It is my please to share with you my second interview of Lillian Bjorseth, Founder of Duoforce Enterprises, Inc. and author of Breakthrough Networking. Lillian is also my partner in the Greater Chicago Networking Extravagana. You can read my prior interview here.
1. How do you define "business networking?"
I define business networking as an active, dynamic process that links people into mutually beneficial relationships to build a new kind of wealth: social capital.
2. How did you brand yourself as a "networking authority?"
I began branding myself as a networking authority when I started Better Business Contacts, a business leads organization in the Chicago area in 1991. I owned it for 10 years before I sold it to BNI. Simultaneously, I also started speaking and training on relationship building and communication skills nationwide. Then I wrote Breakthrough Networking: Building Relationships That Last, which I just revised and printed the third edition. Further, I’ve had a website on the above topics since 1995. Interestingly, only 3 percent of businesses had websites back then. Lastly, the event we co-host, the Greater Chicago Networking Extravaganza, continues to brand us as networking aficionados.
3. What elements of networking have you mastered?
My belief in starting relationships is face to face and my belief is to network strategically. You have to do all three parts at an event: before, during, and after.
4. What are some of the strategies that you have used to build up your own network?
Number one, I believe to build your network you have to build integrity. By integrity, I mean that you have to do what you say you will do. Another one is giving before you get. I don’t keep track to whom I helped but it always comes back. A third strategy, which is more practical, I have joined committees and chaired committees. This is a way to get known through exposure. Also, I have used talks as marketing tools. I always make sure that the audience is people who could be potential clients.
5. How can someone leverage networking to stay relevant during challenging economic times?
The key is network consistency. Don’t quit networking when you find a job. The reason that you have to network consistency is what I call “a pocketful of good relationships”. Relationships are built on trust, which take time to develop. If you just start networking after you lose a job, then you will have to play catch up. However, you can’t speed up trust. Building relationships is hard work. It takes time, care, and commitment.
6. What networking strategies do you recommend to find a job?
Join job clubs for people who are out of work. You need to build a relationship with people who are out of work as your support group. You need to look at AIRS (advice, information, recommendation or referrals, and support). Your family can’t be your support network. You need people to interact with other than your family to commensurate.
7. How have you benefited professionally from networking?
It has helped me grow two businesses. It remains my number one source for business.
8. How have you benefited personally from networking?
Networking helped me find jobs in my corporate career and has been the vehicle for me to make a good living since I struck out on my own. Plus, the idea of helping others build a new kind of wealth - social capital – is what makes me want to rise early and work late. I’m passionate about it.
9. How have others benefited from your network and/or expertise?
As a nationwide speaker and trainer, I have helped tens of thousands of people build relationships from one on one to hundreds at a time.
10. What is one of the lesser-known secrets to effective networking?
You have to build integrity and do what you say you will do. Don’t keep track of who you help. Give before you get. Most people do not know that to be effective you have to network strategically, i.e. they don’t take time to create a relationship-building plan. They often attend events that don’t focus on their target markets, hence, my program “To Catch Trout, Don’t Fish in a Catfish Pond.” Secondly, I know that large companies have not yet to embrace the relationship-building concepts that small businesses have long used successfully. Colleges and universities need to teach these skills so that people are prepared and have the knowledge to build relationships after they graduate. I feel so strongly about it that I have written a five-part online series of courses on relationship building that will be marketed to community colleges, among others, by the company with which I am working. I also plan to target chambers and corporations. My goal is to help more and more people build a network of “knob turners”!
11. Please share a successful networking story.
I got my jobs in public relations at Nicor Gas, Illinois’ largest gas utility, through one phone call and at AT&T through a few phone calls. It was that easy because I had met my “new bosses” through my involvement in a local, well-respected public relations organization. We had built relationships without having previously discussed employment. My initial call to both of them was to ask if they would share my resume with their colleagues. Ironically, each of them had just gotten an opening in his department when I called.
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