Being positive

At the most recent show I was producing for a client, I encountered George.

George gave me a lesson that I want to share here: be positive.

While most people complain about the long hours of a show, having to stand most of the day, or having to talk with people, George was quite the opposite. "Bring 'em on," was his mantra. While it is true that trade show duty can be grueling, George made the most of the opportunity. He was happy to meet people, enjoyed telling the story of his company and product and all but rejoiced in talking with the next group.

I know, I know, is this guy real? Well, yes he is....and so is his attitude.

It's a simple thing to put a smile on your face, to stand straight and greet people with an outstretched hand. You need to like what you do to do it right, but it really helps, not only your networking, but you'll feel better, too.

So, the next time you are in a networking situation (happy hour, trade show, cocktail party, dinner party, business meeting), think of all of the positives of the time. You will be meeting new people, learning new things and sharing your ideas with new ears.

Be like George more often

Relentless

Keeping people in the conversation

At a networking event this morning, I was reminded of the importance of being included.

It goes back to the note in an earlier entry in this space about being polite: don't leave anybody out of a conversation. Be inclusive.

From the time we are kids, we want to be included. Sometimes the teacher or adult had to intervene, but, ultimately, it was up to us or those in teh group to be included or invite you in.

Same goes at the modern networking event. Make the effort to include people in the conversation. Don't let them sit there while you talk away and they just have to listen. give them an entry place or an intro: "what do you think, Rick?" or "Ruth Ann, I remember your question at the last event..." or, best yet, "Hi, my name is....welcome. what's your name?"

We're all here to meet people and learn.

Relentless

Returning phone calls

It is so simple of an act: returning the call of someone who has called you.

I know many of us have an aversion to the phone. But, let's face it, somebody called you first. And now you owe them the courtesy of returning their call.

It's easy. And can be the difference between profit and a loss. Sure, sometimes it's just you calling back a friend (and that's how you really need to look at it), but many times it is a client calling back--and that's business.

In the past, I've actually gained clients because I called back when they hadn't heard from their incumbent account executive. This simple (and courteous) act can mean a lot to the receipient. And you.

So, pick up the phone when it rings. Return the call from the voicemail:

• Promptly (with a few hours at the most)
• With a smile (really, smile when you talk)
• Prepared to answer any questions. Or pose them.
• Remember who placed the first call.
• Be prepared with correct names and any facts your caller may be interested in.

Relentless

Speaking engagements

One of the best and easiest ways to extend your brand and earn credibility with your network is to become a speaker.

Whether you are a seasoned veteran or beginner, standing up in front of a group and sharing your experiences, knowledge or humor (or some combination of the three) is a great way for you and your audience to grow. Not to mention, giving you new-found confidence.

The group could be your local association (ad club, professional groups such as IABC, and AMA) or chambers of commerce (here in Dallas, the North Dallas Chamber) or the local Rotary. Most groups are looking for speakers and would welcome the opportunity.

The topic should fit the group. Whether it's marketing to small businesses or teaching how to re-pot plants in the spring, be sure and know your topic and fit it to the group. Make it educational in nature and not a sales pitch (remember the rule: stop pitching and start listening).

Style and format are up to you and fit to your audience as well. PowerPoint or just a speech as a standup, make it interesting and entertaining. Be sure and give your audience some things to walk away with.

And be prepared to come early and stay late. As my colleague, Jeff Warr, learned at a presentation just the other day, lunchtime runs from 11am to almost 3pm! People want to engage someone (like you) in interesting conversation and learn something at the same time.

Relentless

Overkill on social media

After a number of months of using LinkedIn, Facebook and Twitter, I'm on overload.

And I guess I should be. But it doesn't have to (and shouldn't) be that way.

What got me thinking about this is Facebook. I see a number of colleagues using Facebook as a way to reach out to freinds, clients, prospects and the rest of the world. However, hearing moment-to-moment about "being tired" or their latest cup of coffee, is a bit much. So, I've taken the approach that I take with LinkedIn.

LinkedIn is a bit more serious. It allows you to make a comment about what you are doing right now, as does Facebook. However, I've even taken a step back here: I only mention those things that are serious and of interest to my fellow LIers. These entries are more of the "travelling to the AWMA show" or "attending the IABC networking event" rather than the fluffier stuff. Truth is, I've also taken the same serious direction with Facebook and Twitter. It's polite, professional promotion.

And I've cut back to only a few entries per week rather than the multiple-day postings of earlier this year.

A good thing is nice; let's not abuse a good thing. And, too, let us all realize that we're adults and we should think carefully (and long and hard) before speaking (or, in this case, typing). Besides, we all have work to do beyond this.

Relentless

Happy Hours

OK, so rubber chicken at lunch is not enough when it comes to making connections? Now we need to get out and drink in the early evening to make more connections?

Seriously, when you extend your networking strategy beyond lunchtime, you get into a different crowd. Let's face it, lunchtime isn't for everyone, what with busy schedules, errand running and people doing three and four jobs during work hours these days.

So, try a happy hour or two in your mix. Usually the format is two to three hours in length, it's standing up and walking around having five or ten-minute conversations with one person or small groups. And the topics are more open-ended and not just business topics. You'll meet more people and have more fun in a shorter time. Who knows, you might go on to dinner with some of the people you meet at the HH.

Some basic rules:

1. Try to limit your alcohol intact. A drink is fine, but know your limits.
2. Be polite. Listen more than talk.
3. Move around. Know when a conversation needs to end--or continue.

In the Dallas-Fort Worth area, there are a number of Happy Hours that local groups hold, including:

• IABC Dallas Happy Hours, once a month, usually the third Wednesday (www.dallasiabc.com)
• DFW AMA Meet and Greets, once a month, usually the second Thursday (www.dfwama.com)
• NDCC AfterHours, quarterly (www.NDCC.org)

Have a good time and continue the connecting.

Relentless

Stop pitching, start listening

The best quote of the day at a luncheon I attended yesterday was this one:

"Stop pitching, start listening."

The presentation was on freelance marketing communications and how to get into, manage, and stay in the field. Much of teh discussion centered around service, rather than the product one sells.

Hmmm....a common theme....

Let's listen to those who we talk with. Their story will lead you to your story or the conversation you need to have between you. If all you have to offer is a "pitch" then your audience, more often than not, will tune you out before you even start.

While the elevator speech can be a part of that initial conversation, people are really more interested in learning who you are as a person. The more you know about someone, the more you will understand what it is they need or want. Sometimes it isn't evident in a few minutes--it may take hours of conversations and more than one meeting.

While you are "qualifying" leads, stop and enjoy the voyage of discovery with those you engage with. Remember that other axiom:

"You never know who you will work with or for."

Relentless

Burning bridges

Let's just follow this title with "don't."

Everyone you encounter is really in your network. And everyone in your network is valuable. You never know who will lead you to new business or who you might lead to something.

You never know who you are going to work with or work for. I remember parting ways with a supplier on not-so-good terms (he wasn't happy I was moving my business). Two years later this same supplier's company had been purchased by my company and we ended up being co-workers. We did get along because of a long-standing relationship, but it started out awkward.

In another case, a former supervisor took over a company that I called on as a sales person. Because we had worked together, we understood each other's styles and had a strong working relationship.

And, lastly, a quote (unattributed):

"Be careful when you burn that bridge; you may be the one you are standing on."

Relentless

The elevator speech

It is the basic tool of the networker. That 15- to 30-second collection of words that you say when asked about who you are and what you do. While many of us talk about it and use the term, how many of us have actually thought it through and have an elevator speech strategy?

• First, remember this is about brevity. Get to the point.
• Start and finish with your name (and company, if appropriate).
• Distill what it is you (and/or your company do/does).

With homage to John Ritter, those are the Three Basic Rules If You Want to Engage Network Effectively. So, let's try this. My speech goes something like this:

"Hi, I'm Paul Maynard of Zachry Associates, a full-service marketing communciations agency specializing in market research and working with non-profits. We help our customers understand their customers so they reach them more efficiently. I'm Paul Maynard, Zachry Associates."

State your name, describe your offering simply and state your name again.

The second sentence can go away if the elevator ride is shorter. Remember, this is about starting a conversation. It's the monologue before the dialogue. And once you've said it, always remember to ask the person you are talking with about themselves. Its' polite and, besides, you might hear a really good elevator speech.

Relentless