bride or groom? How did you meet them?
Charity walk/run: Do you run (or walk) often or is this your first event?
One big tendency at social events is to hang out with the people you already know. Of course you must say "hello" so as not to offend them, but you want to meet new people too!
One caution: they might ask what you do, and what if they say they need your product or service? Most people would immediately hand them a business card and set an appointment! But in his book "Endless Referrals" Bob Burg admonishes you not to do that. Since people buy from people they know, like, and trust, Bob advises you to turn the conversation back to them and make sure you really have a relationship built before you attempt to get a business transaction going.

Perhaps the most tricky part will be how to stay in touch with this person later. What you should try to do in the conversation is find out some way you can help them. It could be potential business referrals, or an introduction to one of your business associates for them or their child or spouse, or helping them find a product or service they need. If you have suggested a way you might help them, they should be willing to tell you how to contact them.

Learnt About Networking

When you are an employee you don't usually have to network to get new business in, but when you are self employed or have your own business, networking can boost your business. This does not always happen, I have been networking for years and have seen people start new businesses come to networking events and leave disappointed, after a few months you never see them again. It was not that their business was not something that people would not find useful, just how they networked.

1. Don't sell when you meet people. Have you met someone and as soon as they know your name they start telling you about their product or service? You get turned off by it so the people you talk with will get turned off. The first time you meet someone tell them what you do but don't tell them about your services or products.

2. Listen more then you talk, find out about the person you are talking to. Something that will allow you to connect with the person, something you have in common.

3. Make your elevator pitch or 1 minute about everyone else. This is a difficult one, instead of saying what you do, for example I'm a Business Software Trainer, say what other people get from you. When I stand up to do my 1 minute at events I tell people I help people spend less time doing admin on the computer. I actually have questions I ask and allow people to answer then come out with the phrase. If you are a photographer specialising in portraits you can say something like You make people and families look their best. This is something that you need to work on, what you say should prompt people to ask more about your business not answer all their questions. Start with what your product or service ultimately does for your clients.

4. Don't be late. If you are the last to arrive there is a chance that everyone has found groups or if it is a structured event you may have missed the general networking part. People who are always late do get a bad reputation. One networking event I used to attend has a 1 minute for each person at the beginning to tell everyone who they are and if they are looking for something in particular, then a brief talk by someone then you can stay to talk with people. A particular person who attends is always late, after the 1 minutes have started, she says her 1 minute, usually taking 2, and at the end has to rush off back to the office. Would you do business with them?

5. Don't spend the whole event with one person. This one is very difficult if you are shy in groups. If there are refreshments grab a drink and while you sip slowly look around the room. You will notice some groups of people will only look at each other but other groups will be looking around the room as well, they are the ones that will welcome new people. Walk up slowly, smile and say hello. If there are no open groups wait for a few more people to arrive, most of them will be looking for groups to join. If you need to set yourself a general time limit, this can be a set number of minutes, like 10 minutes or to find 2 new things about each person in the group. Then you can excuse yourself to get another drink or that you have just seen someone you would like to talk with.

6. This one is the one I think is most important, always have an agenda, or what I like to call a plan of action. If you are new to a group the plan of action could be as simple as meeting 3 new people. That is usually my goal for new or large groups. For events that are more formal I give a generic what I do until I get to know the group, when I learn about what they need the most I then change my talk. A few months ago I talked about free newsletter software, to another group the benefits of organising contacts. By finding out what the people need that you can supply you are showing that you listen and have something useful to offer. Also a plan, like meeting 3 new people, will ensure you don't spend the entire event with the same people and give you a purpose.

By doing all these things I have found that people are friendly at events and welcome you into more. The customers you do get become advocates who tell people about you rather then you having to tell everyone what you do. Give yourself 6 months before you get business, then you can work on your 1 minute/elevator pitch and meet people who may be able to help you with it as well.

Business Through Networking

One of the most effective ways to to build your business is through the power of networking. As a business owner it makes sense create relationships with other business owners in your area and also in your area of expertise. The more you can help other people build their businesses the more they will want to help you.

Here are some top tips to build your business through networking

1.Your Suppliers

One of the most overlooked areas in networking is your suppliers. All too often we focus on getting the best price and service from our suppliers yet we overlook the fact they probably supply to our target market. Make a point at your next supplier meeting to explore how you could help each other find more customers. This can be a powerful method of building your business through networking and costs next to nothing in terms of time and money.

2.Local Business Breakfast Meetings

If you do a Google search for business breakfast meetings in your area you should find a good supply. These tend to start around 7am and allow you to network with fellow business owners before the start of the normal working day. Before committing to join one make sure you visit all the meetings in your area at least once. You will get a feel for which format and group of people suits your business best.

The key to making breakfast meetings work for you is building relationships and teaching your fellow members about your business. Once you achieve this you will have 20-40 ambassadors building your business using the power of networking form each meeting you attend.

3.Local Chamber of Commerce

Your local chamber of commerce should be a good source of information to help with your networking activities. The reason I put this as third behind suppliers and breakfast meetings is not all chambers are the same. Ask your fellow business owners and suppliers how they find the chamber works for their business. I have found some chambers are very proactive and should be joined as soon as possible, sadly I have also found others to more focussed on corporate members.

4.Local Business Links

As part of any strategy to build your business through networking, making good contacts with your local business links is vital. They are a great source of knowledge in terms of business grants and free training. They also are a great source of knowledge to find the best business networking events in your area.

Building your business through networking is something that must be worked on consistently. Like any marketing effort the results you achieve will be directly proportionate to the effort you put into it. Over time the rewards easily outstrip the effort as you build ambassadors for your business.

Effective Business

You may have dreamed of expanding your contacts list of clients and business associates and you have thought of networking. The problem is you, just like many others, only have limited time to increase your list or meet new people to achieve your goal.

Also, it can become a personality issue. If you belong to the socially outgoing types you won't have any problem and connect easily, but if you belong to the extrovert group you will find this endeavor somewhat harder than you expected.

With the Internet, a big part of your problem is solved as it has made networking a lot easier than before. In many websites you can search for anything you want to find. Joining a group which shares your interests in business is a cinch and you can find people who can be potential clients or associates.

Email usergroups can help you receive news and information that you need. You can even be physically present in an event near your place and have the chance to do networking with real people.

Just make sure you have with you loads of business cards when this happens. Try to be effective in distributing them by targeting the most people as possible.

Attitude is also a very crucial feature of networking. You have to make sure that you are easily seen without being too assertive or domineering. It is equally important for you to be nice and amiable.

Simple efforts on your part could spell a big difference in what you try to achieve. It may take a lot longer than you expected, but the main thing is your efforts paid off.

Effective networking is the best answer to your goal of seeing your business grow. With networking, the values you can derive are endless whether getting new partners or taking in additional business.

Owner Driver Jobs

No matter what business you're in at the moment, things are pretty tough out there with companies and private individuals trying to cut costs in every way that they can think of. Making sure that you get your fair share of owner driver jobs, therefore, means employing the right marketing tactics, and the cheapest and most effective tactic of all is networking.

Networking

'Networking' might be the latest buzzword but of course it has been around for years. We've all heard the saying 'It's not what you know but who you know that counts' and nothing could be truer when you consider the power of 'word of mouth'. When you compare networking with what many do to find owner driver jobs, ie cold calling, it is not hard to see why the former is so much more effective. Walk into the businesses on your local trading estate and tout your business and, unless you have some really amazing sales pitch, business owners are just going to be left wondering 'Who is this guy? And why should I choose him above any of the others?' With networking, however, you have the opportunity to get to know the people who could really help to put business your way, and to impress them with your reputation and your professionalism.

How Networking Works

Networking works on the basis of 'you scratch my back and I'll scratch yours', but an important point to remember here is that any back scratching that needs to be done has to start with you. Whether you attend formal business networking clubs or events, or choose to hang out at the places which are frequented by potential clients, the aim should be to get to know people and then offer your help first. Let's say, for example, that your new contact is in the business of selling office supplies. You might have other contacts who are regular buyers of office supplies that you could put him in touch with, or you could just dig out some useful information about upcoming events or things which are happening within his industry and send it to him. By doing something for him, however small, he will be disposed to put you in the way of information and contacts which will help you to find more owner driver jobs. It's kind of like karma - whatever you give out, you get back tenfold! Go into a networking relationship with the attitude 'What can you do for me?', however, and you will be an instant turn-off.

Real Relationships

Using networking to get more owner driver jobs means building real relationships, and this is something which many people fail to take on board. They often expect to turn up to a networking event, have a quick chat with a few people, hand out a few business cards and then walk away and wait for the business to roll in. Like any real life relationship, networking relationships are based on trust and respect, and so it is important to stay in touch on a regular basis. It might sound like a waste of valuable time and energy, but if your name is at the forefront of your contacts' minds, and you have shown yourself to be reliable, helpful and of high reputation, then they will ensure that the owner driver jobs come your way without you having to pay a penny for advertising and marketing, or wasting your shoe leather traipsing around knocking on doors.

Online Networking

So, there are the most effective ways of networking your way into owner driver jobs, but what else can you be doing to help yourself? There are various transport and courier exchange websites out there that can point business your way. These exchanges act as hubs where couriers can look at other people's loads and journeys, and identify opportunities for extra journeys and backloads, minimising the frustrations of empty space, and making great business connections. You might just find yourself another courier with whom you can share owner driver jobs to make sure you are both doing the most effective journeys possible.

Important Ways

Business is all about who you know. Building your network is a lifelong journey, but while some do it the hard way, others take a much easier route by actively facilitating their network as opposed to passively letting it build itself. It takes hard work to build your network, but a few simple tips can help make it more of a fun, natural and genuine process.

Be social

Sounds simple, but be more social! Talk to everyone. When someone needs help, be of service to them. Be friendly. There is a fine line between being social for selfish reasons and being social just for the sake of being social. The main difference is that being selfishly social is easily noticeable by others and will lead people to think you are only making friends for your own personal benefit - which is never a good public persona to have. Be social for the sake of helping others. Try to have an altruistic outlook on life. Before you know it, a solid network will have voluntarily formed around you.

Be prepared

You never know who you will meet. Once-in-a-lifetime opportunities present themselves when you least expect them. Sometimes the difference between successful people and those who do not succeed is the fact that those who were successful took advantage of opportunities when they appeared while others dropped the ball. How can you prepare for something that you are not expecting? For starters, you can make sure you always have your business cards with you, you are always dressed well, and you can know your elevator pitch by heart.

Be useful to others

If you have industry knowledge - share it with someone in need. If you can provide some valuable advice to someone, go ahead and provide it. Don't expect anything in return, but people are generally good and remember nice gestures for a very long time. People will eventually see you as an expert in your field willing to help others.

Know the best places to network

Sometimes you need to give yourself the advantage by putting yourself in situations where you have the opportunity to meet intelligent and well-networked individuals. If you know these great places to network, you can constantly put yourself in promising situations. Some examples are airports and universities, but there are many more. If you know the best places to build your network, you have an advantage over others.

Build Your Network

People get lucky - it's just a fact of life. However, putting yourself in certain situations can drastically increase your chances of good things happening - if you know where these situations are and what to look for. Would you like to grow your network by meeting the smartest, most influential people you can possibly meet? How can you increase the odds of this happening to you? Simple - understand the places with the highest odds of this happening, and stay aware. Here are some examples of these places:

Airports

Airports are very interesting places. Majority of the people traveling through airports fall into two main categories - vacationers and business-people. Regardless of which category an individual falls into, chances are they are well-connected and somewhat successful if they are traveling for business or have enough money to vacation. Airports put people in very social situations - long lines, lounges, bars, airplane cabins with seats very close together - so take advantage and be friendly! Worse case scenario? You have a great conversation!

Entrepreneur clubs

Entrepreneur clubs can be found everywhere, from your local Chamber of Commerce to local universities. These clubs are meant for networking purposes, and better yet, they are full of people similar to yourself - bright, motivated and entrepreneurial. From personal experience, these clubs are very social, very fun and always welcome new members.

Universities

Colleges and Universities are incubators for innovation, entrepreneurial thinking, social gatherings and successful people. Best case scenario is to attend for undergrad and then again for graduate education if you are ambitious enough, but even if you cannot or do not want to attend college, you can still take advantage of what local public universities have to offer, such as public networking events, public speakers and some clubs.

LinkedIn

LinkedIn - the "professional's" Facebook seems to be its unofficial tagline, yet it fits the description perfectly. LinkedIn is very useful for searching for jobs or to hire employees, stay connected with others and to see who knows who. For instance, if you are interested in working with a specific company, you can see if any of your friends' friends know or work at that specific firm. If you need an "in" somewhere, LinkedIn is where you should begin your search. Just remember to keep your profile up to date and professional, and connect with everyone you know.

Seminars and presentations

Not only is listening to influential and successful people very interesting and useful, but these types of events attract bright and well-connected people, so these events naturally tend to be great networking events as well. If you are going strictly for networking, you should be aware of what type of crowd a particular speaker will bring.

Vacation

Vacations are always an interested and controversial way to network. On one hand, people go on vacation to get away from work. On the other hand, great vacation spots tend to attract fairly wealthy individuals. If you go on vacation, I urge you to forget about work for the duration of your trip. However, if you happen to meet the right people, try to at least exchange business information. The general rule of thumb in this situation is to refrain from exchanging business information or talking specifically about work until the second or third get-together.

Chamber of Commerce events

Your local Chamber of Commerce is a great place to learn and network. They host many events and are a valuable resource for all entrepreneurs. Google your local Chamber of Commerce to get some more information.

Golf courses and country club

Golf courses and country clubs are very similar to vacations in the crowds they attract, yet people at country clubs and golf courses are much more willing, even eager to talk business. Go play 18 with one friend and hope you two get paired up with great people.

Trade shows

There are about three trade shows for every industry imaginable each year. Find relevant trade shows and attend them regularly. You will eventually get to know some great people. Remember to dress-to-impress, bring business cards and samples if necessary, and be ready to talk! Even if you cannot attend as an exhibitor, attend as a guest and just browse - trust me it will be well worth it!

Alumni events
Did you attend college? If so, make sure your alumni association or alumni relations department have your contact information and keep you up-to-date with all events happening. It's always great to see old friend, and people are usually much more willing to help out fellow alumni.

Introduction - Some Tips

Art of presenting yourself is very important to move forward in corporate world. It is must to remember always that a person who meets you everyday could be your potential customer, partner or employer. It is important to release a positive impression on whomever you meet, because all these persons are very important to you. There is an important role of an art of introduction in presenting yourself. I am telling you some tips of introduction to you here.

• Shake a strong hand with anyone. Show your warmth during your meeting.
• Make an eye-to-eye contact with the person whom you are shaking hand with. This will show your confidence.
• Pronounce your name and your company name clearly. Note that don't use Mr. or Miss before your name.
• Provide such information about yourself that the opposite person can take an interest to talk with you.
• During your conversation repeat his name and show him that you are happy to meet him or her.
• Introduce yourself only when the opposite person shows that he is not recognizing you.
• Give your introduction in the beginning of a social meeting or a business meeting.
• You can give your introduction at that time also when any introducer is unable to tell your name.

These are some tips to introduce you in corporate world, which can help you. You will be able to give a wonderful introduction, if you follow these tips. You can move forward and improve your personality by following these tips. I wish you all the best!

Relationships

Being in sales for 34 years, I get asked for advice now and then. Recently, a sales rep asked me about how I build rapport with a prospect. When you have been in sales as long as I have, you find yourself on autopilot and really don't pay much attention to the "How." After carefully evaluating my method to building rapport, I was able to give the sales rep my advice.

The key to building rapport is to find common ground with your prospect. What do I mean by common ground? Try to recall the last time you were at a party, networking event or any type of social gathering. You meet someone and start a conversation with them. You ask where they are from and they answer you. It happens to be your hometown. Presto! You just found your common ground with that person. How does that make you feel? Like you have something in common? All of a sudden you have a comfort zone with that person and it suddenly becomes easier to converse. It could also be a mutually favorite vacation spot, attending the same college, living in the same town. You get the picture?

The key actions to finding common ground are simply being friendly, sincere and approachable. Some salespeople make the mistake of creating rapport around "things" such as the weather, a ballgame, etc. That's not creating rapport - it's more like idle conversation. Rapport has to have an emotional base to it. It has to come from the prospect's personal background. Find something in common that you both like and know about. Whenever I go into someone's office, I look around and glance at the things my prospect has on display. I look for educational achievements, awards, family photos, trophies, etc. I ll ask a question that will create common ground based on something I see in the prospect's office. You can also take the time to research the company you're visiting to be better prepared. You can find several interesting bits of information on a company web site that can help you create rapport.

Once I build rapport with my prospect, I will tell him/her about my business career. (How long I've been with my company, etc) Then I segue to the business at hand and I get to the point. I may say something like, "The reason I wanted to meet with you is..."

If you find building rapport difficult, then I suggest you get out to networking groups, talk to the person waiting in line with you for your morning coffee, etc and practice finding common ground. If you can connect in that type of environment, building rapport in an office setting will be easy.