The All Aboard Newsletter

Let’s talk about networking.

Some people love it. Some people hate it. But with conference season I wanted to give you all some tactics that have served me well the last few years.

I go to 12–15 events a year. Carrier trips, marketing conferences, award shows—you name it. Over the last 3 years, I’ve easily attended 25+ events.

In 2022, I didn’t know anybody. Now when I go to events, I know most people - Thats not a brag, its the result of the interactions and relationships built over the last few years.

If you want to attend events this season and leave with actual, meaningful connections, follow these tips and you’ll see the magic happen!

Lets dive in.

On Networking Well:

If the embedded link doesn’t work, you can access the video here: Click Me

For the best experience and most information, I highly suggest you click the video!

Ground Rules to Networking

I want to get some low-hanging fruit out of the way.

A lot of being the person people want to talk to, and the person people avoid is about your general attitude and approach to new people meeting people.

Follow these rules, and you’re off to a great start.

1. Rule #1 - Leave your ego at the door.
   
   Some people think these events are about being flashy, talking about how great they are, how good they’ve done etc.
   
   They’re not. And all that ego, it actively dispels.
   
   Its ok to share numbers, book size, staff, or achievements, but don’t belabor the point. People are happy to celebrate with you, but not forever.

   Which leads to my next point…..
   

2. Rule #2 - You can learn something from everyone
   
   It doesn’t matter if someone is a 30 year veteran, or brand new.

   It doesn’t matter if someone wrote 1,000 items last month, or 100.
   
   It doesn’t matter if someone’s book is $50million or $3million.
   
   Everyone, and I repeat everyone has something to add. I sometimes cringe when people tell me about something they’re proud of and then say “well its nothing compared to X.”
   
   I only cringe because they’re devaluing their ability to contribute.
   
   We can learn from anyone and everyone so long as we’re open and curious.

   Which leads to my next point…..
   

3. Rule #3 - Ask a lot of questions
   
   The best way to show curiosity is to ask questions and take a genuine interest in getting to know people.
   
   By asking questions and being curious, not only do you learn new things, but you also become more interesting to the other person.

   To be interesting, you need to be interested.

   Which leads me to my next point….

4. Rule #4 - It can be awkward

   If you’re not actually interested in the other person, the conversations are going to feel awkward.

   Why? Because you’re filling air with questions or topics that neither person actually cares about.

   And if someone is shy or a bit introverted, all of this gets exacerbated.

   So, yes it can be awkward, but it doesn’t have to be. And if it is, well, follow the vibes. But it gets easier and easier to make fast friends the more you do it!

Ground rules help - And I’m curious if you have any of your own that you try to follow!

I’d love to hear them.

The Framework: Connectors, Mavens, and Salespeople

If you’ve ever read Malcolm Gladwell’s The Tipping Point this will probably sound familiar.

When it comes to networking, Gladwell says there are three types of people:

• Connectors 

• Mavens 

• Salespeople 

Connectors are the people who seemingly know everyone and bring people together.

Maven’s tend to have a lot of information. Sometimes they’re seen as experts with deep knowledge on a topic, and other times generalists with crazy levels of range.

Salespeople are the outgoing, persuasive people who often lobby or sell ideas.

When asked in a survey, only 20% of people (ish) said that the connector was the most valuable of the bunch.

In reality, studies show the connector is THE most valuable of the three.

Think about the people in your community that have the most authority and respect?

Chances are they’re not a salesperson or a maven, but a connector that has brought people together for the last few decades.

When going to events, conferences, etc - Focus on being a connector.

The reality is that most of us are some combination of the three. But for a few days at a time while traveling for work do this:

- Learn about people
- Ask questions
- Introduce them to people they should know.

Do that, and watch how many doors open for YOU.

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6 Tips to Build Trust and Meet Others

Its time for the tactics and the tips. So, I won’t drone on here and I’ll get right into em!

1.) 7-11-4

Remember the 7-11-4 rule. I talked about it a few issues back on Audience Building and it basically says that for someone to feel like they know you they need:

• 7 Hours of Interaction with you

• Across 11 touchpoints

• In 4 locations (in-person, video call, social, etc)

2.) Be a giver

Don’t gatekeep! If you can help someone by sharing some advice, a tactic, a loss, or introduce them to someone else, do it!

We should all aim to give more than we take.

New people should be takers because they’re just trying to survive. We’ve all been there, so lets help them out.

3.) Add Value

This is very similar to #2 but slightly different.

The key here is to be useful and be helpful. That might mean giving someone some of your time, knowledge, and expertise. That could also be helping someone break down their booth or carry things to their car.

These can be small and simple things like inviting someone int your group or asking a thoughtful question in a Q/A.

4.) See someone alone? Grab em!

We all know what its like to be at an event where you don’t really know anybody.

There is not much to this - If you see someone alone, grab em, introduce yourself, and introduce them to some people! Some people just need a little nudge and some momentum.

5.) Follow-Up

Meet someone new?

Have an interesting question?

Offer to send someone some resources?

Follow Up! I often keep a handful of business cards and/or notes in my phone of the people I met and what we talked about. Then once I’m back, I’ll shoot them a text, email, or social message letting them know how great it was to catch up.

Its a way to solidify a new relationship!

6.) Support people online!

We tend to see the same few hundred people at events every year.

These are usually the people showing up in the online communities as well. Add them on socials!

Not only does it help you stay in touch, but more and more people are building their personal brands too!

Support them! Like, Comment, Share, etc.

Closing

It’s easy to treat a conference like a one-and-done. And lets face it, some are going to be a big bust.

I’ve met some of the coolest people I know at conferences and they’ve turned into some of my longest relationships.

They are what you make them!

Hope I see you out there - If we cross paths and we’ve never met, please introduce yourself! I’d love to meet you!

Until next week, cheers!

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As always - Thank you for the support! I’m looking forward to bringing you insights, ideas, and actionable strategies multiple times per month! If you enjoyed this newsletter or it gave you value, please consider sharing it with a friend!