The Right Way

Like me, I'm sure you all have so many requests from people you have never met to connect on Linkedin or Facebook or other social media sites.  I am a relic, so unless I already know the person I don't usually agree to the link.  Ever so often, a new person will actually be appropriate in the way the try to make the connection.  That happened last week.

Stacey Heckel is a sales rep for Paychex here in the Toledo area.  She actually took the time to customize her invitation to me instead of relying on the old, "Please join my professional network."  Because of her extra effort, I suggested that we meet for coffee.  Now having also worked in that industry in the past, I do know that this time of year most of the payroll sales reps are busier than the proverbial one-armed paperhanger.  But Stacey made the time the day before Christmas. One gold star.

Stacey didn't try to sell me on payroll.  She did ask if I had any employees and when I explained that I only had vendors, I was poised to the "Well we can do 1099s attack."  So right from the start she demonstrated that she understood the value of relationship development instead of pushing product.   Second gold star.

When she found out that I had also worked for Paychex ages ago, she asked for advice and actually listened to it.  I knew that because she then would ask more questions.  Gold star 3.

I began to tell Stacey about the networking opportunities that she didn't know about and filled her in on the details of some groups that she only knew a little about.  She took notes.  Gold star 4!

But Gold Star Five was when at the end of our conversation, Stacey turned it around and asked what she could do to help me.

I predict that Stacey will be successful in this position because in order to do so she needs to develop strong relationships with those who can refer and introduce her to business owners.  By training she is a social worker.  She likes to really help others and that training will pay off big time for her.





A  5-star meeting the day before Christmas.  Now that's what it's all about!

Is January a Throw-away Month?

So last week, I was trying to find some organization networking dates for 2013 for a couple reasons.  I post many dates in our Connext Nation newsletter AND I wanted to make my own networking plans for next year.  I want to reinforce that this was happening in the middle of December.

Boy did I hit a wall!

Evidently, it's just not done to publish the January dates until January or not at all.  Yesh!

One organization said, "Oh we don't do anything in January because people just aren't ready to get back to work."  Or maybe the organization doesn't want to get back to work??????

While this is very frustrating to me, I decided to just set my January goals in a different way.  I will have coffee and chats with two new people per week.  I've already accomplished setting those appointments through the middle of January.  And gosh, those people wanted to get back to work.

So, if you are the keeper of the website of a member networking organization, please, please, please schedule your next year's dates on the calendar no later than the end of November.  And that's my rule.

How are you working differently for the beginning of the year?

But What do I Have to Give?

Those new to using networking as a business tool are sometimes mystified about how to use this tool!

One day I met with a young woman, new to the area, and she was puzzled by how she could offer anything of value to people she met with.

I explained that as she met each new person, she added to her resource directory and that each new person gave her the opportunity to make a connection with that person and someone else in her growing network.

She literally sat back in her chair, thought for a second and said, "I just would never have ever thought of that!"

Networking can be the best way to become a valuable person to your friends, because you will bring added value to them.  And that's what networking is all about. 

What else would you have told this young person?

Trade Show Blues

OK, so it was only 50 bucks for the booth.  And I only spent another 50 on stuff to have at the booth.

What really ticks me off, is the networkers who tromp on my territory. Yep, that's right, they steal from me.


These are the people who visit the trade show as attendees.  These are the people who use my booth space as their booth space. 
These are the people who come up to me when I am exhibiting my company and tell me about what they are selling.  

Now, I'm not against a good old-fashioned conversation with a little give and take about what each other does.  After all, I won't know if what I have to offer is anything they would want or need if we don't.  And of course, I am very open to helping others.

But I'm talking about those rude people who are bold enough to come right up to my booth and sell what they have to offer, never asking a question about what the heck I am doing there and then moving on.  They are takers all the way. 

I'm calling the sheriff the next time they try to steal my time!

Know the Rules!

As we grow in our careers, many times we become known as experts in our field.  As a result we are asked to present at various meetings.  While we may be the expert in our work, sometimes we don't come across to our audience in that way.  Why?  For the very reason that we are not experts at presenting.

I was at a Chamber meeting last month when a couple rules were broken that took away from the speakers' credibility.

Rule #1, If you've forgotten your notes, don't announce it.  The audience doesn't know and if you are an expert, you should know what you're talking about anyway. So what if it's not exactly as you wanted it to be as long as you deliver the info.

Rule #2, This is one that drives me crazy.  DON'T LEAVE THE SPEAKER'S LECTERN EMPTY.  EVER!  Correct speaking etiquette calls for the emcee to introduce you, stay behind the lectern to welcome you to the stage.  Then at the end of your talk, please wait for that person to return to relieve you of your duties at the lectern.  Never, ever, should the audience be sitting there looking at space.  This rule is broken all the time.  You can watch for it now.

Are there any other miss-steps that you have seen speakers make?

Cornered

I just did a one!

What's a 1, you ask???

Well, I can't take credit for the term, but it means that I met with another person who monopolized the conversation for most of the time.  My friend, Sandy Pirwitz, who is a BNI Director, is the one who coined the phrase several years ago when caught in a similar situation.

But I think it's more embarrassing and frustrating for me because I'm known as the networking guru.  I should be able to manage better, right???

WRONG

This person watned me to know how wonderfully intelligent he was and also that he is an authority about everything...including areas of referral networking.  Including.......(fill  in the blank).

I had asked to schedule the event because this person had expressed a complaint about a program I oversee.  I wanted to hear his concerns and then hopefully solve some of those issues.  That didn't happen because this person didn't want solutions.

What did I learn from this situation that will help YOU in the future?  I wish I could give some really good advice here, but the only thing I have to say is just don't schedule with the type of person a second time.  Once burnt is enough.

Maybe you have some advice for me?????

Be There, Be Square!

More times than not I like to be there when I introduce two people.  Why?  Lot's of reasons!

1.  I usually learn something new about both even if they have been my friends for a long time.

2.  I can help to control the conversation.  It's easier for me to finesse the chat toward the reason for the intro than it is for either of the two to steer it.

3.  If there is something that "goes wrong" during the conversation, I can be aware of it and either attempt to fix or at least share my observations.

4.  It's helpful to have a third pair of eyes watching for body language.

5.  I can ask a pointed question without seeming like I am selling.  I'm just an interested third party!

6.  I may see an alternative for either or both parties, that neither of them would think of alone.  Again, because I am a silent observer, it gives me time to think.

7.  As the "organizer" of the introduction, I can act as the host, getting the conversation started, eliminating that awkward time of who should talk first!

What other reasons can you think of for being at the introduction of two people?