In today's obituary for early television pioneer, Art Linkletter, he is quoted as saying he credited his conservative older adoptive parents with teaching him to be able to talk with anyone.
That's a talent or skill we could all use. Mr. Linkletter used it to his professional advantage in being able to talk with children on his long-running segment of his TV programs, "Kids Say the Darnedest Things." He also knew when to let the other guy, or kid, get the laugh. Because he knew it wasn't about him.
I saw this trait in action in yet another generation this past weekend when I visited my son and daughter-in-law. Jaclyn is one of those people who can talk with anyone. I'd heard the stories of her engaging the strangers next to them on planes to the point of getting a ride home from the conversant. But I had never witnessed it first hand.
We were all walking down by the locks on the Mississippi River in Minneapolis when she walked by a man fishing from the pavement above the river. A freshly caught Catfish in his bucket, the middle-aged black man with the fishing rod was telling this blond girl in pink all about the bait he used and what time of day was best to fish that location.
What was most important about this conversation is that Jaclyn was listening and the fisherman was talking. She proved to me why she is good at sales for the freight company she works for. She had this guy volunteering all kinds of data.
But realize this is not just because she's pretty and blond. Jaclyn knows the tools of a great networker--listening and speaking carefully. Look past the obvious and listen and ask, rather than talking and directing. You just might learn something and get someplace you hadn't considered a destination.
Relentless
Wednesday, May 26, 2010
The Three "A"s
In a conversation with a physician friend the other evening, he introduced me to a concept I hadn't heard of before.
The three "A"s:
Unfortunately, in the example he used, it was a bit of a negative connotation. In the mill that our healthcare industry has become, in some healthcare systems, this is an order of priority that you have when either getting or choosing a physician.
Are you affable or approachable? Do people like you well enough to do business with you?
Are you available? Will you be there when the prospect needs the service or product? Will you be there when they need it again? Will you back it up?
Do you have the skill and ability the client needs? Really, all three of these elements work together to give you an advantage (or disadvantage). If you can't do the work, why bother with the first two?
Things to think about.
Relentless
The three "A"s:
- Affability
- Availability
- Ability
Unfortunately, in the example he used, it was a bit of a negative connotation. In the mill that our healthcare industry has become, in some healthcare systems, this is an order of priority that you have when either getting or choosing a physician.
- Is he or she affable? That is, can you talk with them?
- Are they available? Do you have access to them and them to you?
- What is their ability? This is the scary question because it is listed third....
Are you affable or approachable? Do people like you well enough to do business with you?
Are you available? Will you be there when the prospect needs the service or product? Will you be there when they need it again? Will you back it up?
Do you have the skill and ability the client needs? Really, all three of these elements work together to give you an advantage (or disadvantage). If you can't do the work, why bother with the first two?
Things to think about.
Relentless
Friday, May 21, 2010
Is common courtesy dead?
This must be a sign of the times or that I am not moving fast enough for them.
Today I got a call from a connection who asked me a question. Once I answered the question, before I could react, the line was dead. I guess I fulfilled their requirement.
Whatever happened to "goodbye"?
Common courtesy, Emily Post style, I suppose is dead in this hectic, want-it-now, wired society. We crave/want/need/demand attention/information/satisfaction and then we're done.
Why?
I, for one, hope this practice dies a quick death. What better way to hack off and alienate your network than to cut them off as if they were stale bread from yesterday. In other words, think long and hard about how you treat people or they won't be around to be treated.
Relentless
Today I got a call from a connection who asked me a question. Once I answered the question, before I could react, the line was dead. I guess I fulfilled their requirement.
Whatever happened to "goodbye"?
Common courtesy, Emily Post style, I suppose is dead in this hectic, want-it-now, wired society. We crave/want/need/demand attention/information/satisfaction and then we're done.
Why?
I, for one, hope this practice dies a quick death. What better way to hack off and alienate your network than to cut them off as if they were stale bread from yesterday. In other words, think long and hard about how you treat people or they won't be around to be treated.
Relentless
Sunday, May 16, 2010
Referrals
Referrals are a powerful tool. Whether you are the giver or the receiver, referring someone is both a gift and a great tool.
As we discussed in a recent Networking Skills Workshop in Dallas, referrals are a basic function of your network. We've all worked hard to build a network, to be an influential or to meet and know influential people. the natural by product of all that work is to distill off a bit of referral to fuel business.
First, a word about influentials: we really don't know who we know or who others know. As our friend, Ben Smithee, is fond of saying, we want to be connected to who you know. Influentials are those people you see in networking situations sharing leads. For them, it is about being selfless. Good comes to those who do good deeds and good work.
Whatever you do, as we've said in this space before, don't burn a bridge: you may be standing on it.
Posting a link on Facebook or Twitter to an article by or forwarded by a trusted colleague you want to promote to your network is another way to get the word out about someone in your network.
And using blogs, as I am using this post, is another way to promote and connect.
Happy referring.
Relentless
As we discussed in a recent Networking Skills Workshop in Dallas, referrals are a basic function of your network. We've all worked hard to build a network, to be an influential or to meet and know influential people. the natural by product of all that work is to distill off a bit of referral to fuel business.
First, a word about influentials: we really don't know who we know or who others know. As our friend, Ben Smithee, is fond of saying, we want to be connected to who you know. Influentials are those people you see in networking situations sharing leads. For them, it is about being selfless. Good comes to those who do good deeds and good work.
Whatever you do, as we've said in this space before, don't burn a bridge: you may be standing on it.
- Have a strategy in meeting people
- Be willing to share a contact with someone you meet, either voluntarily or when they ask
- Always end the conversation with "and how may I return the favor?"
- In person
- Via a two-party e-mail intro
- A LinkedIn introduction
- A phone call
- A singular intro to one to meet the other
Posting a link on Facebook or Twitter to an article by or forwarded by a trusted colleague you want to promote to your network is another way to get the word out about someone in your network.
And using blogs, as I am using this post, is another way to promote and connect.
Happy referring.
Relentless
Sunday, May 2, 2010
First Impressions
They only come along once, so be sure and make a good one. First impressions, that is.
Whether you are meeting someone at a networking situation for the first time or your new boss at that new job, there are some things to remember:
Knowing what to deliver is important. before you go to that event, know who to talk with or who is going to be there. If you are starting a job, ask the boss what she expects of you (make a list).
Demonstrating your abilities, either in the microcosm of the event or the first few days of a job helps build momentum. People remember effective people. Be concise (but polite) with conversation and take leave appropriately. Complete the work assigned to you clearly, accurately and completely.
Knowing where you are and how to react means knowing processes: which hand to shake with or what software to use.
Actively listen to those you meet. You'll remember more than you might believe and you will be memorable ll the same.
Be organized. Business cards. Check. Short intro speech. Check. make sure your office looks and feels like the workspace of someone who knows what they are doing.
And knowing your brand. In this day and age of controlling your digital footprint, be sure you are consistent in message from platform to platform and from time to time. This is Product You, so be careful how you position and advance yourself. It's up to you.
Relentless
Whether you are meeting someone at a networking situation for the first time or your new boss at that new job, there are some things to remember:
- Understand expectations
- Demonstrate who you are
- Know the environment
- Actively listen
- Be organized
- Know your brand
Knowing what to deliver is important. before you go to that event, know who to talk with or who is going to be there. If you are starting a job, ask the boss what she expects of you (make a list).
Demonstrating your abilities, either in the microcosm of the event or the first few days of a job helps build momentum. People remember effective people. Be concise (but polite) with conversation and take leave appropriately. Complete the work assigned to you clearly, accurately and completely.
Knowing where you are and how to react means knowing processes: which hand to shake with or what software to use.
Actively listen to those you meet. You'll remember more than you might believe and you will be memorable ll the same.
Be organized. Business cards. Check. Short intro speech. Check. make sure your office looks and feels like the workspace of someone who knows what they are doing.
And knowing your brand. In this day and age of controlling your digital footprint, be sure you are consistent in message from platform to platform and from time to time. This is Product You, so be careful how you position and advance yourself. It's up to you.
Relentless
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