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

December 20, 2010
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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.

Get Your Act Togetherstring(21) "Get Your Act Together"

June 28, 2010
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Let’s face it: As a businessperson, you’ve got a lot going on. There are people to see, places to go and a whole lot of stuff to do. Can you do all this, and look and act presentable at all times, too?

Quite frankly, getting and keeping your act together can be a little overwhelming for even the sanest of people, so here are some tips:

1. Look the part before going to a networking event.  You’d be surprised how many people fall short in the fundamental area of appearance. If it’s a chamber of commerce networking breakfast, don’t dress casually–wear a good suit or outfit. You need to be well-rested and clearheaded when attending a morning networking session; make a conscious effort to get plenty of sleep the night before. If you’re not a morning person, hit the sack earlier than usual, so you don’t look like the walking dead. Regardless of how many cups of coffee you’ve had, people can tell if you’re not all there.

2. Make sure your body language sends the right message. When it comes to forming networking relationships, most of the important information–trustworthiness, friendliness, sincerity, openness–is communicated through nonverbal cues such as posture, facial expression and hand gestures. When engaging in conversation, look the other person directly in the eye and stay focused on what he’s saying. Lean a bit into the conversation rather than away from it; don’t stand rigid, with your arms crossed.

3. Be prepared. Make sure you know which pocket your business cards are in, and have plenty on hand. Nothing screams, “One of these days I’ve got to get organized!” louder than handing a potential referral partner someone else’s card.

4. Remember to smile. Studies have shown that if you smile when you talk, you seem more open and forthright. Obviously you don’t want to go overboard with this, and start grinning and shaking hands like a hyperactive clown; just show that you’re having a good time, and that will send the right message.

Perception is reality when it comes to meeting people for the first time. If people perceive you as not being right for them, they simply won’t be inclined to refer business to you, regardless of the work you can actually do. However, by keeping the above tips in mind, you’ll go a long way toward creating the right impression in the blink of an eye.