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Networking
6 Networking Don’tsThat Every Professional
Must Know
The
Handbook
byAndy Sokolovich
www.BentBusinessMarketing.com
Table of Contents• Introduction
• Don’t #1: Fake the Funk
• Don’t #2: Sell
• Don’t #3: Talk Too Much
• Don’t #4: Seek Out The Big Fish
• Don’t #5: Shy Away
• Don’t #6: Look for Help
• Final Thoughts
• Contact Information
Introduction
Hey everybody! In this short eBook we are going todiscuss networking.
‘Why Should I Network?’
“Nobody can hope to be successful in the long termwithout thinking connectedly and gaining the support ofothers. Sooner or later, every lone wolf will reach his limitsand his career will come to a standstill.”~ Keith Ferrazzi, the author of Never Eat Alone.
Your network is a powerful tool! Nobody can evenimagine or contemplate being successful, withoutcreating a solid network comprised of passionate people.
But before you embark on a mission to build your dreamteam, there are six networking DON’TS that everyprofessional must understand.
Enjoy the journey! ~Andy Sokolovich
Don’t
#1Fake the Funk
Don’t Fake the FunkForget that acting class you took your first semester
in junior college. You are the best when you are YOU!
Open up about yourself. Let your guard down. Youonly get one chance to make a first impression. Don’tslap on some fake swagger. Don’t try to act like you aresuper successful. Don’t walk around like you’ve got itall figured out. My dad always told me that thequickest way to make yourself look stupid was to getinto a conversation on a topic that you know nothingabout and act like you do. It’s basic stuff.
You are at your best when you can stop, calm down,take a couple of deep breaths, and just be you. It is somuch easier that way because you are never going toget yourself caught in a lie. You are never going to beperceived as fake or arrogant. Open up about yourself.Tell people a little bit about what you are doing. Talk tothem about your fears. Are you nervous and do notnormally go to networking events? Is this your firstone? Talk about your family, your children, or yourlovely wife. Do you have an anniversary coming up?How did you celebrate your birthday? Again, that isbeing real. That is talking about the things that all of usdeal with on a day-to-day basis. You only get this one,single chance to making a first impression. Just beyourself!
Don’t
#2Sell
Don’t SellLay the sales talk on thick, and you will be avoided
like the plague!
I hate it when I go to a networking event, and a guycomes up…grabs your hand, brings you into that halfhug, and has that patchouli stink on him. He has anoverly confident swagger, and he’s there just to sellpeople on a product or service he’s offering.
People hate being sold to. It automatically puts up abig wall of defense fortified by an alligator filled moat.We also don’t like to be interrupted. We do not likeanybody coming busting in on our conversation tryingto give us that aggressive hard sale pitch. Make newconnections and leave the invoices back at the office.
This is an opportunity for you to meet people. Leaveyour job description short and sweet. You will know ifpeople want to hear more. If somebody comes up toyou, shakes your hands, and says, “Hey! What do youdo for a living?” This is the opportunity for you to pullout the elevator pitch. Tell them a little bit about whatyou do. If they want to know more, they will ask.
Don’t
#3Talk Too Much
Don’t Talk Too MuchTwo ears, one mouth. Listen more than you speak.
People love being listened to. It’s such a rare skillthese days. People spend more time with their phonein their hand, looking down at the screen, cruising upand down the Facebook timelines of their friends,rather than spending those moments listening topeople. I have been in this business long enough tounderstand that people want to be listened to. Theywant to share their problems, their feelings. They wantto talk about themselves, and are always happiestwhen given the opportunity to do so. People will valuethat conversation more if they get do all the talking,and you simply sit and listen.
Here’s a tactic that I teach everyone in my businessclasses. Listen to people. They are bleeding from theheart. They are telling you their problems, and justmaybe, you can provide the solution. That solutionalso being a service or product you offer. Keep thatrealization at the back of your mind, and when thetime is right, present them with your solution.Listening builds trust, and trust is priceless. Trust iswhat makes up a solid, long-term businessrelationship.
Don’t
#4Seek Out the
Big Fish
Don’t Seek Out the Big Fish“Surround yourself with the big fish, the
players, and the game changers.”
While I do agree that it’s smart to create a socialcircle of people that have a decent level of socialinfluence, don’t be the guy whose sole focus is onrubbing elbows with the perceived big-wigs. Movearound to different tables and chat it up with anybodywho is willing. You never know who has the ability tohelp your business grow.
Sometimes the guy that sits in at the back of theroom quietly stirring his rum and cola is the guy withthe most power. You’ll never know that if you only lookfor the big fish. The initial perception of importance isa cruel liar.
Concentrate on making connections, and not joininga fan club.
Don’t
#5Shy Away
Don’t Shy AwayBelieve in yourself, and that confidence will be
noticed. The last thing you want to do is go to anetworking event and say to yourself, “I just don’t havethe charisma. I don’t have the ability to walk up tosomebody and engage in a conversation.” The morenetworking events you attend, the easier it gets. Lookpeople in the eye. That is a huge!
We are humans. We are just like animals. There arelittle tell-tale signs that we do with our body. This kindof non-verbal communication conveys to the other ourlevel of confidence. If you cannot look at somebody inthe eye because you have social phobia, try focusingon the bridge of their nose. Avoid staring at yourshoes, something on the wall, playing with yournapkin, or playing with your silverware.
Also, avoid saying anything negative about yourself.I’ve sat down with somebody at a networking eventand have heard them say, “Oh! I do not really likecoming to these events because I am just terrible atmeeting new people. I am really, really shy. I am notvery good at this. I just got into sales. I am not doingtoo well. ”
Cont…
Don’t Shy AwayTake a deep breath, and calm down. Say positive
things about yourself. Positivity breeds confidence.Remember, nobody is better than you! We’re all fleshand blood, with unique talents. Positive thinking willallow you to harness the natural ability you were bornwith, and that is awesome.
Square your shoulders. Hold your chin high and beprepared to kick ass! You don’t have to be a giftedspeaker or a social butterfly to benefit from socialnetworking. Attend as many networking events aspossible. If you need extra help learning how tocommunicate, I suggest joining Toastmasters. You canfind a club near you by visiting toastmasters.org.
Don’t
#6Look for Help
Don’t Look for HelpAt some point, we all think, “Who here can help me
get to that next level?” But I am telling you what; youwill be more successful if you go to a networking eventlooking to help others.
Go into that room thinking, “Who in here can I help?Who in here can I introduce to my connections, mysocial circle, my web of influencers, and help them toget to that next level?”
If you want to be successful, you have to help othersbecome successful first. Be generous with yourknowledge. Do not break your wrist trying to be thefirst one in the room to whip out a business card.
Sell later…help now!
Final Thoughts
Networking is part of doing business. Love it or hate it. Ifind that it’s more enjoyable when you look at it as anopportunity, and not a mandatory commitment of yourtime. Leverage this opportunity to make friends, growyour social capital, and engage with anyone who’s willingto listen.
It’s been said that the opposite of networking is NOTWORKING. Now get back to work! ~Andy Sokolovich
“Networking is more about
‘farming’ than it is about ‘hunting’. It’s about cultivating relationships.”
~ Dr. Ivan Misner, BNI
www.bni.com
Contact InformationAndy Sokolovich is the founder and Creative Content
Director at Bent Business Marketing & Advertising(BBM&A). He spent 11 years in the United States Air Forceas an Air Traffic Controller. While in the military, he wasresponsible for the operations at 2 of the world’s busiestand most complex airports, awarded several academicachievements, and demonstrated an unmatched ability tolead his peers. He has overseen and managedconstruction projects for $16.3M Air Traffic Controlfacilities.
As a civilian, Andy founded BBM&A after noticing howsmall to medium size businesses were struggling topromote their message, products, brands, and serviceofferings. He spent the next three years developingmarketing and advertising campaigns for local businesses,non-profits, civic organizations, and political candidates.
Not only have these campaigns proven to be successful,but everyone involved had fun!
Since launching BBM&A Andy has been featured in the localpaper with guest columns, worked with the area’s leadingbusinesses, and assisted in organizing several successfulevents.
Andy’s passion for helping business owners, both big andsmall, has led him to pursue a certification from Gallupearning himself the title of Gallup-Certified Strengths Coach .
You can learn more about our coaching business, UnleashStrengths, by visiting UnleashStrengths.com.
Contact Us!www.BentBusinessMarketing.com
https://Facebook.com/BentBusinessMarketinghttps://Twitter.com/BentBiz
Thank you for taking the time to read this eBook! Building your business is my passion. Talk to you soon.
