Hello, and welcome to Networking Unleashed, Building Profitable Connections.
Welcome on your host, Michael Forman, and you're listening to the podcast where networking
is more than just an awkward handshake and bad coffee.
It's an art and talent.
Yep, even if you're the person hiding in a corner at every event pretending to check
emails, this is for you.
Networking isn't just a nice skill to have, it's a game changer.
When you get good at it, you'll wonder why you didn't start sooner.
More connections, more opportunities, more profits.
It's like unlocking a cheat code for the life of the party, or let me just stay in
the text type.
Let me just stay home and text type.
We've got something for you.
Stick around and let's turn those awkward small talk moments.
Her name is Erica, and I will say here, let me just say, Erica is a cost reduction expert
dedicated to helping businesses save on expenses and maximize their bottom line.
A born entrepreneur, she launched her career at just 21 by developing a patent in the cosmetic
industry, later building a successful marketing agency.
Now Erica combines her expertise and innovation and strategy to deliver a real value to her
clients.
Hi, Erica.
How you doing?
I'm great.
How are you, Michael?
Not so bad.
Did I do okay with your introduction, or you want to add a little bit?
Absolutely.
The only thing that I would add is that it's been a world win, and especially for young
people having to really adapt to a lot of different changes during the pandemic, but
you got my bio pretty good.
All right, and it's funny that you mentioned the pandemic because that was really the beginning
of networking and going back to networking, the way we used to do it 100 years ago, but
it's the face-to-face networking that we're missing.
But how would you approach building a genuine connection?
Okay.
So, Michael, this is a loaded question, and I want to feed off of in-person as well as
online.
So what I typically try to do is first and foremost, try to pick a target audience when
you're networking, because if you're on LinkedIn and you're trying to connect with people, it's
going to be a lot easier to connect with people in a niche versus just having a broad topic.
So I'd say that's the first and the biggest one that I found to be helpful when trying
to make connections with people before even becoming genuine.
The second piece to that is go in on LinkedIn and start connecting and commenting on people's
posts.
So you'll see a lot of people, they're liking, but they're not commenting.
So when you start to create a comment, and you're the first one to create a comment,
you create this recall and recognition in people's heads.
Now, hey, I know, let's go check out so-and-so, let's look at their profile, let's see what
they do.
Then the second piece is what I've done to create that genuine connection is I don't
go spamming people.
I don't go right into their messages and say, hey, here's what I do.
I will look at their posts and try to create something genuine out of it, like, hey, I really
like this that you posted about today.
So someone posted about the trades and how parents and schools need to get on board with
promoting it.
And it's, you know, university is not always for everybody.
And in the trades, it's another way or another angle to get into the workforce if you don't
have that intellectual ability to sit and focus and read a textbook from beginning to
end.
Then into the person's DM and I said, hey, you know, I really like this post and now we're
having a conversation.
So you find things that you're building on to get into their direct messages.
Then I would also say, and that's just a very broad overview of what you can do on LinkedIn.
Now the other piece and the other genuine way I try to stay connected and when I go to
events and in person events is I like to look at who first and foremost, who's going to
this event.
There's been many times from somebody like myself that has gone to women events where
their MLMs, their real estate agents, great, that's not my target audience.
So what I do is I always look to see who's going, who potentially is going, what kind
of event it's going to be and I'll actually reach out to them on LinkedIn and say, hey,
I'm going to be at this event.
Love to meet you in person.
That helps get the ball rolling because you're not going to be able to meet everyone all
at once.
You want to be able to connect with let's say 10 to 15 people if it's a two hour window.
And if you're lucky that those 10 to 15.
So from there, when I get into that networking event, I like to let them do the talking to
see if I'm also a fit.
And then you try to find what we call distinctive value.
So try to find something within that networking event that they like or it's a hobby or something
outside of business that you can bring back in that creates that genuine connection.
What you're saying resonates so much because what you're saying is exactly what I promote.
All right.
So when I go up and I meet a person, I think of the word form, F-O-R-M, it's family, occupation,
art creation, and a message, anything to get onto the same level as them.
So what you're saying truly comes in very handy when you're just walking up to a table,
you don't start talking, you listen and you listen for the conversation to see whether
or not it's a good fit for you.
And if it is, that's great.
If not, then you very politely back out and move on.
But more importantly, what you said about going and seeing the type of people that attend
this event is so important because otherwise you're wasting your time.
And your time is so valuable that you can't really do that much.
So when you said you're collecting 10 to 15 business cards, that is perfect.
I say in a three-hour event, three to four-hour event, you collect 15 to 20 business cards.
And that's it.
I used to collect a shoebox full of business cards and say, oh, look how great I did until
I realized I want to build a relationship more so than just a client.
So can you share a specific example of how a strategic networking relationship significantly
impacted your business?
Okay.
I would say connecting sometimes with somebody that's not a direct client but could help
you in so many other ways.
And to me, that's also a strategic partner.
So I'll give you an example.
I connected with this guy named Jonathan.
He was actually one of the first people that got me into the construction space.
What makes him strategic and how we help each other out is every single week we have a 15
minute call.
Hey, how's it going?
Who can I refer you to?
You know, what's happening here?
What's happening there?
So we were having a call yesterday.
I was at this firm out in Stony Creek and they're looking for grants.
I said, hold on.
I think I have somebody that can help you.
And right this morning, I made an introduction to a person that can help with, it's called
the Shred Program here in Canada, which helps manufacturing people that are in the scientific
space get grants.
So I would also encourage people to look at strategic partners as, hey, they could be
direct clients, but he's just one of the examples where because we're always top of mind of
each other, I'm always saying, hey, you know what?
Let's go talk to Jonathan.
Let's go talk to this person.
Otherwise, they're going to forget who you are if you don't follow up.
And it's not just following up after networking events saying, great to meet you, but does
that CPA, does that marketer, does whoever it is that they do come to mind when you're
also talking to other people?
That's great, but it's great for one or two people.
But if you have five or six or 10 strategic partners, I'm using that term loosely, how
do you stay in contact with them?
Quarterly events.
I also do posts about them.
It's all about connection and it can happen in different ways.
It's sending a text message.
It's sending an introduction.
It's a Christmas card.
A follow-up card on their birthday.
It's also what you mentioned earlier and your acronym.
What about that distinctive value?
Can you relate back to them?
So if I call someone and you know what, maybe you might not have a connection in six months
from now, but they are a swimmer, send them something about swimming or a competition
that's going on.
That's great.
That's wonderful advice and everybody listening should really pay attention.
But now let's switch it around a little bit.
People usually have a fear of networking, of getting involved.
Now what would you say is the biggest fear that you can think of and how would you overcome
it?
Okay.
So when I first started networking, my biggest fear was that I was too young because a lot
of these networking events that I go to, I'm one of the youngest people in the room.
And some advice that was given to me, especially if you're an introvert, contact the director
or the person that's hosting and say, hey, listen, I'm a little shy.
This is what I do for some of the people that I can get in contact with at this event that
you think could be a good fit for me to meet.
This way, that person, when you get to the event, will direct you to that person.
You can have a conversation and then sometimes other people will join in.
And by the time you know it, the networking event is already over.
You've made so many connections.
Right.
That's so true.
With doing all of this, everybody is bound to make a mistake.
And so what's a common mistake that you have seen made or you've made personally and had
you overcome?
Talking too much.
So I mentioned this a little bit earlier.
Let them do the talking and figure out if they're the right fit for you.
Because sometimes not everyone's going to want what I came from in this space before.
Not everyone wants us to talk to a marketer.
Not everyone wants to talk to a cost reduction expert.
Let them do the talking, see what they're looking for, because it goes also back to
your strategic partners.
If they might not be a fit for you, they could be a good fit for somebody else.
And at least you can say, hey, after the event, you know what?
I'm not a good fit for you, but you know what?
I know somebody that can do this.
Let me get you in contact.
So it's kind of like a first date.
Just ask the questions or like a sales call.
Just ask the questions, let them answer.
Then go into what you're trying to achieve.
That was great.
It's great advice.
And I'm sure that everybody listening has gone through something like that.
And that's a great way to overcome it.
Okay, give me your top three strategies for ensuring networking interaction that leads
to actionable results.
Okay.
So first and foremost, yes, give them their business card, but make sure that every business
card that you're getting, you're following up with them within 24 hours, within three
months.
Make sure you have almost like a schedule because if you don't keep up with them, they
don't keep up with you.
That card goes right into the garbage.
That's something I would say the first thing that is actionable.
Second thing that I would say is don't just go to one networking event a month.
Try three or four.
See what you like.
Go to different industries.
See what other people are doing.
And I would also say it doesn't have to be a B&I meeting.
Before this call, I got someone that messaged me to go to a museum out in Kleinberg where
I am.
Look at different types of networking.
Look at Gallas.
Look to see what's online.
Just get yourself out there and also make a schedule and say, okay, if I'm going to these
five events, how many people, like you said earlier, how many people are there?
How many people do you want to connect with each hour?
And what do you want to get out of it?
And I think when you start putting together your CRM and putting tasks, hey, follow up
with this person, reconnect with this person, you're on the path to success.
And then the third thing that I want to also say is sometimes, and the third piece of this
is some people you got to let go.
Something is like a needle in the haystack.
To find good strategic partners is not easy.
And it takes time to build.
And some people you got to let go.
So another piece of advice someone gave to me is you're going to give a referral.
Let's say I give a referral today.
You're going to do one next week, maybe one from a month from now, and then let's say
two months from now.
So you're always staying top of mind.
But if that person cannot give you one referral back, they're going into the yellow zone, like
proceed with caution.
I just gave you four leads.
And not only did you not say thank you, but also it's a two-way street here.
That's very good.
Now, what do you do with that business card?
Flip it over, write down the date of the event, the name of the event, and something you spoke
about so that when in two weeks, when you look at that business card, you remember, it jogs
your memory, oh, you know what?
I talked about that with him, and we can talk even further.
So that's one.
As putting it on your calendar, that is so important.
Because one thing I profess is for you to get out there and just start going.
Just listen, you're going to be horrible at it.
The first one's going to be a mess.
Don't want to go.
Then go to a second one and a third one.
Put it on your calendar for every other week, every three weeks.
Doesn't matter.
But put it on a calendar.
Okay?
So those are very important strategies, and that's just a little help.
Now, I always put a lot of emphasis on the follow-up.
Okay?
What type of follow-up do you have when you meet somebody, let's say that evening, what
would your follow-up strategy be for that person?
The first thing that I do is I go on LinkedIn, and I look to see if they're active.
If they're active, I go and follow them, and I connect the first thing.
The second thing that I do is I will send an email just to say, hey, thank you for connecting
or I'll send them a message on LinkedIn.
And then depending on if I haven't got anything back, then I pick up the phone and call.
Okay.
So my secret sauce, so to speak, with the follow-up, because I feel that the follow-up
is probably either close to just meeting the person or even more important.
So when you get back from the event, either your office or home, you send that email and
say thank you for your time.
Right?
Hey, Erica, this is Mike.
I met you tonight.
Wonderful time.
Thank you for your time.
Mike, that's it.
And just leave it as that.
The next morning, the very next morning, you write a handwritten thank you note.
You write almost the same thing.
Hi, Erica.
This is Mike.
I met you on such and such date, such and such an event.
We spoke about your husband, son, brother, whatever.
Michael, put your business card in it and send it to them.
Now what does that do?
Could you imagine sitting down and receiving that thank you note?
Nobody does that, except for the people, of course, that I coach, but nobody does that.
So they picked up that thank you note.
So if that doesn't prompt them to send an email, almost nothing will.
But a thank you note, you write them another email.
Hey, Erica, this is Michael.
I met you on such and such a week.
It's open.
Do one of those days work for you and sign and send it.
Okay?
So each time, increasing the probability of a response, you have to practice.
The more you practice, the better you get, the better you get, the more you will enjoy.
So what are some common challenges that business professionals face and how can they overcome
them?
Okay.
I just want to dive into this question at networking or just in general?
Networking.
Okay.
So I would say one of my common challenges or things that I had to learn is when to cut
people off and even on a Zoom call.
So what I always do is I always say, now, hey, I have a hard stop at three o'clock.
I have a hard stop at four, 15, or I've also set an agenda so that if I'm having this virtual
coffee and let's say they go into a straight pitch and they're not building a relationship
whatsoever, I set that agenda.
And then if I think it's going out of hand, I ended as well and say, hey, you know, I
forgot I had this meeting at three o'clock.
That would be one thing.
Second thing that I also find it's hard for business professionals, including myself,
is let's say you're networking on LinkedIn.
So it's kind of hard to see right now, but on my piece of paper here, I have for today
that I need to do 20 comments.
I need to follow 20 followers, connect to 25 new people, and send 15 messages.
Having that consistency every single day, especially when you have meeting after meeting
or you're trying to, you got this networking event and so many other things, it is hard
to stay consistent.
But I would also say that that can be challenging for business professionals sometimes.
But when you are consistent and when you put that goal in and you say, hey, I'm going to
do this, you're doing the time for the crime that you that you wanted to get out and you
got it.
Good.
Very good.
Okay.
Last two questions.
What's your favorite marketing tactic?
My favorite marketing tactic.
So coming from the marketing world, this is a tough question to answer because they all
work in unison sometimes and you have to be doing different things to create that recall
and recognition.
But my favorite marketing tactic has to be organic content.
When you're putting out a lot of pieces of content and let's say you're shy or you're
not good at the networking piece, this is also networking because you're building trust
and creating relationships and you're doing it through pieces of content.
So if you're consistent with it, you're going to gain traction.
You're going to gain followers.
You're going to understand also what works, what doesn't work and people are going to
come into your funnel and say, hey, you know what, I'd love to sit down and chat because
of the reach that you're going to get versus the 10 to 20 people that you have intimately
at a networking event.
It's also another way to expand that reach.
Okay.
Last question.
Give me one takeaway that my audience can use today.
I want to go back to what you said earlier about the Hen written notes.
And being someone that actually received only three of them out of the amount of people
that I've networked in the past two years, I still remember who sent it to me.
And it's still top of mind.
And it's something that even I want to do now and I forgot about to do.
So that's what I would say.
What my one piece of advice is, but also yours moving forward.
It's a great tactic.
Okay.
It's true, but it is so powerful.
And as many people as I coach, as many workshops as I do where I tell them to do this, nobody
does it outside of the people that I coach, of course, but it becomes so powerful and
you remain top of mind.
So that's why it's so important.
Erica.
So if anybody wants to get hold of you and enlist your services, how would they do it?
You can reach me on LinkedIn.
My last name is a little bit tough, but it's spelled G I U G G I O.
I'm a phone person.
I am a millennial, but I promise I will pick up the phone.
You can call me at 416-605-0193 or you can just shoot me an email at EricaJujo at SchoolieMetal.com.
Perfect.
That's perfect.
Erica, I want to thank you so much for coming on.
You have it.
You have, you know what you have to do.
You're doing it and you're showing results from it.
So if anybody wants to take note and talk to Erica, please contact her and ask her how
she's doing it or hire her as a coach.
I'll talk to you soon.
Thank you so much, Michael.
You're welcome.
Well, that's a wrap, folks.
A huge thank you to our special guests for sharing such incredible insights today.
And of course, a big shout out to you, our amazing listeners for tuning in and spending
your time with us.
Remember, networking isn't about being perfect.
It's about being present.
So take what you've learned today, get out there, and make some meaningful connections.
If you enjoyed this episode, don't forget to subscribe, leave us a review, and share
it with someone who could use a little networking inspiration.
Let's keep the conversation going.
You can find me on Apple, Spotify, YouTube, or my website, MichaelAForman.com.
Remember, until next time, keep practicing, keep connecting, and keep building those relationships.
This is Michael A. Foreman signing off.
Take care, and happy networking.