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70 20 10: A Formula for Successful Networking

70 20 10: A Formula for Successful Networking

Shortly after starting my business in 2008, a friend of mine introduced me to Mike Sansone, who’s business, ConverStations, helped consultants and other small businesses develop and execute their social media strategy. I learned a lot from working with Mike, but the biggest take away was a very simple rule for networking: 70 20 10.

When Mike taught me this formula, we were specifically talking about how to best utilize social media to develop and create awareness around my brand, but this formula is a great guide for face-to-face networking and nurturing productive relationships in general.

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70

When building relationships face to face or via social media you want people to see you a trusted resource. So, make sure 70% of your interactions or their exposure to you is you being just that – a resource. You know that guy at the chamber event or that gal on your Facebook page that only talks about themselves and what they do for a living? Don’t be like them. I have a Facebook contact who I know is trying to make the world a better place, but the only thing I see him post about is the BMW he drives and telling everyone how great his business is. Be a resource.

The only way you can truly be a resource to the people around you is to understand what they are about. What do they like? What don’t they like? What are they interested in? What are they passionate about? What motivates them? When you begin to understand these things, make an effort to give them what they value. The more you do this, the more they will see you as a resource. The more they see you as a resource, the more they will trust you. I don’t care if it’s a business or personal relationship: if there is no trust, there is no relationship.

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20

When people see you as a resource and trustworthy, their walls come down and they are more interested in you. 20% of the time, allow people to get to know you better. While making an effort to relate to them, talk about the things in the world you find value in, engage people in conversation about things you’re passionate about, talk about your kids, or the football game, or the movie you saw. Forget about business and have fun getting to know each other. People work with others whom they trust and like. Let them get to know the real you.

10

When people trust and like you, they are more willing to take time to learn about and support your purpose, mission, and/or business. If you have shown you care about them and have invested time and energy in them, they will be more willing share their resources with you, be it their energy, time, or money. Talk about you and whatever it is you are trying to accomplish only 10% of the time.

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No doubt about it: the only way you are going to be successful is if people know what you do. So, tell them. Just don’t make your sales pitch your identity. If you only talk about yourself and what you do, you are going to be known as the guy or gal who only talks about themselves and what they do. If you only talk to people when you need something from them, they will start to avoid you. If you only call them to talk about your business, they will screen your calls. You smell what I’m cooking?

70 20 10

I try to utilize this formula in all my relationships and it has yet to lead me down the wrong path.

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Be a resource and build trust. Get to know each other and create connection. Do both effectively and your business efforts will be more efficient and your conversations will be more meaningful.

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Last Updated on July 10, 2020

The Power of Ritual: Conquer Procrastination, Time Wasters and Laziness

The Power of Ritual: Conquer Procrastination, Time Wasters and Laziness

Life is wasted in the in-between times. The time between when your alarm first rings and when you finally decide to get out of bed. The time between when you sit at your desk and when productive work begins. The time between making a decision and doing something about it.

Slowly, your day is whittled away from all the unused in-between moments. Eventually, time wasters, laziness, and procrastination get the better of you.

The solution to reclaim these lost middle moments is by creating rituals. Every culture on earth uses rituals to transfer information and encode behaviors that are deemed important. Personal rituals can help you build a better pattern for handling everything from how you wake up to how you work.

Unfortunately, when most people see rituals, they see pointless superstitions. Indeed, many rituals are based on a primitive understanding of the world. But by building personal rituals, you get to encode the behaviors you feel are important and cut out the wasted middle moments.

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Program Your Own Algorithms

Another way of viewing rituals is by seeing them as computer algorithms. An algorithm is a set of instructions that is repeated to get a result.

Some algorithms are highly efficient, sorting or searching millions of pieces of data in a few seconds. Other algorithms are bulky and awkward, taking hours to do the same task.

By forming rituals, you are building algorithms for your behavior. Take the delayed and painful pattern of waking up, debating whether to sleep in for another two minutes, hitting the snooze button, repeat until almost late for work. This could be reprogrammed to get out of bed immediately, without debating your decision.

How to Form a Ritual

I’ve set up personal rituals for myself for handling e-mail, waking up each morning, writing articles, and reading books. Far from making me inflexible, these rituals give me a useful default pattern that works best 99% of the time. Whenever my current ritual won’t work, I’m always free to stop using it.

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Forming a ritual isn’t too difficult, and the same principles for changing habits apply:

  1. Write out your sequence of behavior. I suggest starting with a simple ritual of only 3-4 steps maximum. Wait until you’ve established a ritual before you try to add new steps.
  2. Commit to following your ritual for thirty days. This step will take the idea and condition it into your nervous system as a habit.
  3. Define a clear trigger. When does your ritual start? A ritual to wake up is easy—the sound of your alarm clock will work. As for what triggers you to go to the gym, read a book or answer e-mail—you’ll have to decide.
  4. Tweak the Pattern. Your algorithm probably won’t be perfectly efficient the first time. Making a few tweaks after the first 30-day trial can make your ritual more useful.

Ways to Use a Ritual

Based on the above ideas, here are some ways you could implement your own rituals:

1. Waking Up

Set up a morning ritual for when you wake up and the next few things you do immediately afterward. To combat the grogginess after immediately waking up, my solution is to do a few pushups right after getting out of bed. After that, I sneak in ninety minutes of reading before getting ready for morning classes.

2. Web Usage

How often do you answer e-mail, look at Google Reader, or check Facebook each day? I found by taking all my daily internet needs and compressing them into one, highly-efficient ritual, I was able to cut off 75% of my web time without losing any communication.

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3. Reading

How much time do you get to read books? If your library isn’t as large as you’d like, you might want to consider the rituals you use for reading. Programming a few steps to trigger yourself to read instead of watching television or during a break in your day can chew through dozens of books each year.

4. Friendliness

Rituals can also help with communication. Set up a ritual of starting a conversation when you have opportunities to meet people.

5. Working

One of the hardest barriers when overcoming procrastination is building up a concentrated flow. Building those steps into a ritual can allow you to quickly start working or continue working after an interruption.

6. Going to the gym

If exercising is a struggle, encoding a ritual can remove a lot of the difficulty. Set up a quick ritual for going to exercise right after work or when you wake up.

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7. Exercise

Even within your workouts, you can have rituals. Spacing the time between runs or reps with a certain number of breaths can remove the guesswork. Forming a ritual of doing certain exercises in a particular order can save time.

8. Sleeping

Form a calming ritual in the last 30-60 minutes of your day before you go to bed. This will help slow yourself down and make falling asleep much easier. Especially if you plan to get up full of energy in the morning, it will help if you remove insomnia.

8. Weekly Reviews

The weekly review is a big part of the GTD system. By making a simple ritual checklist for my weekly review, I can get the most out of this exercise in less time. Originally, I did holistic reviews where I wrote my thoughts on the week and progress as a whole. Now, I narrow my focus toward specific plans, ideas, and measurements.

Final Thoughts

We all want to be productive. But time wasters, procrastination, and laziness sometimes get the better of us. If you’re facing such difficulties, don’t be afraid to make use of these rituals to help you conquer them.

More Tips to Conquer Time Wasters and Procrastination

 

Featured photo credit: RODOLFO BARRETO via unsplash.com

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