Archive for the ‘Networking’ Category

Job Searching Changes…and Stays the Same

Monday, January 30th, 2012

I’ve been reading about how social media, computers and the Internet are changing the process about searching for a job. Keywords have become increasingly important, both in resumes and in job descriptions. Employers are using search terms to find candidates online, and they are using keywords to electronically filter the hundreds (or thousands) of resumes they are receiving.

I even heard recently of applicants for social media and other marketing positions being told not to send a resume. They just send their name, and the employer checks them out online, presumably looking for Twitter accounts and blogging activity.

Sound intimidating? Sure it does. Having a good resume isn’t enough anymore. You’ve got to pay attention to all these other areas.

But the good news is that one fact still remains. Networking will still get you in the door. It won’t land you a job if you’re not qualified, but knowing the right people at your target companies will get you past the automatic filtering.

By all means pay attention to the technological changes in a job search, but do not ignore the human element. Do your research. Find your target companies. And then use your network to get personal introductions.

It’ll be a long time before those strategies go out of date.

Networking During the Holidays

Wednesday, December 21st, 2011

James Meyers of Celestial Cheesecakes requested this one. Happy to oblige!

We’re winding up 2011, and many people will be working a light schedule the rest of this week and next. But networking doesn’t need to end. You’ll have some excellent opportunities, if you recognize them and take advantage of them.

As I indicated in an earlier post, Networking at a Funeral, there’s no place you can’t network. Holiday parties and family gatherings are no exception. Honor the occasion, leave business cards in your pocket until requested and listen for needs. Do those three things, and you can do some good networking at any event. Family and friends should be willing to help you out, so use them as sounding boards for ideas. Or just as a way to share the awesome things you did this year. They’ll be happy to be involved, and who knows? They might even have contacts for you in the New Year.

What about next week? Definitely, you should take some time off and relax, but it can also be a good time to catch up on some coffee meetings. Some people are easier to tie…err…track down at the end of the year. Having a hard time getting on the calendar of a busy, key contact? See if he or she is available next week.

Remember that networking is something that can occur whenever two or more people are in the same room. Don’t ignore opportunities just because it’s the holiday season.

Anyone have good holiday networking stories to share?

FYI. I am taking my own advice. I do have a few coffee meetings I’m setting up for next week, but mostly I’m taking the time off. This is my last original post of the year. There will still be blog posts, but they’ll be reposts of some popular entries from the archives. Enjoy!

The Enthusiastic Networker is Published!

Wednesday, November 16th, 2011

It’s been a long time coming, but it finally happened. My book, The Enthusiastic Networker is published and available for sale on Amazon.

When I say a long time, I mean it. Off and on, I’ve been working on this book for close to five years. It took that long for the book to find it’s voice and purpose.

What’s it about? If you’ve been reading this blog, you’ve got a pretty good idea. It’s about finding your own voice and presence in networking. It’s about the basic steps to getting started and staying motivated. I talk about using both face-to-face networking and social media together to make a total word-of-mouth marketing plan.

Newbies and pros can find something in this book, and the early feedback I’ve been getting supports that. Give it a try!

Publishing a book has been a goal of mine since I was a child. As I researched the industry, I’d decided to self-publish this one, but last year, a publisher found me on LinkedIn (who says social media doesn’t work). When a publisher says “tell me about your book project,” you don’t say no. And overall, I’ve been happy with the decision. Holding your own book in your hands is an experience that can’t be described.

But you know what’s odd? I’ve had the book for about three weeks now, and I’ve been selling copies at networking events. The book link finally went live on Amazon a few days ago, and seeing my name on Amazon was what finally made it real to me. What does that say about Amazon’s influence?

It’s been a long road, but I’m at the end of this one. My new journey of being a published author has begun. Help me out by buying a copy? If you’ve already bought a copy, thank you. Help me out by reviewing it on Amazon?

Tune in on Friday for an excerpt.

Networking At the Dog Park

Friday, August 5th, 2011

As some of you may know, I have a new dog. Shameless doggie plug.

Isn’t she cute?

Ahem. Anyway, back to the post at hand. With a new dog, I’m spending a lot of time at the dog park. Who would think it would be a good place to network?

Let me start by reminding you that networking is something that can be done anywhere, at any time. It’s just relationship building, and as long as you honor the occasion, you can do that anywhere.

So obviously I don’t run around the dog park handing out business cards. But I’ve recommended a massage therapist, promoted a buddy’s book and talked about a good guy to buy windows from. And this week, I finally got to talk about myself!

It was a slow day. There were only two of us there with our dogs, and the guy (we’ll call him Bill) asked me what I did. I told him, and we started to talk about social media. He had lots of questions, and I answered them. I recommended he try out Google+ and I offered him one of my invites. I told him about my book, and I think he might buy a copy when it comes out.

Not bad for something I do every day that costs me nothing extra in time or money. He works for a big company. Never know when I might need a connection there, and I’ve got the beginnings of the relationship to make it happen.

So where’s the oddest place you’ve networked?

Patience and Persistence Pays Off

Wednesday, June 15th, 2011

Networking (both online and off) is not a quick fix. If you don’t have a good sales pipeline now, don’t expect networking to give you one right away.

Networking is an excellent way to plant seeds for a future sales pipeline, but you must be prepared for it to take time.

I’ve experienced this recently in my own business. I met a potential strategic partner late last year, and we’ve been exploring how to work together. Last month we had a great meeting where we worked out most of the outstanding issues, and I’ve sent him a proposal with some real numbers.

In addition to that strategic partnership, I’ve had two prospects hanging out there for some months. I’ve patiently and persistently dripped on them. One is starting this month. The other should be starting next month.

In all three cases, I was thanked for maintaining communication and working to build the relationship. I could have given up on all of them for not “closing” right away. And if I had, I would have lost all of them.

I have a section in my upcoming book on “bothering” the people in your network. It’s not bothering if you’re adding value and building a relationship. So don’t be afraid so stay in touch with prospects. Respect them and their busy schedule but find ways to add value, and most of them will eventually begin to work with or refer you.

Your Changing Networking Needs

Friday, May 6th, 2011

It’s likely that your networking needs will change over time. Perhaps you were looking for a job and landed it. Or your business has grown over time and you are targeting a different market. Situations like this can lead to you needing to reevaluate your networking goals and sometimes your groups and venues.

It’s not a comfortable decision to leave a group, but it might be the right thing to do.

First, you need to be certain about your decision. Look at the contacts you need. Is this group or venue providing them? If not, check your message. What are you asking for? Have you changed your message? If not, try that first. Maybe your group didn’t realize your needs have changed.

If a change of message doesn’t work, it might be time to leave. You need to be careful. The group may not meet your needs, but you have built relationships, and you don’t want to lose them.

Consider what you say when you leave. Telling them they can’t introduce you to the right people might sound harsh. You might want to look at phrasing it a different way. It might be prudent to give a more complete explanation to key people and send a more general message to the group as a whole.

The most important time is right after you leave. If there are relationships you want to maintain, it’s your responsibility to reach out. The group will likely move on to the next new member, and without any malicious intent, you will slip in their thoughts. Identify the key relationships you want to continue and look for ways to stay in touch. Referrals are always good. Keep referring someone, and he or she will be happy to stay in contact.

Moving on from a group can be done, if you are careful and sensitive. Do it well, and you’ll keep them in your network. Do it badly and you’ll burn bridges you might need later.

Review of So What?: How to Communicate What Really Matters to Your Audience

Friday, April 22nd, 2011

I recently read So What?: How to Communicate What Really Matters to Your Audience, and while what he writes is hardly rocket science, it was a good communication reminder.

How would you like to end conversations with people saying “I want that!” or “That’s great. How can I help?” Sounds good, right? Well, that’s what you’ll learn by reading this book.

His basic point is that we tend to forget to communicate what’s in it for the other person. He discusses the “So What?” philosophy of communication and talks very specifically about communicating value to your audience.

This goes along very well with my messages about networking. If you are thinking about the value you are adding to the relationship, you’ll be more successful than the people who always talk about themselves and how great is their product or service.

The book is a quick read, and it has lots of good information. I like the way he follows his own philosophy. In each chapter, he starts by telling us the value we’ll get from each chapter. In other words, he constantly communicates the “So What?” message to the reader.

One of the chapters I particularly liked was “Winging It vs. Orchestration.” In it he talks about preparing your message for each individual or organization by researching their needs before crafting your message. It’s a basic step that many sales people neglect, but often it’s the difference between sending a generic message or one targeted to make people say, “I want that!”

It also applies to networking and elevator speeches. If you do your research in advance on an event, you’ll know who will be there and how to present yourself and your services. A bit of preparation in advance can make an event far more profitable.

I could go on, but why don’t you get the book and start working on your “So What?” messages.

The Enthusiastic Networker

Wednesday, March 23rd, 2011

So far this proposed title for my book is winning. It’s funny. That was what my publisher has taken from my book, and it wasn’t at all what I had been thinking about when I was writing it.

Not that he’s wrong. I have enthusiasm for networking, as anyone who knows me realizes. I know not everyone will love it the way I do, but I think anyone who approaches networking as a chore will be frustrated and give up on it.

So how can you network with enthusiasm?

1. Be clear on what you want to get out of it

If you have clear goals, you have something to communicate to others, and you have something to get excited about. Then when you start to meet your goals, you’ve got something else to be excited about and share with others!

2. Look for activities you enjoy

Are you a morning person? Look for breakfast meetings. Slow to get going in the morning? Maybe lunch meetings are for you. Busy all day but need a way to wind down in the evening? Happy hour events are probably for you. If you network at the times and events that work best for you, obviously you’ll be more excited.

3. Refer others

There’s nothing quite like the charge of making an introduction that leads to closed business or a job for someone. When I make a good referral, it charges me up for the rest of the day. Sometimes even the rest of the week.

4. Follow up promptly on referrals you receive

Of course we all get busy, but when you receive a referral, take the time as soon as possible to follow up on it. If you’ve done your work well as a networker, it should be a good one, likely to lead to a new client. What’s more exciting than getting a new client?

Those are some of the things that make me excited about networking? What about you? Anything else you’d like to share?

5 Tips For Making the Most From a Conference

Monday, March 21st, 2011

I taught a class last week to participants of the Veterans in Business Conference. I was giving them tips on how to prepare and get the most from an all-day conference. Here are some of the tips that resonated and might be useful for you when preparing for a conference or trade show.

1. Planning In Advance

I spent most of the class on this topic. Too many people pay money and spend a day (or days) at a conference and never plan their goals. No wonder they come back thinking it hadn’t been a good use of that time or money.

Before attending a conference, write down several specific goals. Do you want to meet a specific number of people? Perhaps a workshop will give you continuing education credits. Or maybe you are looking for ideas and best practices. Make sure you write them down and refer back to your goals periodically to ensure you are on track.

2. Business Cards

Bring lots. And I mean lots, like 50 for each each day of the conference. Then there’s no chance you’ll run out and look unprofessional.

3. Listen and Ask Questions

This is a common theme when I talk about networking, and it’s true here too. The more you listen when you talk to people, the more everyone will get from the interaction. Maybe you can help someone meet his conference goal. Or you can make some connections. Being a good listener will make you memorable and easier to follow up with in the future.

4. Introvert or Extrovert?

I got some laughs from this one, but it’s important. Introverts make better listeners, so you’ll do that piece well, but we introverts get tired easily in crowds, so we have to remember to schedule time to recharge alone.

Extroverts have plenty of energy and feed off being in a crowd. But you aren’t as good at listening, and you might flit from conversation to conversation, gathering cards but not starting any meaningful relationships. Remember to take a deep breath every so often and remind yourself to listen.

5. Follow Up

Of course you know you need to follow up, but do you schedule time to do it? I recommend you clear your calendar for the morning after the conference. Give yourself time to categorize business cards, prioritize follow up and then actually do it.

It will take longer than you think. At a minimum, I’d suggest blocking out two hours.

Anyone else have any good tips to add?

ROI on Social Media vs. Face to Face

Wednesday, March 16th, 2011

Last week I posted the question of what do you want me to write about. Reader Nancy Wigal of the Search Engine Academy of Washington DC suggested something on the ROI of social media.

I don’t have hard and fast numbers on it, and my answer still is “it depends on your goals.” I an article last year on how to track ROI from social media, and everything there still stands. Interestingly, when I wrote that article I didn’t talk about comparing social media vs face to face networking.

Now to be clear, my views haven’t changed. It’s still not an either/or, but I’ve been trying an experiment in marketing my monthly Netmasters workshops. I use my email newsletter, social media and face to face networking to promote it.

Guess what I’ve discovered?

Last year, I held a free session, and promoted it heavily through all three channels. There was no question. The majority of the registrations came through social media (Twitter promotion, mostly).

This year, I’ve only been promoting paid sessions (and by paid I mean $15, not a huge leap from free). Where am I getting the most registrants? Definitely face to face promotion at networking events and other classes I’ve taught.

Interesting. Free does well through social media. But paid does better through face to face networking.

Again, I believe you need both. Social media can be an excellent way to maintain a relationship that began face to face, making it difficult to separate the two. Which just confirms my belief that “it’s all about the relationship, stupid.” ;)

Anyone else have any results to share? Do they differ from mine, or are you noticing the same thing?