Posts Tagged ‘small business’

Why creating your networking plan BEFORE you attend your next industry event makes great sense!

February 1, 2013

Why is it that some people always get great results at networking events and others just seem to flounder from person to person and never appear to get results?

My research has shown that people who create a networking plan BEFORE they arrive at the industry event, definitely achieve far greater results than the ones who just show up.

A networking plan may differ from person to person – but here is a basic outline that may work for you. Feel free to adjust to suit your desired outcomes.

PRIOR TO ATTENDING YOUR NEXT INDUSTRY EVENT:

To really maximise your results and return on attendance, it is wise to allocate 15-30 minutes to plan your strategy as soon as you register for the event. During this preparation time, answer/complete the following:

1. Who would you like to meet at this event with a view to building a strong connection with them in the future? Ideally list at least 3-5 people.

2. Beside the 3-5 names write a specific reason why you want to meet that person.

3. Is there anything that you could do prior to that event to ensure that you make the connection productive?

e.g. If you know the person reasonably well maybe a quick phone call to them to check if they are going to the event and the reason for wanting to meet them. You might even suggest that you meet with them 15 minutes before the official start of the event. Or they may be able to spare 15 minutes at the end of the event.

b. If you don’t know a lot about the person/people – can you spend time on their website or their LinkedIn profile to get to know a little more about them? Look for common interests and mutual connections. Make a note of these points.

c. Can you send  a LinkedIn inmail introducing yourself to them and mentioning the event and indicating you will introduce yourself to them?

d. Finally Google the person and see if there is additional information that may assist you to start a conversation or make a stronger connection.

Often when I suggest this preparation strategy, my audiences groan and tell me they don’t have time, why bother, blah, blah, blah…..My response is always, if you are wanting to build a connection with someone and you know very little about them, you have to start somewhere. The least you can do is pay them the courtesy of doing your  homework before you meet them.

If you had the opportunity to “pitch” to them in a formal meeting, it is highly unlikely that you would not prepare for that meeting. So consider this preparation advance research. Why would they remotely consider doing business with you when you have not done your research around their industry or them?

e. Prepare a couple of questions that you could ask some of those people.

e.g. John, my name is Brian Johnson, we have not met before, but I was very interested in the quote you made about the XYZ project, may I ask you………..?

Susan, my name is Brian Johnson, we have not met before, but I saw where your company was a finalist in the ABC awards, may I ask what being a finalist was like for you?

f. An important step with your preparation is deciding before you attend the networking event, how to stay connected post event with these key players. You have many options here from emails, inmails with LI, a follow up note, an invitation to  another event, sending an article or a web link, a phone call – what will work best for that key contact? The more you know about the person, the easier it becomes to pick the most suitable follow up strategy. One size does not fit all here.

g. Finally how will you measure your results? Very few people walk away from an industry event with a million dollar order. It happens, but not every time. However, many people walk away with potential million dollar contacts and they never follow up or keep in touch.

Think about the dollar investment to attend industry and business networking events and memberships for the next 12 months. You might be surprised at the total investment. Why not give my suggestions a trial for the next 3 events that you are planning to attend? What have you got lose?

Remember, every best friend was once a perfect stranger!

Happy networking until next time.

   

Advertisements

Gratitude – things can’t make you happy, only you can do that.

October 22, 2012

Out of the blue I had an phone call from an old friend last week – we hadn’t seen each other for 10+ years. Unfortunately the call was to let me know about a mutual friend, an old flat mate,  who had been diagnosed with cancer some time ago and didn’t have long to live. As you can imagine it was quite a distressing phone call and I committed to make contact with the sick friend and see her asap.

Of course we made all the excuses – sorry for not calling for so long, I meant to phone – all those pathetic excuses that we use when we realise that life has galloped away and many of the people we had such strong friendships with years ago are still around just doing their thing. And we are busy doing our thing, and the months and years fly by.

We move in different networks, live in different cities, but the strong connection is still there. The foundation of trust that was built thirty years ago when our lives were very different. And it’s amazing how much you can recall of the “old days.” The very sad thing is that as mutual friend’s names came up again and again, so many of them had died or had tragic lives.

Little did we know in our ’20s what lay ahead. Young, naive, almost gullible at times, but open to ideas, experiences, fun, friendships and socialising of course.  And now as one of the “old gang” is dying it makes us all realise just how vulnerable we as baby boomers are. It is our friend this time, who might it be next time?

When I did visit my dying friend, we talked about the ‘old days’ in the ’70s and ’80s when we worked together at one stage, looked at some old photos and laughed as we tried to remember who some of these people in the photo even were. My friend had worked at the one organisation for 20+ years and recalled that it was the best time of her life.

I was quite surprised to hear that and even more suprised when she asked me, “was that the best time of your life too?”

“No, it wasn’t.  Acutally I am living my best life now. It’s certainly not perfect, but I am healthy, happy and enjoy my life. It’s great. There is certainly room for improvement, but I love my life.” She asked what was so great about it?

And I described that morning to her – I woke early, walked to the beach, waited for the sun to rise – a huge red ball in the morning sky, saw eight whales heading south, a couple of them playing along the way. Chatted to a few friends, and strangers – whale watching has a way of uniting total strangers as they watch the whales do their thing. And one breached right in front of me – now that is a sight to behold. I read the weekend papers, had breakfast and just had a relaxing morning.

To be honest I think my friend thought I sounded pretty boring – but over the years, what I have learned is that things can’t make you happy – only you can do that. And if you are not living your best life – only you can change that.

I do wish I could wave a magic wand and take my friend’s pain and illness away. But reconnecting with this group of long time friends, made me realise more than ever how precious life is. And  how grateful I am to have choices every day how I want my life to be. Sometimes there are tough decisions to be made and I try not to shy away from them too much. I am responsible for everything in my life – the good and the bad.  Yes there are a million things I would change if I had my time over, different choices I would have made for sure. But the present is all there is, right here, right now.

I don’t ever want to look back at years of my life and say that was my best life. I like to thing that I can create my best life every day.

What about you? Is there a time in your life that you think was better than today? I’m not talking about that fantastic holiday you had last year, or the day you won that huge contract. I’m talking about a length of time – months or years that you thought was better than the present. What would have to change for you to think you were living your best life today? Don’t get me wrong, I have bad days, I had a couple of really crappy ones last week, but you move on, you make decisions and you get back on the bike.

I saw a great bumper sticker today – it said – “expect a miracle”. What miracle are you expecting?

My advice would be don’t wait for the miracle, it might happen, and it might not. While you are waiting, why not start by being grateful for what do you have?

This year, at the end of each day,  I started writing down 3 things I am grateful for. Even on the bad days, I am still grateful for the lessons.

Happy networking until next time.

Nature and Networking – another great way to connect

October 4, 2011

Many of you know I am a humpback whale fan – and am blessed to live close to the Rainbow Bay/Greenmount Beach/Point Danger area close to the Qld. border.At this time of year, At this time of year, I am always on the look out for whales as I complete my morning walk around the headland – as many of the humpback whales head south from their annual migration to Hervey Bay.

This week, I (and many people on the walking trail) saw an amazing sight – a pod of six whales, possibly two mothers and their calves were swimming in a row and as each came to the surface and exhaled a high water spout – it appeared almost as synchronised breathing. Each of the six water spouts came up within 10 seconds of each other. This amazing sight was hypnotic – almost like six fountains spurting into the sky across a very calm ocean and it continued for many minutes as the whales gracefully made their way along the coast line.

And the other side of this wonderful sight was the conversations that were started with people, who you previously walked past with a friendly “morning” but not much more. These beautiful whales had brought many people together and we could not help but comment on this amazing sight. And consequently share our names, our whale experiences and engage with each other.

Watching rows of surfers lined up waiting for that perfect wave, actually turned away from the waves and turned to face this extraordinary whale parade was quite a vision – times like this you really wish you had your favourite camera to capture the magic moment.

And just as in networking at business networks, the next time you see that person with the whale connection, you have certainly gone from stranger to acquaintance and engage in conversation again and again.

What are your passions? What are the fun things that you like to do in nature? Maybe you have not thought of creating networking opportunities out of these situations – but there is no faster way to connect with someone than to find that you are both passionate about the same thing.

As the market continues to tighten, maybe it’s time to take the blinkers off and look at combining more of your passions with your everyday life. Remember no one wears a sign on their forehead saying be really nice to me, I am going to introduce you to your next biggest client, new best friend, flat mate, partner – whoever. Yet every connection we make starts with a simple word – “Hi!”

In the next thirty days, why not set yourself a task to combine your special interests with your networking and ideally speak to at least 10 strangers in the next thirty days about your passion/special interest – ideally why you are doing it. Remember, don’t try to sell yourself or anything else – just connect, engage and have a quality conversation. Who knows where it may lead?
Have fun until next time.