“netweaving – building your business and growing your career by helping others ” bob littell,...

““NetWeaving – NetWeaving – Building Your Building Your Business and Growing Your Career Business and Growing Your Career

by Helping Othersby Helping Others””

Bob Littell, Chief NetWeaverBob Littell, Chief NetWeaver

Principal, The Enrichment CompanyPrincipal, The Enrichment Company

[email protected]@gmail.com

Littell Consulting Services - all rights reserved

LDS PRONETAugust 27, 2009

The Biggest MistakesThe Biggest Mistakes The Biggest MistakesThe Biggest Mistakes


Having a distaste for ‘networking’ Having a distaste for ‘networking’

Not being well-informed in a broader sense for what’s happening in the marketplace

Not being well-informed in a broader sense for what’s happening in the marketplace

Extensive Network of Quality Contacts Extensive Network of Quality Contacts

Exceptional Relationship Builder Exceptional Relationship Builder

Failure to build a quality network outside your own company

Failure to build a quality network outside your own company

How NetWeaving HelpsHow NetWeaving Helps

No TrulySuccessful Career has ever been achieved

Without

No TrulySuccessful Career has ever been achieved

Without

AND

Dec. 2003Dec. 2003

“ “The One Number You Need to Grow”The One Number You Need to Grow” by Frederick F. Reichheld by Frederick F. Reichheld

“ “ . . .a single survey question can, in fact. . .a single survey question can, in fact serve as a useful predictor of growth.serve as a useful predictor of growth.

Dec. 2003Dec. 2003

Applies just as much to an individualApplies just as much to an individualas is does to a companyas is does to a company

““How likely is it that you would How likely is it that you would recommend [company x] to a friendrecommend [company x] to a friendor colleague?”or colleague?”

Qualities That Make SomeoneQualities That Make SomeoneReferableReferable


Established habit and reputation for referring othersEstablished habit and reputation for referring others

Established reputation as a ‘go-to’ person?Established reputation as a ‘go-to’ person?

Established network of high quality contacts and referral sourcesEstablished network of high quality contacts and referral sources

First, How Referable andFirst, How Referable andRecommendable are you?Recommendable are you?


What makes someone MORE referable?

NetWeaver’s Law of ReferralNetWeaver’s Law of ReferralReciprocityReciprocity


““The more you refer OTHERSThe more you refer OTHERS . . .the more YOU will be. . .the more YOU will be referredreferred””.. . . . . BUTBUT

Violate any of these threeViolate any of these threeconditions and it neutralizesconditions and it neutralizes

or inactivates the lawor inactivates the law

Three ConditionsThree Conditions


1.1. You’re networking andYou’re networking and not NetWeavingnot NetWeaving

2. You’re NetWeaving for2. You’re NetWeaving for a ‘taker’ rather than aa ‘taker’ rather than a ‘ ‘giver’giver’

3. You fail to follow up on 3. You fail to follow up on connections you make connections you make for the benefit of othersfor the benefit of others

SO, IF you are TRULY NetWeaving. . . and not still networking AND

SO, IF you are TRULY NetWeaving. . . and not still networking AND

IF, you are NetWeaving for 'givers' and not 'takers'

AND IF, you are following up on connections you make for others so you get credit for your good deeds

and you still are not seeing your NetWeaving come back around to benefit you in the form of referrals coming back your way, it may be time to look in the mirror, and ask. . .

Still Not Seeing Your Still Not Seeing Your NetWeaving Coming Back?NetWeaving Coming Back?


It may just be time toIt may just be time tolook in the mirror andlook in the mirror and

ask. .ask. . . . . .

Maybe it’s ME?Maybe it’s ME?


10 10 10

10

Are you viewed as very competent at what you do

Are you viewed as very competent at what you do

Even better if you are seen as. . .Even better if you are seen as. . .

How Remarkable Are YOU?How Remarkable Are YOU?

Do YOU Stand Out From the Crowd?“Purple Cow” – Seth Godin

Seth Godin“Purple Cow”

Have You ConsideredHave You ConsideredRe-Inventing Yourself?Re-Inventing Yourself?


What are my key strengths?

Where do my real passions lie?

Do I have a ‘transition’ strategy to get there?

Who can help me with this transition and how can I help them in return?

What new skill sets will I need?

What Is Purple Cow?What Is Purple Cow?What Is Purple Cow?What Is Purple Cow?


Seth Godin – “Purple Cow”

What Are YOU doing to think outside the 9 dots?What Are YOU doing to think outside the 9 dots?

What Are Some WaysYou Can Stand Out? What Are Some WaysYou Can Stand Out?

Help others

get PR

Make

Referrals

For Others

Toastmasters

Send relevant articles*

NetWeaving

Become the‘go-to’ person

VolunteerNon-Profit

Build

Your Network

Learn New Skill Sets

Write a book

or Article NetWeaving

Cluster Groups

What Are Some WaysYou Can Stand Out? What Are Some WaysYou Can Stand Out?

Help others

get PR

Make

Referrals

For OthersToastmasters

Send relevant articles*

NetWeaving

Become the‘go-to’ person

VolunteerNon-Profit

Build

Your Network

Learn New Skill SetsWrite a book

or Article

http://www.belloaks.com/documents/BellOaks_Job%20Search%20101.pdf

What Exactly ISWhat Exactly IS What Exactly ISWhat Exactly IS


Form of networking

Golden RuleGolden Rule Pay It ForwardPay It Forward

““NetWeavingNetWeaving””


It’s all about buildingrelationships by helpingothers with THEIR Needsin mind rather than just

your own

It’s all about buildingrelationships by helpingothers with THEIR Needsin mind rather than just

your own



And doing so because you genuinely believe that,what goes around. . .DOES

come back around

And doing so because you genuinely believe that,what goes around. . .DOES

come back around



What’s the difference betweenWhat’s the difference between “networking” “networking” andand “NetWeaving”? “NetWeaving”?What’s the difference betweenWhat’s the difference between

“networking” “networking” andand “NetWeaving”? “NetWeaving”?


It’s Simply a Difference It’s Simply a Difference in Mindsetin Mindset


“Can you supply me with something I need?”

In networking, people are In networking, people are only listening with one pair of only listening with one pair of ears and ears and oneone set of antennae set of antennae

In networking, people are In networking, people are only listening with one pair of only listening with one pair of ears and ears and oneone set of antennae set of antennae


“Can you be of help to me?”

It’s a natural and instinctive and part of human natureIt’s a natural and instinctive and part of human nature

“”Are you a prospect for me?”

NetWeaving isn’t anNetWeaving isn’t anattack on Networkingattack on Networking


To be successful. . .you have to do BOTH


Needs Problems OpportunitiesNeeds Problems Opportunities

To help identify solutionsTo help identify solutions

Networking Tends to be Too Superficial

Networking Tends to be Too Superficial


Do it NOW! Do it NOW!

The QUALITY and CREATIVITY withwhich you Follow Up

The QUALITY and CREATIVITY withwhich you Follow Up


Email that night or next day

“Enjoyed meeting you last night and let’s

get together and have lunch sometime.”

“Also based upon one comment you made, I’veattached an article which I thought you mightfind of interest”





+

“Also based upon one comment you made, I’veattached an article which I thought you mightfind of interest”





“And the four points that I found to be mostvaluable to me were: bullet point, bullet point,bullet point, bullet point.”

“In fact, on my way home I thought ofsomeone I think you would really benefitmeeting and I’d like to ‘host’ a meeting tointroduce you to him. Would you send me your bio and some information onyour company which I’ll forward it on to him and then I’ll set up a meeting. ”





NetWeavers learn to listen with a NetWeavers learn to listen with a secondsecond pair of ears, as well as a pair of ears, as well as a

secondsecond set of antennae. . . set of antennae. . .


“Could he/she become part of my Trusted Resource Network?”

“Are there resources this person could provide some of my clients or prospects?”

“Is there someoneI know who would benefit meeting this person?”

“Can you be ofhelp to me?”

NetworkingNetWeavingNetWeaving

“Can you supply me with something I need?”

“Are you a Prospect for me?”

The Three Skill Sets to NetWeavingThe Three Skill Sets to NetWeaving

1. Being a connector of other people with their Needs, Problems, and Opportunities in mind rather than just your own.

1. Being a connector of other people with their Needs, Problems, and Opportunities in mind rather than just your own.

2. Positioning yourself as a ‘no-strings-attached’

resource for others and establishing yourself as the ‘go-to’ person.

2. Positioning yourself as a ‘no-strings-attached’

resource for others and establishing yourself as the ‘go-to’ person.

3. Constantly being on the lookout for persons who are ‘best of breed’ at what they do and when

you identify one, stay in touch and over time,

add to your Trusted Resource Network

3. Constantly being on the lookout for persons who are ‘best of breed’ at what they do and when

you identify one, stay in touch and over time,

add to your Trusted Resource NetworkLittell Consulting Services - all rights reserved

Do We Train for These Skills?Do We Train for These Skills?


How to become an exceptional relationship-builder How to become an exceptional relationship-builder

How to build an Extensive Network of Quality Contacts How to build an Extensive Network of Quality Contacts

How to become known as

the ‘go-to’ person How to become known as

the ‘go-to’ person

Dr. Prof.Con sult. Att.


Malcolm Gladwell –

“The Tipping Point”“The Tipping Point”

ConnectorsConnectors ConnectorsConnectors


Malcolm Gladwell – “The Tipping Point”

Not only enjoy connecting people but they have an extensive network within which

to do it.

Not only enjoy connecting people but they have an extensive network within which

to do it.

MavensMavens



High credibility. . .Subject Matter Expert

SalesmenSalesmen



Good at inspiring people to take action

Identify Those Who Are Identify Those Who Are Exceptional at All ThreeExceptional at All ThreeIdentify Those Who Are Identify Those Who Are Exceptional at All ThreeExceptional at All Three



Connectors

Mavens

Salesmen

And find waysTo stay in touchAnd find ways

To stay in touch

How relationships are formed?How relationships are formed?


TrustTrust

Appreciation & AcceptanceAppreciation & Acceptance

Meaningful DialogueMeaningful DialogueINITIATIVE/COURAGE

YOU CONNECT

Small Talk & Overcoming AwkwardnessSmall Talk & Overcoming Awkwardness

YOU BOND

• Create something to

change the world

• Create something to

change the world

Pay It ForwardPay It ForwardPay It ForwardPay It Forward

• Put it into action• Put it into action

That person helped must‘pay it forward’ helping3 others. . .and so on

That person helped must‘pay it forward’ helping3 others. . .and so on

Pay It ForwardPay It ForwardOne person performs a

“gratuitous act of kindness”One person performs a

“gratuitous act of kindness”

““The Heart and Art of The Heart and Art of NetWeaving”NetWeaving”

““The Heart and Art of The Heart and Art of NetWeaving”NetWeaving”

The immediate benefits The immediate benefits to NetWeavingto NetWeaving


100% of $20 goes to Charity

Xerox Global ServicesPrints the book

When the NetWeaver brings When the NetWeaver brings OTHER People together. . . OTHER People together. . .

and introduces them to and introduces them to NetWeavingNetWeaving


their image is elevatedtheir image is elevated

NetWeaving also NetWeaving also energizesenergizes you and makes you better at you and makes you better at

everything you doeverything you do


plus it ‘steels’ you against theplus it ‘steels’ you against theroutine frustrations we all experienceroutine frustrations we all experience

The NetWeaving Five-Step The NetWeaving Five-Step ProgramProgram

The NetWeaving Five-Step The NetWeaving Five-Step ProgramProgram


2) Email a note. . .that night or, write note next day mentioning some of key points the person made. 2) Email a note. . .that night or, write note next day mentioning some of key points the person made.

3) At the one-on-one meeting, review a little bit about NetWeaving and the NetWeaving philosophy (refer to “The NetWeaver’s Creed” )

3) At the one-on-one meeting, review a little bit about NetWeaving and the NetWeaving philosophy (refer to “The NetWeaver’s Creed” )

4) Host a meeting to introduce your new contact to someone he or she would benefit knowing

4) Host a meeting to introduce your new contact to someone he or she would benefit knowing

5) Wrap up the meeting with PIONTTO – Pay It Forward5) Wrap up the meeting with PIONTTO – Pay It Forward

1) At any Social, Business, or Networking Opportunity, meet a MAXIMUM of 2 or 3 people whom you decideyou would like to get to know better (Make notes on theback of her/his business card)

1) At any Social, Business, or Networking Opportunity, meet a MAXIMUM of 2 or 3 people whom you decideyou would like to get to know better (Make notes on theback of her/his business card)

The BUSINESS Version of Pay It ForwardThe BUSINESS Version of Pay It ForwardThe BUSINESS Version of Pay It ForwardThe BUSINESS Version of Pay It Forward

Those 2 persons connected ‘pass it on’. . .connecting 2 others. . .and so on. . .


NetWeaver

HostsMeeting

NetWeavingNetWeaving

Virtual NetWeaving Virtual NetWeaving HostingHosting

Virtual NetWeaving Virtual NetWeaving HostingHosting


In-Person NetWeaving In-Person NetWeaving HostingHosting

In-Person NetWeaving In-Person NetWeaving HostingHosting


Strategic ConnectionStrategic Connection


A Financial PlannerWith a couple friends whohave indicated they’re lookingfor Long-Term Care advice foran Aging Parent

connect

Non-Non-Strategic ConnectionStrategic Connection


A Friend or Associate whom you just like a lot and who is a GIVER rather than a WIIFMe TAKER, and you connect him/her with another person whom you also really like.

Put Yourself in a Recruiter’s or Potential Employer’s position. . .

Put Yourself in a Recruiter’s or Potential Employer’s position. . .

what does the typical approach sound like to him or her?

what does the typical approach sound like to him or her?

Mr. Jones, I am an extremely ‘results-oriented’individual and every place I have ever been I have DOUBLED the sales volume, and yet havedone it with half the number of people. I’m the perfect person for this job.

What questions are in the interviewer’s mind?

If that REALLY did happen,what was HIS real role in making it happen and if so,why would they ever have let this person go?

If that REALLY did happen,what was HIS real role in making it happen and if so,why would they ever have let this person go?

The NetWeaver’s QuiltThe NetWeaver’s Quilt The NetWeaver’s QuiltThe NetWeaver’s QuiltPerson you want to meet

You


Things in Common

Influence/Access

GO’s

GK’s

The Circles of Energy stemming from asingle act of NetWeaving GROW in Impact

as they expand rather than weaken

The Circles of Energy stemming from asingle act of NetWeaving GROW in Impact

as they expand rather than weaken

A Single Act of NetWeaving

Each independent act of NetWeaving expands

having an even greater impact

Each independent act of NetWeaving expands


Then independent acts of NetWeaving begin colliding with one another . . .


Then independent acts of NetWeaving begin colliding with one another . . .


MetroAtlanta Chamber

PrincipalFor A Day

WhitefoordElementary

The E.Y.E.S. Have ItEvery Youngster is Entitled to See

The E.Y.E.S. Have ItEvery Youngster is Entitled to See

It’s Graduation Day for 5th GradersIt’s Graduation Day for 5th Graders

NetWeaving – Pay It ForwardAmbassador Diploma®

This certifies the below-named individual as a NetWeaving-Pay It Forward Ambassador

Tykeia OsborneDate May 19, 2009 Bob Littell Chief NetWeaver Board Member, Pay It Forward Foundation

Whereas the 2007 3rd Grade Classes of Whitefoord Elementary School were the first in the United States of America to have adopted and embraced the philosophy, the principles, and the skill sets of “NetWeaving” and “Pay It Forward”, this Diploma recognizes the below-named individual as a NetWeaving and Pay It Forward Ambassador. We challenge you to honorably represent these high ideals as you enter Middle School and that you will inspire others you know and those you meet to: - introduce your friends and their friends. . . to other friends so you can make more friends

- to make introductions of your friends to children whom you do not presently know.

“Pay it Forward” is all about ‘changing the world’ by the simple action of helping someone and asking them to do what YOU have just done - ask them to ‘pay it forward’ for someone else.

You are our future leaders! You will inspire your new classmates to also become NetWeaving and“Pay It Forward” Ambassadors. We know you will be up to the challenge.

““How to Attract Good Luck”How to Attract Good Luck” author - AHZ Carr (Wilshire Books)author - AHZ Carr (Wilshire Books)

“the first step in attracting good luck is to recognize that most of our good luck – the beneficial effect of chance upon our lives – come[s] to us through other people” . . .


“Between ourselves and those who cross our path, chance spins an invisible thread of awareness, a luck line”. . .



. . .”to expose ourselves to luck, then, means in essence to come into healthy human relationships with more people.



The more luck-lines you throw out,the more luck you’re likely to find.”

“netweaving – building your business and growing your career by helping others ” bob littell,...

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