Jan Vermeiren is thé expert in Belgium and the rest of Europe when it comes down to networking and referrals. He is the founder of Networking Coach. Jan and his team not only provide (key note) presentations, training courses and personal coaching about networking and referrals, but also advices organisations how to stimulate networking at their own events and how to integrate networking in their sales and recruitment strategy. Jan is the author of the networking books “Let’s Connect!” and “How to REALLY use LinkedIn?”, the networking CD “Let’s Connect at an event!, and the “Everlasting Referrals Home Study Course”. You can read more at his blog The Networking Coaches Opinion.
1. How do you define "business networking?"
Business networking is building and maintaining contacts in a professional setting.
2. How did you brand yourself as a "networking authority?"
The focus of my company, Networking Coach, is only on networking and referrals. We don’t do anything else. This means more time to go deeper (so we automatically became experts) and also are perceived as the company to go to when it comes to networking and referrals.
Next to that I have also written a book about networking Let’s Connect, a CD Let’s Connect at an Event and the Everlasting Referrals Home Study Course. This all helps to create visibility and credibility. More books on different aspects of networking are on their way.
3. What are some of the strategies that you have used to build up your own network?
• Set a goal where I wanted (and want) to go with the company.
• See who are the people in the best position to help us to achieve those goals.
• Go to the places where they come: networking events, groups on online networking websites.
In addition to that, build contacts with the media of our target markets.
Being a speaker also helps to build a network fast. Of course, this doesn’t happen overnight. Choosing a niche market or specific topic makes it all so much easier.
And always keep in mind:
1) Networking is a long term strategy that might pay off in the short run (and many times does). If you reverse it (short term strategy) then it might lead to a few small things in the short run, but you have to keep on putting lots of efforts and time.
2) Networking attitude (my definition): sharing information in a proactive and reactive way without expecting in return immediately. This is crucial to building relationships.
4. How can someone leverage networking to stay relevant during challenging economic times?
Everybody has a network. Only few people deal with it in a conscious way. If you stay in touch with them, they will remember you better.
A crucial element is that networking is NOT selling. And even more importantly is that the real power of the network is in the second degree. This means in practice that it is our job to keep our network informed of what we do and can do for our customers. This means educating our network (our first degree) so they can tell their network about us (second degree).
If you really want to be successful in the short run with this, ask for introductions or referrals.
5. What networking strategies do you recommend to find a job?
1) Define what you want (seems very logical, but I had at least 3 people recently who were vague, so I couldn’t help them despite my large network)
2) Think about who are the people in the best position to help you find this job.
3) Use LinkedIn to find people who work for the company you want to work for. Or people with a similar function. Ask for an introduction to them via a mutual contact.
4) Contact the people from step 2 and 3 and ask them for ADVICE, not for a job. This brings a totally different energy to the conversation which leads to much more help from their part (and maybe even a job)
You might also choose the shortcut: step 1 and then find the recruiter for that company on LinkedIn. However when you make more time to talk with different people chances are you might find a better job than you ever would have imagined.
6. How have you benefited professionally from networking?
Finding prospects, suppliers and freelancers that work for us. Everything becomes easier when tapping into the power of a network.
The hardest part for most businesses is to attract customers. We haven’t had time to contact potential customers ourselves after two years in business. Our network has been “supplying” them since then.
7. How have you benefited personally from networking?
My cousin introduced me to my current girlfriend.
8. How have others benefited from your network and/or expertise?
People who attend our training courses or presentations or who use our material (book, CD, Home Study Course) have become more aware of the power of networking and simple, but effective strategies to tap into it. Personally I make connections between people wherever I can.
As a result, many people have found suppliers, partners, jobs, customers, employees and expertise.
9. What is one of the lesser-known secrets to effective networking?
Two fundamentals:
1) Networking is not selling. It is about building relationships without expecting anything immediately in return.
2) The real power of the network is in the second degree. Especially for people who are in sales or are looking for a new job, this is crucial. What I always suggest people to do is: “Assume that everybody you meet will never become a customer or hire you, BUT also assume that they know someone who will.” The consequence is that people are more relaxed (the selling pressure is out of the conversation) and they can focus on “educating” their network so it can spread the word for them.
10. Please share a successful networking story.
Where to start?
Let’s pick one from a sales point of view. For me, it illustrates the point how networking makes business so much easier.
A few years ago, I was a speaker at the YEE Regatta (sailing trip). One of the participants on another boat was Vincent De Waele from Mobistar (the second largest mobile telephone operator in Belgium). On two evenings, we talked and I shared some networking insights and tips with him. After the Regatta, we didn’t have much contact anymore until we saw each other again at a networking event on the last Tuesday of June 2006. During our talk, Vincent suddenly said: “Did you know that I’m one of your biggest fans?” I was kind of surprised, so I asked him: “What do you mean?” “I have already bought more than 10 copies of your book Let’s Connect to give to people from my department.” Vincent replied. “And the reason is that internal networking (networking inside their company) is so important to get projects done and for their careers.” Of course I was flattered by the compliment and when I told Vincent that he started summing up more of the reasons why networking is so important. Triggered by this I asked him: “Vincent, if networking is really so important for Mobistar, could you do Mobistar and me a favor?” “Of course” he replied. “Could you then connect the training manager and me to each other, by introducing us to each other in one email?” I asked him. Vincent replied: “That’s a good idea. I will do that.” Two days later, on Thursday, he sent the e-mail. On Friday morning, I got a phone call from Ann Rutten, the training manager, asking if we could have a meeting. On Monday, we had the meeting. On Tuesday, we agreed on the proposal for a training program and since October 2006, we are giving networking training courses for them.
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