The Essentials of Networking

By Brian Lipstein, AICI FLC
From AICI Connections – April Edition

Networking is a discipline that if applied correctly can be your best method of marketing your business. Having other professionals in the field looking out for you and your business gives you a “free” sales force. Your biggest challenge is getting to qualified prospects, getting introduced to them, and breaking down a barrier of trust before they will employ you for your services. Imagine being able to have someone else facilitate that part of the sale which is hardest for you. That sounds pretty nice, doesn’t it? Let me give you a few steps to get started with.

The first step is to begin meeting other professionals. These are people who can either use your service, or know someone who could use your service. In almost every area you can find a group that meets for the purposes of getting to know one another and building business. If it’s not a group, there are usually plenty of social events going on that are a good place to begin.

If you live in an area where these events are not organized, think of the places where your potential clients would spend time. Frequent those places, strike up a conversation, and begin expanding your network. Don’t rule out anything in particular until you have given it a try and garnered some data on in.

Once you begin forming your network, you want to categorize the people you meet. Your ultimate goal is to build a high net-worth network of people that can connect you to your potential clients. To do that, focus on building a database of the following information.

1) Find out about their past schooling history – Everyone loves the “name game,” which always seems to arise out of where you went to school. Most people will know at least one other person that attended the same school. If you can make a connection to somebody through a mutual contact, it becomes easier for them to find out about you and will (hopefully) help breakdown the barrier of trust.

2) Discover their past work experience – When you find out about past positions they have held you should be able to tell the types of people, and in what sort of capacity, they have dealt with in the past. Their experience (something we often talk about being judged during a first impression) will uncover some good ideas of how they have networked in the past, and who they might be able to connect you to. Again, finding a common thread here will help to build the relationship.

3) Find out who their top ten “A” players are – Think about how your network will expand. If you can get introduced to 5 other’s top 10 people, you have probably just met 50 great qualified prospects to network with. Make sure that they are analyzing their network as closely as you are, and can introduce you to equally high net-worth individuals. As you continue to expand your network, your “A” level contacts will increase exponentially.

4) Find out what their needs are – Who do they need to meet? What is it you have to know to represent them? Make sure you write the information down in some organized way so you don’t forget or mix-up contacts. Consider using Customer Relationship Management (CRM) tools such as salesforce.com or ACT. Being able to actively step in and role play someone else in your network is essential to helping connect them to someone you might think is a good prospect for them. As a networker, you should be able to filter out a low, medium, and high potential introduction. Making only high potential introductions will lead to receiving only high potential introductions from your closest networking contacts.

5) Ask them about the groups and associations they are a part of – Connecting people based on a networking group, a service organization, a board of directors, etc. is similar to schooling and work history. You will uncover those that they potentially have contact with, or might be able to uncover a similar link in the “6 degrees of separation” to help build the trust factor more quickly.

Once this information is obtained and organized, begin breaking your contacts down into the “A” “B”, and “C” groups. An “A” contact would be someone who, in each of the above categories, shows potential to connect you to other top level people. An “A” is active in various groups and organizations, has a reputable schooling history, has experience displayed through his work history, and has a network of other high potential people. Their needs aren’t too complex for you to help them in someway, and they are easily understood and interpreted. Similarly you want to break down the “B” players – those who show some potential and could possibly be converted to “A’s” - and “C” players, those that are not going to be worth your time.

Be extremely selective and critical with your “A” selections. Ultimately, you want to aim for about 15 to 25 “A” players in your network who you are constantly in touch with. You need to be able to step into their shoes for about five minutes, and the same for them with you. Try to put yourself in a “debtor” position, where you have fed them more business than they have you, which in turn should keep you constantly on their mind and have them looking to get you new business.

Many people network too casually to really become effective at it. These casual networkers are often pleasurable to meet and great people, however they will always fall into my “C” category. Differentiate yourself and study networking as a discipline. It must be approached analytically, and analyzed critically to effectively return your investment of time and ultimately build your business.

Brian Lipstein, AICI FLC is Vice President and Co-Founder of Henry A. Davidsen. As a graduate from the University of Pennsylvania, he became the first AICI FLC male certified image consultant in Philadelphia, is the Men’s Image Editor for Image Update and actively contributes Young Lawyer, a monthly supplement for young attorneys.

Email: brian@henrydavidsen.com

Color...A personal choice – use it to create your very own style!

I want to give you a little insight on color.

Is there a right or wrong color for you? What does it all mean?

The following colors work on everyone:

Eggplant
The perfect purple. It looks great with black (of course), browns and navy.

Red
When in doubt wear red. It means power, attraction, energy, confidence & excitement. There are many different shades of red - cool cherry to a warm tomato red. Red is the most visible and lively of all colors. It is associated with vitality and ambition, love and passion.

Teal & Turquoise
Great colors on everyone. They will make you look healthy and refreshed.

Mellow Rose
A sophisticated shade - somewhere between light pink and peach (pastels).

Pink
Makes everyone look younger and enthusiastic. The brighter the pink the more attention you will draw toward yourself. The softer the pink, the more reassuring your demeanor will be. Pink is always attractive to men.

Be careful - these colors may or may not work for you:

Yellow
It’s the color of this season. Yellow says “I want to be noticed.” It is generally seen as casual in fashion. Similar to red, it creates attraction and excitement. However, it suggests a more fun and sunny mood. It is associated with joy, liveliness and optimism.

Orange Says “I’m in the mood to play!” It’s full of energy! But in a conservative environment it can be loud and irritating. Please be careful - this color does not work on everyone.

A Winning First Impression for Men

By Brian Lipstein, AICI

Have you ever walked into a room full of strangers? Of course you have. We all have. From business meetings to happy hours, when we meet someone for the first time we are judged on who we are before we even open our mouths. I have seen the following quote in multiple books, originally coming from Alison Lurie’s The Language of Clothes (1981), and felt it was only appropriate to share it with you.

“Long before I am near enough to talk to you on the street, in a meeting or at a party, you announce your sex, age, and class to me through what you are wearing – and very possibly give me important information (or misinformation) as to your occupation, origin, personality, opinions, tastes, sexual desires, and current mood. I may not be able to put what I observe into words, but I register the information unconsciously; and you simultaneously do the same for me. By the time we meet and converse we have already spoken to each other in an older and more universal tongue.”

My expertise lies within men’s professional wear. Over a year ago I started a menswear business with a partner in Philadelphia selling and servicing custom fit, professional garments. Originally based in the Wharton Venture Initiation Program and now located near Rittenhouse Square, I continue to provide executive service (in-home or in-office) throughout the Philadelphia region. A typical meeting always begins with me learning about a client; who he/she is, what his/her current wardrobe looks like, what his/her needs are, and the goals he/she hopes to achieve in the foreseeable future.

As the quote I used earlier suggested, by the time most people say their first words to each other they have already had a silent conversation. Judgments, whether good or bad, are already forming for each person and first impressions have been set. What kind of impression is your image setting and are you sure it’s the right one?

There are many visual aspects apparent when you first meet someone. What do you think is the most prominent? I would venture a guess that most of you would put the importance on clothing or basic bodily features. While this is important and perhaps the most conscious thought, more importance lies with how you carry yourself. Your posture is an aspect that can have a significant effect on both your confidence as well as the confidence others place in you. By keeping your shoulders back and your back straight you will look and feel taller. Vince Lombardi said, “Confidence is contagious and so is lack of confidence, and a customer will recognize both.” In a new setting, carrying yourself with this confidence will attract others, subconsciously giving you more credibility and trust than your competition.

The second most important visual aspect is what I mentioned before; your clothing. Clothing can be put together in different combinations that create varying levels of formality. From formal wear to business casual (an upcoming topic in the series), knowing which combination to choose will be essential to your success. Here I will discuss a basic; the business suit.

For men and women the suit has become the basic business dress. The suit alone, however, does not make the difference. Like everything else, the difference lies in the details. First, the suit must be properly fitted. Alterations on off-the-rack suits are limited to the fabric available to work with in the suit. If you are buying off-the-rack be sure to buy too big, not too small. Even then, the most important alterations are the most expensive and are not always possible. In the end, to ensure the correct fit for every dimension, including taking into account your posture, I recommend exploring custom fit clothing. A quarter of an inch here or there will make a significant difference you have to experience in order to fully appreciate.

In addition to proper fit, proper care and maintenance of the garment is important. Suits should be worn in a rotation so that between each wear there is time for the wrinkles to fall out. If you are attending an important event or meeting, be sure to wear a freshly pressed suit and crisply pressed shirt (avoid using starch on high quality shirts as it will break down the fabric faster). Don’t make the mistake of walking into an important situation wearing something that looks like you pulled it out of the laundry hamper that morning.

Staying with the theme of details let’s talk about grooming. Good grooming habits are critical to making a positive first impression. Imagine two different men approaching you to introduce themselves, John and Jim. John has long unkempt hair and scruffy facial hair, and when you shake hands you notice he has long nails and dry, cracked skin on his hands. Jim is clean shaven with a well styled haircut, trimmed nails and cared for skin. Assuming all else equal, with whom would you want to do business? The attention to personal detail shows others that you are meticulous with your work as well, leading them to believe you will be more thorough and attentive than the competition. Although you may both be equally capable, the first impression you make could be the edge you need to get your foot in the door and begin forming a long-term relationship.

When planning what to wear each day it is best to prepare the evening before. Start by looking at your schedule for the following day and plan appropriately. Always dress to the situation and what you are hoping to accomplish for that particular day. Remember, you can always take a jacket and tie off to become more casual, but if you neglect the jacket and tie from It is best to be prepared for every situation so at least keep a jacket and tie handy in your office if you don’t wear them on a regular basis.the start you will not be able to fulfill your boss’s surprise request to attend an important dinner engagement that evening.

As one saying goes, “If you want to see if a man is well dressed, look down.” Always make sure that your shoes are shined. Technically, shoes should be shined after each wearing, but if nothing else try to shine them every few. This practice takes dedication, but will ultimately reinforce your attention to detail when making your first impression.

Lastly, avoid any fashion faux pas such as wearing a different color belt than shoes, or wearing conflicting patterns and colors. I will discuss these issues in my upcoming articles along with more detail into some of the points I have touched on here. If you think you could benefit from the experienced eye of an image consultant do not be bashful, the first consultation will either confirm or deny your thought. At my firm, we tell our clients that if nothing else, one should be cognizant of one’s image and manage it just as one would one’s career. Ultimately, a professional image is a strong tool in developing your career, and disregarding it can often prove to be a mistake.

Brian Lipstein is the Vice-President and Co-Founder of Henry A. Davidsen, Master Tailors and Image Consultants in Philadelphia. He can be contacted by phone at 215-253-5905 or via email to brian@henrydavidsen.com. To learn more about Henry A. Davidsen, visit them on the web at www.HenryDavidsen.com.

5 Simple Steps for Making Flawless Introductions

By LisaMarie Luccioni, MA AICI CIP

In today’s world, introductions occur in both our personal and professional lives. And yet many of us fumble through the experience, feeling disheartened as we stumble over wording, wishing someone else would have assumed this specific responsibility. Here some helpful suggestions on how to smoothly, effortlessly—and correctly—handle our future introduction-making experiences.

1. Don’t rush introductions. Many people “zip” through them so quickly, they either stumble over the wording or confuse the people being introduced. The United States has been described as a “nervous” culture; we feel uncomfortable with silence and feel compelled to fill every moment with wording. Proper introductions should consume a portion of time; fight the urge to rush through the process.

2. Wait until the introduction is completed before you offer to shake hands. The end result? You pay closer attention to the name being voiced, especially valuable when the name is more verbally complex. “Iosifidis” is harder to catch than “Smith”. Waiting until all names have been said also allows you to focus on the information being offered.

3. If you’re feeling especially skilled in making the introduction, offer a piece of information about those you introduce. They’ll appreciate the detail because they can then use the specifics as a launching pad for conversational talk.

4. Be wary of referring to people in introductions as your “best friend”, “most valued client”, or “most skilled employee”. These types of qualifiers can make other friends, clients, and employees feel disregarded, unimportant, and inadequate.

5. If it’s obvious that someone doesn’t remember your name, be understanding and offer a self-introduction. Extend your hand and offer a gracious, “Hello, I’m LisaMarie Luccioni, the professor of Communication at UC. We met last month at the Women Leading Women’s Conference downtown. It’s nice to see you again.”

LisaMarie Luccioni is a professor of Communication at the University of Cincinnati, an etiquette expert, and the only certified image professional (CIP) in the state of Ohio. She can be reached at lisamarie.luccioni@uc.edu or 513.919.7636.

When to Say When?

By Arnita Nina Kindle, AICI

Problem: Too much perfume. Your presence should not precede your entrance and remain long after your exit.

Over the weekend I was at the SaddleBrook Resort outside of Tampa, Florida as a guest of a partner of a prestigious law firm. One guest in particular stood out to me not for the fact that she accessorized her lean body with a thigh high mini dress and 4” high heel shoes or her long brownish-blond dyed hair which she proudly sashayed back and forth during the course of a dinner conversation with effortless ease. As the gentlemen who were seated at the dinner table gazed in admiration of her presence, all I could really notice was her perfume. It was more than enough to make and maintain her statement. I could not honestly understand why such an attractive person would dowse herself with so much perfume (especially for a corporate dinner). Maybe, that would certainly open the nasal passages of the 250 +/- firm attendees she reasoned. However, personally, I found it quite difficult to enjoy my meal.

So I pose this question, how much do you consider too much perfume? I spoke with a girlfriend, Michele, a banker from New York about it and she shared with me a secret while she was interviewing for a job. The interviewer stated that “they have a dress code policy which consists of little to no perfume.” Basically, because it is easy to abuse and that it affects allergy sensitivity towards co-workers and peers which have been problematic in the past.

Don’t get me wrong, I’m not opposed to wearing perfume but, you have to be mindful, considerate and conscious of your audience. Maybe that was the case with the above-mentioned guest. I don’t know; share your experiences concerning this matter.

Arnita Nina Kindle is an image consultant and certified diversity professional, specializes in corporate and individual professional presence. She is available at ninakindle@yahoo.com, http://ncimage.blogspot.com and 216.390.1373.

On 'casual Friday,' leave the T-shirts, Crocs in the closet

By Jill Haney, AICI

Since more companies are going to a "jeans Friday," what are the appropriate jeans, top/shirt, and shoes for a corporate environment?

Business casual and "jeans Friday" have certainly added to the conundrum of appropriate workplace attire. It is important to remember the messages that are sent in the way we choose to dress for work.

Being consistent, on a daily basis, in the way you dress is a great way to build credibility for our work ethic.

I recommend, for men and women, a dark wash denim with little or no distressing - holes, fading or whiskers.

For women, I recommend a flare-leg or a trouser-leg denim, as this is dressier and more professional. Tops should be in high-quality fabrics, with an excellent fit, as "jeans Friday" is not the time for sloppy or rumpled dressing.

For men, I recommend a long-sleeved woven or knit shirt topped with a blazer or sport coat.

Women have a little more leeway with the sleeve length, but a fitted jacket adds an element of professionalism and sophistication. It is not necessary to wear a blazer or jacket, but it adds a professional look that will not go unnoticed.

Shirts with writing are not appropriate in the workplace unless specifically promoting the company or a special event.

Shoes should match the outfit and should be polished and in excellent condition. I suggest women wear a slight heel to pull the outfit together. Men should wear a black or brown loafer or slip-on but should not wear a dress shoe with the jeans. There are many options of dress-down styles of classic dress shoes for men.

Athletic shoes are not appropriate for casual days.

A few thoughts on business casual in general and good rules to follow:

Clothes should be clean and the wearer should be well-groomed. Business casual is not the time to try a sloppy look.

Always look to the managers and superiors in the office to determine what is appropriate, and never dress more casually than your subordinates. Remember, dress for the job you want, not the job you have.

Finally, when in doubt, opt for a dressier look, as it is easier to dress down than to dress up an outfit.

Jill Haney's Cincinnati-based business, JH Image Consulting, conducts individual and corporate group training on appearance, behavior and communication. Reach her at 513.505.2732, jill@jhimage.net or www.jhimage.net.

It's YOUR Network

How well are you connected?

By Kristen Kaleal

As image consultants, we can certainly offer our clients a lot of services and speaking topics. But we need to be the first to realize that we can’t to it ALL. Once upon a time, I used to offer makeup services, and then I said to myself, “Hey wait a minute, this isn’t my strength. I don’t really love doing it. I know what I’m doing, but I’m not a true pro.” I had to think about how I was NOT serving my clients the best I could because I was choosing to do it myself.

A few years ago, AICI had a Member Minute on this topic. You can read it here. I realized I had been doing what the article suggested all along – being a great little networker - but I needed to bring it up to the next level. Since then, my career started to thrive locally – sometimes it’s been totally out of control!

I think it is worth revisiting because this advice is always useful, whether you’re a seasoned pro or just starting out. Remember, no image consultant is ever an island! And the more of a network you have, the more you entrench will yourself as the ultimate resource for anything anyone needs in the local beauty, image or style world!

Who’s in Your Circle?

Here is the list from the original article. See if you can start filling in names of professionals you know. YOU may be the professional in some of these areas.

Fashion Stylist
Personal Shopper
Retail Salesperson
Trainer (Corporate or Other)
Corporate Outplacement Advisor
Plastic Surgeon
Cosmetic Dentist

Dermatologist
Makeup Artist

Dress Maker/Custom Tailor
Boutique Owner
Interior Designer (using your colors in the home)
Personal/Business Coach

Event Planner
Personal Trainer
Nutritionist
Chiropractor
Hair Stylist/Colorist

I would also recommend:

Life Coach

Professional Organizer

Gym/Fitness Center

Color Consultant

(I’ve found that not every image consultant does color)

Photographer

Communications/Presentation/Media Coach

Web Developer/Online Brand development

Department store

Here are a few of my recommendations – from a lot of personal experience!

* Have a salon you can refer to in every part of town (not just your personal hair stylist who is close to home). Meet with salon owners or make connections whenever you can. If you see someone whose hair you love, ask where they had it done. Connect with the salon owner, and if you like them, add them to your network.

* Have more than one store that you work with. Make sure that you have a relationship with the store manager. Depending on your market, be sure to have your favorites at all levels of clientele. Because of my market, I have a mid-level department store (and shop at three main locations where they know me) and a mid-to-high end store and a few boutiques.

* Your network can help you sweeten the deal for hiring you for local speaking work. Offer to throw in a salon or spa certificate (that you can sometimes get for free from your network) to raffle off to participants. I’m also able to get department store gift cards because I bring clients to their stores. Your ability to be generous (at no cost to you!) will bring you business!

* If you’re working with a business owner and their online presence is not consistent with the personal brand you are helping them develop, don’t be afraid to recommend taking another look at their business brand. Sometimes a business brand that needs help is undermining all the personal image work you’re doing with a client! Do you have someone you could refer to in that instance?

* As with all networking, the more you GIVE, the more you will always get back!

Kristen Kaleal is an image consultant and personal stylist, based in Cleveland, OH. Her clients include television personalities, professional athletes, major corporations, online daters and just about everyone in between. She is a popular online and print columnist and a recognized expert in the local media. She can be reached at (440) 742-0385 or kkaleal@aol.com. www.kkimagedesign.com