Effortless Networking

“[My biggest networking challenge is] starting! I think not having a good ice breaker outside of “Hello, my name is…” gets pretty boring and routine. Also how do I make an impression that leads to a sincere building professional relationship?”

Last week I wrote about what it takes to easily start conversations with anyone.

This week let’s consider how to make an initial impression that paves the way to building a long-term, sincere professional relationship.

Here’s the “secret”:

• first discover a shared interest
• then agree that you do in fact have this common interest.

After all, what would be the foundation or basis for the relationship, if you didn’t have any common interests?

So when you think you might want to build a strong professional relationship with someone, start by considering these questions:

1. Why do you want to build a professional relationship with this person?
2. Why might the other person want to build a relationship with you?
3. How did you come to this conclusion? Based on what?

Your responses to these questions will help you engage in a productive conversation with this person on this topic.

You’ll be able to better explain to the other person why you’re interested in building a long-term working relationship. This helps the other person get a clearer sense of where you’re coming from.

You’ll also be able to talk about why the other person may want to consider such a relationship as well. Who knows? You might even bring up things he or she had not considered.

And if you are sincere about what you’re saying, your sincerity will naturally come through.

Try it. See how it works out for you.

(FYI, more on this topic is covered in module 3 of the Effortless Networking home-study program. To find out how to get a complimentary copy of this program, click here.)

“[My biggest networking challenge is] starting conversations with all levels of people, from Ministers, Chief Executives down.”

I recently had a conversation with someone about exactly this topic!

She said she felt intimidated talking with people more knowledgeable than her.

But in social situations, she didn’t have a problem starting conversations with people.

“What’s the difference?” I asked.

It turns out that in social contexts, this person starts talking with people about topics that are of interest to her.

In this case, it doesn’t matter if the other person is more knowledgeable about it or not. In fact, more knowledgeable is probably better, since she is curious about the topic and wants to know more!

In business contexts, she assumes that the topic of conversation must be business related.

And often, she is among people who are specialists or experts in their field. Given her assumption that she must talk about work-related stuff, she feels tongue-tied.

After all, what could she possibly say to a lawyer about law that won’t make her look and feel inadequate?

So I asked her, “How did you come up with this assumption that you should only talk about business related stuff in business contexts? And is it valid?”

She looked at me for a while. Then she sat back, looking relieved!

If starting conversations with people is a challenge for you, what assumptions are you making about such conversations?

More on this topic is covered in module 2 of the Effortless Networking home-study program. To find out how to get a complimentary copy of this program, click here.

Many people attend business networking events or join leads groups without doing much research.

If you did, here is what you might find:

“[My biggest networking challenge is] finding an appropriate networking group. Most groups are comprised of businesses with annual revenue of less than $1M. We really have nothing to offer businesses of this size.”

Or your experience may be this:

“I cannot find a networking group to attend. I am a single mom, I have my own business in the financial industry and I would lile to take my business to the next level. Morning events do not work I take my daughter to school and I am out doing appointments in the evening. I am also looking for a networking group in the Htfd area of CT that does not have many financial professional members already. What do you suggest?”

My response: If you can’t find a group that fits your needs, create one!

I recently wrote about someone who created her own group, and is already reaping the results. Click here to read that story.

If you custom-design a networking group built around the shared objectives of the group members, the return on your investment (of time, energy and money) will be well worth it.

For instructions on how to create your own group, click here.

Important note: to get good returns from networking groups, you do need to invest your time, energy and usually money as well.

If you can’t or aren’t willing to do this, there are alternatives. Click here to read about some of these other options.

I found out about VersaScapes Inc. from one of their past clients. We hired them to make our front yard presentable — which they did.

And when I found out that Jeremy Poague, owner of VersaScapes, gets most of his clients through referrals, I had to interview him! Here’s what Jeremy has to say.

(By the way, if you’re in the Lancaster, PA area and want any hardscaping services, call Jeremy at 717-799-4314 or email him. He’s great!)

How do you find new clients?

Among other things, I truly believe in doing quality work and having good customer relationships. The better value I can provide, the better chances I have for referrals.

I am always looking for ways to improve the uniqueness of my work and to improve efficiency of my work.

With that being said, word of mouth has gotten me where I am today. While I was in high School, many saw that I did good work for an affordable price and the word passed quickly.

I rarely use fliers and stick mostly to business cards and more recently yard signs.

How would you describe your business?

VersaScapes Inc. was officially created at the beginning of 2006 with the intent to provide a wide variety of services, including the seasonal maintenance of a property, adding new garden additions and new looks, fencing, decks, water features, and most importantly emphasizing on hardscaping.

Many people do not understand the term hardscaping.

I often refer to this as outdoor living since hardscaping can really add to the life of a property and enhance the appeal of an environment for people to enjoy. Hardscaping comes in the form of patios, walkways, retaining or garden walls, rock formations, fire pits, and much, much more.

I haven’t personally had the opportunity to do this, but I once saw a doghouse built out of wall blocks, which was very neat and pretty detailed. The options with hardscaping are almost unlimited. With a little bit of creativity, it can be viewed as a form of art.

What separates me from competition is the need for perfection, or close to it for that matter. I really want the customer to believe they are getting great value from my service. Many others will claims this as well, but if I were to take pictures of some of my competitors work and compare it to mine people would see a big difference.

One of the differences in hardscaping is that I expect my work to look the same as when I installed it, many years down the road.

Most people are deterred from having a paver patio or walkway installed because they have seen what they look like in 2-3 years. The type of clients I prefer to deal with are those who are serious and truly care about there property, someone who I can prove to that they will be making a good investment and are truly going to receive good value.

I often get a lot of people who are looking for the cheapest guy on the block. I believe that you get what you pay for. I am not saying that I am the get rich quick type. I believe you must work hard to reach your goals. I have low overhead, which helps keep the price desirable, but at the same time I have done research on what the competition charges, so I make sure I give more for less. That doesn’t mean I am the lowest priced. I would prefer to say that I am middle priced, but provide above average value.

What do you do to encourage referrals?

Each season poses different obstacles. Each season has a time where business slows. I naturally push for referrals during those periods.

Once a client gets to know me, they will discover that when they give me referrals there can be great benefits.

Each and every referral must be treated independently since some jobs pay better than others. In some cases I send gift cards and other times I discount a clients next bill in order to show appreciation.

How did you get started with your business?

When I was about 5 years old my father started a business in the nursery, landscaping, and lawn maintenance business. He had many large contracts with industrial parks, commercial plazas, apartment complexes, and some residential. We had a large variety of services that we provided.

I grew up learning much about many aspects of the business. I was no older than 6 when he turned me loose on a decent sized John Deere riding mower. [When I was older] I answered the phones and took orders on a regular basis.

When I was only in the 11th grade, a friend and I decided to do something similar to what my dad was doing. (My dad’s health had taken a toll on him and had decided to take a break from it all. Once this happened [his business] ceased to exist.)

By the use of fliers, made on the home computer with poor resolution printing, we managed to get a few jobs. My short term partner soon realized this isn’t his niche. I was on my own before graduation.

A bit about Jeremy

Jeremy and family

I am 25 now and it has only been 7.5 years since I started landscaping as my own boss. However, only 2 of the most recent years have I been full-time. I have a hardworking wife of 3 years (who had to endure me being in Iraq for approximately 7 months), 2 dogs, and 2 cats. My wife and I had been together pretty much since the 7th grade, nearly 12 years. Currently we have no kids but one day hope to have 2.

From the time I was 15, I worked as a reptile rep at That Fish Place, I have been a cook and a server at Ruby Tuesdays, a United States Marine (Veteran of OIF II and still currently in the reserves), a business admin student at HACC, and a steel worker at G/S/M Industrial Inc. I am just a few credits away from having an Associates Degree.

I have many talents and hobbies in many other areas, not just landscaping. As a kid played many team sports, including soccer, track and field, and some baseball and football. I haven’t played team sports in awhile but currently am a volunteer coach for the Under-14 Girls soccer team in Lititz.