What is the least important characteristic for a great networker?
The answer might surprise you.
In this video, I share the five least important skills for networking according to a survey of 3400 business people. Knowing what not to do can be as important as knowing what to do. Furthermore, it is also clear from these results that great networkers and great salespeople have different skill sets.
In conclusion, many people think you need to be an extrovert to be a good networker, but that’s not what the survey says. Here are five least important skills for networking.
Recently, I took the opportunity to gather almost 3,400 survey responses from business people around the world. I gave them a list of almost 20 different characteristics on networking and I asked them to pick the top behaviors they’d like to see in a great networker. From those responses, I have identified the top characteristics of what people believe makes a great networker and have listed them here in this video.
At the top of the list is being a good listener. Our success in networking depends on how well we can listen and learn. The faster you and your networking partner learn what you need to know about each other, the faster you’ll establish a valuable relationship. A good networker has two ears and one mouth and should use them both proportionately. Listen to people’s needs and concerns and find opportunities to help them. You can’t help others if you don’t know what they need, and you find that out by listening. In many ways, networking is about connecting the dots but to do that you have to listen so that you can help people make the connections they are looking for.
The first thing that people see from you is your attitude, how you take things in general. A consistently negative attitude makes people dislike you and drives away referrals; a positive attitude makes people want to associate and cooperate with you. Positive business professionals are like magnets. Others want to be around them and will send their friends and family to them.
People don’t care how much you know until they know how much you care. Helping people shows that you care. One survey respondent said that “people want to network with individuals who have a collaborative attitude.” Helping others can be done in a variety of ways. For example, clip a helpful article and email it to someone. Furthermore, put them in touch with a person who can help them with a specific challenge. Several respondents commented about not wanting to network with people who are “in it for themselves.” A willingness to collaborate and help others is essential. It builds trust and helps establish a strong relationship.
You can offer the help, the thanks, the listening ear, but if you are not sincerely interested in the other person, they will know it! Those who have developed successful networking skills convey their sincerity at every turn. One respondent stated that “it’s all about the authenticity” that someone shows you. We have all seen people who are seemingly good at networking but lack sincerity. Faking it isn’t sustainable.
If you offer opportunities, whether a simple piece of information, a special contact, or a qualified business referral, to someone who consistently fails to follow up, you’ll soon stop wasting your time with this person. One respondent said that when it comes to networking, “the fortune lies in the follow up” and many people just “don’t follow up anymore.”
It is very important to be prepared to introduce yourself by breaking down your business into your LCD’s (Lowest Common Denominators). Each week, create a business educational curriculum to train your sales force to focus on just ONE aspect of your business.
For example, each week just focus on:
– A service
– A product
– A benefit
When you want to nail a presentation, start by explaining your lowest common denominators, or the most immediate, universal value of your business. Your LCD is your secret weapon.
Click on the graphic below, or click here, to see this video. Learn more about developing this training approach for your weekly presentations.
Today the BNI Foundation is supporting the National Education Association’s “Read Across America Day”. Therefore, go find a classroom and volunteer to read a Dr. Seuss story to the students. For example, in this video, I share a story about reading to my kids when they were younger, the Dr. Seuss classic, “And to Think That I Saw It on Mulberry Street“.
Dr. Seuss’s very first book for children!
Originally published: December 21, 1937
From a mere horse and wagon, young Marco concocts a colorful cast of characters, making Mulberry Street the most interesting location in town. Most noteworthy, Dr. Seuss’s signature rhythmic text, combined with his unmistakable illustrations, will appeal to fans of all ages. Finally, who will cheer when our hero proves that a little imagination can go a very long way. Now over eighty years old, this story is as timeless as ever.
Beth and I own a property management company (this would be a good story to share someday). We’re in Galveston setting up a new property for lease. Therefore, we were walking through a Home Depot to get what we needed to make the property ready to lease. We were walking by these house numbers and out of the blue, she started this video about my first business.
As a 14-year-old, I started my first company to help a neighbor sell his stick-on house numbers he manufactured. I took over his sales of reflective numbers and I hired a sales team. However, I did so well, I made him tired and he consequently went out of business
Please watch this video about how I eventually launched my entrepreneur spirit by the numbers.
Ivan Misner welcomes you to and officially opens the 2017 International Networking Week with this video. Please share this video in your BNI chapter meetings this week. For more information about International Networking Week, please view our website and watch the video at http://internationalnetworkingweek.com/
By knowing why you are networking and what you want to achieve, it is possible to plan accordingly and get great, measurable results.
As a business networking strategist, Andy Lopata works with companies on how to use networking tools to develop their businesses. Networking is not just about sales. Whether for lead generation, breaking down silos internally, recruitment and retention of top staff or developing future leaders, networks and collaboration have a key role to play. Andy works with clients to help recognize that role and put the strategy and skills in place to leverage it.
In this video, I discuss with John Maxwell about checking your checkbook and calendar priorities and how to build your business by building relationships. I also share how I reverse engineer my goals. Finally, we discussed coaching vs. mentoring and “Farming vs. Hunting”. Please click on the photo below to watch the video of my personal interview with John Maxell.