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Networking Without Power: Going Old School

Networking Without Power: Going Old School

networking

    Remember the old days of Rolodexes, before mobile phones had every gadget and gizmo now known to man (and woman)? Remember when we didn’t have Facebook, Twitter, and LinkedIn to connect with other businesspeople and had to actually, you know, talk to people?

    The way many of us network today, using online social networking and keeping track of things via Blackberry, iPhone, PDA and other “smart” devices, is superior in many ways to the “old” way of doing things. However, there’s a lot to be learned by going “old school” with your networking and heading back out into the real world. Today I’ll talk about some of the reasons old school networking outweighs the new 2.0 version, and how you can reconnect with your old school networking roots.

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    Online, you can reach more people, but the connections you build in person are stronger.

    Sure, in the Brave New World of online networking, you can generate infinite LinkedIn connections and five thousand Facebook “friends,” but are they really friends? Are the folks you’ve just connected with people you want to know and do business with? How well can you get to know someone and their business without actually talking to them?

    In the 2.0 world of networking, something’s been lost in the connection. These days, a lot of people connect with you just to increase their list of followers. But who are they? Connecting with someone on Facebook or LinkedIn without talking to them and getting to know them is akin to throwing a business card at someone as you walk past them. It’s neither effective nor does it represent your business well.

    Bob Burg, author of Endless Referrals (a book I highly, highly recommend),  writes this golden rule of networking:  “All things being equal, people will do business with and refer business to, those people they know, like and trust.” When you meet someone in person, don’t you get a better sense of whether or not they’re for real than if you meet them online? When you meet someone in person and take the time to get to know them, you can tell if you can trust them and if they’re someone you’d like doing business with, as a potential client, in a joint venture, or if they’re someone you want in your Rolodex to refer business to in the future.

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    Check your marketing plan: you may not need to reach the masses.

    There are tons of statistics that suggest you can reach millions of potential buyers online. But if you’re a solo professional or a small business owner, you may not need to reach millions. You may not even want to reach millions. If your business is local or if you’re a consultant, reaching the international masses online may not make even the slightest sense for your business.

    Old School Networking And You

    In the old days, people sat down and talked to each other. They got to know one another — not just in terms of business, but personally. They connected with each other’s families, spent time together, and when you threw business someone’s way, you knew and trusted the person and could really count on them to handle the business you sent them.

    Get Involved.

    So how can you get back to basics and go “old school” with your networking? For one, the kind of old school networking I’m talking about isn’t the kind you find in networking groups and events. It’s about enriching your life while also enriching your business. Now’s the time to volunteer and get involved and active in your local community. Get to know the other volunteers and their families. Expand your net of friends and business associates. Connect with your alumni group from college, join your local Chamber of Commerce. Sign up for just-for-fun sports leagues. These are the ways in which people used to network and these connections are stronger and farther-reaching than those of your Twitter followers.

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    You Never Know Who Someone Knows.

    Stop worrying about “qualifying prospects” and instead, get to know people. And as you hang out after a ball game, nursing a beer with your fellow players, remember that while you may not be talking to an actual prospect at that moment, you never know who that person knows. You may not have a direct business connection with someone, but you could very well gain indirect business through that connection.

    Throw Away Your Technology.

    Ok, so it’s great to have your phone or PDA up-to-date with all your networking contacts at the touch of a fingertip. But if you’re going to go old school, consider really going old school.

    Believe it or not, studies have shown that technology can create social barriers in interpersonal interactions. First, it can disrupt the flow of conversation. Imagine your phone ringing while the person you’re with is talking. Not only are they distracted by the ringing, but they don’t know if you’re going to answer the call or not.

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    Second, it can get between you and the person. Did you ever notice the way people transform when they bring out their technology to schedule a meeting on their digital calendars? Instead of going tech to book a time, keep a pocket-sized Moleskine calendar handy and schedule it in pen. Not only will the meeting seem more important because it’s in indeliable ink and can’t be deleted, but you won’t be disconnected from the social interaction. If you really need to take notes during a meeting, don’t use your Blackberry. Instead, keep a Moleskine notebook and a pen in your pocket and bring it out when you need it.

    On the surface, technology seems great, because it promises a great time and personal energy savings. So we think it fixes everything. But sometimes, using technology for things we used to do in person can reduce our effectiveness. Although I’ve argued for an old school approach to networking in this article, I personally prefer a hybrid approach to networking. Use technology to support and follow up on your in person networking. And if you can’t network in certain locations in person, use the online world to bring those places to you. But never forget the key component to networking: getting to know people. Build relationships and you’ll reap huge rewards.

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    Last Updated on December 2, 2018

    7 Public Speaking Techniques To Help Connect With Your Audience

    7 Public Speaking Techniques To Help Connect With Your Audience

    When giving a presentation or speech, you have to engage your audience effectively in order to truly get your point across. Unlike a written editorial or newsletter, your speech is fleeting; once you’ve said everything you set out to say, you don’t get a second chance to have your voice heard in that specific arena.

    You need to make sure your audience hangs on to every word you say, from your introduction to your wrap-up. You can do so by:

    1. Connecting them with each other

    Picture your typical rock concert. What’s the first thing the singer says to the crowd after jumping out on stage? “Hello (insert city name here)!” Just acknowledging that he’s coherent enough to know where he is is enough for the audience to go wild and get into the show.

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    It makes each individual feel as if they’re a part of something bigger. The same goes for any public speaking event. When an audience hears, “You’re all here because you care deeply about wildlife preservation,” it gives them a sense that they’re not just there to listen, but they’re there to connect with the like-minded people all around them.

    2. Connect with their emotions

    Speakers always try to get their audience emotionally involved in whatever topic they’re discussing. There are a variety of ways in which to do this, such as using statistics, stories, pictures or videos that really show the importance of the topic at hand.

    For example, showing pictures of the aftermath of an accident related to drunk driving will certainly send a specific message to an audience of teenagers and young adults. While doing so might be emotionally nerve-racking to the crowd, it may be necessary to get your point across and engage them fully.

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    3. Keep going back to the beginning

    Revisit your theme throughout your presentation. Although you should give your audience the credit they deserve and know that they can follow along, linking back to your initial thesis can act as a subconscious reminder of why what you’re currently telling them is important.

    On the other hand, if you simply mention your theme or the point of your speech at the beginning and never mention it again, it gives your audience the impression that it’s not really that important.

    4. Link to your audience’s motivation

    After you’ve acknowledged your audience’s common interests in being present, discuss their motivation for being there. Be specific. Using the previous example, if your audience clearly cares about wildlife preservation, discuss what can be done to help save endangered species’ from extinction.

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    Don’t just give them cold, hard facts; use the facts to make a point that they can use to better themselves or the world in some way.

    5. Entertain them

    While not all speeches or presentations are meant to be entertaining in a comedic way, audiences will become thoroughly engaged in anecdotes that relate to the overall theme of the speech. We discussed appealing to emotions, and that’s exactly what a speaker sets out to do when he tells a story from his past or that of a well-known historical figure.

    Speakers usually tell more than one story in order to show that the first one they told isn’t simply an anomaly, and that whatever outcome they’re attempting to prove will consistently reoccur, given certain circumstances.

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    6. Appeal to loyalty

    Just like the musician mentioning the town he’s playing in will get the audience ready to rock, speakers need to appeal to their audience’s loyalty to their country, company, product or cause. Show them how important it is that they’re present and listening to your speech by making your words hit home to each individual.

    In doing so, the members of your audience will feel as if you’re speaking directly to them while you’re addressing the entire crowd.

    7. Tell them the benefits of the presentation

    Early on in your presentation, you should tell your audience exactly what they’ll learn, and exactly how they’ll learn it. Don’t expect them to listen if they don’t have clear-cut information to listen for. On the other hand, if they know what to listen for, they’ll be more apt to stay engaged throughout your entire presentation so they don’t miss anything.

    Featured photo credit: Flickr via farm4.staticflickr.com

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