Where the Decision Makers Network

I'm listening to a tape that talks about positive mental attitudes and how you get what you think about. Apparently I think about books a lot, because I've won two in the last couple of weeks. One from InBubbleWrap.com (check it out, you can win, too) and the other from Thom Singer called "Some Assembly Required." I haven't read it yet (just got it in today's mail), but in skimming through it, I've already come across a gem.

In a section about the myths of networking, he has the myth "Decision makers never attend networking events." I run across that as an objection to networking with the Clovis Chamber. Occasionally someone will tell me, "Oh, it's just salespeople talking to each other at the mixers." Certainly there are more of that type - salespeople, sole proprietors, and independent agents - but that's not the only people. Sure, Dave McDonald (CEO of Pelco) hasn't popped in yet, but there are people who are business owners and decision makers who do attend. You have to be willing to work the room to find them.

Thom puts it very succintly, answering this myth with the inarguable wisdom: "Everyone goes somewhere." If they're not going anywhere to network, then their business probably isn't going anywhere either.

If you're truly not finding decision makers where you're going (sometimes we don't look hard enough), then go somewhere else. They might be at places where it costs a little more: Rotary, BNI, Chamber awards dinners, fundraisers, and black-tie dinners. You have to be a little bolder and know very specifically who you're looking to target to make it work.

You might conciously decide that you don't have the funding right now to pursue that avenue, so you'll want to really work with the people you can meet at other functions to find those decision-makers. Don't be the poor networker who attends one event and judges all others if they don't get the results they want on the first try.

In Honor of My Uncle

My favorite uncle, Stan Cate, died yesterday. He was 83 years old, a respectable age, but we sure weren't ready for him to go. He was actually my great-uncle, married to my grandmother's sister for 60 years.

I loved him personally because he and Aunt Doodle (that's her nickname) were just so warm and loving. Uncle Stan was a great story-teller, too.

But I also respected him greatly on a professional level as a terrific sales person. He was a top producer in both real estate and insurance sales because he was so warm and friendly. I never asked him if he was a student of Dale Carnegie, but I wouldn't be surprised if he was. We have some snippets of articles about him. One interviewed him when he worked as a commercial bank teller obtaining new business. He said "I really enjoy [my work] because I like to meet people. Being nice to people is the most important point to remember in getting new business ... Calling customers by name and learning their personal needs is another important part of the job. I try to gain the confidence of each and every customer."

He must have been a great networker. I'll bet everyone who met him, remembered him and stayed in touch with him. In fact, after WWII, he and Mozelle were visited by people who Stan met in Europe when he was stationed there during the war. Back then, it made the local paper.

He influenced the growth and development of Clovis and made an impact on his community through the relationships that he nurtured. I feel pretty lucky to work at the Clovis Chamber of Commerce so that I can honor and follow in the footsteps of my grandmother, Olga Bridges, and of my uncle, Stan Cate.

For more about Uncle Stan, see the Wednesday, Sept 20, Fresno Bee for his obituary.