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Posts Tagged ‘Giving’

The Key to Success In Networking

Monday, May 21st, 2012

I recently gave a presentation on networking and social media, and one of the attendees came in very late. Afterwards, she asked me about the key to success in networking.

There are two.

1. Be willing to give before receiving.

2. Be able to communicate how we can help you.

The first one is pretty obvious, I think. The second gives people trouble. If you’ve helped us, we should want to help you. But you have to tell us how.

Don’t assume we know who you need to meet or who is a good client for you. Only you know that. If you don’t tell us, we’re likely to get it wrong. Or think we don’t know anyone and do nothing.

Take responsibility for communicating your needs. I think you’ll see a big difference in your success.

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Tags: Giving, Networking, reputation
Posted in Networking | No Comments »

Make Free Easy

Wednesday, December 14th, 2011

Do you give stuff away for free? When you do, how many hoops do you make us jump through?

I recently participated in an online focus group. One of the things they offered us was a coupon for a free sample of the product we were looking at. Free? Sign me up!

I finally got the coupon (a couple of weeks later). It’s been sitting in my Inbox for over a week. Why? Because of what is required to print it.

The coupon is only good for one printing. I need to be sure my printer is on, ready to go, with paper loaded and my ink cartridge full. I’m not kidding. Those were the instructions.

Now my printer is, how do I put this? Old and cranky. With my luck it would be in a mood when I tried to print the coupon, and I’d be out of luck.

I get that they don’t want me printing zillions of these things for friends, family, clients, etc. But seriously. Does it need to be this hard? Kind of makes me feel not trusted, which doesn’t leave me.with a warm fuzzy about them and their product.

Giving stuff away is good. It allows us to try before we buy. But don’t treat your potential clients like criminals or make it so hard that we say “No thanks!”

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Tags: Giving, marketing
Posted in General | 2 Comments »

Be Specific To Get What You Want

Wednesday, June 22nd, 2011

I was at a networking event a couple of nights ago, and I ran into a contact I hadn’t seen in a while. We chatted and caught up and then agreed it was time to work the room. As we were departing, she said, “If you run into anyone you think I should meet, let me know, and I’ll do the same for you.”

It was a kind offer, and she meant it. We could have gone our separate ways then, but what would we have missed if we had?

You’ve got it. Neither of us knew who the other was targeting. So how could we have known who would be a good contact for the other?

I asked her who she most wanted to meet, and she gave me a short list, which immediately generated an event she needed to attend. We’re meeting there today, and I’m certain I’ll be able to make some introductions for her.

See what happens when you remember to be specific and ask for what you want?

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Tags: Giving, Networking Events, Referrals
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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.

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Tags: communication, Giving, Networking Groups, Relationship building
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Talking About Other People Is Good

Monday, April 4th, 2011

I was at a networking event recently where instead of elevator speeches, we had a few minutes to talk to a person we’d never met before, and then we gave the other person’s elevator speech.

Did it get awkward a few times? Sure. I had to feel for the estate planning attorney who never got introduced as such.

But it was interesting to watch. I’ve been going to this event for about 6 years now, and I know a lot of the regulars. Some of them can’t talk about themselves, but they blossomed when they were asked to talk about someone else.

Sometimes it’s hard to talk about yourself. We’re taught as kids to stay in the background and not draw attention to ourselves. We’re told not to “brag on ourselves” and similar messages.

But talking about someone else can be easy. It doesn’t summon up the voice of our moms past. This is why I recommend people go to events with a buddy. Try it sometimes. Go to an event and find contacts for your buddy. Really talk him up. As long as your buddy does the same for you, the event can be a success for each of you.

Your buddy may describe your business in a slightly different way than you would, and that different approach may resonate with the audience. And it’s easier for someone else to say “She rocks!” than for you to say it about yourself.

So give it a try sometime. And report back on how it worked for you and your buddy.

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Tags: communication, Giving, Networking Events
Posted in Networking Events | Comments Off

Who To Refer?

Wednesday, February 16th, 2011

I recently heard something very disappointing at a networking event.

Three of us were talking. For ease of writing this, we’ll call the other two people Jim and Jane. Jim expressed a real need for a service. I knew Jane had a good relationship with someone (Bob) who offered that service and I turned to her and said, “I’m sure you’ve already referred Bob to Jim.”

People, this should have been a no-brainer, and I was so certain Bob had been referred that I almost didn’t say anything. Good thing I did. Because Jane said, “Oh, Bob isn’t in my networking group anymore.”

Don’t worry. Bob did get the referral, but I kind of felt like I was guilting Jane into it.

So what’s up with this? If someone provides a good service does it matter if you’re not in the same networking group anymore? Remember that networking is about building relationships. Relationships last (or should) no matter what group you belong to.

The situation would have been different if Jane had said, “No, I didn’t refer Bob because someone new in that position has joined my group, and I referred her instead.” That would have been fine. At least someone would have been referred.

But to hear about a need, know someone who can fulfill it and say nothing? That’s counter to every principle of good networking.

This must be a common problem because I’ve had so many people tell me, “When I left that group, I never heard from any of the members again.” Regular networking meetings are a way to stay in touch. They aren’t the only way.

You want people to remember and refer you, no matter what group they are in, right? Then stay in touch with everyone in your network, no matter what groups you do or do not share.

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Tags: Giving, Networking, Networking Groups, Referrals, Relationship building
Posted in Referrals | 3 Comments »

Giving Back During Your Job Search

Wednesday, October 20th, 2010

I’ve talked to plenty of people who are looking for jobs. They understand that they need to ask for help, but they also understand they need to give back. And they don’t know how.

If you’re worried about that, congratulations. Your heart is in the right place. But don’t sweat it so much that it stops you. You’ve got more to give than you probably think.

Remember that networking isn’t something you do once and stop. Networking is about building relationships. And relationships continue. You need the job today. But the people you are networking with may need a job tomorrow. So part of giving back is staying in touch so you can be ready to lend a hand later when needed.

Good job seekers get out and talk to a lot of people. That means you are meeting new folks. Which gives you an opportunity to be a connector. Let’s say you are on an informational interview with someone. They mention they need a new software package to address a problem. It just so happens that you met a couple of weeks ago with an IT guy. Offer to arrange an introduction. It’ll make you look good, and everyone potentially wins.

Always make it a habit to ask “And who do you need to meet?” People will usually tell you. And don’t worry if you don’t know someone right then. Life is funny that way. I was in a meeting yesterday, and the person I was meeting with asked if I knew any pharmaceutical sales reps. I don’t. But you know what will probably happen in the next month? I’ll probably meet one, just because I’m now tuned to listening for them.

Try it out. Ask the question. See if you can come up with some introductions for the people in your network. The harder you work for them, the harder they will work to help you find a job.

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Tags: Giving, job search, Referrals, Relationship building
Posted in Referrals | 3 Comments »

A Big Door Just Opened

Friday, September 24th, 2010

Sometimes doors open unexpectedly. Most of the time when it happens, it’s because of your network.

I just had a completely unexpected door open. As most of you know, I’ve been planning to self-publish my book: Networking and Social Media. Well, I might land a traditional publishing contract instead. There’s upsides and downsides to that, and it might not happen, but it’s exciting to explore the possibility.

While I’m eager to share that news with you, the real purpose of this post is to show how it happened and demonstrate that networking is more about giving than getting. (@BobBurg would be proud!)

This all started when I “met” a fiction author on the KindleKorner Yahoo Group. I read a couple of his books, liked them and started following him on Twitter. A few weeks ago, I saw a tweet from him that a website proposal had been accepted. I hadn’t known he was a web designer. I asked him if he had a portfolio site, and he sent me a link. I was pleased to discover that he specializes in websites for authors. The more I talk about self-publishing, the more questions I get, and having him as a resource is a good thing. By the way, check out his site (link above).

I forwarded his link to a couple of freelance writers I know. One of them mentioned she had posted it to a LinkedIn group. I asked her for the name of the group, and I joined it. I lurked for a few days and then responded to a question.

A couple of days after that, I received a connection request from a member of the group, who is also a publisher. We exchanged emails, and this morning I received an email from him asking to see my manuscript.

That’s a long way of saying that I helped a connection by promoting his work, and that led to a connection that could help me.

Will I get the contract? Maybe. Maybe not. Networking opened the door. Now the book has to stand on its merits. But no matter how it turns out, this is a success.

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Tags: Giving, Referrals, social media, writing
Posted in Referrals | 3 Comments »

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