connections

connections

Networking 101: The Truth about What is Really Going On

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I confess….I have a real love/hate relationship with networking. Don’t let your jaw hit the floor. It’s true!

 

I love it when it works. I hate it when it doesn’t. You know what I’m talking about.

 

I love it when I am in a group of like minded people who understand the value of connecting, discovering, and relationship building.

 

 

 

I hate it when I end up in a group populated with sales people selling me their wares before they know if I am a prospect OR on the other end of the phone with someone so sure we can refer business to each other if only we could just meet for coffee. If that’s you…don’t take offense. There is hope for you.

 

If you are in my camp with the same love/hate relationship. There is hope for us too. My mantra “Networking is NOT selling. It is the power of connecting for mutual benefit.” keeps me sane and focused. I networked badly with others who networked badly for years before I got smart. If I can do it I am confident others can learn it too.

 

“Networking 101: What Do You Mean “It Only Lasted Ten Seconds!? by Samuel I. Diener

 

You can call me judgmental. I am.

 

Once you have given me that first handshake, I have already gathered mostly everything I need to know about you. Sorry, it’s nothing personal. Well, actually it might be, and we will get to that.

 

I don’t generally leave the house with a “network with me” sign on my back. But I do seem to get around. I must decide quickly who to keep in touch with and who to put in the circular file. Did you know that every recruiter, entrepreneur, executive, and hiring manager EVERYWHERE does the exact same thing? Are they judgmental too? Or are they simply pragmatic?

 

Most people give you ten seconds to make your first impression. That’s it. No one means to be cruel. It’s just that there are so many people to meet and so little time. Everyone wants to give their full attention to those that properly align with their goals. If you fail someone in the first ten seconds, how could they possibly want to get to know you more? So here’s the punch:

 

The conventional wisdom out there says that the first ten seconds after you introduce yourself are the most critical. I disagree. I say you have seven seconds before and as you walk up, and then three seconds before the person has formed the impression we are targeting. Let’s take a look at each. Read more…

 

What are your networking pet peeves? We’d love to hear!

 

Busy People Networking Strategies to Work a Room

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A recent teleclass on “Networking that Produces Results Every Time” produced questions that I rarely get a chance to address except in a workshop or coaching session. Here are some of the questions that came up. Here are my thoughts…feel free to add your own comments!

 

1. How many people do you talk to at an event. Say there are 40 attendees (like a WEO meeting), how many new people do you speak to? On average, how long do you speak to each person?

 

My philosophy is that networking is about quality not quantity. Time is still of the essence but collecting a handful of cards that have no meaningful connection is not the goal.
 

 

  • I set a goal to make 3 quality connections at every event. I go prepared to ask questions that will help me create one of six potential successful outcomes. (See blog post “Networking that Produces Results Every Time” )
     

  • I plan to speak to each person 3-5 minutes and ask intelligent directed questions that will determine the next course of actionI follow up with those 3 people.
     

  • I may meet more and hope to have significant conversation. Depending on your business goal, you will determine what is significant for you.
     

2. What are some nice ways to disengage and move on?

 

1. If you’ve ever been stuck with a person who is self-promoting, selling you something, or in general, new to networking, this is your opportunity to model how good networking is done. Some techniques that have been successful for me are…a.)

a) I will ask (I may have to tactfully interrupt) who they would like to meet at the event and see if I can make an introduction.b.)
 

b)If they are in heavy “sales” mode, I will interrupt and gracefully let them know I am probably not a prospect for them. Since I know they are at the event to network I will let them mingle with other folks.

 

We’ve all be stuck in uncomfortable situations networking. My fellow net-workers, what are some of your suggestions?

 

 

The Little Things Can Make a BIG Difference

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I was speaking for a group this week and was asked for the best way to find (and choose) a networking group. And even more specifically for their particular industry, loan originators. While I gave some pointers about choosing different types of groups and the tips to determine the dynamics I realized I neglected to get right down to the “how to”.

 

 

I’ve been networking for at least 18 years and a lot has changed since the introduction of franchised leads groups to the practice of networking. Both good and bad. One thing I’ve discovered is many learn the practice of networking without really grasping the purpose. We published an article a few months ago, “The Evolution of Networking”, in which we address the typical phases individuals go through as they master the purpose and practices.

 

Check the article at our website.

 

How to find a networking group.

 

  1. Check your local papers and business publications for the business calendar.
     

  2. Ask others in your profession where they network.
     

  3. Google “networking, (your local area)” and see what comes up. In Portland Metropolitan area, check out the list we’ve assembled to serve you.
     

  4. Visit your local chamber, or visit www.bni.com, www.letip.com and check out local chapters.

Before visiting or joining a networking group. Go back to basics. These basics should be in your working marketing plan. Most of us are continually refining these definitions as we gain experience and master the sales process.

 

  1. Get clear. Think about what you really do for your customers. Not in titles or in vague descriptions. Get down to the pains, frustrations, and angst you relieve. Build a power word bank of those key words in the pain quadrant. Don’t forget to add words from the WOW! spectrum too. After working with you, what is it your clients feels? For example, peace of mind, increase cash flow, debt free, etc. Remember this is not to manipulate prospects but rather to better connect, build rapport, and discover fit and time frame for your services.
     

  2. Get focused. Who are ideal prospects for you? Get specific and target your ideal market. Don’t be afraid to go for those cream of the crop individuals or businesses. Vague answers, such as anyone who needs what you offer won’t serve you, your customers, or your future network.
     

  3. Get partners. Identify those who share your ideal target market. These might be businesses who complement yours or those who are related to those in your prospective customers. For example, if you are a lender, strategic partners might be escrow officers, title companies, real estate professionals, insurance agents, CPA, financial planners, etc. These are service providers who complement your service. To go beyond the obvious, you can peer into your prospects Rolodex. Look at personal services such as hairdressers, personal trainers, door to door dry cleaners, personal chefs, etc. The key is to connect with those who might be aware of prospects with a need you can fill, who really understand the value of reciprocity and the power of partnering to increase impact, exposure, and add value to their customers.
     

  4. Get connected. Determine where to show up to make the connection. Select events, organizations, or periodicals that connect you with those in your ideal target market or with partners.

 

As you venture out to attend with the prospect of making connections, ask yourself. Will this group connect me with those in my ideal target market or those who could be partners?

 

Your time and money are valuable. Visit any group twice before joining to see if the chemistry fits.

 

If you have some recommendations on finding a networking group, please add your comments!