How good are you at meeting people and forging deep meaningful relationships with them? At a networking function do you end up with a handful of business cards from people you don’t remember meeting, or one or two new friends that you’re excited to have?
Despite the fact that my business partner and I ran a highly successful monthly business networking event in Detroit for quite some time, I’ve admittedly never considered myself to be a great networker.
I just finished reading Keith Ferrazzi’s Never Eat Alone, and my approach to meeting new people and maintaining relationships has changed dramatically.
For a long time I was a part of the, “what can you do for me right now?” camp. At one point I think most of us approach it that way.
Then a few years ago I went to meet the CEO of a company that competes with Awecomm’s web hosting division (AWH), and I was convinced to adjust my stance.
A couple of the CEO’s executives sat in the meeting while we chatted about our businesses and the hosting industry, and at one point he said, “I’d introduce you to our Director of Sales, but he’ll only talk to you if you’re buying something.” That line has been stuck in my head ever since.
I’m sure it was a bit of an overstatement. Still, my first reaction was, “must be a focused fellow, but he probably still should have met with me.”
After that meeting I thought about what a terrible approach that is to business and relationships. Only recently did I stumble upon this book which reinforced my newfound viewpoint.
Keith does a fantastic job illustrating the importance of networking and maintaining relationships by touching on his real world experiences. He outlines the principles that he has used to build what he calls a rolodex of thousands of people that will answer the phone when he calls.
He continuously points out what many people do wrong, and explains the difference between really connecting with someone, and just shaking their hand quickly while scanning the room for someone more important to talk to.
If you’re a salesperson, business owner, or in the business world, you need to take in this quick-read. It will truly make you want to go back and change the way you approached so many of the people you’ve met and networking opportunities that you’ve been presented with.
