The Chemistry of Networking

Does the popularity of social networking sites like LinkedIn herald the end of interpersonal networking?  Will we witness the disappearance of the business luncheon or the meeting over a coffee simply because it is easier and quicker to connect with potential business partners and suppliers on the Internet?

 

To consider this question, we need to tap into how people really get to know and trust one another.  Humans are ambient and sensory creatures and we take in information through sight, sound, smell, taste and touch.  So much of what we initially absorb about another person is through our non-verbal sensations, some of which have been duplicated by web technologies like video, podcast, and webcam.  It is conceivable that in the future that our senses of smell, taste and touch will also be mimicked in the online environment.  But can it ever be the same as the real life interpersonal experience?

Getting to know, like and trust others lays solid foundations for business

 

When we meet person to person, a mysterious combination of all our senses takes place in three to seven seconds.  This synergy is commonly referred to as our “first impressions.”  We can be immediately drawn to another person while, on other occasions, we may be unsure and even wary.  Sometimes our first impressions are so definite and strong that they can be described as “chemistry.” 

When networking, we greet each other by touch through shaking hands.  The handshake continues to be essential business etiquette for men and women alike.  It is surprising how much we learn and are reassured by this brief physical contact.  Through it, we start building knowledge and trust which are the foundations for all business relationships.

Online social networking sites have greatly facilitated the process of connecting with others.  But these technologies have not diminished the place and importance of our inter-personal networking at functions, conferences and informal meetings.  The reality is that the personal and interpersonal nature of networking is affective, powerful and cuts through like nothing else can.

 

What are your thoughts on the future of inter-personal networking?

To your Success,

Lynne Lloyd

Managing Director
People Results
1300 167 981
enquiries@peopleresults.com.au
www.peopleresults.com.au

p.s. Would you like to refresh and enhance your networking skills and confidence? Join us for the People Results’ Networking Plus Half-Day workshop in Brisbane on Wednesday 17^th October; click here for details and how to register.

A Woman Who Could Break the Rules (of Networking)

In a swirl of energy and motion, she moved from group to group introducing herself with a flashing smile, “Hello, I’m Quentin Bryce.”  Pausing for the briefest time, Ms Bryce quickly deserted our group.  Smoothly and graciously she swept off to greet the next group of business women at the function.

This encounter happened ten years ago in 2002.  Ms Bryce was yet to be appointed as the Governor of Queensland and subsequently as the first woman to be the Governor-General of Australia.  Is it possible that, in her mind, her future direction into these high offices was already mapped out?  More than likely, she knew where and what she wanted to achieve.  Did Ms Bryce break one of the classic rules of business networking, namely not to flit from group to group without engaging group members in conversation?  Yes, she did break this “rule” and yet she was charming and gracious at the same time.  She knew the rules but being a woman in a hurry, a woman who was on a personal mission, somehow for her, the rules had no force upon her actions. 

To reach her full potential, Ms Bryce needed to be known for her personal qualities and achievements by those who could open doors and make decisions about future opportunities.  She built very strong reserves of social capital, particularly in her home state of Queensland.  Frequently quoted in the media, she became a recognised and connected public figure within legal, business and government circles. 



A Woman of Firsts, Her Excellency, the Governor General of Australia

With all her experience and achievements, there can be no doubt Ms Bryce earned her prestigious positions on the basis of meritocracy.  However, where she far exceeded any other contenders, is in her social and emotional intelligences.  These so-termed personal intelligences have enabled Ms Bryce to influence and inspire others in many different spheres of Australian society.
 
Returning to our theme of business networking, we must firstly learn and practise the rules and etiquette.  Only after we have developed our social skills and confidence to the highest levels can we break these rules from time to time with the skills and personal magnetism of someone like our current Governor-General.  

If you wish to raise your business networking expertise to the highest levels, join us for the Networking Plus Half-Day workshop on Wednesday, 17^th October, 2012; for details please click here.  We look forward to seeing you there.

To your Networking Success!

 
 

Lynne Lloyd

Managing Director
People Results
1300 167 981

enquiries@peopleresults.com.au

www.peopleresults.com.au

 

 

Walking the Extra Mile

“There are no traffic jams on the extra mile.”

                                                                               -Zig Ziglar

Recently I read one of those lists of what you have to think and do to be a big success in business.  It was written by Jeff Haden and published on Inc. "9 Beliefs of Remarkably Successful People."

I particularly liked Jeff’s number 9 point “The extra mile is a vast, unpopulated wasteland” which is perhaps a tad pessimistic.  He clearly picked up this idea from Zig Ziglar who said it first (see above) but unfortunately he did not make an attribution to Zig. 

 

His point 9 reads:  "Everyone says they go the extra mile.  Almost no one actually does.  Most people who go there think, “Wait … no one else is here…. Why am I doing this? And leave, never to return.” 

In practical terms, what is going the extra mile at work?  I believe that the extra mile is located off our position description.  We will not find it by reading and complying with our KPIs, no matter how comprehensive they are.  Accomplishing our performance indicators means that we are doing our job. We are compliant and should be able to tick all the boxes when our next performance appraisal comes around.  

As soon as something is committed to paper, it is limiting our range of creativity and movement.  To go the extra mile, we must leave the well-trodden highway and find another road which is not well-defined or clearly sign-posted.  We know the extra mile is somewhere up ahead but how do we get there?

Jeff Haden advises “Every time you do something, think of one extra thing you can do – especially if other people aren’t doing that one thing.”   This is good advice.

 

People Results offers three practical ways to extend this extra-mile thinking and doing at work:

 

1.  Volunteer More Often.  When your manager announces, “We have to give a presentation at the conference, who is going to do it?”  Be the one who volunteers, “I’ll do it!”  Or, “I want someone to help train the new team member for a couple of days?”  Be the one who says “Yes, I’ll do it!”  Or “I was going to pick up Jane and Tom from the airport after work today but now I can’t make it.”  Be the one who says “I’ll do it!” even though the airport is in the opposite direction to where you live.

 

2.  Get your Ideas into Play.  When you think of a great idea that has broad implications for the success of your company or organisation, don’t think “But that’s not my job!”  Or “I might look as if I am trying to take over someone else’s turf.”  Or, “It’s not in my job description.”  Our creativity knows no bounds and certainly doesn’t fit neatly into job descriptions or organisational structures.  Look for a way to get your good idea into play even if you have to share the credit with your direct manager. 

 

3. Go to Where You are Needed Most.  As an example, you are a team leader or supervisor, and you are down on your staff numbers in one key Department, and the stock is sitting on the floor in boxes.  Roll up your sleeves and get on with unpacking the stock and getting it up on the shelves.   That is right, packing and pricing of stock is not listed in your job description.   That is why you go ahead and do it because it is where you are most needed.  At that particular time you don’t need to manage; you need to do.  The Regional Manager comes into the store and sees you in the thick of it and doing what needs most to be done.  You are demonstrating in the clearest terms that you walk “the extra mile.” 

 

 To Your Success (on the extra mile)


Lynne Lloyd
Managing Director
People Results
enquiries@peopleresults.com.au
www.peopleresults.com.au
 

Spring: 'Tis the Season to be Networking

How, where and why do you network?  How effective are your networking activities?  Do you gain good returns on your investment of networking time and effort?  

There is widespread endorsement of business networking as a strategy for sourcing new clients and finding new career opportunities.  However, when it comes to how networking is practised, there is a sharp disparity between theory and practice. What works well in business networking, and what doesn’t, is not well understood or openly acknowledged. 

 

Could networking be that easy?  Woody tells us 80% of success is showing up.

 

In a series of articles, we will take a close look at what works well and what is less effective in business networking.  Three factors that can lead to disappointing returns are:

1. Woody Allen famously quipped “Eighty percent of success is showing up.”  He is right but the other twenty percent is having some idea of why you are showing up in the first place.  Often we don’t know why we are showing up at a particular event except that our boss and other members of the team are going and we tag along.  

For business networking to be effective, we need to have the big picture in your head, knowing our purpose and having a direction and a plan.  If we network in a haphazard manner, we will get results that are patchy and poor.  Then we get discouraged and stop networking because we cannot see any worthwhile outcomes. 

So work out the big picture and link your networking efforts to your goals for client acquisition and/or career development, amongst others.

2. Another common trap in networking is lack of consistency in where we network.  Often we rush in here and rush in there!  Instead of choosing a small number of forums, we take a scattergun approach and go to many different functions and events.  Be discriminating and select the forums you will regularly attend in order to become recognised and well known.

3. Perhaps Woody Allen can show up without any prior knowledge or practice of the networking script and protocols.  He is a gifted actor, director and comedian.  But for the rest of us, for our networking to be effective, we need to have (or learn) some basic social skills.  What are you going to say to break the ice?  What is a good group to approach?  How will you get someone talking?  Can you do the small talk?  How do you break away from a group without causing offence?  

At People Results, we look forward to bringing you more articles on the topic of business networking during the month of September.  As well, we are currently preparing a short program on effective business networking which will be launched in October 2012 (dates TBA).   More on this topic soon.