Effective Networking: What’s Love Got to Do With It?

February 13, 2018February 12, 2024Wendy Terwelp Leave a comment

Tina Turner asked a great question, one to think about when choosing a new networking group or eliminating one from your current dance card.

Before joining a group, consider why you want to join. Is the purpose for business development? Professional development? Social?

And review the organizations you’re already involved in. Are you involved with a group because it’s fun or because its members generate business for you? Maybe a little of both.

If you’re focused on business development, have you looked at your personal referrals versus sales results from each of your networking memberships? You’ve only got so much time. Review your networking plan often. What’s working? What’s not? Who is sending you the most and/or best business? Show them some love and reward them.

Which business networking groups are producing revenue for you and which are not? How much time does membership in each group take? How often do they meet? How big is your personal commitment? If a group is not working for you, it’s OK to cancel your membership. However, it’s not OK to break ties with those members you enjoy most. Keep the love alive by regularly staying in touch. Personally, I find LinkedIn notifications a handy tool to keep up to date on what’s happening with those in my network. You can send a quick note, pick up the phone or schedule an in-person get together to hear the latest.

Does the group you’ve joined offer some great dance partners? People with whom you can create strategic alliances and refer business? Then it’s a keeper.

Having a hard time deciding which group to dump? Could be love. If you’re in a group just to have fun or brainstorm ideas, that’s OK. Know that “fun” is the purpose of this group. Don’t expect new business from it or get resentful when members don’t send referrals your way.

Review all your networking organizations and your individual connections. Identify your key contacts and how you plan to reach out to them at least 10 to 14 times per 12-month period. Emails, phone calls, and cards count as reaching out. Lesser contacts can be communicated with three to five times per 12-month period, according to marketing expert, Dan Kennedy.

And finally, if you’re staring at a business card like a phone number on an old paper napkin and you can’t remember who the person is, that person is no longer a viable contact. Remove them from your networking dance card. No love lost there.

Wendy Terwelp is a recognized expert on networking, both online and off. Her networking and career advice is quoted in The Wall Street Journal, The Washington Post, The Chicago Tribune, The Philadelphia Inquirer, Fast Company, Inc., More, The Business Journal, Careerbuilders.com, Monster.com, NBC, ABC, FOX, and other media. Wendy works with organizations and leaders who want to rock their networks internally and externally to close more deals, improve employee engagement, and increase brand awareness. Book her for your next event: https://www.knocks.com/speaking/

Networking Got You Spooked?

October 31, 2017October 31, 2024Wendy Terwelp 1 Comment

Have you seen this Ghost at your networking event?

Do you break into a cold sweat at the mere thought of attending a networking event?

Have you been left in the shadows, ghosted by those you hoped to connect with?

Are you haunted by the possibility of running into creepy characters like these lurking at your next networking gathering?

Here’s how to spot them and what to say with phrases that slay:

The Vampire: Charms all the contacts and advice right out of you – for free – providing no reciprocation.

Slayer: No pointy stick is needed. Instead, try this phrase: “Vlad, it’s a real pleasure meeting you. Let’s schedule a call to discuss what you’re looking for and how we can work together. What’s your email so I can send you my calendar link and you can book a call?”

The Zombie: This person doesn’t eat brains but wants to pick your brain. For free. “C’mon. Let’s go for coffee,” they say. And they keep returning for more free advice while you haven’t earned a dime.

Slayer: Neutralize the brain-picking requests with this killer phrasing, “Zelda, thanks so much for your request. I’d love to work with you. Let me send my scheduling link, and we can discuss your situation over the phone. That saves us both travel time and maximizes our time on the call.

At the end of our call, I’ll recommend the services that best address your situation and will help turn things around fast.”

Or “Thanks for asking, I’ve got a great blog post on that exact topic. What’s your email? I’ll send you the link.”

The Werewolf: His hair is perfect. You have a nice conversation. You exchange business cards.

The next day, you find you’re subscribed to his newsletter and have received several sales pitches from him via all your social media accounts.

Slayer: Your silver bullet: Unsubscribe. And block, if necessary. Sure, you can try to educate Warren on proper social media etiquette, but chances are this Werewolf has bitten before and likely won’t change.

The Mummy: This person is wrapped up in themselves and their department. They don’t want to share information for fear of being exposed and losing their job, client, or whatever else they deem most valuable. (Maybe it’s a red Swingline stapler.)

Slayer: You understand. You can build trust by reassuring Mummy that sharing a little piece of advice won’t jeopardize their career. Instead, it may be a career boost because they’ll have a new ally in another department. They can build on this connection, create cross-functional inroads, and get their job done faster. And you benefit because you’ve got fresh eyes on your work situation from an expert with a long history at the organization.

The Ghost: You were having a great conversation. You turn around and poof. They’ve vanished. No exit conversation. No, “Let’s get a call on the calendar.” And no contact info. They’ve simply vanished. “Who was that person? Why did they leave? What did I do?” you ask yourself.

Slayer: It might not be about you. It may be the Ghost’s modus operandi because they hate networking events. If, however, it is you, examine the conversation. Might you have accidentally shown a few symptoms from the Mummy, Werewolf, Zombie, or Vampire? If so, work on improving your networking prowess. Focus on building a business relationship and friendship before asking for a favor.

Before your next event, identify ways to help your network, such as making a personal introduction or sending a helpful link or resource.

Providing value first helps your network thrive, and you survive.

I know you’ll slay it at your next event.

Drop your networking horror—or slaying—story in the comments.

Wendy Terwelp is an award-winning career expert and personal branding strategist who empowers leaders, directors, and high potentials to win promotions, salary increases, and new gigs. A sought-after speaker, Wendy works with organizations who want to smash silos, increase employee engagement, and eliminate people headaches. Book her for your next event: http://www.knocks.com/speaking/

Who needs to know about you?

June 14, 2016June 13, 2016Wendy Terwelp 1 Comment

“You are the average of the five people you spend the most time with,” Jim Rohn

As the author of “Rock Your Network®,” I’m often asked about how to network, how to network while working (aka no time to network), and who should be in your network.

Where do you begin? Begin with your career goals.

Are you looking for a promotion? New business? More clients? Colleagues and peers to brainstorm ideas?

Knowing your goals will help you determine who needs to be in your network. And who you may need to prune. There are now five generations in the workplace with the arrival of Generation Z. Therefore, it’s good to diversify your network across generations for lasting career management.

When one of my clients was in the market for a new gig, he tapped his college alumni – those who graduated 10 years ahead of him and those who graduated 10 years after him. This led to several opportunities. And, after he landed his new gig, he maintained those connections throughout his career, rising to his current role: vice president of business development.

Your networking criteria will help you save time because you’ll focus on only those areas relevant to your goals. And you can use your networking criteria online or off. For example, I list my personal criteria for connecting on LinkedIn in my profile under “Advice for contacting Wendy.” In my case, I accept invitations from people I know, met personally or know through another connection I respect.

As your career evolves over time,. your networking criteria evolves with it.

Be sure to nurture your network by regularly communicating with people, providing resources and assistance when they need it. Networking is a two-way street. You’ve got to fuel your network to fire it up!

Coaching Challenge: Write down your own criteria for adding people to your online and offline networks based on your career goals.

Need help with your networking efforts? Check out my networking programs here, including LinkedIn networking.

What Career Success Really Looks Like

June 3, 2016October 5, 2021Wendy Terwelp 2 Comments

In today’s world of work, the only guarantee is CHANGE.

The old days of staying with one company for decades, working hard, and waiting to get recognized and promoted are gone. Senior leaders have more and more responsibilities – and more and more people reporting to them. They can’t possibly track all the fantastic things you do.

Now more than ever, it’s important to take control of your career in order to reach your goals.

Don’t wait for someone to promote you, give you assignments or choose you. Promote yourself through your work ethic, visibility, project contributions, follow through, internal and external networks, and continuing training. Set meetings with your boss to keep them abreast of your contributions and value to the organization.

According to data from a survey by CEB, a management research firm, 6% of Fortune 500 companies have stopped using annual performance reviews and forced rankings in favor of ongoing feedback. In 2015, Deloitte and Accenture also dropped performance reviews in favor of ongoing feedback. This is a trend going forward. Business researcher Josh Bersin estimates that about 70% of multinational companies are moving toward this model, even if they haven’t arrived quite yet.

The Bureau of Labor and Statistics shows the average person changes jobs 12.4 times during his/her lifetime via 2021 report. Career changes ranged from 3 to 7 depending on the survey.

Now more than ever it is mission critical to take an active role in managing your career and personal brand.

Coaching Challenge: Track your hits. Set a meeting with your boss. Communicate your value. You got this!

Revealing Your Personal Power in the Workplace

January 1, 2016August 13, 2025Wendy Terwelp 4 Comments

Have you ever had promotion envy?

John got the promotion and the raise. You didn’t.

You work just as hard, if not harder. You have similar qualifications and training. You both worked on some of the same projects.

What the?

You may be a best-kept secret — to those who need to know more about you.

Discover these strategies to cultivate and demonstrate your personal power in the workplace:

1. Brand-Building Treasure Hunt:

You need to understand how you’re perceived in the workplace so that you can capitalize on the positive, identify the gaps, and improve your visibility.

Ask 5 people you trust to tell you what they think your three greatest professional strengths are, and then ask them what three to five words come to mind when they think of you.
Choose One Word that best represents you and create a story that demonstrates one of your greatest strengths using this word. This can become a powerful networking tool for you.

2. Develop a “Me File”

If you’re employed, track your achievements, kudos from your superiors, projects you’ve worked on, ideas you’ve brought to fruition, programs you’re proud of, employees you’ve developed into leadership roles, and more. This will aid you’re next performance evaluation, next promotion, or next career.
If you’re not currently employed and want to return to the workforce, track your volunteer achievements, leadership roles, fundraising events, and related activities. These can turn into valuable, marketable skills for your job search.

3. Get Paid What You’re Worth

Do your homework on your company.
Find out about your company’s competition.
Keep track of your achievements, projects, and other “outside the scope” of your job activity.
When documenting, be specific. List quantifiable results.
When the performance review is set, let your boss talk first.
Present your case diplomatically.
Don’t take maybe for an answer.
When given a time/date for the raise or “consideration” to kick in, follow up.

4. Acknowledge co-workers, customers, and others positively for their contributions.

Go deeper with your compliment, instead of “Great job!” Try, “Your enthusiasm and proactive solutions will be an excellent contribution to our project.”

5. Have solutions prepared BEFORE you talk to your boss about a problem.

6. In staff meetings, actively participate, take notes, listen closely, provide ideas or solutions, and ask questions. Be visible.

7. Build your personal brand and your internal networks.

Who needs to know about you? Communicate your value in a positive, authentic way.

8. Smile when you speak on the telephone so the caller can hear the enthusiasm in your voice.

9. Dress professionally and carry yourself with confidence. Even when working remotely!

10. Develop your own personal sound bite (a 30-second commercial about yourself and/or your business) to use when meeting new people or at networking events, conferences, or other social gatherings where people ask, “So, what do you do?”

11. Always communicate positively, powerfully, clearly, and concisely.

Rock Your Career®

Are you ready for your next big gig?®

Rock Your Network

Revealing Your Personal Power in the Workplace