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"be the salesperson you would buy from" is my motto
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What Kind of Business Networker Are You?
There are many different types and styles of networkers in the business world. Which type are you? Are you someone who gathers as many business cards as possible, or do you actually take the time to get to know people?
Written Mar 20, 2008, read 407 times since then.
There are many different types and styles of networkers in the business world. Which type are you?
Throughout my life and in my many varied careers, I admittedly have used many different tactics - mostly without even thinking about it. Lately my methods have changed and hopefully progressed and become more effective. I know it has made me feel better, increased the number of people that I really get to know and will eventually help my business.
For the most part, in the past I have had what I call "The Tradeshow Mentality", which is to basically talk to as many people as possible and wrest their business cards and contact information from them - whether they want to give it to me or not. While this can sometimes be helpful in building a prospect list, I have never found this tactic to be very effective. Most of the time when following up with these people, they don't remember me and/or don't care to - and my time (and theirs) has been wasted.
Another common tactic and one I have used in the past and try to avoid is being the "Constant Salesperson". Using this tactic, one is constantly talking about themselves, their business, their products or services and how the person they are talking to is going to have a better life if they purchase them. They seldom even feign interest in the person or people they are talking to - and many times turn people off. Lots of times, these type of behaviors actually scare people toward the door and can ultimately sully attitudes towards networking so that the "prospects" are scared out of networking at all.
What has proven to be most effective and rewarding (in many ways) for me, is to take the time to actually get to know people at networking events. I'm sure that I still talk about myself way too much (a difficult habit to break), but I’m working on that – although one might not believe it with the way that I write. I really do have, and attempt to show, a genuine interest in getting to know people and learn about them as individuals first and their business second. Once I get to know someone, I find that there is usually some way that we connect or share common experiences. I have yet to find anyone that doesn’t have some positive qualities and something very likable about them.
Once you get to know and like someone, it is much easier to want to go out of your way to want to help them. Many times this will be in ways that could not have been imagined before meeting. Often a connection does not happen with the first introduction, but if you have a real interest in others, people will sense that and it will be much easier to connect with them in the future – at other networking events or through follow up calls, emails or meetings. After multiple contacts, it is much easier to refer them to other friends and associates for business, other assistance or to simply share ideas. You actually get to know them and want to help.
Getting to really know someone is not always easy and many times, keeps one from the opportunity to talk to everyone at an event – even though everyone has something to offer. I have found that most of the time when I go out of my way to get to know and help others, the rewards that come back to me are exponential – and sometimes truly amazing. This is not always true, but sure beats some of the alternatives.
I'd really like to know what type of networking has been most beneficial to you, your life and ultimately your business?
Learn more about the author, Joe Kennedy.
Comment on this article
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Posted by Michelle Basey, Kirkland, Washington | Apr 01, 2008 -
Posted by Molly Gordon, Suquamish, Washington | Apr 01, 2008Hi Joe,
When I started my business in 1996, both personal/business coaching and the Internet were relatively new. Even before that I was networking online through bulletin boards and newsgroups (remember those days?)
I came to love the 24x7 nature of online communities. At 11 p.m. on a Saturday night, I could post a question about an obscure problem with my knitting machine (my previous business was as a fiber artist), and I would almost always have a solution within the hour.
In the early days the Internet was a bit like the Wild West. There was a great sense of mutual support along with an important pre-requisite: you had to demonstrate your willingness to do your part.
I've never lost my fondness for networking online. It gives me a worldwide reach and lets me respond to others in a more considered way than is sometime possible face to face.
I find that I am sometimes utterly "there" at face to face events (what coach Jackie Nagel calls, "belly to belly"), and sometimes I just freeze. I've learned to stay home when I'm feeling introverted or stressed. ;-)
In the past I have volunteered early and often for any organization I joined. I can't count the number of boards and committees I've served on or the number of events I've helped plan and produce. These days, I look for the line of least resistance: where can I add the most value with the least effort?
Often as not, that is online.
Thanks for asking.
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Posted by Cynthia Ulrich, Redmond, Washington | Apr 01, 2008Very good topic, Joe! You've raised awareness within me of how I present myself when in situations I might perceive as filled with business opportunity.
I hope that I'm successful at just "being me"; I hope "being me" is being a good listener and somewhat fearless, always respectful, contributor. I shudder to think I might act as an (over) enthusiastic seller of my self or my services.
Yes, I fail sometimes, get nervous and have been known to talk too much. However, with honesty and willingness, these bad habits can be transformed to better, kinder habits.
Wow! Seems like your article opened up a fountain of information for me to look at! Thanks! Cyndie
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Posted by Paul McFadden, Renton, Washington | Apr 02, 2008Hi Joe: I value realtionships so if I attend any event, I'm looking to have a meaningful conversation that can be followed up on. I believe it's not the number of conversations you have but the depth instead. Take care.
Paul
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Posted by Pamela Ziemann, Bellevue, Washington | Sep 19, 2008Lately, I've been enjoying co-hosting events. Together we bring in a larger crowd and can share our unique expertise. Everybody wins and it's been a lot of fun. It's natural to refer people when you've hosted an event with them.
Thanks for bringing up the topic Joe.
~Pamela
Article tags
- networking
- tactics
- sales turn offs
- helping others
- referrals
- relationship building
