BLUEPRINT FOR BUSINESS NETWORKING

Super Power
Networker
Table of Contents
Book Description ................................................... 9

About the Author .................................................. 12

Failure ............................................................... 13

Successes ........................................................... 13

What made me Orchestrate this Book? ................ 15

Introduction .........................................................18

Chapter 1 Why should you network? ................... 23

It helps you become noticeable. ....................... 24

It creates avenues for new opportunities. ........ 26

Reevaluates your qualifications ........................27

It improves your creative mindset. .................. 28

You garner support from high-profile

individuals........................................................ 29

It helps grow your status. ................................. 29

It grows your self-confidence. ........................... 31

 Establishing strong long-term relationships .... 31

Chapter 2 Common Networking Mistakes .......... 33

Underestimating the value of personal contact 34

Thinking you know everyone already .............. 35

Keeping off social networks ............................. 35

Taking, taking, taking without giving ................37

Lack of specificity ..............................................37

Too much talking and not listening. ................. 39

Limiting the playing ground ............................. 40

Not following up ............................................... 40

Forgetting to show gratitude ............................ 42

The Principles of Givers ................................... 42

Principle 1 Are you the light. ..................................... 46

Principle 2 Give without expecting. ........................... 46

Principle 3 Give more than expected. ........................ 47

Principle 4 It is alright to gain. .................................. 48

 Principle 5 Be humble. .............................................. 48

Principle 6 Show gratitude ........................................ 50

Chapter 3 How to find relevant networking

opportunities ....................................................... 52

Conferences ...................................................... 52

After-hour events ............................................. 54

Trade associations............................................ 54

Online Networking ........................................... 55

Speed networking............................................. 56

Personal contacts ............................................. 56

Non-profit events ..............................................57

Round table events ............................................57

Breakfast or Luncheon meetings ..................... 58

Word of mouth ................................................. 59

Business Networking – Tajurba Business

Network ............................................................ 60
Chapter 4 Essential principles of successful
networking .......................................................... 62

Win-win situations yield strong connections... 65

Always give more than you get ......................... 67

Activity supersede inactivity ............................ 67

Quality or quantity?.......................................... 68

People are likely to do business with people they

like .................................................................... 68

Chapter 5 Steps to successful networking ............ 71

Step 1 Realign your expectations....................... 71

Step 2 Invest before asking. ..............................72

Step 3 Be human................................................73

Step 4 Do your homework. ............................... 74

Step 5 Be your brand. ........................................75

Step 6 Focus on what you don't know .............. 76

Step 7 Follow up ............................................... 76

Chapter 6 Three superpower strategies that never
fail ........................................................................ 78

Branch into unknown pools ............................. 79

Focus on building relationships ....................... 80

Offer your help ..................................................81

Chapter 7 Rules for successful networking ......... 84

Rule 1 Have a clear purpose. ............................ 84

Rule 2 Never scout out of necessity. ................. 85

Rule 3 Don't push it. ......................................... 85

Rule 4: Be prepared .......................................... 86

Rule 5 Be willing to give ................................... 87

Chapter 8 Change your mindset, change your

business. .............................................................. 90

The 3 C's of networking .................................... 93

Character ................................................................... 94

Competence ............................................................... 94
 Communication ......................................................... 95

Developing a networking mindset ................... 96

Focus on what is guaranteed ..................................... 98

Determine your reality .............................................. 99

Start strong ................................................................ 99

Exercise.................................................................... 100

Overload your brain with positivity .......................... 101

Master a language that shapes your thoughts .......... 101

Find like-minded people ..........................................102

Show your appreciation for others. ..........................103

Demonstrate gratitude ............................................ 104

Recharge ...................................................................105

Chapter 9 Recap: Tips and Tricks for successful

networking ........................................................ 106

Learn as much as you can about the networking

event beforehand ........................................... 106
 The balance between growing your network and
consolidating it ................................................ 107

Introduce yourself with confidence ............... 108

Brush your communication skills .................. 109

Follow up consistently..................................... 110

Conclusion .......................................................... 112

Acknowledgments .............................................. 115

Book Description

Do you run a business and want to grow your client

coverage? Are you looking to close more sales in the
coming financial year? Are you wondering what
Networking is and how it can contribute to your business's
growth and success?

Well, worry no more!

When it comes to building a successful brand, Networking

is essential for developing opportunities and growing your
contacts based on introductions and referrals.

Within the first year of joining a business networking

group, I realized that to get a business and become
recognized in the group, I would have to work hard to
generate referrals. One member once asked for a purchase
officer with a big corporate group during one of the
meetings. That day I went home, found the purchase
officer on LinkedIn, who instantly accepted my connection
request. After constant communication on LinkedIn for
over three months, I helped that purchase office with a few
of my connections. After that, I requested that my fellow
member from that networking group would like to meet
him. That meeting resulted in a big order.
Unfortunately, most people are scared of Networking
because they think they don't have what it takes to
showcase their business to prospects. However, it doesn't
have to be scary. Think of Networking as a way to
connecting and helping others. Every day, you network in
an informal context, whether you realize it or not.
Networking follows the same business concept – only that
it is more targeted and happens in professional settings.

One thing you must bear in mind is that business

networking mainly involves using common sense. Here,
you will learn;

− What business networking is all about

− Why you should network
− Common networking mistakes
− How to find relevant networking opportunities
− Essential principles of successful Networking
− Benefits of building a strong network
− Steps to Successful Networking
− Three superpower strategies that never fail

You can get something out of Networking, and what you

get out of it depends on how you do it and the
circumstances at hand. Follow this guide, and you will be
on your way to defining your residual income.
So, what are you still waiting for? Come with me, and I'll
guide you through.
About the Author

Suresh was born in a refugee camp in Ulhas Nagar,

Maharashtra, India. He started his career with a job that
paid him only Rs. 300 (Approximately 4 USD per month).
With pure dedication and hard work, he ventured into his
own business of Apparels Export. This not only earned him
crowning achievements, but he was also able to mushroom
his making in multifold by 300 times oversubscribed IPO
in 1995. Apart from being a Presidential Award receiver, he
is a Passionate Serial Entrepreneur and Investor. He has
helped in laying the blueprint of many businesses and
transform them into money magnets.

He is 63 years old, but his ambitiousness and 'keep moving

forward' factor could make one feel as young and
passionate as a 20-year-old. He has 43 years of experience
(Tajurba) alloyed to his name. And during these 43 years,
he had added many jewels to his throne of expertise.

Currently, he is on a mission to build India's largest

business network Tajurba Business Network. His vision is
to create ten million SMEs as multi-dollar millionaires in
India by 2023. His ideology backs this vision and mission
that one should be a job creator instead of a job seeker.
Suresh has had quite an epic journey so far with failures
and fewer successes but big ones. Despite a volley of back-
breaking shortcomings, he still carries a prideful smile on
his face because he firmly believes that losses are the
stepping stones that lead to success. So, let's begin with his
biggest failure.

Failure

In the list of his failures, this was a big one. He founded

online DVD rental MovieMart in the year 2006. He burnt
the midnight oil for this project to succeed, but it kissed the
rubble, and he lost a lot of his toiled money.

Successes

His first Start-up was at the age of 21. His company came
out with one of the most successful IPOs in 1995, which
was oversubscribed by more than 300 times. This
accomplishment won Suresh the Presidential Award. He
did not have capital, education, a mentor, internet,
telephone, and most importantly, EXCUSES. Yet, he
became a multi-millionaire at the age of 35.

Today, Suresh is an OKR Specialist, Certified Gallup

Strengths Coach, Business Coach, Certified Trainer,
Motivational Speaker, and TEDx speaker.
He has trained over 5000 Business Owners from all over
the world and helped them grow their sales and profits
many folds. His tailored one-to-one Business Coaching
sessions help the Business Owners who want to
exponentially grow their sales & profits exponentially in
just 3-5 years and become Unicorns.

Suresh can be contacted at:

[email protected]

www.sureshmansharamani.com
What made me Orchestrate this
Book?

The reason behind orchestrating this book is I see many

people struggle to network. Entrepreneurship is a very
lonely journey; we all need each other's support to grow.
There is no self-made person in the world. We all get some
help from someone in life. He can be a mentor, friend,
relative, customer, or anyone we have some connection
with. That is our network.

I have shared my years of learning from Networking, and

now we have our fastest growing networking platform
Tajurba Business Network.

When I started my own business at the age of 21, my first

start-up at that time, I was not aware of word networking.
Initially few years, I worked almost 16 hours a day, and
anyone outside my line of work had no place in my
relationships. It was a waste of time for me. My network
was limited to my very close friends, relatives, vendors, and
customers. Beyond that, I didn't want to know anyone.

When I wanted to start my business, one of my friends

loaned me the starting capital. I didn't have money to buy a
ticket for my first trip to New York. A friend arranged the
ticket for 45 days credit. Another school friend living in
New York came to pick me up at JFK, allowed me to stay at
his home, and introduced me to few customers. They were
my network. I had invested time in those relationships. At
that time, I took it for granted but now I have learned that
we all need to cultivate healthy relationships, which is what
Networking is all about.

I was first introduced to networking in 2012 when one of

my exporter friends invited me for a BNI meeting. It was a
very structured two hours meeting, and members were
exchanging referrals early in the morning. I found it quite
fascinating. I immediately joined. I was a member of BNI
for five years. I learned all about Networking. Very soon, I
became a star member. Never late or absent for any
meeting (they had weekly meetings early morning at 7.30
am). I tried to help as many people as I could and became
very popular. I was always working very hard to find
referrals for fellow members. I was always giving two
referrals per meeting and scored 100/100 (they have a
member's performance score system).

I studied the whole system very profoundly. It had many

benefits, but over time, the organization became very rigid,
and local franchisees started making their policies and
started treating members like school students. Their
attrition rate was around 50%. Their current membership
base is only around 400000 in 40 countries, and they have
been around 30 plus years. I saw a lot of gaps and
opportunities in the space of Networking.

We all need a network to grow. I left BNI at the beginning

of 2017 and started my network Tajurba Business Network.
Tajurba means Experience in the Hindi language. We have
the vision to grow to 10 million members by the year 2023,
leveraging technology and a vast presence of SMEs in
India. There are around 700 million-plus SMEs in India.
We have developed a very robust App, which I will explain
at the end of this book. I have lots of exciting networking
stories, which I will tell in between the chapters as per the
relevance.

Therefore, I felt the urge to help the ones who feel that they
cannot live the kind of life they deserve, who feel that they
do not get ample opportunities, or the ones who do get the
opportunities but cannot use them. And hence, the idea of
this book hatched in my mind. My primary focus is to
impact as many lives as possible and help the readers
discover their best selves. Through this book, I have shared
some real-life Tajurbas (experiences) that can act as a
catalyst and turn you into a success magnet. I wish this
endeavor of mine proves to be a life-changing anecdote for
you.
Introduction

Before we delve deeper into how to network effectively, you

must understand what Networking is in the first place.
Take a minute to look around your household – family and
friends. That is a network. Each time you meet someone
new, you get on well with them and exchange details to
keep in touch. By doing that, you just added another
member to your network – easy peasy!

Unfortunately, the most significant part of the networking

problem is the name. Often, we talk about growing our
networks, attending networking events, or even using
networks to find or research roles. However, what we mean
by all these is making contacts that will help grow our
careers. Just like raising a family or friendship, growing
your professional network follows a set of guidelines,
principles, and rules – and even those are common sense.

If you are new to Networking, you must understand that

there are different types of networks you can choose from,
and if you are not careful, you may end up getting
confused. Without clear expectations of what you want to
achieve, you may join a network that might never help you
achieve your goals.
The first thing is to ask yourself what you want to achieve.
Understand that various networks offer different things,
and you must have set goals that will guide you to the
correct network. There are three main business networks;

- Profile building: This aims to help you raise your

profile in your region or globally through online platforms
like Twitter, Instagram, etc. If you wish to be well known in
your industry, you should join this kind of network.

- Referral building: do you own a business and wish to

have a group of professionals as we have at Tajurba who
will champion your business and bring leads? This is where
you should be aiming your efforts at. You must bear in
mind that being a superpower networker means that you
build your business by selling through people in their
networks instead of selling to them.

- Brain building: if you are looking for peer-group

support, enhanced skills, local knowledge, or a more in-
depth insight into your industry, then this is where you
should be.

In 2012, Uma and I were attending a start-up networking

event. We met two young lawyers, Piyush Singh and Aditya
Parolia, partners PSP legal. They recently started PSP legal.
They were very interested in joining a business networking
group, and after understanding the benefits from me, they
immediately joined the group. They started getting some
business from the network as they were very good at what
they were doing. They took the home buyers' segment as
many builders in Delhi NCR defaulted in the home
delivery. They leveraged their network to connect with the
buyer's association and started getting the bulk of the cases
in the lots of hundreds. Today, PSP legal is one of India's
most prominent law firms, with 25 plus lawyers handling
32000 plus cases. Piyush and Aditya are just less than 35
years old and multi-millionaires now. That is the power of
Networking. The thing is, knowing what you aim at
achieving allows you to look at the various networks
available and determine whether they are strong enough to
help you get what you want.

The other question you need to ask yourself is whether you

are aiming for online or offline networks. Today, the online
network has dramatically grown, and many businesses
have gone online. Depending on what you wish to achieve,
you must be willing to go where you can realize your goals.
Remember, nothing will ever replace establishing personal
contact if you are aiming for healthy relationships. While
online platforms bring you closer to your prospects, seeing
the whites of their eyes always takes the relationship a
notch higher.
Don't get me wrong – I am not saying the growing your
network online is not essential. While you can build that
initial relationship online, establishing personal contact
with them will ensure that they go the extra mile. Let your
online presence help you stay in touch with them, keep up
with their progress, and demonstrate to them that you are
interested.

Finally, ask yourself what you need to put in. Realize that
Networking is a genuinely proactive activity. There is no
use in joining a network and then sitting back to wait for
outcomes. Having a clear goal will help guide your actions.
It could be attending events, preparing meetings, and
having a clear understanding of what those people will help
you achieve. When you choose to focus your energy on
your commitments, you will see a big difference in the
outcomes you get.

The last thing you want to do is sign on the dotted line and
then sit back, waiting for a fat check to come gushing in.
You will be disappointed! Without a strategy, you will end
up wasting your time and losing opportunities. With a
focused approach, you are confident your business will
grow.

What is the point?

Networking always comes in handy from the time you
start. You want to build lasting relationships with people
who can and will help guide and motivate your business in
the future. You are already networking every day.
Therefore, quit treating it as though you are being forced to
do it. All you have to do is get up, show up, and follow the
standard rules of conversations – be polite, interested,
attentive, and curious. It is not about asking for favors
from people right at the start of the conversations or
exchanging contacts. Your focus should be making a
good/lasting impression and gently following up after your
conversations.

Read on to find out more!

Chapter 1 Why should you
network?

"Pulling a good network together takes effort, sincerity,

and time."

-- Alan Collins

What you need to note is that Networking goes beyond

trading information. It is about creating long-term
relationships with mutual benefits.

Ever heard of the saying, "No man is an island?"

This has proved to be why most of us need to make

concerted efforts towards achieving professional success.
Look at people who have been successful in their
businesses and careers – you will realize that the common
denominator is that they have strong networking channels
they have created over the years.

That said, the most crucial thing in Networking is who you

network with and their relevance to your business or career
growth. What you aim to achieve should guide you to the
people that will help you realize those goals. You don't have
to network with everyone you meet. It would help if you
started by studying how you intend on contributing to their
success and how you stand to gain from their knowledge
and experiences.

Without listening and paying close attention to others, you

will never be able to tell how much you know. It is the pool
of information and ideas you have garnered overtime that
contributes significantly to your success. When you
become part of a network, you can trade ideas to sustain a
long-term relationship and mutual trust.

So, why should you network?

It helps you become noticeable.

Look around you – politicians, businesses, and those who

seek fame – how has Networking contributed to their
endeavors? You will note that people quickly notice those
with more substantial capabilities to help make them
relevant. The truth is, when you stand out in your expertise
and the services you offer, you make room for
collaborations that will grow your business. Most
professionals understand the art of nurturing their
networking muscles to create visibility for their brand.

When I started networking and started attending various

meetings and events, I learned that I had to do things
differently to get noticed in the crowd. I immediately hired
image consultants Amit Chaturvedi and Varsha
Chaturvedi, and they are the best in India. I learned to
wear the right color combination. I learned that I don't
have to buy branded clothes to look good. I just needed to
buy the right clothes, colors that go well with my body and
skin type, proper fitting. People judge you within the first
seven to ten seconds by your appearance. It would help if
you were formally dressed at the business networking
events.

The next thing I did was to get my visiting card redesigned

by an excellent graphic designer. Because after the
handshake next thing was an exchange of visiting cards. If
you don't get compliments on your visiting card, it's time to
hire a good graphic designer.

Additionally, it would be best if you cultivated a habit of

optimistic and open body language. The most important
part of your personality can be a smiling face. People
started to compliment my genuine smile, friendly and
confident body language. The last thing for me to learn was
the elevator pitch. I learned to deliver my perfect elevator
pitch during one-to-one interaction or the members'
introduction round. In one of the networking meetings, I
remember my smashing elevator pitch brought me over
Nine Crores rupees business from referrals.
It creates avenues for new
opportunities.

"Networking is an enrichment program, not an

entitlement program."

-- Susan RoAne

Since 2012 to date, I have expanded my network

exponentially. I have around 18000 plus people in my
network. I have attended over 156o events and meetings,
met hundreds of people. When I started speaking at the
events and conducting training and seminars, the numbers
per session grew to a couple of hundreds every day. I
couldn't remember all the names, but everyone
remembered me. I started hosting relevant people over
breakfast, lunches, and dinners to strengthen relationships
and help as many people as possible, which grew my
entrepreneurial community's influence.

I made friends with billionaires from all over the world

because of my networking skills.

I love Networking because once you achieve brand

visibility, that opens doors for new opportunities. You get a
chance to expand your business portfolio with minimal
effort because the opportunities you get through
networking chase you down. Meeting the right clients or
people who have superior power in your industry is a
chance you don't want to pass. It could be the stepping
stone to your dream life.

Reevaluates your qualifications

Most people don't know that Networking is one thing, and

using it is a whole different ball game. Quit thinking that
where you are in your business is the most significant
height you could ever achieve. Look around you –
professionals in your industry – and determine what
heights they have attained. While admiring certification is
proper, the roadmap leading to such greater heights calls
for strong networks and long-term relationships with those
who can push you higher.

Before joining a networking group, I had never given a

business presentation or public speech. Within five years of
Networking, not only did I learned to give powerful
presentations, but I also delivered keynotes and lectures. I
received invitations from reputable universities all across
India. To top it all off, I was invited to speak at two TEDx
events. I became a full-fledged speaker and trainer within
five years! This multiplied my income and personal brand
too.
It improves your creative mindset.

Look around you; where do your aspirations and

innovations come from?

In most cases, you will realize that they come from the
extrinsic factors within our surroundings. The contacts you
build over time contribute a great deal to your intellectual
ability. A simple interaction with the right person can
transform years of research work and outcomes into a
mind-boggling breakthrough. Interacting with like-minded
individuals promotes the sharing of ideas, fosters growth,
and unleashes creative talents.

After a few days of joining the Tajurba Network, one of the

Tajurba member Arun Mishra, founder of a software
company, got precious advice from a Chartered
Accountant, a senior member of the network. Arun got
government incentives on his software exports that
resulted in Rs 5 lacs revenue a year. There is so much you
can learn from your peers in a networking group.
You garner support from high-profile
individuals.

Take a minute to look back at where you have come from

and how far you have come. Are there hurdles you have
had to overcome to get where you are today?

Definitely!

Perhaps it is a lack of material to use or insufficient

financial aid. However, with good networks established
with high-profile individuals, you can garner support.
These people can elevate you and help you effectively
manage challenges on your path through advice or links to
the right financial aids.

One networking meeting attended by a high-profile real

estate and PE Fund CEO from Australia allowed me to
interact with him over dinner. This interaction was just the
beginning of a long-term friendship we have built over the
years doing roadshows in Dubai for his project, among
other businesses we have collaborated on together.

It helps grow your status.

No one wakes up one day to find themselves in a high

status without putting in the work and time. Growing your
business or career status takes time and also depends on
the kind of networking path you take. Most of the top
business individuals have reached their level because of the
power of Networking. In other words, your contacts are
greatly attributed to your growth – how far and how fast
you climb up. They are the ones that pave the way for
bigger and better opportunities in your career. Your
connections have to be decisive for you to achieve
significant success.

Bill Clinton, the 42nd President of the United States, is

very popular for his networking skills. At a very early age,
he knew that he was going to join politics. At the age of 22,
Clinton won a Rhodes scholarship to Oxford University.
Clinton would always carry a black notebook, and
whenever he met other students, he would write down
their details - like name, address, interests, and purpose at
Oxford. He kept this information for future reference - the
time he would run for Governor of Arkansas.

He is known for sending personal letters and notes. He

would always stay in touch with old friends, thanked the
public for their votes, and made everyone feel special. He
understood the importance of building a strong network
and strengthening it to succeed in politics - indeed, a
people's person.
It grows your self-confidence.

The key to an innovative business and career is

Networking. The training you get from Networking will
significantly impact your self-esteem and -confidence.
Taking time to interact with like-minded people offers you
opportunities to excel in whatever you set your mind to do.
In short, the more effectively you network, the more you
grow your self-confidence.

Since 2012, I have been meeting over 300 people from

different walks of life every month. These interactions not
only increased my knowledge but my confidence too. Some
of the people I met included high Government officials,
Politicians, Celebrities, and others I wouldn't have met
without active Networking. Over the last eight years, my
confidence has grown, and I feel like a whole new person.

Establishing strong long-term

relationships

Remember, Networking is a mutual relationship.

Therefore, you must have the right network to achieve
business and career growth. Yes, Networking is not easy
and fast as most people think. However, taking time to
build relationships that stand the tests of time is a two-way
process that involves giving and taking. This is what opens
doors for stronger partnerships. Taking time to set goals
and then make networking your sole priority puts you at an
advantage of steering your business to greater heights of
success.

Over the last eight years, I have made some fantastic

friends. Today "my network helps me to help my network."
Many people call me if they need any vendor, service
provider, or connections with the right person. Because of
how strong my network has grown, I helped my friend's
father get admission to All India Medical Institute. Getting
a bed is hard – thanks to my connection with the head of
the cardiology department.
Chapter 2 Common Networking
Mistakes

"Networking is not about just connecting people. It's

about connecting people with people, people with ideas,
and people with opportunities."

-- Michele Jennae

To maintain a professional network, you need precision

and effort. This does not have to be complicated. You must
realize that by not taking time to network, you are choosing
to miss out on a rich stream of contacts and businesses that
have the potential to help you drive profits, gain a deeper
understanding of the marketplace, and refine your brand's
message.

That said, some mistakes can cost you new contracts or

even worse. While we all make mistakes, it is necessary to
watch how your network reduces your chances of killing
your brand even before it buds. Realize that successful
business endeavors call for proper execution to achieve
desired outcomes. You must be willing to invest your time
and effort, do your research, and work on avoiding pitfalls
that can make you less effective in delivering what you
promised your clients.
These are common mistakes you must not make;

Underestimating the value of personal

contact

We have talked about personal contact value even in

today's world, where online platforms have replaced offline
meetups. Most businesses today prefer doing everything
online. They rely on email communications over in-person
or face-to-face communications.

You must understand that nothing can ever substitute for

getting out there, meeting people, and establishing strong
personal relationships. While online platforms help boost
brand visibility online, you must try to show up for
meetups at least once or twice a month to meet with
professionals or relevant groups to your business. Your
main objective is to introduce yourself to them and
determine shared interests, services, and needs.

It's all about visibility - out of sight, out of mind. Before

starting my networking group, I was part of various
organizations - like BNI, TIE – and president of some
charitable trusts. I made sure never to show up late never
or miss any event.
Thinking you know everyone already

It is not enough to cultivate connections with people you

already know. The whole point of expanding your network
is to help grow your business. Attending relevant business
events will help you meet new people, learn more about
your industry, gain valuable business insights, and win
leads. You cannot do this if you don't reach out beyond
your current circle of friends, family, and colleagues.
Expanding your professional horizons goes a long way in
helping you grow your knowledge and who you know.

Networking is a lifelong game. Just like marriage, you don't

get in and out after a year. Networking is a game of
patience – it takes time. Many people join networking
groups, and within a year, they get tired and leave. The
mistake most people make is thinking that Networking
yields immediate business outcomes, but it doesn't work
like that – you must exercise patience.

Keeping off social networks

Twitter, LinkedIn, Instagram, Facebook, and others are at

the forefront of growing your networks by connecting you
to people you would never have met in person. The whole
point of social media is to move you above and beyond
your initial online interactions to the point where you
establish strong relationships based on trust. The best way
to leverage social media's power is to actively participate in
discussions with your contacts, share upcoming events,
tweet questions, and keep discussions alive. If you have
people from your locality, take the interaction a notch
higher by setting up a meeting over coffee. Use the social
media platforms available to deepen your relationship with
your contacts.

I have three circles on my network. The outer ring is all my

social media connections. I have around 24k connections
on LinkedIn and 5k on Facebook - not counting fans on
YouTube, Facebook, and Instagram. The middle circle
comprises people I have met at least once at events or in
person. My inner circle contains high-value networks -
those I keep regular touch with. The exciting part is that
people from my outer ring come into my middle and inner
circle and never the other way around.

I spend at least 60 minutes of personal time posting good

content on social media, shooting videos, doing YouTube
and Facebook Live. I also have a team doing my graphics,
shooting, and editing videos.
Taking, taking, taking without giving

Remember, Networking is two-way traffic. You must give

to receive something in return. Most people make one
mistake when networking is thinking that they can get
something of value from others. Quit pitching your sales
right off the bat. You must take the time to get to know
your contacts first, sharpen your interaction, and deepen
your relationship to know what services and support you
can offer them.

The most important thing is that you keep connecting to

benefit from each other's help in the future. It is about
giving and taking. The truth is, when you choose to go the
extra mile for someone, they will be more than willing to
do the same for you when your turn comes.

Lack of specificity

Remember, you are in business. You don't have any time to

waste. To make the most of the time you have, spend it
networking with specific people who will benefit your
business or career. Start by having a clear goal in mind
before identifying specific networking opportunities that
align with what you aim to achieve.
For instance, if you want to fund your business start-up,
the relevant network is way different from hiring someone
to help grow your business. Having a goal in mind helps
you articulate what you want more clearly. To get referrals,
you must fully understand what you do, what makes your
services unique, and why people should refer you to others.
Specificity makes it easier for your contacts – current and
new – to ask questions and determine how they can
support you.

At the networking meetings, prepare your smashing

elevator pitch with the following components;

- Your name
- Company name
- Location
- What you do – why should we refer you or buy from
you – your specialization
- Any recent success stories
- Your specific questions -who should we refer you –
come up with the name, company industry, and
designation

Do your homework. If you don't know who you want to be

connected with, don't expect us to do the work.
Too much talking and not listening.

When Networking, the last thing you want to be doing is

tout your skills and experience, close sales, and narrate a
story simultaneously. This is your chance to get to know
other professionals and establish meaningful relationships.
To make lasting first impressions, keep off shameless self-
promotions and focus on asking questions that will build
you and those you are trying to connect with. Allow the
person you are establishing contact with to tell you more
about themselves, their interests, and what they do. When
the conversation is balanced, you ultimately end up with a
more beneficial exchange.

It takes time to develop listening skills. It took me almost

30 years to perfect the art of listening. Recently a couple
came up to me and kept talking for more than an hour
without giving me any chance to speak. I patiently listened
to them, and once they were done, They told me we had a
lovely conversation with you. They got up and left for
another meeting. I hardly got any time to speak during that
lovely conversation.
Limiting the playing ground

Did you know that limiting your Networking to just

professional meetings and events is a recipe for
shortchanging yourself?

You must understand that Networking can happen

anywhere and at any time. It is best to open yourself to
whatever possibility presents itself to connect with others
whenever possible. As you wait in line to be served or in an
elevator, strike a simple conversation with others, and you
may be surprised just where that leads you.

Once a networker, always a networker. I have made plenty

of friends during flights, at the wedding reception, and at
various functions where I only know the hosts. I always
help the other persons with some valuable connections to
make the relationship tangible for life.

Not following up

How many contacts do you have? How many of them have

you followed up with?

If you don't follow up with your contacts, you simply make

it easy for them to forget you. Suppose you made a promise
to send them your information, ensure that you do it. If
you don't follow through with your promises, they might
think that you are unreliable or even insincere – and will
you blame them?

Taking time to follow up with your contacts by email or

calls goes a long way in maintaining your network. Always
be willing to share information, invite new people to join
the event or group, or even help where possible. You can
make a simple call to catch up over lunch or coffee. If you
get a lead from your contacts, always follow up, act, thank
and update them on the outcome. This demonstrates to
them that you value them and their referrals.

I follow the 24/7/30 rule. Whenever I meet someone at any

event, I write some comments on their visiting cards'
backside. Within 24 hours, I feed that card into my phone
contacts, and within seven days, I follow up our
communication with a short message expressing how
pleased I was to meet them. I compliment the person for
the exciting things I noted about them. To further grow the
relationship, I invite them to chat over coffee or lunch to
discuss strategies to help them.

Never try to sell yourself over. The trick is to maintain

regular touch, and you will be surprised how many friends
you make following this strategy.
Forgetting to show gratitude

When you fail to show gratitude to your networking

contacts, you send out a negative message. The last thing
you want to do is come across as someone ungrateful.
Sending a "Thank you" note will not take you a lot of time.
Simply pick up a note and send them a message so that
they know you value their interaction. You can create a
reminder so that you don't forget to send the note out.

Today, handwritten thank you notes are no longer

commonplace. It's a great idea to start this practice
because nobody is doing it. Very few people show gratitude
and mostly do it through texting or emails. If you can, send
a handwritten Thank You note to your contacts.

The Principles of Givers

"Networking is marketing. Marketing yourself, your

uniqueness, what you stand for."

-- Christine Comaford-Lynch

So, we have already talked about Networking being

successful when there is giving. Perhaps you have heard of
the principles of givers gain by Greg Davies. Unfortunately,
most people think that Givers Gain is just a phrase when,
in fact, it is a way of life. When you apply these principles
correctly to your career and business, it is no doubt you
will change your life for the best.

When you apply the concept of Giving Attitude and its

principles, what you get is infinite giving. The point is,
when Networking, you are surrounding yourself with a
group of like-minded individuals. Each one of your
connections wants what you want – grow their business
and offer support to the growth of others' businesses too. It
is a two-way traffic kind of giving. When you give referrals
to others, it can potentially increase their business and
revenue too. It also serves as a way to build trust. When
your connections trust you, they will give you quality
referrals, and you, in turn, trust that your connections will
treat your referrals well too. The whole point here is that
the more you give, the more you receive – a more
significant measure.

Take a minute to think about it – giving in a business

network is mainly in currency, right. Perhaps you are
wondering, "I am in a project team; how does the Giving
Attitude apply here? What can I give to the team members
that they can give to me or other members of the team in
return?"

The short response to this is; time and expertise.

Supposing you are a project manager on a cost-reduction
project in your organization. You have team members from
various organization functions in your team- logistics,
finance, safety, legal, production operations, etc. The
team's common goal is to reduce $250,000 annually of a
specific product line's production cost.

Remember, the main currency here is time and expertise.

As a project manager, you have the opportunity to offer
your team expertise in solid project planning and effective
communication on expectations aimed at meeting project
milestones. By consistently meeting your obligations, you
build trust with your team. Most importantly, you will lay a
foundation for mutual trust when you delegate project
duties to the team's appropriate members based on their
respective expertise.

When you demonstrate confidence in them by allocating

them tasks and not micromanaging them, you offer them a
chance to earn your trust and the rest of the team.
Depriving your team members the opportunity translates
to an inability to trade in the project currency – time and
expertise.

What do you get?

Reciprocity from your team.

What if the giving only happens in one direction? In that
case, the Giving Attitude fails, and the same applies to a
project's context. The risk here is that when one person
gives too much, there is a likelihood that they will receive
little in return. Suppose you notice that about your
connections, then the chances are that your relationship's
dynamics are out of balance. If you passively wait for
reciprocity in such a unidirectional kind of giving, you
choose to play the fool's game. Instead of investing all you
have in building a unidirectional relationship, the best
thing would be to find various referral networks or change
how you communicate with others about your business. If
you are a project manager, that could mean swapping your
team members or even terminating the project.

The Giving Attitude will help you;

- Build long-lasting business relationships

- Steer you towards achieving your goals within a
small team or network
- Build trust with others

These are the principles that will help you move in the
right direction when networking;

"You Give more than you Get, you Get more than you
Gave."
Principle 1 Are you the light.

Look at the people you work or connect with – are they

trustworthy? For the Giving Attitude to work, you must
connect with people you can trust. Infinite giving is not
about becoming an infinite victim. The Giving Attitude is
not about giving and giving and not getting anything in
return. You have a role to play in assessing the quality of
your interactions and connections. The quality of your life
– personal and professional – all depend on the quality of
your networks.

Principle 2 Give without expecting.

The first thing you need to ask yourself is who your light is?
Once you know that, then you need to give without
expecting anything in return. Realize that you are giving is
a gift, and it is not a gift if you expect something in return.
If there are expectations involved, it ceases to be a gift and
becomes a transaction. The good thing with this Giving
Attitude is that it can help you sustain yourself in a world
of infinite giving without giving up or getting exhausted.

In 2017, we traveled to nearby hill station Mussoorie. We

booked a hotel which was owned by one of the members of
our networking group. We got very personalized service,
and our stay was more than comfortable. I clicked few
pictures and posted on my Facebook and a five-star rating
and review on trip advisor. He didn't ask for it, but it's in
my habit to do these minor things. I call this 5 minutes of
giving. He ended up getting around 11 more guests from
my recommendation. I forgot about it. After a year, I got a
call from a very wealthy person. He told me he got my
contact details and a very positive recommendation from
that hotelier friend. He wanted to invest in mutual funds
through my wealth management company. I had breakfast
with this gentleman, and during our first meeting, he
invested five crore rupees.

Once I was visiting a nearby Industrial Area called

Manesar near Gurgaon. I had a chance to catch up with a
member of our networking group. He was into
manufacturing molded furniture. After the meeting, I
shared a few pictures of his products on social media,
which resulted in his first export order.

Principle 3 Give more than expected.

Most people think of this, and the previous principle is

contradictory. However, they are not! The truth is, you can
give what you can afford, and that is not mutually
exclusive. You must apply the principle of discerning your
actions. You can give more than expected as long as you
never exceed what you can afford. In other words, you can
do one while respecting the other.
Think about it – when you fill your cup until it overflows,
you can serve others with so much joy from your saucer. In
other words, you will be giving from your saucer, and your
cup will remain whole.

Principle 4 It is alright to gain.

One thing you must realize is that it is alright to gain. Part

of what the Givers Attitude entails is that you give and
receive. You are not only giving – your time and expertise
– but also gaining part of it. The trick here is to be
vulnerable enough for people to trust you. As you build
your confidence and trust through vulnerability, your
connections become more comfortable with you gaining
from them.

Remember, the only way you will get what you want is if
you ask for it. When you have established strong and
meaningful relationships with your connections, you earn
the right to ask them what you need – an essential part of
the Giving Attitude principle.

Principle 5 Be humble.

Do you know what makes people humble in the first place?

Well, humble people tend not to think less of themselves.
In other words, they think of themselves less. Does that
sound familiar?
The truth about humble people is that they don't allow
their ego to get into the room before they do. Look around
at some of the most successful people you know; one trait
you will notice about them is that they are remarkably
humble. It does not cost you anything to be humble, but it
will earn you incredible results. Yes, staying humble may
sound simple at first, but it takes a lot of practice and
discipline.

Humility means that you are approachable, friendly, and

easy to talk to. It also means that you listen and ask
questions when in a conversation. When talking with
others, you must maintain eye contact and engage with
others in a discussion. It is about showing genuine interest
in what the other person is saying. It is about making
others feel at ease when discussing with you and
appreciating their contributions to the discussion.

As you start attaining success in life, you must be willing to

stay humble by approaching life with a certain degree of
altruism while striving to make a difference in others' lives.
Realize that no one is perfect. You are on a journey to build
your career and business, and once you achieve that, it is
still a continuous process and not a destination. Once you
achieve your goals, don't stand in the way of others'
expectations but instead demonstrate genuine care and
real humility. Remember, by staying humble, you are not
thinking less of yourself but thinking of yourself less.

Principle 6 Show gratitude

The truth is, gratitude is simple but not easy. To

demonstrate gratitude will not cost you too much effort. It
costs little to nothing at all. I like what Oprah Winfrey once
said, "What you focus on expands, and when you focus on
the goodness in your life, you create more of it.
Opportunities, relationships, even money flowed my way
when I learned to be grateful no matter what happened in
my life."

Realize that gratitude can help;

- Generate social capital

- Boosts both mental and physical wellbeing
- Make us less self-centered.
- Boosts self-esteem

But how can you adopt an attitude of gratitude?

First, you must be willing to take a few minutes every day

and week to write down or talk about what you are grateful
for and why. While this takes time to establish a routine, it
gets easier once you have it up and running. The mistake
most people make is thinking that gratitude is just some
soft fluff. The truth is, it is a critical component of any
business. Yes, it easy to be grateful when things are
running well and the business is flourishing. However, the
real magic of gratitude works when business is slow and
you are questioning whether or not to quit altogether.

Remember, each day, and the client is a gift. Every day you
have a chance to demonstrate gratitude for everything you
learn and all you are yet to learn. Look around you and
appreciate all the people who offer you support through
learning, and show your gratitude by offering them
support. When you express gratitude, you keep people
coming back – repeat clients, partners, and donors. The
point is, if people come to me for flooring, I give them
referrals to a credible interior designer or even discounted
coupons for home services available. The perfect way to
find synergies for your business is by establishing power
teams. In the end, you must remind yourself that
everything that goes around comes around.
Chapter 3 How to find relevant
networking opportunities

"The single greatest 'people skill' is a highly developed and

genuine interest in the other person."

-- Bob Burg

It is true that networking opportunities are broad and

evolving fast. They can range from small events to major
industry conferences. You don't want to miss any
networking opportunity to promote your business or
skillset, grow your client base, and meet new investors.

Unfortunately, one of the most challenging parts of

networking is getting started. However, once you get
started, you will start seeing familiar faces to invite you to
even more events in the future. Before you know it, your
network will have grown significantly, and they can help
you achieve your goals.

So, how do you find networking opportunities?

Conferences

Are there upcoming conferences coming up soon?

This is the best place to meet hundreds if not thousands of
like-minded individuals looking to grow their networks.
When you first attend a conference, it is easy to get
intimidated by all the people present—the best way to
overcome your fear to speak at the event. When people are
introducing themselves afterward, be in line too.

While the cost of annual conferences can be high, there are

various ways you can attend without necessarily paying the
total amount – like volunteering at the event, attending
part of it, or even taking part in the expo. When you
volunteer to help out at a conference, you gain visibility
and an opportunity to showcase your work style. Giving a
presentation also gives you a vehicle to exhibit your skills
and knowledge.

The best way to network at conferences is to call the

organizers and ask if you can help organize the conference.
Suppose you are one of the speakers, that's the best thing.
Get the list of other speakers and organize a pre-conference
dinner to know the other speakers and expand your
network because speakers are influencers. If you are not
the speaker, get the speakers' list and message them to
book the pre-appointments with them.

Remember speakers are influencers.

After-hour events

These are events held after a working day. They are more
relaxed compared to other networking events. Here, there
are no speakers or programs. The good thing is that they
are often held in casual settings like restaurants, bars, or a
chamber of commerce. Because of their relaxed nature, it
makes it easy for first-timers to speak comfortably with
others.

The trick here is to initiate conversations – especially non-

business-related topics – to help you discover similarities
and establish bonds with others. This way, you are in a
better position to create long-term relationships. The most
significant benefit of these events is that you don't
necessarily have to watch or follow schedules. In other
words, your conversations and interactions are not timed
or disrupted. You have ample time to interact with others
at a personal or business level.

Trade associations

Most professional associations offer networking

opportunities across all levels – business, graduate, entry-
level, or senior management. They are the best place to
keep up with your industry changes, meet new people with
experience in your field, and learn the business's ropes and
pain points.

If you are an entry-level, trade associations are the best

places to start networking. They expose you to several new
opportunities to meet with decision-makers, donors, and
other key players in the industry. Here, conversations are
industry-centered, hence an excellent opportunity to form
opinions you can share and discuss with others. You will
also hear of potential job openings, and you can exchange
business cards with your contacts.

Online Networking

You can search for networking opportunities online –

Quora, Facebook, Twitter, LinkedIn, etc. – for a chance to
interact with your clients. These online platforms offer a
brilliant opportunity to reach a broader customer base
where you can offer your prospects value and increased
credibility. The trick is to calculate the amount of time you
will need to dedicate to online networking, create a
schedule, and stick to it!

Connecting online with others within your area of interest

helps you stay abreast with events. You can also choose to
sign up for online newsletters so that you have regular
updates of opportunities.
Speed networking

This is one of the best ways to create contacts in just a

short time. It is an intensive session that lasts for 2-3
minutes. During such interactions, attendees have a chance
to share their business goals and professional aspirations.
If you are seeking exposure in new markets, you can take
advantage of speed networking events.

The whole point here is to exert maximum impact so that

you can move on to the next person in line once your time
is up. The most important thing is that you create a lasting
impression with every important contact you interact with.
To find these events, you can simply search online as they
have become increasingly popular.

Personal contacts

One of the easiest ways to create a network is by using your

friends and family. They can help you build strong long-
term business relationships with people who can help you
realize your business goals. The trick is to attend family
and friends' casual social events and be willing to develop a
rapport with people, exchange contact details, and get the
conversations going after.
Non-profit events

This is one of the best places to grow your network with

people in a similar industry as you. The good thing about
these events is that you don't have the pressure of closing
sales. Carefully establishing contact in these events can
offer you sponsorship opportunities for your organization
or business, which significantly contributes to your
business' social responsibility. Today, start attending
events you are passionate about and watch how many
people you meet with whom you share a common ground.

I am the president of the trust in Delhi, and we run a

charitable Hospital. I get a chance to network with other
trustees every month at the trustee's meetings and other
events. The only difference is here you can't ask for
referrals, but everyone knows what business you are into
and end up giving you their business or refer you to their
network. It's all about building long-term relationships.

Round table events

These events are commonly industry-specific. Here, the

attendees sit in various roundtables to strike open
discussions, bounce ideas off each other, and share their
experiences – failures, and successes. At every table, there
is a facilitator. The participants swap tables after half-hour
of discussions to meet other people too.

The most important part of the roundtable conversations is

the introductions you make before hitting off the
discussions. This helps avoid any awkwardness. This way,
you can comfortably connect with people who share similar
goals, interests, and experiences as you, and you can make
the interaction a notch higher during breaks.

Breakfast or Luncheon meetings

These are meetings often organized by associations and

businesses. These events allow small groups of people to
attend and network. This way, you have ample time to
interact with every individual and take the conversation to
new heights. If you have busy schedules and still wish to
network, this is the best opportunity for you because they
are held before the start of working days.

These breakfast or luncheon events offer a relaxing

environment for people to interact, which translates to a
calmer interaction and better performance. When you have
a chance to speak with people before you get into your
daily work routine, you have a better chance of becoming
more alert and focused at work.
Word of mouth

The other way to network is by asking around –

classmates, lecturers, colleagues, supervisors, and friends
– for referrals. If you are looking for funding opportunities,
you can speak to people working in your area and have had
funding. This way, they can refer you to the right sponsors
or events to meet the right people. You can also seek advice
from influential people online about events that will be
worth your time. You will be surprised at how people are
always willing to help point you in the right direction.

Those are some of the most crucial networking

opportunities you can take advantage of. Yours is to
determine which networking opportunities work best for
you – those that will steer you towards realizing your goals.
You must be willing to exercise flexibility and adapt to the
situation. Realize that each of these events offers various
benefits that can lead you to establish a positive presence
in your industry.
Business Networking – Tajurba
Business Network

My wife Uma and I started Tajurba on the 13th of

December 2017. We launched the first Tajurba chapter,
Eagles in Gurgaon. Its been a fantastic journey. Our vision
is that by the end of 2023, we would have ten million
members across India. It's going to be the world's most
extensive support system for small and medium businesses
where they can learn, connect and grow their businesses.

During the Covid-19 Pandemic and lock-down in March,

our in-person meetings stopped. Immediately, we formed a
core team of Tajurba regional directors and brainstormed
on ways networking would change after the Pandemic.
Today, everybody is used to zoom meetings because they
are cost-efficient.

We started digital chapters in Mumbai, Bangalore, Pune,

and Kolkatta, where we found fantastic Regional Directors.
This is what made Tajurba much more robust and
prominent. We also worked on leveraging technology and
developed the Tajurba app for the members and
community commerce.

But remember, "Technology is nothing. What's important

is that you have faith in people, that they're good and
smart, and if you give them tools, they'll do wonderful
things with them." -- Steve Jobs

Community commerce is promising! The entire

community of Tajurba members will not need any outside
vendor or customers because they get everything they need
within the community.

Our vision is to get listed at National Stock Exchange and

help create wealth for the entire Tajurba Community.

Tajurba has a soul. We respect entrepreneurs, and it's not a

school. The networking is fun at Tajurba.
Chapter 4 Essential principles of
successful networking

"Know where you want to go and make sure the right

people know about it."

-- Meredith Mahoney

We cannot emphasize enough the importance of

networking. The one question you must keep asking
yourself is how you can network effectively and efficiently.
The first thing is to figure out what networking style works
best for what you wish to achieve. Realize that there is no
one-size-fits-all technique as far as networking goes. The
truth is, different people successfully use different tactics
when networking. What you must not forget is to try out
different strategies to unravel what fits you.

For example, suppose you are an introvert, using one-on-

one conversations with your contacts. In that case, say over
coffee or lunch – or attending intimate events is better
than attending events where there are too many people.
Once you know what style suits you, the next thing is to
determine where you plan on meeting the right people who
can help steer you in the direction of the business or career
growth.
The other key is to network outside the box. Start by
identifying opportunities that are strategically within your
facet of life. In other words, go for events that matter most
to you. Start with places where you are motivated to meet
new people who share your interests and professional
goals. Take a moment to reflect on what you are passionate
about and the kind of people you are comfortable being
around. One of the excellent ways to network is by
volunteering, demonstrating your value, learning different
paths and opportunities within your career, and then
giving back to the community – win-win!

"Success isn't about how much money you make; it's

about the difference you make in people's lives."

-- Michelle Obama

The next thing is for you to create a game plan. Yes, you
don't necessarily have to know what to expect from every
networking opportunity you get. However, you must walk
into every networking event with a goal in mind. You may
go in to connect with at least 3-5 new people within your
industry or bring new insights to your business.

Is that the end of it?

Not!
You must never forget to follow up. While this might sound
like a simple task, most people neglect it during their
networking process. If you fail to follow up, then the time
you invested connecting with people in your line of interest
will not benefit you. This does not mean you should send
long heartfelt emails soon after the meeting. However, you
can send them a LinkedIn connection request with a
personalized message. Once you have a specific reason to
reach out, then do so.

Remember, you are not just connecting to benefit yourself

alone. You must seek opportunities that offer value to the
people within your network before you can seek their help
and support. Understand that connecting is an investment.
The more you take time to learn more about your
connection, the easier it is for them to offer you a helping
hand. Know this – the value you give is not limited to your
workplace alone. It can be anything within your areas of
interest.

It is never too late or early to invest in networking, and

these principles will help you get there;
Win-win situations yield strong
connections.

When you establish a strong network, it proves valuable

because of its impact on your business in the long run.
Realize that the relationships you are building today may
be of great benefit to you for several years to come. If the
relationship you build will impact the long run, you must
focus on win-win situations where both you and your
connection mutually benefit from each other.

For instance, if you are a web designer, having professional

networks is desirable for getting good referrals. Think
about it – two web designers are experienced. One does not
do any design work while the other does. You meet a
developer who gave you referrals. However, you have not
sent clients his way because you are already working with
another developer who is your friend and referred clients.

Here, there is no win-win situation; hence the reason you

have not sent clients to the developer you just met.

However, let us consider another situation – a freelance

designer – you – and a design agency. You tend to work
with small businesses to do blog designs and other small
projects you can comfortably handle. However, you get
inquiries from prospective clients who want someone that
can help with large projects beyond your scope. You
instead refer them to your friend who runs a design agency
and has a team of designers and developers who are well-
equipped to handle the project effectively and efficiently.
In return, the design agency chooses to send you smaller
projects in which they are not interested. It's a real win-
win.

In this case, there is a win-win situation – you send quality

referrals, and you get paid for it.

The same applies to networking. Don't just concentrate on

what you can do to get referrals and think about what you
have to offer. You must seek situations where you and your
connection end up with benefits – money, services,
referrals, help, advice, introductions to others, among
others.

You must fully understand the need to find win-win

situations and then seek opportunities to build and
strengthen these relationships. The best place to start is to
examine the connections you already have. Realize that
approaching these people is more comfortable than trying
to establish a connection with someone new. Therefore,
always start with the people you already know, determine
how you can help them, and whether there is something
you stand to get in return.
Always give more than you get

Remember, most people approach networking with the

sole purpose of helping their careers or businesses. What
they fail to consider is what they can do to help others.
Generally, if you don't have the freewill to offer other
assistance, they will be doubtful to return a favor when an
opportunity presents itself. The truth is, what goes around,
comes around.

Get to know more about your contacts and consider ways

to help them without necessarily getting caught in what
you will get in return. If you are genuine of help to others,
then you stand to benefit from your networks greatly.

Activity supersede inactivity

In instances where you are more established, there will be

times when great opportunities fall in your lap. However, it
is always a good idea to proactively network widely. Quit
sitting around and waiting for people to come to you.
Always try to initiate conversations to know someone new.
Irrespective of what approach you choose to use – emails,
face-to-face communication, social media, etc. – be
proactive and don't leave anything to chance.
Quality or quantity?

Which one is essential; quality or quantity?

The short answer is both.

You need your left hand as much as you need your right
hand. Networking is a lifelong game. You keep on building
your relationship with quality people.

Although It is better to know fewer people and have a

deeper relationship than know many people with zero-
depth in your relationship, suppose your network is mile
wide and inch deep, it's shallow.

What you are looking for in a network is a healthy

relationship with lots of people. Whatever profession you
are in, the chances are you already have people in your
network and keep on adding quality people in your
network. What you need is to get to know people in your
network better.

People are likely to do business with

people they like

Generally, people always prefer doing business with those

they like. Almost everyone I can think of is someone I have
interacted with to a certain level in my life, even to want to
do business with. The place I wash my car or do service
and repairs repeatedly is someone I have been interacting
with since childhood. I could easily take my business
somewhere else, but it makes it easy for me to work with
them because I like them.

This concept applies in business or professional

relationships too. There are many professionals out there
who can get the job done. However, people always go for
someone they are comfortable with and not just anyone
good at what they do. The secret to growing strong
relationships with your network is being yourself, being
considerate to others, and generally pleasant to work with.

You may know someone and enjoy their company even

when there is no tangible benefit from the relationship.
Does that mean you should not keep networking with
them? No! Your relationship may prove helpful to someone
in the future, and when that time comes, you will already
know and like each other better – a win-win situation.

I was having dinner at a friend's place, and he introduced

me to his nephew. The latter held a senior position at VFS,
the world's biggest company for visa and documentation
outsourcing for over 55 significant embassies. I asked his
nephew that how did his boss get this idea of starting. He
told me his boss was playing golf with the US ambassador.
The ambassador informed him that it's becoming difficult
to handle the crowd and paperwork. He wishes there was
any company they could outsource this. That's how VFS got
started. Its revenue is over 500 million dollars today, and
it's the most profitable division of Kuoni.

Remembering the names of the people you meet at the

events, we forget the names immediately after the
introductions. I learned to remember names from my
memory coach, Anant kasibhatla. When you meet
someone, you must repeat the other person's name a
couple of times during the interaction. Use the phrase
"very nice to meet you XXXX" after introductions and
during the interaction. Finally, when moving on to meet
another person, say," We will catch up soon over coffee
XXXX." This way, you will be able to remember the names.
Chapter 5 Steps to successful
networking

"You can have everything in life you want if you will just
help enough other people get what they want."

-- Zig Ziglar

Step 1 Realign your expectations.

One mistake most people make when it comes to

networking is expecting immediate results in sponsorships
and clients. However, reassessing your motivation and
finding out why you are networking in the first place goes a
long way. Are you just there to sign a contract or grow your
business?

You must understand that networking is not really about

the commercial deal as it is setting up your business for
future success. It is not about how many business cards
you collect in an event but how many connections can help
you realize your goals and expectations.

Focus on the value of your relationships, and the monetary

benefits will always follow. You want to build authentic
relationships and not just contacts that will not help steer
you in the direction of success. Remember, it is about
quality and quantity both.

The Story of The Chinese Bamboo Tree

Chinese Bamboo tree takes almost five years to grow. It

requires nurturing, water, fertile soil, and sunshine. In the
first, after planting the seeds, we see no sign of activity. In
the second year, again no growth above the soil. The third
and fourth year still nothing. We start to run out of
patience. We start thinking that our efforts will never be
rewarded.

And finally, in the fifth year, the miracle happens. It starts

to grow, and within six weeks, it grows 60 feet.

Similarly, networking is a patience game. It takes time to

build relationships and trust. Once it's established, the
magic happens, and your network starts to recommend you
and even sell for you.

Step 2 Invest before asking.

We have mentioned the importance of giving when it

comes to networking. To be a super networker, you must
have the willingness to give. Quit plunging into
conversations with an appetite for returns when you have
nothing to offer. Your contacts will always sense that
selfishness, and that will leave a wrong impression on
them.

The trick is to express interest in their success and show

that by having genuine curiosity in them. Take a moment
to ask yourself how you can invest in them first. When you
take time to find out more about them and their story, you
will be in a better position to identify opportunities to
strike a genuine conversation with them. This way, you
leave a good lasting impression on them instead of
focusing on mundane questions about the weather and
sports. When you invest in your contacts first, they will
also be willing to return a favor someday.

Networking is more about building social capital. You don't

dig the well when you are thirsty. Similarly, you start to
build your network when you don't need it so that when
the time comes, it's there to help you. It's like a bank. You
can not withdraw anything until your deposit and have the
credit balance. Similarly, networking is your social capital.
You keep building, and when the time comes, it's there for
you to dig into.

Step 3 Be human

Remember, you are all experts in the industry. While it is

tempting to talk about anything and everything about your
area of interest in business, try not to forget that you are
human first. Your contact is human too. Quit using too
much jargon and buzzwords that will end up disengaging
them. Seek to know the person behind their business, what
their life has been like, and what makes them uniquely who
they are. Always be relatable before you can even delve into
the business. It's straightforward; talk about family and
friends. The point is to be impressionable to your contacts
instead of trying to sell to them. Tell stories, crack some
jokes, and have a good time at the event. Each time you
meet someone new, your aim should be to unravel their
interests and something unique about them that will
always remind you of them.

"My Golden Rule of Networking is simple: Don't keep

score."

-- Harvey Mackay

Step 4 Do your homework.

To stand out amongst a group of people, a little bit of

research can do the trick. While at a networking event, ask
yourself what kind of people you plan on meeting, then do
a simple Google or LinkedIn search for their names and
businesses. Explore a variety of questions you would love
to ask them in a conversation. When you make comments
and ask questions about what they have been doing, it will
leave a lasting impression rather than coming across as
intrusive.

Recently I attended a wedding in the family. I did some

homework and browsed through some excellent wedding
speeches with humor. During the party, I was invited to say
something about the bride and the groom, and my
homework came in handy. Everyone was impressed at my
impromptu speech. No one knew I was prepared. I became
the most popular uncle at that wedding.

Remember, every contact you meet is potentially a valuable

connection in the long run. Therefore, don't try to discount
people because you think they are young and don't have
enough experience. These are upcoming talents in the
industry that can be valuable connections in the future.
Invest in them.

Step 5 Be your brand.

You must always be prepared to share your business when

an opportunity presents itself. Don't try to rehearse an
elevator pitch just to say who you are and what you do.
Choose to speak naturally about what you want, how you
do things, and why you do it in the first place. This will
demonstrate to others how passionate you are with your
work, and you know what they say about passion – it is
contagious! When people see how passionate you are about
what you do, they will deeply engage and want to go
further into knowing you at a personal level.

Step 6 Focus on what you don't know

Naturally, people will tend to gravitate towards what they

are familiar and comfortable with. To approach someone
who is not like you takes intentionality. When networking,
the last thing you want to do is seek out people who are
most like you. Instead, approach people outside your
industry – who are dissimilar to you – and are at various
stages of their professional life. The pillar of building
strong networks is focusing on the beauty of diversity.
Don't be afraid to branch off to unfamiliar territories. The
truth is, we live in a colorful world of business, and you can
learn a thing or two in a different industry to benefit your
business in one way or the other.

Step 7 Follow up

This is a gift you must wrap. Think about it, to establish

contact; you must be willing to introduce yourself to others
– that is a gift. Following up with your contacts is the
ultimate icing on the cake that makes it all colorful and
beautiful. It sets you apart and ensures that you are
cemented in your contact's mind for a long time.

Most people make the mistake of skipping the courteous

thank you emails or LinkedIn requests to connect. Always
ensure that your follow-ups leave an excellent lasting
impression with a personal touch. Ask your contact what
their preferred way of staying in touch is before you can bid
them goodbye. This way, you avoid using means that make
you come across as intrusive.

Each time you can expand your network, always embrace it

with a genuine interest in others. Be willing to approach
different people and follow up with them after your
conversations. Remember, networking is a conversation.
Therefore, strive to achieve quality connections with every
individual you meet to grow a fruitful business ultimately.
Chapter 6 Three superpower
strategies that never fail

"I'm convinced that about half of what separates

successful entrepreneurs from the non-successful ones is
pure perseverance."

-- Steve Jobs

Every entrepreneur must know where their bread is

buttered – clients, followers, and the community as a
whole. There is no way your business will thrive without
these people, let alone survive. The best way to effectively
communicate with these people is by allowing them to get
to know you. You can do this through a series of powerful
networking strategies that will benefit the business and
elevate you to reach your fullest potential.

If you are an entrepreneur or someone building your

career, networking is something you MUST practice. It is
your second nature to a daily routine. You must make it a
habit. According to research, you must be willing to do
something for 66 days to become a habit. So, what
strategies should you add to your wheelhouse?
Branch into unknown pools

It is not enough to network with the people with whom you

already know and have met. Unfortunately, most of the
social media platforms like Facebook and LinkedIn
encourage this ideology a lot. You must realize that
networking with the same people over and over will only
earn you the same old results in your career and business.
With affinity networking, you can take your connections to
a whole new level, whether in your business career,
especially with people who share similar personal and
professional interests as you.

This is the reason branching your business portfolio into

unknown territories is not such a bad idea. The truth is, the
people you already know in your social network will
connect you to "safe" places and people they already know
within their social circles. Several people out there can
benefit from your expertise and perspectives as much as
you will benefit from them too.

The trick is to try visiting pages in your social network that

you have not visited before. You can branch to a pool like
Facebook groups, WhatsApp business groups, and so much
more. When you lodge yourself in unknown pools, you
open yourself to new opportunities for connection and
networking that will benefit others and grow your business
and career. Realize that your target audience and clients
reside in places very close to places you connect. All you
have to do is find them.

Focus on building relationships

Are there people you feel that connecting with them will
help grow your career or business enormously? What is the
best way to connect with them?

Well, it is by building a relationship with them. With the

digital age, there is so much power in relationship building.
However, we tend to engage in micro-conversations within
our social networks and walk away without benefiting from
them.

Think about it – do you know why creating social media

personas for your business is a brilliant move? Well, these
are the kind of people you target with your message and
strategy. The same thing applies to relationship marketing
personas, but they are the people you feel you have the
most connection with and are promising as far as your
brand campaign goes.

The first step is to create a list and then search for personas
who fit the bill. Once you know who they are, build a
relationship with them. The small conversations with
colleagues and friends will not grow your business or
career. It has to be a combination of several things that will
ultimately connect you to your target audience.

Remember, building relationships with other people

should be something that comes naturally as an
entrepreneur. The trick is to ensure that you are yourself at
all times, and you will begin to attract the right people who
match your personality and the message of your brand.
You should be friendly and helpful to everyone, whether
they are in your niche or not. You never know who you will
cross paths with.

Offer your help

Did you know that some of the best networkers are social
butterflies? Realize that people love them not because they
are experts in their fields but because of how they make
approaches. They like landing softly on their destination,
just like a butterfly does. As a super networker, you don't
want to land like an elephant who stomps huge mud holes
everywhere they go.

If you are going to connect with people and establishing

lasting relationships with them, you must be willing to
employ a soft touch. The best way to employ that soft
landing is by offering them solutions to their problems.
Start by finding out what their problems might be. Use
social listening tools if you must, and then tweak those
problems to your expertise.

The key here is to be soft when giving them solutions to

their problems. Badging in with answers will do more
harm than good. Start every conversation you have with
them by first understanding the reason for their problems
and then use that to work your way up to a solution. If you
offer help, you will realize that people will naturally
gravitate towards you, which creates a perfect icebreaker
for the person you are trying to establish a relationship
with.

These three strategies are always helpful. While employing

these strategies, you must remind yourself that you are
dealing with real people here. Offering help – and doing it
softly – will always help people gravitate towards your
brand message and invite them to engage positively.

Always take roles in the business networking group.

Volunteer to be the president, vice president, or guest
hosts, etc. One of my fellow members was into corporate
gifting and took the role of visitor host. He was sitting at
the registration desk at one of the meetings. A very high-
profile visitor showed up that day. He was the admin head
of Coke India. That turned into a regular big gifting order
every year for that member.
Chapter 7 Rules for successful
networking

"The successful networkers I know, the ones receiving tons

of referrals and feeling truly happy about themselves,
continually put the other person's needs ahead of their
own."

-- Bob Burg

Unfortunately, the whole idea of networking tends to be

overwhelming and uncomfortable for most people. Most
people don't have the spare time to doing something that
seems not to have a clear payoff in the short term. This
chapter will help guide you on how to go about networking
by sticking to the rules successfully;

Rule 1 Have a clear purpose.

The approach is everything as far as networking goes. You

must be disciplined, focused, and sincere when connecting
and seeking help from your contacts. It would help if you
also had a clear purpose to make reasonable requests that
can be fulfilled without wasting people's time and effort.
Rule 2 Never scout out of necessity.

You must remind yourself that networking is a continuous

process. The biggest mistake most people make is thinking
that networking is only when they are in need. Before you
head out:

- Ask yourself what you wish to achieve at the end of

the day.
- Have a specific networking goal in mind.
- Realize that the more contacts you create and
cultivate, the easier it is for you to get the kind of
help you need and when you need it.

The most important thing is to build a strong relationship

from the very beginning. After all the work, effort, and time
you have invested in building a contact, don't waste it by
losing touch with your contacts. There are several ways you
can keep in touch with your contacts – meetings, talking,
emails, calls, or engaging in professional associations.

Rule 3 Don't push it.

It is one thing to follow up with your contacts, and it is

quite another to be pushy and aggressive. Quit making
requests of your contacts that may be interpreted as
demands. Notice that just because you know someone who
works in a particular organization or field does not
guarantee you their help.

The last thing you want your contacts to feel is that they
are being taken advantage of. For instance, you cannot
assume and use someone in your cover letter as a referee
because you met and talked briefly at an event. When
someone in your network is reluctant to help you, don't be
resentful. Remember that networking is more of a
courteous engagement rather than a contentious one.

Rule 4: Be prepared

Supposing one of your contacts refers you to one of their

acquaintances – say for an informational interview on a
prospective job – how do you conduct yourself? Do you
just assume that because you already know their
acquaintance, by extension, you know them too?

Absolutely not!

You must professionally conduct yourself and come

prepared. If you are meeting reports to your contact that
you were a complete waste of time, that leaves a bad taste
in their mouth. The chances are that they will not refer to
you again, and if you are lucky, they will give you a second
chance to make a good impression.
Remember, it is easy to get started with networking online
– thanks to all the tools available like LinkedIn and
Facebook. However, that does not mean that you use them
haphazardly. Yes, online networking platforms may seem
casual in most cases. But if you are using them to connect
with people, it helps to be professional, concise, and polite.
Try as much as you can to personalize your requests to
remind your prospects that you know them. Ensure your
profile is complete so that they don't end up guessing
things. If you would like your contact to introduce you to
their contacts, request politely explain why you would like
to meet the other person.

The point here is simple – quality and quantity!

Rule 5 Be willing to give

Over the years, networking has taught me to give as much

as possible without expecting anything in return. It always
does the trick! The more you give, the more you increase
your chances of receiving the help you need. Giving is
much more than responding to requests that come to your
attention. It means focusing your attention on potential
ways to help even when people have not particularly sent in
their requests.
You must look for opportunities to give valuable
information to help someone in your network - relevant
articles, event details, etc. You can also offer alternatives
when you cannot meet their requests or respond to their
questions.

Now, if they give you a lead, you must ensure that you
pursue it. Also, keep your contacts updated on the outcome
of their referral. In the same way, if you give someone the
name of someone to call, follow up to ensure that they
know when to expect a call. Check back with your contacts
to determine whether the person you referred them to was
helpful and if they need more help or guidance.

Finally, show appreciation for everything. You can do it via

email or phone call. Remember to extend a standing offer
to return a favor someday. This way, your contacts know
that you are not just using your relationship with them to
get what you want, but you would be happy to assist them
too whenever they need your help – a mutually beneficial
interaction.

There was a lady member in our group, and her husband

got diagnosed with cancer. She was in dire need of some
considerable funds, and they had no insurance. The group
could raise around 45L in less than ten days for her from
their contact sphere. SO networking is not only for
business. It helps you in personal matters too.

Remember, the key to networking successfully is a worthy

participant throughout the process. Even as you help
others, know that you might need help from them too –
and it starts with you giving without expecting anything in
return.
Chapter 8 Change your mindset,
change your business.

"Networking is an investment in your business. It takes

time and, when done correctly, can yield great results for
years to come."

-- Diane Helbig

Most people fail to realize that they are getting more of

what they have been getting by doing more of what they
have been doing. As a super networker, your goal is to be
more productive, more successful, and more accomplished
than you have been in the past. To achieve your goals, you
must start by changing your mindset and doing things
differently from what you have been doing in the past.

The first thing is to do more of certain things. Take a

minute to think about it – what are some of the things you
should be doing more? The most obvious thing is to do
more of the things that work best for you. Are there
marketing and sales techniques you have been employing
that are bringing you closer to your best clients? Are those
techniques bringing you face-to-face with clients who buy
readily and appreciate your products or services' features
and benefits?
Unfortunately, most salespersons lose sight of their most
effective techniques – including networking – and instead
do new, diverse, and unproven things. They then get
surprised when their sales dip and the income goes down
significantly. The truth is, the best thing you can do is to
get back to doing what already works for you.

The second trick is to do less of other things. The last thing

you want is to fall into a comfort zone and do things that
don't support your goals. Just being comfortable doing
things a certain way does not mean you should keep at it
even when you don't see results. Realize that you have
limited time every day, and the last thing you want to
spend your time on is doing things of low value.

When you waste time on things that don't bring you value,
you become unavailable for higher-value things.
Throughout the day, think about the value of your time. If
there are things you are doing that give you fewer results,
drop them, and make time for things to bring you better
outcomes.

Every day in the evening, before going to bed, make a list of

all the major activities you did. Divide them into two
categories. Income-producing activities (IPA's) and Income
reducing activities (IRAs). You will be shocked at the
results, and it will help you to spend more time doing IPA's
The other trick is to start something new. We face
challenges with the ever-changing markets, clients, prices,
competition, and demand every day. Because of such
turbulence, you must open your mind to doing things
differently from what you are used to. I like what Jack
Welch once said, "our greatest competitive advantage is
learning and applying new ideas before our competition."

You must be willing to committing yourself to be more

aggressive in your approach. Several people have said how
the techniques they learned from me have changed their
lives for the best – improved sales, increased income, and
business/career growth. It is all about knowing when to
adopt a simple idea that is ideal for what you want to
achieve – and you should do the same!

Finally, you must be willing to stop certain things

altogether. Every day, stop and ask yourself, "If I were to
do it all over again, is there something in my life that I
would not start up again today with the knowledge and
experience I now have?"

If you ask this question, you should look through your

business operations, decisions, and activities to identify
specific things you must discontinue. Quit running in the
same direction, doing things the same way, and getting
little to no results each time. Don't wait until you go over a
financial cliff before you stop doing certain things. Instead,
change your mindset and open yourself to possibilities and
the need for something completely different. Stop doing
things that no longer work and start taking risks by
embarking on a new course of action.

You can only have brilliant results if you are willing to

make those wonderful results. Continually ask yourself
whether there is something in your life – personal or
professional – you should do less of, start, or stop doing. If
you keep checking yourself this way, you will keep on the
right track and be guaranteed growth and success in your
career and business.

The 3 C's of networking

You are your leader – and leadership is not simple. To be

decisive, straightforward, and caring in business may seem
to be all you should focus on. However, to grow your
network and take your business to a whole new level of
success takes an enormous amount of real-time
connection, credibility, and confidence. You must set the
direction of your business and create visions for the future.
You must be willing to set targets, plan, and allocate
resources for success, and these three C's will help you
network successful, create leverage, and steer your vision
forward;
Character

If you are going to lead your business to new heights of

success, you must be respected by others – especially your
team and network. Respect cannot be earned by your
actions alone but also through character. Take a look at
people working in small organizations – the best way they
interact with their leaders is through face-to-face and
thorough evaluation. They take note of their leader's
actions and assess them based on how they interact with
each other.

Can your network connections trust you?

Do you practice what you preach?

Your connections are looking at these aspects and then

choose to follow you. You must be ethical, honest,
conscientious, and have integrity. If you get these things in
place, then everyone will tend to gravitate towards you.

Competence

As a business leader, you must be willing and able to

perform your duties well. If not, you will not have a locus
standi to judge your juniors, and your connections will
have no reason to follow and connect with you. The quality
of your connections and relationships depends on your
level of competency. No one wants to connect with
someone who does not understand what they are doing in
the first place.

Communication

This is a vital link between you and your target audience.

Beware what is happening around you by communicating
clearly with your prospects about why and what you are
doing. Don't be like those people who give reasons like
"because I said so!" Using weaponizing information is only
futile. You must be willing to interact and communicate
your interests and goals clearly so that your connections
can help you achieve them. When you are transparent
about what is happening, that transparency, in turn, earns
you trust.

If your connections sense that you are keeping certain

information from them, they will not be willing to help you
get to where you want to be – even when they have the
means to elevate you. You cannot expect quality
connections to partner with someone who hoards
information. You want your partners to feel part of your
brand – and that can only come if they have the necessary
information needed to understand the bigger picture of
your business and the "why" of your operations.
The formula for creating wealth through networking is
C+C+C+N=W.

C stands for Credibility + Capability + Consistency; N

stands for networking; and W stands for wealth.

Developing a networking mindset

First, what is a networking mindset?

These are your assumptions, beliefs, and biases about

others and their position as far as your business is
concerned. If you have a mindset that looks for
opportunities even when faced with challenges, you are
looking to the future, the plans of overcoming them and
emerging the other side as the winner. Realize that your
mindset can be specific to particular factors or business
elements. For instance, you may see the outsourcing
business processes' role and see an economic disruption as
an opportunity to rearrange functions and integrate an
outsourced system.

If you have unproductive mindsets, how can you change

that? The problem with having a closed or fixed mindset is
that you see challenges everywhere, abandon goals with
ease, and tend to shy away from constructive criticism. The
downside of this kind of mindset is that you become
powerless to change things. You see others' success as a
threat and shy away from connecting with them. With this
kind of perspective, you will always feel like you have
scarce resources, time, and expertise to achieve your goals.

Before you change your mindset, you must realize the

difference between improvement and winning. You are
networking not because you solely intend to win but to
establish relationships that will ultimately benefit your
business. You must be willing to adopt limitless
opportunities and possibilities that present themselves.
Focus on the positive aspects of every situation - what is
working - instead of what is not; you begin to see
abundance all around you.

To adopt a networking mindset, you must take the time to

redefine your strategy and vision. In other words, you must
be keen to learn and be inspired by peoples' success. You
must show enthusiasm in overcoming challenges,
accepting constructive feedback, and persevering through
it all. When you have an empathic mindset, you will drive
better client experiences and measurable improvements.
Learning to understand your target audience, brand, and
connections will help you differentiate yourself, engage
better with clients, and establish a superior and
trustworthy brand.

These steps will help you develop a networking mindset;

Focus on what is guaranteed

In its conventional sense, networking has somewhat

tarnished the very essence of establishing relationships and
the impact it has on our lives. A Super Power Networker
does not head out there to cash in favors for themselves.
Rather than spending time worrying about how you can
leverage your relationships, why not focus on cultivating
strong friendships and mentoring connections that yield
better results in the long run.

Your mindset must focus on establishing relationships

based on generosity and authenticity to build such a strong
network. Don't just look at what your new connections
bring to the table – they help you achieve your goals, grow
your business, or introduce you to more influential people.
Most people make the mistake of realizing that every
human possesses their innate desires – value and
appreciation.

Building connections that last involves using their innate

traits. Don't pretend to appreciate their work just so that
you can get what you want – it will always backfire on you.
Instead, show genuine interest in their work, lives, ideals,
and goals. This way, you are sowing a seed of a relationship
that stands the tests of time.
Determine your reality

The way you react to the outside world determines your

reality. You are the one to choose whether something that
happens to you is positive or negative and how you react to
it. For instance, if you received a termination letter from
your current job, you will likely react with anger,
hopelessness, and frustration, right?

However, you must realize that you have the power to turn
those negative emotions around and consider it an
opportunity to pursue something new. It offers you a
chance to look for a job that will help you learn new skills
and find happiness in what you do. In the meantime, you
have a chance to assess the direction you wish to take your
life in.

Start strong

If you have to drag yourself out of bed every day, then that
negative state of mind sets the tone for the rest of the day.
If you want to grow a strong network, you must create a
long-term morning routine that ultimately reinforces how
great your life is and how happy you want to live.

Find something that puts you in a positive mood – yoga,

meditation, reading, listening to positive encouragements,
run, swim, walk, etc. – and make it your morning ritual.
Dedicating a few minutes to an hour of your morning can
make the difference you want to see in your personal and
professional life.

Savor it!

Exercise

This is one of the most incredible ways to keep a positive

attitude. It stimulates the body to release feel-good
hormones into the bloodstream. According to a research
study, participants were grouped into those that
participated in high-intensity interval training, moderate
continuous workouts, and no exercise at all. Interestingly,
the group that took part in moderate continuous training
experienced a significant decline in their stress levels and
depressive symptoms.

If you are looking to adopt a positive mindset, exercising is

the best way to go. It will help you look and feel good and
get your heart rate up and lower stress levels. Remember,
exercising comes in the form of several activities.
Therefore, if you don't like jogging, you can try dancing
instead, or anything else that suits your fancy. So, turn up
some upbeat music, move your body, and let those positive
vibes kick in.
Overload your brain with positivity

If you look around you, you will notice that there is

information everywhere. There're millions of books,
videos, podcasts, and so much more materials out there
that will inspire you to live the life of your dreams.

The good thing about these materials is that they can help
you get into a positive state of mind, master the art of
positive thinking, and steer you in the direction you want
to take your life towards. There is always time for positivity
– you just have to find it!

Master a language that shapes your thoughts

Did you know that slight adjustments in your language can

potentially change your mindset and how you react to
different situations?

Think about it for a second – when someone greets you

with, "how are you, sir/madam?" How do you respond? Do
you say "fine" or "not bad"? What does your response
communicate to those around you? What does it say about
you?

The language you use has a significant impact on your

mindset. Someone who responds with "not bad" is not the
same as one who uses such phrases as great, fantastic,
incredible, unique, etc. When you choose to use positive
words – even when you are overwhelmed – you remind
yourself that life is excellent, which helps shift your
mindset towards a positive direction. My usual reply is I
am doing great, celebrating life.

Assess your inner voice and determine whether it is

pointing you in the right direction or not. Is your inner
voice positive or negative? If it is negative, then it is high
time you tap into a state of mindful meditation to translate
that inner critic into a cheerleader.

Find like-minded people

Who do you surround yourself with? Are they people who

bring out the best in you? or are they people who drag you
behind?

Take time to assess five people you spend the most time
with and determine whether they are the right people for
you.

What are your goals? Are you surrounded by people who

help you achieve your goals?

If not, then it is time to shed old friends for ones who steer
you in the direction of your goals. If you want to be fit, then
hang out with fit people. If you want to start a business,
spend time with people who already own businesses.
Whatever it is that you want, you can get it by surrounding
yourself with like-minded people.

Show your appreciation for others.

How often do you appreciate the people around you –

friends, family, or colleagues? Appreciate people for a job
well done and watch how a positive chain reaction trickles
down to the rest of the people. Instead of complaining, pay
attention to the positive and good things others are doing
around you.

Think about it – when was the last time you received a

compliment from someone? How did it make you feel?

Good, right?

Don't you want others to feel the same? Start giving others
compliments and watch how positively you affect the
people around you. A research study found that sending
letters of gratitude increased happiness scores
significantly. You don't have to write letters; you can send
texts instead, make a phone call, or send an email.
Whichever way you choose to appreciate others, it always
has a trickle-down effect.
Demonstrate gratitude

How many times do you show gratitude for the small and
big things happening in your life? Often, people go through
the day and ignore all the good things that happen to them.
Instead of focusing on the one negative comment that
someone said or an event that ruined your mood, why not
turn up the volume on the positive things that happened to
you – no matter how small they might be.

One way to demonstrate gratitude is by keeping a gratitude

journal to write down all the things you are grateful for
throughout the day. Think about it – you have a roof over
your head, food on the table, clothes, and so much more
than a large portion of the world struggles to get. Isn't that
something to be grateful for? Just leaving your home in the
morning for work and getting back in the evening to your
family is something to be grateful for. However, we tend to
take these things for granted and fail to realize just how
great we have everything.

I write every day; I am grateful for my health, family, office

staff, cook, driver, and entire network.

Today, refocus your thoughts on everything you have

instead of things you don't have. When you take time to
reflect on past experiences with gratitude, you open the
door for hope and happiness in the future. A small act of
gratitude creates a ripple effect for the people we connect
with.

Recharge

The key to adopting a positive networking mindset is

taking time to recharge. You are not a superhuman! You
are bound to get tired, worn out, and strained. You need
time to recharge your batteries, get a new perspective, and
keep moving forward. It can be as simple as a weekend
getaway to read a book or spend time with family. You can
take a vacation for a couple of days. The point is to unplug
from the outside world just to spend time doing the things
you love most.

Whatever you choose to do to help you adopt a positive

networking mindset, do it. Simply start small and keep
improving every step of the way. If you do this, you will be
amazed at how your sense of positivity soars and helps
steer you to achieve your goals and attain success in every
area of your life.
Chapter 9 Recap: Tips and Tricks
for successful networking

"Networking is a lot like nutrition and fitness: we know

what to do; the hard part is making it a top priority."

-- Herminia Ibarra

Learn as much as you can about the

networking event beforehand

Yes, this might seem obvious to you at first, but it shouldn't

be. How many times have you attended events without
proper background research about it – the hosts and
probable guest. When you just get up and attend an event
without conducting basic research about it, you deprive
yourself of a chance to get the most of the experience.

Commit to learning as much as you can;

- Who is hosting the event

- Keynote speakers
- Dress code
- Who will be attending

Once you have this information, you must also identify

your goals. Are you attending to make friends? Do you
want to impress prospective investors or employers? Are
there specific people you wish to meet? What essential
questions would you want to ask them? The trick is to
arrive at the event with a clear idea of what you want to
achieve. This way, you will master the confidence you need
to step forward and get what you want while also boosting
a sense of purpose.

The balance between growing your

network and consolidating it

Realize that the people you will meet at a networking event

will belong to one of two categories; those you have met
before and those you are meeting for the first time. You
must strike a balance between these two groups. You can
use the event to reconnect with familiar faces while also
seeking new connections.

Don't waste time chatting at length with people you spend

time with every often. Instead, share details with them so
that you can catch up again soon. Focus on growing your
professional network by meeting new and valuable
contacts.
Introduce yourself with confidence

"Courage starts with showing up and letting ourselves be

seen."

-- Brene Brown

It takes adequate preparation and practice to master the

confidence to introduce yourself. Give some thought to
how you plan on approaching conversations. Just the
thought of meeting new people and speaking before them
will fill your tummy with butterflies. However, you must
understand that everybody has self-doubt often, even when
they have been doing it severally.

Your introduction should be specific and straightforward.

Once you have given your name, give the other person a
chance to introduce themselves too. Shake hands and learn
to use polite expressions like "It is a pleasure to meet you."
then focus on your shared experiences. The best way to
build a rapport is by discussing topics of interest. You can
come prepared with an interesting anecdote about your
experiences. Remember, you are both experts in your field,
and you are not just here to exchange facts but also
exchange enthusiasm and excitement.

Additionally, you don't need to sell yourself. You are not

here to impress everybody you meet. Having a more
sensible goal will help you learn about your contacts and
determine whether you have common goals or interests
and whether there are ways you can help each other.
Meeting people does not have to be that hard. Give yourself
credit for being bold enough to strike a conversation first
and then let it flow naturally.

Brush your communication skills

"Instead of better glasses, your network gives you better

eyes."

-- Ronald Burt

Once you introduce yourself, what next? The main aim of

striking conversations is to foster communication. Try as
much as you can to avoid overusing closed-ended
questions. Instead, choose to go for open-ended questions.
This way, you can establish specific facts without depriving
the other person of talking at length. That said, you must
prioritize your open-ended questions so that the other does
not feel interrogated or end up in a dull conversation.

Once you ask your question, it is time to listen closely to

what the other says. Don't allow your thoughts to drift
away from the conversation. Exercise positivity when
interacting with the other. This does not mean trying to be
witty or showy. The most important thing is that you focus
your attention on the silver lining rather than being overly
critical. Congratulate your contact on their achievements
and offer encouragement during the conversation to show
you are interested in what they have to say. Once you come
to the close of your conversation, do it politely. The best
way is to reverse the introduction and then wait for the
right lull before you follow it with a polite line like, "It has
been great meeting you and getting to know you. I
appreciate you sharing your experiences with me." Then
shake hands and depart to do what you said you would like
to do.

Follow up consistently

At the close of a conversation, you may exchange contacts.

Ideally, it is best to collect details rather than dishing them,
making it best for you to follow up. However, that also is
accompanied by responsibilities. You must take it upon
yourself to keep in touch with your contacts and use a
consistent approach.

For instance, if you choose to use LinkedIn, keep at it.

Remember to thank them again and reiterate how much
you enjoyed meeting them. To keep the conversation going,
ask any outstanding questions you might have, suggest
meetups, or share what you promised to deliver.
One of my Jew customers told me way back in 1997,
"Suresh – Break bread with your customers." I never forgot
that. We would invite every customer home for dinner, and
they were always happy to meet the children and enjoyed
the Indian homemade food. This way we could bond with
our customers very well.

In 1998, a group of 6 buyers from one of the largest store

chains in the US visited our office and placed an order. Our
shipment was on time and of good quality. We bonded over
bread on every trip. They got so used to our quality and
commitments that they decided to work with us from
India. In 1999, they scheduled a meeting with us in Dubai
during one of their trips, where they placed an order of
USD3 million - one of our most significant orders at the
time. My advice: break bread with your customers.
Conclusion

"The currency of real networking is not greed but

generosity." –

- Keith Ferrazzi

To become a Super Power Networker, you need precision

and effort. You must realize that by not taking time to
network, you are choosing to miss out on a rich stream of
contacts and businesses that have the potential to help you
drive profits, gain a deeper understanding of the
marketplace, and refine your brand's message.

The truth is, nothing can ever substitute for getting out
there, meeting people, and establishing strong personal
relationships. While online platforms help boost brand
visibility online, you must try to show up for meetups at
least once a month to meet with professionals or relevant
groups to your business. Your main objective is to
introduce yourself to them and determine shared interests,
services, and needs.

The most important thing is that you keep connecting to

benefit from each other's help in the future. It is about
giving and taking. When you choose to go the extra mile for
someone, your contacts will be more than willing to do the
same for you when your turn comes. The key is to network
outside the box. Start by identifying opportunities that are
strategically within your facet of life. In other words, go for
events that matter most to you. Start with places where you
are motivated to meet new people who share your interests
and professional goals.

Remember, growing your network and taking your

business to a whole new level of success takes an enormous
amount of real-time connection, credibility, and
confidence. You must set the direction of your business
and create visions for the future. You must be willing to set
targets, plan, and allocate resources for success, and the
three C's – character, competence, and communication –
will help you successfully network, create leverage, and
steer your vision forward;

Take a moment to reflect on what you are passionate about

and the kind of people you are comfortable being around.
One of the excellent ways to network is by volunteering,
demonstrating your value, learning different paths and
opportunities within your career, and then giving back to
the community – win-win!

Remember, practice makes perfect! You cannot become a

Super Power Networker if you don't take the time to learn
and perfect your craft every chance you get. Each time you
network, ensure that you are making a better impression
than the last. I firmly believe that if you follow the advice
we have given you in this book, you will become a Super
Power Networker and attain confidence and success in
your goals. It is your responsibility to put the skills you
have learned here into practice.

So, what are you still waiting for? Get out there and
connect! Remember, the aim is quality and quantity both!

"Your network is your net worth."

-- Porter Gale
Acknowledgments

I want to thank the Universe and everybody who has

touched my life in one way or another. This book details
four decades of experience, learning, practicing, and
researching. I was fortunate to be mentored by Iven
Misner, Blair Singer, Tony Robbins, Jim Rohn, and T.
Harvekar. I thank each one of them for unselfishly teaching
me and positively influencing my life.

My gratitude also goes to all my friends, colleagues,

Tajurba Members, Leadership Teams, and Regional
Directors who allowed me to brainstorm my ideas with
them. The brainstorming sessions immensely helped me in
structuring this book. I interviewed several Tajurba
members who feared networking - many of whom are
Super Power Networkers today. Their insights helped
shape this book.

Lastly, I thank my wife Uma, my sons Rahul, my

daughters-in-law Deeksha and Tarun, for their undying
support and encouragement.