I was fortunate to have worked for two of the best networkers in the world. Domenick Iellimo and Sally Glick both taught me the importance of networking as a business development tool. They both taught me that it wasn’t just about meeting people, but about helping others succeed. They taught me that it’s about paying it forward. These individuals, both successful in two very different industries, seem to know everyone. They are out there in the world, attending events, having breakfasts, having lunches, having dinner…never alone, but with people that they could help.
They are what some would call “people’s people.”
Because I met Domenick and Sally early in my career, I learned to network earlier than many of my peers. As the concept of online networking became more popular, I found myself involved in networking activities both online and in real-life. I have lunches, coffees and dinner with business contacts, but I also meet them on Twitter and through industry discussion boards. I believe that real relationships can be created on the internet just as they can be created by attending a cocktail reception.
From the business contacts that I have made through social networking, the ones that I have formed the strongest bonds with are people that I have connected with online and later met in person.
I am afraid that there are many people that can use social networking tools like a pro, but lack the real-world networking skills required to carry relationships to the next level. These people may have never had a Domenick or Sally in their lives to teach them networking basics.
Here are some things to think about when converting online connection to real-life relationships:
1. Don’t use your smartphone during the meeting. Sure, you might have met on Twitter, but you are now face-to-face. Use this time to find out how you can help the other person meet their business goals. In the end, the pay it forward approach can reward you with unexpected opportunities.
2. Listen more than you talk. Get to know the person and listen to what they have to say, you might just learn something.
3. Use eye contact. If you are used to sitting in front of a computer all day, you might have forgeten how powerful eye contact can be in developing trust.
4. Be proactive. Don’t be afraid to make the first move and invite a potential business contact to have a face-to-face meeting. While the conversations and knowledge sharing might be fantastic online, they can be even better in person.
5. Influence People. Introduce your virtual friends to other real-life contacts that you feel can benefit from knowing them.
6. Follow-up with a phone call. What? I can’t tweet them? Of course, you can continue to engage in online discussions, but now that you have taken the relationship to the next level, the personal touch can go a long way.
Remember, while social media tools are a great way to expand your network and reach new prospects and colleagues, they will never take the place of real-life human interaction. Don’t let your interpersonal skills get too rusty sitting behind that computer screen.
Delphia Consulting
{ 4 comments… read them below or add one }
Thanks so much for posting on this very important topic Jessica! I, for one, can use all the help I can get when it comes to taking my online relationships off line. You’ve given a great check list here.
I live so far away from most of my social media friends in the event industry, that it’s difficult to just ask people to lunch. So I really need to make use of my phone more often.
One tool I would add that has been very useful to me, is Skype, for video chatting. I’ve met a few of my Twitter friends “F2F” using Skype. When someone lives in Chicago and I’m here in California, it’s often the only way, and it’s free!
Another thing I’m exploring is multi-video chat or video conferencing through sites like tinychat and stickam. There are bugs to be worked out, but I have had so much fun getting to know friends (from as far away as England) this way. Eric Lukazewski, from Echelon Exhibits in Chicago, has really been a big help in exploring this with me and it has definitely made some of my online relationships stronger.
My next plan of attack is industry events. I had so much fun getting to know you and many of my other #eventprofs friends at Event Camp. I am planning to formalize a plan to attend several more such events in the coming months.
Thanks for this great post. If you have any, I would love to read more of your tips on networking. Particularly at industry events. Thanks again!!
Thanks for the comment Jenise. I agree that Skype is a great way to get that in-person connection.
One thing that people often fear when attending live events is walking up and introducing themselves to new people. The truth is that people want to be approached and are probably in the same boat as you. I encourage people to get out of their comfort zone and make a new friend by making the first move.
I have a lot of tips…sounds like I need a part 2 to this post.
Jessica:
Wow, if only all of us had a Domenick and Sally in our lives! It would make face-to-face networking so much easier. Your list is a great one too and I like Jenise’s additon of Skype. (Jenise, you might try Oovoo too as it allows for several video conference callers at once.)
I’m not a naturally outgoing person. That’s my sister. I’m usually the one observing everyone from a distance. Yet, I’ve found I can switch into my networking gear intentionally and when necessary. It’s so true that it really is about helping others more than being self-serving.
Thanks for the list…it’s a keeper.
Jeff – thanks for the comments and for the Oovoo suggestion. I’m going to check it out now.