Interview: Josh Hinds

If it's advice about building a network people are after, the first place I recommend they visit is Josh Hinds' excellent site BusinessNetworkingadvice.com  Based in the US, Josh has acquired some high profile endorsements for his insights in this field.  He kindly agreed to be interviewed for Common Ground.

Q: In the email age, does face to face networking really matter?

Josh Hinds: I think that's a terrific question. Certainly it matters -- at least to a degree. But I think it only matters to the extent that it's feasible. For example, the bulk of the networking I do, at least initially takes place over the Internet (i.e. email, instant messaging, etc.), or at least over a long distance. If meeting in person was absolutely essential I don't think I'd ever have gotten to the point in my business where you and I are doing this interview :-)That said, it's worth pointing out that there are a number of ways a person can get to know someone besides the initial "face to face" meeting. For example, I've got countless people that visit my web sites, and read my newsletter whom I've never met in person yet judging by some of the emails I've received consider me at least some sort of trusted friend (that is to say I don't think that they would go running from me should we ever meet in person). That's my hope anyway :-). And I know that I certainly feel the same about a number of people I've yet to meet in the real world (in person that is). So definitely I think strong working relationships can be formed without ever meeting face to face.


Q. Are really successful networkers born not made? ie to what extent does the mysterious concept of "charisma" come into play?

Josh Hinds: Just as I believe great salespeople are made, not necessarily born, I believe the same holds true for people that excel in networking. Does getting out of your shell and networking come easier to some people? Sure, but that doesn't mean that anyone that's willing to learn and model what other effective networkers do can't also get similar or better results. The fact is there are countless introverted personalities that have learned to become very, very effective networkers. As the old saying goes, you get out what you put in. The same is true for honing your business networking skills. Everything for the most part can be learned -- at least to some extent. The question is if the particular person is willing to put in the time (and action)
necessary to do it.


Q. A lot of my clients say: "Look, at these events we're there to do business. People expect to talk business. Cut the BS and get straight down to it." Any comments?

Josh Hinds: I think that depends on the particular person you want to connect with. For example, there's a saying I love that my friend Bob Burg (www.burg.com) says, "all things being equal, people will always choose to do business with those people they know like and trust first".
Now if you agree with me, that there's a lot of truth in that statement doesn't it stand to reason that all business and no conversational chit chat (i.e building of the relationship) is going to make it a little hard to get to the point where you're liked, if not trusted?

That said, I think it does depend on the particular person you're wanting to get to know better at the event. For example, if they are a no-nonsense, get straight to the point business type than you're probably going to build a lot more credibility with that person by getting right down to business.

However it's also worth noting that it's not as likely that you're going to be the person that's viewed as a genuine friend as well (at least not initially). A business associate, perhaps, but a genuine friend, one that they can call on and have lunch with... the kind of lunches that might include a lot more general chit-chat, but also the occasional referral for new business.


Q. How about a tip to remember when you're driving to a function where you will be required to "network" and feel like you just want to turn the car round and get a take-out instead?

Josh Hinds: Remind yourself that simply by attending you're putting yourself well ahead in the marketplace of all the other folks that opted for take out. Then keep driving until you arrive. :-)

Q. Most importantly - tell us what you're doing, and where people can find out more?

Josh Hinds: I run several personal development/business learning resource sites including: http://BusinessNetworkingAdvice.com,
http://SalesTrainingAdvice.com, http://GetMotivation.com, and
http://GoalsSuccess.com -- in addition to finding my own writings on the sites mentioned, they also include a number of other leading experts that contribute as well. I also do training and speaking on personal and professional development & human potential.

Comments

[ED ROACH]

You are absolutely right that you can develop good sales techniques. I decided that networking would be my number one strategy to building new lasting business. I used to be more the introvert a year or two ago. I re-invented myself and decided I had to take sales more seriously if I was to grow and meet my goals.

First I joined a private club. This was to position myself with high value prospects where they socialize. I got in on the committee level. I put in extra effort and was quickly recognized as a doer and was asked to join the steering committee. I am now getting the sort of recommendations I was anticipating.

Next I joined an aggressive networking group who are more direct than the private club crowd. This allowed another dynamic. Here I also got in on committees and put in a determined effort, where I am considered a doer here as well. So far, after about 9 months I am starting to see my efforts starting to gell.

To get past my shyness I threw myself into situations where I had to swim fast. For instance I do public speaking to position myself as an expert. My first audience was to 40 business women. It was very invigorating, it is very easy now. I have a consultant friend who essentially is a mentor to me. I use him as a whining board when I get down.

This blogging is also great at expressing myself. I have found feedback to be very engaging, and it brings a smile to see how people follow you back to your own blog. All I can say is I now find sales facinating. The only area I am absolutely intimidated is 'the cold call'. I have a good script, that I can comfortably present in about 4 minutes, but I freeze when I attempt to pick up the reciever and give it a go. This I am still working on, (I am trying to figure out why this stresses me so). I think it may be because it is the only thing in my sales mix where there is no face to face contact. Just a voice on the phone, where I can't exhibit my genuine passion for the service I am offering.

My mantra is "If you say you are, you are". I only accept positive attitudes and I now admire great sales people.

[Steve Pearce]

Thanks Ed. There's a lot in your post that readers may want to explore. I'm particularly interested in the successful re-invention. How? Why? Tell more!