It's an experience we've all had. We're at a party, a conference, or a reunion. Up walks someone that we know we know...but we can't for the life of us remember their name. It's right there, at the edge of our memory, but it won't come to us. We mumble an apology, ask for their name, and carry on with the conversation. But we feel bad because of it. Even though it really doesn't have a massive negative effect on our relationships, most of us are really afraid of forgetting other people's names in social situations. We dread that moment of staring at someone and drawing a blank. Maybe it's because we don't like it when others … [Read more...]
Is This Painful Childhood Memory Killing Your Sales Network?
Are you nervous to reach out to prospective sales prospects and partners? Does the idea of making sales calls conjure uneasiness or even a touch of dread? Do you stand in the corner at networking events or industry conferences, just waiting long enough so you won't feel too guilty when you duck out early? Or do you find excuses to skip them altogether, even though you know you want more people to engage with? You're not alone. Many salespeople, in fact, many people, avoid taking the first steps to start new relationships. It stems from an emotional lesson that we learn when we're young and that continues to influence our behavior … [Read more...]
How to Combine Technology and Process for More Effective Sales Networking
updated May 2021 In Networking in the 21st Century, I spend a lot of time looking at the importance of follow up. The key to powerful networking is relationship-building. And relationships aren’t transactional, so your networking has to be more than just one-time encounters. To ensure that this happens, it’s important to create processes and systems that allow you to touch base with your networking contacts on a regular basis. This is where technology can really help. Social media and digital tools can give you an easy way to maintain you connections over time. Technology Tips to Become a Relational Networker 1. Capture contact … [Read more...]
How to Network Above Your Pay Grade and Move Up the Ladder Yourself
You might feel comfortable networking with your peers, but what about networking with professionals who are more senior in age, experience, job title, or reputation? It’s easy to think of networking as “peer-to-peer”, but the real world is rarely that simple. Learning how to interact and engage with people who are more established in their careers is a key skill. It’s the same conundrum that you face when looking for your first job: companies want to hire someone with experience, but how can you get experience if they won’t hire you? First of all, remember that you don’t need a network of CEOs and presidents to be successful. You can … [Read more...]
3 Mistakes That Are Killing Your Network at the Office
One of the most under-appreciated drivers of your career success comes from your professional relationships. Most people think networking is just something you do when you are trying to land a job. Those people are missing the boat! Networking isn't just a bunch of salespeople sharing bad appetizers in a hotel ballroom. It's not trying to schmooze the boss for preferential treatment. Approached correctly, networking is about connecting with other people so that you have access to the information, resources and support that you need. An effective network at the office helps you do your job more easily, effectively, and … [Read more...]
How to Master the Fundamentals of Good Face-to-Face Communication
Good networking depends on our relationships, and our relationships depend on...well, relating. While it's important to know what to talk about, it's also important to consider how we interact with others. This is especially important when we engage in a face-to-face conversation with someone. In the last century we've moved from only one option to communicate with someone not physically with us (writing a letter) to a long list of options that includes phone calls, emails, social media, texting, video conferencing, and more. These other forms of communication can be useful, but they are still a proxy for talking in … [Read more...]
How to Avoid Being an Obnoxious Jerk on LinkedIn
Updated December 2018 LinkedIn has a problem. Or rather, it has a branding issue. You see, before online social networking came around, there was just regular old networking. You had to go out and meet people and have conversations with them. A lot of people hated networking. One of the main reasons: the obnoxious attendees that seemed to populate every networking breakfast and conference cocktail reception. In fact, one of the first Chamber of Commerce meetings I ever went to came complete with "Bill", a life insurance salesman who seemed to embody every negative stereotype possible, from the overly aggressive business card … [Read more...]
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