Modern Sales and the Lost Art of Relationship Building

The sales industry seems to experience major shifts every five or ten years. Many of these shifts are the result of the way technology changes. Others have to do with cultural ebbs and flows. But one of the more confounding changes over the last decade has been the lack of personal attention clients and prospects get in sales.

Why Relationships Matter

Over the years we’ve seen an influx of sales and marketing automation tools in the business world. The result? If there’s an aspect of your sales strategy that you want to streamline, there’s an app, software, or innovative tool to help you remove yourself from the equation and automate your interactions. But is this a positive development?

Sometimes automation is good. It can save time, improve accuracy, and promote greater consistency. But too much automation can hurt the overall health and vitality of your business. That’s because automation undercuts and compromises your ability to connect with prospects on a personal level and build relationships with them.

Customers are people. And what do people care about? If we’re being honest, we’re all looking out for numero uno: ourselves. We spend almost every second of every day thinking about how we can make ourselves comfortable, happy, healthy, or secure. Nearly every decision we make is a decision to put ourselves first.

This “me-centric” mentality may seem overly selfish, but it’s a part of natural selection and survival of the fittest. For millions of years, the animals that have survived the longest have been the ones that are capable of looking out for themselves. (The moment a small rodent loses focus in the vast expanse of the rainforest is the moment he’s eaten by larger, stronger prey. As soon as a soldier stops protecting himself in the line of battle, he gets a spear thrown through his chest, etc.)

We all care about ourselves – and that includes your sales prospects and clients. And if you want to appease this fundamental element of humanity, you have to make the person on the other end of the conversation feel special and important. You have to stroke their ego.

Relationships appeal to our sense of importance and belongingness. When we perceive that others care about us, it validates and reaffirms the notion that we matter. In the business world, as in our personal lives, this plays a distinct role in how we make decisions.

4 Tips for Building Stronger Relationships in Sales

Jim Davidson is the founder of Coral Gables Trust Company. For years he’s worked closely with business owners and successful professionals and he’s noticed the most successful people are the ones who have the deepest relationships with their clients.

Davidson recalls a story some years ago when he went on a hunting trip to South Carolina with a handful of friends. One night, in the wee hours of the morning, one of his friend’s phone rang. It was a VIP client of his whose son had just been arrested on narcotics charges. The client was desperate, emotional, and in need of comfort. Davidson’s friend stayed on the phone with him for two hours.

This may seem like an extreme example, but it speaks volumes. This individual had built such a solid relationship with his client that he called him in his greatest time of need.

You don’t need relationships that are this deep, but you should strive to go deeper than surface level. Here are some ways you can strengthen your sales relationships:

1. Don’t Screw Up the First Meeting

“When you use traditional sales language, potential clients can’t help but label you with the negative stereotype of ‘salesperson.’ This makes it almost impossible for them to relate to you from a position of trust,” entrepreneur Ari Galper writes.

Your first meeting with a prospect is often the most important. It sets the tone and establishes the first impression. But if you spend too much of this time focusing on a sales pitch, you’ll set the wrong tone. Instead, you need to foster a genuine connection.

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2. Listen More Than You Speak

There will be times for you to talk, but these moments are much fewer and farther between than you probably realize. The majority – or at least half – of your time spent with prospects should be listening.

When you listen, you get the chance to see where people are coming from. They’ll tell you what they want and why they want it. This eliminates much of the back and forth guessing game that often exists in the traditional sales process.

3. Find Common Experiences

If you want your relationship with prospects to go beyond the product or solution you’re selling, then you need to find some common ground. Whether it’s sports, mutual friends, hobbies, or interests, common experiences will pull you together and strengthen your sales pitch. Over time, these elements give you something to rekindle the relationship with. They’re invaluable in the big picture.

4. Be Transparent

You can’t hold back in your relationships. There eventually comes a point where you may have to create some commotion or insert a little friction.

As a sales consultant, Warren Wick writes, “The deeper the conversations become, the more transparency you need to provide. Sometimes you will actually have to tell customers something they don’t want to hear. That’s OK. Like any relationship — sales or otherwise — honesty helps both sides grow.”

Giving Weight to Relationships

You have to stop selling and start building meaningful relationships with prospects and clients. The person on the other end of the phone, email, or dinner table is an individual with specific needs, wants, desires, and frustrations. As you get to know that person, you’ll become aware of what matters to the individual, which gives you an opportunity to build a strong relationship that’s predicated on real connections and ideas.

Now’s your chance to revamp your sales strategy and include action steps that prioritize relationship building. If you don’t, one of your competitors will.

Source: https://tweakyourbiz.com
Image Credit: Depositphotos

ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business organization focused on providing our members and guests with an extraordinary networking experience, bringing business professionals together for the sole purpose of generating new relationships and developing new business opportunities. Not a member, learn how you can become a member and join this awesome group of professionals to connect and grow your business.

Stay Connected with WNFP!

Five Rules For Networking Your Startup In A New City

As an expat Canadian (New York City has been home for over 20 years), a question I am frequently asked by foreign startups seeking funding or new customers is “how do I network in the United States?” Oh, if only it was so easy to give a single piece of networking advice for that 50 state question. Here’s why: when it comes to networking, it is as much about location as the people you desire to meet . One set of networking rules does not fit all geographic locations. To be successful at building networks in new cities, you need to understand how the locals interact – as it will improve the likelihood you’ll make the right connections and enhance the interactions you make.

“ In Austin, breakfast tacos and craft coffee rule for a first meeting - and don't be too formal as Austin is a super casual city ” – Julia Cheek, founder of digital health platform EverlyWell

Know Before You Go

Do your research on the investors or companies you want to meet, and the city you’ll be meeting them in, well before you book a flight or send a “here’s my pitch deck can we meet over coffee” email. You’ve undoubtedly heard the advice countless times before - and it’s guidance worth adhering to, as it will save you endless wasted hours and dollars in the long run. Google meetups in the city where you’re headed. Sign up for hyper-local event newsletters. Crowd source suggestions through Twitter. Whatever your source of information, study and take a keen interest in how the local entrepreneur community interacts – then mirror their behavior.

“Some of the networks do not mix with other networks. It is important to know which are the most relevant networks for your specific startups and in some cases, you might want to participate in completely different events so that you build connections in several networks.” - Itxaso del Palacio. Investment Director at London-based Notion Capital.

Learn The Unwritten Rules

Nashville's business community prides itself on accessibility and a willingness to meet regardless of seniority , Mucker Capital’s Monique Villa tells me. People who want to be connected within the Toronto startup ecosystem should look to add value , according to Janet Bannister, partner at Real Ventures. As a Canadian I can confirm that we are a friendly, sincere and helpful nation and it is not surprising that the Toronto tech ecosystem reflects these values. The point here is that every city operates a little bit differently and the more you understand those nuances, the more successful your network-building will be. Ask the investors or advisors you already have if they’ve done business in the city you’re headed to – then pepper them with questions about their overall experience (rather than immediately leaping into an ask for introductions).

“People will go out of their way to be helpful and, generally speaking, entrepreneurs, investors and others in the community genuinely care about each other and want others to be successful as they believe that a "rising tide lifts all boats" and the more success stories we have in Toronto, the more likely it is that other successes will follow.” - Janet Bannister, partner at Real Ventures

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Skip The Sales Pitch 

Your goal is to make long-term connections, not simply to close a funding round or land a business deal. Entrepreneurship is a precarious, challenging and uncertain pursuit. When resources (such as time, money and introductions) are scarce, the default is to invest those scarce resources in those with shared values and a demonstrated commitment to the community. If you’re not prepared to invest in the targeted ecosystem, why should they invest in you?

“ undefinedEveryone knows everyone, literally. In such a close-knit ecosystem like Singapore, all parties play in the same pool - government, corporate innovation teams, startups, accelerators, VCs, angels... One particular thing that people like talking about (think Crazy Rich Asians) is their family ties and the rich families they know.” – Pocket Sun, Managing Partner, SoGal Ventures

Warm Introductions Work Best

The foundation of strong introduction is trust – and trust does not arise from a perfectly crafted pitch deck[/tweet_quote] or complimentary email or hunting down an investor via a conference app. Avoid conferences is the advice of Singapore-based Anne Marie Droste, partner at Entrepreneur First. Droste, as with many venture capitalists seeks introductions that come from her network, preferably from another startup. “CEO to CEO [introductions] are always best for intros” in her mind. While avoiding conferences may sound harsh, I would suggest avoiding conferences if your only goal is to secure investment. If you’re attending to learn more about the dynamics of a startup ecosystem or further develop relationships you’ve made previously, then by all means, attend those conferences!

“ Whatsapp is where it’s at - no one emails. Business cards are less necessary than people like to think - just when you talk to corporations.’ – Anne Marie Droste, partner, Entrepreneur First (Singapore)

Understand Communication Preferences

To build a strong network you need to recognize the communication preferences of the other person . Are they a “meet for coffee person” or a 15-minute phone call type? The same is true when it comes to technology. The good news is that many investors share their communication preferences from interviews, podcasts, blogs and tweets. You should be able to discern the best way to engage. Be prepared to adopt their preferred communication tool(s) when necessary. “ WeChat is the predominate messaging app in China and it's the most important tool for networking and getting things done” Tina Cheng, Managing Partner at Cherubic Ventures tells me, adding that the custom in China is to add business contacts on WeChat by scanning a QR code. Figure out before you reach out whether you need to get a QR code, download a new app or jump on a video chat platform, and avoid looking like yet another startup founder who doesn’t know the local networking rules.

" The Warsaw start-up scene and investor community love networking. the language of communication is English. It is easy to get a meeting with any investor out there, people are very open. Just send an email ." - Kinga Stanislawska, founder and managing partner, Experior Venture Fund. 

Source: https://www.forbes.com
Image: Getty


ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business organization focused on providing our members and guests with an extraordinary networking experience, bringing business professionals together for the sole purpose of generating new relationships and developing new business opportunities. Not a member, learn how you can become a member and join this awesome group of professionals to connect and grow your business.

Stay Connected with WNFP!

7 Tips to Make Networking Less Awkward

Networking. The very word sends shudders through me, and I’m an extrovert. I can only imagine what it does to those who are introverted or shy by nature.

The thing is, networking actually works. Awkward as some of these events are, the concept of being able to meet multiple business people at one time, in one place, for what might lead to mutually beneficial connections in the future, is brilliant.

Whether you’re an entrepreneur or someone in sales, an author or an artist, or perhaps you’re looking to find a new career, these organized “speed-dating” type events can be just the ticket to opening new doors and launching you toward future success. It just doesn’t always feel that way.

So, what are some things you can do to make the whole experience less awkward and more fulfilling?

Here are 7 suggestions to make networking less awkward:

1. Choose wisely. Be selective about what events you attend. Not all networking events are equal. Take time to do some research and dig in a little as to who else might attend, where the event is being held, how big it will be, and so on. I once attended an event that I thought would fit my purposes and found myself in an exceedingly awkward place, at a terrible bar with two other participants who were truly only interested in hearing themselves talk. I couldn’t extricate myself fast enough.
2. Decide why. Decide why you want to go in the first place and set a goal before you go. For example, decide how many connections you would like to make and aim for that number throughout the course of the event.
3. Practice your openers. Before you get there, be sure to practice your “elevator pitch” and your opening lines or conversation starters to make networking less awkward. Use the fantastic communication tool of curiosity. Ask open-ended questions such as, “How did you get involved in what you’re doing now?” Or, “Tell me more about what you’re hoping to accomplish this year.” This takes the pressure off you and allows people to share and be heard. Listen well.
4. Move around. Try not to hide by the bar or get stuck with the same people all evening. Remember your goal and don’t be afraid to say, “I’m really glad to have met you, and let’s be sure to follow up. I’m going to move around and meet some more people now, and you likely want to do the same. Have a great night.” Honesty works well.
5. Bring your cards. You aren’t going to want to share your business card with everyone you meet but have them ready for those you do want to follow up with. Cards are a great way to get the person’s name down and, of course, to follow up with after.
6. Smile a lot. Smiling opens you up to being approached and makes it easier to connect. If you can’t remember if you’ve met someone already (an awkward situation that happens to me sometimes) or if you can’t recall the person’s name, begin with, “Have I met you yet?” I find this line works really well and gives us both an out if we have met.
7. Take notes. Have a pen handy and write a note on the back of cards of those you want to follow up with so that you can sort them later. Take a couple of moments at a table or in the corner to do that in between conversations or getting a drink or snack. It will save you time later. After the event, make more detailed notes so that you can devise a follow-up plan to actually connect with those you’re interested in. There isn’t much point in attending a networking event if you don’t follow up afterwards.

Those are my seven main suggestions for making networking a little smoother and more enjoyable. One last idea is to be sure to eat dinner first, as it’s definitely awkward to hold a plate of food; worry about stuff getting stuck in your teeth; balance a plate, cards, a drink, and shake hands; and move around the room without spilling something.

I eat a proper meal first and grab one or two finger-food bites here and there, sometimes as a good excuse to get out of a dull conversation or to move on to more people. (“I’m going to grab a bite, nice talking to you.”) And be wary of drinking too much at these events. You want to stick to your preset goals, meet several people, and make meaningful connections, which is all done more easily when you’re unclouded and razor sharp.


Here’s to your next networking event—may you make networking less awkward and much more beneficial to your future success.

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Source: https://www.flexjobs.com
Image Credit: Bigstockphoto.com


ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business organization focused on providing our members and guests with an extraordinary networking experience, bringing business professionals together for the sole purpose of generating new relationships and developing new business opportunities. Not a member, learn how you can become a member and join this awesome group of professionals to connect and grow your business.

Stay Connected with WNFP!

10 Tips for Effective Networking

According to Webster’s dictionary, networking is “the cultivation of a productive relationships for employment or business.” The key word is relationship. Unfortunately, the majority of people in the business community don’t seem to understand that important part of the definition. I thought it would be helpful to outline ten tips to help initiate relationships that can eventually lead to financial success and/or a long-lasting friendship.

• Don’t hand your business card to someone before you engage in at least a short, but meaningful conversation. Randomly handing out cards is a waste of paper and does not create a good first impression.

• Send LinkedIn invites to all panelists and speakers either shortly before, during or after an event. Generally, the panelists are experts in their field and filled with knowledge. When sending the invite after you have met, reference something said or mentioned that got your attention. That gets their attention.

• The best networkers are considered, “Givers.” Givers understand networking is about people helping other people. The other three types of networkers, which are not effective, are “askers,” “takers,” and “traders” according to a great book on networking by Jack Killion, Networking All the Time, Everywhere with Everybody

• Invite people you meet for coffee or breakfast. When you meet with people in their offices, the conversation is 90 percent business; when you meet people outside of their offices it’s mostly personal with little or no distractions from other colleagues.

• When you invite people for coffee or breakfast, it should be your treat. If people insist upon splitting, that’s okay, but as a general rule, it’s rude to invite someone out and expect them to pay. It’s like inviting someone over to your home for the first time and asking them to bring their own food.

• Giving a person a copy of your favorite book adds a nice touch. People appreciate books and love to learn what book might have helped you in life be a better person, more successful, etc. Certainly, if you are an author, giving them a signed copy of your latest book is the ultimate gift.

• Take good notes. I prefer a notebook. I find when I take notes on my iPhone, I’m distracted by open emails and texts. Without notes to review later on in the day or week you will most likely miss a follow-up. People value when you remember what they said, where they grew up, how old their kids are, etc.

• Always put your phone on silent and if you are expecting an extremely important call, ask the person if they mind if you take a call that might be coming in. Ideally a meeting should be scheduled without interruption.

• Meet periodically to catch-up. It might be every 4 months, 6 months, etc. As is true, “out of sight, out of mind.”

• When someone asks you to explain your business, always ask them, “What other questions do you have?” instead of “Do you have any other questions?” The former continues the conversation, the latter implies you are short on time.

Remember in many cases you only have one opportunity to turn a first encounter into a successful relationship. Remember, too, that the sole purpose of a business card is to relay contact information, not to initiate a relationship. Business cards, as stated before, are pieces of paper. A conversation makes the best first impression. It’s an encounter where the other person thinks, “I want to get to know him/her.”


The next time you go to any event business don’t fill your pockets with a bunch of business cards. Instead, think about how many productive and meaningful relationships you can cultivate. Networking is about getting to know people as people and helping them to achieve their goals. If that is your focus, your goals will be achieved over time. Effective networking is long-term, but it’s worth it.

JOIN TODAY!

Source: www.business2community.com
Image Credit: FotografieLink / Pixabay


ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business organization focused on providing our members and guests with an extraordinary networking experience, bringing business professionals together for the sole purpose of generating new relationships and developing new business opportunities. Not a member, learn how you can become a member and join this awesome group of professionals to connect and grow your business.

Stay Connected with WNFP!

How to Network and Build Authentic Relationships

The people you know and surround yourself with will make all the difference in business and life. There’s no coincidence that some of the most successful entrepreneurs are also some of the most well-connected. When it comes to networking though, you need to focus on quality over quantity. Just because you have a bunch of friends on Facebook doesn’t mean your popular right? Same goes for your professional network. If you want to gain value from your network you need to build authentic relationships.

That said, here are five networking tips that will help you build authentic relationships:

1. Build an honest reputation

Your reputation is one of the most important pieces of building authentic relationships. At the end of the day, you want to surround yourself with people you trust and that trust you. Without that trust there is nothing.

While it’s important to stand out and present yourself in a positive light, it’s not okay to do so by lying. Everyone get’s excited and can fluff their personal story a bit. And that’s generally okay. The problems arise when you get to used to this strategy. Eventually, someone will decide to do their due diligence and call you out. In fact, spotting a liar is pretty easy these days. When that happens, it can have a detrimental effect on your personal brand and reputation. You want to avoid this at all costs.

Play to your strengths when promoting your brand and don’t be afraid to wear faults proudly. If your first business was a failure, talk about how much you learned from it. You can spin just about anything into something positive if you need to.

2. Take meetings in person whenever possible

In the digital age we tend to default to using our phones or computers to take meetings. While connecting over email is great, taking the time to meet in person will take the relationship to a different level. Especially if this is the first time you’re meeting.

Let’s say you have a client reaching out who is interested in doing business. They send a request for proposal (RFP) and let you know they’ll be speaking with competitors for similar offers. You want to win their business so what’s the first step? First off you need to gauge if you can meet their basic requirements. If that’s a go, it’s time to hop on a plane (or car) and meet them face to face.

What truly separates businesses is the people that run them. Often times, all it takes is a face to face meeting to differentiate yourself from competition. This is because you’ve started to build a relationship with the client before they’ve even agreed to work with you.

3. Don’t forget your notebook

After you take a meeting you’re going to forget 90% of what was said within an hour. This is why it’s so important to make sure you write things down. Of course you should take notes on business related topics and or the purpose for the meeting. That said, you should also jot down a few notes on whomever you were meeting. Where they like to eat, favorite travel destinations, hobbies, and other interests are great things to note down when networking with others. This way, you can make an effort to build the relationship outside of work.

Bringing a notebook to your face to face meetings is also a sign of respect. By writing things down as the other person speaks, it shows you value what they have to say. It will also encourage you to listen more than you speak. This is always a great tactic to use when trying to learn more about someone else. Ask questions and take notes as you drive the conversation.

4. Give away a free favor (or two)

The next time you’re attending an industry conference or event take the time to discern who’s giving a sales pitch and who’s looking to build relationships. The problem is it’s rarely the latter. Most often people are looking to further their own personal career by asking something of you. This is a perfect time to differentiate yourself from those kinds of people.

Instead of following the pack like the rest you should try offering a favor away for free. The favor doesn’t have to be much either. It can simply be an introduction or even some advice. If they gained value from you from that favor, you can expect they will happy to return it. If you focus on doing this at your next conference, you’ll come away with a lot more value in the long run than trying to sell everyone on the conference floor.

5. Check in every once in a while

We all live very busy lives. That said, it’s common for us to lose contact with one another. With close friends and family the distance doesn’t cause the relationship to fade. In business however, it most certainly can. This is why it’s always important to follow up with people you’ve met over the years in your business dealings.

When reaching out you don’t even need to ask for anything in specific. You could simply ask them how they’re doing or about some trip you know they recently came back from. It’s the little things that often times mean the most in these relationships. The more you keep in touch with them the stronger the relationship will be.

At the end of the day networking really comes down to practice. Over time, you’ll figure out what it takes to put your best foot forward and build lasting relationships with people. The five networking tips mentioned above will help you accomplish just that!

JOIN TODAY!

Source: business2community.com

ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business organization focused on providing our members and guests with an extraordinary networking experience, bringing business professionals together for the sole purpose of generating new relationships and developing new business opportunities. Not a member, learn how you can become a member and join this awesome group of professionals to connect and grow your business.

Stay Connected with WNFP!

Stop Hiding From Behind The Screen And Start Building Meaningful Relationships

If you’re a New Yorker, the idea of a home with a private backyard right in the middle of Manhattan’s Lower East Side is a novelty. On a warm Thursday night, right as the sun was setting, about 45 people were gathered together, facing a brick wall with a microphone stand in the center. For the next 90 minutes, comedians that have performed in renown venues like The Comedy Cellar, and TV shows like Conan, were taking the stage.

After the performers finished, a third of the group shuffled upstairs through the apartment onto Essex street to catch a nightcap with a few new friends they met at the show. The rest stayed back and mingled, remembering their favorite jokes from the evening while exchanging Facebook information to stay in touch.

Two of the comedians that hadn’t met before were making plans to get together for coffee to brainstorms ways they could collaborate. Maybe a new sketch comedy duo was being born.

That same night, a team of first-time student entrepreneurs at NYU was pulling an all-nighter, testing out various cold outreach strategies online for their new beverage business to try to secure their first distributor. This was their second attempt, after spending the first half of the week sending more than 200 emails to business owners in New York City and scheduling only one meeting, which had already been pushed back.

At about 1:00 AM the web developer of the group made a bold suggestion. “Why don’t you guys call it a night, and try to go door to door in East Village tomorrow. Who knows if these distributors are even checking their emails - they’re too busy running their business.”

The CEO scoffed and replied, “business is done online these days man - if I try going door to door, who knows if the owner will even be there, and even if she is, there’s no way she’ll agree to talk to someone that came in off of the street.”

Today, many people choose to build connections online over in person. This applies to everything from dating to business relationships - Tinder to LinkedIn. The reason is simple - it’s much safer to hide behind a monitor or a screen. Rejection doesn’t hit quite as hard, and it always feels like the next great relationship is right around the corner.

Reality is far more bleak.

Making truly meaningful connections online is fraught with challenges. Everyone’s attention is highly fragmented, and the potential for distraction is everywhere.

The internet is very effective at connecting people across borders and the globe, and it’d be silly to dismiss its value in creating opportunities while exposing more people and communities to each other, but when it comes to cultivating relationships with a solid foundation, nothing can ever replace face to face interactions.

Cigna, a global health services organization, published a study saying that 46% of adults in America today feel lonely. In some groups, like millennials, that number is said to be as high as 80%.

In a recent podcast interview with Tyler Cowen, author and New York Times columnist David Brooks attributed this issue to a changing culture.

We went through a culture in the ’50s where we were the opposite of lonely. We were in a culture where people had to solve big problems because they had a very group-oriented culture, what you might call the “We’re all in this together.” Big unions. Very tight neighborhoods [...].

And then people decided around about 1962 that wasn’t working. And so they created a culture that was very individualistic. [...] people began to value autonomy. The 1960s were a period of chopping up the old culture.

The advent of the internet, and the ubiquitous usage that followed only helped perpetuate this significant shift in culture. Fortunately, Brooks predicts that these shifts are fairly cyclical, adding that “culture is our collective response to solve a problem.”

If loneliness is in fact a growing problem, eventually our culture will shift again to solve it.

Some are already taking steps to feel more in touch with the real world by finding long stretches of time to completely disconnect.

This sudden disappearance of distractions forces people to pay attention to the moment - and others take notice.

It could be an extended conversation with the barista you see every day that ends in a free drink from a new friend. Or a second date with a woman you just went out with who noticed that you didn’t check your phone the entire night.

For entrepreneurs, in-person relationship building is even more important to consider. Business partnerships are primarily built on trust, and trust is much easier to gain face to face. A new prospective customer might easily ignore yet another cold email, but a person that takes the effort to walk into a place of business, respectfully asking for the owner’s time, is far more likely to stand out.

Opportunities to meet people in person are all around us, but because it’s so easy to stay online, or to stay at home, one has to make a conscious decision to seek new ways to expose themselves to new communities. Start by realizing that there’s really no risk to putting yourself out there. Who knows - maybe you’ll end up creating the next viral sketch comedy video with the next person you meet.



Source: https://www.forbes.com
Image credit: Shutterstock



ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business organization focused on providing our members and guests with an extraordinary networking experience, bringing business professionals together for the sole purpose of generating new relationships and developing new business opportunities. Not a member, learn how you can become a member and join this awesome group of professionals to connect and grow your business.

Stay Connected with WNFP!

Seven Ways To Build Meaningful Business Relationships When Shy

Networking is an essential part of business. You need it to grow your sphere of influence and to experience the ideas of others. For some, the prospect of meeting someone new brings on a fear that is hard to overcome. As hard as you may try, going up to a stranger to introduce yourself feels awkward and uncomfortable. But, it is key to meeting new professionals that can help propel your business forward.

While the industry has made it relatively easy to network with a slew of events dedicated just to the idea, it is up to you to make the most of these opportunities. Being the wallflower at a networking event can limit your chances to meet new people and find that one gem that will help your business grow.

Below, seven members of YEC Next share the one way you can proactively work to build meaningful business relationships if you are naturally shy or if you aren’t used to reaching our or going up to people. Here’s what they had to say:

Startup founders on how to build meaningful business relationships.

ALL PHOTOS COURTESY OF INDIVIDUAL MEMBERS.

1. Understand The Power Of Listening

I always encourage people to be themselves and not try to become someone else, because that will always come across as disingenuous. You do, however, need to push yourself outside of your comfort zone. For extreme extroverts, they generally need to learn to speak less and listen more so that they do not annoy potential business relationships. An introvert, in contrast, will need to push themselves to be a bit more assertive and to reach out to talk to someone in a social setting. When doing that, however, you don’t need to turn into a super-gregarious person, you just need to have genuine conversations and use the incredible gift you possess -- listening. People are naturally attracted to people who actively listen to them. What you perceive to be a weakness is actually a strength. - Ryan Meghdies, Tastic Marketing

2. Take The Conversation To Social Media

Being introverted or shy doesn't have to hold back a business owner. Advancements in technology and social media allow us to build and maintain relationships with very little hassle. Connecting with others on social media platforms is arguably easier than in person. Mediums like Facebook, Twitter, Instagram, LinkedIn, and so many others, provide access to endless amounts of businesses and individuals who are equally eager to connect. Make initial contact online, and once you’re comfortable, reach out over the phone, or schedule a meeting. Otherwise, challenge yourself to be better than your weaknesses. Make a habit of conquering your fears, and soon you’ll question what it was you were afraid of in the first place. Remind yourself that your business deserves to be seen by others. - Bryan Driscoll, Think Big Marketing, LLC

3. Grow Relationships Online

I rarely attend networking events, but have done most of my significant relationship building online. I'll comment on an insightful blog post, or respond to someone's tweet, and build a connection from there. In some cases, when I see a natural affinity between a company and my content marketing agency, I'll reach out with a short but well-targeted intro letter, and invite them to speak by phone. And when I do attend in-person networking events, I often keep the conversation short and sweet, but make sure to get a business card. That way, I can reach out to the individual afterward to continue the conversation via email, taking the time to come up with something thoughtful to say -- the ideal conversation method for introverts like myself. - Kathryn Hawkins, Eucalypt Media

4. Take Your Time And Each Person Individually

It's a common misconception that entrepreneurs are all extrovert, outgoing and confident individuals. The majority of successful entrepreneurs I've met have been introverted. The most confidence are likely to go and try to lead the crowd in traditional careers. For introverts, finding yourself in the periphery, taking a roundabout route, pushing yourself out into a space that doesn't feel comfortable are all second nature and what entrepreneurs must do to succeed in any industry. Introverts also tend to be very good with people, as they will watch first and act on what they have observed. So in building meaningful business relationships, natural introverts should work to their strengths: take their time and each person individually, listen and react. - Tom Chalmers, Legend Times Group

5. Nurture Second-Degree Connections

We all know many people through parties, previous schools, previous jobs, and common friends with whom meaningful business relationships could be built. Particularly for shy people, it might be best to explore this extended network. In addition, use LinkedIn -- sending a brief and well-crafted message is a lot less intimidating than walking up to someone and initiating a conversation. It works the same way a pick-up line does though: it has to be crafted well and use the minimum possible number of words to introduce yourself and generate interest. - Shan Rizvi, Just Ads

6. Publish Your Expertise

To get found and build relationships, you need to put yourself out there and have conversations in some form. By using a blog on your website to publish your expertise on all the questions and conversations that you have with prospects, you'll be in a more comfortable setting than one-on-one "extrovert" activities, plus you'll be able to scale your communication now that you have an evergreen article you can share as much as you need to. This will also help increase your visibility in search engines and give you content to share on social media and with your email subscribers. - Todd Giannattasio, Tresnic Media

7. Get Used To Getting Out Of Your Comfort Zone

I was one of the shiest students from my class in high school. Approaching new people and public speaking scared me more than probably anything else. Fast forward to today -- I have no problems with meeting new people and really enjoy being on the stage speaking in front of others. We all have our own comfort zone and it hurts to get out of it. For many, meeting new people is way out of the comfort zone. The leap is just too big to take it. Instead of taking the leap, which could feel like being overdosed, I learned to get outside of my comfort zone. I took it step by step and did small things. I soon realized that they weren't as bad as I thought and it was only my perception of things. I started thinking of it as a game. And in a game, you have to fail before you win. - Milan Steskal, Mentegram



Source: https://www.forbes.com
Image Credit: All photos courtesy of individual members.

ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business organization focused on providing our members and guests with an extraordinary networking experience, bringing business professionals together for the sole purpose of generating new relationships and developing new business opportunities. Not a member, learn how you can become a member and join this awesome group of professionals to connect and grow your business.

Stay Connected with WNFP!

Stop Playing Golf and Going to Happy Hours. Do This Networking Activity Instead

We talk every day about innovation, what's next, what piece of technology will disrupt whole industries. But we never talk about innovation when it comes to networking. Sure, social media has certainly changed it.

But face-to-face networking, as a whole, hasn't changed much. People still pass out business cards, still meet for Happy Hour and half-priced apps at their local networking group. And they still play golf.

Don't get me wrong, I love golf and I understand its previous networking appeal. It's quiet and leaves plenty of time to bond and discuss things. But it's not necessarily for Millennials it's not cheap and it's not a workout. And Millennials are now the largest age demographic in the workforce so preferences are changing.

If we know that people are looking to be more active then we need to re-evaluate networking activities as a whole. We need to make them less expensive so more people can be included. We need to make them more active because today's connected workforce is always looking to kill two birds with one stone. A networking activity that also doubles for a trip to the gym is crucial.

But it also has to be general enough that people can have a conversation while doing it because again that's still the most important part. I would love to network while doing CrossFit but not everyone is as crazy as I am.

So when I was in Las Vegas last month for Adobe Summit, we took people on a bike ride. Simple, athletic, outdoors and the creation of a common experience everyone can share. And the excitement of doing something other than golf worked.

"Some of the best networking I did this year at Summit wasn't inside the conference itself but on the highways around Las Vegas--on my bike. When people are doing something active and the endorphins are pumping it's a way to forge a much more natural, and lasting, connection. Networking doesn't always have to mean sipping drinks and wearing name tags. It's as ripe for disruption as any other business practice," said Ryan Holmes, founder and CEO, Hootsuite.

Beyond the health benefits of exercise, cycling has three major benefits in the workplace - it fosters creativity, builds a sense of camaraderie and collaboration, and can positively impact performance.

Brad Rencher, executive vice president and general manager, Adobe Experience Cloud, broke down those three reasons for me and gave me insight in to the mind of a young top executive at a company and how they are rethinking work-life balance and networking: creativity, camaraderie, and performance.

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Creativity

To me, there's no better way to think critically though a tough problem than on the back of a bike. That's why I schedule cycling meetings with my team when our schedules and discussion topics permit us to get out of the office. It's our chance to ditch the to-do list and step outside to get fresh air and open up our minds to think creatively though our challenges.

Camaraderie

Our rides foster camaraderie, whether they're internal team rides or external rides with partners and customers. During a ride, you're working together to make it to the finish line-inspiring each other to push forward and make it through tough climbs. This sense of teamwork builds deep, lasting relationships that go beyond the ride. In fact, a partner who joined a ride this past year at Cannes told me, "We all walked away feeling we connected with each other on another level, which obviously helps business discussions."

Performance

I cannot speak enough about the importance of balancing your day job with exercise. In fact, according to a recent study by the Health Enhancement Research Organization (HERO), Brigham Young University and the Center for Health Research at Healthways, employees who exercise three times a week for 30 minutes are 15 percent more likely to be higher performing individuals. Any physical activity, whether it's cycling, a walk around the block, or even painting, goes a long way toward resetting your focus and making people better when they're on the job.

It doesn't have to be cycling. But it does need to be something your team is passionate about doing and wants to share with others. Make it an experience. Make it more active. make it something that creates a collective bond that you can share and remember call back to over time. That's what makes a networking experience memorable. And the point of networking is to be remembered, not forgotten. 

Source: https://www.inc.com

ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business organization focused on providing our members and guests with an extraordinary networking experience, bringing business professionals together for the sole purpose of generating new relationships and developing new business opportunities. Not a member, learn how you can become a member and join this awesome group of professionals to connect and grow your business.

Stay Connected with WNFP!

How Much Time Should You Invest in Networking?

I’m at a Starbucks with a colleague as I write this piece. As we’re sitting here working, she’s telling me about how she just went into business for herself full-time. She knows that networking is a part of a successful business, but she’s wondering how much time she should invest in networking.

This is a very valid question. It’s also one I get all the time. I understand where she’s coming from because at this stage in her business, she still feels like there are a lot of unknowns. As a result, she needs to balance between figuring out the behind-the-scenes of her business with networking.

I can tell you from my personal experience that networking even in the beginning stages has led to the business I have today. Therefore, I do think you need to invest in networking. The real question is how much? Here are some tips.

Ask yourself these two important questions…

Sometimes, you don’t need to figure out how much to invest in networking. What you really need to determine is whether or not a particular event is worth your time. I, for one, have attended plenty of networking events that went nowhere. Over time, I learned to develop a series of questions to help me determine whether or not I should attend an event.

Will I make an immediate return on my investment?

At the end of the day, whether or not you should invest in networking comes down to the word “investment.” When you invest, you expect to make a return. Therefore, you need to determine what the return would be for a particular event.

Here are some ways to make an immediate return:

• Getting paid to attend
• The ability to sell
• Education

In the beginning stages, you may be more concerned with seeking education to grow your business. Often times, you can get some sort of education when you invest in networking events that are designed to teach attendees.

Is there a person/brand attending that I want to meet and potentially do business with?

The other way in which to determine whether or not to invest in networking is to consider who will be at events. For example, I go to events if I know a particular brand will be present. This is one of the strategies I use to get influencer deals and it works like a charm.

If a particular person is leading or attending an event, then I might go as well. That’s actually how I met one of my first mentors in the beginning stages of my business.

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Final Thoughts

That’s it. If the answer to these two questions is no, then I won’t invest in networking unless I feel like I have extra time. As you can see, I focus on whether or not attending an event will actually lead to more commas in my bank account. I did this in the beginning and I still do it today. The reason is that I don’t like taking on more than I have to. The stress isn’t worth it.




Source: https://www.business2community.com

Image Credit: rawpixel | Pixabay


ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business organization focused on providing our members and guests with an extraordinary networking experience, bringing business professionals together for the sole purpose of generating new relationships and developing new business opportunities. Not a member, learn how you can become a member and join this awesome group of professionals to connect and grow your business.

Stay Connected with WNFP!

How to Network by Reconnecting to Old Friends

When looking for a new job or when we need new information, we know we need to work our networks. And we know that often the fringes and edges of network yield the most beneficial information compared to just surveying a few friends. But getting to the edge can be an awkward process. Reaching back out to the former colleagues and forgotten friends who populate the fringes can be uncomfortable, and there's a strong temptation to just stop trying.

Since Mark Granovetter's pivotal research paper "The Strength of Weak Ties," we've known that close friends are rarely as valuable a source of new information, including new career information, as are those long-lost friends and former colleagues that comprise "weak ties." In another study, researchers found that "dormant ties"--literally friends and colleagues for whom you once had a strong relationship but it has since lapsed--are a potent source of all sorts of new information.

In addition to being a common source of job leads, working your network to get referrals though weak ties and friends of friends can also pay off in raw dollars. In a recent Payscale survey of 53,000 employees, those who applied for their job through a referral from a business contact (like a former colleagues and friends) or through their extended personal network (friends of friends) also received thousands of dollars more in average salary offers than those who relied on family members or close friends for a referral.

But how do you get in touch with those old colleagues and friends of friends? Here's a few tips to make reaching out and reconnecting significantly less awkward:

Drop the agenda. It's okay to be on the job hunt or to need information, but it's best to approach any reconnection without the goal of getting something (like a job referral) from other people. So, drop the agenda for the first few interactions and focus on getting to know them again. (This is also the reason behind the old networking adage "dig your well before your thirsty.")

Start with email. Social media like LinkedIn, Facebook, Twitter and Snapchat (if you're under 30) are great for finding a friend or colleague lost to history, but not so great at reconnecting. Everyone uses these services differently and everyone has different rules for reconnecting. A connection request might get rejected if others have different criteria for which requests they accept. But email is still an acceptable, professional medium. So if you've got it or can find it, start with email.

Seek out a call. In that email, don't ask for anything (see "drop the agenda") other than a phone call. We often default to "let's do lunch" or "let's grab coffee" but these invitations are time consuming and more prone to being declined (or politely excused away). They're also not feasible if geography is a factor. So, start small with a 15-minute phone call or, if the relationship was warm enough before it went cold perhaps a video chat through Skype, Zoom, or WebEx.

Look for ways to help. It's always better to be giving into a relationship before trying to withdraw something from it, so look for ways to help. It's tempting here to openly ask "what can I do for you?" but the truth is this question puts people on the spot--they just reconnected with you, how would they know what help you can provide? Instead, be thinking during and after the conversation for ways you can help with an introduction, a resource, or something else.

Make it a habit. The easiest way to get over the awkwardness of reconnecting is to do it often. It's best to make a habit of reaching back out regularly, say with one person per week or per month. There are software services like Contactually that can even send you a reminder if you haven't communicated with someone for too long. My personal favorite trick is to use social media to stay on top of what old colleagues or friends are doing or achieving, but then use a more personal medium like email, text message or phone call to say congratulations or offer help.

In addition, if you make it a habit to regularly reach back out to old colleagues and former friends by doing the above, you'll have rebuilt a part of your network and provided enough value to it to where you may not even have to ask for help when the time comes.

Your old...new friends may be eager to give it.

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Source: https://www.inc.com

Image Credit: Getty Images 

ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business organization focused on providing our members and guests with an extraordinary networking experience, bringing business professionals together for the sole purpose of generating new relationships and developing new business opportunities. Not a member, learn how you can become a member and join this awesome group of professionals to connect and grow your business.

Stay Connected with WNFP!

3 Ways To Build Authentic Relationships When Networking

The idea of networking makes some people’s skin crawl. They imagine a bad event in a hotel conference room where everyone has a name tag and a pitch. This alone makes it difficult to build authentic relationships. They may also feel fears about being judged or rejected for their business idea.

Like with most things, we’ve been told a story about networking that simply isn’t true. The truth is if you focus on building and nurturing authentic relationships – and knowing when to ask for something – then you can get what you want. Here are some ways to build authentic relationships when networking.

Give before you take.

Whenever most people think of networking, they think of a used car salesman. That’s probably because we’ve all had an experience where all someone wanted to do was take from us.

The key is to always give before you take. Help someone out when they need it. Volunteer to teach a class. Share stuff on social media when they ask for it. Get to know people as friends instead of business opportunities.

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However, there is one caveat to this. Some business owners give but never ask. This brings me to the next point.

Balance the act of giving with your own needs.

The problem I see with a lot of business owners is not necessarily with building authentic relationships. In fact, many of them are quite good at this. The real problem for some is never asking for what they want. In fact, they spend all their time nurturing a relationship but never get much out of it because they don’t ask.

For example, instead of asking a contact whether or not they can get a booth at an expo they say something like, “Let me know if you need any help.” In their minds, they are still nurturing a relationship, but the reality is the relationship might already be established and they just need to be more direct.

For example, my colleagues and I ask each other for help all the time. Are we friends? Yes. But that doesn’t stop us from asking for what we need in business. This is how I’ve gotten new business, mentors, media opportunities and an agent.

Be consistent with your work.

One of the students in my group coaching program is working on an offering that helps people boost their confidence in building authentic relationships. Just recently, she gave a great piece of advice to other students who were struggling to turn networking opportunities into new business.

Essentially, she called them out for not being consistent with their work. In her experience, if your connections see that you are consistent with your work, then they will be less afraid to refer you for business opportunities. The problem lies in the fact that many people just aren’t sold on what it is they are doing, so their connections don’t want to risk their reputation.

Final Thoughts

Building authentic relationships is an important part of moving your business – and your life – forward. The key is learning how to balance relationship building with your own needs. By using these tips, you’ll be able to turn those relationships into business 
 opportunities.

Brand new to Constant Contact? You can try us out for free! Sign up for your free 60-day trial to see for yourself. 

Put these tips to work today! Log in to your Constant Contact account to get started.

Source: https://www.business2community.com/




ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business organization focused on providing our members and guests with an extraordinary networking experience, bringing business professionals together for the sole purpose of generating new relationships and developing new business opportunities. Not a member, learn how you can become a member and join this awesome group of professionals to connect and grow your business.

Stay Connected with WNFP!

7 Lessons About Networking People Learn Too Late in Life

There is an art to building strong relationships in business.

Unfortunately, most people never learn the art. Instead, they wear Hello, My Name Is name tags and attend big, fancy networking events. They get hundreds of business cards printed and hand them out whenever possible. They approach relationship building with the mentality that "more is better."

In reality, that couldn't be farther from the truth.

As a result, these seven lessons are learned far too late in life.

1. One great connection is worth more than 100 forgotten acquaintances.

Having a Rolodex of names upon names of people you haven't spoken to in years (or spoken to ever) isn't valuable. At all.

What's valuable is having someone in your life you can count on for advice, for insight, for referrals, for introductions. Someone you believe is a good representation of who you are and what you do, and hopefully, someone to whom you embody those same characteristics.

2. Business relationships are built on actions, not promises.

Nobody trusts the person who says they can do something that never happens.

Tried-and-true business relationships manifest solely through action. When two parties agree to work together, and both deliver on their promises, trust is inherently solidified.

Unfortunately, most people try to build relationships on the basis of promises. They measure their value through the things they say they can do, as opposed to what they actively and consistently deliver.

3. Positive relationships require nurturing.

You can't ignore someone for months and then reach out and ask them for a favor.

Building business relationships that last means taking the time to check in with people, to see how they're doing, to show an interest in their own goals and aspirations--and to understand what would help them the most in exchange.

Business relationships are still relationships. And nobody wants to feel like they're being taken advantage of. They want to know that it's a mutual exchange.

4. You should always give more than you take.

In business especially, giving goes a long way.

Every time you ask someone for a favor, you should be offering to help them with something twice as often. Most of the time, people won't even need what it is you're offering, or will decline, but it's the gesture that shows how much you care. And in the moments when they do take you up on your offer to help, make sure you deliver. That's what they are going to remember most the next time you ask for something in return.

5. Talk numbers second. Talk value first.

Too many hungry people in business want the very first conversation to be all about the numbers.

They want to know how much they're going to make before they even think about the project. They want to sign contracts before they've taken a step into the work. And as a result, the message they're sending is they care more about their own self-interests than they do about creating something meaningful and delivering value to the project.

The best business developers and networkers do the opposite. They show and prove how valuable they would be by taking a few steps into the work, almost always causing the team members to willingly make an offer in return.

6. Your energy introduces you.

Just because you're "doing business," it doesn't mean you can't or shouldn't be personable.

In fact, the more likable of a person you are, the easier it will be for people to welcome you into their inner circles--and the more willing they'll be to help you out.

It doesn't matter how talented you are, how well-connected or wealthy you are. Positive energy attracts positive energy. And if you want the doors of opportunity to stay open, then what's most important is that you always remain humble, grounded, and willing to learn and connect with those around you.

7. Business takes time.

Some of the best opportunities take months, or even years, to nurture.

Some of the best connections require a lot of giving in order to turn into a mutually beneficial relationship.

Part of maturing in the business development world is understanding that patience is as crucial as anything else. To build sound relationships, you can't expect bonds to be formed overnight.

Source: https://www.inc.com/

Image Credit: Getty Images



ABOUT WNFP
Westchester Networking for Professionals (WNFP) is a business organization focused on providing our members and guests with an extraordinary networking experience, bringing business professionals together for the sole purpose of generating new relationships and developing new business opportunities. Not a member, learn how you can become a member and join this awesome group of professionals to connect and grow your business.

Stay Connected with WNFP!