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Harried Networker
Key phrase: I'm too busy to network!
Their motivation is to meet deadlines from work, and to avoid collecting
more commitments.
Harried Networkers never have enough time to network effectively.
They often have overstuffed briefcases with projects from work,
a ringing cell phone and a never-ending list of things to do. They
can find it hard to concentrate at conferences because the breaks
are the only time they have to get caught up or return phone calls.
They sometimes have to eat in their hotel rooms to catch up on work.
Sometimes they have to take calls during networking events because
there just aren't enough hours in the day to get everything done.
Networking events place added pressure on limited time resources.
Harried Networkers may find themselves arriving late and leaving
early at networking events. They go because they know it's important,
but work is important, too. At least they've shown up, although
they might have to take or make a call or two while they're at the
event.
The reality for Harried Networkers is that it's hard for them to
maximize the networking opportunities they have. There's too much
to be done, and too many demands on their time. Conferences are
often one of the few times they can find quiet time to get caught
up, even though they may be passing up potentially key relationships
downstairs at the evening mixer and awards dinner.
For a Harried Networker, there may be several things going on.
True, they may be taking on too much at the office or need a little
help with time management. But there may be something else at work.
Perhaps they genuinely enjoy networking but end every event with
a handful of business cards and that many more things on your to-do
list. Networking is supposed to build relationships, but it seems
that everyone wants to sell something instead of get to know them.
Better to get work done than to suffer through an evening of sales
calls masquerading as a networking event.
If you're finding yourself saying "I'm just too busy"
to go to an event, perhaps it's time to consider some options.
1. Learn how to say no gracefully! When someone starts
to turn an initial conversation into a sales call, shift the conversation
back to the person. Tell them you'd rather learn more about them
personally first than discuss business, and put their business
card aside. Move the conversation where you want it to go when
you don't like its direction.
2. Don't give or accept business cards first. That inevitably
leads to a business or sales discussion instead of a conversation
that allows you to discover each other. If someone hands you a
card at the outset, look at it politely but say, "Thanks.
I'd actually rather talk with you about who you are first, not
what you do. Let's come back to that later."
3. Practice gracious departures. When someone is pressuring
you or won't let you leave easily, learn how to move on. Always
do this graciously, never promise anything you don't intend to
do later, and leave them feeling good about having talked to you.
The Perpetual Office
Darren L. arrives at his annual sales convention with an armload
of work from the office and a list of sales calls to make while
he's in town. During the opening networking session, he stays
in his hotel room to make calls to schedule the meetings after
the conference is over. He gets into a few conversations that
last longer than he'd planned, and by the time he's done, the
networking event is over. He knows he should have shown up;
there are at least three people there he knows he needs to meet,
but he always ends up talking to people he's not interested
in.
Early the next morning, when the alarm bell rings, Darren
orders room service and works on his laptop until the first
conference session starts. He feels he can skip the networking
time at breakfast since everyone will be there at lunch anyway,
and he'll find those three people he needs to meet. Scurrying
downstairs, he barely makes it to the session as it starts
and has to sit in the back rows with other stragglers.
Darren's cell phone rings right at the break and he dashes
down the hallway to answer it. It's a client, and the call
lasts well into the next session. By lunchtime, Darren has
no one to sit with, and, feeling uncomfortable looking for
a table, he returns to his room to work on his reports. The
whole conference continues along this vein.
What Darren can do:
Darren needs to clear his briefcase before he goes to the
conference and set up his local sales calls well before he's
on the plane. By setting networking time as a priority, Darren
would immediately attend the evening mixer, find his three
contacts and meet with them before the conference even starts.
By getting to the breakfast, he can find people with whom
to have lunch. By doing these things in advance, he allows
himself the chance to connect with key people who might have
an influence on his success. When he does go to events, he
simply needs to learn how to say graciously to someone that
there is another person he came to meet, thank them for their
time and move on. This way he's not trapped in conversations
he doesn't want to continue. Darren's life would also be a
lot less hectic with a few well-placed advance phone calls
to those key contacts to establish a meeting time. Finally,
he needs to leave his cell phone in his room. He can plan
a few minutes' phone time during the day but he doesn't have
to be a slave to each incoming call. This allows him to be
fully present, and network!
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