Law 3

Conceal your Intentions

I try  to get out and network with other business people as much as often, it helps to maintain a good amount of business from referrals. Networking takes place at conventions, happy hours (local establishments), networking websites and just about any where people meet. Networking and sharing ideas is critical to build long term success with any size company.

That being said, while networking and sharing, be selective about what you share with those you network with. Don’t be an open book.

• Try to stage conversations so that you are doing more listening than talking.

- This is a good practice for most situations. You learn so much more by listening than you do talking. When you listen and encourage others to talk, you often get a lot more insight and information about the person or their business. Ask relevant and intelligent questions to frame the discussion. Ask follow up questions when you seem to hit a topic that the person your speaking with gets excited about or has a lot to say.

Caution: don’t turn your conversation into an interview. Your questions should be timely and sprinkled between a few statements of your own.

• Give as little detail as possible about you and your business.

- For example, there is no need for you to divulge the new marketing strategy (in detail), to some one your networking with. Especially if it is successful and is still being implemented. Answer questions truthfully, but never give more information than what is asked of you and be careful how much detail you provide. People in business are starving for new ideas and strategies, they will listen to you, smile and run to their office and implement your strategy… even if they are not your competition. Nothing is worse than having your idea used by some one else and they do it better than you!! Be careful how much you say.

• Appear to be very interested in the person(s) your speaking with.

-People love to talk when they feel like they have command of the audience. Play to that human tendency. You must appear interested in what some one is saying, while networking with others. Avoid letting your attention fade. Don’t start looking around, keep your eye contact and focus on the person with whom your speaking. Use physical cues, to indicate that you are listening and understanding (ex. head nods, inquisitive facial expressions, ‘ah ha’ looks).

• Suggestions should be limited to things that are mutually beneficial, but more beneficial to you.

-If you want to make some suggestions, suggest things that will also benefit you as well.  No need to make suggestions that won’t help you as well. If you suggest a business practice, think of a way that you can gain from it as well, before you open your mouth. Your suggestions must seem genuine, if it is noticed that you are only out for ‘self’, you may loose the contact. With that in mind, suggest things that can help the person your talking with, but it should benefit you as well and it is better is your benefit from the situation is unnoticeable!!!!

• Control your ego.

-People love to talk about how great things are. We all get the urge to tell of how successful we are and how well business is going. That is wonderful in the right setting. Save the bragging for some other time; when networking, present a humbleness and earnest willingness to learn. People are turned off by some one that is overly braggadocios and you never know, the person to whom your speaking may be exaggerating about how well they are doing and your bragging only makes them keep the conversation very brief.

Humility is breeds comfort for other people…. make them feel comfortable and let them get cocky and tell all their business!!!

Other Networking Tips:

-If you can hold your liquor or control yourself after liquor…. DON’T Drink…. you will tell all your secrets if your too inebriated.

-Always have business cards; that way they take a piece of your business with them.

-Don’t overstate your capability; supposed you are asked to perform to the level of your talk… you look bad if you have to back-peddle from your claim.

- Follow up when you say you will get back in touch with some one you networked with… make a reputation for being a person of your word.