Obviously active listening is an important networking skill. As an active listener it’s important to ask clarifying questions in an effort to truly understand your fellow networker.

 

I had an interesting experience last week that really brought this point home. In the course of our conversation we began talking about “achievement.” I’m very thankful that I asked what achievement meant to her. It turns out her definition was completely different from the one that I have in my head.

 

 

The point is, to truly understand someone and build a deeper relationship it’s important to know where they’re coming from. In this case, a simple difference in definition was the different between our coming to complete agreement and an otherwise so-so conversation. I never would have learned this had I not asked her to clarify what she meant when she said “achievement.”

 

For the record I stuffed this new “achievement” crayon into my limited box, because it was far superior to my previous definition.

 

Clarify your own communications by asking better clarifying questions.

 

Happy networking!

 

Scott Ingram

NetworkInAustin.com

Thom Singer and I did another presentation for the Greater Austin Chamber of Commerce this morning. This was our second breakfast in the series and we facilitated everyone’s networking by helping them to share their “signature stories.”

 

I’ve expressed my dissatisfaction in the past with elevator pitches. For the most part I think that most are ineffective, forgettable and just take up valuable networking time in group meetings. Rather than just complain Thom and I worked on an alternative solution. We asked people to tell a couple of different stories.

 

A client story:

Rather than explain what you do, tell a story about how you’ve helped one of your clients. First identify the client by name or type of company (this should represent your target market), then explain how you helped them (what you do), finally talk about the outcome or results that they experienced (this should explain why someone would want to work with you or refer you).

 

Your Austin story:

Nearly everyone in Austin is from somewhere else, and we all came here for different reasons. Yet we all have one thing in common. We love Austin! So tell your story about Austin. What brought you here, what keeps you here, etc. This is a great way to make a connection with almost anyone in this city whether you’re native or you’re brand new to Austin.

 

Your background story:

What did you do before you did what you’re doing now? Everyone brings unique talents and perspectives to any industry or occupation. Most often that’s developed by the type of work you’ve done in the past. What was that work, and how does it contribute to what you do today and make you better than your competition?

 

Think about how you might be able to use these types of stories in place of the traditional elevator pitch. It’s a great way to set yourself apart, and really show your passion in what you do.

 

Once again the feedback from this event was wonderful. Thank you those of you who took the time to come up to Thom and I afterwards and thank us. Hopefully you’d like to see more of these in the future. I’d encourage you to call the Chamber and tell them how much you enjoyed the presentation.

 

Of course, both Thom and/or myself are available for other networking speaking engagements whether it’s for your company or department or your association. Feel free to give us a call, we’d love to help.

 

Happy networking!

Scott Ingram

The Statesman ran an interesting article this morning in the business section: “Pulling the plug on MySpace, Facebook.” The article talked about people who were deleting their online profiles on MySpace because they were only building networks of acquaintances, not real relationships.

 

I’m often asked about online networking vs. offline networking. At the end of the day there is no substitute for time spent face to face with someone. There’s just no way to replicate that type of interaction. Most of the successful online networkers I know can literally work anywhere in the world, and their networks are very broad. This can work, but I know that their relationships aren’t nearly as deep.

 

For most people they do business in a specific geographic area. It might be small like the city of Austin, or it might be larger, like the state of Texas. In most cases, they still have the opportunity to get some face time with their clients and prospects.

 

In my book online networking is an enhancement to the more traditional form of belly to belly networking. It’s great from a visibility standpoint. If someone loses your card how will they find you again? Many members of NetworkInAustin.com are found by Internet users Googling their name or company name. Without their profile they might not have been found and lost out on an opportunity for a referral or new business.

 

A service like LinkedIn can also be used to see who your fellow networkers know. This can expose opportunities that you probably would not have known existed otherwise. But don’t expect to build new relationships just because you’re on LinkedIn. Relationships take time to develop, and most of the time that involves sitting down together in person.

 

Use online networking tools to enhance the business networking that you’re doing, but not as a replacement. There’s no substitute for building human relationships if you’re going to succeed in your networking efforts.

 

Happy networking!

 

Scott Ingram

NetworkInAustin.com

These days it seems that everyone is trying so hard to set themselves apart. That makes it even more difficult to get noticed. But, don’t think that you need to have a multi-million dollar ad budget to get noticed. Sometimes it’s the little things that really make the difference.

 

I have to admit that this post was prompted by a bad experience that I had. Several months ago I was working with one of my clients and accidentally learned that they had started using another vendor that I had referred to them prior to our meeting. I’m glad they chose to work with that vendor, but I was a little surprised simply because the vendor had never told me that they landed the account.

 

This was a substantial account, probably worth 5 figures to this vendor. Now, I don’t expect to be lavished in gifts or sent exorbitant referral fees (although that can be nice). All I really expect is a simple thank you.

 

The next time it made sense for me to refer this vendor I gave it a serious second thought. Are you losing business simply because you didn’t say Thank You? I will tell you that I did make the second referral because they were the best fit for that client, but if I’d had another alternative it’s very likely that I wouldn’t have referred them again.

 

Just saying “Thank You” goes a really long way. Who should you thank today?

 

Happy Networking!

 

Scott Ingram

 

P.S. Thank YOU for reading my blog. I hope you're able to glean some value from the networking tips I share.