Business Networking, Sales and Marketing for Introverts (Updated for COVID-19) | Robert G | Skillshare

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Business Networking, Sales and Marketing for Introverts (Updated for COVID-19)

teacher avatar Robert G, Translator/Freelancer/Traveler

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Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

22 Lessons (1h 21m)
    • 1. Introduction

    • 2. Which Events?

    • 3. Which Events (Non professional)?

    • 4. What should I prepare Beforehand?

    • 5. Leading vs Lagging Indicators

    • 6. Set a Goal for the Event

    • 7. You're at the Event, Now what?

    • 8. You're at the Event, now what (2)?

    • 9. You're at the event, now what (Speaker event)?

    • 10. Yes but how do I talk to people?

    • 11. Yes but how to I talk to people? (2)

    • 12. Yes but how do I talk to people? (3)

    • 13. Ok. Event Over

    • 14. Some Bonus Tips

    • 15. I'm still feeling insecure!

    • 16. Outro - Possible future lessons

    • 17. Coronavirus Update

    • 18. Webinars

    • 19. Webinars 2

    • 20. LinkedIn

    • 21. Webinars (Extra)

    • 22. What if you say something dumb?

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About This Class

This class is for all of you who, like me, dread having to Network. Do you find excuses not to attend events? Do you find yourself making excuses for not going? Making promises to yourself that you'll go in the future? Do you tell yourself that you do enough marketing online so you don't need to worry about Face to face time? Well, then this course is for you. 

Meet Your Teacher

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Robert G



Robert is a Freelancer/Translator/Traveler/Coffee drinker.

Originally from Switzerland, he serves as Treasurer for the Carolina Association of Translators and Interpreters (CATI), is a member of the board for the Swiss Association of Charlotte, and has written books on Freelance Translation.

He has been a featured speaker at an ATA-sponsored conference, as well as the New Zealand Society of Translators and Interpreters Conference.

He worked in banking, market research, and received a Master’s degree (M.P.A.) from Cornell University in Finance. After this, he worked as a Freelance Translator and gradually set up his own Translation Agency, Lugano Translations.

His courses deal with becoming a successful freelancer, hiring freelancers ... See full profile

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1. Introduction: Hello, there. Are you a networker? Are you a connector? Do you like networking with other people? Then? This is not the course for you. If that's the case. If, on the other hand, you don't like going to networking events. You don't like constantly meeting new people. You don't like networking, connecting, and doing all that stuff. And you'll find yourself very often and making excuses not to go, then you are more like I am. And that actually means that this course is for you. So let me explain a bit about myself and where I come from. I literally set up my business so I wouldn't have to deal with other people, so I wouldn't have to network face-to-face with other people. I was a freelance translator and then I gradually built it up. So I have my small my own small agency. However, all of that was also alive, just idea with freelancers and I deal with freelancing for everything, not only for the translations but for my website design, for lead generation, for sales, for whatever might be, everything's online. I'm quite a methodical person and I tried to apply a certain methodology to networking, to all the various steps that occur with networking. And that's what I'm sharing here. What I'm going to share in this course is my experience. So stuff that I've been through and that I've seen other people do and go through for face-to-face networking, for networking at events, whether they be professional events or non-professional events. And then I'll talk in this course about what to do beforehand, how to pick what type of events to pick, know what to prefer prepared before you go to these events, how to act once you get to these events, what to talk about with people at these events, and obviously what to do after the event as well as a follow-up in this day and age, even when you do everything online like I do, it's very good to meet people face to face. So big thing about doing business online is that anyone can be aligned, anyone with an e-mail address, you know, and and so being able to meet people face to face and kinda get a feel for them face to face really helps out. So without any further ado, I'll let you get started with the course. Thanks. Bye. 2. Which Events?: So, first of all, which type of events are we talking about? By and large, the events could be divided into professional and non professional events. Professional events can also be subdivided. We'll do that later on. For now. We'll just take it in general and we'll start with professional events. And we'll talk a bit more about how to deal with professional events and what to do with them. First of all, the biggest mistake I see when people attend professional events and look to professional events to attend is that they try to find things in their own industry, and this comes natural. I'm a freelance translator, and so if I look for an event, I might want it find an event with other translators. If you're a graphic designer, maybe you are trying to find an event with other designers. Your photographer. You try to find event with other photographers, etcetera, etcetera, and this is very normal. However, I have found at least my experience to for this to be quite a big mistake because the only other people you're gonna find out these events are other people who are exactly in your shoots. And while it can be beneficial to talk to other people in your shoes and to kind of share stories. Um, which means I'm not saying necessary to neglect these, But it's very unlikely that you confined actual work, actual jobs and actual gigs or whatever might be from these events because, ah, you know the people you're dealing with our Like I said in your same shoes. And if they come across anything like this, chances are they want to take it for themselves, you know? So, um, at least in my experience fighting events in your own industry, you could do it. But it's a secondary thing because you'll run into other people who are just like you. And quite frankly, we're running to other people who are looking for jobs because if they have jobs, if they're in your industry, but they already have clients and have jobs and have things that are going on, they most likely are busy working and they're not attending these events. The main thing to do the best thing to do, I find, is to find events in your vertical. I say your vertical this this could be your specialization or, in other words, your clients industry. So once again, if you're a graphic designer, but you do a lot of graphic design for people in the I don't know the music business that you should be attending events that are in the music business that these music people go to . If you do a lot of, ah websites for real estate companies, then you need to be attending Realtor vents in real estate events. Whatever real estate agents and brokers and whatnot, whatever they go to, that's what you should be attending. For example, I do translations, but I deal mainly with legal and financial translations, so I tend to attend mainly legal or financial Ah, Event said. This means, you know, legal events, law firm events, banking events, financial institutions, economics events, etcetera, etcetera. So try to find events in your vertical find events that your potential clients, your current clients are your potential clients. Your ideal clients find the intent events that they are attending, because this way you're more likely to find clients. And let's face it, even if you attend an event of lawyers and you're the only non lawyer there which has happened to me, Um, it's a great way to kind of Stam out. And you know, people are that much more likely to remember you just because you're not out of the same industry but you serve that industry. Another thing that I find beneficial is to find the highest level events that you can find that are free or that you can afford. Ah, lot of these events are either free. Or maybe they don't cost too much at the, especially at the beginning. It's not worth it to pay a whole lot of money for anyone. Event, because you really don't know what to expect from the event. So making a big investment for an event when you're not sure what will come out of it, uh, can be a bit iffy in a bit risky at the beginning. But what I mean by highest level of events is basically, well, this condemn penned on your industry and how you see it exactly. But in essence, it's the most professional type of event that there is. For example, if you're comparing, say, a meet up that's very informal and me no meeting up over drinks or something that's organized by the Chamber of Commerce that you know is sponsored by some heads of industry. Then the one by the Chamber of Commerce sponsored by the head of the ministry is going to be a higher level in general than the other ones. And the reason I do this is the reason I say this, I should say, is because in general, the higher level of events will have more potential for deals for higher level deals for better deals, etcetera, etcetera. Um, on the other hand, I can see how it will be more comfortable to go to informal meet ups. So once again, you don't have to neglect the informal ones. But try to aim for the higher level and the higher the better. And this could be well, they're all different types of associations and organizations, and we'll talk about them a bit more later on. But, um, for now, if you see various types events going on, use your judgment because this is very much a judgment call and try to figure out which one will be a sort of higher level event, and that's probably the one you should be shooting for. Also, remember that if there is an event that interests you and say it's run by the Chamber of Commerce Very often. You don't necessarily need to be a member of the Chamber of Commerce to attend that event, because many times membership for a lot of these organizations and associations is quite expensive, especially if you have to pay a couple 100 bucks and you end up just going toe one or two events. So very often you can attend these events. Even if you're not a member, they might have a bit of a different price. You know, maybe it's like, I don't know, $30 for a member of $40 for a non member. But if that's just a $10 difference and it's a lot more worth it to attend the event without getting membership, at least for the first couple of times, and if you get a feel for it and you think it's worth it, then you can get the membership. But, um, just remember that it's not necessarily something you have to do at the beginning, Um, just to a kind of event 3. Which Events (Non professional)? : So what about non professional events? Eso for nonprofessional events? These obviously are any events that are not professional, that don't that don't exist, you know, just for networking or for professional reasons. Very often, when I mentioned non professional events, the big the first thing that comes to people's mind is golf. And, um and I understand this. I I was in business school in the nineties and back then a lot of people would say that, you know, you should take up golf. They would say stuff like, Oh, business deals are made on the golf course. And you know, golf is a business person sport, etcetera, etcetera. So there was kind of this idea that if you go to these events that air nonprofessional, then you know golf it's something that you should do in golf is the sport. You should take up and golf is an activity. Ah, hobby that you should have. And Ah. So, yeah, I remember I was practicing golf, trying to learn golf. I had I had a roommate, actually was very much into golf, and he was kind of show me the ropes and I even took a course. Our school offered on elective course in golf, and I took this course and But I realized after a while that well, first of all, I didn't enjoy it that much. I didn't really like playing golf all that much, and my favorite part was going to the clubhouse after and having a hot dog. And, um and then later on, it took me a while. But I also ended up doing a kind of a quick calculation. And this calculation I tried to figure out, you know, sort of the amount of time, the energy, the money that I'd be spending on learning golf. So this is, you know, all the time that it would take me to kind of learn golf semi, normally semi well and all the, um basically all the money that it will cost me, you know, for the clubs, for the balls, for the membership, because membership isn't cheap for this stuff very often for the attire, because golfers have all their own attire. You noted to join these clubs and to spend weekends and ah, days all for whenever it is afternoons with other people or with friends that whoever my bead playing golf that This was a very serious investment and a certain point, I was kind of wondering, How much money am I gonna have to making these deals that I make of a golf course for from to break even or to make this profitable? And, um and so after a while I started getting to my head that this might be worth it. If you do enjoy golf hand, or if you, ah, if the deals that you're talking about are multi $1,000,000 deals, if you're in high finance there, if you're in, like, really high end real estate or something like that, then yeah, then maybe one of these deals can pay off for this whole investment in Gulf. But let's face it, most of us aren't in that in that situation, and most of the deals we do, they could be quite lucrative. But they probably aren't worth trying to fake it through years and years of golf. Just because we think you know, it could be possibly a good investment because it's always a gamble. You never know. Maybe you won't make any deals on the golf course, and quite frankly, I think it's losing a bit of its popularity. Anyway, Um, having said all that is just to say that very often you hear similar things like this. I've heard a similar thing in Europe regarding Polo. And, um, my general recommendation is just to find something you enjoy. If you enjoy something, then that's probably the best thing to be doing. And so, for example, if you enjoyed cycling, then you find a cycling club and they meet every weekend or every other weekend or wherever might be, and go cycle somewhere new, then that's the thing you should join because you're gonna you're gonna enjoy its first of all, you're going, Teoh, meet other people who have the same passion you do. So you'll enjoy talking about it with them, comparing notes and, you know, giving each other advice, etcetera, etcetera. And even if you have to make an investment, say a bike or the time you take it's gonna be pleasurable, and it's worth it for you. And in essence, you want toe choose something that even if you don't get any business out of it, you still find worth it. And so I know this is for networking, and this courses for trying to increase your business, let's say, but with non professional events, I think it's best to concentrate on something that you already enjoy doing because not only is it less risky because you get more out of it, but also it shows the fact that you enjoy it will show when everyone else will notice. And it'll make it that much more likely that you actually make better and more sincere friends out of this activity. So some other types of examples they don't necessarily even need to be sports like, just as as an example here, you know, the language exchange language learning. This could be some other type of group that maybe you could enjoy book clubs. Ah, school alumni groups. Don't forget those. If you attended a certain university, college or high school or whatever, and they have alumni groups, then by all means, these could be fun and a good things to get involved with. Country specific groups are also interesting if you're from a different country, have an interest in a different country. By the way, this doesn't even need to be if there's AH French group, or like the French Embassy or French association or audience, one says has something close to you. You don't need to be French or even speak French to join. You could just decide that I like French wine. I like French food and I want to join. And, um, I mean, I attend Ah, lot of country specific groups and there plenty of people that are not from that country, but they're just interested in it. And they're always welcome. Um, obviously any sport or hobby you might have could be interesting groups centred around games or movies you enjoy and no board. Games are a big thing now, so if you're into those, you can probably find a group where you can share that with other people. Another thing to remember is that you can also create your own group. You know, if you're interested in something and say board games. But there is no group close to you right now that meets together to ah have board games and you can always set one up. Ah, meet up dot com was again. This is They make it quite easy. I think inter nations, if you remember, at least if you're an albatross member of something you can sort of create your own groups anyway, if you have some passion, if you want to meet people yet for board games or I don't know, even just for eating out. And you know you like to go someplace nice to you once a month or whatever it might be, and the group doesn't exist yet, feel free to create it because you never know who else might be interested in it, and in fact, very often you'll be surprised. 4. What should I prepare Beforehand?: Okay, So great, you found these groups. You found these events that are occurring and that are happening in different places, and so that's great. But what should you do beforehand? She just show up at these events and kind of hope for the best. Um, you can probably already guessed. I'm going to say no to that. Look, if you're one of those people who is very good at improvising, I'm very good at showing up at these events and and starting conversations with strangers right away. Then, Ah, well, then you're probably not taking this course because networking is not a problem for you. But if you are taking this course, and I'm assuming that that might be a bit of an issue for you and so I found that it's best to prepare beforehand s. So the first thing that I do actually is I look up photos of past events most of the time, no matter what the event, if it's, ah, you know, professional nonprofessional, whatever might be. They tend to have photos of past events, and I like to do this because it sort of gives me a feel off the event of what to expect. And maybe the main reason I do it is to look at how people are dressed. Ah, I'd like to Ah, you know, I want to see if it's casual business, casual, a bit more formal or not, and it kind of gives me a good idea of what to expect and how I should dress when I show up . But also of the general feel of the meetings in general, um, and along those lines of not being sure what to where. I've found that it's better to be too elegant than not enough. So if I am a bit insecure about what to wear, and I'm not sure I rather be a bit too elegant now, a bit too elegant, it's fine. You don't want to be much too elegant. If everyone's there in a T shirt and shorts and you show up in a three piece suit with a tie, then that's a bit much to elegant, you know. But on the other hand, if you just show up with a shirt and blazer, then that could be finer. You can always take off your blazer, and and I found actually that in terms of elegance. If you have a new suit that's freshly pressed and looks new and you look like a 1,000,000 bucks very often, that can be a bit too much. A lot of these people who attend these events, they attend them all the time and someone who really went through all the nines just to get dressed up for this event sort of stands out, and you kind of don't want to do it. In that sense, you want to look a bit mawr like people who attend these events regularly, and, ah, so I would definitely don't use tie clips. In general, I try not to have jewelry of any kind for these events. This is more in the US, I noticed in Ah, when I'm back in Italy, I grew up in Switzerland and Italy. Ah, that there it's Ah, it's kind of OK, you know, depending on the situation. But in the States generally have no Julia of any kind, nothing flashy or showy. And so no tie clips. No, not even any cufflinks for stuff like that. Unless it's ah unless it's very formal. And ah, and so, yeah, I just try to dress more or less like other people do. If I have some sort of doubt that try to dress a bit more elegant, a bit mawr on the elegant side. Also, because I don't mind looking a bit more elegant than other people because I tend to find that. Then I end up looking a bit more like the organizer. It's or like the speaker. Or, you know, whatever the event might be, because these people tend to be a bit more elegant. I don't mind looking like some of them or official people anyway. Obviously, it's a judgment call, but that's usually how I feel and what I look into ahead of time. Another thing. And this brings me to the second type of event because there to talk of professional events already mentioned, this one is just a networking event. The other one is the event where there's a speaker and ah, these can be a bit different. We'll get into the difference is a bit later on, but for now, if there is a speaker, what I tried to do is I try to research these, whoever speaking and I try to find something in common with them now, this doesn't necessarily have to relate to their speech. But I want to find something that I have in common with them, and we'll get into why I want to do this a bit later on, in essence, is to ask them a question. But I want to get into that a bit later on. For now, I try to just research them and find whatever I can in common with this speaker. Another thing is to, Ah, get your business cards ready and this is something I do and I recommend doing. I know a lot of people go back and forth saying, You don't need business cars. You do any business cars or don't worry about business cards, this side and the other. I think it's just best toe have business cards and, you know, and to get them ready because people are gonna ask you for them, and you might as well have them rather than have some weird off the cuff reason not to have them. It's a lot easier just to have them and eso obviously get them ready. Get them handy, and I'll talk a bit more about this as well. Later on, 5. Leading vs Lagging Indicators: So now I'm gonna have a bit of a digression, but it'll make sense later, but I want to talk a bit about leading versus lagging indicators. Now, if you are in Watertown in certain industries like product management or something like that, then you might have heard about these already leading races. Let lagging indicators. Sorry, but if not, I want to get into it a bit. So what are they leading Rhys is Liking? Indicators are two types of indicators. Ah, that deal with whatever it might be you're dealing with, the service or product are here. It will be for networking, actually, because usually what happens? Its success is measured later on in time. So for networking, it will be the number of clients to get the deals. You know, the money you make. That's generally how you measure success. But if you're going to these networking events, that's gonna happen a lot later on, right? You might meet some people and then two weeks down the line. Whoever you meet said, Hey, you said you are a graphic designer, right? Look, I there's someone I'm dealing with who needs graphic design. You think you might be available. You're like, Yeah, sure, you talk to that person, go back and forth a bit. You know, maybe it works out. Maybe a dozen. It gets delayed later on. It does work out. You start working for them, have a job that last 34 months, and then you get paid. In the meantime, almost a year has passed and before you can actually measure if this was a successful event or not. So that's why it's called a lagging indicator. Generally, lagging indicator means output, while a leading indicator is input. And that's why it's more interesting if you want to avoid this lag and having toe weight. Teoh measure the success of attending an event or what type of event to attend and what was successful in what wasn't. And if you want, avoid the lag than what you do is, you find leading indicators, and so what are leading indicators? Like I said, they are input, so they're going to be a bit different and sometimes a bit of an approximation. But it's a lot more useful when you want to measure success right away. So if you want to measure something right away, ah and you're talking about networking events and, ah, and these types of events that you're going to attend, then one of the ways you could do it. One of the ways that I do is ill tell myself ahead of time. Okay, when I attend this event, I'm going to get five minutes cards, 10 business cards, whatever it might be. As always, I get 10 different business cards. Then I consider it, Ah, successful event. I worry later on about getting the clients, what types of clients they are about retaining clients and and how, how worth it these business cards are. But for now I just want X number of business cards because that's a good way to measure the event itself and not worry too much about the lagging indicators. Something else could be. I will meet. Why number of people you know I'm going to meet Ah, whatever number of people I want or of this sounds a bit ambiguous to you could also say I will shake a certain number of hands. You know, whatever works for you that you decide. This will make a successful event and you can tweak this as time goes on and that's in fact what I did, and now I usually do it. I measure it in terms of business cards because I can kind of hone in on the events that that I'm interested in, and I know that would be kind of useful. And I know by and large, whatever business cards I can get it. These events will most likely be useful as long as I follow up with the correct way, which I'll get into later on. So these little leading indicators can be quite useful, and my recommendation is to find certain leading indicators that can help you achieve your goals. 6. Set a Goal for the Event: and this brings me nicely into have be able to Segway into setting up a goal for the event . Every time you attend an event, you should have a goal. This is what I do. And this is what I recommend that when you attend these events ahead of time, you set up one of these goals. And once again for networking event, I choose a leading indicator and usually the number of business cars or some variation thereof. Now, along these lines, see if you can find a list of the organizers and attendees and, you know, try to do a bit of research on them, especially the organizer's. See if you can first of all, get a picture. So you know what they look like and then also kind of get an idea of what they do. Maybe even find points in common like I mentioned for the speaker before. Just so if and when you do talk to them, Ah, you'll have that much more to talk about and, ah, and it'll be a good way to spark conversation. And very often when you have these events they'll have a list of attendees, and so they make it quite easy. Now. If there's an event with a speaker once again, like I mentioned, you should research the speaker and you should find something in common toe ask. I generally use Lincoln. I think that's the best way. If there is a speaker most of the time will give a bio, they'll give a link to their website. But more likely than not, the speaker is also on linked in. And I like to go on linked in because linked in ah, you know, is created for for that, for networking, for professional things. And so it will have a lot of useful information there. And ah, so that's usually what I recommend doing, checking out linked in. So you can research the speaker and once again to find something in common to help you ask something, because what you want to do The goal here with a speaker is to find a question to ask. We'll get into later about the nitty gritty about actually asking the question. But for now, you just want to find something to ask. Remember that the thing you want to ask them doesn't necessarily have to be anything regarding their talk either if they're talking about a certain thing, but you find out you have something else in common. You went to the same school. You're from the same city. You have the same interest, whatever it might be, then absolutely. You know, the thing you have in common can definitely be that. And just find something in common and then something toe ask, or to mention or to bring up. It could be something very informal, but you want to holding us on that something in common. That's generally when there's a speaker. That's my goal is to ah find something in common that I could then ask them for a non professional event. On the other hand, I generally don't plan anything on, and I don't think there's anything to plan a nonprofessional event. People generally don't want to exchange business cards. They don't want to talk business at these nonprofessional mints. They go there to unwind, to relax, to talk about whatever the interest is, whether it be the hobby, the language, the sports, the board games, whatever it might be. And so I find it best not to do this. Non professional events are something for the long term. You want to find something that you like, you enjoy attending and that you can keep attending for the long term. And that way you can establish a report or relationship with these people over the long term. 7. You're at the Event, Now what?: Okay, great. You've Ah, Donald. This preparation, you found the right events you've prepared for the event. You set a goal for the event. Now you're at the event. So now what do you do? So the first thing, at least for me, is, um, quite frankly, the name tags. And I only mentioned this because I've kind of messed this up before, and it just made me feeling secure, even though it's very stupid, but I generally try to look at how other people are filling them out. Do you put a name to put a name and last name? Do you put the name of the company May be only the name of the company rather than the name or something along those lines. And, um, I generally when I go there, I look at other people's name tags and or how they're filling them out. And then I try to do it the same way just because otherwise it makes me insecure. So I wanted to mention that if you're sort of introverted, that maybe you're the same as me. And so I find this helps out now for the networking itself. What I do is I like to follow something called a baseball diamond. And, um, this is this kind of craze, um, method that I can follow for my networking, so I don't have to just show up and be like, Hey, how's it going? Hi. Nice to meet you. Blow about because I'm very bad at that. And so I like I prefer to have a method on DNA not just risk showing up and ah, not knowing where to go or what to do And just looking there awkward and pulling my phone out and pretending I'm busy because I don't know what to do. So I do what I call the baseball diamond. So for those of you who don't know, um, or aren't familiar with it, this is what a baseball diamond looks like. The you start off at home base, the home plate, which is the one closest to you. And then you start running to the right to first base, and then from there you turn left, and then you run to second base, and then once again, you turn left again. You run to third base and then all the way back to home. And that's what's called a home run. And anyway, just keep in mind this baseball diamond. So when you arrive at a networking event, it will look something like that. Let's say you arrive and there are all these people who were talking in groups or hang out and basically networking. And so what I like to do is when I arrive, I see something like this. I overlap this baseball diamond and I decide. Okay, right now I'm arriving. So home plate is kind of the entrance to the venue, or whatever it might be. And right off the bat, I'm going to go to first base and whatever that is that direction I just head there. And so here in this example, you see two guys talking over a laptop. I'll probably just head on over there and talk to them, Um, and we'll get a bit more into what to talk about later on. But for now, I just want to talk about this mythology. That's what I do. I talked to them, hopefully exchange a couple of business cards, you know, so I can help achieve my goal. And then I go to second base and I do the same thing in that group over there. Once I could do the same thing. Then I go over to third base and I do something over there and then I come back to home on what I like about this is. Home also tends to be where the entrance is, so I can catch people who are coming in going out. And that can also be sort of a conversation starter and that obviously, at each point along each one of these bases, I try to keep my goal in mind so I can keep, you know, exchanging business cards or shaking hands or whatever it might be. 8. You're at the Event, now what (2)?: Now remember, most of these events, these networking events, they're going to have food and drink stations as well. And now these air very important. My recommendation is not to count these as basis. So if you if you're going to first base, second base, third base and home plate Uh, the food and drink stations don't count these air extra. And ah, the reason I say this is because then it gives you an extra place to, ah to go in addition to these bases, and this gives you an extra chance to kind of hang out with people and meet new people. Shake hands, get to know new people, etcetera, etcetera. What I tried to do is I try to go when there is a line. This might seem counterintuitive. If you want to go get a drink or you want to get some food, you want to wait until there's no line actually like to go when there is a line, because waiting in line with someone you're waiting in front of someone behind someone next to someone. It's a great way to start a conversation here, too, and it's a very natural way to do so. because it's very non awkward. You're both waiting in line standing there, so you might as well talk to someone. And so I tried Teoh, wait until or, you know, find a time when there is a line, and that's when I go and try to hit these food and drink stations. So when you're doing this, also remember, if you're a good conversation is going on, don't necessarily try to leave to go to the next base or to go to the food and drink station or anything like that. If you have a good conversation going on and things air flowing naturally and flowing well and you're getting along with this person, then you should stay there. Don't force moving on just because you have that goal. You should give it some time. And because establishing a good relationship ago report with someone can be worth a lot over the long term. And also it's a lot more pleasurable for you. So if you do find something going on, ah, good conversation going on, then, by all means, keep talking to that person and don't feel like you have to move on quickly or anything. Along those lines, and, uh and that's basically it s So once you've hit all these bases and then the food and drink stations and talk to people, if you have been able to do all that and achieve your goal like of getting X number business cards of shaking X number of hands or whatever it might be, um, meeting X number of lawyers, you know, whatever it might be, then ah, then, yeah, you can leave at any point without feeling guilty. You can stay on if you like it if you enjoy it, or you can leave whenever you want and not feel guilty that oh, maybe I should stay longer. Do this set of the other because you achieved your goal. And so now you can go whenever you want guilt free. 9. You're at the event, now what (Speaker event)?: So this brings me to the second type of networking event of professional event, and that's a nev ent with a speaker because these are gonna be a bit different. Usually, for these events, you're going to be sitting down. This means when you're sitting down that you can't follow the baseball diamond. You can't use any of those tricks that I mentioned before, but you're gonna be sitting next to the same people. So what I tried to do is I try to arrive a bit early before I have to sit down and, ah, what this house with is that? Well, first of all, if there is a sort of an area where people are hanging out, maybe getting a drink before before sitting down that you can definitely try the baseball diamond and start applying that you probably won't hit all the bases, but at least it gives you a direction to go in. But at least then it gives you someone to talk to at least one person, usually for the speaker events. If I get there bitterly, I'm not talking to more than one, maybe two people and, um, and it gives you someone to talk to before you sit down. Now, when you do sit down, a lot of I've heard people tell me, let's say I don't know if a lot of people say this, but I've heard people tell me, Oh, try Teoh. If you've been talking to someone, sit down where you don't know anyone because then you get to meet all new people. I don't know if this is necessarily good. I find that if I sit with someone I've just met. So while I was networking and if I decide to go sit with that person, first of all, it comes naturally, and I think they might not like it if I say Oh, it's good meeting you, but I'm sitting somewhere else. And second of all, it gives me that much more confidence when I go to the table because I already know someone that I'm sitting next to. I've already talked to them a bit, and so it gives me that much more confidence to meet the new people that I'm that that are at the table. For someone like me, At least it helps, and I imagine if you're a bit more introverted, if you've already been talking to someone that it sort of helps to set a table with them, and it gives you that much more confidence. And chances are it gives them more confidence being with you as well. And you can help each other out that way. So the next thing that happens is usually after a while, the speaker will start speaking. My recommendation is to be quiet during this time. Let the speaker speak, and later, after the speaker speaks, will be a Q and A session. My recommendation is actually to keep quiet for the Q and a session to I know you prepared a question. If you've been following what I've been saying and you have something you want to ask, the speaker talked to the speaker mentioned that speaker whatever might be, but I would recommend not doing it during the Q and A. You know, you can feel free to do so if it you feel like it. But in terms of networking, I I don't think it helps at all. Um and so I would just be quiet for the all the speakers speaking and during the Q and a, usually once the speaker is done. They say, Thank you for coming, etcetera, etcetera, and people start leaving. But the speaker remains usually to shake a couple hands and say hi to a couple people and stuff like that, and that's what I would save my question for. In fact, that's usually what I do. I try to Ah, saving for after the speech. And so then I'll go and wait in line to me with this person face to face and ah, yeah, you know, just mentioned whatever it is usually something quick. The speaker made their speech, and they're kind of probably have a line of people, or else they kind of just want to get home and get on with it. So don't make it a long thing, making a very short thing and just say, Hey, I noticed you graduated from so and so school. I did, too. Oh, did you have someone so, teacher, what year were you know, something quick to questions? And then that said, if you could exchange business cards, that's great. But that that's all you want, just something quite quickly that you can talk about that you have in common and that's it . And that's why I mentioned to find something you have in common and doesn't have to do with a speech because very often, if has nothing do with speech. They've been speaking about the speech, and they've been asking questions about the speech. So to talk about something a bit more relaxing might might be a nice change of pace for them as well. Regardless, I would weigh in line, I would make it short, and, um and then that's it. I would leave soon after, just so you can give them time now. It might help if I give Ah, maybe some examples of some of those things that I brought up from various events that I've attended. So one event that comes to mind is one that I tended recently, where there was an author who was speaking and about his book, a book that he had written and he was there in the translator with their and actually I got in mind that I want to speak to the translator, research both the author and the translator and had something to talk about. But it turns out there was no line for the translator that a huge line to talk to the author after, but no line for the translator. So I just talked to her and actually had a great conversation. After I saw that she was a translator, I had seen that this was basically the first book she had translated. So I was asking her how she got into translation, how she made the transition from translator into literary translator, because it's something I might be interested in. And we ended up talking for a long time, and she ended up signing my book as well, because, you know, why not? Um, and other events I've had there was a speaker from Germany once. I'm not from Germany, but I actually did work there for a bit of the bartender. And so I mentioned that I worked in the Moselle Valley, which is not where she was from, but she was from somewhere somewhat close to there. So that's all I brought up. I said, Oh, you know, I was a bartender. Moselle, Valence Shell. Oh, yeah, I love most about the of excellent line. Yeah, I missed that place, and that's pretty much it, you know. And then we exchanged business cards, and that was it another time. There was a speaker and I had once briefly communicated with someone in her office for some business that then kind of fell through. But that was it. And ah, and I knew this ahead of time. So I I waited in line I talked to I was like, Oh, how so in so doing And he's like, Oh, great. So he wasn't able to make it up here? Oh, no, he's too busy. Oh, yeah, because I you know, I dealt with him and we did some, you know, business. Ah, back in the day, anyway and again, we exchanged business cards and that was it. So that's why it can be whatever you have in common, chances are you bring it up, they'll be happy to say, Oh, that's cool. And then that's it. So just something very informal and a good way to exchange business cards because you never know. But if you can exchange business cards with the speaker, it's good also, just to talk to them and exchange a couple words helps out. So this is what I recommend usually, and this is what I try to do every time there's a speaker event 10. Yes but how do I talk to people?: so Ok, all of this sounds fine and dandy, but it's still a problem. Like, how do you talk to people? And I mean, I say this because this is a problem. I have, you know, and, uh, I arrive at these events. And what do I tell these people? What do I talk about with them? I'm like, Hi, my name is Robert. What do you do? What do you do above? Ah, you know, obviously appeared a networking meant you could do that. But it always feels awkward to do that. And to approach people out of the blue is something that I really have to push myself for. So this is what I told myself. First of all, when I see people of these networking events, sometimes I'll see people, um, various different types of people and I need to know how to approach them or who to approach. So if I see one person by themselves, then I tell myself, Yes, I should approach them because they're probably in the same shoes I am. And ah, chances are, in fact, that there Justin shy as I am, And so I sort of tried to pretend to be the confident person who knows what they're doing, you know, and I'll just say hi. Is that your first time attending one of these? That's my go to thing. I'll say, Is it your first time attending one of these? And, um and then I'll take the conversation from there and then, you know, I'll say, Oh, it's my first time to or it is my first time. Could you help me out or whatever it is? And then on this starts a conversation with them, and from that point on, it could be a bit better. Um, the other thing. You sometimes see it's two people talking to each other, and I used to kind of avoid these because I figured, OK, these two people are in conversation. I don't want to interrupt, which seems natural, but actually, I've changed my mind on that. Um, if they're two people talking there, two possibilities, right? First of all, they either know each other, in which case, even though it looks like they're having a good conversation, they know that they're at a networking event and they know that they should be networking and eso that they're talking to themselves and they're having a good time talking about whatever it is they're talking about shooting the breeze. Uh, you can approach them and sort of do them a favor by start networking with them and starting, you know, talking to them and networking with them because they know that a networking event, they probably don't feel like talking to strangers and approaching them out of the blue. So the fact that you're able to do that kind of helps them out as well. So that's the first possibility that they already know each other. But maybe they just met. And, ah, so they didn't know each other and they just started talking a couple of minutes before you saw them. Well, if that's the case, then chances are if they just met that you have just as much to offer the conversation and just as much in common with them as they do with themselves. So adding one more person to the conversation won't hurt. So if you see two people talking, it's actually at a networking event. It's actually not bad to just go there and introduce yourself and start talking as well, because whether they knew each other ahead of time or not. Either way, it helps with the networking. Now there's also the chance you see three or more people, and here again, the answer is yes. And and here it's a bit more. I find it a bit easier, let's say, because I can introduce myself to one person to each of the people or to a couple of the people, and it's also easier for a group of three or more people to sort of break up. So if two people are engaged in conversation, maybe someone else's board and they'll start talking to me or whatever it might be, And so if it's a big, bigger group of people around, say, a small table or something like that, then you know I find it a bit easier. If there is an opening, our can catch someone's eye or kind of just walk up there or especially started table, because then I can always say, Oh, can I put my be here? Can I put my food here something and that's a good way to start a conversation, and I don't feel guilty about doing with three people because I feel it's a lot more easier to just enter into the conversation 11. Yes but how to I talk to people? (2): great. So But I still haven't told you about how to talk to these people and what to say. So, uh, once again, this is what I do. And this is my method that I follow. First of all, I do not sell I absolutely, positively do not sell of these networking events. I in my experience, actually, at these networking events, I never meet people who need my services. Ah, what I do meet is people who will then down the line, talk to someone else who needs my services. So I never meet someone who needs a translator or needs a translation done. But maybe a months down the line, they'll be talking to someone who, uh, needs a translation, a sale. We need to, you know, we need to translate our website into a bunch of languages and they'll say, Oh, wait, I met someone who is a translator who runs an agency. Stuff like that. Let me put you in touch. People love putting people in touch with, you know, their contacts in their connections. That's what I shoot for. I do not want to sell to anyone I meet, but I hope that they keep me in mind in the future, if there's if there's a possibility for this. But in the meantime, so that's why when I meet them, I don't sell what I have. I don't try to say, Oh, do you need this or try to ah sound Whoa, I provided language services for this and the other bubble. While they're not going to remember that when they talk to their friend, it's enough to that. They know I'm in translation and that'll come up anyway, so I feel no pressure to sell what I do. Instead, what I tried to do is I try to see what I could help them out with. When I start talking to them, I try to find out what what they need help with. This doesn't even have to be something professional. At a certain point, they might. They might mention that they have a question about a certain hobby, or they're moving to a new place. You're trying to get something done that's new or whatever it might be. Whatever it comes up, something that you can help them with, then it's sort of useful, even if something that I can't help with right away. It's something that I could keep in mind because then I can follow up later on, you know, and maybe say, Oh, I found this useful article or something along those lines. So I try to find a way to be helpful to them also, if, while I'm talking to them if something gets them excited, then I try to stick to that as an example, something that happened recently. I was talking to someone and we were sort of kind of stuck in the same area. And I remember that there was this guy didn't want to be there, and it was sort of like pulling teeth to try to talk to this guy because he didn't wanna deal with it. But we're sort of in the same booth. For some reason. We got dividing two booths and it was hard to move around, so I mean, it was just hard to talk to this guy. But at a certain point, I mentioned I just kept mentioning weird, random stuff, and I mentioned that I used to live in Portland and somebody he got so excited. It turns out he wants to move with his whole family to Portland, and he's been trying to find a way to do it. And ah, and all this stuff. So he just started talking about Portland, and that was great to me. You know, I saw he got excited and I was like, Great, So we're gonna be sticking to Portland, then we're just gonna be talking about Portland. And so what this involved was and what he usually involves for me is asking many questions whether I'm trying to help them out, whether I see something that gets them excited or whatever it might be. I try to ask many questions and so will write with Portland as well. I was like, Oh, when do you want to move their What? Why do you like Portland? When did you go there? What do you like about it? Blah, blah, blah. I just keep asking questions about Portland. And in my experience, people tend to think that if you're interested in them and you let them talk and you know, so you keep asking questions and let them answer them that you're a great conversationalist , and at least that's my experience. And so I try to use this in a way to my advantage, and I try to keep asking questions about whatever they're interested in. They need help whether they're excited about, because then they think that I'm a good conversationalist and, you know, I end up looking good, I guess, but it also helps me get a better idea of them and helps them talk about stuff that they are actually interested in. Also feel free to pull others into the conversation as well. For example, if someone's moved to Portland, you can always say, Hey, this guy's moving to Portland Uh, you know, didn't you say you live there? Even if they didn't live there and they lived in like Seattle? At least they can start talking. They can start comparing notes about the Pacific Northwest. If someone's from Seattle, they probably know Portland pretty well anyway. And so it's a good way to bring up conversations to start talking about stuff like that 12. Yes but how do I talk to people? (3): So a couple of other points that I wanted to mention first of all on this might seem a bit obvious, but you should pay attention. I mean, I say my son obvious. But you see this all the time. Don't look at your phone when you're talking to other people. And also don't look for other potential people to talk to. You want to be looking at the speaker, You want to be nodding? Um, I like to do something. Used a head tilt. Uh, I saw it read, and I think somewhere once before. But basically the head tilt means he sort of tilt your head while you talk to them a bit to the side. And this short, it sort of gives the impression that you are paying attention and people seem to like it. So when I'm talking to people, if I remember it, then I tried to tell my head a bit while I'm nodding, and I tried to do that while I'm talking to people. So it shows that they have my full attention. Another thing that might seem obvious is to smile. It might sound weird that I say that, but you know, if you think about it, if you smile, you're that much more approachable than someone than someone. I mean, even if you look at a group of people and there's one guy frowning and other guys smiling, chances are all things being equal. You. You'll feel more like talking to the person who's smiling. So don't forget to smile and, ah, and try to look approachable in that sense. Also, a thing that I like to do is I try to find something I can follow up on once again. If it's something they're interested in or they need help in, then that's perfect, because that's usually something that later on I'll be able to research or follow up on if I want to, or something along those lines. But either way, I try to find something. They mention that even if I can't help that, I could do a little bit of research on at least mentioned something about it or either way , something I can follow up on once I get home. So I want to keep him this in mind when I'm talking to them, and the last thing has to be flexible with all these plans and I have this all the time because I'm so methodical and I make all of these plans that very often I get them for one reason or another. Everything changes. You need to be ready for this. And so I try to be flexible. And in fact, I try to pay attention to these sort of opportunities. You never know you might arrive and maybe one of the organizes like, Oh, crap. I forgot to, I don't know, get food for this for this event. And ah, So who could go on a pizza run with me and help me get a bunch of pizzas to bring back to this event That actually could be a good opportunity? You know, it's something different. It makes a great story and you're helping one of the organizers. So that's what I mean by be flexible, be ready to find opportunities and be able to seize them, seize upon them right away. You know, something out of the ordinary that pops up could be a great opportunity just to do something different and sort of make a name for yourself or whatever it might be 13. Ok. Event Over: Okay, so that was great. Ah, you went to the event and you've got your business cards. You know, you talk to the people and ah, you got to find out what they were interested in or whatever it might be now that you went is over. So what should you do? Eso? A lot of times you hear people saying and I used to hear this all the time in college, you know, to follow up within 24 hours. I actually have found I don't like to do this on their several reasons for this. First of all, I feel that when people do this and when if I do receive an email like right away the morning after after an event, I feel like, Okay, they're just emailing everyone they met there, probably copying and pasting the same email and less. That's what they do. And quite frankly, I feel no desire to necessarily apply to that. I don't think it's anything serious. You don't want to seem like you're doing this out of duty. Also, I find it's good to wait and see if the other person contacts me first, and they might do so within the 1st 24 hours. And if they contact me within 24 hours with a question like say, Hey, you know, you mentioned something, something about Portland. What was that? Are You know, what do you recommend for this? Then I know that's good, because that's definitely something concrete that I can help them out with. And so that's why I like to give, actually at least 24 hours before I follow up on anything. Um, and you know, it doesn't sound like it's just a formula. It sounds like I'm actually doing it. In the meantime, I like to research them once again. I, like, linked in once again to find something in common with them. And Lincoln is very good at this because it sort of shows stuff that you have in common that maybe didn't come up in conversation. But you realize you attended the same school or have the same hobby or whatever might be. Now, by the way I keep mentioning lengthen. I I I should mention, just to be sure I have no affiliation with think, then I'm not associated with them in any way or anything. I just find it a very useful tool, and that's why I'm mentioning it. Anyway, I tried to find stuffing in common through lengthen. Also remember, with lengthen, they will see that you saw their profile. And I know a lot of people feel iffy about linked in and don't want other people to see the profile. But if this was an event you attended and they attended as well, that's actually a good thing. I find, uh, if if they see that you saw their profile and you will also see if they see your profile back. And ah, and that's kind of a good thing because it helps kind of to establish his contact. In fact, I would feel free to add them very often, especially if they've seen my profile as well. Then I'll definitely add them because then I can carry the conversation on via linked in which to me is even better than une male. It's a bit less let's formal because it's sort of the way linked in is, and they sort of do it. It's sort of a chat format, but I find it Ah, so I find a good to find them a Lincoln research them. You find something in common, and then they'll also see that you saw the profile, and it's a great way to sort of keep the conversation going. So once again, when you do contact them, bring up something that you had in common with them. Whatever it is that you found that you had in common or whatever it is, your research, that's is something you can bring up. I tend to, you know, I usually don't say, Oh, I did a bunch of research and I helped solve your problem. I usually just say, Hey, I came across this This article came across my radar or I just happened to see this this morning and it reminded me of your issue or oh, I just remembered that there are, you know, these cool bars here in Portland or whatever it might be, and so trying to bring it up be nonchalant about it, like it's something that sort of just happened almost by happenstance. Something you did in your spare time, something very easy, Um, noncommittal, but something that helps him out. And that's a good way to start this conversation going. And then that's it. Uh, I recommend not insisting and actually just leaving it at that, you make this contact and then they might right back where they might not and, you know, don't insist. If they don't write back to you, Don't say Hey, I wrote back, Did you get my email? Did you get my message? Hey, I just want to mention this so or do some more research and find other stuff or stuff like that because you don't want to be bothering them. And, ah, if they don't get back to you, then leave it at that because you don't want to be known as a pushy person or anything along those lines. One exception to this, obviously, is a potential business for them comes up. You know, if you talk to someone who works in real estate, and it turns out that ah, you two months down the line somewhere talking to is looking to buy a new house, then absolutely feel free to put them in touch. No one's going to say no to new business, so if potential business comes up, you can definitely put them in touch, no matter how much time has passed or anything along those lines, because No one's going to say no to that, but that would be the one exception for me. Otherwise, if a conversation happens naturally, let it happen. But don't try to force anything. 14. Some Bonus Tips: So these are some bonus tips needed some other things that have helped me along the way and that I've seen happen. I wanted to include them, but I wasn't sure exactly where to include them. Also, because they might be something. They aren't the basic things, but they're a bit extra, but I want to include them just in case there's something that you might be interested. So first of all, if you want to be a connector, then I think you should feel free to connect on. I say this isn't a basic thing, because if you're introverted, maybe you find it a bit daunting to be to be a connector. But if you want to follow up with people and it seemed to just die on the vine and no conversation was happening, you could try being connector. If you met someone who say is a wedding photographer and you met someone else who creates websites great, then put them in touch. Maybe they can help each other out. Maybe they can't, but no one's going to say no to a potential business contact and, uh, so just feel free to shoot them both. An email say Hey, David here is a wedding photographer and he needs a website done. And ah, John, over here, uh, makes websites. And so I just wanted to put you guys in touch and see if you guys could help each other out . Maybe it might be worth meeting for a coffee. And and I'm and I mentioned this part as well, because there is actually someone I know here who was very much a connector, and he's put me in touch with quite a few people on bees does. He does exactly that. He doesn't ask for anything in return. He just says, Hey, so and so is doing this and you do translations. And I thought it might be interesting for you guys to talk and, you know, over coffee. Maybe you could do business. And he put me in touch with quite a few people. Probably seven or eight. Let's say, out of those, like one or two have gone into something. But still, I'm thankful for every single one he does. And I noticed in every single email he sent out, he also includes he writes down, let me know how it goes. And I thought that was interesting because this kind of well, first of all, it shows if he doesn't say it, I'm I think, Oh, I don't want to interrupt him. I don't want to bother him, but it kind of shows He does want to know how it's going. He wants to know about the progress or if there was any progress or if something panned out or if it didn't. And so I would suggest If you want to be a connector, include that phrase. Let me know how it goes in the email that you send out to both of them, so that then they'll get back to you and keep the conversation going with you as well. So another thing I have that kind of didn't want to mention I'm still a bit embarrassed to mention, but I thought I would do anyway. Is I have this business card holder. Ah, that I like a lot. Remember that when you go to these events, you're going to be handing out business cards. But you also gonna be receiving business cards and this could be super awkward. Sometimes, like you see people who mix them up who can't find their own business cards who don't know where to put other persons, business cars who are fumbling around in their pockets, trying to figure out where to do what to do what. And so I have this business card holder that I got from Muji. You can probably get it from other places, but it basically just has two compartments, one for your own business cars, another one for business cards he received. And I find it so useful and so helpful because I don't have to fumble around and do anything. And more than once it's been a conversation starter as well, because it has, uh, it's actually been something that people noticed, and they said, Hey, that's kind of cool Anyway, I recommend keeping that in mind if you find one of those business cards that can hold two different types of business cards than definitely go for it. But just keep in mind that you're gonna have to be exchanging business cards and their various methods of doing it, keeping your right hand pocket for your own business cards left time pocket for other people's wins, cars, whatever might be. Just keep that in mind, though, but I do recommend having a good business card holder like that because it does help out. If you're feeling bold, another thing you can do is try to add something to your name tag. Now, I've never done this, but I do know other people who have. And so that's why I kind of wanted to bring it up. You could try at something under your name, something like Author or, you know, I'm new in town or whatever it might be and hope that it sparks conversation. And I've never done this because even if I think of something to write, I keep thinking about to be really awkward. If it doesn't spark any conversation, no one wants to talk about her for just comes off weird or whatever, and so I end up not doing it. But by all means. If you feel like you want to do it and ah, and you can make it work, then yeah, under your name on the name tank you can write author or new in town or looking for this, or really don't like coffee or, you know, whatever might be, and then just see if it starts a conversation. If it helps out with that 15. I'm still feeling insecure!: So what about if you're still feeling insecure? And if you're like me, a lot of this can help you do the baseball diamond. You find people to approach whether it's one person, two people, stuff like that. But which push comes to shove, you actually have to open your mouth and start talking to people. And this can always be daunting. At least for me. It can be quite hard. Eso here too. I have a certain method that I follow, and so I want to share it. What I do is I try to start off with a headline. Um, what I mean by this is I pick something ahead of time that I think is sort of newsworthy. Ah, and something that I could be excited about. So, for example, if when people Because when you go to these events, people always ask at some point. So what do you do? What's your business? What business are you in? Whatever might be Andy and asked to that. And I could always say all of my translator or I run a small agency or something like that , or I could say, Oh, actually, I'm really glad you mentioned it. We just got featured in so and so article. And so you know, we've been having to do with that or we just started offering. Actually, recently, my my company started offering help. Four. Freelance. There's like we you know, we go, we do resume reviews and we do, Ah, one on one consultation for the freelance translators. And this is something that other agencies don't offer in these days. That's my go too excited thing. You know, when I attend these events, that's what I start mentioning. And you so usually these conversations for me start with Actually, they say So what do you do if I actually I'm glad you mentioned it because we just started doing this and it seems to be picking up really well. Or actually, it's funny you should say that because bubble bubble butt funny. You should mention that cause it looks like I'm gonna be changing what I do because of this . That and the And so if you can start off your conversation with actually and then have something that you excited about that you sound excited about, then this could be a much better way to start talking to them rather than just saying Yama designer. And we know what type of designer. Graphic designer. Okay, No, but if you can say Oh, actually, glad you mentioned it. I just got contacted by the bank downtown to do design. Have no idea what to do. Any ideas, you know, something like that. You just start a conversation with them, and then Ah, and it's a good way to answer that perennial question. What do you do? Something a bit out of the norm. And I've found it to be quite useful release for me. So what about bringing a friend? I mentioned this briefly before, and I know I've I've had it. I still have this. You know, whenever there's an event, I kind of want to bring a friend because it makes it a lot easier to go to these events and , you know, have someone At least I can talkto ahead of time. So a lot of people also recommend this and they say, Bring a friend, it'll make it easier for you. It'll give you mawr security and make you feel more confident. And then you'll be able to talk to people more easily. I confess first of all that I still do. Ask friends because it does make me feel more confident. But when I do, I feel that it kind of takes away from my potential since I often just end up talking to my friend the whole time. And I just end up talking to my friend about whatever we end up talking about it. We end up having a couple beers, and that's pretty much it. And I realized the whole event has gone by and have hardly talked to anyone else. So I don't necessarily recommend this, even though it might make you feel more comfortable and maybe for the first couple of times he could do it. But I would recommend trying shooting for going alone, not going with a friend. On the other hand, if you do go with a friend, then what I end up doing usually is before we go, I say, Look, you know we're there to network. Let's try to do networking. Let's try not to just be in a corner and talking because, you know, we got to get something out of this, and so we will create a competition or a game or something like, We'll go in. I'll be like, OK, I'm going over there. We'll go over there and see how many business cards we could get, and then we'll meet at the bigger station or whatever it is. We'll make a game out of it and see who can. I don't know, talk to more people or find more lawyers or whatever it might be, anyway. And so if you do this, then it kind of makes it more fun because they're with a friend. But it also helps the network. So if you do go with a friend, then I would share goals with them. And you'll probably have the same goals, your turn, both trying to network there. And so I try to do make it a game created competition, whatever it is that makes it more fun and more likely that you'll be able to get something useful out of this 16. Outro - Possible future lessons: a mess, pretty much it. Hopefully, you can go through all of these points and you'll find them useful in your endeavors when you're trying to network. And we're trying to go to these events and deal with people face to face in order to get business. What I just wanted to add is that don't forget that this is a long term thing. Don't forget that you are just going to two or three events once, and then you'll get enough business for the long term. Most of the time, you'll find yourself going to events organized by the same associations or the same organizations time and again, and you'll start running into people that you recognize and you get to know them. And so it's a long term thing where you build up these relationships. Like I said, I've hardly ever met anyone who needed my services. What'll happen, though, is when I start going to these events to start getting to know people they a month or two or three down the line will run into someone who needs translations and then they'll get in touch with me. So it is very much a long term thing And so along those lines, I think you should try to go to these events following the steps that I've that I've outlined here. But then kind of look back on them, obviously at the end of the month to see what events he went to that month. But even later on, when you get a job, when you actually get work six months a year down the line, look back and see which events which type of events actually lead to something, because many times it could be very winding the road that leads you to finally attain success. Professional success with these networking events. So it does pay, I think, to look back on it so you can hone in on toe what works and what doesn't. And I found that very useful. And like I said, usually most of the events I go to I'm able to get something out of it. And, uh, either it's a client or, you know, a referral that works out a deal, something along those lines, because I've been able to hone in on what works and what doesn't. And it really does help out a lot. Another thing that I am. I'm just finding out now, and I might add a lesson on it later. I don't feel confident enough about it right now is I've checked with other people. So one of the main things that made me get into this networking was the point when I noticed that my sister sent meet with sending me business and when she sent me the second client, I realize, Hey, she's finding clients for me in another city. She she's not in translation, and, uh, yet she's able to find clients for me by networking. Um, I should be able to find clients for myself by networking as well. Um, but along those lines, I think it could be interesting to look at friends, associates, people, you know who maybe are outgoing and do go to these networking events and what not and see what they can do. Maybe set up a commission structure where you kind of pay them 10% for every client they find you. Every deal that actually goes through. Obviously, eso you have no problem paying them. If you since you're getting paid anyway, you just pay them a percentage of that and maybe see if that works out. I have something like this in place now back in Switzerland because I'm in the States right now. And since I'm not in Switzerland, I do have something in place with a person there who, if she meets people and it actually works out, that she gets 10% and so I'm kind of starting that right now, and that's why I don't feel confident enough to have a whole lesson in it and to talk about how to go about it. But I will be going mawr into it and trying to see how to make that work. I definitely do think, though, that the first step should be going to events yourself because it does help out. Like, even when my sister would send me people with some of these emails of people who might be interested in and my services, I realized she you know, she knows what I do because she hears me talk about it. But she really doesn't know what I do. The nitty gritty and so very often I find myself having to kind of re educate the person who I was put in touch with, and it could be a bit awkward. In that sense. I think it really does help. Ever since I started networking a bit more. I can also help my sister out and say, OK, just tell them this. If you do meet people or someone is interested, just tell him that. And then I can judge from that point on. But you really kind of this is a judgment call. You need to figure it out on your own. Um, and you can only do this by going to events yourself. And that way you know what other people are going to be running into. If they mentioned you and mention your services, whether the graphic design, photography, translation services, whatever it might be, I know this sounds a bit iffy and again, that's why I don't have a lesson in itself on this. But ah, but I will be trying to figure it out as I go along. Anyway, I do believe it's important to look back on on the events and see what has been successful . What hasn't also notice? I set up a kind of a project, ah, sort of homework you can do if you want to. An exercise that I think will be useful. I mentioned in the one of the lessons that if a speaker comes, you should research that speaker and try to find something have in common with them seeking . Ask them a question. So I left my Lincoln address the Earl the for my profile there and in the space for the exercises and eso Yeah, I think it could be interesting for you to pretend I'm a speaker who's coming to your next event and try to find a point in common with me and use that point in common to come up with a question you would ask me or else just a comment you will give to me or something along those lines. And Or you could just pretend that I'm the organizer for your next event. One of the organizers and you want to do the same thing there, and that will help you. I think kind off, figure out a way so that when a speaker does come, you have already had some practice with it because it can be a bit if he trying to find these points in common, trying to make it something coherent and eso yeah, Hopefully, you can find that useful. And once again, please let me know how it went for you. Please let me know if there's anything else you'd like me to add or talk about, or anything along those lines, because I love to hear about it once again so I can make this course as useful as possible and otherwise, that's pretty much it hopefully confined this useful. And hopefully you can use it to build up your business. Thanks, but 17. Coronavirus Update: So I figure this course needed an update due to the current situation where him with a Corona virus and how everyone is on lock down. And this course is about networking. And, ah, huge part of networking, as he can tell from the course, is meeting people going out there meeting people face to face, talking to them, shaking hands, etcetera, etcetera. And we can't do any of this now, Uh, in essence, we're all stuck at home, and so this creates a very new and different situation. And so this is what I wanted to discuss, uh, in these additions to the course, as in how to deal with it and how to proceed and how to continue to network even though we're all basically stuck at home. The fact is this is likely to continue now. I'm not a doctor, I'm not a physician. I'm not a health expert or work for any government or anything like that. But ah, it's my view that this is likely to continue Even if the cases of Corona virus decrease and we end up having, you know, a few and fewer cases, they end up opening the ah, the economy more. They end up opening events and saying that it's OK for people to meet up face to face etcetera. Chances are at least until we have a vaccine. Chances are people will still tend to stay at home, and I based it off just purely how I feel. But also certain things like, for example, this article, which is talking about why social distancing will persist. And apparently there was a study done and it said that this had to do with sporting events , but said 72% of Americans said they would not attend a sporting event if you're resumed if they were allowed to resume without a vaccine and said only 12% of all respondents said they will go to the games, even if social distance and distancing could be maintained. So as you can imagine, I mean, this is just for sporting events, but with networking, as with sporting events, you have to go meet people, and it's very difficult to maintain social distancing. So that's why I kind of believe this will persist for a while, even if they allow face to face meetings and stuff like that in the near future. 18. Webinars: So the name of the game these days is Webinars. Webinars are what have taken place of basically all the events that have been going on from luncheons to drinks to ah, meet ups, two speeches to whatever might be another all web in arts And ah so yeah, webinars are great because you can get a lot of it. Information from Webinars. However you cannot network. You can't meet people face to face. You can't shake their hands. You can't exchange business cards. You don't have the serendipity of sitting next to someone or meeting someone standing next to someone and seeing where they work, who they work for. And also, you can't talk to people and try to get a feeling where you know where they work. If they could be a possible client, if you could do business with them, etcetera, etcetera. So my advice here is to join these webinars. Anyway, chances are you've gotten them in your mailbox. You've been hearing about them about these webinars happening and maybe you've told yourself. Look, I'm just attending these things to network. I don't really care about the webinar itself, so I'm not going to join these Webinars. My advice is actually to join them anyway. Now networking can occur of, but it will be very different. But the first step is to join. Chances are these webinars They're gonna be over WebEx zoom or whatever. It might be some proprietary anyway. It will be a video where everyone's watching the same video and that you'll be able to chat or s questions or things along those lines. My advice is to join and like before, research the speaker and organizer's. So if you know who's speaking, try to research this person and as before, try to prepare a question. Now, if you've gone through this course already, then you know exactly what I mean. You should have a question prepared to ask the speaker even before you attend this webinar so that you come well prepared now, either during the webinar or right after something along those lines, you can also check out their linked in page. You can feel free to check out their linking page before the webinar as well, but I advise making it either during the webinar or right after, or else maybe immediately before, because he wanted to be tied into the webinar. And the big reason for this is a You can research them, obviously for this webinar, so you can prepare a question, but also because with Lincoln, as you know, if people access your profile, you get to see who has been accessing your profile and who has been seeing you. For example, you can see here who viewed your profile. You see the number of views and then underneath. I didn't want to show you the pictures of the people, but it shows you the profile of the people who clicked on your, um, your profile. And so that means that if you click on someone else's profile like the speaker, they'll be able to see that you clicked on their profile, which is already something. 19. Webinars 2: now my advice is actually to take this a step further because, as you can imagine, just click on someone's Lincoln profile. I mean, that's great if they notice you and see you, but it's kind of tenuous at best. So my advice is actually to add them on lengthen whoever the speaker is or and word that organizer, you know, whoever you feel comfortable adding, I would add them on linked in. No, I told you before to prepare a question, but you'll notice. I did not say toe ask the question during the webinar, and that still stands because it's the equivalent of asking the question during the event, which I said not to do and so likewise here. You should not ask the question during the webinar, but save it for later. So first of all, I think you should try to add them on linked in, and it linked in lets you give a message. This message should not be the question once again. In fact, chances are you won't even get the message answered. But remember, the purpose here is to network not to get your question answered, so that shouldn't matter too much when you have them, Arlington. Just write something very simple just to kind of show why you know them, how you know them. You can just say something along the lines of I really enjoyed your talk. I really enjoyed your speech. I really thought it was informative. I'm so glad I joined something short, sweet to the point and, you know, complimentary. And just try to add them on, lengthen and see what happens now. Hopefully there will be response, and hopefully they will add you back. And quite frankly, at this point, you kind of have to wing it If they reply back and they say, Oh, thank you so much for attending. Then you can kind of see how he feel If you want to continue the conversation or not. My advice would actually be that Ah, if they write back and say something about their talk, like say, Oh, I think it's a really important topic, and I'm really glad you liked it or yeah, you know, it's great that we're getting the message out there something. Then you can feel free to ask your question because it shows that they're into it and they're not against discussing it on lengthen. The reason I advised not asking it right away is because they just made a speech and they might have quite a few people out of them a linked in. And they probably don't want to answer every single person's question privately, so I don't want you to bother them and ah, but once they do add you and if they add you, then play by ear if they add you. But they don't give you any response or anything along those lines, then just continue being active on LinkedIn, which will cover in the next chapter. But keep them in mind in case you come across anything that had to do either with their talk or with their interests with their topic that you can share with them or see if they post things that you can comment on basically trying to maintain a relationship or some sort of interaction with them. Online 20. LinkedIn: now that brings me to linked in and with linked in. There's not much to say, except that during these days I've noticed there's been a lot of activity only didn't weigh more than before. Basically, people are trapped home and they're going to linked in to talk about anything that's industry related. That's work related. So my advice is simply to be active. Make sure you have all your information up to date on lengthen and go around Arlington and a comment post share. See what's of interest to you. Talk to other people about what? What is of interest to you went to them. Start conversations, continue conversations, stuff like that. I've been seeing a lot more of this go on on linked in. So I think it's very important during these days to be active on lengthen linked in. It's sort of the new place to be networking, and we'll see how things evolve as time goes by. But quite frankly, linked in is a great place to, ah, just keep things going and kind of also beat. Stay up to date with what's going on with other people in your industry, in your firm or your peers in any other way during this day and age, and so you can get an idea because a lot of us are kind of in the dark and we're flying blind here. And so we kind of need this. Being in touch with other people and linked in is great for that, especially for work related stuff and stuff in your industry, because you don't get all the noise that you do from Facebook or Twitter with all the other stuff, and it tends to be a lot more professional. 21. Webinars (Extra): So here's a bit of a bonus. This is the third point about Webinars and then say it's a bit of a bonus because it's a way to go extra. And this is actually something that could be sort of an advantage now that we are all attending Webinars rather than attending things that are face to face. And the main advantage here is that despite all the disadvantages of not being able to meet people and shake their hands and exchange business cards, webinars are all online, which means you don't need to worry about the event being close to you being in your metro area, being in a place you can walk to take public transportation or drive to. But they could be anywhere. So, for example, I'm based out of Charlotte. But if I decided that I would love to do business in, say, Denver or Tulsa or Bolivia or Berlin, then I can look up what webinars are happening over there. Chances are they're chamber of Commerce or whatever association from that city is holding their own webinar. So I could just research online and find out what webinars air happening and see what I can attend The great thing about Webinars that people organizing them don't have to worry about the venue. They don't have to worry about the seating arrangement. They don't have to worry about how many people to provide drinks or food, too. But anyone conjoined. So a lot of these webinars, they're free. And so if you are interested in different cities and maybe you're wondering if you could find clients in, say, Tulsa, Oklahoma, then find out what webinars air happening in Tulsa, Oklahoma or anywhere else in the world and then joined these webinars and pretty much from that point on, you can follow the steps from before. And this means that you can kind of expand your reach in a way. And if you are following the steps and being able to add these organizer's as well of these speakers on linked in, then suddenly you can expand your network to different cities and different countries, and which could be a good thing. Obviously, a lot of this is, uh, it's happenstance. A lot of this is chance, and a lot of it is luck. But on the other hand, when you're networking face to face, that's the exact same thing. And the good thing about expanding to different cities and different countries is that, ah, you can broaden your network in a way that you can to do if you're meeting people face to face. So feel free to check out what webinars air happening in other places and see if you can have any luck there. The fact is, you might be in a city which is not the perfect city for your industry. So try to think of what other cities are really good for your industry or where there's a great opportunity or maybe just a city that you think is very interesting and that you love Try. Why not check out if any webinars they're happening in that city? You never know if you make contacts there. You never know what that could lead to. So feel free to check out other webinars and follow these steps and see if they lead anywhere 22. What if you say something dumb?: So another issue that I have and that I've encountered a lot, especially for those of you who are introverted like me. And by the way, this happens both in face-to-face meetings as well as online ones. And that is that I get insecure or I get anxiety about something usually about something I said, maybe I said something that wasn't a 100% or I'm not sure of, or maybe it just made me seem a bit dumb or sound dumb or maybe I had a few too many beers and I'm not sure if what I said was coherent or not or this that and the other and so this always happens to me. It happens almost all the time, every time I go to a meeting, a networking event, and the next day I'm thinking back on it and I'm wondering if I went too far or if I shouldn't have been that outgoing or a ship, I shouldn't have talked about this that and the other went. I'm not really an expert in it or something along those lines. So let's go through an example. Let's say, for example, you said something dumb. The hand, obviously by DOM, I just mean something that you sort of regret the next day and you either mentioned it or whatever it might be, whatever the case may be, you said something that you sort of regret or at least say you have anxiety about the next day. What do you do about it? Well, for me at least what I used to do most of the time, it's just worry about it and then hope that that person doesn't remember. And I never want to talk to that person again and I hope I never run into them again. But what I do now and what I think is actually better. And in fact, this was brought up to me by the way. I didn't figure it out by myself. This is brought up to me by someone else and said to do stuff like this, which I thought was very, very interesting and very smart. And so the thing you should do instead is to actually use it. And so let's say, for example, you said something dumb. He said something, I don't know. Maybe you said Kurdistan instead of Kazakstan. There's an example of this in the show The West Wing, if you've ever seen that and a guy after that the next day after meeting he he is not sure if he say Kyrgyzstan or Kazakstan. And anyways, so that's an example of something that you regret. So and the TV show, it sets an excuse for a whole arc there that they get into. But what I'm saying is what he should have done and what you should do if you're in that situation, you can always just send a follow-up email and this becomes a great excuse for a follow-up e-mail or for any type of follow-up. And then you can either send an email said, hey, it was great meeting you the other day and it was great talking about Kazakhstan by the way, thinking back now I'm thinking I might have said Kyrgyzstan, but I assume, you know, I meant Kazakstan and, um, and this starts a follow-up conversation. And so you can get back into conversation also admit sort of a weakness on your side so they can follow, be like, Oh no worries, no problems, bubble blah. And this is a great excuse to have a follow-up. By the way, if you did something a bit worse, maybe you can even schedule a follow-up call and say, look, I said something but it turns out I was completely wrong. Are you available at some point today because I'd like to clarify what I meant and what the real situation is, something like that. So all of these are great excuses, great reasons for follow-up. And after you have this meeting, after a networking event, follow-up.