by Anne Baber and Lynne Waymon
No matter where you work (corporation, government agency, non-profit, or institution) networking at work has never been more important. Why?
To keep getting the big picture. Things change fast.
To keep up with what’s going on.
To bolster the bottom line. Understand that your job depends on the success of the organization. Promote your organization's products and services even if you’re not in sales!
To venture into the white spaces. Look at the organization chart. "The organization chart is not the business," caution authors Geary Rummler and Alan Brache in their book, Performance: How To Manage the White Space on the Organization Chart. "The greatest opportunities for improvement often lie in the white spaces between the boxes on the chart in the functional and interpersonal interface those points where the baton is being passed from one department to another or from one individual to another."
To uncork bureaucratic bottlenecks. If you create temporary project teams to tackle problems and launch initiatives, you’ll make a name for yourself. Increase collaboration with other departments. When the corporate communications department at a major telecommunications firm invited the human resources department to lunch, it was the beginning of a rich collaboration. As people got to know each other, they integrated their strategic planning so that a human resources request for the production of a training calendar was on the corporate communications department’s schedule. If you collaborate, you can negotiate to even out workload, so all the projects don’t hit at the same time.
To expand your knowledge base. Figure out what resources you need and put together a network made up of people representing many different interests and areas of expertise. If you introduce your contacts to each other, you can encourage information and skill sharing among all the members of the group. Your networks can be a kind of informal, highly customized personal, business yellow pages. Get out of that rut. If you network, you expose yourself to new ideas and ways of doing things. This “cross pollination” almost always benefits the organization.
To create your safety net. You need to network to
increase your visibility within the corporation, non-profit group, or government agency so that opportunities find you!
take responsibility for your own career self-management. If you network effectively, you’ll create career opportunities for yourself.
To explore options in case your job goes away.
In these days of rightsizing and re-structuring, it's smart to keep your ears open for opportunities within your organization and to make yourself visible. Determine what skills you have that could be used in other areas of the organization. Figure out how to showcase those skills. What can you do so that others become aware of your capabilities? Maria offered to manage the 10-K run for a local charity. Sue noticed how much the community sponsors liked working with her and how well organized she was. When a job opened up in Sue's department, she thought of Maria.
Assess Your Corporate Culture
Is your organization network-friendly? To determine how supportive your workplace is, ask yourself these questions:
Is there recognition at the top that networking is valuable?
Do corporate executives ever mention networking?
Is training offered? (You can suggest networking workshops.)
Is networking during office hours considered not working?
Are you encouraged to belong to professional associations and to attend both monthly meetings and conferences?
Are you encouraged to volunteer in the community, serve on boards, etc.?
Is it easy– and expected – for you to collaborate with people in other departments: to venture out into the white space on the organizational chart?
How much money does your organization spend on professional association dues and conferences? Collateral expenses, such as travel, lodging, etc.? Is anyone tracking whether the organization is getting its money’s worth?
Are networking activities/goals in your annual performance plan?
Are you rewarded when your networking contributes to the success of the organization?
Recognize that in some organizations, networking violates the cultural ground roles. If that's your assessment, talk with your boss and your colleagues about the reasons for encouraging inside networking.
And recognize that in some organizations the word “networking” makes people uncomfortable. Don’t be fooled. A lot of networking is probably going on, but under the alias of “relationship building,” or “teamwork” or “collaboration.”
Some forward-thinking organizations are deliberately working toward creating a more collaborative culture, setting up mentoring programs, sponsoring women's networks and minority networks, providing ways for people to interview others and discuss lateral moves and opportunities for upward mobility.
Even if you've decided that your organization's culture isn't very network-friendly, you'll still find networking ideas that will work for you. Focus, not on self-serving objectives, but on serving customers, streamlining internal processes, getting the job done, and impacting the bottom line.
Sidebar
How Strong Is Your Inside Network?
Use this quiz to rate the strength of your current inside network.
1. Do you know people at all levels of the organization? Do they know your name and what you do?
2. Do you know all the people whose work intersects yours in any way?
3. Do you know people who have jobs you might like to have someday?
4. Are you involved in any cross-functional efforts or interdepartmental activities (temporary assignments, committees, task forces, special projects, volunteer activities)?
5. Are you plugged into the grapevine? Do you find out quickly what's up?
6. Do you take every opportunity to meet face-to-face to define and discuss complex problems, shifting priorities, areas of responsibility?
7. Do you know and talk with others about trends that will impact your job in the future and tools to get the job done today?
8. Do you have effective internal channels through which to send information?
9. When you see a problem that involves people from various areas, do you take the initiative to bring people together to solve it?
10. Do you drop by to see people – even when you don't need anything?
Could you say "Yes" to most of those questions? If not, make building your inside network a priority.
Anne Baber and Lynne Waymon are principals of Contacts Count, a nationwide consulting and training firm that specializes in business and professional networking, and career development. They are co-authors of six books. The most recent is Make Your Contacts Count: Networking Know-How for Business and Career Success (2007, AMACOM). Fortune 500 companies license their training programs. Put the tools of networking to work in the service of business goals. Visit www.ContactsCount.com and www.FireProofYourCareer.com 301-589-8633.
Sue Schnorr, M.S., is President of Training Insights, Inc. where she designs Training that Sticks. She is certified in Instructional Module Development and Criteron Referenced Instruction. She is also an Associate for Contacts Count where she teaches strategic networking workshops, Webinars and keynotes. Visit her at www.training-insights.com and www.contactscount.com/sueschnorr.html. Go to her blog: www.AllLearningMatters.com
Monday, October 19, 2009
Saturday, October 10, 2009
Create Your Own Networking Strategy
Thanks, everyone, for your feedback on what you'd like in a networkingprogram. Most folks have concerns about getting organized, finding balance and making sure they are investing their valuable time and money wisely in their networking endeavors.
As a professional, you need a strategic plan with realistic objectives to develop your skills and make your contacts count consistently. You will learn key factors for developing your unique plan to get the results that make a difference in the bottom line; for you and the company you work for.
Leave the webinar with tools to:
- Assess Your Skills
- Identify and Prioritize Your Contacts
- Establish Your Goals and Set Objectives
- Create an Action Plan
- Assess Your Progress
For more details, to to http://www.training-insights.com/events.htm or contact Sue @ training-insights. com.
Lunch and Learn Webinar
Networking Strategy: Create Your Play Book for Success
Thursday, November 19, 2009
12 noon - 1pm, Eastern
As a professional, you need a strategic plan with realistic objectives to develop your skills and make your contacts count consistently. You will learn key factors for developing your unique plan to get the results that make a difference in the bottom line; for you and the company you work for.
Leave the webinar with tools to:
- Assess Your Skills
- Identify and Prioritize Your Contacts
- Establish Your Goals and Set Objectives
- Create an Action Plan
- Assess Your Progress
For more details, to to http://www.training-insights.com/events.htm or contact Sue @ training-insights. com.
Saturday, August 29, 2009
Were You Able to Attend Our Networking Event?
Thanks to everyone who attended the August 20 Networking Event. People learned and fine-tuned networking skills AND met some new people to build their networks.It was a fun and productive event, and we had coverage from the Rochester Democrat & Chronicle and WHAM TV 13. Several of us were interviewed by Rachel Barnhart. http://www.13wham.com/news/local/story/Job-Hunters-Turn-to-Social-Networking/w0f14LThCk6ixdxsUyKQaQ.cspx
We talked about having more events that would offer opportunities to meet more people. As you may know, in addition to serving the training needs of corporate clients, Training Insights, Inc. hosts these low cost events as a community service for individuals and job hunters. We will soon have a survey to get your ideas and interest levels on having us sponsor more events.Check back soon and let us know how we can help you Make Your Contacts Count!
Friday, August 7, 2009
10 Quick and Easy Tips for Improving Your Networking Skills
1. Recognize that possibilities are endless.
Networking opportunities are everywhere and anytime (in addition to networking events and business meetings, the next person you meet at the grocery store could lead you to a new opportunity. Here are tips for improving your networking skills and confidence.
2. Have a Positive attitude. Smile.
If you’re feeling uneasy, uninterested – that unrest will ‘ooze out of your very pores’
3. Talk to people.
Rather than look down in the elevator, make eye contact and simply say hello! It’s ok to talk to people you haven’t met yet at work, concerts, shopping malls, festivals, and sporting events.
4. Be clear and succinct.
This is especially true when you’re asked “What do you do?” Keep it simple. This invites conversation from the person you’re talking to!
Memorize your BEST / TEST (What you do best, and a testimonial to that.)
Example:
BEST: I read between the lines on soup cans.
TEST: Last week I testified at a congressional hearing about the huge amounts of sodium in our food.
5. Give first, give generously.
Keep your expertise, enthusiasms, trends and resources at top of mind and be ready to share at the appropriate time.
6. Identify what you want to get.
85% of people attending networking events have no idea what they’d like to get out of the experience.
7. Listen sincerely.
Before you take your turn to talk about yourself, listen sincerely to find out all you can about that person. This is the foundation for meaningful and purposeful follow up.
8. Follow up.
This is where most people fail in networking. They do everything right, but don’t keep their word on following through with information promised!
9. Invite someone along.
If you’re planning to attend an association meeting, invite one of your contacts to meet you there so you can catch up. This is another easy way to follow up and to build relationships with people who have similar interests.
10. Keep learning.
Practice makes perfect. The more you talk to people, the more comfortable you get. Read books, go to events, take classes to continually improve your networking skills. You can always pick up new ideas and meet new people.
Now, get out there, talk to some new people, Make Your Contacts Count and have a fun weekend!
Sue Schnorr is President of Training Insights, Inc. and Associate for Contacts Count where she coaches people one-one-one and teaches strategic networking workshops, Webinars and keynotes.
Will we see you at the End of Summer Networking Bash?
Go to: www.training-inisights.com/events.htm for more information. To register now and hold your spot, go to: http://tinyurl.com/NetworkingBashAugust20
Networking opportunities are everywhere and anytime (in addition to networking events and business meetings, the next person you meet at the grocery store could lead you to a new opportunity. Here are tips for improving your networking skills and confidence.
2. Have a Positive attitude. Smile.
If you’re feeling uneasy, uninterested – that unrest will ‘ooze out of your very pores’
3. Talk to people.
Rather than look down in the elevator, make eye contact and simply say hello! It’s ok to talk to people you haven’t met yet at work, concerts, shopping malls, festivals, and sporting events.
4. Be clear and succinct.
This is especially true when you’re asked “What do you do?” Keep it simple. This invites conversation from the person you’re talking to!
Memorize your BEST / TEST (What you do best, and a testimonial to that.)
Example:
BEST: I read between the lines on soup cans.
TEST: Last week I testified at a congressional hearing about the huge amounts of sodium in our food.
5. Give first, give generously.
Keep your expertise, enthusiasms, trends and resources at top of mind and be ready to share at the appropriate time.
6. Identify what you want to get.
85% of people attending networking events have no idea what they’d like to get out of the experience.
7. Listen sincerely.
Before you take your turn to talk about yourself, listen sincerely to find out all you can about that person. This is the foundation for meaningful and purposeful follow up.
8. Follow up.
This is where most people fail in networking. They do everything right, but don’t keep their word on following through with information promised!
9. Invite someone along.
If you’re planning to attend an association meeting, invite one of your contacts to meet you there so you can catch up. This is another easy way to follow up and to build relationships with people who have similar interests.
10. Keep learning.
Practice makes perfect. The more you talk to people, the more comfortable you get. Read books, go to events, take classes to continually improve your networking skills. You can always pick up new ideas and meet new people.
Now, get out there, talk to some new people, Make Your Contacts Count and have a fun weekend!
Sue Schnorr is President of Training Insights, Inc. and Associate for Contacts Count where she coaches people one-one-one and teaches strategic networking workshops, Webinars and keynotes.
Will we see you at the End of Summer Networking Bash?
Go to: www.training-inisights.com/events.htm for more information. To register now and hold your spot, go to: http://tinyurl.com/NetworkingBashAugust20
Sunday, August 2, 2009
Are Your Networking Skills Working For You?
Are you tired of networking with people who don't seem to care? And if they act interested, you soon find out that perhaps they don't, because they don't follow up?
Follow up is the number 1 place where good networkers fall down. It's not a difficult skill to learn. It's quite easy, in fact. But, most people don't have a system that enables them to immediately, quickly and easily follow up with their networking peers.
If you don't follow up, your chances for building a relationship are severely diminished. If you don't build relationships, you don't have a very strong network. If you don't have a strong network, you don't have the resources to get the job you want, or to get your job done!
With today's easy access to people, information and online resources, it's easy to build a network of people who are interested in you and who will help you.
Don't miss that key factor.... follow up. Follow up begins when you are having a conversation. LISTEN GENEROUSLY to learn what that person is interested in. Find out what they are excited about. Listening is a key networking skill. If you haven't been getting the results you want from your networking efforts, talk less; listen more. Ask questions like, "What have you been working on lately?"
Make a point to follow up with at least one more person this week! If you do that, you will be 52X more likely to have people in your network that will help you get the bottom-line results you deserve!
Follow up is the number 1 place where good networkers fall down. It's not a difficult skill to learn. It's quite easy, in fact. But, most people don't have a system that enables them to immediately, quickly and easily follow up with their networking peers.
If you don't follow up, your chances for building a relationship are severely diminished. If you don't build relationships, you don't have a very strong network. If you don't have a strong network, you don't have the resources to get the job you want, or to get your job done!
With today's easy access to people, information and online resources, it's easy to build a network of people who are interested in you and who will help you.
Don't miss that key factor.... follow up. Follow up begins when you are having a conversation. LISTEN GENEROUSLY to learn what that person is interested in. Find out what they are excited about. Listening is a key networking skill. If you haven't been getting the results you want from your networking efforts, talk less; listen more. Ask questions like, "What have you been working on lately?"
Make a point to follow up with at least one more person this week! If you do that, you will be 52X more likely to have people in your network that will help you get the bottom-line results you deserve!
Friday, July 24, 2009
Rate Your Relationship
Here’s a quiz to help you determine the value of your networking relationships. Jot down the name of a networking contact, then use the quiz to rate that relationship and to figure out the next steps to take to build a long-term relationship.
Instructions: Answer Yes if you agree with the comment; No if you cannot agree with the comment.
My Networking Contact ______________________ (Answer yes or no to each of the following.)
1. Recognizes my name instantly when I call.
2. Knows me well enough to recognize me “out of context,” in a new setting.
3. Demonstrates knowing my face and my name by coming up to me in a crowd and saying hello and by introducing me accurately to others.
4. Has my contact information handy.
5. Knows the name of my organization and where it is located so well that he/she could give people directions to it.
6. Can accurately describe what I do.
7. Gives vivid examples of what I do.
8. Knows that I am good at what I do and can cite reasons why my work is superior.
9. Knows of some independent verifi cation of my expertise – an award, certifi cation, thirdparty endorsement.
10. Regularly sends me valuable information and resources.
11. Responds to requests from me.
12. Knows what kinds of people could use my services and is on the lookout for them.
13. Always speaks well of me to other people and passes my name around.
14. Makes a habit of referring valuable information and contacts to me.
15. Consistently creates opportunities to stay in touch with me.
Copyright, 2009, Contacts Count
Is your contact an actor or ally or advocate? If you don't know, that means you could benefit from MAKE YOUR CONTACTS COUNT! You need to understand what type of relationship you have, in order to take an appropriate 'next step' to building a long-term, trusting relationship.
Suggestion: Get the book MAKE YOUR CONTACTS COUNT (Baber & Waymon, Amacom) from the library, or buy it http://tinyurl.com/BuyDiscountedBook or sign up for a local Contacts Count workshop, or listen to a webinar! http://www.training-insights.com/ or send an email to sue@training-insights.com to learn about upcoming programs.
Instructions: Answer Yes if you agree with the comment; No if you cannot agree with the comment.
My Networking Contact ______________________ (Answer yes or no to each of the following.)
1. Recognizes my name instantly when I call.
2. Knows me well enough to recognize me “out of context,” in a new setting.
3. Demonstrates knowing my face and my name by coming up to me in a crowd and saying hello and by introducing me accurately to others.
4. Has my contact information handy.
5. Knows the name of my organization and where it is located so well that he/she could give people directions to it.
6. Can accurately describe what I do.
7. Gives vivid examples of what I do.
8. Knows that I am good at what I do and can cite reasons why my work is superior.
9. Knows of some independent verifi cation of my expertise – an award, certifi cation, thirdparty endorsement.
10. Regularly sends me valuable information and resources.
11. Responds to requests from me.
12. Knows what kinds of people could use my services and is on the lookout for them.
13. Always speaks well of me to other people and passes my name around.
14. Makes a habit of referring valuable information and contacts to me.
15. Consistently creates opportunities to stay in touch with me.
Copyright, 2009, Contacts Count
Is your contact an actor or ally or advocate? If you don't know, that means you could benefit from MAKE YOUR CONTACTS COUNT! You need to understand what type of relationship you have, in order to take an appropriate 'next step' to building a long-term, trusting relationship.
Suggestion: Get the book MAKE YOUR CONTACTS COUNT (Baber & Waymon, Amacom) from the library, or buy it http://tinyurl.com/BuyDiscountedBook or sign up for a local Contacts Count workshop, or listen to a webinar! http://www.training-insights.com/ or send an email to sue@training-insights.com to learn about upcoming programs.
Monday, July 13, 2009
Make Your Contacts Count: Leverage Your Skills in the Social Media Arena
People often ask me about how to use LinkedIn, Twitter or Facebook when networking.
It's easy! You simply need to leverage your face-to-face networking skills and use them in the social media arena.
How? I'm glad you asked. Here are some ideas to get you started.
Listen generously to your connections/followers/fans.
Give first; offer ideas that will help them
- Answer Questions on LinkedIn to bolster your industry credibility
- Use RTs on Twitter to respond to other follower's tweets
- Comment or click LIKE on Facebook to build the relationship
Your network is created by conversations you have in person and online. Nurture and cultivate the relationships you have with those individuals.
Every interaction is an opportunity. When you connect with someone, look for commonalities.
Talk to strangers.
- Send direct messages to thank people for following you on Twitter.
- Reply and acknowledge status updates on LinkedIn.
- Comment on pictures, videos and posts on Facebook.
Networking isn't TAKING, it's TEACHING.... go slow and steady as you build relationships online. Let people get to know you and give them a chance to see your character and competence before going for the SELL!
Network strategically. What bottom-line results are you looking for? Create a plan to get there. Which audience makes most sense to follow/ develop relationships with? Connect/friend/become fans of those people. Get to know them, help them, and build relationships with those audiences.
Be honest and upfront. When there are no mysteries, and everyone is 'above board', there is no manipulation.
While it's important to GIVE; don't be afraid to point people to your blog or site. Weave success stories into your posts and articles. Let people get to know you and see your abilities and accomplishments.
Share your content – think of contributions you can make that your audience will appreciate; that will let them know what you, or your clients (or your clients’ products) can do to solve their problems.
Continued interaction increases your network's net worth. Keep in touch and end conversations assuming that you will stay in touch and develop the relationship.
It takes time (MONTHS) to develop a relationship with someone, so start now.
If you're not networking, you're not working to your fullest. Networking is not just for job hunters, it's a necessary competency in today's world to help you do your job better and be more productive.
Use your blog, website, LinkedIn status and tweets to create a well-balanced combination of sharing information and calls to action. In time, as you create and cultivate your contacts you will be surprised at how you are able to capitalize on them as well. When you have sincere, mutually beneficial relationships, business is sure to follow.
It's easy! You simply need to leverage your face-to-face networking skills and use them in the social media arena.
How? I'm glad you asked. Here are some ideas to get you started.
Listen generously to your connections/followers/fans.
Give first; offer ideas that will help them
- Answer Questions on LinkedIn to bolster your industry credibility
- Use RTs on Twitter to respond to other follower's tweets
- Comment or click LIKE on Facebook to build the relationship
Your network is created by conversations you have in person and online. Nurture and cultivate the relationships you have with those individuals.
Every interaction is an opportunity. When you connect with someone, look for commonalities.
Talk to strangers.
- Send direct messages to thank people for following you on Twitter.
- Reply and acknowledge status updates on LinkedIn.
- Comment on pictures, videos and posts on Facebook.
Networking isn't TAKING, it's TEACHING.... go slow and steady as you build relationships online. Let people get to know you and give them a chance to see your character and competence before going for the SELL!
Network strategically. What bottom-line results are you looking for? Create a plan to get there. Which audience makes most sense to follow/ develop relationships with? Connect/friend/become fans of those people. Get to know them, help them, and build relationships with those audiences.
Be honest and upfront. When there are no mysteries, and everyone is 'above board', there is no manipulation.
While it's important to GIVE; don't be afraid to point people to your blog or site. Weave success stories into your posts and articles. Let people get to know you and see your abilities and accomplishments.
Share your content – think of contributions you can make that your audience will appreciate; that will let them know what you, or your clients (or your clients’ products) can do to solve their problems.
Continued interaction increases your network's net worth. Keep in touch and end conversations assuming that you will stay in touch and develop the relationship.
It takes time (MONTHS) to develop a relationship with someone, so start now.
If you're not networking, you're not working to your fullest. Networking is not just for job hunters, it's a necessary competency in today's world to help you do your job better and be more productive.
Use your blog, website, LinkedIn status and tweets to create a well-balanced combination of sharing information and calls to action. In time, as you create and cultivate your contacts you will be surprised at how you are able to capitalize on them as well. When you have sincere, mutually beneficial relationships, business is sure to follow.
Monday, July 6, 2009
Don't Kid Yourself
I was at a picnic this weekend and someone asked, what do you do?
"I teach strategic networking skills classes that improve net worth."
Suddenly, there was a strange QUIET at the table..... I felt like I said something wrong. So, instead of crawling under the table, I repeated it.
"Yes, I teach networking skills - whether you're looking for a job or looking to do a better job AT your current job."
Still silence.
"Oh," one person finally said flatly. "I hate networking."
"Really, I asked? You should take our Contacts Count course, it might change your perspective.
"No," she continued. "No, networking is not for me. I hate going to networking events. Since I'm on the client end, people who meet me always want something from me. I have enough contacts in my network with my vendors......"
She continued to explain, but her words were swallowed up by another conversation that started at the table, and then we all got interrupted by the fireworks and never got back to the topic at hand.
I thought about it later, and remembered many a colleague who was crushed when laid off from their 'client jobs' and shocked at how all of the people who cared so much about them, and showered them with gifts, were no longer there for them. Hmmmmm.
"Don't kid yourself," I thought to myself. Don't pretend that your network is big enough, good enough or as good as it's ever going to get. As we grow in business and as the marketplace changes, our networks have to grow and change as well.
If you don't want to be stagnant, you better continually be creating, cultivating and capitalizing on your networking. You better nurture your business relationships and stay in good standing with different types of people in different places.
Think about it. How diverse is your network? Are there young people in your network? Old? Are there Clients? Vendors? Students? Mentors? Interns? Experienced people? Newbies? Do you have people in your field, from associations, who you can turn to, to benchmark, get the latest in trends and best practices? Do you have a strategy? Do you get bottom-line results from your networking?
Or, are you just going to networking events, because you think you should? And, you figure, you'll just hang out and have a drink, visit with your friends and current vendors and dismiss the people who you don'think you will 'need'.
Don't kid yourself. There are people who may not seem like 'likely good networkers' who have brothers, or neighbors or fathers who could hire or fire you!
Don't kid yourself. If you get your pink slip tomorrow, do you REALLY think your current vendors would still be sucking up and coming to your rescue to help you land a new job?
Don't kid yourself. Don't keep yourself in a networking 'silo.' We can learn from other industries and other people. How do you think McDonalds came up with the drive-through idea.... by learning about banking and the drive-through window!
Don't kid yourself. Even if you don't like networking events, you can still connect with others that you could learn from. Maybe lunches and one-one-one coffee dates make more sense for you. Maybe you're shy but do better at standing out and making a reputation for yourself by answering questions on Linked In.
Don't kid yourself. With the highest unemployment rates we've seen in a long time, no one is safe. No one knows what the future will bring. With social media on the rise, now is the time to use face-to-face networking, LinkedIn, Twitter and Facebook to your advantage. You don't have to spend time reinventing the wheel when someone 1/2 way across the world is in your Linked In Group, willingly shares articles and tips with you. Information and ideas are so easily and quickly accessed, that no one should be the 'lone ranger' and no one should hate 'networking!'
"I teach strategic networking skills classes that improve net worth."
Suddenly, there was a strange QUIET at the table..... I felt like I said something wrong. So, instead of crawling under the table, I repeated it.
"Yes, I teach networking skills - whether you're looking for a job or looking to do a better job AT your current job."
Still silence.
"Oh," one person finally said flatly. "I hate networking."
"Really, I asked? You should take our Contacts Count course, it might change your perspective.
"No," she continued. "No, networking is not for me. I hate going to networking events. Since I'm on the client end, people who meet me always want something from me. I have enough contacts in my network with my vendors......"
She continued to explain, but her words were swallowed up by another conversation that started at the table, and then we all got interrupted by the fireworks and never got back to the topic at hand.
I thought about it later, and remembered many a colleague who was crushed when laid off from their 'client jobs' and shocked at how all of the people who cared so much about them, and showered them with gifts, were no longer there for them. Hmmmmm.
"Don't kid yourself," I thought to myself. Don't pretend that your network is big enough, good enough or as good as it's ever going to get. As we grow in business and as the marketplace changes, our networks have to grow and change as well.
If you don't want to be stagnant, you better continually be creating, cultivating and capitalizing on your networking. You better nurture your business relationships and stay in good standing with different types of people in different places.
Think about it. How diverse is your network? Are there young people in your network? Old? Are there Clients? Vendors? Students? Mentors? Interns? Experienced people? Newbies? Do you have people in your field, from associations, who you can turn to, to benchmark, get the latest in trends and best practices? Do you have a strategy? Do you get bottom-line results from your networking?
Or, are you just going to networking events, because you think you should? And, you figure, you'll just hang out and have a drink, visit with your friends and current vendors and dismiss the people who you don'think you will 'need'.
Don't kid yourself. There are people who may not seem like 'likely good networkers' who have brothers, or neighbors or fathers who could hire or fire you!
Don't kid yourself. If you get your pink slip tomorrow, do you REALLY think your current vendors would still be sucking up and coming to your rescue to help you land a new job?
Don't kid yourself. Don't keep yourself in a networking 'silo.' We can learn from other industries and other people. How do you think McDonalds came up with the drive-through idea.... by learning about banking and the drive-through window!
Don't kid yourself. Even if you don't like networking events, you can still connect with others that you could learn from. Maybe lunches and one-one-one coffee dates make more sense for you. Maybe you're shy but do better at standing out and making a reputation for yourself by answering questions on Linked In.
Don't kid yourself. With the highest unemployment rates we've seen in a long time, no one is safe. No one knows what the future will bring. With social media on the rise, now is the time to use face-to-face networking, LinkedIn, Twitter and Facebook to your advantage. You don't have to spend time reinventing the wheel when someone 1/2 way across the world is in your Linked In Group, willingly shares articles and tips with you. Information and ideas are so easily and quickly accessed, that no one should be the 'lone ranger' and no one should hate 'networking!'
Sunday, June 28, 2009
Breaking Up is Hard to Do!
Last week, when I taught a class in Rochester NY, Alaina asked, “How do you END a conversation?”
Many people have difficulty with this. Whether you want to cling to a person for the safety of having someone at your side at a crowded event, or if you’re the type that has ‘just one more story’ you feel you must share … ending the conversation can be difficult.
Here are some tips that we, at Contacts Count, the networking skills specialists, recommend:
- End with the future in mind. Recap what you said you would GIVE, make sure you have the person’s contact information and follow up within 2 days.
- Ask your conversational partner to introduce you to someone else. “Do you know anyone at the meeting from the Programming Committee?”
- Let the person know you enjoyed talking to him and thank him for his time
- Be confident.
- Use Contact Count’s method: LEAVE
Let go after 5 – 10 minutes.
Explain what’s on your Agenda.
Appreciate your partner.
Verify the next step.
Exit with a smile and a handshake.
Remember, change is under-rated. Whether you’re leaving a long-term relationship or a 5 minute conversation, it’s still a change and it can be awkward or difficult. When it’s time to move on, simply thank him for his time, shake hands and go forward with confidence to find your next conversational partner.
Contributed by Sue Schnorr, President of Training Insights, Inc. and Exclusive Associate with Contacts Count in NY.
Many people have difficulty with this. Whether you want to cling to a person for the safety of having someone at your side at a crowded event, or if you’re the type that has ‘just one more story’ you feel you must share … ending the conversation can be difficult.
Here are some tips that we, at Contacts Count, the networking skills specialists, recommend:
- End with the future in mind. Recap what you said you would GIVE, make sure you have the person’s contact information and follow up within 2 days.
- Ask your conversational partner to introduce you to someone else. “Do you know anyone at the meeting from the Programming Committee?”
- Let the person know you enjoyed talking to him and thank him for his time
- Be confident.
- Use Contact Count’s method: LEAVE
Let go after 5 – 10 minutes.
Explain what’s on your Agenda.
Appreciate your partner.
Verify the next step.
Exit with a smile and a handshake.
Remember, change is under-rated. Whether you’re leaving a long-term relationship or a 5 minute conversation, it’s still a change and it can be awkward or difficult. When it’s time to move on, simply thank him for his time, shake hands and go forward with confidence to find your next conversational partner.
Contributed by Sue Schnorr, President of Training Insights, Inc. and Exclusive Associate with Contacts Count in NY.
Thursday, May 28, 2009
WHEN THE GOING GETS TOUGH ...
The tough get networking!
How about you? Do you get it? Do you make networking a way of life, or is it a 'to do' on your chore list?
The old school of networking was: "YIKES, I need a job; I better get networking."
The new school of networking is all about continual teaching and giving.
Teaching people what you're good at and what would help you in your business life and learning what would help them, and giving them ideas, resources or leads to help them achieve their objectives.
It's been said over and over that the opposite of networking is NOT working.
When you continually think of your network as a means of support, you are more like to work it, or stay in touch with people. How do you do a better job at staying in touch with people? ASK more questions.
When you listen and listen generously.... you will learn how to follow up with them. You will know what their passions are, their challenges and what they do well and what they are interested in. When you give first, and give generously, the Law of Reciprocity comes into effect and you will soon be given an idea or resource as well. Try it! (That 'give and take' is the premise of networking.)
If you don't 'work it' or remain engaged with people in your network, you aren't working to your capacity. You don't have to be a Lone Ranger. Learn to rely on others for best practices, shortcuts, ideas, resources. Don't reinvent the wheel.
For more information on giving and getting, and how to have more purposeful conversations, read Chapter 10 in Make Your Contacts Count, by Anne Baber and Lynne Waymon.
How about you? Do you get it? Do you make networking a way of life, or is it a 'to do' on your chore list?
The old school of networking was: "YIKES, I need a job; I better get networking."
The new school of networking is all about continual teaching and giving.
Teaching people what you're good at and what would help you in your business life and learning what would help them, and giving them ideas, resources or leads to help them achieve their objectives.
It's been said over and over that the opposite of networking is NOT working.
When you continually think of your network as a means of support, you are more like to work it, or stay in touch with people. How do you do a better job at staying in touch with people? ASK more questions.
When you listen and listen generously.... you will learn how to follow up with them. You will know what their passions are, their challenges and what they do well and what they are interested in. When you give first, and give generously, the Law of Reciprocity comes into effect and you will soon be given an idea or resource as well. Try it! (That 'give and take' is the premise of networking.)
If you don't 'work it' or remain engaged with people in your network, you aren't working to your capacity. You don't have to be a Lone Ranger. Learn to rely on others for best practices, shortcuts, ideas, resources. Don't reinvent the wheel.
For more information on giving and getting, and how to have more purposeful conversations, read Chapter 10 in Make Your Contacts Count, by Anne Baber and Lynne Waymon.
Friday, May 22, 2009
NO SUCH THING AS A FREE LUNCH
We didn't feel like cooking Wednesday night and heard that a certain chain had 'kids pay a penny for each pound they weigh'. Since both cherubs would cost less than a dollar, opted for this great deal ('free meal'). Long story short, the kids drinks were not included with their meal, and were outrageously over-priced. The food was not good and arrived cold. So, we actually paid 'regular price' for this 'free meal'.
We could have gone to our old stand-by 'favorite place' and we would have had a delicious meal for 'a regular price'.
I felt a little ripped off; like I was duped. "There's no such thing as a free lunch." That icky feeling I had reminded me of what many participants say in my networking skills workshops. "Networking feels manipulative." "I feel like I'm selling my soul for something to be given at a later date." "I hate networking."
Yet, after learning the Contacts Count method of networking, those participants' mindsets change. They see the difference between professional networking and the sleazy 'tricked ya' free meal offer. The difference is that networking is above-board, honest and upfront. When people are frank and candid about wanting to help each other and they make networking a two-way street of giving and teaching; it is successful practice. Networking is about learning what others want and need to be successful and giving advice, resources and leads to help them achieve their goals. It's about teaching people what you're good at, what kinds of resources, ideas and leads would be helpful to you so they can support you.
When people see our character and competence, we develop professional relationships and it's mutually beneficial process. When we whip out a card at a networking event, and try to sell something upon meeting someone, before getting to know the them; well, we give off that same slick feeling as 'the 'kids eat free' marketing stuff. Networking is not a gimmick, it's for professionals who create, cultivate, capitalize and support their contacts and relationships.
Next time you go to a networking event, create an agenda. Be prepared to ask questions and get to know the people you talk to. THEN, you can follow up with them and begin to develop a relationship. Identify two or three things that you'd like to learn and ASK! "Do you know who I should talk to about learning more about shortcuts in Microsoft Word?" When you network, you should be in it for the long haul..... not for a quick fix, or free meal!
We could have gone to our old stand-by 'favorite place' and we would have had a delicious meal for 'a regular price'.
I felt a little ripped off; like I was duped. "There's no such thing as a free lunch." That icky feeling I had reminded me of what many participants say in my networking skills workshops. "Networking feels manipulative." "I feel like I'm selling my soul for something to be given at a later date." "I hate networking."
Yet, after learning the Contacts Count method of networking, those participants' mindsets change. They see the difference between professional networking and the sleazy 'tricked ya' free meal offer. The difference is that networking is above-board, honest and upfront. When people are frank and candid about wanting to help each other and they make networking a two-way street of giving and teaching; it is successful practice. Networking is about learning what others want and need to be successful and giving advice, resources and leads to help them achieve their goals. It's about teaching people what you're good at, what kinds of resources, ideas and leads would be helpful to you so they can support you.
When people see our character and competence, we develop professional relationships and it's mutually beneficial process. When we whip out a card at a networking event, and try to sell something upon meeting someone, before getting to know the them; well, we give off that same slick feeling as 'the 'kids eat free' marketing stuff. Networking is not a gimmick, it's for professionals who create, cultivate, capitalize and support their contacts and relationships.
Next time you go to a networking event, create an agenda. Be prepared to ask questions and get to know the people you talk to. THEN, you can follow up with them and begin to develop a relationship. Identify two or three things that you'd like to learn and ASK! "Do you know who I should talk to about learning more about shortcuts in Microsoft Word?" When you network, you should be in it for the long haul..... not for a quick fix, or free meal!
Monday, May 11, 2009
Susan Boyle and Networking
Susan Boyle Declined Dinner with the Obamas.
http://www.newser.com/story/58537/boyle-declines-dinner-with-the-obamas.html
Susan Boyle became endeared to me when she stood up to those shallow people, showed them her talent, and earned their respect.
I can't help but see the parallel with her mindset and networking. I believe that the number one rule of networking is, "Simply be yourself!"
Mind you, I am not criticizing her at all for not accepting an invitation with the Obamas. Many people consider themselves shy and avoid networking and meeting new people.
Networking is simply getting to know people, teaching them what you're good at and what your skills are, and learning the same for them. It's both 'giving of yourself and getting to know your conversational partner.'
I admire Susan Boyle and hope she develops more confidence so she is comfortable meeting anyone in this world. She has alot to offer. She also has international attention, so she can stand to have one less fan. How about you? Can you afford to let networking slip through the cracks? One person, as an average has abot 250 contacts in their network. Each of those 250 has another 250; and so on. When you turn down one person, or make a negative impression on one person, you're cutting your chances short of gettin exposure to a crowd of many, many people.
One person in that crowd may have just what you need. A job? A piece of information? An introduction to a huge client? That person could simply become your friend or provide a valuable resource. You could provide meaningful value to that person as well. Are you willing to forego opportunities to avoid a little awkwardness?
If you've got a worldwide following, like Susan Boyle, don't worry about it. But, if you are everyman..... consider stepping out of the box and trying something new. Take someone up on his offer for coffee? Share information readily. You have alot to offer, and you have nothing to lose.
http://www.newser.com/story/58537/boyle-declines-dinner-with-the-obamas.html
Susan Boyle became endeared to me when she stood up to those shallow people, showed them her talent, and earned their respect.
I can't help but see the parallel with her mindset and networking. I believe that the number one rule of networking is, "Simply be yourself!"
Mind you, I am not criticizing her at all for not accepting an invitation with the Obamas. Many people consider themselves shy and avoid networking and meeting new people.
Networking is simply getting to know people, teaching them what you're good at and what your skills are, and learning the same for them. It's both 'giving of yourself and getting to know your conversational partner.'
I admire Susan Boyle and hope she develops more confidence so she is comfortable meeting anyone in this world. She has alot to offer. She also has international attention, so she can stand to have one less fan. How about you? Can you afford to let networking slip through the cracks? One person, as an average has abot 250 contacts in their network. Each of those 250 has another 250; and so on. When you turn down one person, or make a negative impression on one person, you're cutting your chances short of gettin exposure to a crowd of many, many people.
One person in that crowd may have just what you need. A job? A piece of information? An introduction to a huge client? That person could simply become your friend or provide a valuable resource. You could provide meaningful value to that person as well. Are you willing to forego opportunities to avoid a little awkwardness?
If you've got a worldwide following, like Susan Boyle, don't worry about it. But, if you are everyman..... consider stepping out of the box and trying something new. Take someone up on his offer for coffee? Share information readily. You have alot to offer, and you have nothing to lose.
Wednesday, April 29, 2009
Who Says that Networking Events are Intimidating!?
It was an uneventful morning.
Got my two darlings off to school without incident.
Found a great parking spot AND had time to review my notes before my meeting.
Woo hoo. I was happy!
Suddenly, those thoughts were interrupted. My body was forced into what felt like a face-forward splat, and I stumbled along for several steps. Finally, I grabbed on to a conveniently placed lamp post and caught my myself from belly-flopping onto the ground.
That whole 'episode' probably lasted only a fraction of a second. But, it felt longer to me, as my heel got caught in the cobblestone crack and I started that seemingly unstoppable fall.
Out of the corner of my eye, I noticed a woman who seemed to be rushing by. I was a bit miffed that this person seemed to 'look the other way', when I was falling.
Immediately after I had those negative thoughts, the woman turned back and asked with a caring tone, "Are you allright?"
Yes, I said, smiling. Sheepishly, and as gracefully as possible, I reached back several steps to wedge my shoe out of the crack and put it back on my foot.
Another woman approached. OMG, she said heartily, "That happened to me at a wedding in Maine. At least your heel didn't break off... I kid you not, it was the worst - so hard to dance, ya da ya da ya da. I'm glad you're OK."
Suddenly, these two strangers and I were laughing like old friends. "Have a great day", I said cheerily and waved goodbye as I entered the building for my meeting and moved on with my day.
Later that day, I was teaching a "CONTACTS COUNT" networking skills workshop. A young man raised his hand and said, "I hate going to those crowded networking events. I never find anyone to talk to and end up leaving, after wasting my time and I could have gone to the gym."
He (and many of us) have approached networking with a negative assumption:
No one here wants to talk to me; this is going to be a waste of time.
This reminded me how I made an assumption earlier, that 'the cold cruel world' was going to ignore me and wouldn't help me when I stumbled. However, the reality was that people WERE friendly and helpful. Human nature is in fact kind and good!
Networking events don't have to be intimidating. They are simply one-on-one conversations .... just LOTS of them. You only have to face 'the masses' one at a time. Next time you go to an event, ask yourself:
-Am I going with a good attitude?
-Do I look approachable?
-Am I confident that I have something to give AND that I'll get something out of this?
Here are some tips for bolstering your courage and developing conversations at events.*
1. Smile (NPR did research on the best way to start a conversation. Look at the person in the eye, smile and say, "HELLO.")
2. Be genuine and learn about the person you are talking to. You can become a 'great conversationalist' by asking a few questions. "What are you working on these days?" "How did you get into that field?" "What do you like best about ....?"
3. Set a goal. I will meet three new people tonight. I will remember two people's names and introduce them to someone else.
4. Create an agenda. 85% of people who attend networking event have no idea what they'd like to get out of the experience.
5. Prepare. Read a good book** about networking.
6. Listen generously. Even if you are shy and feel intimidated or make an incorrect assumption, as I did earlier in the day, odds are good that people will reach out and help you... even if you stumble.
** I'm biased, because I teach workshops based on the content from the book MAKE YOUR CONTACTS COUNT, by Anne Baber and Lynne Waymon from which these 6 tips* are derived.*
MAKE YOUR CONTACTS COUNT is jam packed with tools, checklists, assessments, strategies and tactics for getting bottom-line results from your networking efforts and making your contacts count! You should check out the workshops, webinars or pick up a copy today!
Got my two darlings off to school without incident.
Found a great parking spot AND had time to review my notes before my meeting.
Woo hoo. I was happy!
Suddenly, those thoughts were interrupted. My body was forced into what felt like a face-forward splat, and I stumbled along for several steps. Finally, I grabbed on to a conveniently placed lamp post and caught my myself from belly-flopping onto the ground.
That whole 'episode' probably lasted only a fraction of a second. But, it felt longer to me, as my heel got caught in the cobblestone crack and I started that seemingly unstoppable fall.
Out of the corner of my eye, I noticed a woman who seemed to be rushing by. I was a bit miffed that this person seemed to 'look the other way', when I was falling.
Immediately after I had those negative thoughts, the woman turned back and asked with a caring tone, "Are you allright?"
Yes, I said, smiling. Sheepishly, and as gracefully as possible, I reached back several steps to wedge my shoe out of the crack and put it back on my foot.
Another woman approached. OMG, she said heartily, "That happened to me at a wedding in Maine. At least your heel didn't break off... I kid you not, it was the worst - so hard to dance, ya da ya da ya da. I'm glad you're OK."
Suddenly, these two strangers and I were laughing like old friends. "Have a great day", I said cheerily and waved goodbye as I entered the building for my meeting and moved on with my day.
Later that day, I was teaching a "CONTACTS COUNT" networking skills workshop. A young man raised his hand and said, "I hate going to those crowded networking events. I never find anyone to talk to and end up leaving, after wasting my time and I could have gone to the gym."
He (and many of us) have approached networking with a negative assumption:
No one here wants to talk to me; this is going to be a waste of time.
This reminded me how I made an assumption earlier, that 'the cold cruel world' was going to ignore me and wouldn't help me when I stumbled. However, the reality was that people WERE friendly and helpful. Human nature is in fact kind and good!
Networking events don't have to be intimidating. They are simply one-on-one conversations .... just LOTS of them. You only have to face 'the masses' one at a time. Next time you go to an event, ask yourself:
-Am I going with a good attitude?
-Do I look approachable?
-Am I confident that I have something to give AND that I'll get something out of this?
Here are some tips for bolstering your courage and developing conversations at events.*
1. Smile (NPR did research on the best way to start a conversation. Look at the person in the eye, smile and say, "HELLO.")
2. Be genuine and learn about the person you are talking to. You can become a 'great conversationalist' by asking a few questions. "What are you working on these days?" "How did you get into that field?" "What do you like best about ....?"
3. Set a goal. I will meet three new people tonight. I will remember two people's names and introduce them to someone else.
4. Create an agenda. 85% of people who attend networking event have no idea what they'd like to get out of the experience.
5. Prepare. Read a good book** about networking.
6. Listen generously. Even if you are shy and feel intimidated or make an incorrect assumption, as I did earlier in the day, odds are good that people will reach out and help you... even if you stumble.
** I'm biased, because I teach workshops based on the content from the book MAKE YOUR CONTACTS COUNT, by Anne Baber and Lynne Waymon from which these 6 tips* are derived.*
MAKE YOUR CONTACTS COUNT is jam packed with tools, checklists, assessments, strategies and tactics for getting bottom-line results from your networking efforts and making your contacts count! You should check out the workshops, webinars or pick up a copy today!
Wednesday, April 22, 2009
YOU CAN DO IT!
I just watched the most amazing, uplifting and motivating video. Susan Boyle, captured the crowd, in her rendition of I DREAMED A DREAM. The audience, the judges were clearly against her. One judge noted, 'we were all cynical'.
I was thrilled to see her give them a huge wake up call. They laughed at her because she said she'd like to be like Elaine Page. And SHE DID IT!! She belted out the song from Les Mis and sounded like a pro!
She wasn't flustered, she didn't waver when they rolled their eyes and laughed at her.... and maybe she didn't know.... but good for her.... let's all practice the Susan Boyle effect, and give people a chance; be careful of assumptions. We're all guilty, to some degree of that. Susan Boyle is beautiful in her own right, and I had goose bumps when I saw the video and heard the judges give her the praise she deserved.
Have you ever been discouraged with your job search and with your networking efforts? Next time you go to an event or to an interview and feel intimidated ... believe in yourself. Remember how Susan Boyle stood there, unassuming on the stage, and opened her mouth to become a star. I hope you pull a 'Susan Boyle' and simply show the world who you are and what your talents are.
Check it out. http://www.youtube.com/watch?v=luRmM1J1sfg
I was thrilled to see her give them a huge wake up call. They laughed at her because she said she'd like to be like Elaine Page. And SHE DID IT!! She belted out the song from Les Mis and sounded like a pro!
She wasn't flustered, she didn't waver when they rolled their eyes and laughed at her.... and maybe she didn't know.... but good for her.... let's all practice the Susan Boyle effect, and give people a chance; be careful of assumptions. We're all guilty, to some degree of that. Susan Boyle is beautiful in her own right, and I had goose bumps when I saw the video and heard the judges give her the praise she deserved.
Have you ever been discouraged with your job search and with your networking efforts? Next time you go to an event or to an interview and feel intimidated ... believe in yourself. Remember how Susan Boyle stood there, unassuming on the stage, and opened her mouth to become a star. I hope you pull a 'Susan Boyle' and simply show the world who you are and what your talents are.
Check it out. http://www.youtube.com/watch?v=luRmM1J1sfg
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