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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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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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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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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