What Richard Branson Can Teach You about Networkingstring(51) "What Richard Branson Can Teach You about Networking"

I recently had a phone conversation with someone who was asking me about the importance of eye contact when networking.  I answered his question with an interesting story about Richard Branson and I’d like to share that story with you here because I think it demonstrates a point that’s definitely worth remembering.

One of the many intriguing things about Richard Branson is that he has this laser-focus eye contact.  When he is talking to you, he’s not looking to his left, looking to his right, or anywhere else other than directly at you–he gives you his full attention.

I remember talking with Richard, one time in particular, about kids and raising kids.  I was telling him about my son, Trey, who was fifteen at the time and very sharp but not as committed to school as he could be.

Six months later, I saw Richard at a party and introduced him to my son.  Branson remembered who Trey was from our previous conversation, and I have this photograph of him, where he has this laser eye contact with my son (see picture at right), and he kept that laser eye contact with Trey for three or four minutes straight while he was talking to him. All these people were around, vying for Branson’s attention, but he was completely focused on my son during their conversation. Branson wasn’t intense in terms of his speaking—he was actually very relaxed—but he was impressively intense in his focus. The only person in that room, during that three or four-minute time span, was my son. Here’s a guy who never went to college, and he was telling my son. “Go to college. I spoke to your dad! You can do better. I have faith in you!”

Now, keep in mind, Trey doesn’t get impressed by anybody (or at least, like a typical teenager, he certainly doesn’t make a habit of showing that he’s impressed–if you have teenagers, I’m sure you’re more than used to being responded to with a shrug, a bored expression, and the words “it was okay,” or “yeah, (so and so) was cool, I guess . . .”   ;-)) .  Actually, I don’t think my son even understood who Branson was at the time of their conversation but I asked him afterward, “What did you think of that conversation?”  His very uncharacteristic response was, “That was amazing!”  I’m more than confident that what really did it for Trey, what really impressed him, was how, for those few minutes, he had Branson’s undivided attention.

I’ve had a chance to see Branson several times now, and he’s just a master at giving people his undivided attention. After his conversation with Trey, when he moved to the next person, the next conversation, he gave that person his undivided attention.

The thing is, giving people your undivided attention is one of the most important things you can do in order to become a master networker, and making a concentrated effort to maintain eye contact when engaging a conversation is imperative in order to demonstrate to somebody that they are receiving your undivided attention.

So, the next time you’re networking with someone and distractions surrounding you are tempting your eyes to stray from the person you’re speaking with, think of Richard Branson and remember to keep a laser focus on the person and conversation at hand–it’s one of the things that will make you a true master.

Do you have an interesting experience about networking and eye contact?  If so, share it here.

Bob Burg’s 10 Networking Questions That Work Every Timestring(61) "Bob Burg’s 10 Networking Questions That Work Every Time"

My good friend, networking expert Bob Burg, has 10 questions he personally uses when networking that he believes every networker should memorize.

Bob explains that these questions are not designed to be probing or sales-oriented in any way; they are all friendly, fun to answer, and will tell you something about the way the person answering them thinks.  You’ll never need or have the time to ask all 10 questions during any one conversation but, still, you should internalize them.  Know them well enough that you are able to ask the ones you deem appropriate for the particular conversation and time frame.

Here are the 10 questions:

1.  How did you get started in the (______) business?

2.  What do you enjoy most about your profession?

3.  What separates you and your company from the competition?

4.  What advice would you give someone just starting out in the (______) business?

5.  What one thing would you do with your business if you knew you could not fail?

6.  What significant changes have you seen take place in your profession through the years?

7.  What do you see as the coming trends in the (______) business?

8.  Describe the strangest or funniest incident you’ve experienced in your business?

9.  What ways have you found to be the most effective for promoting your business?

10.  What one sentence would you like people to use in describing the way you do business?

Like Bob says, you’re not going to get to ask more than a few of these questions during an initial conversation,  so don’t worry about sounding like you’re conducting an interrogation. These are feel-good questions people enjoy answering, and they are meant to establish an initial rapport.  So next time you’re at a networking event, try using a few of these questions and then come back and leave a comment about how using them worked out for you; I’m more than willing to bet you’ll be pleased with the results.

What Are the First Words Out of Your Mouth?string(43) "What Are the First Words Out of Your Mouth?"

When someone asks you what you do, what are the first words out of your mouth?  If the words aren’t ready to roll off your tongue, then read on . . .

When someone asks you what you do, make sure you’re ready with a response that is succinct but memorable. The attention span of the average adult is only 20 seconds; a long, drawn-out answer to the question isn’t going to work.

Focus on creating a unique selling proposition (USP)–a mini commercial that you can readily use while networking. I think of this as a personal answer to the age-old “Whattaya do?” question, which we’ve all been asked about a million and a half times.

Here’s an example. When someone asks what you do, don’t reply with a bland, general statement such as “I’m a consultant.” Half the world could say that, and it doesn’t tell anybody anything. Instead, you could say, “I work with small to medium-size businesses to help them attract more clients than they could possibly handle.”  This is short, powerful and informative.

A USP is obviously something you’ll have to tailor to your specific business, but can you see how it packs more punch than just telling people you’re a consultant? Whichever 12 or 20 words you choose, make sure your answer is quick and informative without sounding rehearsed or contrived.

So, make it your goal this week to come with a USP. Not only will this make you much more effective at networking events and functions, being prepared in this way will also make you more comfortable with introducing yourself to new people because you’ll have the confidence of knowing exactly what to say.

Once you’ve used your new USP a handful of times, come back and leave a comment letting me know what kind of response you got from people and how it worked out for you overall. As always, I’d love to hear from you!

Clueless When It Comes To Conversing?–Four Tipsstring(53) "Clueless When It Comes To Conversing?–Four Tips"

Networking is about building relationships and one of the main ways to build relationships with people is to have effective, productive conversations.  However, that can seem like a daunting task for some people who are at a total loss when it comes to the art of conversing.

If you shy away from going to networking events because you’re consumed by the fear of not knowing what to say, pay attention to these four conversation tips from my good friend Susan RoAne (a.k.a.: The Mingling Maven®):

  • Always keep in mind that a conversation should be balanced dialogue.  It’s good to ask questions that get people to talk about themselves, but remember: people who ask too many questions are sometimes perceived as prying probing busybodies.
  • If you haven’t brought something to the banquet of conversation, make an “ask” of yourself.  Though most people don’t mind a question, even two or three, if you are asking all the questions, there is no exchange, no real conversation, just an interrogation or Q&A.
  • Try reading local and national newspapers and a pop-culture blog or a popular magazine.  Pick three to five items to use as emergency restarters in case there’s a lull in conversation–national news, local topics, sports, fitness, movies, books, hobbies.  And food–everybody likes to talk about food.
  • Tell stories about things that have happened to you or others.  People connect with stories, not the factoids and figures of life.

If you liked these tips, you can find more of Susan’s networking advice and resources by visiting www.SusanRoAne.com

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