As a networking specialist, I make it a point to maximize networking opportunities. Conferences are an ideal setting to exponentially drive network growth. But I have found these to be a unique and challenging networking environment. Why? Because conferences are to networking what marathons are to running. The key to success is managing energy and enthusiasm over the entire conference.

Conference specifics: every year, over one thousand speakers, trainers and coaches attend the National Speakers’ Association Annual Convention.  This year, this U.S.-based organization chose New York City as their Conference location. The Big Apple is always a busy place and a logisitics hiccup forced me to use an off-site hotel, creating a unique wrinkle.

P.S.: my wife accompanies me on these trips. She’s an equal partner in my business, deserves the chance to see these exotic locations, is officially in charge of shopping and sight-seeing, and keeps me grounded.

Conference pre-planning: When I previewed the programming, a number of sessions offered information I thought could be of benefit and I always meet a number of new American colleagues. Checking the registration list, I saw that over one hundred Canadian speakers were registered. I knew I would re-connect with a number of old friends since I had registered for a Canadians-only dinner. And finally, I contacted some international colleagues, advising them I had registered for the Global Speakers Network event being held at the U.N. Headquarters building. All in all, a busy few days loomed ahead.

Day 1: we arrived at the Convention site early in the afternoon, a few hours before the official start of programming. I find that leaving myself a few hours to de-compress from travelling is always a good idea. After checking into our hotel, I walked the short distance to the Conference hotel, picking up the registration kit, confirming session locations and scouting out the different areas of the hotel.

Arriving for the opening evening ceremonies, I noticed the energy that is always present on the first day of Conference.   Attendees are excited, anticipating the upcoming events and activities. Travelling through the hotel, I find others are checking name badges, have a huge grin and offer enthusiastic greetings. I wandered around until I found a group of Canadians and decided to stay with them. There seemed to be a special appeal in being with friends on this first evening. Or was it too much anxiety about this large group of people, most of whom I did not know?

Day 2: An early start today with an opening plenary session followed by breakout sessions, and the same schedule in the afternoon. I have found the key to success on the first full day of a Conference is to initiate conversations and get a business card. Most attendees are running on adrenaline and won’t stand still long enough for a deep or extended chat. The morning breakout session I wanted to attend was full when I arrived (after chatting too long in the hallway). Fire regulations meant no one was allowed to stand, so a number of us were unceremoniously kicked out. There is something to be said for being early. This resulted in a chance conversation with a colleague who has just accomplished a life goal I am pursuing. He gave me great input. There is something to be said for being late.

One brief interaction at the conclusion of an afternoon session was with a speaker from Ireland. We exchanged cards and moved on. But something told me he was a pretty interesting guy (Check out Sean Weafer). To close out this first day, my wife accompanies me to the Canadians-only event where we re-connect with a number of friends, most of whom we only see at this event.

Day 3: This is the final full day of the Convention. There is a noticeable decrease in energy as attendees start to feel the pressure of extended exposure to new connections and information. I skip the morning breakout session, deciding to wander through the Convention hall with no particular destination in mind. I strike up a conversation with another attendee. We have a wonderful ten-minute chat that leaves us both re-energized. A missed lunch connection leaves me sitting between two corporate trainers. What a serendipitous contact. At an afternoon session, I end up re-connecting with my Irish friend. It turns we both know the same speaker in the U.K. We develop a strong bond in the five minutes before our session begins. The final event of the day is the closing banquet, where we sit with a couple of our closest friends and join the after-banquet party. We leave the event exhausted but very happy.

Day 4: This Convention has a unique schedule leaving a couple of events for this morning, almost as an afterthought. I decide to skip them (and find out later that one of speakers was the best one) as I am attending  a post-conference event at the U.N building. This is one of my most-anticipated Convention events and, although I am disapponted in the facility, the event and banquet are quite productive, allowing me to meet a  number of international speakers.

Day 5: This our last day in New York City, we have purposely delayed our departure until evening so we can take full advantage of some of the unique items the city has to offer. We visited a number of tourist attractions, got lost in the subway and found that, even though New Yorkers can be very intransigent, there are some very friendly and helpful people there too.

post-conference activities: One of the most common mistakes of conference networking is NOT following up with contacts. I invested, about two hours upon my return (the first morning, in fact) to send personalized follow up messages to every contact I made and many of the colleagues I re-connected with. Most were pleasantly surprised at my speedy follow up. Where appropriate, I offered to supply information or support and, in every case, I offered a sample of my FREE weekly email networking tip (about 95% agreed). I have three contacts that represent serious business opportunities and two people that I sincerely feel strongly about staying in contact with.

Conclusion: I find that conferences represent unbeliveable opportunities for network growth and diversity. I keep my mind open to the (seemingly) random contacts they supply and take full responsibility for growing them into the strong relationhssips I know they can become.

P.S.: What are some the conference experiences you have encountered. Click on the comment button above to leave a message.

Michael Hughes, THE Networking Guru.

I’ve heard it said that we don’t find books, they find us. I think this was the case when I was browsing through Chapters recently, and stumbled upon The Back Swan - The Impact of the Highly Improbable, by Nassim Nicholas Taleb.

The topic seemed far removed from my chosen field of networking for results, but for some inexplicable reason, I ended up walking out with it in my bag.  On top of that, I couldn’t wait to start reading it. The attraction was almost overwhelming.

A Black Swan is a highly improbable event that has three attributes: rarity, extreme impact and retrospective predictability (meaning that, in retrospect, we think we can explain it).  These random events, though few in number, have (and have had) the ability to affect world outcomes.

 There are two different types of Black Swan events. Negative  Black Swan events (like 9/11, unforseen financial disasters) are sudden, unexplainable and catastrophic. The author focuses much of his work on their effects and how they impact our world and our lives. Positive Black Swan events are equally unexpected, unpredictable and carry consequences. However these are pre-disposed to deliver positive outcomes.

Although much of the author’s documentation and emphasis is on the effect of negative Black Swan events on a global basis, the information he shares has a practical application in daily activities and their effect on future outcomes.

I must admit that I was naturally attracted to the positive Black Swan analogy, seeing in it much of my philosophy and methodology. As I read Taleb’s (or NNT, as he refers to himself in the book) Black Swan strategies, I couldn’t help but smile as I recognized what I intuitively have been doing while networking. Here are his “tricks” to maximize random Black Swans:

1. Make the distinction between positive contingencies and negative ones. There are positive Black Swans and negative ones. Know which is which. Seek out positive networking connections and quickly move away from interractions where you don’t resonate with your conversation partner.

2. Don’t look for the precise and local. Don’t be narrow-minded. Business networking often carries a pre-disposition to qualify and close. This short-term thinking short-circuits the more important relationship-building potential of networking. Seek instead to use these as opportunities to enhance personal context and explore professional value areas that can lead to future contact.

3. Seize the opportunity, or anything that looks like an opportunity. Positive Black Swans have a necessary first step. Networking is a relationship initiator and accelerator, but you must take responsibility for nurturing this contact into outcomes. Ask for a business card, follow within 24 hours and create more contact to further stimulate contact and communication. Therein lies the secret strategy I have cultivated for the last ten years.

4. Beware precise plans by government. Don’t put your future in other people’s hands. Beware of those who push too hard or move too fast. Take charge of your life and your networking strategy. Know your strengths, your value and your business cycle, and manage the process.

Author’s note: all the points above have one thing in common: assymetry. Put yourself in situations where favourable consequences are much larger than unfavourable ones. Find the right network, participate actively and build strategic relationships. Then watch as these seemingly random Black Swans evolve into options and opportunities for success.

now, go work your network,

Michael Hughes, The Networking Guru.

Last year about this time, I made the investment of diving into the online networking world. As a business networking specialist (www.networkingForResults.com), I felt I needed to be part of this new trend. Besides, I had just attended a seminar on the benefits of using social networks as a business-building strategy.

I decided to join LinkedIn (www.linkedin.com). After all, it seemed to be the logical network for me, as it is focused on a professional audience. I even registered at the premium level, thinking that this would give me even more opportunity with this new vehicle.

I immediately filled in my profile, then swamped my network with invitations to join. While this was happening, I researched the Linked In world to see who was out there and assess how I could use my new “toy”. Over the last twleve months, I’ve been testing a number of pilot projects and programs using my LinkedIn account as I built my network to almost 300 contacts with a total network reach of just under 3 million contacts.

The Naked Truth:  I haven’t received one request for information about my services.  I’ve been asked for one referral, which I rejected as I didn’t have a sufficient level of trust in the person who requested it.  When I tried to follow up with people who visited my profile, I found there was little interest. I even received a negative notice from Linked In that I was contacting people outside my network. The one initiative I did launch (speaking in Hawaii) went nowhere, although I did get info on accommodation while there (so it wasn’t a total loss). 

In spite of this, I intend to maintain my presence on LinkedIn. Why do this based on the lack of results achieved so far, you might ask? The reason is simple. I haven’t applied the principles and practices in the virtual networking world that work so well for me in the real networking world. Joining a network doesn’t translate into success. Working the network does.

In fact, virtual networks require even more personal investment, to overcome the missing “human contact” dynamic that we take for granted in the real world. Connections don’t equal relationships. They never will. As I start my second year as a virtual networker, I plan to increase my success within my chosen online network in three specific areas:

1. Clarify my professional and personal objectives, then review my actions and results on a  monthly basis.

2. Strengthen my position as an expert resource by answering questions that appear on LinkedIn in my area of focus, and be more active in LinkedIn communities that relate to my target markets.

3. Building, then leveraging strategic, high-value relationships in my Linked In network contact list.

I’d love to hear any comments you may have about your investment and success (or lack of) with an online network.

Michael Hughes, THE Networking Guru,

www.NetworkingForResults.com

George Torok is co-author of “Secrets of Power Marketing”. He has interviewed over 400 business leaders as host of the weekly radio show, “Business in Motion” on 93.3 CFMU. Check him out. George contacted me a few weeks ago and asked some of the most insightful and intriguing questions I ‘ve ever been asked. Here is part one of our interview.

G.T.: Why do so many smart people fail at networking?
MJH: It’s an accepted fact that success, in business and in life, is directly related to the quality and diversity of the relationships we have, or acquire. Relationships, by their very nature, require trust, time and investment. Smart people know this, often intuitively. But we live in a world that mistakenly promotes instant gratification: instant soup, instant credit, instant results. It’s an almost-overwhelming message that, for the most part, goes against both the research of experts and the reality of life. Many professionals, even the smart ones, fall prey to this fallacy when it comes to networking.
The misguided mindset that simply showing up at an event, connecting with a few people and passing around business cards will cause the phone to ring or deliver instant results is one of the most common misconceptions about networking. When was the last you did business with someone after a thirty-second to three-minute conversation? It just doesn’t happen. Yet invariably, sales and business professionals, event the smart ones, succumb to the premise that networking is a tell-and-sell “instant-results” activity.
Networking cannot, and will not, produce instant results. That is not its purpose, nor should it be the premise. Its primary purpose is to act as a powerful ignition point for a relationship. Its premise is to create a starting point, a foundation if you will, that can, and does, accelerate the relationship-building process. The smartest (and most successful) people long ago realized this fact and have the ability to leverage the power and potential of a networking conversation, no matter how brief. They focus primarily on using these interactions to create a basis for future contact, taking responsibility for fostering on-going contact as they explore mutual value areas. Accepting networking as a delayed-gratification activity is the first step to accelerating relationship-building and increasing results. But of course, as a smart person, you already knew this, right?

G.T.: What bugs you about the preachings of some “networking experts”?
MJH: Too often, networking experts or sales trainers promote networking as a set of canned sentences that can be memorized or as a series of manipulative tactics that provide immediate results. It’s a business-first approach, built on the premise that contact equals commitment. From “What do you do?’ and “Who do you know?” to “Here’s my card.” and “Call me if you need XYZ.” It’s schmooze, sell and move on. Not only does this self-serving approach not work, it complicates and compromises an already anxiety-filled experience. Networking in a business environment is different that a social environment. It brings a different set of challenges and issues. So what happens that has such a radical negative impact on this inbred tendency to interact with others when it comes to professional networking? In a word: business.
The most powerful professional networking skill is not advancing a personal agenda, but building on the relationship spark that arises as a major part of the interaction. This is best done by shifting the focus to the other person’s interests, insights and issues. The effect of this strategy will be to have your conversation partner see you as a caring and competent professional, and open the door to hearing about the value you have. It is imperative to recognize and accept that networking as a business activity produces the best results when it is used not to sell but to sow. What some “networking preachers” fail to address is the fact that networking is a core skill that requires the right combination of attitude, practice and patience.

What is your most effective networking tip?
The most effective tip I can offer to getting more and better networking results is moving away from networking to sell and towards networking to build relationships. This is simple to say, yet difficult to do. It requires courage, commitment and discipline. It involves intent and investment. It flies in the face of our me-first society. But it holds the biggest payoff.

Stay tuned for part two of this episode.

George Torok is co-author of “Secrets of Power Marketing”. He has interviewed over 400 business leaders as host of the weekly radio show, “Business in Motion” on 93.3 CFMU. He is a marketing specialist and executive consultant, executive speech coach and presentations skills specialist. He is available for media interviews and speaking engagements. Call 905-335-1997, visit him at www.georgeTorok.com or email him at George@Torok.com.

George Torok is co-author of “Secrets of Power Marketing”. He has interviewed over 400 business leaders as host of the weekly radio show, “Business in Motion” on 93.3 CFMU. Check him out. George contacted me a few weeks ago and asked some of the most insightful and intriguing questions I ‘ve ever been asked. Here is the final part of our interview.

G.T.: Is networking the poor man’s marketing tool?
MJH: Marketing has been expressed as the entire process that takes a product or service from concept to client. It encompasses every aspect of business and permeates every activity. But the most effective marketing strategies are usually those that offer the biggest impact for the least amount of invested resources. This is more a basis of reality than a measure of size although smaller companies, especially SOHO entrepreneurs or individual business professionals, are perhaps more challenged in marketing effectively. It is a continuous battle for them to leverage their limited time and resources and gain maximum visibility. One of the most common mistakes about networking is the inability of an individual or company to visualize the incredible leverage power and potential this strategy contains.
Most professionals see networking as a one-dimensional activity meant to identify contacts and qualify prospects. This limiting perspective doesn’t allow them to reap the full spectrum of benefits that networking offers. Networking, when viewed as a marketing strategy rather than a prospecting activity, can deliver incredible opportunities and options. The residual impact of joining, then leveraging a networking group includes direct access to the membership, sometimes numbering in the hundreds, but more importantly, to multiple networks through the connections that become available. This potential is available to anyone, for the price of a membership and the willingness to invest in a personal marketing program. This powerful resource is available to anyone who has the vision and the commitment to make it happen. So the truth of the matter is that, in this context, networking is every man’s (and woman’s) marketing tool.

G.T.: Is online “social networking” a worthwhile business networking tool?
MJH: Social networks have taken on a life of their own. They allow us to connect as never before. This is a good news-bad news story. The good news is that we now have access to a huge network of contacts. The bad news is that, without focus or context, most of these are worthless, and only serve to complicate and overwhelm our already overly-busy lives.
So what’s the value of social networks?
Research continues to affirm that we maintain our strongest relationships with a small group (usually no more than a dozen people). It has also confirmed that face-to-face contact is still the most powerful relationship-building vehicle. The other side of the coin is that our increased connectivity allows us to stay in touch better, supporting and accelerating the relationship-building process with these new technology tools. In addition, this increased connectivity does permit access to more and better resources when we do have a need. The bottom line is that social networks are an enhancer to networking, but will probably never replace the human dynamic we require.

G.T.: Any final thoughts?
MJH: The relationships we have, and the relationships we make, hold untold power and incredible potential to propel us in the direction of our goals and dreams. The secret to leveraging this invaluable resource is to continually invest in creating, building and reinforcing more and better relationships. The Laws of Networks reward those who respect their impact and act as an obstacle to those who, actively or unwittingly, overlook their effect. Relationships are the foundation for success in business and in life. They are based on trust, value and contribution. Networking, in its simplest terms, is the process on creating and developing relationships, from initial contact to ultimate outcome. As you connect with others, are you conscious of building trust, adding value and contributing to their success?

George Torok is co-author of “Secrets of Power Marketing”. He has interviewed over 400 business leaders as host of the weekly radio show, “Business in Motion” on 93.3 CFMU. He is a marketing specialist and executive consultant, executive speech coach and presentations skills specialist. He is available for media interviews and speaking engagements. Call 905-335-1997, visit www.GeorgeTorok.com or email him at George@Torok.com.