Three Networking "Disconnects" and some corrections to them Part III - Jeff Hexter

[Ed: As you read in the last post, Jeff noticed there are three “disconnects” from reality regarding networking. He discussed the first one: “I hate networking…” or “I hate networking, but I like building relationships” in the first post and second he wrote about expectations of selling. Here is his response to the third disconnect he’s noticed.]


"I'm supposed to meet and talk to these people?"

It surprised me to learn, even from people who have been networking for quite a while, that not everyone has realized what these 1-2-1 meetings are about. I can understand not knowing how to do a 1-2-1 (there are lots of ways), but not realizing the value of a directed conversation, or the idea that networkers ought to meet outside of networking events to get to know each other better reminded me once again that: This.Skill. Is. Not. Taught.

Anyone who attends a networking event and is not regularly having conversations with those they meet and with whom they connect is missing the most important part of networking. (That is the part about building relationships, in case you didn't catch that from my earlier posts). Telling people what you do, who you do it for, and who you would like a referral to will only get you so far. You need people to know, like, and trust you. You need to be remembered when the opportunity arises for them to make the referral. And you need to train them how to properly refer you

This works best if both people in the conversation have those goals. That is why networkers meet and talk to people. 



Anyone who attends a networking event and is not regularly having conversations with those they meet and with whom they connect is missing the most important part of networking. (That is the part about building relationships, in case you didn't catch that from my earlier emails). Telling people what you do, who you do it for, and who you would like a referral to will only get you so far. You need people to know, like, and trust you. You need to be remembered when the opportunity arises for them to make the referral. And you need to train them how to properly refer you

This works best if both people in the conversation have those goals. That is why networkers meet and talk to people.