My overall message is that of networking in general with an emphasis on face-to-face networking, so I began my challenge of meeting 100 people in 50 days as a way to lead by example and to demonstrate how it can be done. Most of my examples thus far have been people I have met in person at business meetings and business events. But I am also an avid online networker and can be found commenting on posts and participating at numerous groups at LinkedIn, Facebook and other online communities. So today I am blogging about three new people I met at LinkedIn. The caveat for an online meeting is that I must have a live conversation with the person and we should each learn a little about each other.

In the past two days I had three very interesting conversations. In each of the three meetings we decided to meet via Skype which is great, because let’s face it why pay if you can have a free conversation? In the case of my meeting with Linda Lord she was brave enough to use her camera whereas the three guys (me included) opted for the headset voice-only mode.

The Pitch - Business Lessons Learned on the Soccer Field

Linda Lord was my most recent conversation ending just about a half hour ago, so I’ll begin with her. She is the author of  The Pitch – Business Lessons Learned on the Soccer Field.  This book is a business parable following the experiences of her fictitious hero Liz Roberts the owner of a struggling event planning business who is also struggling to connect with her teenaged son. Liz attempts to make a connection with her son through soccer and in so doing finds business lessons in the practical realities of the sport. This book can be enjoyed by those interested in soccer, business, parenting or anyone just looking to read an interesting story.

My observation is Linda is part of a new breed of business book authors trying to make business lessons more accessible by making them more enjoyable to read. Stories are helpful in learning because they are like pneumonic devices that help you remember what you learn because they are presented within a context that you are likely to remember. For instance I can ask you to recall a list if items such as cat, beer, mail and computer. You could simply memorize these or I can say “my cat was laying next to the computer drinking a beer and reading my mail.”  That short story and the image it creates has a greater likelihood of you recalling that list later. Likewise in books such as The Pitch you have a greater likelihood of recalling the lessons learned within the context of the story. Learn more about Linda J. Lord and her book at www.thepitchbusinessbook.com .

Don Osborne

This morning I chatted for about an hour with small business educator Don Osborne, presenter of the Profit Puzzle focusing on eight business basics that are the foundation of profit in any business. Don says his approach is akin to a Business101 class and is the place any new business owner or entrepreneur should begin. I immediately downloaded Don’s free checklist of 32 Action Steps you can take to make more small business profit now. This looks like a good guide any business owner could use to see if you are doing all of the things that might help your business to grow and prosper. I invite you to go to profitpuzzle.com and download a copy for yourself. Don and I spoke about the possibility of my producing a short video with a few business card marketing tips he can offer as a resource to his students. This is what is nice about networking. Meet new people and create new opportunities for everyone.

Lonnie Sciambi

Yesterday I spoke with Lonnie Sciambi who bills himself as “The Entrepreneur’s Yoda” because he is ready to reveal the age old mysteries of business success to willing and eager Business Jedis. We had a great conversation sharing ancient business history and war stories. Though Lonnie is willing to mentor budding entrepreneurs (usually for free) he makes his money working with seasoned business veterans, assisting in turning around wounded and damaged businesses and helping mature business owners to successfully transition their business to the next generation of owners. Those of us who have witnessed this done badly understand there is a right and wrong way to see to it that your business survives you, and that the other stakeholders such as employees, customers, family and you, survive your exit. I look forward to learning more from Lonnie “Yoda” Sciambi and you can do the same by visiting his blog or follow him on twitter @yodacanhelp.

As it turned out these three discussions were with individuals who provide help, assistance and guidance to small business owners. Linda J. Lord through her book  The Pitch; Don Osborne through his self directed online business education and Lonnie Sciambi who provides a more personal one-on-one approach to more established entrepreneurs. I hope my readers will benefit from my new contacts by clicking through to understand each of their offering more thoroughly. Continue to follow my networking adventures in the world and on the world wide web. The count stands a Day 23 with 38 new people met.

 Kevin the discussion leader offered this observation which I will paraphrase. You go to a networking event and one of the networkers explains all the wonderful things that he can do for your clients and that of course you should refer him immediately. Then he is off to run down his next target. Kevin goes on to say, I am not usually going to refer clients to someone who does not bother to ask me what I do. I would be fairly sure that most who approach me like this do not even realize the impression that they are making; they are probably thinking that they are working hard to find business. Problem is they are not using the right tools to find business. There are really three tools that are vital to networking: a brain and two ears! 

Denise responded: I have been to networking events where the same thing has happened to me. One person or persons go around the room and collect business cards tell about themselves then moves on. This would not be someone I could refer any business. When I network I am looking for power partners who can help each other . . . You are correct that you need to know someone and their business before you can begin referring . . . This takes time.  

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I hear this comment a lot and what it sounds like to me is this, “I am not going to network anymore because there are always one or two people not playing nice.”  This is followed by, “I’ll show them. I won’t play with them.” 

Who care about them?!  If they really bother you, excuse yourself and move on to the contacts you want to make.  Otherwise you might shout, “Hey! Let me tell you something about me.” I find most people are not intentionally trying to be rude, they’re just excited about what they do; they’re inexperienced; or they are just perpetually in sales mode. Don’t get stressed about it.

How about saying this, “Wow I can tell you are really excited about what you do, let me tell you about my great product or service.” Just because these individuals are a bit self centered it does not make them outcasts. Help them channel that enthusiasm and energy into being an advocate for you.

These networkers are not entirely wrong. They are just playing a different game. They know that networking is all about numbers and they’re hoping to score a knock out punch. But it is my observation that most people are far too passive. Remember that you do have to work the room. You do need to meet a lot of people. You do need to distribute and take a lot of business cards, because you do not know where the gold lies.

You might have a very nice meaningful in-depth conversation with someone who will never buy what you have and will never refer you to anyone. What good is that?  You may have spent time nurturing that relationship at the expense of a better opportunity. 

Most networking events are more similar to speed dating then they are to a Valentine dinner. At the average networking event you need to have as many short conversations as you can with as many people as you can. During that short period of time you need to communicate succinctly what you have to offer and find out a little something about the other person. Try to make a favorable impression. Ask for the other person’s business card and offer yours. After that you should have enough information to consider “a second date.” That might be a follow up email or phone call with an invitation to learn more or get to know each other better.  Some people may not warrant that much attention but if you see them at another event take the opportunity to renew your acquaintance and learn a little more. That is the advantage of attending reoccurring events like Chamber of Commerce, Meetups and other monthly or weekly gatherings. At these events you can take the time to have multiple interactions and build rapport. At “one-off” events you have to be a bit more aggressive. Interrupt a person who is taking too much of your time.  You can say, “ I am really happy to have learned a little about yu and your business but I would like to meet a few more people.” This is not a party. This is a business event. You might risk offending them but chances are he or she knows they talk too much. 

Don’t grouse. Take control of your time and your networking opportunity. Respect other people’s time and ask them to respect yours. Don’t be too hasty to write someone off because they are a little too aggressive. These are often people who are connectors. They meet a lot of people and believe me most of them know that they reap what they sow. Take a tip from the martial arts masters and turn that negative energy to your purpose.