PRO NETWORKING
Archive for August, 2009
A New On-line Business Networking Resource – Inside919.com
If you are a business in the 919 area code, you may wonder where on-line to network. Of course linkedin.com is worth having a profile on, but I want to talk about a new one– www.inside919.com (they also have ones for all US area codes — www.insideareacodes.com – but you need to really work or live in the title-designated area code ).
It is free to join, allows you to form local discussion groups like “Triangle Business Bloggers” or “Podcasting.” It lets you list calendar events, have a blog so you can contribute useful articles, have a profile stating your business and it offers an RSS feed so you can keep up with it in your Blog Reader. By requiring you to live or work in the 919 area code and asking that people make at least one contribution a month, it keeps it smaller then the big guys offering a local connection. It was started by Pat Howlett who moved from a small town to the RTP NC area and wanted to create a small town business networking feel on-line.
My networking advice for using Inside919 is to take a little time to join it, fill out the basic profile, maybe join a few groups that are of interest and connect to some people you know. Next just check in once a week or even once a month based on your time demands and the importance of a web presence. When you check in, look for ways to help others or contribute to a conversation that is occurring in a Forum or group. If you use a blog reader then add the RSS feed to that so you can keep track of it.
I do recommend a picture and if you don’t have one you like, pay a photographer for one good one. The good photographers can offer Photoshop touch ups if that makes you more comfortable. You can find one in InSide919.com as well.
Next share the site with good local businesses you know to help them connect to others.
I like this group since Pat is a local person who truly wants to help the local business professionals and make it easy to participate. To me this can be one of the important pieces of your on-line presence and marketing plan.
Pat Howlett also is creating groups for other area codes and here is a website to find all the groups: www.insideareacodes.com
If you join www.inside919.com , look me up and say hello!
By Martin Brossman – www.coachingsupport.com – Martin@CoachingSupport.com (919) 847-4757
Are You LinkedIn?
Are You LinkedIn? Submitted by Theresa Carter – StayNTouch.biz
LinkedIn (www.Linkedin.com) is a business network that has emerged as a replacement for the old rolodex because it is online and self-managed. LinkedIn offers a much more robust way to maintain your business connections and see what they are up to. But beyond that, LinkedIn has become an indispensable tool for business introductions.
Your Profile
Before you begin looking for contacts within LinkedIn, make sure your Profile sells you! A professional picture will help people remember you, so make sure it makes the impression you’re looking for. List your current and past positions, including volunteer positions. Every position you list is another way to “link” with other people. For example, I list my position with WBON. When someone does a google search for WBON, my LinkedIn profile comes up!
Once you are satisfied with your profile, begin looking for people you already have a relationship with. The easiest way to do this is to upload your contacts from your electronic rolodex – Outlook, Yahoo Mail, etc. This upload will identify all the contacts from your rolodex who are already “LinkedIn”. Follow the instructions to “invite” them to connect with you.
As you receive emails indicating that contacts have accepted your invitation, take the time to view their profiles. Have you done business with them in the past? Can you write them a great endorsement? Do it now! Next, check out their connections. This is the fun part. People you know are connected to each other and you had no idea they knew each other. You went to the same college as someone you know and didn’t even know it!
Repeat this process with each accepted invitation and you’ll be building your network in no time. The, when you are looking for a product or service, use your network first!
Doing Business through LinkedIn
Say you’re interested in talking to StayNTouch.biz about your new product. You log into LinkedIn and search for people who work for StayNTouch.biz. Then you Figure out how you might be connected to them. Ideally the connection is just one degree away, or in other words, you know someone who knows the person you are looking to connect with directly. Then ask for an introduction. Try it now by going to my profile and checking out my contacts. Is there anyone you’d like to connect to? Ask me for an introduction.
An introduction received via LinkedIn is much warmer than a cold call, because it comes with a bit of trust. You are no longer a stranger trying to sell things that no one needs, instead you come with a recommendation from a person that the receiver knows. And even if you can’t find a path to connect to someone, sending a direct message via LinkedIn is better than sending a cold email. The reason is that LinkedIn implies business, and so the person you’re trying to reach likely is not going to be as surprised or angry about the unsolicited ping.
Submitted by Theresa Carter, WBON Membership Chair www.StayNTouch.biz – 919.369.7801 If you have any linked in questions, please email me and I’ll try to get back to you right away, but if I get a lot of questions, I may do a follow up article!
Networking: Secret Weapon for Entrepreneurs and Small Businesses
Large, well-funded organizations often invest a great deal of money in public relations programs in an effort to establish a strong identity and presence in the community. Small businesses and entrepreneurs usually have no such luxury.
It is rare that a small business or entrepreneur has a big PR budget. Instead, they must rely on low-budget, high-impact strategies to achieve their public relations goals. Networking is one secret weapon available to entrepreneurs and small businesspeople who wish to establish a strong presence in the community.
As an entrepreneur or small business owner, you have a vision and passion for your business — or you wouldn’t be in business. You are your own best salesperson. You are the best possible ambassador for your company. Networking is the secret weapon which, if properly targeted and utilized, enables you to build a strong community presence for your organization.
Making Friends Before You Need Them
At Pioneer Strategies, we have a simple definition of networking: making friends before you need them. We believe that networking is all about one thing: building solid, lasting business relationships with key people.
Key Principles of Networking
» Relationship: Networking is not about making a quick sale; it’s about building a trust-based business relationship that will stand the test of time.
» Two-way street: By definition, a lasting business relationship must be a two-way street. You cannot focus solely on what the other person can give you; you must bring something to the table as well. If a business relationship isn’t beneficial for all involved, it won’t stand the test of time. You must add value to the relationship.
» Choose your audiences: As an entrepreneur or small business owner, your time is precious and must be used wisely. That’s why it’s important that you thoughtfully consider your target audiences before you begin networking. For example, if your target audience is comprised mainly of high-tech companies then a retail merchants’ organization would likely not be the best networking venue for you. If your target audience is centered around manufacturing businesses, high-tech companies are not the ideal place to expend your networking energy. Identify your audiences — then go where they are.
» Stay in the Game: Networking is not an overnight cure-all for your sales woes; it is a long-term process that will yield tremendous results over time. Once you choose your audiences and determine where you can best interact with them, be consistently visible. Don’t be a fly-by-night who attends one Chamber function, then drops the whole networking idea out of frustration because you haven’t achieved immediate results. Be patient, stay in the game and give your networking time to bear fruit.
» Be Honest and Be Real: It’s important that you not try to put on a show or pretend to be something that you’re not. Just be yourself, be honest, and get to know people.
» Don’t Wing It: In order to be truly successful, there must be a method to your madness. If you shoot from the hip, more often than not you’ll miss your target. Develop a networking plan and stick to it.
As an entrepreneur or small business owner, you are your best salesperson. If you develop a networking plan and invest the time to get out there and build those key relationships, it will pay great dividends over time. Networking is not a quick-fix — it’s a long-term process. Develop your plan, then exercise patience and discipline by giving it time to work.
Frank Williams is president of Pioneer Strategies, a public relations agency he founded in 2001. For more information, visit Pioneer Strategies’ Web site at www.pioneerstrategies.com or the Public Relations Insights Blog at http://www.pioneerstrategies.blogspot.com.
Networking, The Super Seed
Networking, The Super Seed
By Whitney Hill
CEO and Marketing Director, Carolina Web Consultants, Inc
Are you frustrated because networking to get business appears to be a waste of time? Are you networking at the right watering holes? Are you doing it the right way? Are you getting results? How often have you heard a professional who was new to networking complain that the leads group they were in was not getting them business, or that the business group they were a member of was a waste of time and money? Membership or participation in any networking group does not guarantee business unless you follow some basic principles:
1) Plant in the right field. When you get started, survey a number of different networking groups and find out which ones offer the best exposure for your business, which ones best fit with your marketing plan, and which ones compliment your personal marketing style the best. In this way you will ensure that you invest your time into the places that will yield the maximum return. Don’t make snap decisions. For example, if you are in a business to business segment and you join a leads group that is made up of consumer businesses, or if you are in the healthcare industry and you join a group with IT and communications people, you are not putting yourself into a good position for the best results to occur. Spend time to find the right networking forums for you and your business.
2) Plant good seeds. Instead of just focusing on what you can get out of the networking group, make your primary focus to look for ways to contribute to the group in the most efficient, effective manner possible. Make referrals, pass leads, make introductions, promote businesses that are in your group, share business information and take leadership roles where you are needed. The principle here is that you cannot give into a worthwhile endeavor and not get a multiplied return.
3) Tend your field. Building one on one relationships within your networking forums over a cup of coffee or a meal is where the real magic sets in. The individual relationships are the real glue of your personal network. Balance your time between establishing new relationships and maintaining your close contacts. Keep an A list of your closest partners. Maintain communication in a manner that fits your style. If you like to write then send notes, if you like to talk then make phone calls, and if you are spontaneous then send emails.
4) Do not dig your seed up. A farmer invests in seed, spends time preparing and planting, then waters and cares for the field. Early on, when nothing looks like it is happening, he does not go out and dig his seed up or move to another field, but instead waits patiently for his harvest to arrive. Networking is the same way. It will take time in most cases for you to cultivate trust and goodwill in your networking forums. Be patient and keep planting good seed. Your harvest will come, and when it comes, it will be multiplied.
5) Visit other fields. You main focus should be tending your own networking groups, but take occasion to step out and visit other ones. You can learn from other forums, make outside connections, and spread the word about your business to other professionals. Look for alliances outside of your regular networking forums. These relationships are something of value that you can bring back to your regular networking groups.
6) Be prepared for the harvest. When you start getting results, be ready to receive them. Be ready to professionally and effectively facilitate the leads, contacts, introductions, etc. that you receive.
7) Your harvest does not always come up where planted. Many times opportunities will arise from places that you did not plant. Congratulations! You are experiencing the benefits of the unseen law of sowing and reaping. This is the super seed. Receive it and do not try to figure everything out.
8) Harvest the field properly. When contacts and introductions are given, make sure that you provide feedback to the referrer on what happened. When the referrer sees that their trust in you was wisely given, they are going to feel all the more confident in sending the next referral. This feedback will encourage the referrer to send you more referrals. Rewards given in the right manner are wise. Take the referrer to lunch, give extra focus on helping them, send a note, or come up with a creative way to say thank you.
9) Evaluate your harvest and plan next year’s crop. There is a time when you need to take an honest look at your networking plan. Once a year, look at where your time and resources are being spent. Drop what is not working well, and move to a group with programs that may be more effective. Be careful how you do this evaluation. Hard metrics, like how many leads have I received, how many good contacts have I made and how many times has a relationship from this group helped me close a deal, need to be in the mix for your evaluation, but other soft indicators, like branding exposure, access to industry information and size of sphere of influence should be considered as well. These are often intuitive metrics and hard to measure, but they could be even more important to you and your business than are the concrete metrics. Changes in your business or the networking forums you are in may also dictate changes in where you spend your networking time. When you choose to leave a networking forum, do not just disappear. Exit gracefully and maintain key relationships.
In your networking, just remember this quote from the greatest networker of all time whose network continues 2000 years later, “Give, and it will be given to you. Good measure, pressed down, shaken together and running over, will be poured into your lap. For with the measure you use, it will be measured to you.” Be a patient giver and a seed sower and watch the return come in.
A Few Tips on Getting the Most out of Your LinkedIn.com Account by Martin Brossman
LinkedIn.com is a business networking resource on the internet. It complements your fundamental networking skills in building relationships of value which you would use with people you interact with in person. It offers you a world wide connection, a way to “personally brand” yourself, make contacts for jobs, and have a chance to acknowledge good people throughout your past.
First of all sign up if you have not, today! The basic service is free! And fill out the entire profile. Include as much information in your profile as you can. This includes simple hobbies, interest, and associations that are important to you. Those profiles show up in Google searches, so others will be able to view the information. If you understand “personal branding” of YOU, then you know the benefit of this. The more positive points of reference to you on the web the better (as long as they are real).
Take a few minutes and think about people of value from your past who you might link with. Search for their names and invite them to reconnect. Then take the time to write them an endorsement (even a sentence is good). Your name is tied to this so make sure it is authentic and also reflects well on you. If you keep doing this and helping people your own endorsements will grow over time and be well earned. Endorsements of you initiated by others are obviously best. You really don’t want to ask for an endorsement unless you are clear they would love to give you one and are simply looking for an opportunity.
Look for professional associations or groups such as your college on LinkedIn and if they are not listed encourage them to”register.” My own college St. Andrews is not listed and I am working on getting them to sign up. This “group” feature of LinkedIn is very important. It lets you gain contact with all the members of that group to build relationships if appropriate. As you set up for your own “LinkedIn” web link be sure it reflects your real name. When you sign up for an account, you are assigned a random number that designates your profile page on LinkedIn. You can then go into your profile settings and change that number so that instead of http://www.linkedin.com/pub/1/712/a78, you would have a personal link like mine: http://www.linkedin.com/in/martinbrossman . You can and should add this to your website and email address.
Understand and use the questions area. People are wonderfully generous about helping other LinkedIn.com members. Ask questions of things you think the members may be able to help you with and answer some of the questions if you can. You may be known as an “expert” over time in that area.
Also, have some fun. I found a distant cousin in Australia of whom I was completely unaware of. I have looked up people who took training programs that turned out to be of great value to me and made some good friends that way. Remember to build your network and invest in it before you need it!
Let me know how YOU are using linkedin.com
You may enjoy the current article in the News & Observer about Linkedin.com. It is titled “Are You Linked?”
http://www.newsobserver.com/business/technology/story/630408.html
www.linkedin.com
Be well,
Martin Brossman
www.CoachingSupport.com
martin@coachingsupport.com
www.InquireOnLine.Info
Networking Gets a Bad Rap. by Gary Davis
Networking gets a bad rap. Most people think of networking as an event. You have been there before. Cocktail weenies and cheddar cheese cubes are on the buffet. The fish bowl in front is full of business cards for a door prize. Name tags are everywhere you look. Vaguely you remember someone saying that your name tag goes on one side or the other.
Guess what? It really does not matter. If you are someone that people want to remember then your name tag could be on your back. Likewise, if you are forgettable or worse, someone people wish they could forget, then your name tag’s location will not help your cause.
In the coming months I will be talking about getting connected and staying connected. Some people call this phenomenon networking. Before we talk about what it is, let’s look at what it isn’t.
Networking is not about increasing your sales.
Networking is not about finding a new job.
Networking is not about improving your love life.
Networking is not about a free meal.
Networking is about your relationships with others. Period. Networking is the people you know. It is about meeting people, not prospects or future raving fans. And when you meet them, one day you may sell them something or you may buy something from them, they may give you a job, or even marry you. But at first it is a question of what you can do for them.
Networks exist because we do need each other. In an interdependent world one thing you can count on is that if you can be an offer of value, others will become obligated to you. Human beings just work that way, although not all humans get this concept on the same level. Some people get their help solely by making transactions. But living in a world of transaction is very linear and expensive. If I pay a guy to do my taxes, my taxes are done. Once I write a check, we are square. No surprises occur. Nothing larger than life can happen.
Networking is about doing someone’s taxes and not accepting a check. Then finding something else you can do for them. And if you don’t know how to do someone’s taxes, maybe your offer can be even more valuable. From this beginning, non-linear growth in your career and wealth can occur. But finding what to give can be tricky.
So what do you have to offer? The good news is that I do not know. You actually have to figure it out on your own and give others something that fits with who you are. This gift is your own “secret sauce”. Luckily, many people find it easier to be themselves when taking care of others than they do trying to follow a formula. If you copy other people’s ideas, you risk that your offers will be seen as common. The best offers are those that are scarce.
When in doubt, sometimes your most significant offer to another is willingness. Especially when networking with those more seasoned or further along than you, your offer of willingness to help can open doors. Of course, you must follow up this willingness with actual willingness.
Here is the conundrum. In a world where the number is never done and bosses or stockholders are breathing down your neck, when do you find time to network? You cannot find it, you must schedule it. As a first hint, I challenge you to find 5% of your week, every week, just to connect. You already know who is falling out of your network. You also know those that you really need to retain. Call them, tell them you care, send them a card, and reconnect. The worst time to reconnect is always when you need something. Ever get a call from a long lost collegue with a resume in his hand? Don’t be that person.
For more about Gary Davis: www.NetworkingInTheSouth.com
How to get a in-person referral group to WORK for you
How to get a referral group to WORK for you
By Jan Wynns & Martin Brossman
A referral group can be one of your best resources for developing new business. The steps are simple; however, the execution requires an investment of time from you.
• Regular attendance. Give your group importance and priority. Schedule meeting times in advance and schedule other appointments around your weekly meeting. If you cannot attend a meeting, send someone to represent you or call another member who will let your group know you will not be attending. Your group will appreciate being informed, and will not feel “stood up” when you are missing.
• Plan effective weekly Intromercials (60 second presentations to educate the group about your product or service.) “Those who fail to prepare, prepare to fail.” This is your opportunity to make an impression. Make your presentation interesting, change it often, and try having some fun with it. Use your creativity. Be remembered. The more they know about you, and the easier it will be to keep you in mind for referrals, when going about their day to day business life. “Plan, prepare and rehearse.”
• Get involved. Groups are always evolving. Volunteer to do something to develop your group. Invite others to join, especially those in complementary businesses to whom you can easily refer. Welcome visitors, talk with them about their business and encourage them to join.
• Schedule one on one meetings with group members. Learn about the businesses of others. Focus on what you can do to help develop referrals for them. (“Givers get. That are easy to refer to!”). Make sure it is easy for people to know how to refer to you as well.
• Show up on time just like you would your valued customers. Being late communicates something just like being on time.
How long will it take to see results?
It is different from person to person, and can take from a couple of weeks to a couple of months. Remember it is about building relationships. The better you are at educating the group and building their confidence, the sooner you will see results.
What is the quickest way to integrate myself into the group?
Schedule one-on-one meetings. Attend regularly. Plan effective Intromercials. Invite guests. Get involved. Look to help instead of taking and you will experience being apart of the group.
What makes an interesting expanded featured presentation?
Some groups rotate speakers from among the group. This is your time to shine, and make an impression. It is an expanded Intromercial that shows who you are and what you do. (Some ideas from others — a drawing, a discount, bring small gifts, prepare a Q&A related to business and offer “prizes” for those who answer correctly, bring props,)
Most of all, enjoy yourself, enjoy the company of the group, and enjoy the benefits!
“Remember,
it’s not neteating,
and it’s not netsitting,
it’s networking.”
Jan Wynns is a realtor with Fonville Morisey Realty can be reached at 919-961-7777 and is involved in a referral group called Great Expectations. Martin Brossman is a life and business coach and leads the North Raleigh Triangle Business Builders. He can be reached at 919-847-4757
Business Networking at The Capitol City Club of Raleigh
A great place to socialize and build business alliances!
By Martin Brossman with input from other quality members of The Capitol City Club of Raleigh.
Imagine a place where there is a great view, where you meet quality people, and where you can build powerful business alliances with leaders in their field. Imagine further, that you saw the value you could contribute to the community with a membership base of over 4000 people and a facility spanning two buildings in the expanding and ever improving downtown Raleigh area. This is the Capital City Club & the Cardinal Club.
For me, the club has been a leading resource for building valuable alliances and introductions in the triangle area. I want to talk about some of the resources available and the ways in which I utilize these resources. The club is not a place to just ‘sell your widget’ but is a place to build and maintain business relationships within a social atmosphere. It is a place where people get to know you and will appreciate your integrity, one of the building blocks of trust. Initially, you may want to test out these new relationships with a smaller project to assess how well you work together. Nothing occurs by ‘just being a member,’ you have to commit time and energy to interact with people at the club and to take full advantage of the resources the club has to offer.
What are some of the things that the club offers to the business owner, consultant, or employee?
• It is great place to meet clients, associates, and friends for breakfast, lunch, and dinner. The service and food is excellent and you will never be rushed.
• It provides the opportunity to share and define a variety of business development approaches. A new member recently described the outstanding payoff he experienced when he bought tickets to join his clients at some sporting events which turn, led his clients to quickly recognize the value of spending time together building their business relationship.
What are the specific business opportunities?
• There are the three Leads Groups who meet twice a month first thing in the morning (Leads I on Thursday, Leads II on Tuesday, and Leads III on Wednesday). I am honored to lead the ‘Leads II Group’ which has 26 members. Members are able to tap into the collective business experience and expertise of their fellow members. The business to business focus does not exclude members who have a business to consumer focus. There is a satisfying shared feeling of professionalism and friendship. New members are always welcome to visit each group.
• The Business Alliance gathering is a group where quality speakers can be heard for the cost of a meal. It is an opportunity to heighten your company’s visibility and provides a robust networking and learning environment.
• The monthly Women’s Ventures meetings, like the Trendsetters, are a special resource and opportunity to meet with other female professionals.
Other business relationships are formed at social events and many lead to lasting friendships, such as those of the Wine Society which has a monthly meeting and is offered at minimal cost for the entire year. For the cost of a meal you can utilize the meeting rooms to gather with groups of clients and business partners (with the exceptions of rooms equipped with special conferencing technology). If you need to check your email or make a quick call, the office center is available to you. In addition, private phone booths with cell phone access are available.
Of course little of value in life comes without a certain degree of commitment. It is important to use the club several times a month with a special effort placed on meeting new people. If you come armed with the attitude of contributing as well as receiving, I assure you, good people are going to help you. I look forward to seeing you at the club and will help in any way I can to enrich and broaden your experience.
In closing, I want to thank members who contributed thoughts and critique to this article, to name a few; Jean Wiley, Greg Brissette, Lee Heinrich, Whitney Hill and Ralph DiLeone.
Martin Brossman
(919) 847-4757 or
martin@coachingsupport.com
www.coachingsupport.com
Networking as a Contribution – Re-post of 2004 article by Martin Brossman
Networking as a Contribution
By Martin Brossman
The real mission
It’s been refreshing to see the field of sales evolve beyond the pushy stereotype of “yes at any cost” to today’s intelligent vendor-client relationships that thrive long-term. It seems to me that networking, a necessary component of the business scene, has been experiencing a similar transformation of mission. What percent of us, I wonder, conscientiously attending networking breakfasts, luncheons, after-hours and the like, or courageously handing out cards and brochures to anyone within arms length, are catching the new unwritten dynamic which makes networking an expressway to success for some, and a rough path to nowhere for others. As a Life and Business Coach, I admit I’ve had the advantage of knowing how to meet and get to know potential clients, yet even so, it took time for me to appreciate the complex choreography of human relationship that happens at every networking event, from one-on-one for coffee to the city-wide Expo. What I began to see was that networkers with a “what’s in it for me” mindset were failing, and those with a generous “I’m here to help” approach were succeeding. This simple analysis brought me to a definitive “aha” and I’m bursting to share with you what real networking is (and what it’s not).
Here it is. “Networking as a contribution” is not about getting business or a job. It’s not selling your product, and it’s not even doing unto others as you would have them do unto you. Real networking is a contribution to society. It is about inspiring yourself and others to be the best contributor to society one can be, which includes providing the best possible products and services. Such networking is accomplished with great people who are the best in their field, and it’s done in a way that inspires you to do the same. This is a skill that generally takes time to develop, coming naturally to very few of us. You can definitely learn it. Go at a pace that works for you, breaking it down into stages so that the process will stretch you but won’t break you. As you read on, note that I have chosen to illustrate positive and negative examples of networking by creating some humorously-named characters to represent the composite experience of actual people.
The common misperception
The inspiration for this article originated after observing my friend, Jeff Killjobs, experience his first lay-off due to downsizing in the corporation where we met. I watched Jeff lose his job, then his house, and then repeatedly get turned down for job after job in the course of a year. I was concerned his family would be the next thing he would lose. I encouraged him to become involved in many valuable networking events, offering to take him with me, but he always came up with excuses of personal crises or the importance of being at every one of his son’s soccer games. While I have the utmost admiration and respect for parents to be there for their children, I could also see his financial situation gradually worsening.
My point? Jeff Killjobs was too bright and talented to be unemployed so long. It just didn’t add up to me that he was not finding a job. As my last attempt, I offered him a scholarship to attend my “Becoming Recession Proof” course. He turned me down for another soccer game. Obviously my messages to Jeff were not getting through, and it was becoming deeply painful to witness a friend going down hill. My intuition told me he was just sending his resume out over the Internet, meanwhile walking around wearing an invisible sign on his forehead which read “Someone Hire Me.” I couldn’t help envisioning Jeff in the not too distant future, clutching his son’s soccer ball, looking for a cozy bridge to live under. Finally I confronted him about his seeming lack of motivation, to which he responded, “I just want somebody to give me t a job so I can make a difference.” The point Jeff missed was that he could have been making a difference all along through his own initiative in networking, and the best time to start would have been while he was employed.
What makes it work
Real networking is based on the reality of caring about other people, and is achieved by actively referring good people to other good people. It is not about who I can “get” to buy my product and it is not about “helping your selected cronies” regardless of the quality of their work. I have found that real networking creates long-term referrals and clients. It is based on asking this one question: “How can I help this person I have just met?” With real networking, you know that when you refer someone, YOUR name goes with the referral (more about this later). You will also notice that you’re more apt to help someone who has helped you. Now let’s look more closely at what makes a real networker hum, what’s makes them so memorable and effective. To emphasize their greatness, I like to call them “Super Hero Networkers.”
Ten core behaviors of the “Super Hero Networker.”
1) Comes from contribution
A Super-Hero Networker comes from the perspective of ‘how can I help great people meet and connect with other great people?’ (Keep in mind, they view themselves as one of these great people, i.e., sincere and confident in their abilities.) Super-Hero Networkers are always looking for opportunities to network. I coached Mia Shy, who worked in property management, to strengthen her “networking muscle.” She came back to our next session excited to share how the coaching had worked. Mia had been in Dillards and overheard a woman in line complaining to her friend about all of the junk e-mail she was receiving in her personal e-mail account, asking her friend if she knew a solution. Her friend replied she had no idea, but admitted she was having the same problem. Mia overcame her normal hesitancy and joined their conversation, telling them about a website she had just found for $20 every six months that blocked junk e-mail; Mia simply asked her if she would like the website info. The woman said “sure,” and Mia wrote the address on the back of her business card. They talked a bit more, and then the woman noticed the front of Mia’s business card. She said she had a friend who was moving to the area who would be needing a house to rent, and that she would be glad to pass Mia’s name on to her.
2) Builds lasting relationships and nurturing those relationships
Aware that long-term clients and relationships can take time to develop, the Super Networker knows the investment of time creates payoff that lasts. A counter example illustrates this point. I met Dr. Myway at a Chamber of Commerce after-hours. He invited me to meet with him at a local coffee shop one morning. He wanted to discuss the Internet-based business he was involved in, plainly wanting me to encourage my friends to buy his products with a resulting commission to me. His idea of networking with me was nothing more than shameless selling of his products with absolutely no effort to know who I was or how we could help each other. Do you think I was inspired to do business with him or refer him to someone else? A firm and enduring NO. He could have made a little effort of finding out something about me and turned the meeting into a true win-win relationship. Building lasting relationships also involves nurturing those relationships. Staying in touch, catching them when they succeed and consoling them when they don’t.
3) Seeks opportunities to connect and honors connections
Few of us are naturals at this. The Super-powered understand the committed effort it takes to think about others when meeting new people, and how the networking muscle takes time to develop fully. You’ll notice them carrying a palm pilot or a book of business cards that lists all of the “good people.” With this readiness they can refer someone with the name, number, and business right on the spot–or if they meet a good referral resource, they record it ASAP. Realizing that their reputation goes with referrals, they may say “use my name” to help you when you contact the other person. Others may want to give themselves more time to think through the referrals thoroughly, making contact with you later.
So, can there be consequences if we ignore the contribution of networking? I personally believe there is a strong connection. For example, over a period of about one year, I referred about 20 people to a very gifted massage therapist, Judy Responseless. Judy and I were good friends and had good rapport. Later I asked her why she had never referred any of her clients back to me. She replied, “I just don’t think about it when I’m working with clients.” Some months later, Judy complained to me that her client load recently seemed to be diminishing, and she was worried about losing more clients. The moral: If we do not invest the time in referring others, why should someone else refer us?
Also, the Super-Networker takes the the idea honoring connections to a new level. They truly realize that that relates to all interactions. How they treat the ‘annoying’ telemarketer, how they respond to people that are soliciting them, how the interact to those close to them has a connection to the caliber of people and customers in their life.
4) Pursues feedback
The Super-Hero Networker knows his name goes with his referrals. (It lets the recipient know how well-tested this referral is, in an honest but positive way). Everyone would like to have feedback from the person or business they have referred. There are a variety of ways to encourage feedback, depending on how well you know the person. Here’s a sample referral technique for someone you’ve known a short time, whose services you haven’t used, like Scott Newcomer, a likeable guy who does home remodeling, To refer someone to Scott, simply say: “Here’s Scott’s number, if you want to give him a call. I have never actually used him, but have a good impression of him. Let me know how Scott’s service is so I will know if I should refer him again.”
5) Cultivates clarity & openness
One of the greatest contributions you can make to another person is to allow them to contribute to you. When Networking Heroes get a referral, suggestion, or even criticism, they consider it a contribution. When receiving a referral or related feedback, they don’t downplay their own importance or responsibility, choosing instead to deeply thank whoever is contributing to them. It’s a key element in their repertoire of R-Powers. Too, they are aware that communicating clearly what a good customer looks like for them can open the referral door much wider. They learn to explain what they do and what their business is about in words that the specific person in front of them can understand.
A perfect example occurred with Jenny Jargon, a Data Security Analyst who came to me for coaching in looking for work. I noticed she was masterful at speaking the language of her field, though perhaps a little too masterful for the average person. I suggested she try explaining what she did so that even Bob the Wal-Mart Greeter could understand her skills and what kind of job she was seeking. (Nothing against actual Wal-Mart Greeters everywhere; Bob at my neighborhood store is actually a great retired guy with three grandkids). The following week at church, Jenny tried this new method of “speaking to her audience.” She found herself talking with a sweet little widowed woman to whom she had previously mentioned she was looking for a job as a Data Security Analyst. This time she told her again in “Greeter” language, with a most surprising result. The woman replied, “Why didn’t you say that before? My son is a manager of a company that protects computers from bad things happening to them, and he needs to hire someone to help him. I’ll get you in touch with him tomorrow.”
6) Develops complementary allies
Super-Hero Networkers delight in developing the valuable asset of building relationships with people in complementary fields. Such relationships create an opportunity to send ongoing referrals back and forth. For example, a real estate broker, a house inspector, a handyman, and a loan officer could team up together and successfully expand their respective potential client bases. The field of home ownership is common to each of the team, yet their individual specialties are strategically complementary.
7) Represents a vibrant and passionate life
The TV is seldom on in Super Hero Headquarters, since they prefer to be volunteering with a favorite charity or pursuing an active hobby. Those who have passive interests of the couch potato variety have very little to talk about. Super-Hero Networkers know meaningful and interesting lives don’t just come to most of us, we have to create them. Always looking for ways to enhance life, they might volunteer with a position in the local Chamber of Commerce, take a personal development course, or assist with a leads group in an area that improves their skills. Super-Hero Networkers, when asked what they do, may give their hobby or favorite pastime as an answer. A great sales manager once said he wanted to know what type of books salespeople he was interviewing were reading. It let him know if they live life passively or actively. Super-Hero Networkers come in all shapes and sizes. The introverted Super-Heroes may have to work on getting out there more, and the extroverted may have to work on listening more.
Looks on all interactions as opportunities to help
Every encounter with another person may be a networking opportunity, especially when they are in the role of a consumer. In addition, the person that you receive great service from, someone you’ve heard does great work, or even the person you purchase from–can be a possible referral. Every interaction you have can create a positive or negative impression. An acquaintance named John Overboard had a style of networking that was alienating others. He would show great interest in buying someone’s product, then avoid contact with the seller, never telling them he had changed his mind. He was developing a reputation for this. Someone even confronted him and said, “Look, are you interested or not?” He said, “Oh I am, I’m just very busy.” Other people would ask me, “What’s up with John? He seemed so interested in my product at first…” Wouldn’t you be hesitant to refer clients to John? Noticing the pattern, I encouraged John to say ‘no’ when he meant no, and ‘yes’ when he meant yes. Super-Hero Networkers work hard to be conscious of how they show up in all interactions.
9) Strives for quality of connections vs. quantity
If our Super Hero had a maxim it might be: It is better to meet a few people well than 20 people superficially. Instead of trying to meet as many people as possible. Super Networkers spend sufficient time to know something specific about the person they just met. People notice superficiality immediately. The room floater fortunately is quickly assessed as shallow, reflecting badly on his product or capability. The right and effective way to develop a quality relationship is having an honest and sincere desire to engage and get to know other’s interests and concerns. Pace yourself, give yourself enough time for you to know people and for them to know you, and you may be surprised how many people you really meet.
10) Honors the letter and intention of the word
All the networking in the world is worthless if one does not deliver a product or service that he or she believes in, with integrity. Integrity is at the core, you do what you say you are going to do. Super-Hero Networkers only sell the products or provide the services worthy of their word. If the product or service degrades the Super-Hero Networker, they take action to correct the problem or find another product or service to support.
Ask yourself these questions to monitor your progress toward Super Hero status (I have found them useful for myself):
Do you know the top people who have referred people to you and are you in contact with them on an ongoing basis, calling them with no agenda?
Do you seek opportunities to help good people connect to other good people?
Do you keep the intent and letter of your word (do what you say you are going to do)?
Are you clear on the best products or services you have to offer the next person you meet?
Can you communicate what you do in a way that they understand?
Do you recognize and graciously accept acknowledgment from good referrals?
Reflections on the larger network
Imagine what this world would be like if we really focused on networking to connect to the best people, and, in the process, inspired them to keep being their best, allowing them to do the same for us?
People often complain about non-reputable businesses succeeding. You can change this by helping the best businesses succeed, by becoming your own version of a Super-hero Networker. What is your edge? What is the area in networking in which you are great, an area you can embrace and improve?
To paraphrase words of wisdom from an unknown source: A famous person leaves you impressed with how powerful he is. A great person leaves you with the gift of how powerful you are! May all the people you network with walk away from you with more of the gift that they are, and you will never be forgotten.
By Martin Brossman, Martin@CoachingSupport.com www.CoachingSupport.com (919) 847-4757 ©2007