Networking the Right way for Business and Job Seekers

SSG Terry Back (Martin-Back) — Wed, 03 Feb 2016 12:37:04 -0500

For many years, networking “experts” have proclaimed that you have to be on social media to be successful in business or for your next job search. Many small businesses and job seekers have followed this advice and constantly updated all of their social networking sites, at the recommended times during the day, as recommended by the “experts.” But what is the result?

Many boast about the large numbers of followers they have on Twitter, Facebook, LinkedIn and other social networking sites, but has any of that social networking turned into profit for the business or a solid job prospect? Small businesses and job seekers often rely on software to assist them with social networking, to stay in constant contact with their database. It’s often a daily deluge of drip campaigns, blogs and dry emails reminding everyone in their network how important they are to their business or why they should be hired. The big surprise comes when one of your followers buys a product or service from a competitor or that someone less qualified than you was hired for a position you had sent a resume to and now you can’t figure out why they didn’t contact you. You “liked” what they posted on their social networks, you made comments on their sites and yet they went with your competitor or hired someone less qualified than you - why? You immediately look at the competitor’s website and social presence to determine where your contact went with them. Maybe your websites are better designed, or your product is at a lower price point. Whatever the reason, you can’t figure out why your competitor won out over you.

For many years, many of us have strayed away from the face-to-face aspects of business. Whether it was sly-dialing to leave a voice message or shooting someone a text, you probably hoped that you wouldn’t have to actually talk to a real person. We walk through our communities and pass by people, never saying a word to anyone, some of whom you wouldn't recognize as your social media followers if you passed them in the aisles of the grocery store. This impersonal lifestyle is the result of our social networking failure.

The newest craze is the old way of doing business: personal networking. I have attended many of these events and chuckle to myself as I watch many people stumble over themselves trying to network, which more often than not turns into a social hour of people talking with people they already know or are in the same line of business. Networking the right way starts out with your appearance, a message and a goal. It’s all about developing relationships, gaining the confidence of people within your community and spanning out from there. Learning the skill of networking takes time and effort; you will gain lasting results and build confidence in yourself and develop a strong business reputation.

Here is some advice I offer to those in business or those seeking employment:

10 Tips for Successful Business Networking

1. Networking is about being genuine.
2. Know your goals with participating in a network meeting.
3. Visit as many networking groups in your area.
4. Volunteer or hold leadership positions in your community.
5. Ask open-ended questions when networking.
6. Become known as a powerful resource.
7. Have a clear statement of what you do, why you do it, for whom and why you love what you do.
8. Be able to articulate what you are looking for and how others may assist you.
9. Follow up quickly on each referral and business card you receive.
10. Call those you meet, who may benefit from your services, and follow through on collaborating with those you can assist.

Being willing and able to assist groups, businesses and individuals with your expertise is essential to keep your name and face in front of those who want to do business with you. Be an invaluable asset. Once businesses or employers see that, you will be able to name your price for your services. Never show desperation, as it will make you look vulnerable and weak. Always remember to be professional, be the source of information. While you want to have a rehearsed script, you don’t want to sound phony.

10 Pieces of Business Card Advice

1. Never leave home without your business cards.
2. Have a Unique Sales Proposition on your business card.
3. Treat the business cards with respect when you receive them.
4. When handing out business cards, hand out two.
5. Keep your business cards simple, don’t boast yourself on your card.
6. Make notes on the business cards you receive.
7. Be part of the networking committee, volunteer to be a greeter.
8. Follow up face to face after a networking event, personally.
9. Get published, write letters or business notices in the newspaper.
10. Brand yourself.

Don’t be afraid to have more than one business card with you and have them organized for the specific person. The USP is what a customer or business knows that you do or can do for them. Don’t boast!

Always remember to T.H.I.N.K about your conversation, by being Truthful, Humble, Inspiring, Necessary and Kind to those you speak with. You never know who is going to lead you to success, because you can’t become successful by yourself.

Common Questions/Comments to make while networking:

1. Tell me about your business.
2. What’s the most unique aspects of your business?
3. What type of client is least profitable?
4. What’s your biggest business challenge right now?
5. What is the best thing that happened to your business this year?
6. What is your biggest wish for next year?
7. Do you have employees? What is the most difficult thing you have to deal with?
8. What’s your biggest personal accomplishment so far?
9. What’s your biggest personal accomplishment in your career?
10. If I were to refer a client to you; who would be your ideal client?
11. When is the most convenient time to stop by your business so you can tell me more about what you do?
12. What can you tell me about yourself?

Have a prepared script, and know what you’re going to say before you walk through a door and shake hands. If you think you can “wing it”, you’ll fail. If you’re scripted and rehearsed, you will seem confident and professional and be the person, businesses and employers, seek out.

Common Mistakes to Avoid when Networking:

1. Speaking without enthusiasm. (Lack of voice inflection when introducing yourself and emphasizing your credentials.)
2. Failure to express opinions or interest.
3. Stuck in a routine and acting bored.
4. Looking around hoping other people will rescue you.
5. Narrow focus of personal interaction.
6. While speaking to people, looking around to see someone else.
7. Crowding the food table or bar. (Overeating and getting drunk.)
8. Speaking about politics, religion, or making off-color jokes.
9. Making negative comments about a boss, elected officials, your business.
10. Bragging about your accomplishments or how great you are.
11. Hanging with the same people the entire event.
12. Ignoring people who are trying to engage with you.
13. Trying to engage in conversation while others are deeply engaged in conversation.
14. Being clingy to a specific individual.

Your focus on networking should be to engage in conversation and speak and listen for 2-3 minutes per person and no more than 5 minutes per person. Have your questions scripted and rehearsed before you walk through the door. When you are engaging, people are more adept to focus on you and want to seek your attention. If your focus is on people you know and you ignore those around you, they will see your name or ask you for a business card and will tell the world of your lack of concern for doing business.

Networking the right way is about listening, being scripted and rehearsed, and showing professionalism and concern for the people around you. There are many aspects of learning how to network; how you’re dressed, personal hygiene, mannerisms and being able to identify personality traits.

You wouldn’t jump into water over your head if you didn’t know how to swim; why would you jump into networking if you didn’t know how to “Network the Right Way”?

https://www.youtube.com/watch?v=aDLw_cW2fVk

Updated RAMAL, Ocala, Networking the Right Way, with credits

Terry speaks to RAMAL about Networking the Right Way in Ocala Florida. Networking the Right Way is a 4-5 hour workshop teaching people how to personally netw...

Response by SGM Earl Richburg made Feb 3 at 2016 5:33 PM

SGM Earl Richburg — Wed, 03 Feb 2016 17:33:59 -0500

Good advice and good timing. I am just getting started with my recruiting business and quit honestly, I detest the application process of today. Nothing replaces a F2F. ATS, Applicant Tracking Systems that even I have to use are not always the best way to match a candidate with an employer's needs. I have made it my mission to change the human resource hiring culture so we can break-through the filters for our Veterans. Their skilled, capable, and work-ready, but HR Managers do not see that for the most part.

Response by 1stLt Steven P. made Feb 4 at 2016 6:27 PM

1stLt Steven P. — Thu, 04 Feb 2016 18:27:44 -0500

Great discussion. I agree with you completely. In the attempt to let people network with my I post the following:
I am looking for West Coast members of the armed services who have the entrepreneurial mind set and, as they close out their service to their country, are with the reserves or even on active duty who want to make an income that they are truly worth. I am located in Orange County California and would love to speak to you or others service people who are interested in a new opportunity either full time when they get out of the service or possibly part time while they are in the still in the service.