As many other networkers are doing these days, I've jumped on the social-media bandwagon. LinkedIn, Facebook, Twitter,....ah, Twitter.
I just had one of what I am sure are many distasteful experiences on Twitter. I was "spammed"by a follower. One of those, "you-can-make-money-on-the-internet-if-you-buy-into-my-scam" guys. I won't identify him or her here since that would be like giving TV time to a streaker at a baseball game.
If you are using Twitter, be sure and police who your followers are weekly or more often and block them. If you don't know them, trust them or feel it is important for them to be in contact with you, then cut them loose.
Better safe than sorry.
Relentless
Friday, July 31, 2009
Wednesday, July 29, 2009
The Last Words
Pay attention to last words. Whether it's a meeting with a customer, a lunch with friends or saying goodbye to your mom at the car door as you leave, last words are memorable and important.
It's happened to me for years. I've spent hours with a client over lunch, discussing a project or agreement. It isn't until we got up to leave that he leaned over and said a few key words, such as "you've got the deal," or "the next time we meet...." or something similarly decisive.
It's happened with friends at lunch. We've talked about many things and when the check comes, so do the revelatory words. "The next time we meet,..." or "Remember...."
And, of course, when we part from family. My late mother-in-law was always good about choosing her words carefully when we parted at the door, the car or at the airport gate. Some of my most memorable conversations with her were at these times.
Remember all of a meeting and pay attention to the last moments especially.
Relentless
It's happened to me for years. I've spent hours with a client over lunch, discussing a project or agreement. It isn't until we got up to leave that he leaned over and said a few key words, such as "you've got the deal," or "the next time we meet...." or something similarly decisive.
It's happened with friends at lunch. We've talked about many things and when the check comes, so do the revelatory words. "The next time we meet,..." or "Remember...."
And, of course, when we part from family. My late mother-in-law was always good about choosing her words carefully when we parted at the door, the car or at the airport gate. Some of my most memorable conversations with her were at these times.
Remember all of a meeting and pay attention to the last moments especially.
Relentless
Saturday, July 25, 2009
Internal and External Networks
A tale of two networkers from this past week.
My brother, Phil, closed on a new job this week using his internal network. He did all the cool things you need to do when you get a lead: researched the company, found out the leadership, did his homework on who does what there, what they do, audiences and customers. He directed his application to the key person he thought would be making the hiring decision. Then he did something else: he consulted his network. In Phil's case, he talked to his internal network: brother, wife, son, friends. They gave him feedback on the next questions to ask, how to ask them, and reviewed what had worked (and not worked) up to this point.
He used his team to help him square his mind on his next decisions and positioning.
My friend and former work colleague, Amanda, also used her network this week to her advantage. Amanda had a first live, in-person interview with a C-level exec from a manufacturer. After the first phone interview, she reviewed what she had said and heard and collected her thoughts. She called on her external network of associates and connections in the same or similar industries, marketing and sales professionals and business owners. This balanced review gave her the confidence she needed as well as armed her with questions and an approach that helped position the meeting.
We all have these circles around us. If you ask, they will help you. Whether it's closing on a job offer or trying to solve a business problem, your network is there to help. And remember, too, you are a part of someone's network as well so you can return the favor.
Relentless
My brother, Phil, closed on a new job this week using his internal network. He did all the cool things you need to do when you get a lead: researched the company, found out the leadership, did his homework on who does what there, what they do, audiences and customers. He directed his application to the key person he thought would be making the hiring decision. Then he did something else: he consulted his network. In Phil's case, he talked to his internal network: brother, wife, son, friends. They gave him feedback on the next questions to ask, how to ask them, and reviewed what had worked (and not worked) up to this point.
He used his team to help him square his mind on his next decisions and positioning.
My friend and former work colleague, Amanda, also used her network this week to her advantage. Amanda had a first live, in-person interview with a C-level exec from a manufacturer. After the first phone interview, she reviewed what she had said and heard and collected her thoughts. She called on her external network of associates and connections in the same or similar industries, marketing and sales professionals and business owners. This balanced review gave her the confidence she needed as well as armed her with questions and an approach that helped position the meeting.
We all have these circles around us. If you ask, they will help you. Whether it's closing on a job offer or trying to solve a business problem, your network is there to help. And remember, too, you are a part of someone's network as well so you can return the favor.
Relentless
Tuesday, July 21, 2009
Interested versus Interesting
Conversation is a two-way street. However, in the interest of networking effectiveness, you really need to be more of a listener.
Again, to quote the late Walter Cronkite, we need to be more interested than interesting. That is to say, listening, being interested, is by far preferable to working hard at being interesting.
Start a conversation with a question. Guide the discussion toward your conversant. Listen carefully and build on each question. Learn something about who they are and what they do. Where did they go to school? Are they a local native? Why did they choose their career? What's it like to do their kind of work?
You get the idea: this isn't about you--yet. When the conversation turns to you (and it will, if your conversant does what you do), politely answer questions, but go back to them. From your perspective, you'll learn more about them and you by sharing.
Relentless
Again, to quote the late Walter Cronkite, we need to be more interested than interesting. That is to say, listening, being interested, is by far preferable to working hard at being interesting.
Start a conversation with a question. Guide the discussion toward your conversant. Listen carefully and build on each question. Learn something about who they are and what they do. Where did they go to school? Are they a local native? Why did they choose their career? What's it like to do their kind of work?
You get the idea: this isn't about you--yet. When the conversation turns to you (and it will, if your conversant does what you do), politely answer questions, but go back to them. From your perspective, you'll learn more about them and you by sharing.
Relentless
Monday, July 20, 2009
Opinion versus fact
With the passing of Walter Cronkite, the sharing and reporting of information has been discussed. Mr. Cronkite, being the reporter and editor he was, knew the difference between opinion and fact.
Whether it takes written form or conversation, relating information continues to change. Today's world of instant information has put a different spin on things, but, ultimately, the concept shouldn't have changed.
We all need to know the difference between opinion and fact. And corroborated fact. Mr. Cronkite, and my journalism professor, Ted Conover, would agree that you not only get your information from more than one source, that you also make sure that you hear what you're repeating from more than one source.
When we are in conversation with those in our network, we want to make sure we are accurate, ethical and clear in information we are passing along. Whether it is a job lead, information about a company or facts about our host, we must be accurate and honest.
It's only good manners.
Relentless
Whether it takes written form or conversation, relating information continues to change. Today's world of instant information has put a different spin on things, but, ultimately, the concept shouldn't have changed.
We all need to know the difference between opinion and fact. And corroborated fact. Mr. Cronkite, and my journalism professor, Ted Conover, would agree that you not only get your information from more than one source, that you also make sure that you hear what you're repeating from more than one source.
When we are in conversation with those in our network, we want to make sure we are accurate, ethical and clear in information we are passing along. Whether it is a job lead, information about a company or facts about our host, we must be accurate and honest.
It's only good manners.
Relentless
Saturday, July 18, 2009
Putting on your game face
Every day that we wake up and go out in the world to engage others, is one more day of challenges. Some more challenging than others.
Friday was one of those. You're at the end of the week and there are still two more events to get to. And you just are about ready to hang it up and be absent.
Well, suck it up and go. Really.
Once you are there, things will be fine. You'll slip into it and it will happen.
How? Put on your game face.
Like athletes and public speakers, networkers have to prep themselves. Think about the arena, who your "opponent" will be, what your game plan is, how you will "score", and imagining yourself in the "win column."
Now, these are great words but they do translate well. Let's try this list if you have a bit of trepidation before heading out to an event:
Like the athlete, picture yourself in "victory."
Relentless
Friday was one of those. You're at the end of the week and there are still two more events to get to. And you just are about ready to hang it up and be absent.
Well, suck it up and go. Really.
Once you are there, things will be fine. You'll slip into it and it will happen.
How? Put on your game face.
Like athletes and public speakers, networkers have to prep themselves. Think about the arena, who your "opponent" will be, what your game plan is, how you will "score", and imagining yourself in the "win column."
Now, these are great words but they do translate well. Let's try this list if you have a bit of trepidation before heading out to an event:
- Prep yourself by dressing for the occasion. Fresh shirt or blouse, favorite tie, sharp jacket.
- Pack your business cards.
- Think about who will be at the event.
- Once at the event, slip into conversation with something simple like the weather or the menu.
- Take a deep breath and sigh or laugh before you go into the room.
- If the event has a meal, remember this ins't about eating, it's about engaging. Not that you shouldn't enjoy the meal, it's just not a priority.
- Afterward, collect cards and notes and acknowledge who you met. Bot to them and yourself.
- Good job, you did it.
Like the athlete, picture yourself in "victory."
Relentless
Thursday, July 16, 2009
Observing: More on Building Your Personal Brand
A great exercise in helping define your personal brand is to pay attention to what others say and note what they observe about you.
Our colleague, Robin McCasland of Buck Consultants, says to try this at home: sit with a colleague and use three words to describe each other. On paper:
The results might be surprising, but it will give the both of you a simple starting place on who you are and what comprises your brand.
Relentless
Extracted from a presentation by Robin McCasland to IABC Dallas on July 10, 2009
Our colleague, Robin McCasland of Buck Consultants, says to try this at home: sit with a colleague and use three words to describe each other. On paper:
- Describe yourself in three words
- How do others describe you? (in three words)
- Ask someone to describe you (in three words)
The results might be surprising, but it will give the both of you a simple starting place on who you are and what comprises your brand.
Relentless
Extracted from a presentation by Robin McCasland to IABC Dallas on July 10, 2009
Monday, July 13, 2009
Courtesy, kindness and the man on the street
The other day I witnessed one of the best examples of how to engage and move on with courtesy and kindness intact.
My colleague, Paul Fulham, and I were walking to lunch. Along the sidewalk, we were approached by a young man with a message who wanted to engage us in conversation.
Now, in another scenario, most people would have brushed the young man off with a simple "not interested" or ignored him completely. Not Paul. He handled it a bit more gracefully.
We continued to walk to the restaurant as the young man asked his questions. Paul answered each one as we walked, directly. When he got to the last one, Paul answered diplomatically, "well, I'm not comfortable praying with you as I don't know you, and my relationship is with God." With that the young man took his leave of us.
The point is that nearly every situation can be dealt with with class and civil conduct. Even those on the street deserve our courtesy. Quite honestly, we don't know who is watching. And more importantly, we need to be true to ourselves--and our personal brand.
Relentless
My colleague, Paul Fulham, and I were walking to lunch. Along the sidewalk, we were approached by a young man with a message who wanted to engage us in conversation.
Now, in another scenario, most people would have brushed the young man off with a simple "not interested" or ignored him completely. Not Paul. He handled it a bit more gracefully.
We continued to walk to the restaurant as the young man asked his questions. Paul answered each one as we walked, directly. When he got to the last one, Paul answered diplomatically, "well, I'm not comfortable praying with you as I don't know you, and my relationship is with God." With that the young man took his leave of us.
The point is that nearly every situation can be dealt with with class and civil conduct. Even those on the street deserve our courtesy. Quite honestly, we don't know who is watching. And more importantly, we need to be true to ourselves--and our personal brand.
Relentless
Friday, July 10, 2009
Building Your Personal Brand
Your personal brand is who you are to the world. It is up to you to define it and shape it...and control it.
Robin McCasland of Buck Consultants advises that there are five things to keep in mind when you are building your personal brand:
We'll take these on one at a time over the next few entries. This is good stuff and we all need to pay attention about how we are perceived by the world.
Relentless
This is an extract from a presentation by Robin McCasland of Buck Consultants given to the IABC Dallas chapter on 7/10/09.
Robin McCasland of Buck Consultants advises that there are five things to keep in mind when you are building your personal brand:
- Be choosy, be specific
- Having an ego is not a crime
- Pay attention to what others observe
- Become part of a clique (get involved)
- Get outside inspiration if you need it.
We'll take these on one at a time over the next few entries. This is good stuff and we all need to pay attention about how we are perceived by the world.
Relentless
This is an extract from a presentation by Robin McCasland of Buck Consultants given to the IABC Dallas chapter on 7/10/09.
Wednesday, July 8, 2009
Nix the hard sell
Keep in mind that relationship selling is just that--selling you, not a product or commodity.
If you are into networking to generate sales, be patient. And I'll pull this word out--classy. If you go to an event with order pad in hand, well, knock it off. If the next words out of your mouth after, "Hi, may name is..." are either "where can I send my resume?" or "would you be interested in buying..." then you are not getting this.
I once worked for a company that swore up and down they were relationship sellers. Well, yes, they did sell to people they had relationships with. However, the business was a manufacturing concern at it's core and relied on volume sales of products ("stuff stackers" as one colleague describes them). Their approach was to meet folks, but write them off if they didn't place an order.
To be honest, there is a place for that style. Usually, longer sales cycles are the best fit for true relationship selling as described in this space. True, you have to close the sale ventually. Just don't kill future sales for the instant gratification of the immediate sale.
Relentless
If you are into networking to generate sales, be patient. And I'll pull this word out--classy. If you go to an event with order pad in hand, well, knock it off. If the next words out of your mouth after, "Hi, may name is..." are either "where can I send my resume?" or "would you be interested in buying..." then you are not getting this.
I once worked for a company that swore up and down they were relationship sellers. Well, yes, they did sell to people they had relationships with. However, the business was a manufacturing concern at it's core and relied on volume sales of products ("stuff stackers" as one colleague describes them). Their approach was to meet folks, but write them off if they didn't place an order.
To be honest, there is a place for that style. Usually, longer sales cycles are the best fit for true relationship selling as described in this space. True, you have to close the sale ventually. Just don't kill future sales for the instant gratification of the immediate sale.
Relentless
Sunday, July 5, 2009
Impressions and attitudes
Not everyone can get along with everybody. It's true, particularly in business. While we do all seem to live by the axiom of "we do busienss with people we like," sometimes that doesn't always hold.
Some people naturally don't fit with other people. If an account executive has a personality conflict with a client contact, one has to change for the good of both businesses. It's nothing against either party, it's just that eh client (and the AE) have the right to work with someone they can relate to, like, connect with.
When I worked for a creative company as their new business development guy, when I was in meetings with a prospect and I sensed a potential conflict, I offered to step away. "There are eight other AEs in this company," I would suggest, "I know one of the them will match up well with you and your company vision."
So, don't get upset if you hear through the grapevine that your biggest client or important network contact doesn't care for you. There is always a workaround. Be the bigger person and suggest alternatives.
Relentless
Some people naturally don't fit with other people. If an account executive has a personality conflict with a client contact, one has to change for the good of both businesses. It's nothing against either party, it's just that eh client (and the AE) have the right to work with someone they can relate to, like, connect with.
When I worked for a creative company as their new business development guy, when I was in meetings with a prospect and I sensed a potential conflict, I offered to step away. "There are eight other AEs in this company," I would suggest, "I know one of the them will match up well with you and your company vision."
So, don't get upset if you hear through the grapevine that your biggest client or important network contact doesn't care for you. There is always a workaround. Be the bigger person and suggest alternatives.
Relentless
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