ers,” Kuzmeski stresses. “The people favor. That’s the true path to greatness: maintain the relationship.
with whom you interact will uncon- It lives not in you, but through you.” Communication campaigns: Target
sciously and instinctively mirror your a subgroup within your network (e.g.,
emotions. That’s why it’s so important Don’t just network.Work clients, prospects, etc.) whenever you
to improve your social IQ. Once your network. have something you particularly want
you’ve pinpointed the areas in which These days, technology makes net- them to know.
you need to improve, rehearse mental- working almost too easy. Social media “Many people have the best of
ly. Anticipate how people might react tools like LinkedIn, Facebook, and intentions when making a new busi-
to what you say. Rehearse conversa- Twitter enable anyone to build and ness acquaintance, but they just
tions in advance. Develop a vision for maintain an impressively large web of haven’t acquired the proper strategies
yourself and how you’d like to change. business relationships. However, like a for truly keeping in touch,” says
Then, commit to doing it.” full but dusty Rolodex, a large online Kuzmeski. Yes, the prospect of staying
“network” doesn’t do you much good connected to all 1,000-some folks in
Remember, it’s not about simply by existing. In order to truly your LinkedIn network seems daunt-
you. leverage the business connections you ing. But if you break it down to reach-
It’s a dog-eat-dog world, and the make, you’ve got to put in some effort. ing out to 20 or so people a week, the
urge to look out for Number One can task is much more manageable. Be dili-
sometimes be overwhelming. But gent! The hardest part about keeping in
while primarily protecting your own contact is doing so consistently.
interests might ensure your survival, Remember, the rewards are worth it.
you probably won’t experience across- Your contacts will remember your
the-board success until you put others name and will appreciate your efforts!”
first. Instead of asking, “What’s in it
for me?” you need to learn to ask, Don’t just hear—listen.
“What’s in it for them?” Face it: No Hearing is a physical ability.
one rises to the top without the help Listening is a skill that must be
of a team...and wouldn’t it be nice if learned and practiced. In today’s
yours was truly invested in your suc- hectic, instant-everything world,
cess? most people just aren’t willing to take
When people know that they matter the time. Admit it: As you’re listening
to you, their attitudes toward you to a team member deliver a report,
change. Their respect for you grows, you’re already thinking about how
they’ll work harder, and they’ll be those results might be applied. Now,
aligned with your goals. When your while there’s nothing wrong with men-
team wins, so do you. But make no tally multitasking and being eager to
mistake: Putting others first is hard get to the next step, there’s also a great
work. It means pleasantly greeting deal to be gained from hitting the pause
each of your employees, even if you’re button and focusing on others.
having a bad day. It means advising So, what does it mean to “really”
your client to make a prudent financial listen? Kuzmeski offers several sug-
choice, even if you won’t net as much Kuzmeski recommends using three gestions:
profit. It means humbling yourself and, main types of contact strategies for In addition to hearing what some-
at times, sacrificing your own desires keeping in touch: one else has said, actively try to under-
and needs. In the end, though, you’ll Meeting follow-up: Have a system stand their words in your own way, and
reap the rewards. for following up after a meeting, call, ensure that you understand what he or
“It’s amazing how far a welcoming or contact with an individual or a busi- she means. Ask questions to confirm
demeanor, empathy, and authenticity ness. This could be a handwritten note, that any assumptions you’ve made are
can take you,” says Kuzmeski. “People an email, a phone call, or even a social true.
all around you want desperately to media contact. Make sure the speaker has your full
know that they matter. If you’re ready Periodic individual contact: Reach attention. Watch for non-verbal cues,
and willing to stand with them and help out to existing contacts on a systemat- stay focused, and don’t interrupt.
meet their needs, they’ll return the ic, periodic basis to stay in touch and Show that you’re listening. Let your
WWW.HNMAGAZINE.COM Celebrating over 15 Years of Embracing Diversity 33
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