Latest / The Confident Entrepreneur With Jennifer Ann Johnson / Small Business Success Through Networking with Michelle Borders
Transcript
- 0:37Jennifer Johnson: Today, we welcome into the studio Michelle Borders.
- 0:39Jennifer Johnson: She is the co-founder of Naples Network Services.
- 0:44Jennifer Johnson: Hello Michelle, hi Jen, and I got to say this topic that we are talking about today.
- 0:49Jennifer Johnson: When I think of this topic, I think of you immediately.
- 0:51Jennifer Johnson: Networker.
- 0:53Jennifer Johnson: You are a connector in every sense of the word.
- 1:01Michelle Borders: And that's part of my company name too, but really nothing related, I know, but it's so.
- 1:07Jennifer Johnson: you have invited me to so many things and so many groups and so many different things and everybody.
- 1:14Jennifer Johnson: You go, show up at the group and they're like well, how did you hear about it, Michelle?
- 1:17Jennifer Johnson: How did you hear about it, Michelle?
- 1:20Jennifer Johnson: You connect everyone and you do a phenomenal job at it.
- 1:24Jennifer Johnson: Whether or not you're setting out to do that, you just do it out of the kindness of your heart, because that is who you are.
- 1:32Michelle Borders: I just feel like it's fun when I'm passionate about something to share with others, and I'm always genuine and sharing what I really like.
- 1:40Michelle Borders: So Toastmasters, for instance you joined Toastmasters, I think, based on something I put on LinkedIn.
- 1:46Michelle Borders: I did, but it changed my life and I feel like our group has really grown and they told two friends and so on and so on.
- 1:55Jennifer Johnson: It's just it's great, it's pretty phenomenal, and what I want to talk about today is networking and small business success, because they do go hand in hand.
- 2:05Jennifer Johnson: You know you think about, for example, your business right Network services.
- 2:09Jennifer Johnson: So you're dealing with IT.
- 2:11Jennifer Johnson: I say IT stuff because it's stuff that I am so not good at and that is it's word of mouth.
- 2:19Jennifer Johnson: You know they have a great experience and they share.
- 2:21Jennifer Johnson: That's networking too.
- 2:22Jennifer Johnson: Well, and I feel like.
- 2:24Michelle Borders: You don't even have to know I'm personally not the tech person, but it's really based on relationships and when you go to these networking events you're building relationships.
- 2:35Michelle Borders: Whether you're starting in your business or you're established for 10 or even 20 years, you never know.
- 2:44Michelle Borders: I actually made a new connection at a luncheon for the chamber and it was the greatest connection ever and you would think most people that go to those are brand new businesses trying to grow their business and meet people.
- 2:57Michelle Borders: But every once in a while you're going to meet that person that you're like wow, sue, who joined?
- 3:03Jennifer Johnson: our Toastmasters group.
- 3:04Michelle Borders: And we just clicked and had so much in common and if I hadn't attended that lunch, that, oh, I'm not in business.
- 3:11Michelle Borders: I really need to go, I wouldn't have met her.
- 3:14Michelle Borders: So I just think it's great and I was able to connect her to some people in the community that I thought would be a good fit and I just think it's fun to think of.
- 3:22Michelle Borders: Oh, who would be a good connection?
- 3:24Jennifer Johnson: Right, absolutely, and it is instrumental to small business success, in my opinion.
- 3:30Jennifer Johnson: Why do you, do you see it that way that it's instrumental in the growth of small business, and why?
- 3:37Michelle Borders: Because you can.
- 3:38Michelle Borders: Let's say you're having an issue in your business.
- 3:42Michelle Borders: You can talk to other professionals, even in the same field, that may have already experienced that they can give you some advice.
- 3:48Michelle Borders: I'm just saying on my end at being established for 20 years in my business.
- 3:54Michelle Borders: But also you can partner up with people.
- 3:57Michelle Borders: Let's say you have the same values but I send all my residential to a few different people, or someone needs software.
- 4:06Michelle Borders: I don't do software.
- 4:07Michelle Borders: I have a partner that I literally met at a Naples Chamber event years and years ago and they cover for us when we go on vacation.
- 4:14Michelle Borders: I send them the bigger jobs.
- 4:16Michelle Borders: You need partners in your field.
- 4:18Michelle Borders: At least that's the way we work it Right.
- 4:22Jennifer Johnson: And I couldn't agree more.
- 4:22Jennifer Johnson: That makes complete sense, because if you know you can't serve that customer, you're going to build the confidence that that person has in your business by referring someone else, right?
- 4:34Jennifer Johnson: Oh well, they didn't think they could do it, or we couldn't.
- 4:37Jennifer Johnson: You know it wasn't for them, they couldn't provide the services I needed, but they were kind enough to tell me somebody else who could, right, it speaks volumes.
- 4:49Michelle Borders: And it's good to have more than one person like that, because what if they're on vacation?
- 4:52Michelle Borders: And they can't do it, you never have to say no, and then in turn, if it's a official partnership, you can make a commission if it ends up working out Exactly and what are some of the best ways, as small businesses, that we can do that networking.
- 5:09Michelle Borders: So you can do it in person at events, you can do it on social media, you can after you meet them.
- 5:17Michelle Borders: I always make it a point to email after 24 hours, if at all possible.
- 5:22Michelle Borders: Then once we connect that way, then I'll send them a LinkedIn message and say please consider connecting here as well.
- 5:28Michelle Borders: I don't think one person has said no yet, but I asked them to consider it because we're not that close to want to connect and I figured LinkedIn is the most professional.
- 5:38Michelle Borders: But also, once you're feeling friendly, then you can be friends on Facebook and, rather than just liking their things, say something and then it gives you something to talk about the next time you see them.
- 5:49Michelle Borders: So that's a good way.
- 5:51Jennifer Johnson: So you kind of have a system it sounds like you know to check all those boxes.
- 5:59Jennifer Johnson: I'm like how does she do all this?
- 6:00Jennifer Johnson: How does she know what to do?
- 6:02Jennifer Johnson: Because I see you everywhere.
- 6:02Michelle Borders: And you know Well, I learned from the beginning that you always put your name tag on the right side.
- 6:07Michelle Borders: I don't know why.
- 6:08Jennifer Johnson: I was doing my left forever until someone said I don't think it's right.
- 6:12Michelle Borders: Yeah, that's the rule, the right-hand side, and just to make it all about them, don't be too salesy.
- 6:18Michelle Borders: I thought, oh, my first one.
- 6:20Michelle Borders: Oh, I'm going to go here, I'm going to get all these customers, I'm going to pass out all these cards.
- 6:24Michelle Borders: No, no, it's not what you do.
- 6:26Michelle Borders: You make it all Because the more you make them feel special, they'll always remember that.
- 6:37Michelle Borders: And you dress appropriately.
- 6:40Michelle Borders: Make sure you're not too flashy, but you want to be comfortable and it's just.
- 6:42Michelle Borders: It's fun.
- 6:43Michelle Borders: It can be fun.
- 6:44Michelle Borders: It doesn't need to be nerve wracking, even if you don't know anyone.
- 6:49Jennifer Johnson: And you know what's interesting?
- 6:49Jennifer Johnson: I know you said you do have a system, but it never comes across like you do.
- 6:51Jennifer Johnson: Do you know what's interesting?
- 6:52Jennifer Johnson: Like I know you said you do have a system, but it never comes across like you do.
- 6:54Jennifer Johnson: Do you know what I mean?
- 6:55Jennifer Johnson: Like some people, you get these emails or these messages on LinkedIn or wherever, all the time and you're like, oh, I feel like I'm in their funnel, right.
- 7:04Michelle Borders: Or saying the same thing to the same person.
- 7:06Michelle Borders: Sometimes you could take notes and try to reference something that you discussed, and you don't have to meet every person in the room.
- 7:14Michelle Borders: Some quality connections are better than a hundred.
- 7:17Michelle Borders: Hi, how are you doing?
- 7:18Michelle Borders: Here's my card, moving on.
- 7:20Jennifer Johnson: Exactly.
- 7:20Jennifer Johnson: You know like I find, going to the bigger events, it's harder to do the one-on-one for 10 minutes, right?
- 7:27Jennifer Johnson: So how do you work that room?
- 7:29Jennifer Johnson: How do you do that when?
- 7:31Michelle Borders: I try not to be distracted when I'm talking to someone.
- 7:35Michelle Borders: I want them to feel like they're the only person in the room and I don't want to be like, oh, I have to say hi to that person, which is really hard.
- 7:41Michelle Borders: It is, but you get better at it as time goes on, because you realize that's the polite thing to do.
- 7:48Jennifer Johnson: Right, and that's what it's about.
- 7:49Jennifer Johnson: You're not there just for a number or a dollar sign.
- 7:54Jennifer Johnson: You're there for that relationship.
- 7:54Jennifer Johnson: Right, absolutely.
- 7:55Michelle Borders: And I also.
- 7:56Michelle Borders: I made a list of my favorite groups, so to speak.
- 7:59Michelle Borders: So if you're brand new to town, I say I have a list of all my favorites.
- 8:03Michelle Borders: I love that it's like, and people always like that.
- 8:07Jennifer Johnson: And I say why?
- 8:08Michelle Borders: I like this group, I belong to this group and, even though it's only one per category, maybe someday and yeah.
- 8:16Jennifer Johnson: So do you share with that with people, like in an email, or you just talk?
- 8:21Michelle Borders: to them and see if they're interested.
- 8:23Michelle Borders: You know I don't share it with everyone, but I'll do anything I like to connect you with someone that I think might be good for your business or just.
- 8:34Michelle Borders: You're the same kind of people, especially the new people at town.
- 8:37Michelle Borders: They, you know, they're looking for anything.
- 8:40Jennifer Johnson: Do you carry a notebook to write all this stuff down?
- 8:42Jennifer Johnson: Because my gosh like, how are you?
- 8:44Jennifer Johnson: I do have a notebook.
- 8:46Michelle Borders: I got away from paper for a while.
- 8:48Michelle Borders: I was paperless, but you know what, sometimes you just need to write things down, even if you go to your car and hurry up and write it down after.
- 9:00Jennifer Johnson: Right, I'm a paper person myself, because even my you're going to laugh.
- 9:02Michelle Borders: but my planner.
- 9:02Michelle Borders: I think you actually said that to me once.
- 9:03Michelle Borders: I know I saw it, you really?
- 9:04Jennifer Johnson: have.
- 9:04Jennifer Johnson: Yeah, I can't live without it.
- 9:07Jennifer Johnson: You could I?
- 9:08Jennifer Johnson: Know, I could, but I choose not to.
- 9:11Jennifer Johnson: It's like reading a book.
- 9:12Jennifer Johnson: I'd rather read a tangible book than listen to something on you know, on whatever that's called.
- 9:19Michelle Borders: I used to have a wild calendar.
- 9:21Michelle Borders: I've had it on the wild calendar and on my outlook and I got rid of that during COVID, I think.
- 9:26Michelle Borders: But still taking notes is good, I think, and to each his own whatever works for you.
- 9:32Jennifer Johnson: Just whatever can jog your memory about that person, and even making notes.
- 9:37Jennifer Johnson: I've heard of people making notes in their phone under the person's contact information.
- 9:42Jennifer Johnson: That will oh yeah, that's right.
- 9:44Jennifer Johnson: I know I'm seeing so-and-so today and you can be.
- 9:47Jennifer Johnson: You know, whatever you have is in your phone because you're always going to have your phone Always right.
- 9:52Michelle Borders: And I have another good suggestion is setting up coffee dates with people, the ones you really connect with, because you can't be going to coffee every single day but just certain ones, you'll know.
- 10:06Michelle Borders: So coffee dates, I think, are good, and I never go to coffee in the morning or in the afternoon.
- 10:10Michelle Borders: I go at the end of the day because personally for me that's better time to leave my office.
- 10:16Michelle Borders: So I go to coffee at four, but I usually people are willing to do it.
- 10:20Michelle Borders: Yeah, just know when your time is and I can still drink that coffee and sleep.
- 10:23Michelle Borders: In case you were worried, I was wondering about that.
- 10:27Jennifer Johnson: Michelle does this wonderful speech on sleep and I've heard it and it's great, it's funny and it's engaging and it's absolutely wonderful.
- 10:38Michelle Borders: So thanks, you know, everyone loves it.
- 10:41Jennifer Johnson: They do.
- 10:41Jennifer Johnson: Is your closet overflowing, or maybe your kids' closets are as well, or maybe you just want to redecorate your house.
- 10:48Jennifer Johnson: If you're wondering what to do with all that stuff that you've accumulated, bring it all to True Fashionistas, or even ship it to them for free.
- 10:55Jennifer Johnson: They'll sell your unwanted items for you, take away all the hassle and do all the work.
- 10:59Jennifer Johnson: All you have to do is sit back and collect your money.
- 11:02Jennifer Johnson: You can reach out to them online at truefashionistascom.
- 11:06Jennifer Johnson: Come into the store or check them out on Facebook or Instagram, and that's truefashionistascom.
- 11:11Jennifer Johnson: Welcome back, friends.
- 11:13Jennifer Johnson: We are in the studio with Michelle Borders, and she is the co-founder of Naples Network Services and, like I said at the top of the podcast, when I think of networking, when I think of connecting, I think of Michelle Borders.
- 11:25Jennifer Johnson: Pure and simple, I think of you.
- 11:27Jennifer Johnson: That's awesome.
- 11:29Michelle Borders: Thanks.
- 11:31Jennifer Johnson: So, talking about social media, how can we use social media as a tool like LinkedIn, for example, even though LinkedIn maybe, I guess it's still considered social media?
- 11:43Jennifer Johnson: How can we use something like that as a tool to network with people?
- 11:48Michelle Borders: Well, I, think it's important to pay attention to what's going on because you'll always have something to talk about.
- 11:52Michelle Borders: That's a big deal to me and I was out with someone last night and they mentioned that someone was in the hospital.
- 12:00Michelle Borders: I said I missed one day.
- 12:01Michelle Borders: I know I try to do it a little bit before bed just to like catch up if I've been busy all day, but you really do need to catch up?
- 12:13Jennifer Johnson: Do you find obviously business-to-business is better on LinkedIn, right, and keep like you had mentioned, and then I become friends with them and then we become friends on Facebook kind of thing Do you think you should start out at LinkedIn if you're working on a business-to-business relationship?
- 12:28Michelle Borders: That's absolutely where I always start on LinkedIn and I even found, growing our Toastmasters group that I got better response on LinkedIn because people are thinking about business and Toastmasters is increasing your confidence and the way you present yourself and getting rid of your ums and uhs.
- 12:49Michelle Borders: Oh exactly right.
- 12:51Michelle Borders: So that's a professional thing, right?
- 12:53Michelle Borders: So I think definitely.
- 12:55Jennifer Johnson: And I had just talked with you a little bit ago about how you do you keep a notebook, that kind of thing.
- 13:01Jennifer Johnson: But how can we follow up with people?
- 13:04Jennifer Johnson: Now?
- 13:04Jennifer Johnson: I know you have a system, but how early is too early to oh?
- 13:09Jennifer Johnson: I met with this person.
- 13:10Jennifer Johnson: I met them at an event last night.
- 13:11Jennifer Johnson: I think you said 24 hours is what you do.
- 13:15Michelle Borders: You should, you really should, because then you remember what you discussed.
- 13:19Michelle Borders: And the longer time goes on, as soon as you can, I think you really should follow up.
- 13:24Michelle Borders: And I was just thinking about another thing business cards.
- 13:27Michelle Borders: Do you keep all of them?
- 13:30Jennifer Johnson: No.
- 13:31Michelle Borders: Do you?
- 13:31Michelle Borders: I used to, and that gets out of control.
- 13:35Michelle Borders: It does so.
- 13:36Michelle Borders: During COVID I went through all the business cards, but that was good because it was okay.
- 13:42Michelle Borders: But you know what?
- 13:43Michelle Borders: Still, after the flood, after I was like, okay, I lost a lot of stuff.
- 13:48Michelle Borders: And so now what I do is I connect with the people on email with their business card, then I connect on LinkedIn and then I don't keep them anymore.
- 13:59Michelle Borders: How many would you have?
- 14:01Jennifer Johnson: Right, I know that there are some handy, dandy little new things that have come out.
- 14:05Jennifer Johnson: Oh, you can scan them, yeah, with your phone, or I can pull up an app on my phone and basically connect with you on your phone.
- 14:13Jennifer Johnson: So it's completely paperless kind of thing.
- 14:16Jennifer Johnson: I don't remember what it's called, but I somebody, actually I had done it and I'm like, oh, that's kind of neat.
- 14:22Jennifer Johnson: Oh, instead of giving you a business card, okay Right.
- 14:25Jennifer Johnson: And then there's another thing that actually has a I don't know, it's a tangible like a metal plate Maybe it's not metal, maybe it's plastic and you'd bring that with and they scan it and then connect with you that way and they automatically go into your contacts.
- 14:39Jennifer Johnson: I think is what it is.
- 14:40Jennifer Johnson: I think I've heard of that too.
- 14:42Michelle Borders: I don't remember the names of these things, but but still, I don't know, sometimes old fashioned, just no.
- 14:48Jennifer Johnson: I agree, I totally agree.
- 14:55Jennifer Johnson: And I mean are there any other tips that you have for networking?
- 14:56Michelle Borders: you know, business to business, I say respond to people, because I have two piles of the business cards after an event and the ones I hear back from.
- 15:07Michelle Borders: I connect with the ones I never hear back from just garbage, that's it.
- 15:12Michelle Borders: So why are you there Exactly?
- 15:15Michelle Borders: Why are you there?
- 15:15Michelle Borders: You're wasting your money for paying for the event.
- 15:17Michelle Borders: You're wasting your time.
- 15:18Michelle Borders: You have to follow up and you have to consistently follow up.
- 15:22Michelle Borders: Let's say, one time I went on a trip and I had this stack of 15, 20 cards from some big event.
- 15:27Michelle Borders: One time I went on a trip and I had this stack of 15, 20 cards from some big event and I couldn't follow up for, let's say, a week.
- 15:31Jennifer Johnson: But I still did because I don't want to waste your time, exactly, but I think a lot of people do waste their time because they don't Look at all of the contacts that you could harness by Just reaching out to them once, starting that dialogue, starting that conversation right.
- 15:50Michelle Borders: Also, sometimes you go to events.
- 15:52Michelle Borders: They'll give you a list of okay, here's the 30 people that attended, but I don't bother with that, because I'm only going to connect with the ones I connected with.
- 16:01Michelle Borders: What am I going to say hi to?
- 16:03Michelle Borders: Hey, I didn't meet you.
- 16:05Jennifer Johnson: It doesn't make sense.
- 16:06Jennifer Johnson: Not to me, but some people email the whole list Right, because they're looking at it from a make sense.
- 16:11Jennifer Johnson: Not to me.
- 16:11Jennifer Johnson: But some people email the whole list, right, because they're looking at it from a different lens.
- 16:14Jennifer Johnson: They're looking at it from ka-ching, ka-ching, ka-ching.
- 16:15Jennifer Johnson: How much money can I make here?
- 16:16Jennifer Johnson: They came about it all the wrong reasons, right?
- 16:19Jennifer Johnson: They didn't look at it as a human connection or relationship.
- 16:22Jennifer Johnson: They looked at it as a quick dollar, maybe.
- 16:24Michelle Borders: And it's okay not to connect to all those people.
- 16:27Michelle Borders: It's okay, but you have to get to that mindset.
- 16:30Jennifer Johnson: Exactly.
- 16:30Jennifer Johnson: What do you think about sending thank you cards or note cards?
- 16:35Michelle Borders: Oh, my gosh, that's so good.
- 16:36Jennifer Johnson: Whenever?
- 16:37Michelle Borders: I get something, a hard thank you card.
- 16:39Michelle Borders: I'll never forget it.
- 16:40Michelle Borders: I save it, right, and that's just so uncommon these days.
- 16:46Michelle Borders: But I would only do it, for I'm not going to send one to all 30 people, right.
- 16:50Michelle Borders: I would only do it for special, otherwise it's not going to be special, right?
- 16:53Michelle Borders: But yeah, huge.
- 16:55Jennifer Johnson: Do you remember when in your life I mean, have you always done this, have you always been a connector or did you just something, one day go?
- 17:03Jennifer Johnson: You know what?
- 17:04Michelle Borders: No.
- 17:04Michelle Borders: Once I started working with my husband in this IT business that I know nothing about, I thought, oh my gosh, computers, it's so boring, how am I going to do this?
- 17:13Michelle Borders: I don't get it.
- 17:14Michelle Borders: Then, once I came to the people, like I cared about them and friends, the world came to me.
- 17:32Michelle Borders: And it's just treating people the way you want to be treated.
- 17:34Jennifer Johnson: It's the golden rule and that works so much better it does, and I'm a testament to that.
- 17:41Jennifer Johnson: I would not be in half the things if it were not for you.
- 17:44Jennifer Johnson: You brought me to so many different groups to meet so many different people and I treasure that.
- 17:51Jennifer Johnson: I think that is amazing.
- 17:53Michelle Borders: If it were not for Michelle, well, if anyone wants my list of favorite groups, let me know and I'm always happy to make an introduction or anything.
- 18:01Jennifer Johnson: Yeah, you are my go-to.
- 18:03Jennifer Johnson: If I'm like I need this, I need this, do you know someone?
- 18:06Jennifer Johnson: I always know that you'll probably know someone, or know somebody who will know someone.
- 18:11Jennifer Johnson: Oh, that's awesome.
- 18:13Jennifer Johnson: So that's important because, as small business owners and as individuals, we need to know that we're there to make that human connection Right.
- 18:24Michelle Borders: And if the business doesn't come now, someday?
- 18:26Michelle Borders: And when people say, and how can I help you?
- 18:29Jennifer Johnson: I always say someday you might be able to help me.
- 18:31Jennifer Johnson: At the end of the day, it's all about that relationship.
- 18:33Jennifer Johnson: Absolutely, totally agree with that.
- 18:35Jennifer Johnson: Well, I loved our conversation.
- 18:37Jennifer Johnson: If our listeners want to get in touch with you, michelle, how do they do so?
- 18:42Michelle Borders: I would say the best way is by email mborders at naplesnetworksservicescom.
- 18:47Michelle Borders: You can find me on Facebook or LinkedIn.
- 18:53Michelle Borders: I'm happy to connect and I'm happy to introduce you to anyone I can Fabulous.
- 18:56Michelle Borders: Thank you so much, michelle.
- 18:57Michelle Borders: Thank you.