Press Release
Now Available: the new book from leading business coach, Karl Smith
How To Survive The World Cup: Business Relationships and Business Planning

“ Are South African businesses truly ready for a major international event such as the imminent Soccer World Cup?

In terms of popular appeal, the World Cup is by far the biggest sporting event in the world. Leading business and relationship development coach Karl Smith decided to write the book when one business owner told him: “The World Cup is killing our business”.

This pragmatic book considers valuable lessons that can be learned from a survey conducted of professionals across five Central and Eastern European countries to gauge their attitudes and preferences during the 2006 Soccer World Cup on this issue.

The aim of many of the World Cup awareness strategies in Africa seems be focusing on creation awareness of the tourism industry. At the time of writing this book, South Africa had no coordinated national resource to provide guidance for business sustainability during the World Cup.

Research shows that while many companies are implementing no-air travel measures, they aren’t making plans for transport disruptions, absenteeism and other factors during the World Cup. A survey before the 2006 World Cup in Germany suggested planned absenteeism for businesses and the economy as a whole, translated to millions of man-hours of lost productivity.

Buy this book to learn how you can use sport to improve communication, better your management styles and increase sales. Learn how to deal with the ethical dilemma in business gifts: giving or bribery? Major sports events are characterized by sponsorships and other forms of “giving”. Get guidance to ensure operational efficiency and human resources during World Cups as is a critical component of general day-to-day business.

The value of this book transcends the World Cup as the information is applicable for business sustainably during any major event. “I encourage companies to use it as a reference point during their planning meetings and where necessary to rebuild their relationship capital. The book can be ordered at R100.00 (excluding postage and packaging) a copy by emailing your details to karl@businessnetworkingsouthafrica.co.za

About Karl
Internationally acclaimed business relationship building expert, Karl Smith, is a sought-after and compelling self-improvement teacher, author and coach on business networking, referral business, trust, credibility, ethics, personal excellence, personal branding and leadership from the core. South Africa ®, and he is the author of the book: Beyond the Business Handshake: Dare to Build High-Trust Business Relationships and co-author of the book: One Goal, Many Paths. Karl passionately delivers his message and is dedicated to enabling individuals and organisations around Africa to reap the dividends of high trust. With deep insight in human behaviour and business, Karl presents a people centric and principle-based approach to self-mastery. It’s about learning how to invest in people for an extraordinary return. It’s about increasing individual effectiveness to positively impact the speed and cost of business through integrity, honesty, accountability and credibility.

Ends.

Contact Business Networking South Africa CEO: Karl Smith
Tel: 071 444 2210 Tel: 021- 511 0802
Tel: 087 808 9753 Fax: 086 694 6399
karl@businessnetworkingsouthafrica.co.za www.businessnetworkingsouthafrica.co.za

2010 is here (and many are glad that 2009 is over!), and it’s time to focus on the future. Has 2009 been the year networking has grown up in South Africa? There certainly seem to have been more changes in the last 24 months than any comparable period in the last decade.

Before, very few businesses were aware of networking as a formal way of developing a business or to build in-company or stakeholder relationships. Chambers of Commerce and the AHI ran popular events; meanwhile, Business Network International (BNI), the world’s largest networking organisation was well established in this country, encouraging people to be aware of the virtues of getting out of bed before 7am to do business. Beyond Chambers of Commerce events, the AHI and a few independent groups, networking had a very low profile. During recent years the cocktail function image of networking has devalued its effectiveness to schmoozing. Today we are operating in The Network Economy and it will underpin the global business environment for years to come. Networks will provide unsolicited benevolence which brands will not understand and trust is emerging as the defining characteristic (asset) in this economy. For instance, having cohesive face-to-face networks made employees in one organisation 30% more productive, says MIT researcher Alex Pentland. Having extensive personal digital networks resulted in only a 7% productivity increase. (”How Social Networks Network Best,” Harvard Business Review, February 2009). To make a bigger difference in your business or to seize opportunities you will have to collaborate with others. But what are the networking trends for Africa in general and South Africa in particular?

1. Firstly, there seems to be consensus amongst economic commentators that the economy IS going to improve. This isn’t a “networking” issue, but it IS important. Have faith. Look for opportunities, especially relationships that can be established around the 2010 FIFA Soccer World Cup. Remember that the world is coming to Africa and the rest of Africa is coming to South Africa. The recession has highlighted that relationships (not just client numbers or contacts) are crucial to stay in business or to find a job. Focus on what you do best. You will have a better year, but you need to focus on solutions.

2. Online social networks will continue to be the buzz words and it will grow in prominence. However, consider this . . . digital schmoozing will continue to cause frustration over which forums to join and how to convert that technology into viable business opportunities. To successfully leverage your social networks you need to really be active in your communities, ergo it is best to have power accounts on a few social media sites rather then trying to manage many of them across multiple networks. Find your niche. Educate your on-line networking members on how to leverage the forum otherwise it will just be another virtual listing of a profile.

This is an emerging field, and much of it will be established over the next few years. In considering joining groups think about your overall strategy for personal and business success. Many web developers will seek to become experts in this arena as clients will expect them to be authorities in this arena. Be careful. Do research before you dig into your pockets and request success stories. Go as far as contacting references.

3. Companies, small and large, need to create a social media strategy. Social media is here to stay. The best way to define social media is to break it down. Media is an instrument of communication, like a newspaper or a radio, so social media would be a social instrument of communication. A new study from the Marketing Executives Networking Group reveals most marketers are still in the early or experimental phases of adopting and measuring social media.

Like many other skills, the only real way to effectively apply a new strategy is to get the knowledge and just do it. What’s your plan? Oh . . . you don’t have one? Big mistake in 2010. Don’t know where to start? Do a little research. Begin with the End in Mind. Strategy isn’t the goal. It’s the path you plan to take to get there. Before we go too far down any one path, we should ask some questions:

What are your personal and business goals? Are your customers likely to be online? Note that many people are online these days, but it might be that you have a product or service that isn’t as frequently purchased via the web. What’s your story? Are you ready to handle negativity? Platforms like blogs and videos allow for negative comments, and some company cultures aren’t ready to engage with those opinions. How will engaging users via social media integrate into your overall marketing/communications/research/knowledge strategy? How will you incorporate this into people’s daily jobs? How will you measure results? How long are you willing to give it a try? What’s your willingness to experiment, take risks, and adjust your plans? If you know of any good experts out there who can help in this area, then please let me know.

4. Word-of-mouth. Despite impressive growth in the business, word-of-mouth will continue to be used mainly by most small business. Why? They don’t have the marketing and other resources to increase market share for various reasons. Most large corporations will continue to ignore the total cost (human resources: recruitment, selection and training + marketing + other opportunity costs) to business as they underrate the influencing power of individuals among their networks. I encourage you to invest in networking training so that you can reap the full benefits of networking as a business skill.

5. Victims of retrenchment will become active in networking groups (both face-to-face and online). Many people have lost their jobs. A number of business networking organisations have noted that within a few months of an increase in unemployment rates, there is almost always an influx of new members into networking organisations. I have also seen a surge in the formation of new networking groups in South Africa and a number of individuals from other African countries have interacted with me to provide guidance in starting networking forums. I am confident that networking organisations will continue to experience an influx of new members in 2010. What is their challenge? Read point 9 below!

6. Women will lead the way. The business landscape has now changed dramatically and more women are starting businesses and occupying positions of power. Based on the audiences addressed to date and my current clientele more women (entrepreneurs, managers and leaders) will invest in networking (business relationship building) education because they understand that it is highly prized business and professional competency. Read point 9 below for more about my predications for women in networking.

7. We will begin to see more of an interface between face-to-face and online networking opportunities. Online networks will do things to promote face-to-face opportunities, and face-to-face networks will begin to integrate online networking more effectively into their programmes.

8. We will see the slow death of the “one-way” website. I told my web developer a while ago that I don’t have a website - I have an information tool, a business resource, a communication and marketing tool. As business owners get to grips with social media and online networking more and more, companies will create websites that operate in two directions. They will not only provide information to their customers but will also seek feedback from their customers. Blogs, interactive newsletters, social network sites, consumer feedback groups . . . all of these will continue to grow in importance for companies.

9. Face-to-face networks (networking organisations) will continue to grow, IF they stay true to a fundamental mission of helping people growing their businesses. If they use it for marketing or to make money, then it will die a quick death. I am predicting comfortably that more women networking organisations will be formed, magazines and other services providers focusing on women clientele will incorporate networking (online and off-line) as a product, marketing or information sharing forum. I am encouraging owners of independent women networking forums to cooperate because therein lies the power of authentic networking.

10. A strong network of professional contacts will become vital. Professional network is a term that describes the professional contacts a businessperson or professional may have. Industry bodies, member associations, professional organisations will be challenged to address the needs of value-driven members. Why? Value-driven members seek support and benefits from their perspectives based on their realities. I predict that these organisations will put a greater emphasis on “networking” as a value proposition. However, they will face competition in attracting and retaining members because of the increase in the variety alternative networking forums.

Don’t wait on your organisation! Begin by constructing a database of members and other people you already know who might assist you. Concurrently, think carefully about the value each of these individuals brings to your networking group. You must be committed. You aren’t networking if you’re out for instant gratification. Remember “networking” is a professional and business competency…most people are not natural born networkers but they can acquire this vital skill.

11. Relationship building skills will accelerate as a requirement for job seekers or if you want to climb the corporate ladder. Top executives such as Chief Financial Officers, Chief Information Officers, Board members etc are now required to proactively create and nurture relationships to help the business to uncover the best opportunities. More and more positions advertised in printed and other media will mention requirements such as “the ability to network”, “must have a strong network”, “the ability to influence others” “relationship building” etc. A large section of the generation that grew up during the techno era will be in sales, leadership, management and other positions where they must interact and influence people. They will face many people challenges and Africa will have a dire shortage of relationship building skills.

12. Companies that succeed in 2010 will remain agile and will focus on relationships. Technology is a tool. Relationships are king when it comes to networking. Companies who are creative in using tools to enhance the relationship building process will be the leaders in a company networking programme. More leaders, managers, entrepreneurs, business developers will invest in relationship building because they understand that all successful people have one thing in common - they understand that networking is nothing else but relationship building. Private Bankers and Financial Planners must note that relationships will distinguish them in a highly competitive market! Don’t be surprised if you see big corporates and other organisations re-opening local branch offices again!

13. Networking isn’t the best way to job hunt. It IS the job hunt and job placement competency. If you’re in a job search, you know that networking is by far the most effective way to find what you are seeking - and that even applies to getting noticed by a recruiter. Fellow networking expert Anne Baber was doing a workshop for job hunters, she asked, “How many of you spend more time on-line than on face-to-face networking?” Most of the 80+ attendees raised their hands. Oops! Only 7% of jobs are found through the internet; more than 68% of jobs are found through networking. I predict that face-to-face networking will remain the most effective tool to find a job and the most cost effective tool to find the right candidate for the right position at the right company.

Do you know how ready your network is to help you to find a job? Answer “Yes” to the following 5 questions test their readiness.

1. I attend at least 75% of the activities/events/programs of my professional association and take a visible role.

2. I am in touch with 10 key contacts regularly to update them on my successes (and to find out about theirs).

3. I’ve reached out in the last month to build a relationship with several people who are outside my regular circles.
4. When someone I know is laid off, I immediately get in touch and focus on learning as much as I can about that person’s expertise, so I can refer him/her to my contacts.

5. I’ve identified twelve organisations that hire people with my expertise and am talking with others in my network to find contacts in those organizations.

As you talk with a contact, ask, “How would you describe what I do?” The person who can give a vivid, accurate example of what you’re good at, is a valuable contact and more likely to pass opportunities along to you. So, continue to update contacts with stories about your recent successes and accomplishments.

Well, there it is. Those are my predictions for 2010…and beyond - say 5 years. What do you think of these ideas AND what, if anything, would you add to these business networking predictions? To comment on this article , send me a networking or referral question, share a tip that works for you, tell me about other referral success, or suggest topics for future Networking/Referral Minutes, send an email to me at karl@businessnetworkingsouthfrica.co.za

Copyright 2010 by Karl Smith
This article may be copied or republished with the following credit: ” Adapted from www.NetworkingNowBlog.com by Karl Smith, Author: Beyond The Business Handshake: Dare To Build High-Trust Business Relationships” www.businessnetworkingsouthafrica.co.za karl@businessnetworkingsouthafrica.co.za

It’s one of those awesome summer mornings, I got up early to plan my day – I got back to basics and I don’t get into emails until I have planned my day and organised my desk. I try to start my day with coffee, reading and doing some people watching from my balcony. It is fascinating to see how the quiet main road in my suburb – Sea Point: South Africa comes to live. Strangely, everyone follows the same rhythm: whether they are rich or poor, whether they own an expensive shop or whether they unpack their structural material to erect their informal fruit stall. They arrive, unlock, prepare and then they wait… I eagerly awaited the good news to confirm my appointment to roll-out a project for a company throughout South Africa. I couldn’t wait because a month ago I received very bad news which caused financial chaos in my life. A key client postponed a country-wide project until next year!

I am sure that if you are a new entrepreneur, consultant or even a full-time employee, who have had a similar experience, you will understand the nightmare which such cause in your life! As a self-improvement teacher I never really had the proper credentials to help people to really believe in themselves when their livelihood is threatened. After reflection on my options at hand I decided to see the experience as a challenge to test my own conviction in what I believe and what I teach others. I often say in my talks that it is one thing to know the way, it’s another to show the way and it’s another to go the way. I received the expected call at 11h00 and I enjoyed the good news. Guess what? I found the project through a relationship I have built two years ago and just as I was about to leave my office, I received another call from Johannesburg: South Africa for a telephone meeting to discuss another project. So this newsletter is dedicated to all of you who have received similar bad news. I recently told a delegation of women leaders from across Africa at a conference that winners attract winners and success attracts success. If you want to attract the right people then you must work towards becoming a winning magnet. Here are some tips to help you move from the mindset of a “survivor” or an “economic causality’ to that of winner:

1. Mourn your situation and acknowledge that you have a challenge. If you deny it, go to bed and hope it will be gone tomorrow, then you cannot do something about it.
2. Recall all your inner resources: your self- belief, tenacity and courage.
3. Reconfirm your vision for yourself and those you care about.
4. Problems come our way in two manners: It is brought into our lives without being asked for or in most instances it is the result of our own decisions. I am convinced it forces us to see what we are capable of achieving in life. Without problems would we ever know our full human potential? Ask yourself: What have I learned? What will I do differently if I can do it over again? If the decision you have taken is the origin of the problem, then change direction. Take a different decision to get a different result!
5. Follow Stephen Covey’s – author of 7 Habits of Highly Effective People - advice. Focus on your sphere of influence. What can you do to influence the matter in a positive manner? If you focus on the problem then you will get more problems.
6. State the solution and take action to implement the solution.
7. Review your Board of Directors – your personal and professional advisory board are the people in your network who must guide you, advise you, mentor you and nourish you. Determine if everyone is adding value to your life. In my keynotes, I suggest that people must have allies in their network; they must have a Board of Directors. Jim Smith Jr, a professional speaker in America, calls it your dream team and he notes that membership should be sacred and valued. Here are some of his tips to cope with creditors:
7.1. Keep your creditors up-to-date regarding your plans to bring in revenue
7.2. Prioritise your debt and pay what needs to be paid
7.3. Distribute your funds amongst creditors
7.4. Take control of conversations with creditors, and refer to your current financial situation as a temporary bump in the road
7.5. Maintain a positive mindset. You will instill confidence in your creditors when your voice sounds upbeat. No one wants to attend a “tension convention”.

Don’t go back to your problems because it will not be the same problem. As you dwell on the problem you add baggage to it and it becomes a bigger problem. Don’t recall the problem. If you have to do so, recall the steps you have taken to make you a better you. If the problem is as a result of what someone did, then face and address it. If you can resolve it, then do it but don’t treasure and talk about it again. With my new project contract and a number of speaking engagements confirmed for next year I am confident that my best is yet to come in 2010. I wish you great holiday season and wonderful 2010. Remember 2010 is Africa’s Largest Networking Extravagancy. Have you planned your networking strategy?

I’d love to hear from you. Tell me via karl@businessnetworkingsouthafrica.co.za how you deal with problems or how you made it through the tough economic times.

Do you remember where you were when it was announced that South Africa had won the bid to host the 2010 FIFA Soccer World Cup? Throughout the country, a unified chorus of approval was sounded as history was finally made for both South Africa and the continent. We are now counting the days until South Africa hosts the Soccer World Cup and the advantages of hosting the FIFA Soccer World Cup in South Africa in 2010 are now well known. Hopes are high Africa’s first World Cup will bring tourists and financial benefits to Southern Africa and elsewhere on the continent. A quick overview on the benefits of the 2010 Soccer World Cup indicates that most commentators remind us of the direct and indirect benefits such as infrastructure, tourism, economic injection, job creation, cultural boom, property investment, tax revenue, strengthening the image and identity of South Africa worldwide, national pride and many others.

Similarly, neighbours to South Africa and Kenya in the north have launched their campaigns to reap from the World Cup tournament. In short, the aim of many of the World Cup awareness strategies in Africa seems to be focusing on creation awareness of the tourism industry. Local organizers expect 450,000 overseas visitors for the event with an estimate that the economic benefit to South Africa could reach $7 billion. In terms of popular appeal, the World Cup is by far the biggest sporting event in the world. This spectacular and great extravaganza will take place in South Africa and the first game of the Soccer World Cup will be on 11 June 2010. Surely one cannot undervalue the long-term benefits long after the greatest show on earth is over? But how many local and other businesses on the African continent have considered the potential quality contacts they can make during this period to leverage in future?

It is my humble, and perhaps naïve opinion, that most local businesses are only focusing on the cashing in opportunities during the period around the World Cup. How many of them are taking a long-term view of the potential benefits to be derived from the thousands of overseas visitors? How many are actually training staff and preparing themselves to do business “unusual” so that foreign clients can rave about their experience whether at a guest house, hotel or at the stadiums. How many of us realise that among these visitors may be individuals who want to use their stay for business purposes? How many of us understand the power of word-of-mouth and that even if they are not directly interested in business ventures, chances are that someone in their own country may enquiry about their experiences and impressions?

Understanding the 2010 World Cup environment will help businesses leverage these opportunities more effectively to generate new business and build their profile in the local and international marketplace says Smith. The event provides Africa with the opportunity to make contact with people from across the globe in one country. Have we considered the potential networking benefits for our businesses? If you haven’t done so yet, should you not place it high on your agenda? We will have many local gatherings from organised dinner events to informal braai’s and we are going to find ourselves outside our normal business environment. So what is my point? We are going to meet potential prospects, funders, decision-makers, collaborators, people who can open doors and so much more. Many of us cannot afford to go and meet people elsewhere in the world, now the world is coming to Africa. What a great networking opportunity! The question we need to ask is what South Africans and Africans in general are doing from a relationship building perspective to leverage the host of networking opportunities? “I am not referring to attending business breakfasts and other opportunities to be seen”, Smith says. “I am saying that you know your business and personal goals and that you understand the value”.

The ability to develop and maintain a broad network of “business friendships” is a critical skill for every entrepreneur, business developer, or company leader says Smith. There are three fundamental types of networkers: Givers who give altruistically; Takers (we’ve all known some) who only engage in conversation, call or email when they want something; and Investors who see their personal, functional and strategic relationships as their most valuable asset, and consistently aim at more effectively identifying, building, nurturing, and leveraging those investments for a quantifiable return on those relationships. Which one are you? Giver, Taker or Investor?

Trust is a keystone of business-to-business relationships says Smith. Research conducted by The Economist Intelligence Unit 2008 on the role of trust in business collaboration shows that people who want to collaborate want first and foremost for their partners (individuals and organisations) to have integrity (i.e. be honest and ethical). It further suggests that it is quite likely that an individual who does not inspire trust has the power to erode trust in their entire organisation. So what then are the key skills you or your company’s representatives would need to acquire to move from making contacts to building relationships? The ability to inspire and build trust. It is also important to remember that networking to make new contacts may not always need a specific commercial imperative. Since Africa is geographically remote from America, Europe and other countries, it is vital to form relationships to keep abreast of new and developing business trends. And these ongoing interactions help to maintain trust and confidence in the relationship. Smith cautions networking and conference event organizations as well as SMMEs not to infringe on FIFA trademarks as they might then be liable for prosecution.

Why don’t you drop me a mail via karl@businessnetworkingsouthafrica.co.za to tell me about your networking and other international business relationship building challenges?

The power of personal branding to accelerate your success

Why personal branding? If you don’t brand yourself, you can rest assured that others are branding you. And letting others brand you can be risky business. Instead, we should have control, as much as we can, in determining our reputation, our image, and the intangibles, the ephemerals, and the perceptions and ideas that other people have about us. Without the underpinnings of passion driving our actions, careers and business, we are not who we were meant to be - we may be better than ordinary, but we are not yet extraordinary says karl smith , business networking and referral coach. The world is changing at such a rapid pace there has never been a better time to ask yourself these questions:

•        Are you an industry leader?

•        Do you stand out among your competitors and colleagues?

•        Should you command higher compensation or fees?

•        Can you choose which clients or assignments you want?

•        Are you achieving your goals?

What is Personal Branding? Personal branding revolutionises the way we manage our careers or businesses. It’s a way of identifying and communicating what makes you a star and using those qualities to separate yourself from the herd to increase your success. It gives you permission to be yourself, identify your target market, attract your ideal clients, and command higher fees. Building a personal brand is not about being “fake. So often we are skeptical when it comes to image because we have been “sold” so many times based on flash and dash. Personal branding is at the opposite end of the spectrum. Your “brand” is who you are and what you stand for: It starts at the way you look and sound… and includes things like your temperament and your leadership abilities. Peter Montoya, in his book, The Personal Branding Phenomenon, defines a personal brand as, “a personal identity that stimulates a meaningful emotional response in another person or audience about the qualities or values for which a person stands.” In layman terms, a personal brand is the word or phrase we want others to think of when they think of us.

The makeup of a personal brand is your total perceived value, relative to competitors, as viewed by your audience and has four main elements:

• Personal Appearance - Including clothing, hygiene and attractiveness.
• Personality - Your values, goals, identity and behaviour.
• Competencies - These are cognitive, business, communication and technical skills that enable you to perform your job responsibilities or to deliver a service.
• The Differentiator - Offering a unique value proposition or benefit to your target audience.

It is common to divide branding into tangible and intangible. Tangible branding involves associating an individual’s name with some specific advantage that they are presumed to offer, while intangible branding involves creating a more general positive feeling about them. It is a way of expressing yourself honestly and authentically. So in other words, it’s okay to be yourself. It helps you clarify and powerfully communicate your goals, passion, value, and vision!  

You can shape your clients’ or employers’ perception of you simply by defining your strengths, values, goals and personality and presenting yourself in a compelling, persuasive manner. Oprah, Tiger, Madonna – they realised early that talent alone would not take them to the top of their fields. So they created and promoted unique Personal Brands. Smith says that you don’t have to be a celebrity to reap the rewards of Personal Branding. Whether you are a professional or employee ready to catapult to the next level in your career or an entrepreneur embarking on your first business venture you have a personal brand. Your current personal brand is positive, negative or neutral. The challenge for most professionals and entrepreneurs is that they lack the discipline necessary to define their personal brands. As a result, their peers or clients select it for them. 

The key to successfully branding yourself and doing it effectively is to first establish a personal brand identity. Once you have done that focus that message on who you are and what you stand for within your chosen field.  Your brand is a promise of the value you will deliver to your customer or employers. It is important to consider how you add value. For every feature, there is a corresponding benefit. Are you always on time? This translates to reliable service. Do you tend to think out of the box? You are a problem-solver. The more unique your brand is in your field, the better. If you add value like everyone else in your industry, it is not considered a competitive advantage. Look for ways - even small ways - that make you different and thus more valuable and irreplaceable to customers and employers. Do this constantly and consistently, and you will create an effective - and lucrative - Personal Brand. Smith advises that you should be your own brand manager. Don’t be afraid to tweak your brand based on feedback.

Copyright 2008 by Karl Smith

This article may be copied or republished with the following credit:
“By Karl Smith, South Africa’s Business Networking and Referral Coach, Cape Town, South Africa. +27 (0) 082 7779431 karl@businessnetworkingsouthafrica.co.za www.businessnetworkingsouthafrica.co.za”

Overcome Shyness and Build the Relationships that Will Make You Successful

Shyness can be great liability in building business connections, careers and your circle of influence says karl smith, business networking and referral coach. It is through networking that we find advice on personal and business challenges, learn of job opportunities, and develop new business. Whether it be shyness, introversion, or a lack of confidence in what to say, networking can be painful because successful networking entails attending social functions, meeting new people, building trust and staying visible through self-promotion.

Many shy people thrive in the business world because it provides them with a “role” to play that legitimises the things they do.  As long as they are acting “on behalf” of the company or in the best interests of someone else, they find the strength to do great things.  But ask them to step outside that role?  They melt, if not dissolve, as their self- confidence crumbles. The saddest part about shyness in the business world is not the discomfort it causes, but the opportunities that shy people are missing because they sit back in staff meetings, training sessions and business negotiations silently watching as their colleagues speak up and reaps their rewards while they are still formulating our thoughts. 

Most shyness experts seem to assume that shyness is a function of fear of rejection. But for some, shyness is more the result of a lack of social skills.  From networking to job interviews to public speaking, shyness stunts your growth. For better or for worse, connections make the world go round and the following tips will help to overcome shyness:

• First, take baby steps. Don’t assume that you will become a professional networker right away. Start by attending an event where you know a majority of the people and then work up to a function where everyone is a stranger and potential contact.

• For those uncomfortable business social functions, think in advance of what you might say to the strangers there. “Conversation is not random,” Smith points out. “Have something to say. Read the newspaper or a magazine or go to a news Internet source to know what the topics of the day are.”

• Attend a conference or business function with a more outgoing individual and ask that person to introduce you to a few of his or her associates.

• During the networking event, look for people you know who are talking with people you don’t know. Approach the group and stand just outside of the circle, within the view of the person you know. This is a well-understood cue that will prompt the person you know to introduce you to the group and bring you into the conversation.

• Stand near the registration desk and look for opportunities to make small talk with the people who have just registered. This is the moment where everyone is alone and looking to meet someone to talk with.

•  It’s also important to remember you are probably not the only shy person in the room. Many people are uncomfortable with group interaction, so search these people out. It may be easier at first to meet people who are just as shy as you.

• Stand near the food. As people circulate around the buffet table, small talk comes more easily. “Boy that chicken looks good…” is as good an opener as any. Usually people will look for a place to park their plate and beverage, once they have food, so you will have an opportunity to take a spot next to them and strike up a conversation.

• Network online. While some shy people hide behind their email accounts, online networking is an important strategy. But instead of networking only online, use online networks to introduce yourself before an in-person or on-the-phone interaction.

• Another thing to remember is that an important part of networking is listening. This is often a component that shy people are comfortable with and excel in. When building new relationships learning about your latest contact is just as important as them learning about you. That’s right! Great listeners are fun to converse with because they allow the other person to do the talking. People love to talk about themselves. The main problem you are probably having is that you are so focused on your discomfort with talking to strangers that you forget how great it is to be in a conversation with you.

• Be Yourself. “You don’t have to be the schmoozer,” says Smith. The problem with the schmoozer’s approach to networking is that he or she doesn’t have the right intent: They are not interested in helping other people - only themselves, says Smith. Be the authentic, humble, shy person you are. It can be endearing. Don’t try to be something you’re not. In other words, it’s OK if you’re a little awkward. Just don’t keep apologising for it.

Shy people often have difficulty talking to the boss. If that’s the case, plan ahead, Smith recommends. Make an appointment to speak with the person and practice what you are going to say ahead of time. You prepare them for what you are going to say and also put yourself into a more predictable mode.

It’s not just a matter of being a wallflower at a business function. Shyness can follow a person into adulthood and become not only a social barrier but a handicap in the workplace, says Smith. It helps to remember a time when you have had successful social encounter. If you are getting nervous or anxious at the idea of networking in social settings or the workplace, think back to a time where it went well. These recollections may boost your confidence and help you get through the experience.

Copyright 2009 by Karl Smith

This article may be copied or republished with the following credit:
“By Karl Smith, South Africa’s Business Networking and Referral Coach, Cape Town, South Africa. +27 (0) 082 7779431, karl@businessnetworkingsouthafrica.co.za “www.businessnetworkingsouthafrica.co.za

The ability to connect with others through small talk can lead to big things says Karl Smith, business networking and referral coach. Want to build a relationship - sell yourself for a job -get ahead - make a sale? Your ’small talk’ is crucial. Everyday conversation can make or break you in personal relationships and in the business world. Sadly, most people don’t realise how important small talk is, nor do they try to do better. If you are comfortable talking with people, you develop better business relationships and have a happier life. Having to make conversations with people you don’t know in unfamiliar situations with no specific agenda and no “designated” leader can be challenging. Small talk gets friendships started and ‘breaks the ice’ before important business meetings and other events.

What is small talk? The dictionary defines small talk as” light conversation about common, everyday things or chit chat”.In business, small talk is social talking on a business level.Small talk is unimportant, important conversation. It is used at cocktail parties, meals, networking events, as pre-meeting activities, etc.It can be used in any situation where you are trying to begin or improve personal relationships. People who realise and master the art of small talk understand that an opportunity to speak is not always an opportune time to talk business.It can however, be a valuable opportunity to enhance relationships and build rapport. Small talk is pleasant conversation about common interests. It is general conversation about “safe” subjects such as the weather, sport, holidays, travel, venues, food or uncontroversial news. It is an effective manner to explore the possibilities of developing the relationship to a more personal footing by safely sounding out the other person’s areas of interest, personality style, characteristics and general cultural background. In small talk, we express ourselves in the details of what we talk about, the words we use, the ones we don’t, how far we lean forward, how tentatively or aggressively we probe for shared ground. Because all of this is implicitly presented, it tends to give a more accurate picture of who we are and what we care about than big, explicit conversations. Despite the importance of small talk, most people don’t do it well. Shyness is one reason.

Karl says that success comes to those who know when and how to talk the talk. He points to a study conducted in the early 1990s by Thomas Harrell, professor emeritus of business at Stanford. He studied a group of MBAs a decade after graduation, finding out what made some of them particularly successful. The result? Grade point averages had no bearing on their success - but their ability to converse with others did. Not just with friends, but with strangers, investors and co-workers.Small talk is a safety net to make other people feel comfortable, it oils the wheels of relationship between newly established connections and it creates “feel good” and “like” factors that underlies every aspect of business relationships.

Here are some tips to improve small talk skills.

THINK AHEAD: You will never have a conversation in a vacuum. It will always have its own context and environment. Think ahead about conversations you are likely to have - even those casual encounters that may happen because of where you will be on a given day.

HAVE SOMETHING TO SAY: Make sure you have ’something to say.’ Do a little research. Read the newspapers. Find interesting things to talk about - serious or humorous - on the subjects that come up in everyday conversation - careers, sports, the weather, money, kids, politics, etc. If you have a business meeting, or are meeting people who share a common interest, take advantage of the Internet to learn specific vocabulary.

ASK QUESTIONS: This is critical. A conversation takes two and questions help BOTH you and the other party. Ask someone a question, and you get them ‘engaged.’

LISTEN AND UNDERSTAND: This strategy step requires you to, not only listen to how others answer questions, but to ‘understand’ and adapt. Listening carefully will help you understand and encourage those speaking to you. You might be nervous, but letting others state their opinions will improve the quality of the discussion - and give you time to think of an answer!

STAY AWAY FROM RELIGION/STRONG POLITICAL BELIEFS -While you may believe in something very strongly, beginning conversations and making small talk about your own personal convictions may abruptly end the conversation. Keep it light, don’t try to convince the other person that you have the ‘correct’ information about a higher being, political system or other belief system.

Smith says that small talk is often despised, particularly in a work environment where one ’should’ be concentrating on the task in hand, not chatting. But without small talk, without those bonds and the trust that they engender, teams fragment and become inefficient.Some professional service providers are not great at making small talk.If you ask them, they will bluntly reply: ‘I chose this profession to focus on important, complex skills – not to chat.’ Smith believes the ability to develop relationships with people through small talk is a skill which can be acquired. Making effective small talk means lots of practice, but keeping these tips in mind should improve overall conversational skills. Turning small talk into positive business-talk can be counter productive one is “pushy”, driven by “self-interest” and if you do notunderstand the value of “caring’ in a business relationship says Smith

Copyright 2008 by Karl Smith

This article may be copied or republished with the following credit:
“By Karl Smith, South Africa’s Business Networking and Referral Coach, Cape Town, South Africa. +27 (0) 082 7779431 karl@execuedge.co.za“ www@execuedge.co.za “