I'm an extrovert. Extreme. But even I am daunted by walking into a meet-&-greet room filled with strangers. Anxious to see a familiar face, my eyes dart hither & yon around the little pre-formed groups.
Like it or not, this is the life of sales people & job hunters. I've noticed 4 uncomfortable moments:
Starting the interaction
Breaking off an ongoing conversation
Bringing someone new into your conversation
Interrupting an ongoing conversation. I think this is the MOST uncomfortable of those 4 moments, so here are a few pointers:
First, take a deep...
Here's the last of my 3 rules for making networking events low-stress & high-impact.
Rule #1 for working the room is to be welcoming. Rule #2 is to be memorable.
Rule #3 (of 3) Working a room: Be nosey
At least, that’s what my son called it when I chatted up his high school friends. Dale Carnegie's classic, How to Win Friends & Influence People, would call it "showing interest."
Being nosey boils down to one thing: Ask QUESTIONS. Yes, I know that I also focused on asking questions in Rule #2, being memorable. But that was a different kind of question, one whose...
With a little forethought, you can make networking events low-stress & high-impact. Rule #1 for working the room was to be welcoming.
Rule #2 (of 3) Working a room:
One of our goals at business events is to be remembered in good ways so that prospects & clients will call us. Here are some simple tips for being memorable:
1. Dress appropriately but distinctly. An easy way to do that is to wear COLORS that aren't dark blue, brown, gray, or black. Use color to be easily found & identifed among the crowd of somber suits. So if you’re a man & must...
Lots of people dread networking events & mingling with strangers or near strangers. But, with a little forethought, these gatherings can become low-stress & high-impact. The real key to working a room successfully is to focus on those around you rather than on yourself. Here's how to start.
Rule #1 (of 3) Working a room:
Being the welcomer rather than the chatterer should take the pressure off. You do NOT have to carry the conversation or be an entertainer. Just invite others into your conversation, into your space. They will be grateful that you're making...
Networking at industry meetings is more than just being a billboard (here's the previous blog posting). Here are 3 more quick reminders of why you whould go to the trouble to put on your business suit, drive to yet another business event, & immerse yourself in unscheduled conversations:
1. Serendipitous connections. Sitting at your desk, you make planned connections. At industry meetings, you make serendipitous new connections. You WILL meet people you don't know - unless your eyes are closed or you're at a closed event such as a board meeting. You'll meet people &...
For years, business owner & accountability guru, Denise Altman, has said, "What you can measure you can manage." What Denise says I believe. Having said that, I'm an English major & not much into measuring, so I need to be reminded - often.
This morning a reminder came from an unlikely place, my friend Suzie Hand, halfway across the country. We've both decided to lose a few pounds & are each other's support group in this endeavor. We're weighing & reporting regularly. After I reported in today, Suzie's email response was very simple: "I'm weighing...
It's official. I have a new title: "Mother-in-law." Much more importantly, my son has a new title: "Husband."
Husband. It's a big title for my boy. Of course, he's grown into it since the picture above was taken. On his way to accepting the mantle of husband, he was a boyfriend, then a fiance. The title of fiance included intent, but husband. My gosh, it's changed everything, added huge responsibilities.
If you're married, you know there's so much in that title that a dictionary definition doesn't mention. There's emotional & physical care, patience,...
One of the things I enjoy about recruiting & sales is talking with interesting, motivated people & finding out about what they do & why. You never know what surprises you'll hear when you listen.
My son thinks I'm one of the nosiest people around because I ask everybody questions & probe & probe & sometimes probe some more. I, on the other hand, think I'm simply showing interest. Toe-MAY-toe. Toe-MAH-toe.
In any case, last night I went to the Brunswick County NC Toastmasters meeting. I had a speech to give, so I was focused on myself &...
In The Wisdom of Crowds, James Surowiecki shows that a diverse team will usually create a better solution than one person, even a very talented person. We often see that in action, whether we’re preparing a team sales presentation or the office Christmas party.
Teams can have obvious advantages by providing:
Greater intellectual & creative resources.
Broader skill & knowledge sets.
Efficiency through division of labor.
Capability for one person to engage while others are listening and problem solving.
Synergy from building better solutions on top of each other’s...
I read a blog recently by sales trainer Phil Polson that was filled with practical philosophy about sales rejection. While I agreed with Phil's general thesis, I realized that rejection is something I virtually never consider.
I'm sure that prospects, clients, & candidates have rejected me personally, but I almost never view it that way. Through my rose-colored glasses, they just don't need what I'm offering now, or they can't afford my services, or they already have a good tech sales recruiter, or my timing is off.
Why would those reasons be considered rejections? They're...