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Glenn Mattson
Welcome back to the Building Blocks of Success, we're in season three, episode give. And today we're going to be taking a look at networking. Networking is really one of the skills that many of us have fallen away from, or don't really know how to utilize to its fullest abilities. And especially during COVID time periods, networking really has fallen off by the wayside. It's such a strong, strong skill set to learn.
Glenn Mattson
So let's talk about that today, when we take a look at networking, networking is really is just the process of building relationships, and connections with other people who can over time directly or indirectly help you in reaching your personal goals.
Glenn Mattson
So networking is really about developing your people bank. Networking is really about devising and getting people inside and outside your company that can help you.
Glenn Mattson
So networking is really essential for career growth and business development, for sure. It does take time; does take energy and effort. It's not something that you just plant that seed is going to become a tree overnight, you got to make sure you spend time building the relationships, growing the relationship, giving to the relationship. But it's one of the best ways to build your personal brand and your reputation.
Glenn Mattson
So we're going to talk about today is a handful of things.
Glenn Mattson
One is what I call the before, the before is really the understanding about what do you join? How do you join? What's your research look like? Then we're gonna go into what do you actually do when it's networking time? And the third thing we're going to step into is the follow up.
Glenn Mattson
So let's jump into it right away. The first piece is creating what I call the playbook. And creating the playbook is really understanding a handful of things. Your playbook should include what organizations are you going to target, and why? You should also understand who the key players are inside that organization. Also, by looking it up in today's world, you can figure out what events you should attend. Also, within that you should look at the different committees within the organization that maybe you want to volunteer your time.
Glenn Mattson
So the first is identifying who. Second is do your market research. Once you start to understand the who, start figuring out the players. So jump on the website, go into LinkedIn, Facebook, etc. Look at the mission statements, start looking at what they have, what some people are saying about it, what their ratings are, etc. So do your market research to make sure that the target that you have for the networking is going to work. Now, again, networking can be an organization that's just truly a networking group, it could be a chamber of commerce, it could be a industry specific meeting place where people go off in the same industry to network. But find out and do your research. Number two, so now you have a playbook of who, now you got your market research. Next thing is you got to figure out a game plan.
Glenn Mattson
The game plan is what's your primary purpose for attending? What is the goal exactly of what you want to accomplish while you're there? So how do you measure if it's going to be successful or not? So you're going to have to have, for instance, a game camp plan could be is how many new people do you want to meet? You could also turn around and say, in addition to that is, how many opportunities do I want to have as for follow up, okay? Now remember, when you're looking at networking, networking is about seeing a lot of people not just seeing one or two people over the hour. So you may say my game plan is to meet 12 new people and schedule three follow ups by the time I leave.
Glenn Mattson
Last is check your equipment.
Glenn Mattson
Right? I don't mean that you go check your equipment, like making sure that you know obviously the car works but I'm talking about small stuff, right? Do you actually have a pen? Do you have some three by five cards inside your pocket or your purse or with you in case you want to take notes? Are you okay taking notes on your phone? Does your phone actually have enough battery in it? Does your phone have access? Right? So maybe it's business cards, maybe it's a different way of doing it, but make sure that you're equipped. Also, we talked about this in another podcast in terms of confidence, confidence is having the ability and the knowledge in the back of your heart that you know how to pull this thing off. So part of your equipment would be is, what are you saying? What's your 30 second commercial?
Glenn Mattson
So that's the before. Now let's talk about what happens when it's actually time to the networking meeting starts. Okay. So first thing I want to make sure that we're all on the same page is you got to make sure that you have really a winning attitude. And what that means is, is that you're in there, you're happy, you're in a good spot, you're ready to have those good meetings, which really take a big difference in what other people are going to be doing. So first is have a real good winning attitude. And that's really kind of important. I know, it sounds crazy, but last thing you want to do in your brain is say, okay, I'm gonna go into this meeting, I hope I don't make a complete jerk out of myself. That's not a winning attitude, right? That's not going to help you get to where you want to go.
Glenn Mattson
So when we talk about it, here's another tip. It's not having a winning attitude, which I get, but I also want to make sure that you understand about getting there a little early. Arriving a little early is fantastic. It really gives you the ability of meeting people first, it's having the capacity that when people walk in, you get a lay of the land, right? You walk around, you're gonna see if there's a speaker or not, if there is a speaker, make sure you sit in the chair that is facing the stage, so you don't sit down and have your back to them. Also, I found that it is wildly successful, I would always show up really early for networking meetings. And I'd be one of the very first people there. So when anyone or anytime that people walk in, they would already know me because I was there and I was already talking to two or three people. So when someone would come in, and they'd say, oh, hey, Glenn, by the way, you really shouldn't be Bill, Bill, come here for a second meet Glenn. And then all of a sudden, I was having those that were already attendees introducing me to everyone. So arrive early, make sure you get the right seat.
Glenn Mattson
Next thing is you got to be the during part is be the master of the pivot. What I mean by that is, it's called a five minute rule. Five minute rule is is that you're at an event for 30 to 40 to 50 minutes, you should speak no more than five minutes with anyone. You gotta have the art of the pivot and the art of the pivot is how do you get in and then get out of a conversation? So you really got to make sure you understand how to get in and get out. Right? So that's a big piece, which we'll talk about in a second. So if you do have to have the pivot, we'll talk about what you say in a moment. But you got to realize is two pivots, pivot into a conversation and make sure you can pivot out of a conversation.
Glenn Mattson
Right, very, very, very important. Now, the other piece that you may want to take a look at as we're going through this is listen more and talk less. So what that means is, is that when you go into a networking meeting, you should be at least at a 70/30 split, meaning that you're listening 70% of time and only talking 30%. You got to realize that if you're doing all the talking, you're not really bonding, if you're doing all the talking, you're not getting the information that you're looking for from them. So make sure that when you have that ability, you know how to ask the right questions to get people to gravitate towards you right. Now, some of you may be looking at something like form, there's an easy way, it's something I've taught everyone for a long time. F-O-R-M so tell me about the family, tell you about your occupation, tell me about your recreation, and let's talk about money, F-O-R-M. But you do have to be the art of the small talk.
Glenn Mattson
Now stay sharp and you got to remember what I mean by stay sharp is we're not there to have bagels and coffee. We are there to meet people and we're there to make sure that we network, not net-fun. And what that means is your job is to go through and accomplish your objectives. So when I say stay sharp, you know if it's cocktail hours, okay, if you'd like to have a iced tea, fine, but you're not there to drink. You're there to get names. You're there to connect with people. So make sure you understand why you're there and stay sharp.
Glenn Mattson
And make sure you have a system for you know gathering either people's data through your phone, through old school business cards, but make sure you have a process for that.
Glenn Mattson
So now that you have the before, you have the during, and then you have the after and the after is really three things. Your wrap up, the wrap up is 24 hours after the event is when you must have all your conversations in the book. So if you network with someone yesterday, you better be calling them tomorrow morning, the next day 24 hour rule says within 24 hours of meeting someone, they're going to lose and forget a fair amount about you. 24 hour rule. Right afterwards.
Glenn Mattson
Second thing is make sure you leverage social media. Make sure you connect with people right in the parking lot after you left. Say it was great meeting you at such a such. I really enjoyed your conversation about x. So be as specific as you can in your invites, you know that. But that's another one is leveraging social media.
Glenn Mattson
The third thing that you should be doing is having inside your CRM, a process for follow up. So what's your drips? What are you going to be doing to drip over the next 10 to 15 months?
Glenn Mattson
Now, let's talk about a couple of key things that I want to share with everybody. And these are some things that you may want to think about in terms of being successful when you first get there face to face. Now, the first is an icebreaker. An icebreaker is how can you break into a conversation? So an icebreaker is what I call an opener. And this is where you should be spending some time with your friends or other colleagues just learning how to break into someone else's conversation. And here's a couple of easy openers that you may want.
Glenn Mattson
You know, hey, such and such did you have a tough time finding a parking spot?
Glenn Mattson
Hey, have you ever heard the speaker talk before? Do you typically bring in a lot of speakers to this, this association? Hey, by the way are you a new member? So just get 3,4,5 things that you would consider a icebreaker. And by the way, the interesting thing is you're in a networking meeting, I always used to go over to the people who are standing by themselves.
Glenn Mattson
The people standing by themselves are terrified. I'd walk right over and say hello. And you have to realize everybody in the room wants to be good at this. Everyone in the room wants to feel comfortable about this. So the podcast we've talked about in the past about fear of failure, and you gotta have confidence in your ability to how to break ice. But you got to realize everyone in the room, for the most part, is terrified of being there. And you having the ability to walk in and say hello to someone break ice, and then do a pivot and leave and go meet somebody else will leave a good two thirds of the room in awe. Because you're doing what they want to do, but they're afraid to do. And the mere fact of that alone, you'll get a lot more appointments with people. So learn how to break the ice.
Glenn Mattson
Here's the next thing I want you to practice this, learn it, get it turnkey in its autopilot. And that's where you build your confidence. So these are the four things I'd like you to ask right after you do your small talk.
Glenn Mattson
So may say, hey, been a first time do you guys typically have speakers at this place? Oh, that's fantastic. Well, nice to meet you, I'm Glenn. Oh, hey, Nancy, how are you? So Nancy, what do you do? What firm are you with?
Glenn Mattson
Next question I'm gonna ask is, so what do you do with the firm? What's your position?
Glenn Mattson
Third question I'm going to ask is, so how long you've been there?
Glenn Mattson
Fourth question I'm gonna ask is, so what's your ideal prospects so I can keep my eyes and ears open for you?
Glenn Mattson
The first one is, what do you do for a living and what's your firm? Got to understand what they do, you got to understand who they work for so you can understand the type of clients they may be engaged in, or the individuals they may work with.
Glenn Mattson
You also want to understand the position in the firm. Position in the firm has a lot to do with where they sit in the hierarchy.
Glenn Mattson
The third is length of time, how long have you been there? Well, if they just moved here, and they haven't really been at the company for more than six months, well, they actually have a Rolodex of people or they have individuals that may be able to help you, right, and if they're a newbie, they may not be.
Glenn Mattson
The third one is, so help me understand what's your ideal client or prospect? That will give you an idea of how skilled they are at networking also, because most people are horrific when you ask that question.
Glenn Mattson
So the first is hey, congratulations, Nancy. Nice to meet you. I'm Glenn. So hey, so what do you do for a living? Oh, nice what firm are you with? Okay. How long have you been there? Oh my gosh, so did you have a lot of trials and tribulations over the last 10 years to grow up the corporate ladder? Gotcha, right, you start asking some curious questions. Oh, by the way, how long you been there? Got it. All right. Hey, Nancy, so I can keep my eyes and ears open for you. Maybe you can share with me what your ideal prospect look like?
Glenn Mattson
Now team, when she starts to speak, is when you should pull out your phone and start taking notes. Now the notes you're taking, by the way, are also jotting down what she does and how long she's been there. So you can get an idea of what you're going to say next, based on how long she's been there and what her position is. So when she's done telling you what she does and what her ideal prospect is, my next question to Nancy would be is if she doesn't ask, because common courtesy would be is, so Glenn, what do you do?
Glenn Mattson
Now, let's suppose they don't ask it. When Nancy's done, it's okay to say, Nancy, so I make sure I have this right. And I'll do some active listening. And I'll pause and say, well, Nancy, you're probably wondering what I do.
Glenn Mattson
And they always say yes. And now it's time for you to do your 30 second commercial, which is describing not what you do, but who comes to you and why. Right. So if you know Sandler, you know, 30 second commercials more geared around emotional drivers than it is about benefits because people buy to solve pain, not benefits. So you and who you are and what you do should be what we call 30 second commercial. If any of you want to know more about that, just send us a note or a chat. I'll be more than happy to send out the script. But realize when you're networking, go and find out what you're looking for in terms of joining. So do your playbook. Do your market research, come up with your game plan. When you get there, make sure you arrive early. Get the right seat, make sure you understand how to start your icebreaker, go right into your four questions. If it's someone of value, you close them for an appointment. And when you're done, you have to pivot away. And that's very important.
Glenn Mattson
So the last piece is the pivot away and the pivot away is something as easy as hey, Nancy was great chatting with you. I know there's a handful of people in this room that you probably want to go see also. So I hope everything goes well. And I'll talk to you on Tuesday. You could also turn around and say as a pivot to get away is hey, Nancy, it was great chatting with you, you see Bill over there, Bill's in that black jacket. Yeah, Bill's a great person, you should go talk to him. Go say hi to Bill for me.
Glenn Mattson
Now, you have to realize I did that for years, and I would send 30 people over to Bill and I never met Bill. Just kept sending people over to them. So you know, you just got to have a pivot a pivot is thanks and then move on. Because some people who are non-networkers are terrified of doing what you're doing so they want to sit next to you the entire way like a lamprey. You ever see what a lamprey, a lamprey attaches to a fish. Doesn't want to hunt on its own. So it attaches to you and kind of goes with you.
Glenn Mattson
You're in a networking group, your job is to get names, talk to people and come out with your objective, not to have friends, or make a friend for 35 minutes and not move from anyone else. So part of the pivot is a pivot away. So you can go do your networking.
Glenn Mattson
Networking is a fabulous way. And in a in a formulated way in networking is also fabulous in a semi structured way. So if you're looking at networking meetings, getting together every third Thursday, you know in the morning time, those are great, going to associations are great. But realize networking is also the process of building relationships and connections with people can help you achieve your goals. So realize networking is also, can also be, talking with individuals who've already done what you're trying to do.
Glenn Mattson
That's called networking mentors. And many younger individuals are terrified and I was terrified when I was younger, was 26. Right? I was always uncomfortable going to talk to someone who's 50 or 60 years old, about business, because they're different places than I am and I'm going to look foolish, I'm going to feel this way.
Glenn Mattson
You know look differently on me. I have to tell you flat out, the majority of people who are self-made successful individuals, the majority, if there's a someone who is of younger, that wants to spend some time and talk to you about successes and failures, you're going to be much more surprised by the number of individuals that will say I will spend time with you. I will help you; I will give you guidance. So anyone who's new or newer to the workforce, anyone who is younger or just changed careers or starting, please do not hesitate to go to someone who's already been successful, who's already had success and talk to them about the path that they wrote, the path that they took. And what are some advice or shortcomings could they do themselves, right? Meaning you.
Glenn Mattson
But I will tell you, if you're gonna go ask an overachiever for some one-on-one advice, make sure you're an overachiever. Don't go ask for advice, and then do nothing with it. If you ask advice, and you try it, and you go back to the person, say, let me tell you what I tried. What will happen is the person you're asking advice from will see themselves in you. They will see you're trying; they will see that you're having bravery, they will see the time, energy and effort that you're doing. And all that will do is inspire them to share more with you.
Glenn Mattson
So all those individuals out there listening to the building blocks of success, realize networking is insanely important. So develop what you're trying to go after, learn how to network, like we talked about, and make sure you do your follow ups. And everyone goes into your drip campaign.
Glenn Mattson
But never forget the magic of those four questions. What do you do? Who do you work for? What's your position? How long have you been there? And lastly, is your ideal prospect.
Glenn Mattson
As we call it here at Mattson Associates, you gotta go shake the tree all the time, because you just never, never know.
Glenn Mattson
I'm literally at a pub with one of my buddies. We're playing lacrosse after the game. He just starts striking up a conversation with someone next to us. The person next to us honestly looks like they were in the bar for four days. But during the course of the conversation, they were just chit chatting and somehow the conversation went over to buildings on a street that my friend Phil was looking at buying.
Glenn Mattson
The guy started laughing at the bar. He goes, my brother owns those buildings. So out of nowhere how would you ever know that those individuals were connected or that was going to make a difference for Phil that night at 11 o'clock in a pub? Not only, not even remotely in the town that neither of us live in. We played a sport, right, the game in a different town. We had one drink and then we went home. So that's when he shook the tree and that's what he got. So you never know when shaking the tree is going to give you some fruit.
Glenn Mattson
Always be a networker. Always be out there shaking the tree and getting to know people.
Glenn Mattson
Networking is critical for building blocks of success. Talk to you soon.
Glenn Mattson
This is the Building Blocks of Success with Glenn Mattson.
We are located in Long Island and New York. Contact Glenn here.