Category: Networking

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Networking

7 steps to getting meetings with movers and shakers

Last week, I scheduled a meeting with one of the top CEOs in Madison, Mr. Rich. Here’s how I did it and how you can too:

1. Make first contact. Meet Mr. Shaker at an event. Go up and introduce yourself. Yes, I know this is hard, especially when CEO #1 stands by CEO #2 and Celebrity #3. Must they cluster? Go and introduce yourself anyway. You are not a chicken. Go! You don’t have to have a lot to say. Just introduce yourself, set the stage for a meeting, and gracefully exit.

Another option is to send a letter. A letter is for when you have no way of meeting them in person. It warms up the cold call. It should be short and to the point, and give appropriate information, but not enough that a meeting isn’t necessary. The primary purpose of the letter is to set the stage for your phone call to set up a meeting.

2. Write yourself a script and act. I learned the value of a script, and the basis of all relationship-building in business, when I was a telefunder in college. Not a telemarketer. TeleFUNDER. Big difference.

As a telefunder, I read off a script, and after four years, I knew that script by heart. Every time I sat down to make calls, I pulled the script up on the screen. Half the time I wouldn’t even look at it, but it gave me the confidence to know exactly what to say, improvise, and to become the top fundraiser out of hundreds of other callers.

These days, when I make calls, I still bring up a script. It’s short and to the point, and I’ve thought out many of the potential objections in my head.

Then I lower my voice. This is because I have a high girly voice, and that’s really annoying on the phone. I learned this the hard way when I tried to be a cheerleader my first week of telefunding. I almost got fired I was so chipper. Pay attention to what you want to convey and act it out.

3. Be persistent. The first time you call you’ll probably get their voicemail, or the secretary. They’re counting on you to give up. Not the first time. Nobody gives up the first time. But maybe the second time, or the third. Don’t let your attempts taper off. You have to be the person that calls back the fourth, fifth, sixth time.

Call on different days and times of the week. While your worst time might be Wednesday at 8:30 am, that might the perfect day for you to reach Mr. CEO.

Or maybe email is better. It just depends. A general rule of thumb is that older generations will respond quicker to phone calls, while twentysomethings will respond quicker to emails. Skip the guessing game next time by asking Miss Celebrity how she prefers to be contacted when she hands over her business card. Golden.

4. I said persistent, not creepy. If I call a CEO five times a week, I only leave a message once or twice. You don’t want to be all scary about it.

5. Be persuasive and positive. Never ever remind the CEO that you’ve already contacted them last week in your message. You can refer to your first contact, but not the ten calls you’ve made in between. I guarantee that the CEO knows about the ten calls you’ve made, and if you just stay upbeat and positive with the tone of your voice, they’ll call you back.

Persuasive doesn’t mean pushy. Persuasive isn’t begging. Persuasive is confidence. Don’t confuse it.

6. Be strategic and ready for run-ins. It never fails that I am often embarrassed in front of important people.

In calling Mr. Rich to set up a meeting, I ran into him three different times unexpectedly. The first was when I was walking to the coffee shop wearing my “pigpen” pants and he rounded the corner. I think the term “pigpen” is self-explanatory. This is not the time to talk. Smile. Say hello. Keep walking. The second was when I came out of a public restroom and I opened the door right into Mr. Rich. Smile. Apologize. Keep walking.

The third was at an annual dinner. It was one of those times when he was standing next to two other bigwigs. This is not the time to keep walking. Stop. Introduce yourself. Go back to step #1.

7. Notice the flow. The hard and time consuming stuff is in the beginning. Getting a meeting is much harder than the meeting itself. Make it work.

Go on with your bad self.

Need more? One of the best series on networking can be found here.

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Networking

Mishaps in networking with important people

At a conference this week, I introduced myself to two young men. I found out they were venture capitalists, and I began to tell them what I do when one of them cut me off. “We live in Chicago,” he said. Oh. Okay.

I shifted gears and jokingly repeated an observation that I had heard from another conference goer. “So, some people say you all are like pirates,” I said. Silence. I thought it was a joke. The dagger look told me otherwise. A sore topic, I guess. I had no idea.

We talked for quite a bit longer and came to the mutual understanding that venture capitalists are, in fact, not like pirates, and I realized that one of them was pretty good-looking.

On the back their business cards, I wrote short notes to remind me of who they were. “Cute venture capitalist,” on one and “not a pirate,” on the other. Just to be clear.

The conference ended with numerous courageous spirits presenting at an event called “Elevator Pitch Olympics.” Participants pitched their business plan in ninety seconds, and then a judging panel graded their hearts and souls on a 1-5 scale.

As the first participant ended his ninety seconds, the judging panel wrote their scores on small whiteboards and held them up for the audience. Businessmen and investors around the hall yelled, “Darker markers!” and “We can’t see!”

“I can see just fine,” I replied to those around me. “You all need contacts!” The guy behind me persisted, “I can’t see!”

“What? Is my head too big?” I joked. He laughed and in an instant I knew exactly who he was. I had just made apparent to one of the biggest players in Madison that my head might be big. And that he could be blind.

I gave my brightest smile and turned back around, writing to my friend next to me, “Oh. My. God.”

TGIF.

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Generation Y Networking

7 networking tips for Generation Y

Everyone hates networking in the beginning. It feels unnatural after we’ve been spoon-fed our friends in high school and college. Nevertheless, I forced myself to go to networking events a few years ago because my boyfriend at the time told me that I didn’t have enough friends. That was the same one who told me I was boring. Quality, I know. But he was right. Honesty hurts:

1. Talk to boring people. Generation Y has the habit of being easily distracted. We defined attention deficit disorder. But that’s not the way life works. You can’t look over the other person’s shoulder. You have to be genuinely interested; you never know who will be useful towards your goal.

Some of the smartest and most successful people purposefully stay under the radar, and if you’re constantly scanning the room, you’ll miss them. Instead, treat each person like they are the most important person in the room. Make sure they have your full attention. Then pat yourself on the back when you discover the diamond in the rough.

2. Say what your dreams are. You’re an accountant, but you really want to be a musician. So, when people ask what you do, say that you’re a musician. The world conspires in your favor when you put yourself out there. I promise.

3. Meet before bedtime. Snookie Jaguar and I met last week, and he made a good impression on me. All the more so because it was 11:00 pm on a Wednesday night, and I was still wearing the same thing I had put on at 7:00 am. I met Snookie about an hour after a meeting with a local politician, and a few hours after a happy hour meeting. In other words, it was well after I had started my work after work – the kind that begins when I close the screen of my laptop.

Late-night is the new meeting time. Deals have always been made outside of working hours, and that is particularly suited towards Generation Y. We work all the time. It would be a mistake to think that work begins at nine and ends at five. If you want to get ahead, nine to five means nothing to you.

4. Heart your waiter. Act like you’re serving the waiter instead of the other way around. Smile, be overly polite and ask for their opinions and recommendations. People watch your behavior around wait staff closely, and many judge you specifically on the interaction you have with the waiter.

Don’t forget to give big tips. Twenty percent (not just fifteen) is a good rule, even if the service was horrible. People always glance, albeit discreetly, to discover how much you’re giving. Be generous.

5. Sober up. At your next happy hour, order a non-alcoholic drink. I don’t drink pop, so I usually just order water. People don’t notice. What they do notice is the lawyer in the middle of the room, swaying in a little too close to his talking mate. Entertaining as it may be, you are forming your reputation and it’s best to keep your tolerance level, however high it may be, a secret.

In one of the many interviews for my new job, the interviewer talked about how he would prefer to take applicants to the bar across the street to discover who they really were. There’s something about a restaurant and bar environment that makes you act differently. That’s the reason people do deals over meals and drinks. You show who you are involuntarily. Outside the office is where people will decide if they trust and like you.

6. First in, first out. Be the first one to call and set up a meeting. Then be the first one to send a thank you letter or email at the end. It shows that you can take initiative, that you’re effective, thoughtful, detail-oriented, and responsible. It’s a successful interview without having to get dressed up.

7. Fake being well-connected. Visit the best hair dresser in town, at least once if you can’t afford it regularly, so you can refer others to him. The information you will glean from your thirty minute appointment will be reason enough.

Or maybe you know a personal trainer, chiropractor, banker, interior designer, realtor, or day spa owner. Whatever. Just pick a few and have them ready to pull out of your pocket so that others will think you are well-connected. The up-and-comers will be grateful for the recommendation and the connected will have the impression that you’re already in their circle.

Connect up.

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Business Career Entrepreneurship Generation Y Inspiration Leadership Management Networking Workplace

Advice from top Executives, Presidents, and CEOs

We won’t all be Steve Jobs, but many of us will be the top executives in our respective cities. I recently met with seven of the top Executives, Presidents and CEOs in Madison, Wisconsin. Here are their keys to business and leadership success—

Share your success. It is incumbent on the person being promoted, according to Mark Meloy, President and CEO of First Business Bank, to pull others along with them. Make sure that as you become more successful, your leaders feel that their careers are moving forward as well.

Network to problem-solve. Finding groups that help you problem-solve will save many a headache, according to Brett Armstrong, CFO of the IT company Trident Contact Management. Like if you’re being audited, the group will have your back. But choose your involvement wisely, Armstrong advocates, since you only have a certain amount of time and need to spend it wisely. If you’re only half-involved then that is how people will know you.

Balance… well, it’ll all even out in the end. First, you have to decide if you want a job or a career, according to Mark Meloy. If it’s a career you decide upon, make sure you’re engaging in a two-way street. Work and life won’t always balance out that day, week, or month, but equilibrium will be found. Eventually. Meloy walks the talk at First Business Bank. When his employees go on vacation, they are not allowed access to email and have only limited access to voicemail. The company gives vacation, he says, for a reason.

A vision can’t just be a pie in the sky. A vision must be a concrete vision, according to Donna Sollenberger, President and CEO of UW Hospital and Clinics. To create the right vision, you must find the right direction for your organization to take. To do this, look at the industry trends and listen to your market. Then build a case, a good solid argument, and back it up with data to demonstrate where you need to go.

Entrepreneurs – socialites, control-freaks, risk-takers, and self-promoters. So says Curt Brink, a successful real estate developer. You must not only deal with a wide range of people in entrepreneurship, he argues, but you must also follow through on getting things done. Don’t be afraid to try something new, because once you’ve done it, you then understand how to do it better. A successful entrepreneur likes being in control, but can delegate fully. If you don’t, no one will grow. By the way, Brink was unconsciously promoting his current and past projects the entire time he was talking. That’s called passion. Get some.

Do a lot, and make sure everyone knows. Don’t let anyone pigeon hole your talents, says Annette Knapstein, Vice President of Office Administration at American Family Insurance. Stretch yourself, develop new talents and volunteer for different committees. And then, make sure everyone knows it. If they don’t know, it doesn’t exist.

Leadership is lonely sometimes. A good leader and manager makes effective decisions and communicates clearly, while putting the right people in the right spots. Not always easy, according to Gary Wolter, President and CEO of MGE. To illustrate his point, Wolter told a story about a receptionist he saw year after year. Each morning, the receptionist would say, “Hello, Gary.” Yet, when Wolter was promoted to CEO, the next morning was different. “Hello, Mr. Wolter,” the receptionist said. Leadership fundamentally changes relationships and people expect different things of you. People who were your peers, you now supervise, and while you can still be friendly, you can’t talk about the boss anymore because you are the boss. The support group that you had developed, who had remained loyal to you, and helped you along your journey has changed. Be prepared.

Throw an open door party daily. Reaching out to younger people for fresh air is essential, according to Richard Lynch, President of J.H. Findorff & Son, who had a great sense of the upcoming workforce. He recognizes that young workers are entrepreneurial, and need a flexible and honest environment to work in. He has an open door policy for this purpose and subsequently attracts the brightest young workers.

Speaking of honesty… Surround yourself with people who will tell you that you’re an idiot, says Gary Wolter. Look both inside your organization, and outside, for individuals you can bounce ideas off of, and who can communicate with you effectively and honestly.

Follow the Leader.

Categories
Career Entrepreneurship Generation Y Knowing yourself Networking Women

I met Penelope Trunk today

I got to meet Penelope Trunk, of Brazen Careerist fame, in person today. That’s because Penelope lives where I live, in the great city of Madison, WI, and I thought the least stalkerish way to meet would be to invite her to come to one of my networking events. She graciously did just that, and spoke to a small group of us over ravioli and stale breadsticks. And when I say spoke, I mean she almost made somebody cry.

Penelope is tough.

Authentically tough, blatantly honest, and wearing some of the dirtiest shoes I’ve seen at a networking event in a long time. I loved every second of it. We all did. Trying to figure out what you want to do in life? Try stuff out. Shop around. Think you’re content? Content is boring; there’s probably something wrong with you. Found your passion already? Set crazy ambitious goals. People like to be pushed to their limits and that’s what Penelope did. She pushed each and every one of us to go farther, reach deeper and come out triumphant. Except for the woman who almost cried.

If you missed it and are lucky enough to live in Madison, WI, come to the next event I invited Penelope to speak at, the Madison MAGNET Networking Breakfast. You can skip the coffee that morning.

Don’t forget to read my related post: “Personal branding, accountability, and how to just be yourself already.”