Tag Archives: networking

The Networking Disconnect

To some people, ‘networking’ is a dirty word. They cringe when thinking about going to a networking event. The reason for that is that most people do it wrong.

I was at a large networking event with more than five hundred people a few years ago. When I went up to do my presentation I began by asking the audience: “How many of you came here today hoping to do a little business–maybe make a sale?”  The overwhelming majority of the people in the audience raised their hands. I then asked, “How many of you are here today hoping to buy something?”

No one raised a hand–not one single person!

This is the networking disconnect.

10 Warning Signs Of Compulsive Networking

Adrian Miller, founder of sales consultancy Adrian Miller Sales Training in Port Washington, NY, says she’s always been a networker—but not always for her own good. In 2008 when the economy took a turn for the worse, Miller became nervous about the future of her business and went into extreme networking mode. “I started going to events morning, noon and night for five days a week hoping I would meet new clients,” she recalls. “I did it for months and was getting overwhelmed and just exhausted.”

On a vacation to Istanbul, Miller started thinking seriously about all the time she had committed to networking. She calculated how much revenue she’d gotten out of months of running around exchanging business cards and realized it was next to nothing. “When I saw I wasn’t getting a return on my time, I knew I had to get the compulsive behavior in check,” she says. “I had turned networking from a pleasant activity into a nightmare.”

While career coaches and success gurus expound on the virtues of networking—especially in a down economy—some professionals take it too far. Management and addiction specialists say they are seeing more people compulsively networking, obsessively growing the number of their connections online and wearing themselves out with little too show for it.

“Initially people want to promote their careers, but it can become obsessive,” says Dr. David Sack, an addiction psychiatrist and head of the Promises Treatment Centers in California. “Some people are looking for validation and recognition. It may be partly a self-esteem issue that gets gratified by numbers.”

Yet the compulsive pursuit of more and more connections will not ensure better networks. In fact, it will degrade them. “There’s an upper limit to the number of connections you can maintain of around 150 people,” says Columbia Business School professor Rita McGrath, noting that many people too aggressively pursue initial connections without investing the necessary time to strengthen and maintain those relationships. “In whatever format, more than 150 and the relationships are impersonal and the connections are weak.”

Networking Advice: 5 Tips for an Effective Elevator Pitch

Tell me … what do you do, who you do it for, why you do it and what can you do for me?

And tell me quickly.

Such is the challenge of the elevator pitch – a personal marketing spiel seldom delivered in elevators, but a staple of networking.

A skillful elevator pitch can be the foundation upon which new professional relationships are built. A not-so-skillfull pitch will make sure you are forgotten — or, even worse, leave a bad impression with a potentially valuable contact.

“The perfect elevator pitch should take no more than 30 seconds and incorporate your number of years of experience, areas of expertise, key skills and some key projects or brands that you have been associated with,” says Jessica Bedford of niche recruiting firm Artisan Creative. “If there is anything that makes you stand out, work that into your pitch as well.”

Yes, easier said than done – but doable, nonetheless.

Read more

Business Networking Without Looking Desperate: 5 Rules

Trying to squeeze business opportunity out of this economy is an arduous task at best. And as job numbers remain shakier than the Pacific Rim, the term “it’s who you know” is more relevant than ever for career development.

“Networking is something you should continually be doing,” says Ronn Torossian, CEO of the New York City-based 5W Public Relations firm. “It’s kind of like dating. Until you’re married, you always have to be dating. And when you’re married, you’re working on your relationship.”

That means networking can’t be something you put on a to-do list and check off once a month, and it needn’t be scheduled. “I was sitting next to this woman while having a pedicure and we started talking,” recalls Ross Ellis, CEO of Love Our Children USA, a national nonprofit working to break the cycle of violence against children and a New York City real estate agent with Halstead Property. One thing led to another, and soon Ellis had a speaking engagement for her charity: “She was a teacher and I asked her if she had a lot of bullying in her school.”

Sounds simple, but rub new contacts the wrong way and your network will shrink, not expand. Here’s how to become an expert networker, without ever being annoying, or worse, looking desperate:

Read more

What The Pros Know About Networking That You Don’t

Building soft skills and deep personal relationships is a mystery to most of us. And what we don’t understand, we’re skeptical of.

That’s why we’re almost all skeptical of “networking” and “building relationships.” We all hear phrases like “The majority of jobs are found through personal contacts.” But how does that actually work? How do you go from knowing your friends to turning that into jobs?

We don’t understand how this works, so we create false dichotomies like…

  • “Whatever, networking is for douches”
  • “I’m not good at selling myself”
  • “I’d rather get a job based on WHAT I know instead of WHO I know”

The 5 Barriers to Becoming a Master Connector

Read More

An Introvert’s Guide to Networking

I learned the critical importance of networking, and discovered my natural aversion to it, early in my career. I was a new college graduate working in the strategic planning division of a $10 billion company, and our business unit had been invited to a retirement party for one of the top executives. The gentleman retiring was someone I’d looked up to during my brief tenure, and I wanted him to know he’d made an impact on me.

While I wanted to attend the party, as an introvert I usually avoided these types of events because they made me uncomfortable. Knowing there would be a lot of senior executives at this party made me even more fearful. In the end, I tamped down my fears and went. When I arrived I found a relatively empty room save for the executive’s friends and close colleagues. That night, because of the small turnout, I had the pleasure and advantage of engaging in one-on-one conversations with some of the company’s top executives, an experience that would prove crucially important in advancing my career.

That evening I learned the importance of networking and realized I had to figure out how to engage in business events in ways that were comfortable for me. I went on to discover an array of strategies introverts can use, ultimately writing “The Introvert’s Guide to Success in Business and Leadership”.

Read more