Networking Now:

Someone recently asked me about some of my more unusual moments in business, and that took me back to a short stint I did working as the general manager of a light-manufacturing plant in Los Angeles.

This story actually begins many years earlier when, as a young boy, I stayed up late watching old Twilight Zone episodes with my mother. There was one in particular that I loved about a little boy named Anthony who had incredible powers and completely controlled a small town. He would do horrible things to people and animals with his mind, and then his family would beg him to send the misshapen or deformed beast to the “cornfields.” As soon as he’d done it, one of the townspeople would inevitably utter the infamous words . . . “It’s a good thing you done that Anthony, it’s a real good thing you done that.” Then everyone would nod their heads in agreement in total fear that Anthony might do it to them next. This made for great science fiction and, because I love science fiction, it stuck in my mind for many years.

Fast forward some 15 years later when I worked as the general manager of a light-manufacturing plant. There, I had the misfortune to work for the absolute worst, most dysfunctional team of people I have ever seen. It was headed up by Sally, the co-owner, whose idea of good management was yelling at everyone who didn’t do what she said–immediately. This woman was Genghis Khan in female form.

As soon as I started the job, I realized it was a horrible mistake and I dreaded coming to work almost every day. Finally, after three months, it happened. “It” being the most surreal experience of my management career. I was in the middle of a meeting with some employees from the production department along with “Ms. Khan” when she went into an absolute tirade, screamed at an employee and then summarily threw the young lady out of her office.

At that moment, one of the horror-stricken production employees remaining in the room looked solemnly at The Khan, nodded, and said . . . “It’s a good thing you done that, Sally, it’s a real good thing you done that.” I couldn’t believe it! It was at that very moment that I thought, “Oh , my God ,  I’m in the Twilight Zone! I’m THERE . . . this is it . . . the cornfields have to be next!! I AM OUT OF HERE!” The very next day I gave my notice.

I have never regretted leaving the company. It was the experience that prompted me to start my own business. Leaving there and starting my own company was the best decision I ever made, and I’ve never looked back (except to chuckle from time to time).

Do you have a Twilight Zone Management experience? If so, please share it with us.

George C. Fraser is not only a valued friend of mine, he is also a man I greatly respect for the amazing accomplishments he has made in his life–which have proved him to be one of the most knowledgeable networking experts I’ve had the pleasure to associate with. He has written a book called CLICK: Ten Truths to Building Extraordinary Relationships, and I’d like to share some of the book for you here because the “Ten Truths” that he outlines are clear, straightforward, great networking tips that any good networker should keep in mind.

Here are George’s “Ten Truths”:

1. Be authentic: Be who you really are. Have an agenda, know why you’re there, what you want and need. Be on your best behavior–but always be yourself.

2. Be in the moment: Please … shut up and listen with your eyes and ears. Ask good questions. Roaming eyes (looking over and around someone) is an instant turnoff. Your task is to understand the other person first.

3. Find a need and fill it: Help someone with his or her child, health or wealth and you will CLICK quickly. Pretend you’re in a contest with the other person to see who can genuinely give, serve and add value first. Always look for the win-win.

4. Follow-up or be forgotten: Attention spans are short these days. Following up demonstrates that you care and helps build the connection. It also will impress people, because 98 percent won’t do it.

5. Give credit and take the blame: This is especially true when you lead a team. Remember that you have a limited amount of time; therefore, quickly rid yourself of toxic people and bloodsuckers–people who drain you of your time, energy and patience.

6. Make others feel significant and/or important: Give sincere compliments. Appropriateness is the key, be it the hair, jewelry, suit, tie, remarks, accomplishments, ideas, etc. Remember, insincerity is the highest form of B.S.

7. Don’t be boring: Talking only about sports, weather and/or business can be boring. Read! Lead with your passion/purpose. Self-depreciating humor is a great ice breaker. Do not prejudge people.

8. Have a great soundbite: It’s like having a hit record. Prepare a short 15- to 20-second statement that says: a. Who you are, b. Where you’re from, c. What you do, d. How you add value and e. Offers a quantifiable evaluation of your value. A great soundbite should pique people’s interest and give them something substantial from which to establish a connection.

9. Smile: You’ll attract more people. A gentle smile while standing, listening and/or talking is infectious. It signals openness, warmth, energy and interest.

10. Pay attention to appearance and hygiene: Yes, how you look matters. First impressions stick for a long time, so make a great one! Looking and smelling good go perfectly with feeling good and sounding good. It’s an unbeatable quartet if you want to be on the team.

For more information on George and CLICK, visit FraserNet or 10truths2click.com.

I recently spoke at two different events in Southern California and I found it interesting that at each event, questions about whether there is a right or a wrong networking style were brought up by audience members.

It is a given that people can be very different from one another; therefore, there are some very different styles of networking. However, there is one style of networking that results in the ground practically smoking wherever some networkers tread. This style can be referred to as “scorched earth networking.” It is important to avoid this type of networking in cultivating a successful business networking model.

Avoid the hallmarks of a scorched-earth networker, which are listed below:

• Moves from networking group to networking group—constantly dissatisfied with the quality of referrals received from each.
• Talks more than listens.
• Doesn’t “honor the event”—networks at inappropriate opportunities.
• Thinks that being “highly visible” is enough to make business flow his or her way—ignores the need to build credibility.
• Expects others to be consistently referring him or her—has a “get” and not “give” mentality. Views networking as a transaction, not a relationship.

Scorched-earth networking doesn’t work, because building your business through word-of-mouth is about cultivating relationships with people who get to know you and trust you. People do business with people they have confidence in.

As you network, look around at what you leave behind. Are you creating relationships by building your social capital (farming as opposed to hunting), or are you leaving a scorched earth and many bodies in your wake?

Better yet, have you experienced someone practicing scorched-earth networking? If so, share the story here.

I was recently speaking to a friend of mine who is a partner in an international consulting and training company. We discovered that we had a mutual acquaintance who is a bestselling author and fairly well-known speaker. In our discussion, we found out that he had contacted each of us individually to see if there were any possibilities for some type of strategic alliance with our companies.

We were both open to that possibility but couldn’t see any immediate and dramatic way our companies could link up with his and do any specific projects at that time. We were both a bit amused to then discover that we were summarily “dropped” from his radar (no response to e-mails or other attempts to connect) after that.

We got the sense that he was looking for the one big alliance that would help his company soar to the next level. That realization started a conversation about the difference in the relationship between the two of us.

Ironically, we had had the same type of phone call with each other just 18 months earlier and came to the same conclusion. There was nothing on a grand scale we could do together at that moment. The difference, however, was the rest of the story.

We agreed to stay in touch. And then we did. We connected several times over the year and met in person on several occasions. During that time, we found some simple ways to help each other and gradually enhanced the relationship. This was in sharp contrast to the third party we had talked to individually. When this person didn’t see any big payoff, we became persona non grata to him. On the other hand, the two of us found ways to help each other gradually and, even to this day, continue to build on our relationship.

We came to the conclusion that most people who are successful at networking and creating strong strategic alliances view the process as a series of small actions taken with many people to create a long-term positive growth for your company. The process is more of a marathon than a sprint. Throughout the race, you form alliances and help each other over the long haul.

Have you had a similar experience? How has this played out in your business?

I’m honored to say that I am part of a new film that is currently in production: The Time is Now.

I talk about how collaboration through networking is a powerful way of doing business.

The film features personal conversations with Bill Gates, Jack Welch, Tony Robbins, John Gray and Jack Canfield, plus many others.

The Leaders in the New Civilization–LINC–charitable organization is producing this amazing breakthrough film, which will be both educational and entertaining. It presents a very positive, futuristic view of what is possible as we utilize our most advanced resources, intelligence, awareness and scientific breakthroughs to make the highest-integrity choices for future generations.

Throughout these extraordinary dialogues, these leaders provide some of their greatest ideas, their deepest life philosophy and wisdom, their personal secrets to success and their most effective daily practices, along with powerful solutions for global issues that can shift our individual lives, our families, businesses, communities and the world.

If you would like to see an advance trailer for the film, go to: www.thetimeisnow.tv . I am in the section toward the end on “Collaboration.”

Enjoy!

I belong to several online networks. Recently, I got an email from one of the members whom I don’t know, have never talked to, and was never directly connected to in any way.

He sent out an email to many people in the online community about a new person who just joined. In it, he said: “Letting her join was the biggest mistake you will ever make. . . she is a disaster, is totally unreliable, is a total liar. You. . . have been. . . conned,” he concluded.

Wow, I was amazed that this “stranger” would send me this email. But the impersonal nature of online communications sometimes leads people to behave in ways they could never get away with in person! There are social mores that are easily bypassed when you are not looking someone in the eyes.

Whether you are dealing with face-to-face networking or online networking, the basics of etiquette and emotional intelligence should still apply. You have to be aware that when you are communicating on the internet you are still dealing with real people. Even though you may feel very powerful because you can say things and send it out to many people it doesn’t mean that you should or that it’s appropriate to do so!

The ignoramus who sent me this email would never have the stones to talk about this person “personally” to all the people (including strangers) that he emailed, but he could do it behind the relative safety of the internet. Unfortunately, this is one of the weaknesses of the powerful medium of the internet. If this individual behaved like this at an “in-person” meeting, he’d likely be thrown out! But online, he thinks he can get away with it. People like this become so disconnected with reality that they get this false sense of power (not to mention self-importance).

So, what do you say to someone who sends you such a totally inappropriate email? I told him that “I didn’t know the woman he was talking about but that his email told me a lot about him and that I did NOT want to get this type of slanderous communication again.” He surprised me with his response. He said that he didn’t know who I was and “he didn’t want to talk to nobodies” like me! At first I thought, “nobody, I don’t think I’m a nobody.” Then I thought, hmmm, maybe it’s a good thing to be a “nobody” to a nutcase!

Have you had experiences like this? If so, tell me about it. What did you say when you got an email like this? I want to hear your feedback.

I was thinking about the blog I wrote last month about the “Butterfly Effect of Networking,� and it occurred to me that an important part of the reason I was able to make such effective and rewarding networking connections was the way that I thought about, and therefore went about networking. Here’s what I mean by that . . .

While it’s important to know the right things to do while networking, it’s equally important to start thinking the right way to make your networking efforts as successful and dynamic as they can be. This involves altering your mind-set. Here is an up-close look at some elements you’ll want to include in your mind-set to ensure networking success:

1. The law of reciprocity or “givers gain� approach.

Don’t approach networking thinking “I did this for you, now what are you going to do for me?� Instead, remember the old adage “Give and you shall receive.� The law of reciprocity takes the focus off of what you stand to gain from the networking relationship, and in doing so, creates bonds based on trust and friendship. Put it to the test. You’ll be amazed by the outcome.

2. Diversity in networking.

Look for groups that don’t target people just like you. In this way, you’ll broaden the net you seek to cast for referrals.

3. Farming mentality.

It’s a long, drawn-out process to go from seeding a field to harvesting the crops and there’s no quick return. But, when you spend time and take care in building relationships, your networking will yield extraordinary results.

Approaching networking with a mentality that focuses on the process of cultivating referrals will create the results you desire. Make an effort to spend more time strengthening your friendships with those whom you wish to have as part of your networking circle and you will certainly make more and better connections.

Recently, I had lunch with the President of a Southern California University along with his Dean for the School of Business. We spoke about many things but, he specifically wondered what I thought the school could be doing better to teach students graduating from his University. My answer was easy – “start teaching courses on networking, social capital and/or emotional intelligence.”

He asked me “why?”  I told him that if you ask the average business person or entrepreneur what one of the most important ways to build their business is, they will almost always tell you “networking or word of mouth. So, if networking is so important, why aren’t we teaching it?  I told him that “social capital (which is the study of resources developed through personal and professional relationships) and emotional intelligence (sometimes called EQ for emotional quotient) are key factors to the successful interaction of people with one another.  I suggested that often people may get hired because of their “IQ” but they will get promoted because of their “EQ.  All of these subjects have a strong influence on someone’s success and there is a wealth of research being developed in each of those areas.

The President looked to his Dean for the School of Business and asked him what he thought. The Dean looked me squarely in the eyes and said, “my professors would never teach that material here!  I asked him “why” and he said, “it’s all soft science.”

Soft science! Teaching people how to interact with people in an effective way is “soft science! I should not have been surprised. I’ve run into this many times before with college professors in the past. I was just amazed that this progressive university would take such a position.

We give people bachelor’s degrees in marketing, business, and even entrepreneurship, but we teach them hardly anything about the one subject that virtually every entrepreneur says is critically important to their business – networking and social capital. Why don’t business schools teach this subject? I think it’s because most business schools are made up of professors who’ve NEVER owned a business in their life! Almost everything they’ve learned about running a business they’ve learned from books and consulting. Well, I’ve read a fair number of books, I was a consultant for many years, and I’ve run my own business for more than two decades. I can tell you first hand that if you haven’t actually owned a business, you have a handicap in teaching a course involving entrepreneurship.

Can you imagine a law course taught by someone who’s not an attorney, or an accounting course taught by anyone without direct accounting experience? Yet we put business professors in colleges to teach courses related to marketing and entrepreneurship with little or no first hand experience in the field. Is it any wonder then that a subject that is so critically important to business people would be so completely missed by business schools? Of course not. Networking and social capital courses aren’t taught in business schools because most business professors aren’t practitioners. They don’t really understand the importance of this subject for entrepreneurs. Granted, there was little written in the field of networking and social capital twenty years ago (do a literature search – you’ll see), but that is not the case today. There are hundreds of articles and many books on various facets of the area. A thorough bibliography of many of these articles and books can be found in the back of The World’s Best Known Marketing Secret (Revised Edition).

Networking is a field that is finally being codified and structured. Business schools around the world need to wake up and start teaching this curriculum. Schools like any large institution are bureaucracies, so it is unlikely to happen quickly; however, for those schools with vision, foresight, and the ability to act swiftly (sort of the way business professors claim that “businesses should act), they will be positioning themselves as leaders in education by truly understanding and responding to the needs of today’s businesses. These schools will be on the cutting edge of business education so as to better serve their students while positioning themselves as a leading institution for entrepreneurs.
Word-of-mouth marketing works. Social capital is critically important. And networking is the mechanism to develop both. As more universities and colleges open their doors to professors who want to include this strategy with their marketing instruction, we are going to see a major shift in the business landscape. We will see emerging entrepreneurs who will be equipped with another strategy for success in business. We will see networking utilized at its fullest capacity and we will see business schools actually teaching a subject that the business practitioner says is important.

If that doesn’t happen, the private sector will once again step up to the plate and fill the gap for the lack of practical education provided by universities. Just look at sales training. Colleges totally miss the boat on this subject which has created an “after degree” market in sales training done by people like Brian Tracy (www.briantracyuniversity.com). I predict the same will happen for networking and referral marketing with organizations like the Referral Institute (www.referralinstitute.com).

By the way, at the end of the conversation during that lunch, I asked the Dean about courses on “leadership”.  I said, “how are courses on leadership any less of a ‘soft science’ than networking”  He didn’t have an answer. What a surprise.
I’d love to hear your thoughts!