The More, the Merrier…Not!

May 22, 2012 at 5:59 pm | Posted in Networking | Leave a comment
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It seems that in the world of business networking, the more the merrier seems to be the mantra of the day.

Sure I get it but I don’t believe it. I know that the thinking is:

The more people at an event the more you are likely to meet someone that might be a good connection and vice versa.

But really, does that bear fruit? Think about it. Sure hanging out at a bar or restaurant drink in one hand, business cards in the other can make for a good time. And yes, you can certainly meet people. But unless there is substantive follow-up so that a relationship and trust can be built, nothing further will happen. And many people, even those that fancy themselves to be excellent networkers don’t really take the time to engage in the necessary follow-up and plant those relationship seeds that will, hopefully, bear some short or long-term, fruit.

But what about a smaller, more intimate networking gathering of 6,8 or even 10 people gathered for a meal, each given a few minutes to talk about their business, with ample time for questions and discussion.  All of a sudden the relationship building part of networking starts sooner, right there at the table, and hence the follow-up after the dinner can be much more substantive with a better shot at real networking ROI.

I think there’s a time and place for both types of networking but at this point in my networking, I’d much prefer smaller get-togethers to the ones that make you shout above the sounds of the crowd and the music that is often playing in the room.

What about you?

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What to Do If and When Your Networking Contacts Don’t Reciprocate

August 23, 2011 at 3:26 pm | Posted in Adrian Miller Sales Training, Networking | 1 Comment
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Here’s the situation.

You’re a diligent and thoughtful networker, trying at all times to help your networking contacts with introductions and contacts. When you can do so, you make direct introductions to potential clients; at other times, you help people get connected to other influential connectors and referral sources.

You’re fairly diligent about it, and not a week goes by without some sort of introductions being made.

And…you don’t EXPECT anything in return. Well, not really.

So, does this describe you?

Okay, if so, then you know that at some point you might want/need to be so forthright as to ask some of your networking contacts for specific introductions for yourself, maybe not to a specific company but perhaps to a suitable category of business.

Okay then. You make your request in person or perhaps through email or the phone. And nothing happens. The request is either totally ignored or the person says that they’ll “get back to you with some names and introductions”.

And again, nothing happens. What’s a networker to do?

I get asked this question quite often and this same situation has even happened to me causing me to ponder…well…next steps.

Here they are:

1. Make certain that you have made your initial request loud, clear and unambiguous. This is not the time to be coy; make sure that your request for contacts leaves nothing to the imagination.
2. Be sure that you haven’t asked for introductions or connections to folks with whom your networking contact has absolutely no involvement. Be confident that the person that you are asking does, in fact, have the desired relationships.
3. Give the person a wee bit of time. While we live in an era of “Internet time” not everyone moves at the speed of light and your request might languish for a few days or weeks until such time as it rises to the top of the ” to do” list.
4. If you have done the above and are still not receiving the introductions that you feel “should” be coming your way, you can do the following:

A. Make your request again and ask the contact for the reason/s that the intros are not forthcoming. Do this gently as it might be uncomfortable and even if you believe this person has not risen to the networking “occasion” they are still in your networking circle of contacts and you want to maintain a positive relationship.

B. Move on and forget about it, realizing that not everyone is as receptive to the idea of making introductions for others.

C. Think about if there are any unspoken or underlying reasons why the introductions are not being made. Does this person have a better relationship with someone else that does exactly what you do? Have they ever been “burned” by an introduction and therefore are very loathe to feel that vulnerable again? Do they not respect the quality of your work? Be honest with yourself!

Most of all, don’t let the non-responsive folks “get you down” and cause you to lose your enthusiasm and interest in helping others with introductions and referrals. While it might not always come back to you (even when you ask!), it’s still the right thing to do.

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