and down the Facebook timelines of their friends, ... Here's a tactic that I teach everyone in my business .... Director
The
Networking Handbook
6 Networking Don’ts That Every Professional Must Know by Andy Sokolovich www.BentBusinessMarketing.com
Table of Contents • Introduction
• Don’t #1: Fake the Funk • Don’t #2: Sell
• Don’t #3: Talk Too Much • Don’t #4: Seek Out The Big Fish • Don’t #5: Shy Away • Don’t #6: Look for Help • Final Thoughts • Contact Information
Introduction
Hey everybody! In this short eBook we are going to discuss networking. ‘Why Should I Network?’ “Nobody can hope to be successful in the long term without thinking connectedly and gaining the support of others. Sooner or later, every lone wolf will reach his limits and his career will come to a standstill.” ~ Keith Ferrazzi, the author of Never Eat Alone. Your network is a powerful tool! Nobody can even imagine or contemplate being successful, without creating a solid network comprised of passionate people. But before you embark on a mission to build your dream team, there are six networking DON’TS that every professional must understand. Enjoy the journey! ~Andy Sokolovich
Don’t
#1
Fake the Funk
Don’t Fake the Funk
Forget that acting class you took your first semester in junior college. You are the best when you are YOU!
Open up about yourself. Let your guard down. You only get one chance to make a first impression. Don’t slap on some fake swagger. Don’t try to act like you are super successful. Don’t walk around like you’ve got it all figured out. My dad always told me that the quickest way to make yourself look stupid was to get into a conversation on a topic that you know nothing about and act like you do. It’s basic stuff. You are at your best when you can stop, calm down, take a couple of deep breaths, and just be you. It is so much easier that way because you are never going to get yourself caught in a lie. You are never going to be perceived as fake or arrogant. Open up about yourself. Tell people a little bit about what you are doing. Talk to them about your fears. Are you nervous and do not normally go to networking events? Is this your first one? Talk about your family, your children, or your lovely wife. Do you have an anniversary coming up? How did you celebrate your birthday? Again, that is being real. That is talking about the things that all of us deal with on a day-to-day basis. You only get this one, single chance to making a first impression. Just be yourself!
Don’t
#2 Sell
Don’t Sell
Lay the sales talk on thick, and you will be avoided like the plague!
I hate it when I go to a networking event, and a guy comes up…grabs your hand, brings you into that half hug, and has that patchouli stink on him. He has an overly confident swagger, and he’s there just to sell people on a product or service he’s offering. People hate being sold to. It automatically puts up a big wall of defense fortified by an alligator filled moat. We also don’t like to be interrupted. We do not like anybody coming busting in on our conversation trying to give us that aggressive hard sale pitch. Make new connections and leave the invoices back at the office. This is an opportunity for you to meet people. Leave your job description short and sweet. You will know if people want to hear more. If somebody comes up to you, shakes your hands, and says, “Hey! What do you do for a living?” This is the opportunity for you to pull out the elevator pitch. Tell them a little bit about what you do. If they want to know more, they will ask.
Don’t
#3
Talk Too Much
Don’t Talk Too Much
Two ears, one mouth. Listen more than you speak.
People love being listened to. It’s such a rare skill these days. People spend more time with their phone in their hand, looking down at the screen, cruising up and down the Facebook timelines of their friends, rather than spending those moments listening to people. I have been in this business long enough to understand that people want to be listened to. They want to share their problems, their feelings. They want to talk about themselves, and are always happiest when given the opportunity to do so. People will value that conversation more if they get do all the talking, and you simply sit and listen. Here’s a tactic that I teach everyone in my business classes. Listen to people. They are bleeding from the heart. They are telling you their problems, and just maybe, you can provide the solution. That solution also being a service or product you offer. Keep that realization at the back of your mind, and when the time is right, present them with your solution. Listening builds trust, and trust is priceless. Trust is what makes up a solid, long-term business relationship.
Don’t
#4
Seek Out the Big Fish
Don’t Seek Out the Big Fish “Surround yourself with the big fish, the players, and the game changers.”
While I do agree that it’s smart to create a social circle of people that have a decent level of social influence, don’t be the guy whose sole focus is on rubbing elbows with the perceived big-wigs. Move around to different tables and chat it up with anybody who is willing. You never know who has the ability to help your business grow. Sometimes the guy that sits in at the back of the room quietly stirring his rum and cola is the guy with the most power. You’ll never know that if you only look for the big fish. The initial perception of importance is a cruel liar. Concentrate on making connections, and not joining a fan club.
Don’t
#5
Shy Away
Don’t Shy Away
Believe in yourself, and that confidence will be noticed. The last thing you want to do is go to a networking event and say to yourself, “I just don’t have the charisma. I don’t have the ability to walk up to somebody and engage in a conversation.” The more networking events you attend, the easier it gets. Look people in the eye. That is a huge! We are humans. We are just like animals. There are little tell-tale signs that we do with our body. This kind of non-verbal communication conveys to the other our level of confidence. If you cannot look at somebody in the eye because you have social phobia, try focusing on the bridge of their nose. Avoid staring at your shoes, something on the wall, playing with your napkin, or playing with your silverware.
Also, avoid saying anything negative about yourself. I’ve sat down with somebody at a networking event and have heard them say, “Oh! I do not really like coming to these events because I am just terrible at meeting new people. I am really, really shy. I am not very good at this. I just got into sales. I am not doing too well. ” Cont…
Don’t Shy Away
Take a deep breath, and calm down. Say positive things about yourself. Positivity breeds confidence. Remember, nobody is better than you! We’re all flesh and blood, with unique talents. Positive thinking will allow you to harness the natural ability you were born with, and that is awesome.
Square your shoulders. Hold your chin high and be prepared to kick ass! You don’t have to be a gifted speaker or a social butterfly to benefit from social networking. Attend as many networking events as possible. If you need extra help learning how to communicate, I suggest joining Toastmasters. You can find a club near you by visiting toastmasters.org.
Don’t
#6
Look for Help
Don’t Look for Help
At some point, we all think, “Who here can help me get to that next level?” But I am telling you what; you will be more successful if you go to a networking event looking to help others.
Go into that room thinking, “Who in here can I help? Who in here can I introduce to my connections, my social circle, my web of influencers, and help them to get to that next level?” If you want to be successful, you have to help others become successful first. Be generous with your knowledge. Do not break your wrist trying to be the first one in the room to whip out a business card. Sell later…help now!
Final Thoughts
Networking is part of doing business. Love it or hate it. I find that it’s more enjoyable when you look at it as an opportunity, and not a mandatory commitment of your time. Leverage this opportunity to make friends, grow your social capital, and engage with anyone who’s willing to listen. It’s been said that the opposite of networking is NOT WORKING. Now get back to work! ~Andy Sokolovich
“Networking is more about
‘farming’ than it is about ‘hunting’. It’s about cultivating relationships.” ~ Dr. Ivan Misner, BNI
www.bni.com
Contact Information
Andy Sokolovich is the founder and Creative Content Director at Bent Business Marketing & Advertising (BBM&A). He spent 11 years in the United States Air Force as an Air Traffic Controller. While in the military, he was responsible for the operations at 2 of the world’s busiest and most complex airports, awarded several academic achievements, and demonstrated an unmatched ability to lead his peers. He has overseen and managed construction projects for $16.3M Air Traffic Control facilities. As a civilian, Andy founded BBM&A after noticing how small to medium size businesses were struggling to promote their message, products, brands, and service offerings. He spent the next three years developing marketing and advertising campaigns for local businesses, non-profits, civic organizations, and political candidates. Not only have these campaigns proven to be successful, but everyone involved had fun!
Since launching BBM&A Andy has been featured in the local paper with guest columns, worked with the area’s leading businesses, and assisted in organizing several successful events. Andy’s passion for helping business owners, both big and small, has led him to pursue a certification from Gallup earning himself the title of Gallup-Certified Strengths Coach . You can learn more about our coaching business, Unleash Strengths, by visiting UnleashStrengths.com.
Contact Us! www.BentBusinessMarketing.com 815-441-2219
[email protected] https://Facebook.com/BentBusinessMarketing https://Twitter.com/BentBiz Thank you for taking the time to read this eBook! Building your business is my passion. Talk to you soon.
