Breakthrough Networking - Building Relationships That Last tells you everything you need to know to build relationships for greater career success. Four sections help you discover your networking style, polish your personal and printed image, practice the art and science of networking and learn exercises to "break the ice." The four sections are easy to get through, but what makes them great are the real world applications and self assessments. I learned a lot about myself that will be useful outside of the networking environment. Learn more about Breakthrough Networking from our interview with the author.
Q & A with the Author
Thanks Lillian! Breakthrough Networking is more than a how-to on networking and building relationships. You teach the reader to think of networking from a strategic point of view, even including great information on the importance of image and appearance.
Women's0Ally:
I’ve heard you talk about a Verbal Business Card. Once you’ve nailed this key element, what other advice do you have for folks as they prepare to go to a networking event?
Lillian0Bjorseth:
Prospective networkers need to hone four key competencies before they “work an event.” Each of these boosts their confidence about working the event. First, they need to create a relationship-building plan in writing and answer key questions like
What do I do?
How do I do it differently?
How does what I do benefit others like employers, clients, vendors, etc.?
Who is my target market?
Where can I find them?
Once they’ve answered these vital questions, they can create their Verbal Business Card. It’s the front end of their elevator pitch and like the bait on a fishing hook: it’s what intrigues people to “bite” and also informs others about what they do.
Next, they need to become a student of Impression Management. Since people decide 10 things about them within 10 minutes of seeing them, they need to decide what impression they want to make and how to make it. They need to become aware of the messages that every color and style send. Then they need to master what they are saying through their walk, posture, handshakes, eye contact, facial expressions and use of time and space.
Lastly, they need to understand better their networking strengths and limitations by using a tool like DiSC® Classic. It will help them to learn why they and others naturally behave the way they do and how to adapt and flex to improve communication, reduce conflict and build better relationships.
Women's Ally:
You state that “opposites may attract in romance, likes deal with likes in business”. Obviously our readers are mostly women; what advice would you give them to break into the “old boy network”?
Lillian Bjorseth:
The good news is that building
mutually beneficial relationships knows no gender boundaries. It is
equally beneficial for men and women, and the process can be equally
daunting or equally easy for members of either sex.
Most women are natural networkers. They, their mothers and their grandmothers have been recommending recipes, hairdressers and skincare products across kitchen tables for generations. Where the challenge for many women arises is in the business arena. The increased emphasis on teaching relationship building is helping women become more confident and competent about transferring their skills to the workplace … and the golf course.
What remains a challenge is that in business likes tend to want to work with likes. Because there are only a handful of women CEOs in the Fortune 500 companies, it’s easy to understand why women may not have the same opportunities to build high-value business relationships. This will only change as more women rise to top jobs at major corporations and become more than token members of corporate and organizational boards of directors.
That’s exactly what the ole boys’ network was and in some cases still is: men at the top helping other men rise to the same levels. Women are not yet as privy to networking in these elite places so while their skills are top-notch, their results may be less impactful and powerful.
Women are gaining in numbers what they lack in force. Because of the corporate glass ceilings (they still exist!), so many of them are starting businesses and becoming owners and presidents that they are beginning to gain clout through sheer numbers. This adds clout to the relationships they are building. While they may not be managing the same number of people individually, in aggregate they are managing as many or more people as their corporate counterparts. They are learning important leadership skills as they grow their businesses and become involved in civic, professional and community organizations.
Another positive force for women is the number of company-sponsored women’s networks that are being formed within major corporations. Some of them, though, are still perfunctory. The following story is indicative of many companies that call me about speaking at their women’s organizations. A representative of a newly formed women’s group at a Chicago accounting firm contacted me to present a program on relationship building. We agreed it would provide valuable skills for the women’s professional development. When we started talking fees, she said there was no budget. Ironically, she continued to state how top management (all men) was so supportive of their initiative … yet they wanted to get a speaker - a woman - to donate her time. It was even more pathetic that management wouldn’t even agree to pay my travel expenses (simply gas mileage from a Chicago suburb)!
Perhaps, I am optimistic in stating how far women have come!
Women's Ally:
With your experiences and accomplishments, can you share what has been most helpful to you in your success?
Lillian Bjorseth:
This question also came up recently as I was chatting with a female executive in transition. I shared one word, “professionalism.” I learned early in my career that acting and dressing professionally were prime ingredients in my being considered professional by everyone from security guards to vice presidents. It helped me be considered as equal even when females were not as common in management. It helped me assure others I had earned my positions fairly just like the men.
I continue to dress and act professionally today because it feels good. I like wearing a suit and succinctly articulating my messages as I speak, train and coach. If I set a good example for one woman, it will be a wonderful side benefit from feeling confident and good about myself.
Lillian Bjorseth, Speaker, Trainer, Coach and Author
Lillian Bjorseth helps you build a
new kind of wealth - social capital - by improving your business
networking and communication skills. The Chicago Tribune calls
her a networking expert, and the Association Forum of Chicagoland calls
her the business networking authority. She was named 2009 Outstanding
Chicago Speaker, 2010 National Speakers Association- IL chapter Member
of the Year and an Outstanding Woman of the 21st Century. She's author
of Breakthrough Networking: Building Relationships That Last, 52
Ways To Break The Ice & Target Your Market, and Nothing Happens
Until We Communicate CD/workbook series. She's co-presenter of Marketing Boot Camp and a contributing author to Masters of Networking.
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Breakthrough Networking - Building Relationships That Last tells you everything you need to know to build relationships for greater career success. Four sections help you discover your networking style, polish your personal and printed image, practice the art and science of networking and learn exercises to "break the ice." The four sections are easy to get through, but what makes them great are the real world applications and self assessments. I learned a lot about myself that will be useful outside of the networking environment. Learn more about Breakthrough Networking from our interview with the author.
Lillian Bjorseth helps you build a
new kind of wealth - social capital - by improving your business
networking and communication skills. The Chicago Tribune calls
her a networking expert, and the Association Forum of Chicagoland calls
her the business networking authority. She was named 2009 Outstanding
Chicago Speaker, 2010 National Speakers Association- IL chapter Member
of the Year and an Outstanding Woman of the 21st Century. She's author
of Breakthrough Networking: Building Relationships That Last, 52
Ways To Break The Ice & Target Your Market, and Nothing Happens
Until We Communicate CD/workbook series. She's co-presenter of Marketing Boot Camp and a contributing author to Masters of Networking.