THE FOUR MOST COMMON NETWORKING MISTAKES

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Oh no!  I looked down at my shirt & I had spilled cereal on it.  I was running late for an 8 o’clock business meeting & I had to make a decision…change my shirt and be late or go to the meeting with a glaring round milk stain.  I decided to go directly to the meeting and just keep my arms folded.

 Of all the podcasts I’ve done, the one on being late has gotten the most comments.  It makes people crazy when you don’t come on time and don’t call…so having made that post, I sure couldn’t afford to be late myself.

 I’m going list what I feel are the four most common networking mistakes…and of course I’ve started out with being on time.

 Number two is people not carrying their business cards.  I was at meeting last week and ran into a business associate who had just changed jobs.  I asked for his card and he responded…I don’t need cards…everyone knows me.  I was surprised with his response, but not surprised he didn’t have any cards…this happens all the time.  And even worse, when I give someone my card & ask them to send me their contact information, very few follow up.

 Next are people who don’t say thank you.  I was recently at a National Conference.  I heard many great speakers & presenters, but two were unusually good so I wrote each of them an unsolicited recommendation on LinkedIn.  One sent an enthusiastic thank you…I haven’t heard from the other yet.  I don’t quite have the same enthusiasm for the second presenter as I did before.

 And number four is people who try to directly solicit business on LinkedIn, Facebook, & and other social media.  When someone is always trying to sell me, I just take them out of my network.

 This is David Sher, your e-networking guy saying it’s not what you know, but whOO you know.

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IF YOU’RE NOT ON FACEBOOK…YOU DON’T EXIST

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 It was years ago.  The fellow on the phone said, “I’ll just fax it to you.”  I went, “Uh oh.”  I didn’t own a fax machine.  It quickly dawned on me it was time to pay the big bucks and buy one.

 Then a few years later, a prospect said, “I’ll send you an e-mail.” That was another, “Oh no,” moment.  I didn’t have e-mail at the time.  By the way, when I finally got e-mail, I was so busy, I made the commitment I would only check it once a week.  That didn’t last long.

 Technology embarrassments just kept on coming.  How about the potential client who said, “That’s alright, I’ll just check you out on the Internet.”  Oops.  Must be time to build a Web site.

 Or how about this one?  I showed up for a lunch appointment and my client wasn’t there.  He had sent me an e-mail that he needed to cancel.  Since I wasn’t in the office that morning, I never saw it.  He just assumed I had a Blackberry.  So I bought a Blackberry.  Now I’m totally addicted to it and my wife bops me on the head every time I look at it.

 Okay, what’s next?  Well, this time I’m actually prepared.  I was talking with a friend about learning how to improve my swimming skills.  He gave me the name of a swimming coach and told me to find her on Facebook.  He just assumed I would know what to do.  Well, this time I was actually ready.  However the proposed swim coach wasn’t ready.  She was not on Facebook.  Not good for her or anyone else who’s not active with social media.

 Let’s face it…no one uses the yellow pages any more.  And a Web Site isn’t going to get you where you want to go.  If you’re not on social media, you probably don’t exist.

 This is David Sher your e-Networking guy saying it’s not what you know, but whOO you know.

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IF RALPH CAN EAT WITH STRANGERS, SO CAN YOU

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 I was sitting at a table eating lunch at the National Speakers Association national convention when a man with no arms sat down at our table.  He sort of muttered under his breath, “Now it’s time to watch Alvin eat.”   Then he put his feet on the table and began eating with his feet.  Now, I have to admit my first thought was one of extreme uneasiness.  Quite frankly, I had a difficult time dealing with this emotionally and aesthetically.  

 Now it’s not unusual to see people at NSA with various disabilities.  I saw an extremely tall man, way over seven feet in height; two “little people,” that looked no more than 2 feet tall, a man with an amputated leg—and so on…so I guess a man with no arms might not be so shocking.  

 You might ask, why are there so many people with disabilities at a speakers’ convention?  Most are motivational speakers who have overcome great adversity to lead meaningful lives. 

 Well, back to my story.  I wanted to learn more about Alvin and asked a friend of mine if she knew him.  She said she had heard him speak and he is a remarkable person…born with a birth defect…overcoming his disability, and the anger that came with it.  She said people often made fun of him and one time he got so upset he threw a hamburger at someone who was mocking him.

 Then I got to thinking.  I know so many people who don’t like networking because they are so self-conscientious; don’t know what to say; are shy, or afraid they won’t remember names.  Then you have Alvin who is brave enough to sit down with complete strangers and eat in a most unusual way.

 I’ve thought about, discussed with others…and quite frankly feel badly for my initial reaction.  But it has helped me grow—exactly what Alvin had in mind.

 We all have short comings—most not as severe as Alvin’s.  But that should not stop us from going out in the world…meeting others…and having a great life.

 This is David Sher your eNetworking guy saying it’s not what you know, but whoo you know.

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MY FIRST FACEBOOK BIRTHDAY

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I never realized the consequences of including my birthday when I filled out my profile on Facebook.

 I celebrated a birthday this past week and without a doubt it was the best birthday I’ve ever had.  It was great for a number of reasons but one of those reasons was definitely Facebook.

 The day before my birthday I started getting Facebook postings with messages like, “Tomorrow is your birthday, I hope you have a great day,”  “David, I know tomorrow is your birthday, be sure and eat lots of cake.”

 But I was never prepared for the plethora (I’ve always wanted to use that word) of wall postings I received on the big day.  They started early, came all day long and into the night…and even continued the next day.

You may be saying, what’s the big deal?  But it was a big deal because each of these friends and relatives has a special meaning to me.  I heard from an old high school friend, a college buddy, nieces and nephews, my daughter-in-laws Mom, coworkers, clients, prospects, people I serve on boards with; my wife’s friends, and many people who I would have lost contact if it wasn’t for Facebook. 

 Each one reminded me of what a rich life I am living.

 I’m reminded about an activity we played with our employees a number of years ago.  At our employee meetings each month we would select one individual.  Then everyone in the room was required to write something nice about that person on a slip of paper.  The individual would read out all the positive comments about themselves and it made them feel great.

 That’s exactly how I felt receiving so many positive comments and well wishes.  Thank you everyone.  My relationships are much closer with you because of social media.

This is David Sher, your eNetworking guy, saying it’s not what you know, but whoo you know.

LINKEDIN, IT’S WHO YOU KNOW & WHO THEY KNOW

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 She asked me to join her network on LinkedIn.  However, I didn’t know who she was.  I reviewed her LinkedIn profile and saw we knew a lot of the same people.  She did healthcare sales and I thought maybe she wanted to connect with me to sell me something.  But I figured, what do I have to lose?  If she becomes a bother, I can always remove her from my network.  You see on LinkedIn or Facebook, if you drop someone from your network, no e-mail is sent saying David doesn’t like you.  Most people probably don’t remember who they are connected with, so there is very little downside.

 Well in any event, a couple of months later, I was trying to figure out how AmSher could sell our collection services to a major hospital chain headquartered in Nashville.  Through a search on LinkedIn, I found the name of the decision maker and noted that he was a second level connection—which is good news…because that means that I have a first level connection connected to him.  Do you want to guess who that first line connection was?   Yes, that’s right…it was the healthcare sales lady who I almost didn’t accept.

 Now my next step is to invite her to lunch to see if we can find some way we can help one another.  And…I almost missed out.

 See the lesson is it’s not just who you know…it’s also who your friends know.  When you turn down a LinkedIn invitation, you are also not connecting with all their friends. 

 You may be thinking, this doesn’t seem right; you may be taking advantage of your 1^st line connection?  Do you really think so?    Please remember, she invited me into her network.  She invited me for the express purpose of building her connections and could very easily need my help now or in the future.  That is what social media is all about.  That is what makes social media so powerful.

 This is David Sher, your e-Networking guy saying it’s not what you know, but who you know…and who they know.

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HOW TO BE A SUPER STAR NETWORKER

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I was going up the escalator and there he was…shaking hands left & right.  People were coming up in droves…so fast he could hardly keep up.

 I’m talking about Hatton Smith, the President of Royal Cup Coffee—a very successful company headquartered here in Birmingham.  I usually don’t mention names in my podcast, but Hatton is such a super star networker…that he deserves the mention.

 We belong to the third largest Rotary Club in the world.  We have close to 600 members and Hatton is our new president.  The first day of his presidency, he stood at the top of the escalator on the third floor of the Harbert Center and shook hands with every single member & guest as they entered the building.

 But he also did it on the 2^nd week.  I know, because I had to discuss something with him & I stopped to talk.  But this was impossible…I had to turn around and start shaking hands with everyone.  The pressure was immense.  I couldn’t think of names fast enough and couldn’t keep it up.  I quickly turned and fled into the dining area.

 Hatton is just that kind of guy.  I’ve known him since he was a young boy…he was close friends with Martin, my younger brother.  Hatton should have been a politician.  He was regularly elected president of his class.

 And if you need a favor, Hatton is your man.  When I first started doing LinkedIn training, I called up Hatton and without hesitation; he agreed to be one of my first students.  He didn’t know a thing about social media, but he wasn’t going to turn down a friend.

 It’s no wonder Hatton runs a successful company.  He’s not shy.  He’s energetic, enthusiastic and he loves people.  Everyone likes, & trusts Hatton.

 Just try standing at an entrance of a building with scores of people passing by.   Try shaking hands, calling people by name, and making comments with them—and you’ll understand Hatton’s great  talent.  This is David Sher, your e-networking guy saying it’s not what you know, but whOO you know.

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LINKEDIN, FACEBOOK, & TWITTER FOR FIRST OF MIND AWARENESS

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I walked into the crowded room at the Birmingham Business Journal breakfast and heard, “Hi David.”  “Hello, David.”  How you doing, David?” I was a little bit overwhelmed.  I’ve been a good networker through the years, and I’ve worked really hard at social media, but I never expected anything like this.

 And you may be asking, how I know it is social media that has turned up the volume.  Actually, it’s pretty obvious.   One person came up to me and said.  “Wow, you’re really active on LinkedIn.  Then the guy standing next to him said…LinkedIn?  You should see what he does on Facebook. 

 It’s quite embarrassing for me to share this story with you because it makes me sound boastful.  But one of the primary business goals of these social media platforms is to increase your visibility.

 No one has an interest in your product or service until he or she has a particular need.  Maybe their customers are paying on time, but then one day a large balance client doesn’t pay.  Well, who do you want them to call?  When they ask themselves that question, I want them to think of David Sher & AmSher.

 Or if someone is trying to build his or her business & decides they want some LinkedIn training or help in developing a social media strategy, I want them to think of me.

 I know this works.  The day after the BBJ breakfast, I received an e-mail that said, “We have a client who owes us about $27,000.  I’m good friends with an attorney, but I wanted to check with you before retaining him.”  I never would have received this inquiry without LinkedIn.  How do I know?  It came from a fellow who I’ve met once or twice who I invited into my LinkedIn network.  His e-mail came through LinkedIn.  He wouldn’t have thought of me nor had my contact information without LinkedIn.

 My advice is if you want to increase your visibility and first of mind awareness—develop a social media strategy.  This is David Sher, your e-networking guy, saying it’s not what you know, but whOO you know.

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HOW MUCH NETWORKING IS TOO MUCH?

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All right…this is my third and last post about my house painter friend who has avoided the recession and actually grown his business using traditional networking and social media like LinkedIn.  Unless, of course, he comes up with another brilliant idea I feel compelled to share with you.  His name is Ben Zito from Cherokee Hills Painting Company.

 I’d been asked to speak to the Homewood Chamber of Commerce on How to Use Social Media to Build Your Business.  The best way to illustrate what works is to give a real life example.  What better way than to invite Ben to the luncheon…have him stand up and then share his story.  The audience would see that Ben is a real guy who is actually using his networking and social media skills to be successful.  This would also give Ben an opportunity to promote his business.

 I was so excited with my idea and shot off an e-mail to Ben asking him to come.  I never expected this response.

 “Thanks for the invitation to your networking event.  I cannot make it as much as I would like to.  You see, tomorrow is a real work day.  I try to work with my employees as much as possible.  Three reasons:  (1) I like to paint.  (2) My workers like to see me paint (keeps the skill level up to high grade).  And (3) The home owners like to see the boss paint (they see that the owner is not just talk).  Have a nice day.”

Ben continues to prove he gets it.  As important as networking is, you actually have to do work and add value to your clients to be successful. 

 It’s important to get out of the office and connect with others.  It’s important to market, sell, & Tweet.  But bottom line, all the promotion & connections in the world don’t mean a thing if you don’t produce.

 This is David Sher, your e-networking guy saying it’s not what you know, but whOO you know.

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THANKS TO SOCIAL MEDIA…SMALL BUSINESSES CAN COMPETE

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I was rushing out the door, heading for a workout, when I got a call on my cell.  It was from a business owner friend of mine who had a problem.   He was being audited by Federal wage & hour & he was looking for an experienced attorney who specializes in that area of the law.  He said, “I know you have lots of connections,” and I was wondering if you know a lawyer you could recommend.”  Fortunately I hadn’t had any need for wage & hour counseling, but I had recently talked with a client of mine who was having the same issue.  I called him up & he, indeed, knew an experienced attorney, he was currently working with. 

 Helping people find jobs, connecting friends who are looking for vendors or vendors looking for clients.  I spend a fair amount of my week helping others.  Now you are probably saying, what is that all about?

 And I know this sounds strange, but the more people I help, the more people that seem to help me.  Steven Leung, from the San Francisco area, who I wouldn’t have known -without Linked, taught me how to do podcasts.  Wade Kwon, our local blogging expert, spent an hour with me giving me tips on how to improve my blog.   In fact, you may be listening to this podcast because of some search tips or tags Wade showed me.  Duncan Lamb, a brilliant business man and a good friend of mine, actually came to my house to help me with some computer issues.  My friends on LinkedIn, Facebook, & Twitter are always answering my question.

 I was talking to a long time attorney friend of mine and he said, and I quote, “I don’t want to get on LinkedIn…someone might ask me for something.”

 Now I don’t usually get philosophical, but I am going to quote the Talmud, “If I’m not for myself, who will be for me?  If I’m only for myself, what am I?  And if not now, when?

 This is David Sher, your e-networking guy, saying it’s not what you know, but whOO you know.

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SKIP THE RECESSION…A SUCCESS STORY USING LINKEDIN

How a house painter avoided the recession by using networking and LinkedIn

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All of us remember Susan Boyle, the middle aged frumpy woman from England who became an overnight singing sensation on Britain’s Got Talent.  In a matter of days, because of YouTube, she became the most famous person in the world.

 I don’t think any of us in business has the desire to be the most famous person in the world, but it sure would be nice to be known in our own market place.  Well, I’ve got a great story for you.   It’s about a young business man who is doing everything right.

 It was my responsibility to find a speaker for our Chamber who knew how to use the Chamber to build his or her business.  A fellow was recommended because he comes to everything.   But what surprised me is this man is not an accountant or an attorney.  He is a house painter.   When I called him, he surprised me by answering the phone.  He accepted my offer to speak, but then told me since it was raining he was at home calling prospects.   

He invited me into LinkedIn & then told me a story that blew me away.  On LinkedIn, we all have the opportunity to list three web sites.  Most people put their company web site…which he did also.  But in addition, he included a link which he calls “Painting Answer,” and when you click on it, you go directly to the Better Business Bureau site where he is featured with an A+ rating.   He told me he solicited a LinkedIn recommendation by the President of the Chamber that drove people to his LinkedIn profile, where they then clicked on “Painting Answer.”  

 The BBB told him he had 340 hits on their site the first week.  It’s no wonder this fellow painted 140 homes last year, and this year, with a terrible economy he has not laid off a single person.

 By the way, his name is Ben Zito from Cherokee Hills Painting.  Ben doesn’t know there’s a recession, because he knows how to use traditional and social media to build his business.

 I’m David Sher, your e-Networking Guy, saying it’s not what you know, but whOO you know.

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