Joe Novara Is The Author Of The Best Selling Book “Intentional Networking- Your Guide To Word Of Mouth Marketing Greatness”

He is the authority on making networking work for you.

After spending more than 25 years as a successful sales professional in both the Printing and Real Estate industries, Joe has found his voice as a keynote and motivational speaker.  He has a heart to help people, and I was very honored to have him as a guest on the podcast to share his story.

In this episode, you’ll learn:

• The backbone of a small business is your referral partners and the strategic partnerships that you can build.
• Networking and building a list of strategic partnerships can be done for FREE.
• Compiling a list of powerful testimonials is a key to keep your sales healthy.
• Provide useful information to each person you meet networking that they can use immediately after talking to you.
• Ask the people that you meet many questions.
  • Aim to listen to them much more than you talk to them.
• Follow Up with your networking contacts frequently.  Build a regular schedule to ensure that you maintain fresh contact.
• For your newest connections- follow up with them within 24 hours of meeting.
  • Follow up with another piece of useful information.
• Be careful not to over network yourself.  If it feels like it’s too much, then it probably is.
• Determine the best places to network.
  • Investigate where the decision makers in your field gravitate to.  Then, go there.
  • Find out if there’s a regular meet-up for this group of people.  If not, consider starting a meet-up.
• It’s a good idea to bring a friend with you to networking events.
  • It helps to make you appear like an active connector.
  • It helps to support the networking group by introducing new potential contacts to the entire group.

Joe shared a two part technique to conduct effective conversations with new contacts.

Even if you’re an introvert, this is guaranteed to make you a networking star.

1. Learn This Acronym:

FORM – Family, Organizations, Recreation, Motivation

2. Memorize The Basic Questions of News Reporting:

Who, What, Where, When, Why, and How?

• When you meet someone new, you mix and match the questions with the FORM interests.  This can be used to make a conversation last as long as you’d like it to.
  • “What does your company do?”
  • “Where do you like to vacation?”
  • “Why are you motivated to do video marketing for small business?”
  • “Who’s your daddy?” (Maybe not this question.)

Joe showed us how to keep current with our business card collection:

Divide newly acquired business cards into 3 Rankings- A,B, and C.

C. These people are unlikely to have referral connections for you.  You should add them to your contacts database, and follow up with them.  Then, you can throw away their card.

B. These folks may have good connections in their network.  Arrange a one-to-one over the phone.  Better yet, meet them over coffee and learn as much as you can about them.  Aim to be as good of a referral partner for them as you wish them to be for you.

A. These people have an immediate need for your services.  They have voiced an immediate interest in you and what you do.  They may even wish to hire you for a job opening.  Getting back to these people is your top priority when doing your follow ups.  Go get ’em!

Joe Wrote The Book On Intentional Networking

Intentional Networking: Your Guide to Word of Mouth Marketing Greatness by Joe Novara (affiliate link)

Joe also recommends that you read Marty Clarke’s Leadership Land Mines! 8 Management Catastrophes and How to Avoid Them.  (affiliate link)

To Get In Touch With Joe:

Go to his website: www.joenovara.com

Email Joe: [email protected] and ask him for his newsletter full of great networking tips.

Call Joe: 347-623-1773