To network or un-network
I had a very interesting experience yesterday. After receiving an unsolicited email from a networking group, I did some research and decided to attend. It was pretty close by, about a 37-minute drive from my house provided I didn’t get lost and wind up in Michigan. Any of you who know me realize that this is a distinct possibility since I have virtually no internal compass and can barely find my way out of a circle. Well, to avoid the anxiety of getting lost, my husband went and purchased a GPS for me. Not convinced that it would work, I still insisted on printed directions. What do I care if the military uses GPS technology to shoot a rocket through the eye of a needle? They have no idea of the level of my direction incompetence. About 37 minutes later, I arrived without incident! I love that GPS! Here’s what I learned:
The moderator, Ted, has given over 6,000 public speaking engagements. So, it’s safe to say that he is well spoken and engages his audience. He did not have business cards and indicated early on that we were not there to give those out. I figured out why shortly thereafter. Ted’s position was this: Don’t go to meetings to network and try to gain business by delivering a lame sales or elevator pitch. Interact with people; find out what they NEED. Engage people to talk about themselves; and then, figure out how YOU can HELP THEM.
Indeed I understood even better when Ted began randomly selecting people from the group to stand and speak for about 10 minutes. They were not to speak about what the did or what they wanted you to get from them – but rather, presented information about how they could help the Group, and those people (not present) who others in the group might know. This was an interesting tactic because each person that spoke had a business; they had something to sell. However, each presentation was not a sales pitch but useful information about how a member of the group could benefit from the speaker’s help. Is this a sales pitch? Absolutely.
After listening to all of this, Ted moved on and selected me to give a speech. Undaunted, I stood in front of the crowd and presented my fear of never arriving to the place, despite my GPS. I segued into explaining that I use a sort of GPS when working with others; something that I call the CPS (Career Positioning System) to help people learn about their competencies, professional and personal aspirations, and dreams, in some cases to realize short- and medium-term goals. At no time did I mention my company’s name or ‘pitch’ to the group that I am definitely looking for business. My presentation was about how I could help and the things I do to provide that help.
So the takeaway is this: it’s the spin you put on things. All of the presentations were delivered because the group was looking for business. However, the delivery was in helping others – genuinely helping, which in the current economy is not only desired but also necessary. In helping others, you help yourself and that sharing can and will present benefits in your professional and personal life.
Comments and feedback are requested and desired; and you are welcome and encouraged to submit questions to thecareerdoctor.
Debra Wheatman, CPRW, CPCC is the founder and Chief Career Strategist of ResumesDoneWrite, a premier career services provider focused on developing highly personalized career roadmaps for senior leaders and executives across all verticals and industries.
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