Ten Common Networking Mistakes

Here is a short list of things we all do to sabotage our networking efforts:

1. Lack of follow up
2. Not listening
3. No energy
4. Not qualifying
5. No planning
6. Not having a basic presentation
7. Poor communication
8. Talking about features and not benefits
9. Being afraid to talk to strangers
10. Being a know-it-all

That first one is the worst thing you can do. If you meet someone be sure you make contact again--and soon.

Listen. And even if you are listening, be sure you listen actively.

Energy equals passion. Passion equals engagement. Engagement leads to relationships. You get it.

Be sure you know who you are talking to and why. Qualify everybody on some level.

Know before you go to an event what you plan to do. Who will be there? What will be people be talking about? Do you know what you are going to say?

Know your short introductory speech. It is your entree to the room and to conversations. Be like the Boy Scouts.

Communication is a basic skill we really all know how to do. Take your turn talking. Ask questions. Make eye contact are a few things to remember.

Talk about why rather than what.

People are only strangers because you haven't met them yet.

And finally: everybody knows something, but no one knows everything.

Relentless

Remembering and Being Remembered

This past week at the EXHIBITOR Show in Las Vegas, I had a real lesson in remembering and being remembered.

Walking down the aisle in the trade show part of the event, I passed by a company I have known since I started producing trade shows. And who should stride out from the booth but my good friend who had been there at the beginning with me.

As I spoke with my friend, I was reminded of how he was one of the first suppliers I had met in this business. And while we haven't done business with one another in some time, we have stayed in touch.

And staying in touch was the key: he had been connected with me via LinkedIn for the past few years and read my daily updates. "Wow, you are 'The Relentless Networker'," he said to me. (so the moniker has stuck, eh?). He then proceeded to tell me how he needed my help in marketing his firm.

Now that's keeping a fire burning.

All I can say to this is for all of us to keep in touch with as many relevant people as we can on a regular basis. We all know people and you never know when one of them might step forward at the most appropriate time. This, for me and my friend, was one of those times.

Don't burn bridges, build them. And you never know who you will work with or for in this life.

Relentless

"Tell me a story"

One of the rules of networking is "have stories." My physician is one of the best examples of this.

Whenever I go for a visit to The Good Doctor G, he greets me with "Brother Paul," followed by "tell me a story."

That's a great engagement line. But it also illustrates that being able to clearly and succinctly tell your "story" helps paint the picture for the asking party.

In a networking situation, stories help us illustrate or/and support our point. Whether it's a work-related story or a personal one from your tellable archives, being able to become part of a conversation, help support someone else's point or illustrate one of yours, it's a great device.

However, don't misuse or abuse this device: this isn't so you can name drop or relate unrelated triumphs. It's not about you, it's about connecting.

Relentless

Taking Leave

Knowing when to end a conversation is just as important as starting a conversation.

Timing is everything, but don't sweat it. It is, after all, just a conversation. But remember to be polite and respectful of time (both your conversant's and yours).

You will really know when the conversation is either over or run its course. Just before the "awkward moment" and better when there is a brief silence, take leave and excuse yourself.

The best approach is to say, "well, it has been nice talking with you," and/or "I'll talk with you again soon." Then say goodbye, shake hands and back away.

Simple, clear, polite and true.

Relentless