Navigating Networking - Ditch the Pitch

By Sandy Ross

In my networking workshops, we explore what motivates people to mingle at such events – their agendas. Usually, we agree that we loathe prospectors whose only motivation is to make a sale or recruit. You know them – flinging business cards round the room, monopolizing introduction slots, heck, they'd come to the opening of a letter just to spew their me-me-me pitch. Remember, the magic word Mother wanted ... 'please' ... well 'you' is magic, too!Those who network just to pitch to prospects or worse, hoping to close sales, are more likely to be seen as lepers than as knowledge links or how-can-I-help-you liaisons. We who shun prospectors know there are many returns on networking investments – not just cultivating clients – like keeping up on trends, targets, our talent!

So, networking is not group prospecting. What is it then, at its best, and how do you choose the best for you? As in other investments, don't put all your time in one basket. Visit more than one group. Broaden the professional palate with many flavours. Strategic stirring is a recipe that blends a strong base of contacts directly linked to your business, sprinkled with 'off topic' interests for spice. I attend two groups regularly – one specific to my craft, my field; the other, a mix representing my target and current clients. Occasionally, I drop in a few drop in's to other groups of peripheral interest, to explore new areas or find influencers of decision-makers. And, on the advice of colleague Linda Lustins, I add value to the mix with strategic volunteering. Pitch in with peers, represent, serve.

When navigating networking today, reap returns reciprocally. Give away tips, link leads, spark conversations with 'you' inquiries. Don't prospect or pitch ... pitch in instead! The returns are well worth your investment!

Sandy Ross, a wordsmith, speaker and facilitator of The Homepreneur Network and of Word's Worth. 519-472-5322 www.execulink.com/~sross Published in Networking Today, November 1999.

Networking: Shake & Stir

By Sandy Ross

Networking is a professional’s competitive edge, and can even be a hiring point. With meet and greet forums booming, a level of comfort and skill at networking would be welcome. In seminars, I share a tip I call “Shake & Stir” (shake hands, stir interest), with strategies for the handshake, the name and intromercial, and sparking conversation.

Our handshake makes a first impression and we can be ruthless judging a bad one. Keep your hand straight; don’t break at the finger base. Meet the other person’s hand web-to-web (the V at thumb and first finger). No half-finger fumbles, please. Too often, we rush our names in introductions. Enunciate, especially last names, since that’s how folks find you. After hello usually comes, “And what do you do?” An intromercial is a brief blurb to explain your expertise in a memorable way, in just a sentence or two. It’s a great spot to spout a slogan, and you can use it when folks go around the room for introductions.

Once the niceties are exchanged, how do you spark conversation? Open-ended questions on how, what, why, who keep conversation flowing (they can’t be answered yes or no). They also gather information that builds relationships. After all, networking is about long term relationships, not short term, group prospecting. In fact, leave your sales pitch at the office. Networking is for relaxed rapport, for meeting, greeting and sometimes, eating!

Sandy Ross is the founder of The Homepreneur Network and Word’s Worth. Since 1993, she has helped over 375 homepreneurs A.I.M. for Affiliation, Information & Motivation. Ph: (519) 472-5322 E-mail: sandy@sandyross.ca Web site: www.sandyross.ca Published in Networking Today, April 1999.