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Relentless

Whether in person or on the phone, calling someone for business purposes “out of the blue” is alive and well.

Sometimes successful, most times greeted with a closed door on your nose opr dial tone, it is the way to reach out.

Fact is, you just have to do it. It is part of the prospecting mix. And networking, too.

But like networking, you don’t go in cold, really. You do your homework on a company, a person, a show, an event. Get to know something about them: where they went to school, who they know (from LinkedIn or Facebook), where else they’ve worked. And the same goes for companies: how long have they been in business, who are their biggest clients, who their strategic partners are, what their main products or offerings are, where their main or key offices are. And, of course, who works for them.

That cold call is starting to be a bit warmer, right?

And, as for teh call itself: be warm. Smile on the phone, have a prepared, but “deviatable” speech prepared, know what you are asking for. Be prepared to talk to voicemail, but be poilite. And persistent.

Any cold-calling experiences out there?

Relentless

You can also find Paul Maynard, The Relentless Networker, at http://therelentlessnetworker.blogspot.com/

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Relentless

1. Hijacking a conversation
2. Lack of eye contact
3. Ghost listening
4. Shameless self promotion
5. Making tasteless jokes
6. Being negative
7. Dead-end answers

Let’s start at the top:

1. When you hijack a conversation you either insert yourself into one that is already going on or you turn what had been an even, comfortable exchange into a monologue by you. Let people be and let them talk naturally.
2. Lack of eye contact. This shows imediately that you are not interested or paying attention to your conversant. And it proves you are not listening. Unlike your dog, it is okay to lock eyes with the person you are engaged in conversation with.
3. Ghost listening. “Uh-huh.” “Mmmm.” And otehr sounds of disinterest. Your conversant can tell you aren’t really engaged and that your mind is wandering back to Cancun. Get with it and actively listen and echange!
4. Shameless self-promotion. As noted in an earlier post in this space: this is not about you. “I” is the one word you should ban from your vocabulary if at all possible. Take “me” with it when it goes. Listen to people and ask about them. It will take the conversation to places you want to go.
5. Making tasteless jokes. You want a conversation to go up in flames along with your reputation? Just tell an off-color joke or story and you can watch first hand. If you suspect at all that someone will be offended, don’t say anything. It’s not just being PC, it’s being polite.
6. Being negative. nothing kills a mood or a moment more that someone who can’t be positive, who only sees the bad in anything. If you can’t be bright or smile, go home and try again another time.
7. Dead-end answers. “Yes” and “no” and other utterances associated with closed-end questions are another candidate for banning.

Relentless

Last week’s edition was personal and made a point with me. There I was, good old Relentless, at the bottom of the page and then inside in the “Two Minutes With” feature. It was exciting and a bit painful at the same time.

Exciting in that it took almost 3 years of hard work to get the notoriety that Zachry Associates has earned in this marketplace. Three years of relentlessly connecting and talking with everyone from mayors to business people to chambers to associations and waitpeople. Three years of telling a story that needed to be heard and listened to by marketers and non-profits.

Apparently, someone was listening. And now, people have read and connected. It was exciting to see my smiling face, yes, but more importantly, it was great to see the Zachry name in ink.

Now for the pain: it is a fleeting cycle. I think it was Andy Warhol who talked about us each having “15 minutes of fame” sometime in our life. For me, that’s okay, but not for the companies we work for or the work we choose or the causes we support.

They all deserve better. More time.

So, while you are out “relentlessly networking” remember this: you never know who you will work with or for in this life and how many times you might encounter them. If you read about them today, don’t forget about them tomorrow. Because next week, next year, 10 years from now, they may come back into your life in some unexpected way.

Enjoy your 15.

Relentless

For example, you change your LinkedIn profile in any way and your whole network (”connections”) gets a notification.

So, tread lightly and take care.

But that is not to say one can’t manage their image out there. In fact you must. If you don’t others will make the impression for you. So be sure and:

• Update and keep your LinkedIn profile current. Make it match your resume.
• Keep photos and posts correct on Facebook. Have the same job info on all sites.
• Make sure your Twitter profile and identity are consistent.
• Same goes for SlideShare, Flickr, and YouTube: be consistent, consistent, consistent.

Your reputation and your digital image are intertwined. Travel cyberspace with care.

Relentless
Similar content can also be found at http://therelentlessnetworker.blogspot.com/

And, really, it shouldn’t be about you.

All conversations and exchanges, for the most part (there are exceptions) should be selfless. The best question, you should ask last (remember the post on “car door” conversations?). That question should almost always be:

“What can I do for you?”

It should be honest and sincere. And you should mean it. Really listen and get what it is your colleague or friend or acquaintance is asking of you. Then, get to the point about how you will deliver.

By listening you will draw upon your resources (people you know, connections you can make, your skills as a communicator and networker). By offering to help, it will allow you to stretch and to solve a problem. It will also allow you to exercise your network and understand more about who you are and who and what you know.

Reach out and you will find what’s inside.

Relentless

But what about the physical side of things? Did you stretch? Are you relaxed? It’s not like you are going to pull a muscle or anything when you walk into that reception, but you could not be clear headed.

Take a tip from Apolo Anton Ohno, the US Olympic speed skater. He yawns to get rid of nerves and get more oxygen into his system right before a race (http://tinyurl.com/ye2yfxk).

And we all thought he was bored? Truth is, you should do the same before you hit that next event. Think of that happy hour as a race or athletic event–you ant to be remembered and well thought of rather than posting a great time or bench pressing huge poundage. But the concept is the same.

Now, breathe, 1, 2, 3….

Relentless

At a networking event today, a participant stood up and gave this description of a typical one-on-one meeting between newly connected networkers:

Using the 20-20-20 format, shape the hour you have like this:

1. The first 20 minutes for teh first person to tell their story about who they are and what they do.
2. The second 20 minutes is for the second participant to do the same.
3. The final 20 minutes is devoted to strategizing and sharing ideas on how you can work together to have value in your relationship.

Not a bad rule of thumb.

Relentless

But who knew there were “Golden Rules”?

There in the playbill for the Dallas Symphony Orchestra was a list of things “Thou Shall Not” do. Most of them were understandable (turn off your cell phone, no photos, don’t leave early) and some surprising (go easy on the aftershave and perfume), but nonetheless, it was a bit of a surprise to see “rules” printed in a program.

Truth is, it is a good idea for those of us who don’t attend these events all that often so that we know how to behave and react (wait until a musical movement is finished before applauding). So it is with networking events and etiquette.

A few “rules” for the relentless networkers among us:

1. Know which hand to shake with (it’s the right).
2. Put your name tag at the end of that arm.
3. Don’t interrupt a conversation; be polite in entering a new group.
4. Silence or put your cell phone on “stun”; take calls before or after events.
5. Don’t read e-mail while talking to someone.
6. Don’t “crash” events; rather be sure they are public and welcome walk-ups or you have been invited.
7. Know when to arrive (not too late) and depart (not too late, either).
8. Be sure and bring business cards and show courtesy in sharing them (don’t pass them out like free candy).

Rather than rules, I’d like to call these guidelines. Just remember that every social setting has them and to be aware of them wherever you happen to be.

Relentless