President of SmartMarketing Solutions Group Inc., Lucy Rosen, co-author with award winning journalist Claudia Gryvatz Copquin, of the very practical and highly effective book Fast Track Networking: Turning Conversations Into Contacts, was kind enough to take the time to answer a few questions about the book and networking.
Lucy Rosen shares the tools necessary for becoming a successful networker, by helping other people connect with new contacts, and demonstrates how the entire circle returns to the person making the introduction.
Thanks to Lucy Rosen for her time, and for her interesting and informative responses to the questions. They are greatly appreciated.
What was the background to writing this book Fast Track Networking?
Lucy Rosen: Over 25 years of observing people in networking situations, attending every networking event and get-together I could possibly go to, starting and running over a dozen chapters of Women on The Fast Track, actively participating "Walking My Talk" when it came to what I believe networking is all about.
Why do so many otherwise astute business people do so badly at networking?
Lucy Rosen: I think there are a couple reasons- the first being that a lot of astute business people think that networking and sales go hand in hand, when in fact, nothing could be further from the truth. They approach a new potential "networking source" perhaps thinking "What can this person do for me/give me/be for me", etc... when the thought should be " What can I do for this person to assist them in connecting with people they should meet- what can I offer them", etc...
The second reason (I think) is that people tend to stay within their comfort zone and when they meet someone for the first (or second time) unless they open their minds to the possibility there may be something there- often times they write someone off before they even have an opportunity to explore possibilities. (Kinda the "hey, no reason to know this person..." attitude.
The third reason, (and these are top three, there are many more) is that a lot of people in a networking situation aren't clear as to what they want. They don't have a plan, they don't know why they are networking other than to get more business, and that is not helpful if you are on the other end. The more clear you can be about what you want, the easier it is going to be for someone to help you fulfill your wants!
Lucy Rosen (photo left)
You suggest creating a networking plan. What is a networking plan and how does it work?
Lucy Rosen: Hmmm... If you read the book you find out! A networking plan is a written plan outlining your goals for networking. Why do you want to network? Who do you want to network with? What do you have to offer? Where are you going to go? How often and for how long? How will you measure if what you are doing is working? It's a mini-plan designed to keep you on track so you aren't going to every event you hear about without having some idea of what you are doing there!
How can a person find the right place for networking?
Lucy Rosen: That all depends on what type of networking you like. I don't like large/unfocused events. I prefer small groups of people. I'm much more comfortable running a networking meeting rather than sitting in one. You have to know what makes you comfortable and then go out and find a group that fits your needs. If there isn't a group for you, you could start one!
You write that good networkers do their homework prior to attending networking events. What do you mean by that?
Lucy Rosen: A good networker is going to have some idea of who is attending the event- in what industry-at what level (C-Level, owners, new business owners) so they can determine if spending the $25- $50 is worth their time/effort to go. Who is going to be in the room and are you going to be a good fit in that room?
How can a person leverage their already existing personal network the right way?
Lucy Rosen: By actively staying in touch.
How can a person nurture and help their own personal network succeed for mutual success?
Lucy Rosen: By thinking of others- all the time. By making it your business to represent your personal network every day- all the time.
Many people will say they are naturally shy. How can this perceived problem be overcome successfully?
Lucy Rosen: Start with one or two people- people that know you- if they know you, they are going to know that you are shy. Let them start networking on your behalf, but don't stop going out and meeting new people. The more you go out, the more comfortable you will be. I often tell people that if you go to an event and act as the host/hostess- it gives you another reason to be there- gives you a sense of purpose... This often alleviates those shy feelings, because you are there to be sure everyone else gets their needs met and you don't have time to think about the fact that you are shy or feeling out of place.
Claudia Gryvatz Copquin (photo left) Co-author of the book
How should a person approach a potential contact, and how long should the conversation last?
Lucy Rosen: At a networking event, everyone is at the same dance, so it makes sense to walk up, extend your hand , shake their hand- introduce yourself and say hello. The conversation should last no more than 5-7 minutes-- enough time to ask for a business card, see if there is a "click"- and determine if there is a reason for a follow-up meeting.
How can a person avoid those problem people who appear at every networking event?
Lucy Rosen: Be sure you introduce them to others! Immediately!
How important is it to give help to others, rather than always just asking for something?
Lucy Rosen: If you aren't actively giving- you aren't networking and you will soon be branded as a "taker" and not as a "giver"- and certainly not a networker!
How does effective networking affect your business and personal brand?
Lucy Rosen: If you are known in your business community as the "Go-To" person... the person that knows everyone and knows what they do, what they need, who they are, etc... you become an invaluable resource for just about everyone. Who wouldn't want to be an invaluable resource for just about everyone? That would be a pretty nice personal brand to have!
What is the first step a person should take toward becoming a fast track networker?
Lucy Rosen: The right answer is : read Fast Track Networking: Turning Conversations Into Contacts.... Another right answer would be- to recognize what you have to give- all the people you know, all the jobs you've had, the community involvement you are a part of, and start sharing your information, your resources, your ideas, your inspiration-- with everyone and anyone you meet!
What is next for Lucy Rosen?
Lucy Rosen: To go into a second printing of Fast Track Networking.
To speak all over the country- especially to younger audiences about the importance of building their personal and professional network and how to maintain this network as they go out into the world of business...
To be asked to write another book- "Fast Track Business Success".
***************
My book review of Fast Track Networking: Turning Conversations Into Contacts by Lucy Rosen and Claudia Gryvatz Copquin.
No comments:
Post a Comment