Are You Networking Too Much and Getting Too Little?

Several months ago I had someone I had introduced to my local Chamber of Commerce call and ask if I would meet him to discuss networking. It seems that he could not understand why he was getting so little for his efforts. I am always happy to help someone and agreed to meet with him.

When we got together he shared that he was really discouraged with networking. He said that although he belonged to 6 Chambers of Commerce, attended about 8 networking groups and gave referrals that he never seemed to get any referrals in return. He felt that he was getting way too little for his efforts.

While he was making an attempt, he really missed the point. He was attempting to network way too much. All that he was accomplishing was attending events but was not building any relationships.

The key to networking is in the relationship building. All he was doing was spending a lot of time attending functions and collecting business cards. I explained to him that he needed to belong to only one or two Chambers and get involved in them in some way. Instead of just attending all the networking groups, he needed to become an active member of one or two of those as well. Perhaps one Chamber group and one non-Chamber group.

Not only was he not building any solid relationships but even though he worked to give referrals, everyone in the various groups knew that he was attending all these other functions so they also saw him as a taker and not a giver. The members of the various groups figured that they would only get a very occasional referral as he didn't have enough to go around or that he was giving the same lead to several in the same business category.

Is this happening to you? Hopefully not but if you are going to more than a couple of various groups a week you may be suffering from the same problem. Just cut back, get involved and build those relationships.

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Copyright © 2009, Bill Hurlbut

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Quantity or Quality

A few months ago I was introduced to Twitter. I find it very intriguing and am convinced if used to build relationships, it can be a great business building tool. I got pretty "gung ho" about it and decided to grow my follower list as quickly as possible. In the process I also felt obligated to follow everyone and ended up auto-following so that I could keep up. While my number of followers was small compared to many, I was none the less proud of my accomplishment.

All of that changed this week when I read about Robert Scoble (@scobleizer) un-following 106,000 Twitter followers. When I went back and looked at my follower list, I was appalled at what I found. Through the auto-following, I was following many that I would never have followed if I had taken some time in checking out profiles, profile pictures and the content of what they were tweeting. More importantly, I realized that I had violated my own belief that the key to networking is building strong relationships not just being out there passing out business cards to everyone. Or, in this case just following everyone

I have begun my own purge of followers. How far I will go, I am not sure. I think the numbers really need to be based on what is right for you. However, this week instead of following 100's I have only followed a couple. I am trying to be more thoughtful in my process by being sure to send a personal note of welcome as well as trying to engage the individual. I am back to working on building a relationship in which I can bring value to the other person, remembering that it is about them and not me.

Thanks Robert for your bold move and for helping me to remember that it is all about quality and not quantity.

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Copyright © 2009, Bill Hurlbut

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Ladies, We Need Your Help

While I am addressing this post to all you ladies, it can equally apply to men.

Ladies, I want you to know that most the guys you meet at a networking event are not "dirty old men". We are not staring at you but trying to read that small print used on your name tag. So I would offer a few suggestions that I have picked up over the years regarding using name tags.

• Use large print. Make it easy for everyone to read.
• Use a good clear font with easy to read colors.
• Consider using your first name only. This allows plenty of room for large print.
• Wear on the ride side so it is easy to see when shaking hands.

A couple of other tips you may want to consider which will make it easy for someone you meet to ask you what you do are to leave off your company name and your occupation. I have found that doing this is a great way to really get a conversation started especially on a good note. If you use your occupation and/or company and they have had a bad experience in that area you will either get an earful or they will not talk to you at all.

So make it easy for people to just know you name and for them to ask you the question that you want them to ask, "What do you do"?

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Copyright © 2009, Bill Hurlbut

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Are You Keeping In Touch?

Most people I meet at various networking events do a good job of following up immediately after meeting you at an event. The sad part is, very few follow-up after that if they do not connect right away or make a sale. The whole premise of networking events today is to meet people for the purpose of building relationships not just to make a sale. And, building a relationship quite often can only happen after a period of time.

I really had this driven home recently when I had someone purchase a health insurance plan from me. While my business is almost all from referrals, I have occasionally in the past purchased some Internet leads to fill in gaps in my schedule. Well, this sale came from a lead I had purchased about 3 years ago. While the individual had some interest back then they were not really a good prospect at that time.

Since late 2002, I have sent out a monthly newsletter to friends, clients and prospects as well as to anyone that has found my website and subscribed through there. So this individual for the last three years has been receiving the newsletter. And when the time was right, she called me to handle things for her. I would not have gotten the call if it wasn't for having kept in touch over a period of time.

This happens all the time because I keep in touch on a regular basis. If you do not have a way of staying in touch, I would suggest that you find a way to do so. You are losing out on sales if you are not.

In a future post, I will go into some detail of how I have set up my newsletter and how it has helped me gain business as well as helped me in the search engines.

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Copyright © 2009, Bill Hurlbut

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Networking: A Great Pick Me Up

My entire career has been in the insurance field. Until 1995 I was always working for a company in some capacity. However that year I ventured out on my own as an independent agent. It was an interesting time as I learned to do everything myself, as I was no longer in an office were much assistance was provided.

Probably the most difficult task I faced was that of keeping myself positive and upbeat with no manager prodding and pushing. It could get rather discouraging at times, especially during a sales slump when it was easy to become negative.

I found though that a good cure for the occasional doldrums was to attend a networking event. It was a great place to meet positive upbeat individuals in a very energetic atmosphere. I made every effort to not miss a weekly meeting so that I could get an attitude boost on a regular basis.

If you are in a business by yourself, where you do not have others to give you a lift and some encouragement when you encounter a down time, try attending a networking meeting and see if you don't get energized.

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Copyright © 2009, Bill Hurlbut

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When Asked "What Do You Do?"

Over the years, I have read a lot of material on answering the question "What Do You Do?". Most of the articles I have seen all want to talk about crafting short, concise "elevator speeches" which contain a USP (unique selling proposition).

My approach has generally been different for a few reasons. The primary reason I didn't like these other approaches was that it started to make it about me. I always like to keep it about the other person so that I may get to know as much about them and as quickly as I can. As stated in earlier articles, I am all about it being about the other person. My intent is to do all I can to help them and not to worry about myself.

The second reason, is having a USP or any other selling proposition just doesn't seem to make sense. You can not sell anyone in 30 seconds or less, at least today, as it is about doing business with people we know, like and trust.

In a new networking group I was asked to help get started, I have had the privilege to get to know Roland DesJardins (@flyingfrenchman in Twitter), a business coach. We share many of the same ideas about the proper way to network. He has written a great entry in his blog, entitled "So What Do You Do?" Take time to read it. I think you will agree, as I do, that it is a great way to answer the question, "What Do You Do?".

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Copyright © 2009, Bill Hurlbut

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The Groundswell of Social Media Marketing by Stephanie Cross

Earlier this year, I had the privilege of meeting Stephanie Cross at a Mastermind Group I was invited to join. The group has had a great impact on my business and the way that I approach it.

Stephanie has a great grasp of how to market on the Internet and I asked her to provide me with an article I could use in an electronic newsletter I put out monthly. Her insight is so "right on" that I thought that I would also publish it here so that even more people could gain from her wisdom.

The Groundswell of Social Media Marketing
by Stephanie Cross

I have been reading a great book called "Groundswell" by Charlene Li and Forrester Research. It refers to the emergence of social media marketing as "the groundswell". With almost 300 million users on Facebook, 14 million on Twitter in the US alone and 40 million on LinkedIn, the groundswell is definitely here.

Why get into social media marketing? Is it really necessary? How is it going to benefit me?

These are questions we hear all the time. Let's address each question.

1. Why get into social media marketing? In the past, before the groundswell of social media marketing, how did people find your website? They either found it through Search Engine Optimization (searched on Google) or they already knew your URL beforehand. Now, Search Engine Optimization is only one of several ways people can find your site now...albeit an important way, it's not the only way. We have Facebook, LinkedIn, Twitter, blogging, enewsletters, articles and YouTube (these are the main outlets, in my opinion). There are many other resources you can use to drive traffic to your site. If you are only relying on Search Engine Optimization, you will be left behind -- WAY BEHIND!

2. Is it really necessary? ABSOLUTELY! Like we discussed above, if you are only relying on Search Engine Optimization and your competitors are using social media, they will have a HUGE advantage over you in regards to exposure, traffic generation and online presence. Think of it this way...if you had the opportunity to speak in front of almost 300,000,000 people, would you take it? Facebook alone gives you this kind of platform...use it to your advantage!!

3. How is it going to benefit me? It will benefit you in several ways.

* It will increase your online exposure on multiple platforms.
* It will drive traffic to your site.
* You will grow your contact list (your potential client base).
* Become known as an expert in your industry, which leads to increased sales, press opportunities, speaking engagements and more!
* You will be able to keep tabs on what the public is saying about your service or product. By keeping up with what the public is saying, you can respond appropriately or make needed changes if you see a trend. This component alone has saved several companies from situations that could have been a crisis. Instead they responded appropriately online and avoided the crisis altogether. Whether you like it or not, people are talking about you and your company...you need to know what they are saying.

Think of it this way, keeping with the "groundswell" theme...the wave of social media is here. You can either embrace, ride the wave, and be on top, or you can stand on the shore and be crushed by the tidal wave. Where do you want to be?

Stephanie Cross
Accounts Supervisor of Click To Client
http://ClickToClient.com
http://Shama.TV

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Copyright © 2009, Bill Hurlbut

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It's All About Relationships

If you have read any of my blog entries, you know that I firmly believe that networking is all about building relationships. This includes not only networking on a "face to face" basis but also through social media.

I had that further confirmed this week when I received a phone call from a very nice lady from near Kerrville, TX. When I answered the phone, she asked if I was the insurance agent she had seen on Twitter. I confirmed that I was and she said that she had seen my tweets but as yet was not following me.

She had several insurance questions which I answered during our 25 minute conversation. The part that was the nicest was when she shared with me why she had called me over all the other health insurance agents she has seen on Twitter. Her reason for calling was that all the other agents she had seen were only sending out tweets about buying insurance or getting quotes from their websites. She said that she choose me because my tweets were all about providing value and that I was not out there trying to sell.

While it is okay to let others know what you do, make sure that what you are really letting them know is that it is about them and that you care about them. Build those relationships first and the rest will take care of itself.

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Copyright © 2009, Bill Hurlbut

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Is Social Media For Me?

I recently began to get involved in networking through Social Media. I am using LinkedIn, Facebook and Twitter, with the latter being the one I use most. It has been a very interesting trying to learn how to use these tools. While no where near an expert on the subject, I thought I would at least express some of my observations.

I see that this can be a great extension of any current networking activities you currently use. If you realize that networking is about building relationships, you can build them anywhere regardless of weather it is at a networking event, at a charity event or on the Internet. If you are making everything about how can I help the other person and not yourself then these all are great venues.

In relationship building you need to keep it "low key" and see how you can help the other person and not just look to sell. I see so many people just coming out any using Twitter as a source to run their latest sales ad. There is no relationship building there. They are just an old time peddler. Instead the "tweet" should be something that is offering value to the other person. Provide a link to an interesting article, a good motivational quote, a piece of trivia or a useful tip.

Another very important area is your bio and a picture. Since you need to make yourself real to others, let them have a chance to know you as a real person. While I prefer the avitar to be you even a picture of your dog is better than just the avitar that is used if you don't upload one. I prefer to see a picture of the individual so I can get to know them. Being on Twitter to promote your business make it something in good taste.

Normally you will not go to a networking event and not speak to anyone so don't do that in Twitter either. Share some "tweets" with others and engage others in a short conversation. Who really wants to follow someone who has very few if any "tweets".

Be courteous and considerate as you would be in person. Thank those that follow you and try to make some sort of comment based on some of the "tweets" they have made or something in their profile "bio". You can do this if you answer them personally instead of using an automated process. Again, be REAL.

Remember that this is a public forum. In the business world we have been taught that there is no place for cursing or profanity. You should observe the same thing here.

Let people get to know you and then you can occasionally let them know that you are in a certain business or profession. You can offer answers to questions that are posed in your area of expertise. You can even do specific word search to be alerted to "tweets" that fall in your area so you do not miss things.

In the short time I have been using Twitter I have been able to form some relationships, open some business opportunities and hopefully soon, close a couple of sales. I think that almost any business can do this if they are willing to spend some time developing those all important relationships. While it takes time, just as in networking "face to face", it should be well worth it over the long haul.

Only you can answer whether or not Social Media is for you. But for me, I have found my answer. I hop you do too.

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Copyright © 2009, Bill Hurlbut

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12-Step Networking Program

I currently enjoy the fact that almost 100% of my business comes from referrals from people tat I network with. It has been a great asset to learn how to network.

In 2001, most of my business came from cold calling. That year I joined the HEB (Hurst-Euless-Bedford) Chamber of Commerce. It was there that I was introduced to the concept of networking. One individual that I meant who became a mentor to me was Michael Stammer. I thank him for allowing me to use this article that he wrote some time ago.

12-Step Networking Program

1. Know why you are there.
Be on purpose.

2. Dress for the occasion.
Dress so it's LEAST likely to be noticed. Women: No purse — pockets are more practical.

3. Be aware of other people's space.
Stand as close as you've earned the right to be. You have to test this. Each person has their unique sense of personal space. You want to be in it without violating it.

4. Use a warm, interesting opening.
Ex: “What part of this world do you run?” Remember, the people you are meeting have already heard 20 people ask them "what do you do?" and they are likely in a trance. You have to wake them up. If you lighten up and have some fun, stay out of the ordinary, people will be more likely to want to spend some time with you.

5. Blend.
Match and mirror how the other person stands. Note their voice, energy, etc. People tend to feel most comfortable with people they feel are like themselves. A little NLP training can help here. [Read NLP: The New Technology of Achievement, a good reference on NLP, which stands for Neuro Linguistic Programming.]

6. Smile. Look at their eyes.
Actually the bridge of the nose is even better; it keeps you from staring. Notice their eye color; if you have gotten the color of their eyes you have really looked at and "gotten" them.

7. Demonstrate caring for the other person.
Ask “what is the profile of your ideal prospect?” Then LISTEN! Ask questions; write on their business card. (Ask permission first.)

8. Cards
Hold his/hers, and write while you talk. If you are right handed keep new cards in left pocket or vice versa. You don't want to be fumbling with 20 other leads you have picked up when you are trying to find your own card to give somebody.

9. Use a Memory Hook.
When people ask you “What do you do?” have an interesting, specific (preferably quantified) end-result benefit you can state in one or two brief sentences. This is called a Memory Hook. For example:

“We are in the business of helping entrepreneurs and sales professionals develop from good to excellent in sales results. Our clients average 42% increase in sales the first six months.”

What will you say when someone asks you “What is the profile of your ideal prospect?”

10. Leave.
Here are a few good techniques for getting away and on to another person:

* "I'm new here. Could you introduce me to a few people?"
* "You seem new here. Let me introduce you around." (Then introduce them to total strangers and watch the fun. They will suddenly be comfortable talking to a total stranger and you have broken the ice with someone new, too.)
* "Excuse me, but I need to meet several more people before I leave tonight."

When you leave use a warm individual-focused “Walk-Away Statement.” For example:

“Gene, I appreciate your sharing your unusual approach to specialty advertising. I'll keep it in mind when I meet folks that fit your client profile.” [see Building Your Referral Tree]

11. Follow-up
Call within 24 hours. Leads are like bananas - they ripen quickly. (see Artful Followups)

12. Prepare:
Don't try to wing it. Take some time to write out your Memory Hook and your Walk-Away Statement. Plan your follow-up process. Then practice. And most of all, have fun!

For more on Michael Stammer visit his website at www.jumproductions.com.


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Networking: The Who, What, When, Where, Why and How Part 3

When I originally wrote this article about 16 months ago, the third part was just a resource list of a couple of websites to check out and a short reading list. I have included that below but I wanted to make a few comments about another type of networking I have recently begun doing. That is, social networking.

With social networking or social media as it is often called, the basics are the same but applied to another medium. With the world shrinking more and more every day, thanks to the Internet, it is now more than ever possible to create relations around the globe.

The concepts are the same in that you want to create a relationship with people so that they get to know you, like you and trust you. When connecting over the Internet, again keep it low key and provide value to others. Do not just be a peddler of goods and services.

I will discuss this more in future posts but for now I would just mention that I personally use Twitter, LinkedIn and Facebook.

Websites:

www.hellomynameisscott.com

www.fripp.com

www.theconnectionqueen.com

www.eyeonsales.com

Books:

Dig Your Well Before You Are Thirsty by Harvey Mackay

Power Networking by Donna Fisher and Sandy Vilas

Cracking The Networking Code by Dean Lindsey

Endless Referrals by Bob Burg

The Go-Giver by Bob Burg & John David Mann

The World’s Best Known Marketing Secret by Ivan Misner & Virginia Devine

Prospect Factory by Ted Stevenot

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Copyright © 2009, Bill Hurlbut


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Networking: The Who, What, When, Where, Why and How Part 2

How

Probably the most common place to network would be through something like a Chamber luncheon, after hour mixer, ribbon cutting or business expo. In addition you may look for even more formal venues such as a formal networking group like the Chamber leads group, a BNI group or other similar group.

To be successful in your networking efforts you should have a plan for the event that you are attending. It may be to meet someone in a specific business or to make just a certain number of contacts. But have a reasonable goal or plan for yourself. It should not be just an attempt to exchange as many business cards as possible.

Your preparation for attending the event should include having a nametag. Most experts suggest that you wear the nametag on your right. This allows it to be readily seen when you shake hands as the other person. I have found a great website that offers more free information on nametags and networking than any other site I have seen to date. The site is www.hellomynameisscott.com. He suggests that all you use on your nametag is your first name. No business name or occupation. I have tried this recently I have great success in opening conversations this way.

An easy way to begin, especially if you are new to networking is to approach someone standing alone and perhaps off to one corner. You can open a friendly conversation by asking a simple question or making a comment. While it sounds a little corny it could be just a comment about the weather. Or you might even ask if they attend this type of event often. Once a conversation is begun, you can then turn to asking what they do and perhaps exchange business cards. While you want to be polite and courteous, you are not required to just exchange cards if you do not feel that they fit into your goals for the event.

If you do exchange cards, you may want to make a note on the back as to anything you may have agreed to such as a meeting or something you were to get to them. It is considered polite to ask first if they mind if you make a note on the back. This is extremely important if you do business in an international environment as in some cultures it is considered very disrespectful to write on a card. When you do exchange cards be sure to hand it with the print facing the person you are giving it to. Generally you will not want to spend more than about 5 minutes with an individual so that you are able to meet several people at the event. One way to move on is to introduce them to someone else.

As soon as possible after the event, you will want to make any additional notes about your contact as well as when and where you met the person. I prefer not to keep the card itself but to enter the information into a database for future reference. I use ACT but there are several other software programs available or you could even use an Excel spreadsheet. I prefer the use of the computer as it takes the burden off of having to figure out the best way to file business cards and also having to remember a lot of information. You can search in so many ways that it makes things much more efficient.

The next thing you will want to do is have some sort of follow up with your new contact. You can send a note or have a get together (one on one meeting) or even both.

What is a one on one meeting? A one on one meeting is a time to get together with someone you want to connect with and get to know them better. It is not a time to try to sell each other. Take time to find out about them such as family, hobbies, share business & personal successes, etc. It may be as short as 20 minutes or as long as a couple of hours. It may be over a quick cup of coffee or on the golf course. The idea is to build a relationship and to find ways that you may assist the other person in building their business. Remember, it is about them, not you. And people like to do business with or refer to people they know, like and trust. That is what you are trying to accomplish is to give the other person that opportunity.

In addition to learning about them personally and professionally a few other questions you may want to ask are:

What do you do?

How did you get started in your business?

What do you enjoy most about your profession?

What trends do you see coming?

What ways have you found most effective in promoting your business?

How can I know if somebody I am talking to would be a good prospect for you?

What next

After your meeting be sure to follow up with a personal handwritten note of thank you. This can be one of your best relationship builders. Not many people today take the time to send a handwritten note any more. This will help separate you from the crowd. An additional step I like to take is to have a follow up meeting a few weeks down the road. Take a few minutes to reconnect, get to know them better and follow up on something that came up on your original meeting.

All this takes time but it will pay off. It makes your work and life much easier in the end.

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Copyright © 2009, Bill Hurlbut

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Networking: The Who, What, When, Where, Why and How Part 1

Who

Anyone can benefit from learning to network and there is no age too young to begin to learn.

What

Definition of a network from Wikipedia is any interconnected group or system. More specifically, a network is any method of sharing information between two systems (human or mechanical). Obviously we are here today to talk about human networks.

My definition of networking is a little different. It is the building of a group of relationships in which the you can provide assistance of some type to another individual without the expectation of anything immediately in return.

When and Where

While you can pretty much network at anytime and anywhere, you need to use some discretion in your efforts. It may not be appropriate to get too involved in networking for instance at a funeral.

Why

The reason to network will vary from time to time and from person to person. For some it may be to grow a business endeavor, find a new job, maybe a new golf or bridge partner or perhaps even a spouse. The overall intent though should be to make the connections for the future. It may even be for something that you have no current idea that you will need the connection for.

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Copyright © 2009, Bill Hurlbut


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Welcome to my blog

Welcome to my blog. Since I am new to blogging this will be a work in progress for awhile.

While my profession is that of a life and health insurance agent, my passion is to teach others how to grow their business through strong relationships built within a networking environment. And now with the proliferation of social networking sites, it is now possible to develop these relationships in a viral way.

I believe that if in our relationships we will focus on giving we will ultimately receive. I further believe that there is a biblical basis for this. In Luke 6:38 we are told "Give, and it will be given to you. A good measure, pressed down, shaken together and running over, will be poured into your lap. For with the measure you use, it will be measured to you". (NIV)

While building strong relationships takes time, these strong relationships can help you build your business to nearly a 100% referral business. This blog will focus mostly on thoughts and ideas to help you grow your business through these strong relationships. The material will either come from my own sharing as well as from that garnered from others.

I hope that this blog will serve to help others grow their business in ways that they have never imagined possible. Please come back often and be sure to leave a comment that may help others to be successful.