Smart Business Networking

Business Networking 101: What is it and why bother?

Corinne Gregory — Thu, 29 Sep 2011 22:21:26 +0000

In today’s market, it’s not enough to just have a good idea and a solid business model. Given the rough economic ground we’re currently treading, your competitors are certain to possess both in spades. So how can you help your company stand out from the crowd? Through effective business networking.

Before we go too much further, let’s define “business networking” for those of you who may be new to this topic or practice. According to About.com “business networking” is the “process of establishing a mutually beneficial relationship with other business people and potential clients and/or customers.”

Every time you engage in networking, you have the potential to impress someone new, and if you go about it in the right way, because of the nature of “mutual benefit,” you can tune them in to what you and your business are doing.

So how can you improve your current network reach, and catapult your business further into success? Simple, start focusing less on what your network can do for your business, and start focusing more on what your business can do for your network. Effective business networking involves building real relationships with real people, instead of just viewing the field from the detached perspective of an income generating entity. Keep your network close and allow yourself to really care about everyone in it as an individual, and you should already be well on your way to networking success.

“But if I’m only concentrating on building respect, friendship, and trust within my current network, how can I expect it to grow?” Well, much like high school and college social cliques, effective business networking revolves around getting to know the right people, and getting to know them the right way. Starting out with a close network of like-minded business people who have nothing but the utmost respect for you will help you meet new people to share your ideas and business with, and your current network is likely to help introduce you to more and more of these sorts of individuals. A key idea to remember is to treat everyone as if they could potentially expand your network. Even if an individual doesn’t seem to know many key players in your field of business, these things can change quickly, especially if said individual knows how to network.

As you can see, networking is a lot like making friends, with the added benefit that the friends you make can benefit you professionally, and, ultimately, financially. If you’re not quite convinced that effective business networking is a necessary part of your success in the world of business, consider this: networking will introduce more people to your business, and the more people know your business, the more likely they are to do business with you. So, isn’t it about time you got started on the path to successful and effective business networking?

Successful business networking – News Flash: It’s Not About YOU

Corinne Gregory — Sun, 25 Sep 2011 00:12:16 +0000

Say the words “business networking” and what likely comes to mind? Well, if you have been involved in business for any time at all, you probably have a vision of a few dozen people in a hotel ballroom, all clutching business cards and hoping to make as many connections as possible. It didn’t even matter if the connections were high-quality – the belief seemed to be that it was all about the quantity of business cards you were able to collect. Somehow “more business” was merely a matter of numbers.

But that really isn’t the way it works. If you approach networking in the typical way, your attitude is working against you. You see, it’s not about YOU and how many connections YOU can make; successful networking is about what you can do for others.

“Wait, a minute,” you’re probably thinking at this point. “I’m networking to develop more connections for MY business; I’m not there to give someone else a boost.”

But that’s my point. Virtually everyone approaches networking from the “what’s in it for ME?” mindset. And, because most people take this approach, you’ll just be another one in a sea of “seekers.” You’ll get lost in the noise.

Instead, consider a different way: put yourself in the shoes of the person with whom you want to network. If someone approaches you with the attitude of selling you on something – even if you are being sold on them as a person or what they can do for you – you have a natural repelling reaction. We all do. We have an instinctive aversion to being sold. So, if someone approaches you, and they take the position of “let me tell you all about ME,” you’re less likely to listen. If they lead off asking about you, what you do, how you came to be there, you’re more likely to engage in a discussion. Because they are asking about YOU, not just telling you about themselves.

How do we connect this with business networking? Well, if you think about what you have to offer someone or an organization, purely and simply, without pressing what YOU can get out of them, you have a much better chance of actually making a connection.

Leading with an approach something like… “Hi, I’m Jacob Green. I’m with XYZ Company. I don’t think I’ve seen you here before, and I was just wondering what you were hoping to gain from coming today. Perhaps if you tell me a little about you and what you’re looking for, I might be able to help.” Notice how you put the emphasis on how you might be able to help without expecting the other party to be of help to YOU? It wouldn’t be unusual for the other person to reciprocate later by asking how they can help you, but you made THEM the focus of your conversation. Much different than saying, “Hi, I’m Jacob Green. What do you do or who are you with?”

Now, here’s the one key tip you need to know to really be successful at this: you MUST be authentic and genuine. If you are faking an interest in the other person JUST to get a foot in the door, you will likely fail. People don’t like phonies and if you come off as insincere, not only are you “selling,” (the first no-no), you are disingenuous. Doubly-bad. Not only will you find your approach doesn’t work with your first “target,” word will likely get around that you are just a player who is looking only to get, without having anything to give.

So, the next time you go networking, think about 2-3 areas in which you might be able to help another person and make your sole objective to make a connection or two for whom you can be a resource. Then, be sure you follow through if you promise to do something for them. Once you do that, stay in touch, but, again, for how you can continue to help them. Don’t be surprised if those individuals think of you the next time they can help you or find resource that they can connect you with. Your circle of contacts will increase, but more importantly, you will be seen as someone who gives. And that, is the most powerful networking tool of all.

Need a job? Mind your Manners!

Corinne Gregory — Mon, 19 Sep 2011 21:43:58 +0000

Recently, I had the opportunity to attend one of the largest Job Fairs here in the Seattle area. No, I wasn’t LOOKING for a job… I was helping a business partner staff their booth. It was eye-opening to me because I’d never attended one before. Yes, certainly I had the basic idea of what occurs in one, but having never attended, I wasn’t certain.

My business partner is in the “business” of providing career development services to individuals and organizations. And, because of that, “we” were in the position of giving candidates advice on their job search. As a content-development partner for them, I had a first-hand look at how the advice I give professionals about their social skills is truly a strategic tool in their job search, and, frankly, at any point in their career.

Some of it is SO basic, or should be. Yet, too many people just don’t have the right tools. For example, it takes 27 seconds to make a first impression. I had several job searchers approach our booth and the first sentence out of their mouth was, literally, “What jobs are you hiring for?” Uh, where’s the foreplay? You could at least start with “hello” or introduce yourself. Of those valuable 27 seconds you had to make that impression, what picture did your opening sentence present to me? It is so simple to just use a few different words, a slightly different approach, and you’d have a better chance of getting a foot in the door.

Others asked what advice I could give them about being more successful at the job fair. Well, it became patently obvious that with 3600 job seekers coming through in a 4-hour span, not a single person was going to get hired on the floor. And nearly everyone was there to try to get their foot in the door with a prospective employer. It was gun-shot fashion.

So, my best word of advice was: don’t do what others are doing. Everyone is there pitching themselves, and as I explain in my book, people have a natural aversion to being “sold.” So, don’t go to the Job Fair with the plan of trying to sell yourself.

Instead, consider just making contact with potential employers. I suggested they do this: ask the recruiter this question – “What are three things you would say an ideal candidate for your company would have?” Listen to what they have to say, and, make a note of it. Get a card, keep this information handy so that when you contact the recruiter to follow up a few days after the Job Fair, you have a way to connect with him/her in a direct way that is head-and-shoulders better than just foisting a resume on them.

If you follow up with a note later that says, in essence “I met you at XYZ Job Fair this week to discuss opportunities with you.” Then, you indicate that the recruiter named three things/skills the ideal candidate would possess and then highlight how your job experience, skills or talents fit those ideal characteristics, you stand a much better chance of making a positive impression.

However, when you cite those three things, make sure they genuinely match who you are or what you’ve done. Don’t stretch the truth because it will come out at some point in the interview process. You must be genuine. That also means being genuinely interested in the job they have. If you just want an informational interview, by all means say that. But don’t lead them on just to get a foot in the door. If you don’t fit their needs, don’t waste your time…or theirs.

It’s all basic Manners 101 — “Treat others the way you want to be treated.” It’s very simple, but there are lots of ways you can use that in both your interviewing process and all throughout your career. That’s how today’s business leaders “…stand out and be successful.”