The Only Networking Tip You'll Ever Need

The Networking Workout

I have a friend who is very athletic. He runs, swims, bikes, plays tennis, plays on an adult volleyball team and is outdoors all summer long. At the gym, you don’t want to run on the treadmill or spin cycle next to him. He can make the aerobics instructor look flabby. This is the guy I would take one look at and try to grab the farthest treadmill away from him. Even worse, this is the guy who will strike up a conversation with anyone, at any time. He’ll talk to you when you’re busting a sweat on the treadmill, gasping in agony, all the while he’s cool as a cucumber and smiling, chatting your ear off, with his treadmill running at a steady 8 mph.

Yeah, that guy.

Unlike many of us, he’s a natural extrovert and talking to complete strangers is easy for him. Yet, I’ve never seen him attend a networking group, ask for business  or a gig (he’s a musician) but his calendar is booked 6 months out for engagements and live performances.  His business now rolls on almost exclusive referrals.  Fortunately, over the years, I have been able to quietly observe his conversation skills and I’ve noticed a specific pattern.

He knows the rules of the classic networking game. Ask questions, answer a few, but turn the conversation back to the other person whenever possible. Informal chatting, keeping up the momentum of a natural conversation, is all he does. But for some of us (introverts, look up please) it is a difficult “soft skill” to learn.

The natural wall flowers among us truly hate the ice breakers.  Just showing up to a networking event can bring out the sweaty palms.  Wall flowers tend to avoid the big meet ups and think long and hard before raising a hand to ask a valid question in front of their peers.  

Consider too, how some folks run their entire business based on talking to others. Leads, referrals, negotiations, follow ups, requests for more information, all these are natural ways to leverage your business and network more.

The only networking tip you'll ever need

Don't let your less than perfect soft skills keep you from growing you business.  Take back your confidence and learn how to enjoy a networking event.  Use the Journalist Tip. It’s very simple, very effective and has never let me down:  Keep ‘em talking.

That’s it. People usually don’t mind chatting up the topic they know best: themselves. And, if all else fails, try these open ended questions:

Where are you from?
What’s it like or how long have you lived there?
What’s the best/worst part about it?
Where did you find your last deal?
What’s the biggest problem facing your business today?
Tell me about your ideal deal/partner/business.

The key is to never ask yes/no questions. And take no more than a few minutes of their time. A networking event means you’re working, on either your business or your soft skills, both of which will be time well spent.  Then, once you get comfortable with talking to strangers, you can add in more details and see how you can help them.  

Reality check

How well does it work?  From my own experience, I can say it has worked without fail, every single time.  I've come a long way from my wall flower beginnings.  I've used this tip to interview experts, talk my way into job interviews, for research, for cold calls, and for networking events.  This one skill has worked so well, that I've been asked to look into forming a hands on investors club in my area with fellow BP members. I think June would be a good time to kick off such a MeetUp.  Are you interested in joining us?  Should I try a live Webinar like Brandon Turner?  Let me know in the comments below.  And let me know how your last business networking session went.  What is your best tip?

Connect with me anytime.

Warm regards,

Jennifer Kinzle, e-PRO
Charles Rutenberg Realty of Naperville
Short Sales in Elgin Fox Valley
(630) 854-4360
www.ElginFoxValley.com