Funny how two people could represent such opposite ends of the networking spectrum. I saw both of them in the same day. You can read about the first person I met here. He didn't want to waste time networking because he didn't "need friends" but just wanted to get paying customers. He's missing out on a world of information, help, and probably even a few clients.
The other person was the polar opposite. Hannah DeGroot is the Corporate Accounts Coordinator for Realty Concepts in Fresno. She's been working on networking for business for less than a year, but has jumped in with both feet, by joining local organizations and getting involved in social networking.
I first saw her name on LinkedIn, popping up regularly in the "People You May Know" column. Then I started seeing her in Plaxo's suggestions of people I might know. This went on for weeks. By this time, I felt like I should know Hannah and I was wracking my brains to remember how. I kept thinking I should message her and ask where we know each other from, but I was embarrassed to admit that I didn't recall this woman I should obviously know.
In the meantime, I found several Fresno people on Twitter, including "Relocator", who sent me a nice message that she was looking forward to my "tweets." Relocator then sends a message saying we should connect on Plaxo since she's been seeing my name everywhere ... it was Hannah! And she had been seeing me on LinkedIn and Plaxo, too. And wondering how we knew each other.
It was too funny. We decided we had to meet in person; which we did yesterday. Turns out we had several more connections in common including mutual friends, organizations, and even rival high schools. Hannah is a lot of fun, has an interesting life outside of business, and grasps the true meaning of networking. There was no agenda and no selling at our meeting, just two people looking to develop a mutually beneficial relationship. I look forward to getting to know Hannah better and seeing her more in the "real world." What a difference from the other person I saw yesterday.
P.S. Follow Hannah on Twitter
Networking tips and the best way to network ... by Networking on Purpose! Professional business networking strategies from Beth Bridges, speaker, and author.
A Tale of Two Networkers, Part 1
I ran into a Chamber member at lunch today. We talked a little bit about business. When I told him about my plans for improving the mixers, he stated that they just didn't work for him. I always have to pause when someone says something like this.
In this case, I didn't want to point out that he hadn't been to enough mixers to know if they worked or not. Instead, I said that networking events can lead to new customers, but they are also about developing relationships and that takes time.
He said, "I don't need to make friends, I need paying clients."
Whoa! At this point, I stopped thinking like a friend who wants to share information about networking and immediately switched over to thinking like a salesperson who needs to work on getting the reorder. In other words, I don't need to work on the friendship. I need to make sure he is going to renew his membership. So instead of promoting the benefits of networking to build relationships, I told him about events where he could prospect.
Do you see why I switched my thinking and my approach? This is a person who is not relationship-oriented. They aren't interested in the long-term, but instead are looking for transactions. In that case, I, too, can't look for the development of a mutually beneficial relationship. Instead, I will have to keep this person engaged with Chamber services that meet their transactional-thinking needs.
Maybe he has this philosophy because he's targeting doctors and lawyers for his service. {Insert your own lawyer joke here}. Maybe he thinks that he'll never need the services of someone else. Maybe he prefers to build his business on cold-calls and doesn't want referrals. I don't know. But I wonder how long his business is going to last if he doesn't want to make any friends. Too bad.
The second networker is a sharp contrast. But you'll have to check in tomorrow to hear about her...
In this case, I didn't want to point out that he hadn't been to enough mixers to know if they worked or not. Instead, I said that networking events can lead to new customers, but they are also about developing relationships and that takes time.
He said, "I don't need to make friends, I need paying clients."
Whoa! At this point, I stopped thinking like a friend who wants to share information about networking and immediately switched over to thinking like a salesperson who needs to work on getting the reorder. In other words, I don't need to work on the friendship. I need to make sure he is going to renew his membership. So instead of promoting the benefits of networking to build relationships, I told him about events where he could prospect.
Do you see why I switched my thinking and my approach? This is a person who is not relationship-oriented. They aren't interested in the long-term, but instead are looking for transactions. In that case, I, too, can't look for the development of a mutually beneficial relationship. Instead, I will have to keep this person engaged with Chamber services that meet their transactional-thinking needs.
Maybe he has this philosophy because he's targeting doctors and lawyers for his service. {Insert your own lawyer joke here}. Maybe he thinks that he'll never need the services of someone else. Maybe he prefers to build his business on cold-calls and doesn't want referrals. I don't know. But I wonder how long his business is going to last if he doesn't want to make any friends. Too bad.
The second networker is a sharp contrast. But you'll have to check in tomorrow to hear about her...
Welcome to 2009 - Now Do Something Different
"...And now for something completely different." Monty Python episodes would use that phrase as a transition when a skit had become totally silly or when they couldn't think of how to end the scene. If you feel like your networking efforts were pointless in 2008 or you can't figure out how to take your results to a higher level, why not try something completely different yourself?
What do you need to do in order to change your networking strategy? Maybe it's as simple as having a strategy to begin with. Personally, my plan has been to create events that establish the Clovis Chamber as a leader in networking events, with quantity, variety, and quality. As the person who creates, promotes, and runs the activities, I gain a great deal of exposure and credibility. Running events provides me with something wonderful to give my contacts: an invitation to something that will benefit their business.
What do you need to do in order to change your networking strategy? Maybe it's as simple as having a strategy to begin with. Personally, my plan has been to create events that establish the Clovis Chamber as a leader in networking events, with quantity, variety, and quality. As the person who creates, promotes, and runs the activities, I gain a great deal of exposure and credibility. Running events provides me with something wonderful to give my contacts: an invitation to something that will benefit their business.
- Start with a strategy. Networking is not complicated. A simple plan is going to serve you much better than random activity.
- If you're trying to sell, maybe it's time to back off and make friends first.
- If you've got a lot of relationships, but no sales, maybe it's time to ask your friends if they would like to do business with you.
- If you're maxed out on the time you can spend, maybe it's time to take a leadership position for more exposure in the same time.
If You Must Make Resolutions, Part 5
Networking Resolution #5: I will take my networking seriously.
Don't call it schmoozing or glad handing or partying. Networking is about business, relationships, and people. While there should be a fun side, a lighter tone, and a social aspect to your activities, networking is absolutely vital to your future growth.
If you take networking seriously then you will:
Happy New Year!
Don't call it schmoozing or glad handing or partying. Networking is about business, relationships, and people. While there should be a fun side, a lighter tone, and a social aspect to your activities, networking is absolutely vital to your future growth.
If you take networking seriously then you will:
- Seek out events with like-minded (i.e. serious and sober!) people
- Follow up on your commitments to people you meet
- Not blow off RSVP's made because you don't feel like going
- Focus on relationships, not selling
- And make sure to give first without expectations.
Happy New Year!
If You Must Make Resolutions, Part 4
Networking Resolution #4: I will not expect quid pro quo.
Unless you're AIG, you don't get something for nothing. You don't gain people's friendship, trust, or referrals until you've shown them that you are friendly, trustworthy, and will take care of the people they send you.
And while the looters may be tearing into the U.S. treasury (and our pockets) like hyenas on an impala carcass, good people like you and I will continue to strengthen our personal networks by giving first, not taking all the meat until the bones are dry.
Some people resist giving to others out of fear they will give and give until nothing is left. Fortunately, in networking, the most valuable commodities never run out. Personally, I imagine that I have a deep well of energy, friendship, and ideas that I share with any of my contacts (whether they can reciprocate or not). Then, if the well starts to run dry, I take a lavender bath and drink a really strong cup of hot tea. That - and the constant return flow of energy, friendship, and help from my network - keeps me going.
Unless you're AIG, you don't get something for nothing. You don't gain people's friendship, trust, or referrals until you've shown them that you are friendly, trustworthy, and will take care of the people they send you.
And while the looters may be tearing into the U.S. treasury (and our pockets) like hyenas on an impala carcass, good people like you and I will continue to strengthen our personal networks by giving first, not taking all the meat until the bones are dry.
Some people resist giving to others out of fear they will give and give until nothing is left. Fortunately, in networking, the most valuable commodities never run out. Personally, I imagine that I have a deep well of energy, friendship, and ideas that I share with any of my contacts (whether they can reciprocate or not). Then, if the well starts to run dry, I take a lavender bath and drink a really strong cup of hot tea. That - and the constant return flow of energy, friendship, and help from my network - keeps me going.
If You Must Make Resolutions, Part 3
Networking Resolution #3: I will work on being more likeable
Like the inhabitants of Lake Wobegon ("where all the women are strong, all the men are good looking, and all the children are above average"), the readers of this blog are already exceptionally likeable. But perhaps there are a few bad habits you could work on to fine tune your likeability.
Do you find yourself standing aloof sometimes at events? Do you occasionally take a night off from digging deep to learn what you have in common? Sometimes we can be tired or burnt out, but other people deserve our best, most likeable self as much as possible.
Like the inhabitants of Lake Wobegon ("where all the women are strong, all the men are good looking, and all the children are above average"), the readers of this blog are already exceptionally likeable. But perhaps there are a few bad habits you could work on to fine tune your likeability.
Do you find yourself standing aloof sometimes at events? Do you occasionally take a night off from digging deep to learn what you have in common? Sometimes we can be tired or burnt out, but other people deserve our best, most likeable self as much as possible.
Subscribe to:
Posts (Atom)