This morning is a special treat to go with your cup of coffee. Some years back, I met a person who changed my entire outlook on networking. And today, I get to share some of his tips on that very topic to help you grow and ultimately land more deals through the connections you make and value you offer.
Mike Dias has collaborated with Earthworks Audio, the Doobie Brothers, Logitech, the Blue Man Group, Ultimate Ears, and more!
And how has he done this? By focusing on adding value to every opportunity that comes his way. He jokes that when he tried to play drums in high school, the band only kept him around because he had a van.
And after hearing him share his networking secrets, I realized that right there is actually the key to success. But I’ll let him tell it. Below, you can find some of the key points of my conversation with Mike Dias.
Why We Hate Networking
Me: You know, despite attending trade shows for years, the word “networking” always scared me. I was in a safer space thinking about drafting the right product story for the show or focusing on talking points for meetings with people I already knew. Thinking about going to start conversations with new people was enough to freeze me in place.
Mike: You’re not alone in that feeling. People don’t really believe me when I say that I’m not naturally outgoing, that I don’t like making small talk, and that I’m quite private and shy. But I am!
The trouble with networking and why it scares so many of us is likely to what we think of when we think of the word. I remember being on a plane with someone a few years back who bragged about how great a networker he was once he learned I was flying to a show to talk about networking.
Almost immediately after calling himself a ‘master networker,’ he went on to pitch me on whatever vitamins he was selling at the time. It’s guys like him that make networking a dirty word!
What Is Networking?
Me: So what you’re saying is contrary to popular belief, networking is not selling? Then what is it?
Mike: Correct. While we’re talking about what it’s not, networking is also not marketing, not self-promotion, or getting likes and follows on your socials.
The truth is many people simply have it backwards because they think of what they can get from the other person. In fact, networking is about what you can give.
One obvious one is with introductions. Often times, when people send a first email to someone they hope to meet at a show, they lead with what they do and try to set up a sales call.
Instead, I recommend going with something brief and focused on the other person: “Hello, I’m so-and-so. I’m going to be at the upcoming trade show. I would like to stop by and introduce myself because I really like what you’re doing with X, Y, or Z.”
The Key to Networking
Me: Okay, so if so many of us are doing networking wrong, drop some knowledge on us. What is the key to doing it right?
Mike: Well, I’ll tell you. You know how when you go to a fantastic restaurant, the one you talk about for years? They do it by making it about the experience. They go out of their way to make you feel special and welcome. That’s hospitality.
And that’s the #1 TRAIT that you need to adopt for a networking mindset. Hospitality is being polite, having good manners, dressing the part, and making sure everyone has a good time and feels part of what you’re doing.
And hospitality is an all-around act. It’s not just about treating your customers that way. You should make everyone feel welcome and appreciated. It applies to your co-workers, vendors, suppliers, and everyone else you meet.
Go Meet New People
So there you have it. Mike Dias, one of the best speakers and networkers I’ve met, sharing a few nuggets of gold.
I’ve said this many times before but remember that your business is not the hero of your story. Your customer should be. Take that approach to your networking events and give before you ask.
And by the way, if you want to learn more about Mike and what he’s up to, click here to visit his website and see if you can catch his next talk. If you’re looking to improve your communication skills for networking, sales, marketing, and leading teams, you won’t regret participating.