BBC 024 : How to Make Networking Work for You (1 of 2)

Better Business Coach Podcast: Sales Training | Proven Education | Actionable & Downloadable Worksheets

When it comes to networking, people commonly suffer from two major issues:

1. Getting in a room of quality prospects, rather than just other people that do what they do
2. Talking to the right people when they’re in the right room

This is exactly why today on Better Business Coach podcast I have asked a close personal friend, Judy Robinett, to share some of the wisdom that made her book, “How to Be a Power Connector,” a best seller.

Episode outline:

Times have changed and the old networking skills you may have learned are now dead, and these days may be seen as manipulative and “icky.” Judy suggests that the new way of networking must be robust, wide and deep. Whatever your objective, whether it is going public or finding new customers, a good network should support and aid you along the way.

One of the most common problems is that we tend to network around like-minded people.

• If we’re a coach we network with other coaches
• If we’re a dentist we network with other dentists

This strategy may work from time to time, but ask yourself: Wouldn’t you find more clients being in rooms of people that need coaching or dental work? So think about it. Where do your clients hang out? It could be:

• another sort of networking event
• a football stadium
• an art gallery
• the symphony
• charity events
• etc.

Wherever they hang out, that’s where you should be. I know what you’re thinking at this stage…”But I don’t like the symphony!” Truth is, you don’t need to like it. Of course as a coach or dentist you will enjoy hanging out with like-minded coaches or dentists more, however, that’s not going to get you paid.

Research indicates that the average person only talks to strangers about 2-3% of the time. Judy highlights that that is where the magic happens. So why is it then that we spend so little time doing it?

Talking to new people is uncomfortable

If you are like 50% of people in the USA and classify yourself as shy, you may want to check out what I call, “the seven self-destructive mindsets to selling.” This will help you understand the logic for why you feel this way and offer advice on how you can overcome it, even if you are an introvert.

Judy suggests that most people worry, especially if they are trying to network with high profile individuals, that they will have nothing of value to offer. She says this is just a limiting belief. Everyone has problems and everyone needs solutions. Judy recommends that if you just start, you’ll work it out.

I like to think of this simple rule of thumb: If you’re feeling uncomfortable, you’re probably meeting the right people. If not, then you’re not.

Where do you start?

First, get in the right room. When you’re in the right room, start by saying, “Hi, how are you?” Then use the below three golden questions:

1. How can I help you? – This is a great rapport builder and a perfect lead into the conversational elevator pitch, discussed in session three.
2. What other ideas do you have for me?
3. Who else do you know that I should talk to?

Once you see this works and works well, get braver and speak to more/higher profile people.

Don’t be afraid to ask for help

As JV Crum III said in episode 18 and 19, a lot of people are good hearted and want to help make everyone successful.

Getting the edge

Start with research – Now just because Judy suggests starting and working it out, doesn’t mean she is suggesting going unprepared. Do your research. If you’re going to the symphony, then research the people performing. I once had a client that learned all the names of players and their statistics for three major football teams, because his clients went to football chairman’s lunches and when he went he wanted to be in the conversation.

Get out of your own head and focus on them – Judy suggests this is the true secret to breaking the ice with anyone. Doing it will be like pulling a cork out of a bottle and from then on, you’ll never have a problem with them again.

1. Complement – People feel uncomfortable complementing others, but it is the easiest way to obtain a positive interaction. If you have already researched the person you are meeting, you can complement their work. If not, look for something to complement; it’s not as hard as you think. Surprising (or perhaps not) tip from Judy: Men love to be complemented on their clothes.
2. Ask questions and then truly listen with your head, heart and eyes. The downfall of many is that they say, “Hi, how are you,” and then think of what to say next. Need a little help? Listen to episode nine, “Listen and succeed; it’s that simple!” There you will learn the five keys to active listening.

How big does your network need to be?

It may shock you to know, that for networking success, your contact list doesn’t need to be that big. Judy suggests that 25-50 quality relationships, spread across industries and geography, is all you need. While that sounds like a small number, she stresses that these are not shallow relationships, but people that will return your call as well as have your back now and in the future.

The lesson to be learned from this is not to have hundreds, if not thousands, of shallow relationships. Focus on the key few, foster them, and don’t let people in if they don’t have a good head, heart and gut.

Judy classifies people by asking herself, “Is this person an Oprah or Martha Stewart?”

Perhaps you could do the same.

About Judy Robinett:

Judy Robinett is the author of How to Be a Power Connector. Robinett is a business thought leader profiled in Forbes, Huffington Post, and Bloomberg as a super connector who uses her 30 year entrepreneurial experience and connections to accelerate growth and enhance profitability of public and private businesses.

How can I find out more about Judy Robinett?

Check out www.judyrobinett.com

Don’t miss a thing:

As the podcast will have sessions both in video and audio, make sure you subscribe to both the audio and video versions of this podcast.

Here are the links:

Video podcast – Click here to subscribe

Audio podcast – Click here to subscribe

So please subscribe!

While you’re there, PLEASE PLEASE PLEASE – leave a review and the star rating you feel this is worthy of.

Thank you in advance.

To find out more about me or the show, feel free to check out:

My profile – https://matthewpollard.com/aboutmatthewpollard

The full show write-up – http://betterbusinesscoachpodcast.com

Items/links mentioned:

1. The Seven Self-Destructive Mindsets To Selling
2. BBC 003 : Part 2 – Who Wants More Clients? Then Let’s Learn To Network
3. BBC 009 : Listen & Succeed, It’s That Simple! Learn The 5 Keys To Active Listening
4. BBC 018 : Part 1 of 2 – Differentiating While Staying Authentic And Charging Without Feeling Like You’re Imposing with JV Crum III
5. BBC 019 : Part 2 of 2 – The Abundance Mindset with JV Crum III

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