by on August 21, 2012 Leave a Comment

Networking Introductions: How To Increase Your Success Rate

You are meeting with a networking contact and the subject of introductions or referrals comes up. Your goal is to get introduced to new networking contacts to expand your reach. The larger your network, you increase your opportunity to meet someone who can help you find your next job or put you in contact with your next client.

When you ask someone for introductions to their network, the introduction dance begins. Let’s say you experience someone being less forthcoming with information about a contact. It might be for good reason – they may be protecting their contacts from being overloaded with requests.

Networking screening typically occurs when a few people are the “go to” people on networking lists. Networking takes time and overwhelms someone in high demand quickly. Consequently, some contacts limit how many people they are willing to meet and ask their go-between to screen for them.

Let’s say your networking contact suggests several people. How do you handle the conversation? How confident are you that they will follow through with the introductions?

Think about how successful you are with connecting with their contacts. I will bet you have mixed results – depending on what approach they take with the introduction process.

Five Ways Networkers Make Introductions

Think about different approaches to make introductions:

  1. They offer to send their referral a note and let the other person contact you if they want to. This is a no-win situation because the request may or may not be forwarded and it is dependent on someone who doesn’t even know you to contact you.
  2. You don’t get any referral contact information and the person offers to contact their referral for you. If they hear anything, they will let you know. There is a strong chance your networking contact will not do anything – not because they are mean-spirited, they probably forgot to do it. Don’t count on hearing anything unless you follow-up.
  3. You receive a list of names – with varying degrees of information: phone, email address or a suggestion to contact them through LinkedIn. It’s up to you to make the “cold” call introduction.
  4. The person suggests sending a LinkedIn invite through them so that they can attach a note of introduction. This approach requires you to take initiative and the other person can endorse the referral.
  5. They offer to make a phone call their contact to discuss why meeting with you is a good idea. This is a “warm” introduction. While you don’t have the benefit of knowing what was said, a personal recommendation goes a long way to getting a meeting with someone new.
  6. The person offers to do a “warm” introduction, which means they send you and the other person a letter of introduction via email – with each other’s email addresses shared. This approach takes the most time and usually is done when there is a strong desire to make networking connections.

How to Increase Your Introduction Success Rate

Your goal is to step the person’s involvement in the introduction process – and make it visible to you.  In the first two situations, the likelihood you will hear something back is rare. You have no involvement and are basically a bystander in the process.

In situations three and four, the responsibility is on you to make the move. You have information and the other person is minimally involved.

In the final two situations, your contact is directly involved making introductions on your behalf.  While the phone call is not visible to you, if your contact makes the call, it makes an impression. The last situation is ideal; you know what was said and have information to follow-up directly.

How do you get someone to be more active in helping you connect with people? I’ll cover that topic next time.

Filed Under: Career Advice, Networking
by on June 19, 2012 Leave a Comment

The Five Fatal Flaws of Networkers

How many times have you been asked to a network meeting and afterwards felt like it was a waste of your time? Can you pinpoint the fatal flaws or what went wrong with the networking meeting? Let’s explore what those networking fatal flaws are and what you can do about avoiding them in the future.

Take a moment and think about the last meeting you had that left you dis-satisfied. See if your fatal flaw is included below, if not, share your observations below in the comment section.

Networking Fatal Flaw #1: It is all about you

That’s right, when the networking meeting is all about you, the other person shuts down. The purpose of networking is to establish a common interest in each other’s activities and interests for a mutual benefit.

Usually when someone talks only about themselves, it is because they are ill prepared for the meeting or they are narcissistic.

Networking Fatal Flaw #2: Lack of preparation

When you ask someone to meet with you, they are taking time out of their schedule to make time for you. To make the meeting more productive for both parties, do the following:

  1. Set a focus for the meeting. Why are you meeting? To say you are networking is not enough. Be clear about what you would like to get out of the meeting. Can they help you connect to people you would like to know? Do you hope to learn about new job opportunities? Are you exploring a new career and they can give you some insight into the skills or experience required? Define the purpose so the other person knows how to help you.
  2. Learn about the person before you meet them. What do they do? Visit their website to learn about their business or read their profile background on LinkedIn. Figure out what you can do to help them before you meet them. Do some of your contacts need their services? Offer to make a warm introduction by email or with a phone call. Ask them what you can do to help them, preferably at the beginning at the meeting.

When you fail to establish a mutually beneficial foundation, it is easy to make the mistake of the next networking fatal flaw.

Networking Fatal Flaw #3: Expecting free advice from a new contact

If you think that a networking meeting gives you the right to get information, referrals or advice from the other person, you are wrong. It is especially important to know if the free advice is what the other person does for a living. Don’t put them on the spot and ask them to do something for free that affects their livelihood.

The offer of advice is a gift and is earned through mutual respect – don’t be afraid to earn it.

Networking Fatal Flaw #4: The more contacts the better

For some dumb reason, networkers measure their success through the number of contacts they have in their database or on LinkedIn. Focus on developing mutual beneficial connections because those are the ones that know you and refer your name when the opportunity arises.

The rest of your connections that only know your name will never make a referral.

Networking Fatal Flaw #5: No follow-up

A network you never communicate to dies. If your network lays dormant, don’t expect them to jump up and help you when need it. Just because you got that job or moved or are paying attention to new customers, doesn’t mean you can ignore who helped you get there – because if you do, they will turn their back on you when you come back without regret.

Nurture your network.

Do you have a Favorite Fatal Networking Flaw?

Was there something that you could have done to make the networking meeting better? Did you recently meet someone who turned you off with their approach? I would love to hear about it…write your comment below.

Filed Under: Networking
by on February 2, 2012 2 Comments

Personal Branding: What’s the big deal and is there a payoff?

What is the big deal about Personal Branding? To be blunt – everything because it is about you and the impression you want to make with other people – whether they are co-workers, bosses, friends, recruiting agents or employers. Let’s be honest, what people think or how they feel about you can directly affect your career or business.

Think about product branding when you go to the grocery store, there are probably some products you buy based on their brand name – such as, some of my favorites are: Pepperidge Farms Croutons and Knorr Vegetable Bouillon.

If the store is out of stock or decides not to carry the product, I shift to a grocer that carries my favorite products. While I am at the new store, I buy other groceries so the first store loses out on my business. The first store may never get a chance to win me over again unless I go there and find my brand name products back on the shelf.

Why am I so loyal to those brands? Bottom line – I know what to expect when I buy the products; there is a clear value proposition. Quality is consistent and I understand how I can use those products when I prepare my meals. Both companies have developed trust with me.

How does that story relate to your personal brand? Ask yourself:

  • Do people know what to expect when they work or interact with you?
  • Are you consistent in what you say, how you say it or what you stand for?
  • How well can you communicate your value proposition?
  • Do you stumble when someone asks “What’s your story?” or “Tell me about yourself.”?
  • Do you cultivate trust with others?
  • How well are you “walking the talk”?
  • Do you know what other people think of you? Is their perception different from what you think or hope to be?
  • Are you confident with a healthy ego?
  • Does your team or organization get what’s important to you or what stand for?

These questions underpin your personal brand development. If you describe yourself inconsistently or communicate with low confidence, it’s a clear signal – your personal brand is suffering.

Depending on your situation, you may need to refine your personal brand message or start with basic confidence building and value proposition development.

Let’s say you decide to work on your personal brand. Here are some of the situations where having a clear personal brand will be useful:

  • Instead of being uneasy with your 30 second elevator speech, you will exude more confidence with a personal brand statement.
  • Avoid wasting time on organizations whose cultures are misfits.
  • Interview more effectively with clear and consistent responses.
  • Colleagues and bosses will articulate your strengths and actively promote you.
  • Networking events become easier to navigate because you are talking about what you believe in and not what someone has told you to say.
  • Increase your messaging consistency – refine your résumé, CV, marketing materials and other social media channels (Facebook, blogging, Twitter) to reflect your personal brand statement.
  • Improve team and organizational effectiveness and confidence.

It really doesn’t matter if you are in a job search process or you are now employed – honing your personal brand it can pay off dividends. How has branding helped you or what kind of challenges are you facing as you develop you own personal brand statement?

Filed Under: Reputation Management
by on September 23, 2011 3 Comments

Networking is not a Deal Breaker for Introverts

Networking can be painful for both introverts and extraverts. Yes, both. For some reason, introverts believe that they are the only ones who are uncomfortable in networking situations. What you may not realize is that extraverts may be just doing a better job of covering up their anxiety.

Here’s why.

The terms introvert and extravert (note: it is not extrovert) come from the Myers-Briggs Type Indicator (MBTI). The definition of introvert and extravert is probably different from what you think because it has to do with where you get your energy – not at how socially astute you are.

Extraverts have a preference for drawing energy from the outside world of people, activities and things. If you are an extravert, here are some of the things you might do: being talkative, getting involved with people, and acting on something before thinking about it or thriving on social interactions.

As an introvert, your preference is to draw energy from your internal world of ideas, emotions and impressions. Introverts prefer reflection, working with ideas, thinking before you do something and gravitating toward one-on-one private discussions.

Neither of these preferences present deal breakers for networking, it is simply a matter of creating the right type of environment for you to be comfortable in socially.

Introverts will often tell me that they will not go to a networking event because there are too many people. That may be true; however, even extraverts may become overwhelmed walking into a large convention with thousands of people.

Here is the deal breaker: Social skills

If you have poor social skills it won’t matter if you are an introvert or extravert. Social skills provide the framework for making your preferences work in social situations.

Is it possible that extraverts have better social skills? Possibly – but only because they are more likely to put themselves into situations where they can experience and learn about social skills. Extraverts are not naturally gifted in the social skills arena; they simply become more competent through experience.

Introverts who develop competency in social skills are better able to bridge the gap between their preferences and networking. Let’s take this example of where an introvert finds a way to successfully network.

As an introvert, it is easy to become overwhelmed at a large networking event. A good social skills technique is to break networking down into small, more manageable steps such as:

  • Walk in with a partner if you are petrified going to an event alone. The buddy system is a viable way to feel more confident.
  • Instead of tackling the whole room, find a corner and talk with someone else who is alone.  Once you gain your confidence, you can move onto another individual or small group.
  • Set realistic goals for how many people you want to meet. For the introvert, it might mean meeting one or two people and getting to know them well.

Once you have accomplished your goal, it is OK to leave the networking event.

There is a lot of pressure “to work the room”, but that would be too stressful. Always leave a networking event when you are feeling good about yourself. Who wants to return to something painful?

Some of the steps I shared with you in this example may still make you feel anxious. If so, break the steps down even further. Once you master a step move on to the next one.

Filed Under: Networking, Personal Effectiveness
by on August 1, 2011 1 Comment

Online Social Currency: How to build and measure it

LinkedIn, Facebook, Twitter and blogging may appeal to you or have you run in the opposite direction. Each of these social media strategies can play a role in raising your creditability and online social currency. Why should you care?

Social currency is your real or tangible value that is derived from your online activities. You can read about it in Victorio Milian’s Post: Unusual Idea of the Day – A Better Use of Social Currency and this month’s HR Carnival challenge by William Gould.

Personally, I have seen social currency – it may not be the millions of dollars that some online marketers make, but my social value gains traction day by day. In the beginning there was my company website. Now, it is important to expand and link yourself to other sites.

Here’s how I did it. When LinkedIn started years ago, I was an early adopter. There was a clear benefit to building a professional network. My approach was to include people who I knew either professionally or personally. There are open networkers and selective networkers – I am fall in the latter.

The impetus for building my social currency was not the usual avenue – I always wanted to write a book. I have sat down in front of the computer and started to write it many times. But I got stuck. Do I write a “how to” book or do I tell a story? What topic should I write on that is unique and avoids the (yawn) yet another over read category or message?

Instead of writing a book, I decided to start a blog. I figured that it would get me in the swing of writing on a consistent basis and eventually I would have the content for my book. The blog was initially called The Wimpy Boss and has evolved into Elephants at Work. That was about three years ago.

Writing a blog takes commitment and staying power. Blogging requires you to think and be clear about what you stand for because when you communicate your ideas or point of view online, you take a stand and it is there for a long time.

If you are not comfortable with expressing yourself openly – also known as transparency, this is not the place to start building your online social currency. You need a thick skin because there will be people who don’t like what you have to say. There will also be followers who “get it” and “get you” which is how you reach your target audience.

I opted to use the email updates and RSS feeds through Feedblitz instead of developing a newsletter. Update: I use Feedblitz for my RSS feed and now I have switched over to AWeber for my email/newsletter. Purposely, I do not add anyone’s email address that I obtain through my business as an executive career coach or team development expert. I decided to let my list grow organically. Each person selectively chose to receive updates  – this prevents inflation of my data which measures how my social currency is growing. Year over year, my social media outreach has grown several hundred percent.

After starting Elephants at Work, I decided to dabble in Twitter and Facebook. It was not clear to me if Twitter would benefit my social currency or business model. The early adopters were Marketing/Social Media types, but I continued to build my base of Twitter followers to see where it might take me. Within the Facebook realm, I created pages for Elephants at Work and Leadership Breakthrough, Inc.

The most important thing I did was to link new Elephants at Work posts and LinkedIn updates to the Twitter and Facebook page feeds. By doing this, I was able to share my articles with more people.

Then it happened. I received an email from a potential client. He found me through Twitter which led him to Elephants at Work and my LinkedIn profile. He read every article and decided to contact me about coaching services. Today, 1.5 years later he is still a client.

Since then, I continue to obtain individual and corporate clients through my online social network. What I encourage is for someone to do their homework about me. If they don’t do the research, I question if they are a serious client who wants to make a difference or impact in their life or organization. With this strategy, I spend less time on people who suck up my time and never engage my services. If they want something for free, they can glean information from my blog.

What is clear to me is that social currency rises when you interact in niche markets and build online communities. Based on my observations, I started a new venture called AssessmentRatings.com which focuses on human effectiveness assessments. It continues to grow with new content and resources each month, increasing its social currency by creating tangible value.

In summary:

  • You can get results using LinkedIn, Twitter or Facebook independently; however, the power of linking all the sites together creates exponential reach and growth.
  • Break it down into small steps and begin with one social network. Do something you are interested in or good at and expand as you become more knowledgeable about your strategy and time constraints.
  • Automate how your accounts talk to one another – it will save you time. If you don’t know how to do it, get someone to help you or hire it out.
  • Determine how you are going to measure your time, impact and results.
  • Be patient. It takes time to grow your network and for your network to trust you. Build confidence with each comment and action and your social currency will flourish.
Filed Under: Reputation Management
by on April 20, 2011 1 Comment

A guide to effective networking

Today, I have the pleasure of interviewing and sharing a basic guide on Effective Networking that was developed by Steve Royal of Royal Associates.

His company provides a unique problem-solving process called “Prioritized Problem Resolution (PPR).”  As experts in problem solving, the organization provides the process to the people who are experts in what they do. Together, problems are resolved in a way that they will never occur again – maybe we will see evidence of it in his guide!

Steve, why did you develop the Effective Networking Guide?

Having attended numerous networking events without much success in generating leads for my business, I used several ideas learned in a training course I attended in “non-traditional” sales techniques. I applied these techniques in the development of basic networking techniques.

The networking process which resulted is designed to be used if a person is truly serious about generating leads by networking with a group of people who he or she has never met. This process virtually guarantees success in providing appointments or other follow-up because the consultant (or anyone else) can help solve the prospect’s most serious problem.

What other kinds of situations can someone use this approach in?

This networking process can be modified to fit any situation if a desired outcome is specified ahead of time. The questions can be changed to lead the other person to express his or her need or want, after which the consultant can indicate that they will be able to help in attaining that result.

If someone just wants to chat with me what do I do?

If someone doesn’t want to give you an appointment, that’s fine. There are other acceptable options, such as setting a time to call or to ask the person what they think should happen next to resolve their problem. Or, you can excuse yourself and move on to the next prospect.

What do I do if someone just doesn’t want to give me an appointment?

If someone is very reluctant to give you an appointment, you can just tell the person that this is OK. You can also ask them when would be a good time to call, or ask them if they think it’s worth getting together with you at all. If not, excuse yourself and move on. You can also indicate that you’re glad it’s their problem and not yours, and wish them luck.

How can I move on gracefully to the next person?

Exiting a conversation gracefully is an easy three step process.

  1. Start with, “Thanks for talking with me.”
  2. Provide an urgent transition, such as, “I’ve got a call to make,” I am supposed to meet my wife,” “I’ve got an appointment,” etc.
  3. Suggest something as a follow up, such as, “Here’s my card, call me,” or, “If I run across anyone who needs the kind of services you offer, I’ll refer them to you,” or “I’ll catch you at the next networking event where we meet,” etc.

How many appointments should I get at an event? Do I go after quantity or quality?

If you have followed the networking process carefully and successfully, you will have found where the prospect’s real issues are, especially the one causing the most pain. If your business can truly help in relieving that pain and the prospect asks you to help them, go for it. That is a quality lead. Close on just a few of those and you’ll have plenty of work.

You could go on many appointments, but if none of them lead to work for you, it’s likely you haven’t perfected the networking process yet. The best thing to do is to keep networking and keep practicing until you improve the quality of your appointments.

Steve has generously agreed to share his effective networking process with us here today.

Effective Networking – A Basic Guide

©Steve Royal – Royal Associates 2011

The Scenario:

You are at a networking function with a large group of people, most of whom you have never met.

Your goals are:

  1. To make as many appointments with prospective clients as possible or
  2. To make an appointment to call them or
  3. To identify the best possible way to contact them later.

The Reason to Attend a Networking Event:

People at this networking event are there for one reason—to meet other people and develop relationships that might lead to solving their problems.

Who Are All These People?

The people attending this event are all different. While many of them may all have the same objective, very few have the networking skills that you do.

Skills, What Skills?

You will know exactly what you are going to say when you meet somebody new.

THINGS TO REMEMBER

The only goal is to strive to set up an appointment—no more than that.

  • DO NOT get into the details of your business!!! You will tell them what you do at the appointment.
  • Find out what they need. Keep asking until you find some real PAIN.
  • Prospects buy based on their emotions; then they justify it later.
  • Your product knowledge is worthless if it doesn’t solve the prospect’s problem.
  • Your presentation comes at the next interaction with the client, NOT at this networking event.

BASIC INTERACTION PROCESS

  1. Create Bonding and Rapport
  2. Find their PAIN
  3. Offer to Help
  4. Make an appointment

EXAMPLE (for a gathering of college students)

Your goal: To be in total control of the conversation at all times!

So, What Am I Going to Say?

Limit the small talk—it takes too much time and is not productive.

Create Bonding and Rapport

You: “Hi, how are you this morning/afternoon/evening?”

Prospect: “Fine, how about you?”

You: “I’m doing fine, also. What brings you to this gathering?”

Prospect: “I came for the presentation; I’m looking for learn something; to meet people; (or whatever).”

You: “Really, how interesting. Tell me, what are your specific interests at this meeting?”

Prospect: “I‘m interested in the (whatever) subject (+ blah, blah).

Find the Pain

You: “Very good! The fact that you’re here must mean that you’re looking for something. What is your biggest problem right now?

Prospect: “I need more sales, better marketing, (or whatever they say).

You: “Let me ask you a question, “What would you say if I told you that I am in a business that might be able to help you solve your problem?

Prospect (hopefully!): “Gee, I might be interested.”

You: “Tell me a more about your problem. (Wait for the answer). Then ask, “What have you done to deal with this problem so far?”

Prospect: “Nothing;” or I’m thinking about it,” or I don’t know what to do.”

You: “So it sounds like you could use some help?”

Prospect: “Absolutely,” or, “It might help,” or “Maybe”.

You: “So, you’d really like to solve this problem, RIGHT?”

Prospect: “Yes, I sure would.”

Offer to Help

You: “You know, I really think that I might be able to help you solve your problem. What do you think about that?”

Prospect: “That would be great. And just how could you do that?”

You: “Well, let’s just say that I have helped people with problems like yours in the past. This is probably the wrong place to discuss how I could help you, though. It might make sense for us to get together later to talk about it—what do you think?”

Prospect: “Why don’t you tell me what you do?”

Make an Appointment

You: “I could spend hours telling you what I do, but I think that your time would be better spent if I made sure that what I told you would be related to your needs.” How about if we get together later this week (or next week) to discuss how my company can help you solve your problem?

Prospect: “OK.”

Do this NOW

  • Make an appointment immediately (preferable) or
  • Make an appointment to call the prospect to set up an appointment or
  • Get his/her business card and ask what the best way would be for you to set up an appointment.

Follow up, follow up and follow up!

Steve and I will also be using the process at an upcoming Networking Program with the Rochester Professional Consultants Network on May 13, 2011. Join us – for more details and to sign up go to the RPCN website.

Filed Under: Consultant's Corner, Networking
by on April 8, 2011 1 Comment

Job Networking: Strategy successes and possible pitfalls

Today, I have the pleasure of interviewing one of the top networkers who is also known as Sir LinkedAlot – Greg Taylor, a Career Coach and Managing Partner of Excelsior Search Partners.

One of the programs Greg founded and ran from 2002-2004 is a networking group called The August Group which helps people who are navigating the murky waters of unemployment. I asked him about some of the take aways from working with people who are unemployed and are looking for a job.

What is the number one hurdle or question you hear from someone who loses their job?

I suppose the most common concern people have is their acknowledged ignorance of where to begin and what is required in 2011. This is typically the plight of those 50 and over, a large sector of the displaced workforce. People over 40 experience the same confusion/apprehension.

What has been the shortest and longest time for someone to be ready to look for a job?

It varies wildly. Many take months to get ready to look. The shorter their UI benefits, the quicker they’re ready. Ninety nine (99) weeks of benefits permits many to feel they can get by “til things get better” if their spouse works. Some never really start feeling old and out of it, victims. It’s unusual but happens regularly that some are ready in hours. Typically those are people who’ve been through unemployment recently in the past 5 years.

What impact does starting a job search too early create for someone who is still angry at their previous employer?

You can’t start searching too early. The results don’t happen that quickly for most. Waiting until the anger dissipates permits the development of extraordinary procrastination skills.

Angry people don’t search quickly. It’s more important for them to vent. The more they practice, the better they get at venting.

I do think more people feel less anger with their employers today since downsizing is more common, less personal than the earlier layoffs felt to those in earlier rounds. The danger is obvious. The angry person expressing their anger with prospective employers to seek sympathy will get quiet rejection in return and no feedback.

What key factors play a part in someone moving into the “productive” stage?

People move forward and become productive when they begin to listen, learn and try new approaches to their future. The job loss is less personal in 2011 after so many have been downsized in prior years and simply the way of the world.

Attitude is king/queen. Becoming focused and targeting industries, employers and roles makes one more productive. Too many believe that being open to a wider spectrum of opportunities, a willingness to do most anything, anywhere for anyone is debilitating not enabling.

People get hired for what they have done and their ability to overcome challenges and obstacles. What matters most is the last five years achievement – anything before that is rather inconsequential and now irrelevant.

What are the top five blunders or missteps people make when participating in a job networking group?

  1. Focusing on job search networking groups is limiting. Many go to those groups for support and to learn to network. The best job-seeking networkers are not in job-seeking networking groups. They engage in other networking opportunities available in the community. Joining a job-seeking group is right for some, but done alone is not the solution. Engaging in multiple groups and community events is key.
  2. Forget your elevator speech. Be conversational, not a spewing robot. Conversations should be back and forth, with listening and learning. Be an active listener first. Share your sound bytes interspersed in your conversation.
  3. Don’t assume a victim’s role where the world owes you. Being a victim is a turn-off and ignores your value. Understand that people want to associate with those who can solve problems and get things done. You are looking find a place that has problems needing to be solved. Listen to discern where others have problems. Ask questions. Listen. Offer ideas and introductions where appropriate. Demonstrate your value. You did not lose your value when you lost your job and paycheck.
  4. Have realistic expectations. Your job search is not important to others looking for work. The average job-seeker is self-centered. Don’t expect the help of others until you’ve offered assistance to them. Assistance might come from sharing an idea, a reference, a job lead, a website or article you’ve found helpful, another group or event that might be of interest.
  5. When grumpy and angry, be quiet in public. Vent privately. You will have bad days. Share your angst with those you are close to who share their anger and dismay with you. Publicly you can never be seen as a person with a negative attitude.

What are the top five things someone can do to get the most out of a job networking group?

  1. Job Networking groups are limiting. Join groups that network well and go with something to offer others personally, not to get job leads. Job seekers are perceived as needy leeches with self-interest and nothing to offer.
  2. Think about the needs of others first. Listen. Discover how you can help them before requesting their help.
  3. Follow-up on EVERY lead received AND GIVEN. Keep all parties involved updated on the progress of connections in progress or stalled.
  4. Say “thank you”  often.
  5. Stay connected when employed again. Attend events, call people who were helpful, offer assistance, share job leads, send an email and remain engaged with your network.
Filed Under: Job Search, Networking
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