Networking Tip: Try This

At your next networking event wait until people ASK you questions about your business BEFORE you thrust a business card into their hands.

You start it off. Engage your fellow networkers in conversation. Ask questions. Learn about their business.

Be interested.

And then wait and see if they ask you any questions in turn. If they don’t, I would suggest moving on. Time is too short to waste with people that are selfish and don’t understand that networking is a dance in which both partners must participate, even if one is leading.

Find yourself a better partner and make the time more worthwhile.

Effective Networking: How to Make Introducions

Networking is all about making introductions. Sometimes these introductions bear fruit and a solid connection turns into business, and sometimes, the connection goes no further than just a phone conversation or cup of coffee with little, or no, long-term business benefit.

And sadly, sometimes, the introduction is ignored and any sort of potential for a real business connection is thwarted before it even begins.

So why do some introductions get ignored while others are clearly positively received?

I contend that it has something to do with the introduction itself. Sure, there are business people that are not responsive whether due to an extremely busy calendar or just their personal orientation towards responsiveness (Mmm, or lack thereof).

But in many cases, the way the introduction is made helps to pave the way for the follow-up and follow-through. And truly, if you are going to take the time and make the effort to be a connector, you might as well do it as effectively as possible.

Here are some tips to help you be a good connector:

1. Make sure that your introduction is well conceived. Is there “really” a connection and some mutual synergies that can be explored? If it is a “one-way” connection then it should be stated as such so that there is no misunderstandings between the recipients of your introduction. Yes, sometimes there is more in it for one person than the other. As long as everyone is on the same page, there shouldn’t be any negativity.

2. Provide some background as to “why” you think that these two people should connect. Include links to their web sites, linkedin profiles and any other information that can provide them with a context for the introduction.

3. If you have the time and believe that there is a tremendous amount of potential that can be recognized by both parties, make it a point of following up with the introduction to make certain that both parties received it and will be acting on it.

4. Whenever possible provide everyone involved in the introduction with full contact information including email addresses as well as telephone numbers. You never know people’s preferred modes of communication.

5. Try to get feedback on your introductions. Are they on target and well received? Do the people that you have introduced to one another see the same sort of synergies that you do? Do you need to do some better explaining?

Networking can be a powerful tool and like any tool, if used ineffectively it can also be just a waste of time. Help your networking contacts build their businesses by making introductions correctly and they will do the same for you.

Just Because I’m a Good Networker Doesn’t Mean that I Know EVERYONE in NYC

Here’s what I hear a lot:

“Adrian, I don’t have anyone to introduce you to. You know everyone.”

Now, isn’t that silly? NYC is a big place, millions of people and businesses small and large. It’s not possible to know everyone, is it? Nope.

When I hear that line I get a sinking feeling in the pit of my stomach. It often means that the person to whom I am speaking has given up on making introductions for me (yes, in my experience this is EXACTLY what has happened). Yes, they’ve given up and are now taking the easy road, reciprocity be damned.

Great networkers always look for ways to help others. They’re proactive and engaged in making contacts and introductions even when there isn’t an immediately observable straight line of connection. They never think that a person knows “everyone” because they know that just isn’t true.

In my networking world I am trying to develop an inner circle of referral sources, those that know that even great networkers need to keep meeting more new people so as to be able to help others and continue to make introduction for others including, yes, those folks that think I know everyone.

Growing A’s Network

Here we are one year into this virtual networking adventure and things are rolling along pretty well. We’re growing nicely, albeit slowly and my impatience is starting to kick in.

What’s up?

Free to try. Minimal exposure to join. Time efficient. EFFECTIVE.

What am I missing?

People email me and they say “I’m thinking about joining a call”. You’re what…thinking about joining a call. What’s to think about. You dial the phone. You don’t like it, you hang up; no muss, no fuss.

Talk about inertia.

As a sales trainer I train salespeople that their most difficult obstacle is that of inertia and whew, I am now experiencing that myself. And ya know what, overcoming it is damn difficult.

So, in the next few months I’m going to ratchet up the membership drive, recruit other folks to help, do what I can to get a couple of hundred more folks onto the membership roster.

If you’re reading this and you’re not a member, visit the site and jump on now. You’ll be glad.

No Time For Networking? Sure You Do.

How many times have you told yourself that you are too busy “doing the work” to take the time to network.

Unfortunately, by being “too busy to network” you can suffer the all-too-familiar series of peaks and valleys whereby in one month you are flush with work, and the next, there is little or none.

Ongoing consistent networking can help eliminate the most precipitous highs and lows.

No time?

Sure you do.

Networking doesn’t have to mean taking 2-3 hours to attend a breakfast, luncheon or event. It doesn’t have to mean a seemingly endless calendar of one-to-one meetings.

What it does mean is that each day, yes each day, you put yourself “out there” and connect with one or more new people who can then connect you to more new people, and with that circle growing ever larger, eventually connect you to a potential piece of new business or a stupendous referral source.

One contact a day is simple and if a day comes that you are in your office tethered to your computer without a moment to come up for air, well then, set yourself to make 2 or even 3 contacts in the next few days. Consistency is the key but the “rules” can be played with just a bit.

And yes, “qualified” contacts are key but how will you be adding to your store of qualified individuals if you are not “out there” communicating and engaging in that mission critical task of screening and qualifying. It takes work to uncover the qualified contacts but if you’re not out there making the effort there’s simply no chance that you will make these connections.

And while you’re thinking of your contact for today, consider going back into your database and reconnecting with a networking contact made in the past, yet one that isn’t active and has fallen off the radar screen.

Often if you simply “work” the contacts that have all but disappeared, you will find activity and potential.

You might be too busy to take 3 hours out of your day, but one call, one email, never.

How Do You Thank Your Customers?

I’m a customer. I shop at the local supermarket, buy gasoline at the corner gas station, retain the services of a lawyer, buy clothes at various stores (some with a certain degree of loyalty), have my hair cut at a salon that I’ve been going to for many years, see the same physicians and so on and so forth.

There is no disputing that I’m a customer.

That being said, I recently began thinking about how many times these folks have ever really thanked me or have ever done anything that stood above and beyond the usual deliver of good product/good service. As I pondered this, I realized that none of them have really gone out of their way to show appreciation.

Why is that? Why in an era of mass competition and outrageous marketing clutter, do we still find it so difficult to say thank you? Companies spend mega dollars trying to acquire new customers. Local retailers send out discount coupons to attract anyone new. Yet, they’ve forgotten about me. When do I get thanked for my loyalty and patronage?

Some industries, such as the airlines, attempt to do this with frequent user, but really think about it. Despite the fact that they are “giving” you a free ticket based upon the number of miles that you have flown with them in the past, they also make it extremely difficult to get those tickets. Navigating through black-out dates, rules, and regulations, getting the freebie is a job in itself. Where’s the gratitude and thankfulness there?

So, I will still continue to be a customer at all my local haunts, but my loyalty is becoming increasingly fleeting. I am on a quest to find those businesses that thank their customers in ways that stand out and are remarkable. They deserve my business.

NetWORKING—Or, Did You Forget About the Working Part?

It’s called networking. Net. Working. And that working part suggests as need for, well, work.

Work defined as timely and deliberate follow-up and follow-through.

Work defined as being proactive and thinking about strategic introductions that you can make, and not merely waiting for someone to ask “do you know someone that can____”.

Work defined as a plan of action for all of your networking initiatives and not merely showing up and “winging it”.

Yup—work. Or not.

And if not, then best to stop doing it because poor networking is actually worse than doing no networking at all.

Bad networking leads to wasted time, poor impressions and money spent with no ROI. So, while the last thing we might need is more work, the best thing you can do is remember to make your networking count.

The Cost of Being a Downer at Networking Events and Beyond

It seems like lately some of us have turned complaining and whining into a favorite pastime. In this dreary economic climate, we’ve all been subjected to the horror stories about how a friend’s cousin lost her 401K or how the guy down the street is in foreclosure. In networking, it’s no different. You most likely have firsthand experience with a dour individual complaining about shrinking sales, their precarious position in the company, and their ongoing bad luck.

Sure, we’re all facing adversity, but hearing ongoing negativity is not productive and downright irritating. Are you guilty of being a downer? Many of us are, but it’s not a smart or productive strategy if you’re going to utilize networking to help you through these undeniably choppy times. Here are just a few reminders to keep you on a positive track:

Positivity Begets More Positivity
When asked how you’re doing, are you keeping it upbeat? Or, are you unloading tales of despair on everyone around you? By focusing on the negatives, you’re clearly communicating that you’re not worth anyone’s networking time. Nobody wants to hop aboard a sinking ship of failure. However, if you’re sharing stories of achievement, growth, and positivity, you’ll find that people are naturally drawn to you and what you’re saying.

Find the Silver Lining
Times are tough, but even the darkest cloud has a silver lining. Now is the time to evaluate what is good in your business and in your life. Generously share these positives with your networking contacts. You may help inspire others to do the same!

Take Constructive Action
Are you unhappy about your current situation? Obviously, doing nothing and complaining about it isn’t going to help. Make a plan and implement it. The sooner you start taking action, the sooner your situation will improve.

Give to Others
It can be easy to slip into the mindset of thinking only about your needs when times are tough. However, the reality is that there are many, many people who are in more challenging situations. Now is the time to help them out. Give your time, give referrals, and give hope to people who are in difficulty. Your generosity will be appreciated, and you’ll be rewarded with a more positive outlook on your own situation.

Maintain Your Sense of Humor
Resolve to stay lighthearted through adversity. People want to be around those who have a good sense of humor. Laughter is truly the universal language, and everyone enjoys a funny story or joke.

The bottom line is that being a somber downer gives off an air of negativity and failure to those around you. You are not going to attract success or find new opportunities with a bad attitude. Hang in there, keep it light, positive, and have a good laugh.

The Season of the “R’s”

As we gently roll through this day and into tomorrow, the start of a new decade.

Reflect–what worked in 2009? Will it work now? Do you need to:

Re-engineer–your deliverables, your service, your unique selling proposition and perhaps you must:

Re-connect–with old clients, current clients, referral sources, new friends, old friends and:

Recognize–that networking takes work, persistence, patience and skill.

There is something cleansing about turning the page on the calendar and making a plan to put the “R’s” into action.
Get Ready.

Being Persistent

Hi Adrian,

Thanks for some nice healthy persistence. Yes, I’m definitely game to meet.

I received this in an email this morning. The email was replying to my 4th (yes that’s four!) attempts to make contact.

Being persistent means that you “might” ultimately get what you want.

Giving up means that you will definitely not get anything.

Remember, you can’t lose what you don’t have.

So, be persistent. Attempt to make contact with people that you think can be valuable to you…and you to them.

Show value by offering up the three I’s (information, invitations, introductions) and don’t give up easily. You want to see ROT (return on time) and you can only do that by being, yes, persistent.