Latest / Networking Unleashed: Building Profitable Connections / A morning talking Networking with the Buford Business Alliance and Michael A Forman, Professional Speaker

Transcript

A morning talking Networking with the Buford Business Alliance and Michael A Forman, Professional Speaker · Networking Unleashed: Building Profitable Connections

• 0:00
  You know, everybody knows of the sales cycle,
• 0:03
  right? From the janitor to the CEO, everybody
• 0:08
  has to know the sales cycle. So your employer,
• 0:14
  or if you're a solopreneur, just you, you have
• 0:18
  to learn your product. You learn your product
• 0:20
  so well that you can talk about it at any pace.
• 0:24
  But what don't they teach you? They don't teach
• 0:28
  you to network. to network properly. Because
• 0:32
  you can go to a networking event, or meet with
• 0:35
  somebody one on one, and what happens? You have
• 0:40
  a great meeting, you have a great contact, but
• 0:42
  nothing ever really comes out of it. It's not
• 0:45
  because of what you sell, it's the way that you
• 0:49
  sell it, and the way that you follow up. And
• 0:52
  I feel that the follow up is 100 % more important
• 0:57
  than actually meeting the person. So that's what
• 1:00
  I'm going to teach you a little bit lateral because
• 1:04
  we have people here a little bit louder Okay,
• 1:10
  why does everyone network what's the main purpose
• 1:15
  Make money right you have you want to sell a
• 1:18
  product to what to make money whether your salary
• 1:21
  or or commission It doesn't make a difference,
• 1:24
  but that is your ultimate Goal and that is to
• 1:28
  make money and I am here to tell you that without
• 1:31
  networking You won't make it All right. So First
• 1:37
  thing is you have to whatever you're you're meeting
• 1:40
  up with somebody whether you're meeting with
• 1:42
  just a an individual person or a networking event
• 1:46
  I'm going to use a networking event Really as
• 1:50
  my base because that's where your main will you
• 1:53
  mean you go out and you? Network to communicate
• 1:57
  your what you're selling and what you're selling
• 2:00
  is what who you are so now You you have their
• 2:07
  problem right in front of you and your job to
• 2:11
  find out what the solution is Is that the end
• 2:13
  of it? No, okay. You have a problem. I have your
• 2:18
  solution I figured out your solution and okay
• 2:21
  wham -bam. Thank you ma 'am. We're done wrong
• 2:25
  Here is the solution. Here is where your customer
• 2:29
  is going. That's where you want to go. You want
• 2:33
  to be able to meet them where they're going because
• 2:36
  otherwise, you know, they're done with you. They
• 2:38
  don't need you anymore. And that's not true,
• 2:41
  right? So I'm going to give you this screen.
• 2:50
  Take every opportunity to meet new people. Focus
• 2:53
  on how you can help. Go alone. Strictly for extroverts,
• 2:56
  I'll get to that in a minute. Don't forget your
• 2:58
  business cards and the follow up. This is what
• 3:01
  I'm going to teach you today. Right? So these
• 3:04
  are the main points. And when I say extrovert
• 3:08
  versus introvert, there's not that much of a
• 3:12
  difference, believe it or not. There's not that
• 3:15
  much of a difference. And I'll go into that.
• 3:18
  So I want you to think, think about this line.
• 3:24
  people love to buy, but they hate to be sold
• 3:28
  to. Right? How many times have you walked into
• 3:32
  a car dealership, and the guy said, hey man,
• 3:35
  I'm Alex. Oh, this model, this model's great.
• 3:38
  It's got this point, this point, this point,
• 3:40
  it's got this guy, great line, and tells you
• 3:42
  all about it and everything, and you're standing
• 3:44
  there going, I just came to look, man, just leave
• 3:46
  me alone. Or, walk up to somebody. Or you have
• 3:51
  walked up to buy a salesman and say, hey, I'm
• 3:54
  Malcolm. If you need me, I'm right over there.
• 3:58
  And you look at it at your own pace. And if you
• 4:00
  have a question, which 99 % of the time you do,
• 4:04
  you're going to ask them. Right? So that's a
• 4:08
  different in the sales technique. Now, here.
• 4:14
  Smile. OK. Smile. That's the first thing that
• 4:18
  everybody looks at. Right? if you're going to
• 4:22
  smile, right? Celia, our queen of non -profits,
• 4:29
  right? What does she always do when she walks
• 4:31
  into her room? Smiles. It's the most important
• 4:36
  thing. If you walk in with a frown, nobody's
• 4:38
  going to want to talk to you, right? So, you
• 4:41
  have to look the person in the eye. Nobody likes
• 4:44
  to talk to somebody as they're talking to somebody
• 4:47
  and looking like this, right? You don't want
• 4:49
  to do that. You also want to make them feel like
• 4:52
  they're the most important person in the room.
• 4:55
  Now, when you're talking to somebody, you'll
• 4:58
  see somebody walking behind them that you really
• 5:01
  want to talk to. What do you do? You finish your
• 5:09
  conversation with that person. You remain with
• 5:13
  eye contact. Now you know, instinctively, where
• 5:16
  that other person is walking and who they're
• 5:18
  talking to. But you finish your conversation
• 5:22
  you have eye contact because that is the most
• 5:25
  important thing and they are the most important
• 5:27
  person in the room Okay, that's your eye contact
• 5:33
  I have a story from New York versus Georgia.
• 5:36
  I come from New York. You can't tell my accent
• 5:38
  See, I don't think I have an accent. I think
• 5:40
  you will There's a distinct difference between
• 5:46
  a New York person and a Georgia person And I
• 5:50
  don't have time to go into that, so I'm up here.
• 5:53
  Be polite. Be polite. You have to treat the janitor
• 5:57
  as well as the CEO. I have another story for
• 5:59
  that, right? Where I actually walked into a building
• 6:03
  and I met the janitor. One story short, I was
• 6:07
  sitting down with the CEO of the company and
• 6:10
  I said, how you doing? And he said, oh, hey,
• 6:13
  Jeff. And I turned around and it was the janitor.
• 6:17
  I said, oh. You know him? Because that's my brother
• 6:19
  -in -law. So if I didn't, listen, I made nights,
• 6:26
  I spoke to him, I said, how are you doing? Can
• 6:28
  I help you with anything? Anything like that.
• 6:30
  And then I walked up to the CEO's office. If
• 6:33
  I didn't do that, what would the CEO would have
• 6:36
  thought of me? Right? All right. So, and here
• 6:40
  to respect the CEO, like the janitor. Okay, now,
• 6:44
  confidence. When you're talking to somebody,
• 6:48
  Square your body up with them. Don't say, hey,
• 6:53
  I ain't doing it, because what does that mean?
• 6:55
  You're looking over here, right? You're looking
• 6:58
  over here. You have to speak with the person,
• 7:01
  speak with the person directly, shoulders square.
• 7:05
  Okay, friendly facial expression, hands in plain
• 7:08
  sight. Listen, if you're talking like this, or
• 7:14
  if you talk with your hands in your pocket, you
• 7:16
  lost, right? I'm Jewish, I married an Italian
• 7:21
  girl, and she talks with her hands. Right? If
• 7:26
  you realize that every time you speak with somebody,
• 7:30
  your hands are moving. You're trying to accentuate
• 7:33
  what you're saying with your hands. Don't stop
• 7:37
  that. I don't mean like, hey, crazy Eddie. That
• 7:41
  commercial from a long time ago. Okay, so just,
• 7:46
  you know, talk with your hands. That's really
• 7:48
  easy. Now, this is simple. Middle steeple. I
• 7:53
  love saying this. This is a roof max commercial.
• 7:57
  And the guys out there are talking like this.
• 7:59
  And you should always talk about, use roof max
• 8:01
  and everything. This is called a middle steeple.
• 8:04
  This is a lower steeple. This is a higher steeple.
• 8:06
  This is a middle steeple. First thing you think
• 8:08
  about when you do middle steeple. Don't do it.
• 8:13
  Don't do it. Keep your hands free. Right? Because
• 8:17
  all of this is part of your body language. Your
• 8:20
  body language will absolutely help you in your
• 8:24
  sales process. Now, enunciate. This is going
• 8:28
  to be a little bit of a problem with somebody
• 8:30
  from a different country or something else. You
• 8:33
  have to learn how to enunciate. If you don't
• 8:37
  enunciate, you're lost. Because They'll sit there,
• 8:41
  yessing you to death. And what's going to happen?
• 8:45
  They're going to walk away and go, I don't know
• 8:46
  how they're going to find me. Right? OK. So that's
• 8:50
  key. So now, listen and pause. When you're talking
• 8:57
  with somebody, speaking with anybody, and you're
• 9:01
  listening to them, turn your cell phone off.
• 9:06
  Put it away. Somebody walking past, don't bother
• 9:09
  with them. Look at them in the eye and listen
• 9:12
  to what they say. When they finish, pause. That
• 9:17
  pause is probably the most important thing you'll
• 9:20
  ever do. Because it will, when you return the
• 9:24
  conversation, you're going to repeat something
• 9:26
  that he said. Okay? So that, what does that tell
• 9:30
  the person? It tells the person, he was listening
• 9:34
  to me. Oh my goodness! And you respond in kind.
• 9:39
  Right it's a very very important piece all right
• 9:44
  What should you do all right? Let's say you're
• 9:47
  walking into a networking event. This is for
• 9:50
  extroverts not introverts I keep saying that
• 9:56
  but To me okay, so when you walk up to a table
• 10:06
  there are plenty of things you have to do when
• 10:07
  you go to a networking event Right? They usually
• 10:10
  have a piece of paper, you pick it up and you
• 10:13
  see where the tables are, you see all the networking.
• 10:16
  You go out and you find a table that you want
• 10:19
  to walk up to. Usually four or five people. You
• 10:23
  walk up to them, what do you do? You don't speak
• 10:27
  at all. Don't talk. You walk up and you listen.
• 10:31
  You listen for the conversation. Is this a conversation
• 10:35
  that I want to be a part of? Oh, it's not they're
• 10:41
  talking about their mother's baking and I really
• 10:43
  I came in the network I don't want to talk about
• 10:45
  that. Let me go to different table politely bow
• 10:47
  out. You haven't said anything yet. That's fine.
• 10:49
  Go to the next table Let's say you walk up to
• 10:52
  the table and it is a conversation you want to
• 10:55
  be a part of wait for the conversation come around
• 10:58
  to you or break and Then you say something with
• 11:03
  intelligence Remember, you are the expert of
• 11:11
  your field. You are the expert. So what you say
• 11:15
  should mean be very important. Okay? But, all
• 11:21
  you're trying to do is get the intention of at
• 11:25
  least two people. And okay, you got the intention
• 11:28
  of the two people. You turned the conversation
• 11:31
  over to them. And I use something called FORM,
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  F -O -R -M, family, occupation, recreation, and
• 11:40
  a message. So, after you speak to one person,
• 11:47
  have them, that's another family, their mother,
• 11:49
  father, sister, brother, son, daughter. I usually
• 11:51
  try to get them on a youth sports level. Why?
• 11:57
  I was a baseball coach for 16 years. I was an
• 12:00
  umpire of... for three years, all right? So I
• 12:05
  can talk with anybody about any youth sport,
• 12:08
  because I coach football, I coach basketball,
• 12:11
  believe it or not, basketball, right? But I got
• 12:16
  them to speak. And what do people love to do?
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  Talk about themselves. They talk about their
• 12:23
  family, right? So once you get them to do it,
• 12:26
  then all of a sudden you kind of turn the conversation
• 12:28
  to what they do. and you talk about it, and say,
• 12:33
  you know something? I like you. I like what you
• 12:37
  do and how you do it. How can I make you more
• 12:42
  successful? How can I be a good referral source
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  for you? And if I did my job correctly, they'll
• 12:51
  turn around and say, Mike, I'm going to tell
• 12:52
  you, do yet. And you're trying to make me more
• 12:54
  successful? Yes. You're going in with what's
• 12:58
  called a servant's heart. You're going in looking
• 13:01
  to give not to receive And you get much more
• 13:06
  you get much further ahead with something like
• 13:09
  this. Okay, that's form But I will go into that
• 13:13
  afterwards. Okay family occupation recreation
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  and message. It's We could spend a whole half
• 13:21
  an hour just on that just kind of remember that
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  and When you're walking up to a table get them
• 13:27
  to say it Okay, what do you have in common with
• 13:33
  the person? Because you want to talk about something
• 13:36
  that you're having in common with them. Is it
• 13:40
  your occupation? Do you go skiing? Boating? Do
• 13:44
  you do sports? Something, anything. Anything
• 13:47
  to get them on the same level as you. The first
• 13:52
  thing you do is ask a question. Because when
• 13:56
  you're answering a question, listen, every time
• 13:59
  you meet somebody or go into a networking event,
• 14:02
  there's a wall between you and the person. Know
• 14:06
  you, like you, trust you, they'll do business
• 14:10
  with you. If they know you, well, everybody will
• 14:14
  know you. How about like you? Well, that kind
• 14:19
  of lowers the field down a little bit because
• 14:21
  everybody's not going to like you. But trust?
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  Nobody is going to do business with you unless
• 14:28
  they trust you. Now, when you're speaking with
• 14:32
  somebody, and about their family, about their
• 14:34
  recreation, about anything like this, what's
• 14:37
  happening? That wall between the two of you is
• 14:39
  going down, and that trust level is going up.
• 14:43
  Once you get the trust level up, then it kinda
• 14:46
  opens you up to do business. All right, just
• 14:51
  different things. When you walk into an office,
• 14:53
  right? You have a one -on -one meeting. Welcome
• 14:56
  to an office. Take a very quick, I'll give you
• 14:58
  about 30 seconds to figure out what you can talk
• 15:02
  about. Does he have a picture of his son, daughter,
• 15:06
  grandson, whatever, youth sports, always my go
• 15:09
  -to. How about a musical note, a picture of music,
• 15:13
  something of art, something on the wall, something
• 15:16
  will tell you what this person is all about.
• 15:20
  Talk about it. Even if you don't know I know
• 15:23
  nothing about music nothing. I'm telling you
• 15:27
  I know less than nothing But if I see something
• 15:30
  on the wall, I see a musical instrument or a
• 15:33
  picture or something else. I'll ask them about
• 15:34
  it Because they love to talk about themselves
• 15:40
  Anybody else with a cell phone like that, please
• 15:42
  stop except time. Okay, so sports music or you
• 15:47
  know, it's really everything that you that you
• 15:50
  Want to do there is the mantra Always remember
• 15:54
  the mantra with network if they know you if they
• 15:58
  like you if they trust you They're going to do
• 16:02
  business with you And always remember without
• 16:06
  the trust you don't have a sale All right, so
• 16:10
  now I'm getting to that point extroverts and
• 16:14
  introverts when I first said you walked into
• 16:16
  a networking event Which if you're an introvert
• 16:20
  will scare the hell out of you But if you're
• 16:22
  an extrovert you walk into the event and you
• 16:25
  look at this massive amount of people and You
• 16:29
  immediately start to go to work if you're an
• 16:31
  introvert What do you do you go to the wall get
• 16:34
  a drink and you become a wallflower? Right Let's
• 16:39
  not let that happen So I want you to go with
• 16:43
  somebody. I know I said go alone But that's for
• 16:47
  an extrovert If you're an introvert, you go with
• 16:50
  somebody, somebody that knows you, knows what
• 16:53
  you do very well. And as you're walking up to
• 16:57
  that table and that conversation comes around,
• 16:59
  and it is a conversation that you want to be
• 17:02
  a part of, either you kick them or nudge them
• 17:04
  or something, and say, oh, you know something?
• 17:06
  Michael knows a lot about that subject. Michael,
• 17:09
  why don't you tell us a little bit about that?
• 17:11
  It's kind of like an introduction. And all of
• 17:14
  a sudden, the introvert is less, right? So if
• 17:19
  you do that enough times, when I say enough times,
• 17:23
  not the first time, because the first time you
• 17:25
  go out and network, if you're new to networking
• 17:27
  and you go out and you try this, you're gonna
• 17:31
  suck. No toys about it, okay? The second time,
• 17:36
  you're gonna suck that much less. The third time,
• 17:40
  even less. By the fourth time, maybe the fifth
• 17:43
  time, if you're an introvert and you have your
• 17:46
  wingman, I called a wingman, I was in the Air
• 17:48
  Force. So a wingman, then you probably won't
• 17:52
  need that wingman much more, right? You're kind
• 17:55
  of like flying on your own. And I said I could,
• 18:00
  you know, for another 30 minutes. All right,
• 18:04
  now the follow -up is what I feel is the most
• 18:08
  important. When you follow up, when you get back
• 18:12
  to that, your office or your house, Whatever
• 18:16
  you follow up that evening with a thank you Say
• 18:21
  hey, you know, thank you very much for your time.
• 18:24
  I hope you enjoy yourself Hope to visit with
• 18:27
  you Michael Right send it off the very next morning
• 18:32
  Here's the clincher You see the thank you note
• 18:41
  a handwritten thank you note Handwritten in the
• 18:46
  age of technology? Oh no! Handwritten thank you
• 18:51
  note. This goes so far. You have no idea. I usually
• 18:57
  sit with us. I was in the mortgage industry and
• 18:59
  I used to go to a networking event. I used to
• 19:01
  come home with a shoe box filled with business
• 19:04
  cards. Oh my God, look how good I did when I
• 19:08
  did horrible. Right? I went to the school of
• 19:11
  hard knocks. I did everything wrong. before I
• 19:14
  did them correctly. So, you take that thank you
• 19:20
  card, you write almost the same thing, right?
• 19:22
  Hey, Frida, this is Michael. I met you on such
• 19:25
  and such day and at such and such an event. We
• 19:27
  spoke about XYZ. I'm hoping to do business with
• 19:31
  you soon, Michael. So, I've sent that one email.
• 19:36
  I sent the thank you card. I wait three days.
• 19:39
  I send an email. hey Frida, this is Michael,
• 19:43
  I met you on such and such date, such and event,
• 19:45
  we spoke about XYZ. I say that before I do any
• 19:49
  time I touch a point of touch for them, that's
• 19:54
  what I put in. Why? Because it keeps me top of
• 19:56
  mind. And just so you know, on a sale cycle,
• 20:00
  it takes 8 to 15 touches, 8 times before they
• 20:08
  will respond to you. So you're taking care a
• 20:12
  lot of this to begin with. Okay, so connect on
• 20:17
  LinkedIn, Facebook, Instagram, X, whatever, whatever
• 20:21
  platform you use, right? Reach out and connect
• 20:24
  with that person. Soft connect. Now, what I do
• 20:27
  is I connect with the person, and they're in
• 20:30
  a roofing company, actually, and I sent them
• 20:33
  an article between metal roofs and asphalt. I
• 20:37
  said, look, I came across this article. I thought
• 20:39
  you might find it interesting. Keep giving them
• 20:43
  that about three or four times. You have to bring
• 20:46
  value to the relationship before you can ask
• 20:49
  for a cup of coffee. Bring value. Otherwise,
• 20:55
  they don't want to know. I have 10 ,000 contacts,
• 20:58
  right? So if I just say, OK, great, I want to
• 21:02
  meet you. Listen, when I was at a networking
• 21:04
  event, I had a guy come walking up to me with
• 21:07
  a handful of business cards. He said, Here, here,
• 21:09
  here, here, here, my business card. I want to
• 21:12
  contact you, everybody. I'll get in touch with
• 21:15
  you afterwards, and I'll see you afterwards.
• 21:18
  Zip. And all of us were there with a business
• 21:20
  card saying, what the hell just happened? Every
• 21:24
  one of us threw it away. So if you don't want
• 21:26
  to go through the cost of printing or the embarrassment,
• 21:30
  don't do that. All right. So now. What are the
• 21:36
  steps? Do you have a system and consistency?
• 21:39
  That is the most important part. Everybody here
• 21:42
  have a CRM, I hope, because every time that you
• 21:45
  meet somebody, you want to take all of their
• 21:48
  contact information, put it to your CRM, and
• 21:51
  thus begins your time in connecting with them.
• 21:56
  Consistency, that doesn't mean email them, wait
• 22:00
  a week, email them, wait another week. Email
• 22:03
  wait two weeks email. That's it. That's not being
• 22:07
  consistent By being consistent you're emailing
• 22:11
  them two or three days later you email again
• 22:14
  all you're doing is waiting for a response Positive
• 22:18
  or negative doesn't matter That thank -you card
• 22:23
  and the way that I the whole my whole secret
• 22:27
  sauce I call it of following up increases the
• 22:32
  percentage rate of return of two percent that's
• 22:35
  right two percent of a corporate email gets answered
• 22:39
  by my system by the thank you card and everything
• 22:43
  else it raises it up 75 percent 75 percent of
• 22:50
  you getting a response look the response the
• 22:52
  response might be look stop emailing me i don't
• 22:55
  want your services that's fine because you got
• 23:00
  a response. Alright, so, now, okay, here, expand
• 23:08
  your network, alright, expand your network, go
• 23:11
  onto LinkedIn, and if you want to go after commercial
• 23:15
  realtors, or roofers, or somebody else like that,
• 23:18
  you're gonna find them on LinkedIn, and just
• 23:21
  connect with them. It's really not that difficult.
• 23:24
  Instagram, listen, all of you have a cell phone.
• 23:28
  Every one of you. Do a 30 second 45 second real
• 23:34
  Hey, how you doing? This is Mike. I'm the networking
• 23:38
  king Whatever right surreal, but it's getting
• 23:42
  your name and your face out there You too. There's
• 23:48
  a survey done Where is your advertising dollars
• 23:52
  going? What do you think what do you think was
• 23:56
  the number one place? where you should advertise
• 24:00
  on Facebook between YouTube, Instagram, Facebook,
• 24:06
  X, all of those, TikTok, everywhere, right? YouTube
• 24:11
  came out as number one. YouTube was the number
• 24:14
  one place. So if you don't have a YouTube channel,
• 24:17
  create one. It takes about 30 seconds, right?
• 24:20
  What do you think the second one down was? Pretty
• 24:23
  far, too. But the second one down, Facebook.
• 24:28
  I never put much behind Facebook because I always
• 24:32
  thought it was for friends, for family, for things
• 24:34
  like that. No, if you're going to advertise or
• 24:37
  sell something, Facebook is the place to go.
• 24:39
  Then afterwards, if you want a network like this,
• 24:44
  go to meetup .com or some of these other sites.
• 24:48
  Look for a networking meeting because listen,
• 24:53
  this is the only way you're going to get business
• 24:55
  by networking. by networking properly. You have
• 25:00
  to really think about it. Networking used to
• 25:03
  be pre -pandemic. Networking was very transactional.
• 25:08
  Hey, I have one widget. You have three dollars.
• 25:10
  Let me have it. Bye. Post -pandemic. It's not.
• 25:16
  It's relational. That box of 200 cards that I
• 25:19
  used to carry around. No. Whenever I go to a
• 25:22
  networking event, I come back with 15 cards,
• 25:25
  maybe 20. Because I won't be able to follow up
• 25:28
  properly if I bring back more than that Okay,
• 25:33
  so Yeah Practice practice practice the three
• 25:41
  most important words in network You're not going
• 25:45
  to get any better unless you practice now when
• 25:49
  you have your 30 second elevator speech, which
• 25:51
  I Absolutely don't agree Right? Whenever I coach
• 25:56
  anybody, I say, okay, let's work on your 30 second
• 25:59
  open speech. Great, we got it. All right, now
• 26:02
  let's break it down to 10 seconds. What? You're
• 26:06
  crazy. 10 seconds? Yeah. Okay, we got it down
• 26:10
  to 10 seconds. Okay, good. Now throw the whole
• 26:12
  thing out. Because all I did was get you to focus
• 26:16
  on what you have to say or say. Now obviously
• 26:23
  keep in touch and that's through Facebook LinkedIn
• 26:26
  wherever you platform you want to and if you
• 26:29
  remember anything Please remember the handwritten
• 26:33
  notes. I in my briefcase I have 50 thank -you
• 26:38
  notes just for such an occasion and I got to
• 26:41
  be I got to such a point where I Had a printed
• 26:47
  simple little thank -you card. It's it's not
• 26:50
  even a fold over it's just a quick thank you
• 26:54
  right right on the back right i do it with such
• 26:57
  a point that i i make sure i do it all right
• 27:01
  so ai is a buzzword use ai as a tool don't have
• 27:09
  it replace what you have to say you write articles
• 27:12
  i am an author i wrote two books one on networking
• 27:16
  one on podcasting i have a podcast that goes
• 27:20
  I have over $125. I have digital courses. These
• 27:26
  are all ways that you can get in front of your
• 27:29
  client. Create, use your mind, create, whether
• 27:34
  it's AI, whether it's articles, a podcast, whether
• 27:37
  it's digital courses, whatever. Okay, so now
• 27:40
  these are the things I told you to worry about,
• 27:42
  to think about, right? But finally, oop. If the
• 27:47
  conversation you're having isn't producing results,
• 27:50
  it's not bad luck. It's a communication problem.
• 27:54
  It's not what you sell. It's how you're selling
• 27:58
  it and how you're presenting yourself. Okay,
• 28:02
  patterns can change. Okay, this QR code tells
• 28:07
  me how I did it, right? So if you want, you can...
• 28:11
  I rushed through this because I usually have
• 28:14
  45 minutes to an hour. Within time, I wanted
• 28:18
  to make sure I got everything in. Any questions?
• 28:22
  I have one. What about those that come to networking
• 28:25
  events like this? They get all the business cards
• 28:27
  or all the names and email addresses of everybody
• 28:30
  that attends, and then they send out a massive
• 28:32
  email. Hey, good to have seen you if I didn't
• 28:36
  meet you. But they spam everybody. Great question.
• 28:41
  First of all, all of your emails should be personalized.
• 28:45
  They should go on individual. Then you have to
• 28:48
  follow along with your follow -up. If your follow
• 28:51
  -up was your initial email, the next morning,
• 28:53
  what do you do? Coffee. Coffee, no. Thank you
• 28:58
  card. Me coffee. Your thank you card. Okay, you
• 29:01
  have to send a thank you card, and you begin
• 29:03
  that follow -up process. As long as it's somebody
• 29:06
  that you truly want to connect with.