Latest / Networking Unleashed: Building Profitable Connections / An afternoon speaking to the East Cobb Business Association with Michael A Forman

Transcript

An afternoon speaking to the East Cobb Business Association with Michael A Forman · Networking Unleashed: Building Profitable Connections

• 0:00
  I want to ask a rhetorical question. How many
• 0:04
  have you gone to a meeting, gone to a networking
• 0:07
  event, have a one -to -one meeting, and said,
• 0:10
  oh my God, this was great. I made so many contacts.
• 0:16
  And then afterwards you realize you haven't gotten
• 0:19
  any business out of it. Right? It happens to
• 0:22
  everybody. It happens to everybody. And I'm here
• 0:26
  to tell you it's not what you have to sell, services,
• 0:32
  product, anything else, but it's the way that
• 0:34
  you're doing it. And that's what's holding you
• 0:37
  back. Right? So the first thing is that you are
• 0:40
  a problem solver. You have to find out what their
• 0:44
  problem is because you have to have an answer.
• 0:47
  Is that the end of it? No. That's not the end
• 0:51
  of it. Because you have to figure out. Where
• 0:54
  they're going to next, that's when you're going
• 0:58
  to beat out all the competition. It's incredible.
• 1:02
  But you're saying, why does everybody network?
• 1:07
  Network, I believe, is the lifeblood of all business.
• 1:13
  Without networking, you're not going to get anywhere.
• 1:17
  Right? So that's your ultimate goal. Now, look
• 1:21
  on the screens. Because these are the points
• 1:23
  that I want to drive home for you today. Now,
• 1:29
  first of all, take every opportunity to meet
• 1:32
  new people. And you have to focus on the areas
• 1:35
  that you can help. You have to go alone to networking
• 1:39
  events. That's for extroverts. If you're introverts,
• 1:44
  there's a slight twist to it, but I'll go into
• 1:47
  that afterwards. And, of course, don't forget
• 1:50
  business cards. I can't tell you how many times
• 1:54
  I've gone to a networking event and they say,
• 1:57
  I'm sorry, I don't have my business cards. Can
• 2:00
  I write your number down or something? You did,
• 2:03
  but you're going to lose them without a doubt.
• 2:05
  Now here's the most important thing about networking.
• 2:09
  The most important. If you remember anything,
• 2:11
  remember this. It's the follow -up. Not only
• 2:15
  follow -up, but follow -up correctly. Right?
• 2:20
  Because there is a way. After a networking event,
• 2:23
  I've done this many times. I've gone to somebody
• 2:26
  else. Once you walk around, say, oh, tell me
• 2:29
  about what you do. Oh, that's great. How do you
• 2:32
  follow up with them? Oh, I'm going to send them
• 2:34
  an email tomorrow or the next day. I'm going
• 2:36
  to follow up next week just to make sure I have
• 2:38
  them. I said, okay. And in my brain, I'm going,
• 2:42
  you lost. Because I'll get to them before you.
• 2:46
  There is a way to follow up. And that. is the
• 2:51
  most important thing that you can do. Now, here's
• 2:56
  the funny line. People hate to be sold to. They
• 3:02
  hate to be sold to, but they love to buy. What
• 3:07
  does that tell you as an individual? That means,
• 3:11
  okay, so you want what I have to sell. I service
• 3:14
  my product, whatever, okay? You don't want to
• 3:18
  hear from me that I'm going to sell to you. Because
• 3:21
  that's a problem. Right? So that's a big problem.
• 3:24
  Here. Confidence. Confidence is so... How many
• 3:28
  times have you walked up to somebody and they're
• 3:30
  looking all over? They're not looking at you
• 3:34
  in the eyes. Right? They're like standing halfway
• 3:37
  and not squared up to you. You don't even want
• 3:41
  to see them. You don't want to speak to them.
• 3:43
  You want to move on to the next person. Square
• 3:46
  your body. A friendly facial expression. Now,
• 3:52
  for some of you, that may be difficult. But,
• 3:55
  a friendly facial expression. Hands in plain
• 3:59
  sight. So, I love this. The Roof Max commercials.
• 4:04
  Right? Have you ever seen Roof Max commercials?
• 4:07
  Watch them. I watch them. I watch the person
• 4:09
  who's talking. He takes his hands and puts them
• 4:12
  down here and goes, as he's talking, because
• 4:13
  he's not doing his hands. Right? It's called
• 4:16
  the middle steeple. everybody see that don't
• 4:19
  do it don't do it it's the worst thing listen
• 4:23
  i come from a jewish background my wife's italian
• 4:26
  and the hands are always going we talk with our
• 4:31
  hands don't stop don't when you walk up to somebody
• 4:35
  you want and you meet somebody you play hi how
• 4:38
  are you no be yourself and most importantly i
• 4:43
  have a few clients that have a dialect you have
• 4:46
  to enunciate. Because if they can't understand
• 4:49
  what you're saying, then you're lost right out
• 4:52
  of the game. So, what do you do when you walk
• 4:57
  up to somebody and you want to meet them, whatever?
• 5:02
  First things first, you're going to listen. You're
• 5:05
  going to listen to them. This doesn't mean that
• 5:08
  you're going to look at them, somebody just walked
• 5:10
  by that you really want to talk to, and your
• 5:12
  eyes aren't following them. Eye contact. Right?
• 5:17
  So you're going to listen to them. And after
• 5:19
  they finish, this is the most important part
• 5:21
  about listening. Pause. You're going to pause,
• 5:26
  and then you're going to say something back to
• 5:28
  what they said. Because what does that tell them?
• 5:31
  It tells them that you were listening to them.
• 5:34
  And that is the most important thing. You want
• 5:37
  to make sure that you were listening to them.
• 5:41
  All right. So now what do you do? When you are
• 5:46
  in a networking event, you walk in. Now, first
• 5:49
  of all, when you're at a networking event, they
• 5:52
  always have pieces of paper about booths and
• 5:54
  things like that. Always have a little bit of
• 5:56
  a plan where you want to go. But before that,
• 5:59
  you always have a mass of people. You're like,
• 6:03
  okay, what do I do? You pick a table. You walk
• 6:07
  up to the table. Don't talk. Don't say anything.
• 6:14
  Listen. Listen for the conversation to come around
• 6:17
  to you. Is this a conversation that I want to
• 6:20
  be a part of? It's not. I haven't said it yet.
• 6:24
  I pull out the bow. I go to the next table. I
• 6:27
  go up and I listen. Okay, this conversation is
• 6:33
  something that I want to respond with. When a
• 6:35
  conversation comes around to me, I say something
• 6:39
  intelligent. Right? Because I'm supposed to be
• 6:43
  the expert in my field. So whatever I say, better
• 6:48
  be in touch. You're waiting to see who responds.
• 6:52
  Right? Okay. Five people at the table. Two people
• 6:56
  responded. Okay. Those people asked me a question.
• 7:00
  Okay. That means hook. I got them. Don't say
• 7:05
  nothing worse. But, okay. So you got them. So
• 7:09
  now, okay, you're having them talk. And you have
• 7:11
  them talk, you're talking to them, but they're
• 7:14
  asking them questions. And I use something called
• 7:17
  form. I'll go into that later on. Family, occupation,
• 7:21
  recreation, and a message. And I'll go into that
• 7:24
  a little bit further. But you're going to talk
• 7:28
  with them. You're going to have them talk about
• 7:29
  themselves, ask about the family, about the mother,
• 7:32
  father, sister, brother, son, daughter. Okay,
• 7:35
  youth sports, I was a baseball coach for 16 years.
• 7:39
  I'll talk about anybody with youth sports, right?
• 7:43
  I get to them on that level, and all of a sudden,
• 7:46
  know you, like you, trust you, they'll do business
• 7:51
  with you. If they know you, well, I now know
• 7:56
  all of you, that's great. They like you, I'm
• 8:00
  sure that everybody in this room isn't going
• 8:02
  to like me. But that's what I'll have to live
• 8:04
  with that. know you, like you. But here's the
• 8:07
  big fact. Trust. Nobody will do business with
• 8:11
  you unless they trust you. And that trust, I
• 8:15
  could do a whole hour just on trust. The trust
• 8:18
  factor is so important that because what you're
• 8:21
  doing is there's a wall between you and the person
• 8:23
  and you're trying to tear down that wall but
• 8:27
  trying to build up that trust factor. Right?
• 8:30
  Yes. Sorry, I thought you were going to go to
• 8:33
  the next slide. I had a question on this. Can
• 8:35
  I ask a question? So when you said walk up to
• 8:37
  the tables, quietly observe, right? If you walked
• 8:42
  away, is that a connection with that conversation
• 8:45
  that you said? You're first finding out whether
• 8:46
  or not the conversation is for you. If it's for
• 8:49
  you, then you have that connection. If it's not,
• 8:52
  then you walk away. So the question is, when
• 8:54
  you walk away, are you giving the impression
• 8:56
  of disrespect? No, I'm not telling anything.
• 9:12
  You always find that common ground, right? That's
• 9:19
  what you're looking for. You're looking for a
• 9:21
  common ground. And if you find it, that's wonderful.
• 9:24
  If not, then again, you move on. But it's really
• 9:27
  a pretty simple process. Okay, form. Family,
• 9:31
  occupation, recreation, and a message. Like I
• 9:34
  said, a good wife, sister, brother, son, daughter,
• 9:39
  whatever. Get them on that whatever. You can
• 9:43
  just find out about their occupation. Oh, they're
• 9:45
  a doctor? What kind of doctor? Okay, are they
• 9:48
  other in sports? Oh, okay, they're a musician?
• 9:51
  Whatever. You talk to them on that level, and
• 9:54
  you'll see they will stay there and talk about
• 9:57
  it. Why? Why? Because people love to talk about
• 10:01
  themselves. They will talk to you for an hour
• 10:05
  as long as you are seen interested. So you're
• 10:09
  going to keep that talking. And they're going
• 10:11
  to talk and talk and finally it's going to come
• 10:13
  around to what they do for a living. And they're
• 10:17
  going to tell you. And they're going to tell
• 10:20
  you again. And you're going to sit there and
• 10:22
  you're going to listen. You're going to repeat
• 10:24
  back and you're going to pause. And then you
• 10:27
  come out with a line and you say, you know what?
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  I like you. I like the way you do business and
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  how you're doing it. How can I make you more
• 10:37
  successful? How can I make you, how can I be
• 10:42
  a good referral source for you? This is what's
• 10:45
  called having a servant's heart. When you walk
• 10:48
  into a networking event, you look to give, not
• 10:52
  to receive. And as long as you look to give,
• 10:55
  that takes all the pressure off your shoulders.
• 10:58
  All of a sudden, you're not nervous anymore.
• 11:01
  All of a sudden, you're looking to help somebody.
• 11:05
  So it goes a long way. Okay. You have to build
• 11:09
  a rapport with the person. Right? Build rapport.
• 11:13
  What do you have in common? You have to ask questions.
• 11:15
  Questions are a great way of trying to build
• 11:18
  rapport. Because you're asking questions about
• 11:21
  them. When you walk into an office, if you have
• 11:24
  a one -to -one meeting, right, you have anywhere
• 11:28
  between five seconds and almost a minute to look
• 11:32
  on the walls, look on the desk, right? Is there
• 11:35
  music on the walls? Is there art? Is there some
• 11:39
  sort of sports paraphernalia? I want you to look
• 11:43
  at the pictures that he has on the desk. Are
• 11:47
  the pictures on the rear desk facing out? Or
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  are they on his desk facing in? And you say,
• 11:57
  what's the difference? Big difference. The ones
• 12:01
  on the rear, in the rear, facing out, they almost
• 12:06
  want you to ask about them. Ask about those pictures.
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  And if the pictures are on the front desk, towards
• 12:13
  him or her, off limits. They don't want to talk
• 12:17
  about it. So those little nuances, little things
• 12:20
  that you can do, that you can pick up on, that
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  can go a long way. Here's the mantra. Know you,
• 12:28
  like you, trust you. They want to do business
• 12:32
  with you. You're not going to get to that last
• 12:35
  part unless you have the first three. Because
• 12:40
  if the person doesn't know you, they're not going
• 12:42
  to do business with you. I'm talking about somebody
• 12:44
  that's not online. Oh, sorry to interject. but
• 12:48
  i think this relates even to zoom calls absolutely
• 12:53
  because we often have the virtual backgrounds
• 12:55
  yes and i regularly use that and i've noticed
• 12:59
  that if i don't start the conversation about
• 13:03
  that it can be awkward on the call you have to
• 13:07
  remember with the zoom call a perfect question
• 13:09
  zoom call there's a person on the other side
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  of that camera everybody thinks it's zoomed knows
• 13:18
  about the person who's half -dressed and in her
• 13:21
  underwear, okay? Barring that, you can just get
• 13:27
  to know the person behind the camera. And that
• 13:30
  means, like I said, I do a lot of podcasting.
• 13:33
  And I always try to get to know the person before
• 13:38
  the podcast because that will give me other questions.
• 13:44
  Now... introvert versus extrovert. I've told
• 13:47
  you so far, you walk up to the table, you wait
• 13:50
  for the conversation, you listen for it, and
• 13:53
  hopefully when the conversation comes around
• 13:55
  to you, you're going to say something intelligent.
• 13:57
  Okay, that's great. All for extroverts. What
• 14:01
  about introvert? Because an introvert, when you
• 14:04
  walk into that networking event, it's like hitting
• 14:07
  a wall. Oh my God, there's so many people here.
• 14:12
  And then all of a sudden, what do they do? They
• 14:13
  grab a train. Okay, so with an introvert, you
• 14:22
  still go to this networking event. By the way,
• 14:24
  I say go to a networking event at least once
• 14:26
  per week. Okay, so you're going to walk in with
• 14:32
  somebody that you know. Not necessarily somebody
• 14:37
  you work with, but somebody that you know, knows
• 14:41
  you, knows all about you and what you do. Because
• 14:44
  when you walk up to that table and you finally
• 14:48
  say, okay, you know something? That conversation
• 14:50
  is something that I want to be a part of. That
• 14:53
  person says, oh, you know something? Michael
• 14:56
  knows all about that. Michael, why don't you
• 14:58
  share that with us? So that's a little introduction.
• 15:03
  So now all of a sudden, you're not feeling so
• 15:05
  away. Now, I'm not saying that if you're introverted,
• 15:10
  you're going to do this the first networking
• 15:12
  event. And all of a sudden, it's going to work.
• 15:16
  And you're never going to, you're an extrovert.
• 15:20
  No. The first time you go to a networking meeting,
• 15:23
  by the way, you're going to suck. It's horrible.
• 15:26
  Right? But you learn from it. Go to the second
• 15:28
  meeting. You're going to suck. But you're going
• 15:30
  to suck less. Go to the third meeting. You're
• 15:34
  going to still suck, but still keep it less.
• 15:37
  Okay. But by the fifth time, the sixth time,
• 15:39
  you go to a networking meeting, all of a sudden
• 15:41
  you realize. You're going to enjoy it. Wow, I'm
• 15:45
  meeting all these people. I'm learning about
• 15:47
  all these businesses. This is great. So that's
• 15:52
  the main difference. So now, what do you do?
• 15:57
  Follow up, follow up, follow up. Okay. Follow
• 16:01
  up immediately. I have a secret sauce when it
• 16:05
  comes to follow up. And by the way, it's 98 %
• 16:08
  it works. Now, I'll go into that labor law. You
• 16:14
  take notes on the back of a business card. Those
• 16:15
  business cards aren't there just for you to hand
• 16:17
  out. When you, after you say that to the person,
• 16:21
  I want to make you more successful, then yada,
• 16:23
  yada, yada. You turn that business card over.
• 16:27
  You write down the date, the name of the function,
• 16:30
  and something you spoke about. Because that will
• 16:34
  come in handy when you follow up and you put
• 16:37
  it into your CRM and so forth. I want you to
• 16:40
  connect with them. on linkedin facebook instagram
• 16:43
  and twitter when i say connect just look them
• 16:47
  up reach out and connect now it doesn't mean
• 16:51
  that you're going to connect with them and turn
• 16:54
  around and try to sell them you have to create
• 16:57
  value that value is so important and here we
• 17:02
  come to it the thank you card the hand written
• 17:06
  thank you card that's right It's a handwritten
• 17:10
  thank you card. And I'll go over one more to
• 17:12
  write that. But that is so important. Can you
• 17:15
  imagine being the person that receives a thank
• 17:18
  you card? All of a sudden, it's not an invoice.
• 17:23
  It's not some hokey ad. It's not anything. But
• 17:27
  it's somebody reaching out to you and saying,
• 17:29
  thank you for your time. It goes such a long
• 17:32
  way. And you stay top of mind. So now. Can I
• 17:37
  say something about the business cards real quick?
• 17:39
  Sure. So there are a lot of people that emanate
• 17:41
  the business cards. When you try to write on
• 17:43
  them, it's almost impossible. Yep, that's why
• 17:45
  you have a phone. Yeah, okay. I always lose it.
• 17:49
  You won't. If you have to, just take notes in
• 17:53
  the phone. Right after the conversation, you
• 17:55
  go to your note taking and you just write notes
• 17:56
  in it. Very important. Okay, so now what's the
• 17:59
  secret sauce? What's the follow -up system that
• 18:02
  I follow? After the networking event. You're
• 18:07
  going to go home or back to the office, whatever
• 18:08
  the case may be, and you're going to immediately
• 18:11
  send a thank you email. Thank you for your time.
• 18:16
  Don, it was great meeting with you. Thank you
• 18:19
  for your time. I hope to do this with you soon.
• 18:21
  Bye. That's it. Easy peasy. The next morning,
• 18:26
  the very next morning, you write that handwritten
• 18:29
  thank you. You write almost the same thing. Hey,
• 18:33
  Don, this is Michael. I met you on such and such
• 18:36
  date at an event. We spoke about X, Y, Z. Remember
• 18:40
  me? I want to thank you for your time. Have a
• 18:43
  great time. Have a great day. Bye. You're going
• 18:46
  to wait about three or four days because the
• 18:48
  mail is from snail mail, right? You're going
• 18:52
  to wait. Now, if they haven't sent you an email
• 18:54
  back yet, which is 50 -50, you're going to send
• 18:59
  them an email. Hey, Don. This is Mike. I met
• 19:03
  you on such and such an event. We spoke about
• 19:05
  XYZ. Notice I say that in the beginning of every
• 19:09
  correspondence. I'm going to do that in every
• 19:12
  correspondence until he answers me. Hey, I was
• 19:17
  just looking at my calendar. I see Tuesday and
• 19:20
  Wednesday of next week are pretty well open.
• 19:21
  Would one of those days work best for you? Okay.
• 19:27
  I'll wait another three days. Three days. This
• 19:29
  is a magic number, by the way. Three days. Still
• 19:32
  haven't returned that email yet. Hey Don, this
• 19:36
  is Michael. I met you on such and such date,
• 19:39
  such and such event. We spoke about exploits.
• 19:41
  Listen, I said Tuesday and Wednesday of next
• 19:43
  week were open. Tuesday's kind of full. How's
• 19:46
  Wednesday? Wait another three days? Because he's
• 19:51
  a horrible person. Okay? So, last time. Hey Don,
• 19:58
  this is Mike. I met you on such and such day,
• 20:00
  such and such an event. We spoke about X, Y,
• 20:02
  Z. I said Tuesday and Wednesday were kind of
• 20:04
  full. They seem to be filling up rather quickly.
• 20:07
  How's the following week? Or what is good for
• 20:09
  you? And just leave it there. So if he hasn't
• 20:14
  answered me by this time, he probably isn't.
• 20:18
  Okay? If I did something somewhere or just he
• 20:21
  doesn't want to talk to me. Okay. Do I take all
• 20:24
  that stuff and throw it away? No. I have a CRM.
• 20:28
  Everybody have a CRM or know what it is? Customer
• 20:32
  Relationship Management Tool? Okay. Take all
• 20:36
  of it, put it in there, every touch point that
• 20:38
  you have. By the way, it takes between 8 and
• 20:42
  15 touch points before somebody would buy from
• 20:47
  you. So you have to reach out to them at least
• 20:50
  8 times before they even think about talking
• 20:55
  to you. Okay. So, now, let's expand the business
• 21:01
  a little bit. LinkedIn, I always put for business,
• 21:04
  I have X amount of thousands of contacts. Business
• 21:07
  is business. That's where I do all my advertising
• 21:10
  and everything else. The Instagram is more for
• 21:14
  reels, more for those short, quick, little advertisement
• 21:17
  reels. 15 seconds. 15, 20 seconds. I use a certain
• 21:23
  program for my podcast, I split it into pieces,
• 21:26
  and I post it on Instagram just so they can see
• 21:29
  it. And of course, I do a full video on YouTube.
• 21:34
  Now, I did a little investigative work. Where
• 21:39
  is the best place where your advertising dollar
• 21:45
  really works? What is most commonly used? What
• 21:48
  is the most, the biggest platform that you can
• 21:51
  think of? That somebody would see it with yourself.
• 21:55
  It wasn't what I was thinking of. I had to change
• 21:58
  my whole philosophy, by the way. No, it doesn't.
• 22:02
  No, it doesn't. YouTube. YouTube is number one.
• 22:08
  It's number one. And Instagram is like halfway
• 22:13
  down. But Instagram, it wasn't the second one.
• 22:17
  Facebook. I always said that Facebook was for
• 22:21
  family. It was to reach out and touch somebody.
• 22:26
  No advertising. So YouTube, Facebook, Instagram
• 22:32
  is the third one down, and then all the TikTok
• 22:35
  and everything else is down there below. Now,
• 22:37
  TikTok might be on the rise, but it's not there
• 22:40
  yet. So regardless of what people are saying
• 22:43
  to you, I'm telling you, YouTube, Facebook, and
• 22:47
  Instagram. Now, if you want to network, go to
• 22:51
  meetupgatherings .meetup .com, right? You can
• 22:54
  find different little things. Just go out there
• 22:57
  and network. You want to get your look, what
• 22:59
  you're wearing. You want to get your face out
• 23:01
  there. You want people to say, when you walk
• 23:04
  into a room, I know that person. I don't know
• 23:07
  what they do, but I know that person. Not bad.
• 23:11
  Okay. So, Networking is a skill and a talent.
• 23:19
  A skill and talent. So what does that mean? Practice,
• 23:22
  practice. You're going to suck the first time,
• 23:25
  the second time, the third time. But you're practicing.
• 23:29
  That's what goes on. Now you're focusing on relationships.
• 23:33
  I used the pandemic as a line in the sand. Pre
• 23:37
  -pandemic, it was basically transactional. Your
• 23:44
  networking was transactional. Post -pandemic,
• 23:46
  it's relational. I used to be in a mortgage company.
• 23:50
  I'd go to a networking event. I'd come home with
• 23:54
  a shoebox filled with business cards. Look how
• 23:57
  good I did. No, I did horrible. Why? Because
• 24:02
  I couldn't remember anybody. Now, when I go to
• 24:05
  a three or four hour event, I come back with
• 24:07
  about 15 business cards. Because all of that,
• 24:11
  I'll be able to... Follow it properly. And that
• 24:15
  is so important. So keep in touch with them.
• 24:18
  Remember to write, guess what? The handwritten
• 24:22
  thank you notes. All of my students that I coach,
• 24:26
  I have them write a handwritten thank you note
• 24:30
  and send it to me. In my briefcase, I have thank
• 24:34
  you notes. I have 50 thank you notes. You can
• 24:38
  have the old ones that are just, you can just
• 24:39
  buy them. But I have mine printed. My logo, they're
• 24:42
  nice and everything else. One step above. You
• 24:46
  don't have to do that. But that's what you do.
• 24:51
  Now, I'm going to tell you a few things. You
• 24:55
  want to get your brand out there. You want to
• 24:57
  get your name out there. AI is a buzzword. Everybody's
• 25:03
  using AI. It's all my God's who replace all these
• 25:05
  jobs and everything else. Well, AI will not replace
• 25:10
  certain jobs. But if you use AI as a tool, that
• 25:16
  will take you boundless places. Now, how else
• 25:22
  can you network out there? You write articles.
• 25:25
  I write articles twice a week for a magazine.
• 25:28
  All about networking and things like that. Podcasting.
• 25:32
  It's a great way to get your word out there.
• 25:35
  But what are you doing? You're getting other
• 25:37
  people to come on. Talk about them and you interact
• 25:40
  and interject what you want to say about networking.
• 25:45
  And digital courses, I have to be good enough.
• 25:49
  On my website, you can see I have about eight
• 25:52
  digital courses. It took me a long time to do.
• 25:55
  But it has everything from sales to networking
• 25:58
  and so on and so forth. You can do that. If you
• 26:01
  have a website, there's another website you do
• 26:04
  to create the courses. And then what you do is
• 26:07
  you sell them on your site or other places. If
• 26:10
  you want to get the word out, create a digital
• 26:13
  course. I don't care if it's a local course.
• 26:16
  You sell it for $7, sell it for $5. It doesn't
• 26:20
  make a difference. But you're doing it and you're
• 26:22
  getting your name out there. Okay, so we'll circle
• 26:29
  back to the beginning. Take every opportunity
• 26:32
  to meet new people. Where do you meet new people?
• 26:34
  Kohl's. The supermarket? Are you networking?
• 26:40
  Yeah, you are. How many times have you been in
• 26:43
  line and you've heard the conversation behind
• 26:45
  you? And you're like, I really know about that.
• 26:48
  I really want to turn around. Say it. Say it
• 26:52
  to your second and turn around. Okay? If they
• 26:56
  are interested, they'll say, what do you mean
• 26:59
  by that? Okay. How about if you focus on how
• 27:03
  you can help somebody? servant's heart. Having
• 27:08
  a servant's heart. How can you help? You're going
• 27:11
  alone except for an introvert. Don't forget your
• 27:16
  business cards and you have to follow up properly.
• 27:21
  Let me tell you now, if you don't follow up properly,
• 27:25
  your mind will not even have gone to the event
• 27:27
  in the first place. When do I follow up? Well,
• 27:32
  following up is one thing. Following up correctly
• 27:35
  is different. And remember, people hate to be
• 27:41
  sold to you, but they love to buy. So no matter
• 27:45
  what you're selling, no matter what service you
• 27:48
  have, they want to buy from you. But if you go
• 27:52
  in there to try to sell them, you lost. insights
• 28:02
  today. And of course, a big shout out to you,
• 28:05
  our amazing listeners, for tuning in and spending
• 28:09
  your time with us. If you're interested in my
• 28:11
  digital courses, being coached or having me come
• 28:15
  and talk to your company, just go to Michael
• 28:18
  and fill out the request form. Remember, networking
• 28:22
  isn't about being perfect. It's about being present.
• 28:25
  So take what you've learned today, get out there
• 28:28
  and make some meaningful connections. If you've
• 28:31
  enjoyed this episode, please don't forget to
• 28:34
  subscribe. Leave us a review and share it with
• 28:37
  someone who could use a little networking inspiration.
• 28:40
  Let's keep the conversation going. You can find
• 28:43
  me on Apple, Spotify, Pandora, YouTube, or my
• 28:48
  website, foreman .com slash podcasts.