Yesterday I had the pleasure of meeting Dean Lindsay, the author of “Cracking the Networking CODE.” Dean had invited me to hear him speak to the Texas Chamber of Commerce Executives (TCCE). We were able to sit down for about an hour before the event to get to know each other and share our philosophies.Dean’s primary business is an organization he founded called Progress Agents. He spends most of his time speaking to groups and doing workshops in the areas of sales, marketing and customer service. When I asked him how he got into that business and how all of this ties together his one word for me was “Communication.” He then went on to say that what he teaches is Authentic and Honest Communication.He is so right about these to elements. It’s the authentic and honest networkers who get the best results. They’re able to quickly build rapport with just about anyone, and for them it’s usually a pretty short trip from rapport to trust. Trust being the key ingredient needed before any referrals are likely to be given.This caused me to think about great sales people. In my opinion the best sales person is the one who whole heartedly believes in the product he or she is selling. It’s that belief that allows them to communicate their sales message and be 100% authentic and honest in their communication. We all have a sixth sense about someone’s authenticity and honesty. We don’t always recognize it for what it is, but it’s what causes us to trust this person and makes us willing to buy from them.This is certainly true for me personally. I know, unfortunately from experience, that I absolutely cannot sell anything that I don’t completely believe in.Personally I love the fact that being authentic and honest get such great results. Why? Because it’s so easy. In order for me to get the very best results all I have to do is be ME. I can do that. I know that you can too.Happy Networking!Scott IngramNetworkInAustin.comP.S. You can learn more about Dean Lindsay and his book at: www.progressagents.com.I’ll also post a review of Dean’s book in the not too distant future.

This week's networking tip was contributed by Steve Harper, auther of "The Ripple Effect: Maximizing the Power of Relationships for Life and Business"---Here's what Steve has to say about being different:Set yourself apart from 99% of the people that attend the ho hum networking events and connect with the individual as a person before exploring what the person does or promoting yourself or your company. One of the fun questions I like to throw at people when I am at a networking event is “So, what would you be doing if you weren’t doing what you are doing now?” Two great results happen from this question: First, the hardcore networkers that have really zero interest in getting to know you (for you) will actually have a brain freeze. They won’t know how to respond and it allows you to know pretty quickly that this person isn’t someone to be spending time with. Second, for someone that really isn’t all about business, you will pleasantly change their state, cause them to stop and think and you will be amazed at the answers you will get. You will find you can get some incredibly insightful responses that will allow you to perhaps get a glimpse into the person as a person, not just what they do for a living.Their answer may open up a richer more meaningful channel of conversation. When and if that happens, it will make the connection for business later on that much easier and rewarding.---Thanks Steve! If you're a member of NetworkInAustin.com you can take advantage of Steve's member to member discount and get a copy of his book for only $17.95. Details are available on the NetworkInAustin.com Book List page.Happy Networking!Scott IngramNetworkInAustin.com

Today is my Grandma's 90th birthday.We had hoped to fly back to California to help her celebrate this weekend. Unfortunately she had to have emergency surgery a couple of weeks ago. Fortunately everything is ok and she's recoverying well. We'll see her early next year when we introduce her great grandaughter to her.I love you Grandma!Scott IngramNetworkInAustin.com

When I was growing up my mom frequently told me: "If you can't say anything nice, then don't say anything at all." An experience just this last week showed me just how important that advice is.I was speaking with someone (who will remain nameless) on the phone this last week. We were catching up on several things and as we were talking he was browsing the business directory on NetworkInAustin.com to see who else was a member. He stumbled across one of his competitors and basically said that she had no clue what she was doing and the advice that she gives publicly is all misinformation.Unbeknownst to this nameless individual the competitor he was referring to has been a very valuable asset to me. She has helped me tremendously and has provided some very useful advice. This causes me to have a lot of trust and respect for her.As I result of our conversation I now have no respect for this person who recklessly trashes his competitors.Since I was watching some college football this weekend I'm reminded of the commercial where the referee tells the fans: "You have to give respect, to get respect." That guy is almost as smart as my mom!You never know what kind of relationships folks have with your competitors. Saying anything negative about them is NOT going to help you. If anything it'll make you appear weaker. Respect your competitors, and work to demonstrate that you are the better person and have the superior product or service.Happy networking!Scott IngramNetworkInAustin.com