Kathie Nelson, LLC

Busy People Networking Strategies to Work a Room

A recent teleclass on “Networking that Produces Results Every Time”  produced questions that I rarely get a chance to address except in a workshop or coaching session.  Here are some of the questions that came up.  Here are my thoughts…feel free to add your own comments! 

1. How many people do you talk to at an event.  Say there are 40 attendees (like a WEO meeting), how many new people do you speak to?  On average, how long do you speak to each person?

   My philosophy is that networking is about quality not quantity.  Time is still of the essence but collecting a handful of cards that have no meaningful connection is not the goal. 

   1. I set a goal to make 3 quality connections at every event.  I go prepared to ask questions that will help me create one of six potential successful outcomes.  (See blog post “Networking that Produces Results Every Time” ) 
   2. I plan to speak to each person 3-5 minutes and ask intelligent directed questions that will determine the next course of action
   3. I follow up with those 3 people.  I may meet more and hope to have significant conversation.  Depending on your business goal, you will determine what is significant for you. 

2. What are some nice ways to disengage and move on?

   1. If you’ve ever been stuck with a person who is self-promoting, selling you something, or in general, new to networking, this is your opportunity to model how good networking is done.  Some techniques that have been successful for me are…
      a.) I will ask (I may have to tactfully interuppt) who they would like to meet at the event and see if I can make an introduction.
      b.) If they are in heavy “sales” mode, I  will interuppt and gracefully let them know I am probably not a prospect for them.  Since I know they are at the event to network I will let them mingle with other folks.

We’ve all be stuck in uncomfortable situations networking.  My fellow networkers, what are some of your suggestions? 

Networking Conversations that Produce Every Time

I was prompted to offer this teleclass when I heard so many I meet networking complain about coffee date after coffee date…all in the name of networking that weren’t producing any discernable results.   I hate it when I feel like my time is wasted and I know you do too. 

What if your networking conversations produced results every time?  They can! 

Let me start with some Networking 101 reminders.

1.  Networking is not selling.  Networking is connecting for mutual benefit.

2.  Everyone you meet through networking is NOT going to refer you business just because you are you.  I don’ t  mean to burst your bubble but I want you to know the truth.

3.  Networking IS a marketing strategy and tactic.  Marketing is the tactics used to gain visibility, brand awareness, and create opportunities.  

4.  While the act of networking will generate leads for you, if that is all you are focused on you miss the abundance of other opportunities available to you.      

Here are six successful outcomes that can be found in every networking conversation.

1. Prospects.  Not everyone is your prospect.  However through the discovery process (the Art of Key Questions) you can determine if you are talking to one, the level of her need, and the timing of  the next step in the conversation. 
2. Strategic Partners.  These are those service providers or products that complement your own or can be found in your customers rolodex.  Not everyone who could be your partner will be.  Through the discovery process you can determine what you need to know to see if this is someone you want to develop a deeper relationship with or explore joint opportunities.
3. Resources.  These are people or organizations who not only can be a resource for you but your clients and network as well.  Through your discovery process you can determine if they are the caliber and quality to add to your team.
4. Opportunties. These are people or organizations who can connect you to opportunities to foward your goals.  The opportunities might be an invite to one of their other organizations or small groups, speaking or joint venture opportunities.  It is a big world out there.  Connect to people who are connected to opportunites outside your scope.
5. Great people to know.  You will meet people who fall in none of the categories above but nevertheless are incredible people.  They’ve accomplished great things, traveled places you have not and inspire you to be more.   You will want to collect these people.  Your only follow up action may be to drop a note and keep in touch from time to time.     
6. “Opt Outs”.  These people fit none of the above categories for a variety of reasons.  They are too new, unclear about their value proposition, too “me” focused, etc.  Regardless of how well you ask your discovery questions they find a way to “opt out” of your attention all on their own.  Knowing you will need to take no ongoing action with this group is a successful outcome.

The secret is knowing what YOU are looking for and asking good questions that intelligently direct the conversation to a mutually beneficial close.   Try to leave as many of your connections with added value as you can!  You might inform them about an upcoming event, an article of interest, another organization they may want to be aware of….believe me, you have incredible information you’ve already collected and can share with little effort. 

Leverage your time and connections!  Networking is not really free…it takes time.  Time = Money. 

Wild West was Won with Heart and Passion – Inspires Business Growth Initiatives for the New Economy

I am convinced that business done with heart and passion is the business that will endure.

I had the opportunity to visit Eastern Oregon last week as a keynote for a local business resource fair. I was WOW’d from the time I drove into town until 24 hours later when I left.

Baker City, Oregon in times far past held it’s claim as the premier social center with the largest population in Oregon. It’s residents are enamored with the beauty of the area and burst with pride at their history. For example, over 100 buildings in the downtown are over 100 years old. After hanging out with them for one day, I was sold!

It was the collaboration of several entities that brought this event into fruition. I believe it is this type of cooperation that will enable us to weather this storm and come out on the other side wiser, better positioned, and cared for in the process.

• Travel with folks going your way. Hang out with positive, forward thinking people. Build your power team. Share the work.
• When trouble comes. Circle the wagons. This is not to deny the recession we are in but rather to accept where we are and do what we can to make a difference in the world.
• Keep moving toward the goal. You will be surprised at the difference in your ability to see bigger and take positive action when you see others finding success and opportunity just by their attitude.

  I want to publicly commend the local players in Baker City who work together to serve their community.
  Gene Stackle, B.E.G.I.N.; Ann MeHaffy, Historic Baker City, Inc.; Andrew Bryan, Baker County Development Corporation; Debi Bainter, Baker County Chamber of Commerce; Jake Jacobs, Small Business Development Center; and Linda Noble, Oregon Employment Department.

Wherever you are, there are resources like these and more! Working together we will get through!

Keep looking forward.

PS There are not many towns where you can visit the local wine bar to meet the reporter who wrote about you in the local paper…where he was the entertainment! Ed Merriman with the Baker City Herald is not only a talented reporter but also musician. Thanks, Ed for all your efforts on our behalf. Ed’s stories stories here and here.

If you ever get to Baker City, the first Friday is the Gallery Crawl. This is a VERY fun way to spend the evening. The Geiser Grand Hotel is a must visit for the restaurant or lodging. Start your day at Mad Matilda’s for coffee and the Earth & Vine for a night cap.

Pursue your Dream and Stimulate the Economy

I had the pleasure of meeting Nell Merlino, founder of Make Mine a Million $ Business® a few weeks ago at a WIFS (Women in Insurance & Financial Services) event in Portland.

Her presentation inspired and reminded me that women (and men) with vision contribute to us all.

First and foremost in sharing their vision, we are inspired to dream along too.  Along with inspiring us they show us how to take action but modeling their own process.

Nell’s inspiration:

1.  There is good news in the world. Small businesses are growing and hiring.  (I know I am investing in sub-contractors and service providers myself to get my websites up to date and implement systems to keep in touch.)

2.  50% of the women in business earn $50k or less annually. I knew this but had forgotten the impact.  Her challenge to the audience:

• If you are making less than you desire, what are you settling for?
• What line are you standing in waiting for permission?
• Do you really want to grow your business?  Really?
• What is missing?  What do you need?

3.  You may have an idea. You may want to be (or already are) in business.  You would love to do more of what you are REALLY good at.  Now is the time to figure out what you want and see your life as part of the bigger picture.

4.  You may think growing your business bigger means more work. This misperception keeps most women’s business small.  The truth is bigger business with the right team means less work for you.  Think about what you REALLY want.  You are the Queen of your Business and Life.

Alice Tang, founder of the local chapter of WIFS, leader and visionary herself, reminded us at the event close the Chinese words for crisis are danger and opportunity.  This accurately describes the current era.  Will you withdraw from danger or embrace opportunity?  Your choice.

Side note about WIFS-Portland - Alice Tang and her leadership team have done an excellent job of creating a culture of strategic partnerships and collaboration.  If you are in a business that serves the financial services industry or in the industry itself, you should check it out!  www.wifsportlandmetro.com

Is Indecision Killing Your Biz?

Are you driving away customers through indecision?

The curious side affect of indecision is that it actually drives business away.

Those stuck in indecision or fear tend to be drawn to others who are stuck in the same place. They subconsciously “leak” vibes that illustrate their mood by use of words, body language and facial expressions. Your indecision might simply show up as withdrawal because you want to be sure to do the RIGHT thing when you do take action.

Now is the time to move from indecision to decision. I challenge you to take action now! Become a client magnet by simply acting on the following.

1. Be the Voice of Reason. How do you do this? Find ways to assure yourself and your customers. Go back to what you know and are passionate about. If you are in the print business, you know that your customers will still need copies and quality service. If you are in telecom, you know your customers will still need phone service, repairs, and upgrades. If you are in personal services, you know consumers will still need services in Real Estate, cosmetics, nutrition, self care, beauty. The needs have not gone away. People will still do business with those they know, like, and trust. Always have. Always will. Reach out and let your community know you are still open for business.

2. Re-tool your products or service offerings. If you are able to adjust your offerings, do so now. Make it easy for your customers to buy from you. I am NOT saying to drop your price or discount. I am suggesting that consumers are buying differently now. If you are able to package, bundle, or break up your offering consider doing it sooner rather than later. If you are in the Portland area, check out our Package your Passion for Profit workshop on this topic.

3. Keep your finger on the pulse. Survey your customers and network. Whether formally or informally, this is a great reason to reach out and touch people. Pick up the phone and ask your customers. Find out the top three things they are doing differently now. Ask what changes they might be making as it relates to your product and service or those of in your network. For example, when I survey folks right now I am not directly asking about consulting or planning. I ask about how they are making decisions about marketing; How they’ve fine tuned their sales process; If they are reducing their outside support services such as bookkeeping, membership organizations, etc. Surveying, if done well can open up new opportunties and more sales. This will also keep you on top of changes in mood keeping you ahead in the game.

4. Commit. I love the quote by Napoleon Hill “The moment you commit and quit holding back, all sorts of unforeseen incidents, meetings and material assistance will rise up to help you. The simple act of commitment is a powerful magnet for help.” It is a fundamental principle through the ages!

5. Hang out with positive, forward thinking people. Build your power team. This is not to deny the recession we are in but rather to accept where we are and do what we can to make a difference in the world. You will be surprised at the difference in your ability to see bigger and take positive action when you see others finding success and opportunity just by their attitude.

Case study: My client, Rob Arps, has steadily been shifting his focus to serve his clients as their businesses change due to budget cuts.

His business is unique. He works with sculptors to produce their end product; either monuments or reductions. He uses state of the art technology and 3D printers along with his team’s artistic ability to streamline the process and produce a high quality product in the art world.

What he is doing differently.

• He added a high quality 3D printer which allows him to do reductions and prototypes in less time in higher quality.
• He added classes on the software he uses along with workshops on the tools at hand to help artists streamline their own services to reduce costs and increase their margins.
• He is also working in other mediums such as wood in addition to the traditional foam and clay.
• He is out “walking around”. Visiting galleries and artists in the community to keep his finger on the pulse.

His first round of classes are sold out. More about his studio at www.AdditiveWorkshop.com

I believe small businesses are going to be instrumental in turning this economy around. Do your part. Look for opportunities to solve problems for your customers and beyond! Decide to do more than survive! Decide to thrive.

Does Networking Culture Vary Geographically?

I spoke for a PortlandConnect event last night. This group is an extension of a Linked In group who want to connect face to face.

The organizers of this event, Ken Wagner, Liz du Toit, and Stephanie Sanford talked at length about the Portland networking culture.  A couple of characteristics came up…

1. The quantity of networking activities.  Portland Metro seems to have a preponderance of networking events at any given time both on and off line.
2. The quality of people networking.  Wherever you go you are guaranteed to encounter some of Portland’s Super Connectors.  People who connect people and opportunites and follow up.

This discussion totally set me up for my brief presentation on the “Secrets of Super Connectors”.   After polling the room, the group consensus was that Super Connecting is not just a personality style some are born with but rather, a skill that can be learned. 

1. Do you believe networking culture varies geographically?  If so, why?
2. Do you think super networking can be learned?

I’d like to hear your thoughts on these two questions at the close of this blog post. 

In the meantime…Happy Networking!

Secrets of Super Connectors

Networking secrets are not news these days.  Everyone seems to have their own bag of tricks.  I’ve developed a few of my own strategies based two things. 

1. Results from networking badly…and well. 
   I’ve used networking as a warm cold calling technique in my early years with mediocre results that left me feeling like a sleazy sales person .  I shifted mindsets when I had a big goal in mind and discovered how to network for mutual benefit and explore opportunites, resources, and needs.  In doing so I unlocked an exponential stream of new business, partners, and a personal brand.  i.e.   I doubled my sales in one year and launched a successful consulting practice using professional networking strategies.
2. Looking at folks I aspire to emulate. 
   Harvey MacKay “Dig Your Well Before You’re Thirsty” clearly articulates C-level networking strategies and tactics that every person can learn from.  Bob Burg is another who really gets it.  His book “The Go Giver” talks about a powerful business idea.  Serving others is the intention behind the idea of Super Connecting!

Secrets of Super Connectors
(behaviors practiced until they become unconciously competent)

Here is a quick assessment for you…

Visibility

• Are you showing up in the right places?
• Are you being “seen” by the right folks?
• Where do your natural referral sources or related professions gather?
• Keep in mind, if you are out of sight, you are out of mind.

Credibility

•  Are you believable?
• Do you appear… knowledgeable? successful? able to deliver?
• What would increase your credibility factor?

“Value” Trail

•  Are you repeating the same old worn out networking lines? 
• Find a fresh perspective. Ask better questions.
• Get curious. Determine to learn more how you can be of service.
• Be ready with helpful information. You have a wealth of knowledge within you. Everyday! 

Closing thought:

For those of you who are super connectors, reach out and connect UP. Who don’t you know but really want to know but are a little intimidated by? See if you can gain an introduction from someone in your network. Return the favor.

For those of you who are new to networking, reach out and follow up. Ask those you connect with for common mistakes to avoid, shortcuts, or insights they might share. Again, return the favor if you have some insights to share.

If you’d like to join my larger network here are a couple of options.

1. Subscribe to my newsletter and event notices. I recommend quality events around Portland Metro or online. www.KathieNelson.com
2. Follow me on Twitter. www.Twitter.com/kathienelson
3. Connect with me on Linked In.  www.LinkedIn.com/in/kathienelson
4. Connect with me on . 

Have your own ideas about what makes a super connector?  I’d love to hear!  Please comment.

In the meantime, Happy Networking!

What makes Super Connectors different? 
Super connectors are strategically visible, credible and leave a “value trail”.