Newsletter: September 2010
BUILDING YOUR NETWORKING COMPETENCE
Part I: Extending Yourself to Proactively Create Opportunities
There is an inescapable fact that comes with owning and running a business and having a key role within an organization: you have to get out there, meet prospective customers and sell. In other words – you have to network. Yet for many, meeting new people and starting conversation with strangers is on their top 3 list of things they really don't like to do – right behind public speaking and paying taxes!
Now of course, there are people who are natural social magnets. They love meeting new people, engaging in conversation and discussing ways their business can help. These are the extroverts or the borderline introverts who have learned how to be become skillful networkers. But for many of us (and one of the authors, Tony, falls into this category), networking is a challenge.
To get better at networking, or at anything for that matter, you have to believe that it's important and worth your while. Think about it, how many of you actually spend time doing what you don't like to do? So what do you do about having to do something you don't like to do because to grow your business you must do it? You learn how to network, and you start in a safe environment.
Networking opportunities are literally everywhere. Whether you are at your son or daughter's event, at a club, at parent's night, at a local trade association meeting, there are networking opportunities. Now we did not pick these places casually. These are safe places. These are places where you can practice conversational engagement, asking provocative questions, in a conversational tone, with someone you already know. The difference from what you are doing now, is that you are probing, gently, into what the other person does, what they think about certain issues. You are practicing a networking conversion.
Remember, that to be successful in networking you must come across as a peer. That means you do not start the conversation by telling the other person how much you admire them, what a big fan you. Fawning is out! This approach immediately makes you a subordinate.
Part II: Our 10 Step Process that if practiced consistently, will help you promote yourself, build your network and grow your business
(Pre-Event)
- Learn to introduce yourself by full name, with a firm handshake and looking the other in the eye (not staring, but with interest and respect), and smile. This is a confident and warm approach. If you prefer, take out the handshake. The others are requirements unless you are in a culturally sensitive geography to direct eye contact or a handshake. And remember, the conversation is in a conversational tone between two peers, meaning you have something to offer.
- Create your short script (and practice it) which identifies who you are, who you represent, what you do and the value you provide. (This should be two sentences max-clear and concise.)
- Create at least three questions, or curiosities related to the event or issues around the event and, anticipating who might be there, use these as an opener to initiate conversation.
- Set a goal for new contacts/connections per event. We suggest at least 3 (and that doesn't include just picking up a business card). Think about if there are particular "target" folks that you want to meet and would benefit from meeting. (We suggest that when going to a conference/event, you identify beforehand the people you would like to meet.) Also, be open to the serendipity of meeting people. There is often a little magic that happens in meeting just the right folks at the right time; meaning don't disengage if someone is reaching out to you first (unless of course you have a valid reason.)
(At The Event)
- Extend yourself (reach out and introduce yourself to a person) and sincerely listen to what the other person is saying (making sure you "register" their name, who they represent/work for and what they do) â an exchange of cards is appropriate and make sure you note on the back of the card the event, location/date you met them and what you discussed. This is essential for a targeted follow-up note.
- Add value — Identify a thought, idea, strategy or resource that you can offer them that may be of interest or assistanceâhere you are providing value to them, and if you've done a good job, this will encourage their openness to future conversations.
- Be time conscious — Don't hog their time (or hide with them) as you both have other folks to meet.
- Close with an appreciation statement about meeting them, and permission to follow-up. As you leave, look them in the eye, smile and again either shake their hand or not depending on your comfort level (and keeping in mind the cultural norms and sensitivities) and move along and around the room.
(Post-Event)
- Within one business day – take 10 minutes to evaluate how you did; what worked, what you could do differently or better ("lessons learned").
- Schedule (yes, as a task on your calendar so it gets done) a value add follow-up with your new connections within one business week, so it is fresh and to anchor the relationship. Then maintain contact and grow the relationship (aka: it's a process not an event.)
Another powerful strategy is to use a buddy system, whereas you mention the person you came with and that you want them to meet each other as well (and they do the same for you) — and you can double your efforts. One caveat to remember – you did not come to the event to spend time with your colleague/partner, you went there to meet new people and promote new opportunities.
One additional thought, to get yourself into the mindset of meeting people (and some people, as we mentioned, have a difficult time with meeting new people), is to engage in constructive self-talk. An example would be to tell yourself how beneficial this will be as you meet new people and find new opportunities to grow your business, knowing (and truly believing) that the person you meet will themselves benefit from the value you have to offer.
And finally, we have written about influence and the importance of influence in getting things done. These micro-meetings are the first stage to creating influence. And each follow-up discussion / meeting builds on the concept of reciprocity and mutuality – providing something of meaningful value to the other person, who will in turn provide something of value to you.
Difficult – for some yes. Worth it – absolutely.
To your networking ease and success!
Healthcare Corner – News and Issues
Health Insurance Hikes
The Wall Street Journal (9/8/10) reported that health care insurance companies have asked for a 1% to 9% premium increase for individuals and small businesses (defined as companies with 50 or less employees). The reason – coverage changes mandated in the Affordable Care Act. These increases do not include requests that will be forthcoming to cover the rising cost of medical care. Total premium cost increases could exceed 20%.
The Affordable Care Act mandated changes include:
- Letting children stay on their parent's insurance policies until age 26
- Eliminating co-payment for preventive care
- Barring insurers from denying policies to children with pre-existing conditions
- Elimination of the coverage caps
The increases apply to new plans written after October 1, 2010 but also could apply if there is a:
- Modification to your current plan
- Lose in grandfather status
Health Care Trends – Long-Term Care
There was a time when the term long term care was synonymous with nursing homes. No longer. Long-Term Care is emerging as a viable cost-effective care alternative to acute hospital care. It also is responding to the shift in disease patterns. As the population ages we will see more chronic disease and that requires a different care model. Long-term care is emerging to fill that need.
Long Term Care insurance is also something you should consider for yourself.
There are many reasons why Long-Term Care Insurance is being recommended by financial advisors. They've seen the physical, emotional and financial burden put upon their clients due to an accident or illness.
Health insurance, Medicare and Disability Insurance provide little protection. Medicaid requires a spend down of your assets before you qualify. Long-Term Care Insurance will provide the funds to pay for extended care at Home, Assisted Living Retirement Communities, Adult Day Care as well as Nursing Homes. Premiums may be tax deductible if you own a business or are self-employed. It's something to think about while you are still young and healthy and it's a reasonable business expense.
KLC News
Announcements
- Check out our updated website, including innovative instruction elements like our Biz $ense TV – media to grow the business mind, and our new Book Reviews! kubicalaforestconsulting.com
- We will be providing a training series to the Lower Yukon School District in Alaska the week of September 25th
- We are providing an Influence Workshop in Providence, RI October 6
- We are presenters at the ERE Expo (Recruiting Intelligence) October 26 in Hollywood Beach, Florida. Join us at an incomparable conference for Recruiting, Talent Management and Process improvement! http://events.linkedin.com/ERE-Expo-2010-Fall/pub/364417
Publications
- How to Influence without Positional Authority and Improve Employee More Using 3 Simples Strategies http://www.powerhomebiz.com/News/082010/positional-authority.htm
- Finding Your Edge as a Corporate Recruiter http://www.ere.net/2010/08/23/finding-your-edge-as-a-corporate-recruiter/
- From Corporate Refugee to Entrepreneur http://www.womenentrepreneur.com/2010/08/from-corporate-refugee-to-entrepreneur.html
- Avoid these pitfalls on path to a strategic vision Providence Business News http://www.pbn.com/detail/52310.html
