Posts Tagged ‘networking’

netWORKing – an interview Betsy Wuebker

Monday, March 16th, 2009

Betsy thanks for your comments and feedback on my blog “there is work in NetWORKing”, tell me why do you think people don’t follow up when they have made the initial effort to network?

I think there are a variety of reasons:  disorganization, lack of prioritization.  It’s hard for people to toot their horn.  Folks are also insecure – they think they couldn’t possibly have anything valuable to offer, and don’t want to intrude.  Following up is barely warmer than a cold call, especially if the encounter fell short in ways one could re-engage with the person.  Good face to face is just as much of an art.  People try, but they don’t study and practice how to network successfully.

So Betsy, what are some of your own experiences of networking?

They’ve run the gamut.  I’ve had success, and I’ve failed to follow-up myself.  I’ve assessed potential inappropriately, and I’m sure I’ve missed opportunities.  I’ve built great relationships from one chance encounter, and I’ve tried to make things happen that never had a prayer.  The critical element for me has been my approachability, and the match in potential with my products and services with the venue and the other participants.

That’s a great point matching potental, I never feel you should sell too aggressively at a network event, what tips and advice would you pass on to budding networkers?

Find an association or venue that fits.  Have a plan.  Study up on how to work a room.  Don’t hang at the food table or the bar.  Move around and look to join conversation.  Don’t be afraid to make the first move.  Don’t overshare, or overstay your welcome in a conversation.  Look to meet an interesting person or two, not to sell something.  Think of networking as developing relationships over a longer term.  There’s no such thing as an immediate payout.

Bestsy, its been a pleasure getting the benefit of your experience, good luck and good networking – on and off line!

You can find Betsy networking and blogging at:

http://passingthru.com/
http://passingthru.rovia.com/
http://passingthru.worldventures.biz/

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There is work in netWORKing – the prologue

Thursday, March 12th, 2009

Charlotte Chamber of Commerce holds a monthly “after hours” network meeting – great to meet loads of people, outside of normal working hours and not eating into prime time.

In my last blog,  point number 6,  I suggested following up with people you meet – regardless of how valuable a contact they seem.

At an “after hours” last week an attendee, who was a grant writer, was there looking for work.  They had no business cards and a hefty resume, that did not reflect what skills they had,  a copy of which I declined to take – sorry I am not hiring, not a recruiter and I did have a lot to carry already.

BUT  I did spend time with the person – what’s 10 minutes between new acquaintances and I was not entirely sure what a grant writer did so I learned something.

After a few minutes I asked “are you on Linkedin” – response “no”.  I continued “are you using any social networking media – response “no”.

My reply – “OK, drop me an email with your details and I will keep an eye out for you”.  For those of you that know me this was not an idle promise.

Well, I have heard nothing.  No email, no follow up, no “thanks for your time”.  Guess what, I have found someone that wants …………. you got it ………….. a grant writer.  But I have no way to contact the “networker”.

The lesson from this story – don’t waste your time networking if you are not going to get prepared, not going to make it easy for people to network with you, not going to follow up OR if you are expecting instant results.

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There is work in netWORKing

Saturday, March 7th, 2009

I am a real fan of face to face networking as a business development tool to compliment your Twitter, Facebook, Linkedin, Myspace social media network strategy.  Chambers of Commerce, local and national, and business community groups can be great places to network.  But you only get out of a network what you put in.

So here are 6 tips  – some of these are a BGO but they are good reminders:

1.  Get a list of people attending in advance, scan the list to identify people who could be useful contacts.  Go with a plan. Work out what you could say to them that might get their attention or be of interest to them.  I target new small business owners, especially new franchises.  I always say “Welcome to town, great business idea, what made you pick that one?”Community Outreach

2.  If you can’t get a list in advance get there a little early and ask the organziser for a look at the list, identify the people who are likely to be decision makers – especially new members or first times attendees.  Go and make them welcome.  Ask open questions to get the conversation going.

3.  Take plenty of business cards and something small to write on.  OK, OK, OK so no one  would go networking without business cards – right?  Wrong, also take enough!  I always have a little pocket note pad with me (about 2” x 3” nice and discreet) for when the contact I want to get info on has not bought cards, has run out or, as happened this week, I am given a 3rd party to contact.

4.  Don’t be afraid to move on, even when you have found a good contact and you want to exploit the opportunity – you need to make more contacts – so does the other person!  They won’t thank your for keeping them talking and reducing THEIR networking time.

5.  Don’t blatantly sell or inadvertently badger and pester, that’s not what networking is for.  Make contacts – sell later.  Yes sow seeds, mention ideas, give out (brief) information but no hard sells.

6.  Follow up regardless.  No contact is wasted, everyone WILL know someone who can use what you sell, even if they can’t.  So its only courtesy and it keeps you in their thoughts (and database) to send a quick email to EVERYONE you meet – “I was pleased to have the opportunity to learn more  about your business at the network event, I look forward to meeting you again, in the meantime here are my contact details”.

People buy from people, NOTHING beats face to face networking as a component in your marketing mix and it gets you off that keyboard for a couple of hours too!  There is a lot more I could add about networking but remember you only get out what you put in.

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