Relationships, Not Revenue: Reframing Your Networking Mindset

Episode Summary:

In this episode of Chamber Amplified, host Doug Jenkins from the Findlay Hancock County Chamber of Commerce dives into the art of networking with guest Jason Harris from Equitable Advisors. The discussion looks into strategies on how to navigate networking effectively, with insights from Jason's own experiences and lessons in building meaningful business relationships. The episode addresses the evolution of networking techniques and the shift towards more genuine, interest-driven engagements over traditional sales-driven approaches.

The conversation also highlights the the importance of patience and authenticity in networking, highlighting that the process is more of a long-term investment rather than a quick sales funnel. Jason underscores the value of being a connector—someone who can bring people together. Various strategies are discussed, such as being active and present in community events, budgeting time wisely for post-event networking, and leveraging technology and social media to support and engage with other local businesses.

Key Takeaways:

• Networking should be approached with the mindset of being interested, not just interesting, to foster meaningful connections.
• Developing a networking strategy is akin to farming: plant seeds, nurture relationships over time, and results will eventually follow.
• Small business owners can maximize networking by integrating personal interactions into typical business hours and leveraging social media to enhance visibility and support for other local businesses.
• The evolution of networking has seen a shift towards more digital interactions and industry-specific associations, allowing for more targeted relationship-building.
• Business owners should reframe their networking efforts as opportunities for long-term relationship development rather than immediate sales opportunities.

Music and sound effects obtained from https://www.zapsplat.com

Transcript

0:00:03 - (Doug Jenkins): Hello and welcome to the show. I'm Doug Jenkins from the Findlay Hancock County Chamber of Commerce. On each episode of Chamber Amplified, we're examining issues that impact the local business community. Whether that's employee recruitment, retention, marketing, it issues. It's really anything that can be impacting your business. Our goal is to give our members tips each week on at least one way they can improve operations and thrive in the current business environment.

0:00:26 - (Doug Jenkins): Again, remember, we are on a new schedule for the show. Chamber Amplified will be coming out on Tuesdays. Going forward. Usually it will be right in your podcast player. When you wake up, you subscribe to us, it'll be sitting there waiting for you. Today we're just a little bit behind. Got the fun of having a migraine as I sat down to produce the last or this episode and that put things behind. So just getting caught up on that now, that was a lot of fun.

0:00:51 - (Doug Jenkins): Don't suggest it. Anyway, moving forward, here's what we're talking about today. Networking. It's really easy to be bad at it, but there's also some help. Today we're gonna be talking to Jason Harris of Equitable and some of the lessons that he's learned along the way. The reason I wanted to talk to Jason about this is he's very much present with the Findlay Hancock County Chamber of Commerce and involved in a lot of things we do, but he's not necessarily in the market.

0:01:19 - (Doug Jenkins): Well, the only reason you can be considered present at things and a part of things is if you really know how to network and leverage opportunities that are in front. So we're going to talk about that. We're going to talk about the lessons he's learned along the way. Like I said. So like I said, while it is easy to be bad at networking, it's actually fairly easy to improve and just a couple things here and there so that you can have more relationship building conversations rather than I am here to make a sale. We've all had those conversations.

0:01:48 - (Doug Jenkins): They never seem to go well. Not really sure how they worked in the past. We're going to cover all of that. That's all coming up. Thanks again for tuning in. Remember, if you're listening on Apple Podcasts or on Spotify, you can rate and review the show. It really does help spread the word. And don't forget to subscribe. So it's right there when you wake up on Tuesday mornings. Now let's get into it.

0:02:09 - (B): Let's talk a little bit about how you leverage remote capabilities, things like that when you're trying to make sure that you're in front of a business community that maybe is several miles away. What are the, some of the things that you do to make sure that you're a presence in that community, that.

0:02:26 - (Jason Harris): I think some of that comes with time and experience. I think as anybody who's developing their craft, just like you put all the time and effort and energy and training into learning your business, learning your craft, you need to do the same thing with networking. And it really comes down to being able to brand yourself, but also being able to make those, those deep connections and relationships with those that are kind of like minded, but also maybe have some of the synergies with your business.

0:02:59 - (Jason Harris): You know, being an advisor, I have a lot of synergies with accountants, attorneys. It could be business owners because my niche is kind of working with business owners. So it could be a connection with maybe somebody in marketing or that's. And I think if you can learn how to be an expert in networking, as much as spend as much time doing that as you do learning your craft, it'll really help you develop those centers of influence and make those deep connections. But I think it does start with a personal relationship first before a business relationship.

0:03:39 - (B): I think that's a really good point. And it speaks to something that we wanted to get into is. So when you talk about developing those synergies, maybe you are, you know, for your instance, you, you're talking with accountants and things like that, you probably aren't making a sale with that conversation, at least not on your first conversation. And I think a lot of people go into those types of interactions, like I got to get a business card, I got to get a sale, I got to have a lead out of it.

0:04:05 - (B): How do, when you first started in your career, did you feel like you had to be like that and how did you retrain yourself?

0:04:11 - (Jason Harris): Yeah, that is a phenomenal question. Because I think when you're young and you're inexperienced and you don't have any networking experience, your first, your first intuition is, okay, I'm going to hand you my business card and I'm going to tell you my sales pitch and I'm going to do everything I can to tell you as much about me as I can in a short amount of time. And what you realize over time is that is the completely wrong approach to take.

0:04:35 - (Jason Harris): And when it comes to networking, there are tons of videos, there are books, there are classes you can take that will teach you how to be a better networker. And for me, that starts with being interested not interesting. So I take the exact opposite approach. You're either a taker or a giver in that situation. And the people that just come in and take don't really get a lot out of it, don't develop good relationships. But if you go with it with the true intent of, hey, I'm not here for what's in it for me, I'm here to learn more about the person sitting in front of me and about them as a person and about their business, and then who can I help connect them to? Is there an opportunity for me to help their business knowing that I may get nothing in return out of this?

0:05:25 - (Jason Harris): And I think when you lead with those intentions, you'll make much more meaningful connections than if you just go in there trying to sales pitch somebody rather than actually making a genuine interest or making a genuine connection.

0:05:41 - (B): It's almost, you know, back in the day there was always the phrase, I know a guy. I suppose we would say, I know someone now to be a little more inclusive, which makes sense. But you want to be that someone that people can rely on to, you know what? I don't, you know, I don't know how to solve that. But you know what? I know someone who might be able to help you with that. And then as those connections start to grow, I think it all starts to flow back to you. And I think that's what you're alluding to there.

0:06:10 - (Jason Harris): Absolutely, yes. If you can be a connector and you have to be, you have to be relevant and you have to be showing up consistently. You can't just show up to one event, hand out a bunch of business cards and expect, you know, business to come from it. It's kind of like farming, right? We're a big agricultural area. You have to plant the seed, nurture the seed, constantly water and maintain the seed, and eventually it will grow. But it's not going to happen instantaneously, spontaneously.

0:06:38 - (Jason Harris): And part of that networking works the same way. You have to plant that seed and nourish it. And that means showing up to events and being relevant and, and being engaged and. But being genuine and being a person first. And then if you can make those connections and make, you know, help somebody in their business, they'll remember you forever and it'll come back to you eventually, tenfold.

0:06:59 - (B): I always find that, and this could just be anecdotal in my case, but I feel like having a little knowledge about a lot of subjects really leans itself towards conversations. I don't know that I'm an expert in anything, but I know that I can talk about a lot of different subjects, whether it's the NBA playoffs or computer tech or pro wrestling or anything like that. I've got, I've got a little something on, on all of those because I, I, but again, it's not necessarily me, like, I got to know these things. I truly am interested in a lot of different subjects.

0:07:32 - (Doug Jenkins): Even pro wrestling?

0:07:35 - (Jason Harris): Yeah. Yeah, absolutely. And I think if, it doesn't always have to be business related. I think if, if you're a parent, you know, there's a lot of commonality we could have, even though we're not in the same industry, we, we're both parents, we both have children. There's a lot we can talk about even from that aspect. So it doesn't always have to be about work.

0:07:54 - (B): You mentioned that, you know, there's lots of books on the subjects, things like that. Are there any resources that you recommend that have been helpful for you in, in learning to network? And again, highlighting Jason here because Jason works out Marysburg area, but is very familiar to many of our Chamber of Commerce members because I, I think you've just been, you do your due diligence on it, so that's why we wanted to highlight you here today. But what, what's helped you learn more on the subject?

0:08:19 - (Jason Harris): I watch a lot of TED talks. I'm a big TED Talk fan. I enjoy those. And there was actually a couple good TED talks just on human communications and networking. It was the kind of the, what they alluded to. And that's where I got that, that phrase or that quote, be interested, not interesting. You know, and that to me, that just kind of changed my mindset of how I approach a conversation to begin with with somebody is, you know, take a genuine interest in who they are, how they got to where they're at, what they're looking to try to do.

0:08:51 - (Jason Harris): And somebody will always remember somebody who helped support their business rather than somebody who criticized their business. So that's the mindset I took and a lot of that from just, you know, YouTube or TED talks.

0:09:03 - (B): So in, in your day to day, obviously you have a lot of conversations with people like, and we've, we've alluded to the issue. When you just come in there looking for the sale, do you see that? It's I, you kind of talked about it being, you know, when you were young and maybe just first getting into your job. You think of it that way. But sometimes I feel like there's an old school mentality of, of business owners or sales managers who have that, hey, you're going out to this, you better bring back X amount of leads.

0:09:31 - (B): And I feel like they burn through a lot of employees that way because it just, it more and more doesn't work that way.

0:09:39 - (Jason Harris): Yeah, yeah, I agree. If, if, if you're an owner and you're sending your, your sales staff or your people, your marketing people, your business development people to a networking event, event, expecting results out of that event, I think you're, you're coming at it with the wrong approach. And I, you need to realize networking is more of the long play game. If you want instant sales gratification, you'd be better off buying social media ads or doing some targeted marketing rather than, than networking.

0:10:10 - (B): Yeah, but I feel like you fill up that funnel a lot better when you develop those relationships. So there's a patience that, that comes along with it. But sometimes it's tough to be patient in business and we certainly understand that. I want to talk about the time investment into it because I think aside from the approach, that's the other area where people are a little apprehensive is just like I don't have time to.

0:10:33 - (Doug Jenkins): Be in front of people.

0:10:34 - (B): And a lot of times that's true a lot, you know, like a lot of our restaurant owners, a lot of our retail owners, they can't get out of the storefront to necessarily be in front of people. What advice do you have for them?

0:10:46 - (Jason Harris): Yeah, that I can, I can completely relate and understand to that. And I can even, you know, when I was young and just learning how to network, I would over commit. I would go to too many events or I would waste too much time spending on networking. So I think for those people, they need to figure out if is there somebody that can do my job for maybe an hour or two so I can attend maybe one event a quarter.

0:11:12 - (Jason Harris): You know, that's, I know that that's not going to work for everybody, but if you could make just one event a quarter, even if it's, you know, the fresh brew business or you can make some event, some sort of net speed networking, something to start developing relationships and if, and even if it's not it within say the normal business hours, maybe there's an organization that you could be part of that, that you'll find some synergies or some commonalities like, like Rotary International or maybe there's some special, special organization that's close to you personally because it's impacted your life.

0:11:49 - (Jason Harris): You know, spending time doing that. Those are, those are great networking opportunities. You get to make real connections with people that share some common interests with you. Some of my best connections have come from outside business related stuff. It's been more personally driven and you make deep, meaningful connections in those events.

0:12:10 - (B): Kids sporting events, just all of the kids sporting events, talking to people. It's, it's funny because you don't think about it like I'm not out there trying to sign people up for chamber memberships at, at high school soccer games, but you know, I definitely could tell people about what we're doing if they ask and just always learn a little bit more about what they're doing at their business, that type of thing.

0:12:31 - (B): One piece of advice that we've heard people talk about and I'm curious, your take on it is again, when you're, when you're struggling with the time for is just hopping on social media and supporting other local businesses by hopping on like, oh, had a great experience at this restaurant or had a great experience in this store the other day. You know, you might not get that face to face, but I think business owners recognize when they're being supported by other business owners or other leaders in the business community.

0:13:00 - (Jason Harris): Yeah, I agree. That is, that's even a challenge for me. I'm, I, I want to do more of that. I need to do more of that. I think one of the things I really like is when the business itself sends me a reminder whether they email me or text me, hey, please leave us a review. That helps remind me like, yes, I do want to support your business. I need to leave a review. But anything we can do to continue to support our local organizations and our local, our local businesses is, yeah, I think a great idea.

0:13:28 - (B): I, that's a great point. I don't think I've ever turned down the opportunity to leave a review for a business that has email being asked for. Like whether it's service on our furnace at home or what have you. Just that little email reminder. One, it's a great way for us to help support local businesses, but it's really a great, I mean this goes outside the scope of networking, but it's a great way to get that Google rating up and everything else if you, if you put that out there and ask for that. So that's I think a good piece of advice for, for any business, whether you're looking to network or not.

0:14:02 - (Jason Harris): Yeah.

0:14:02 - (B): Jason, how has the, I'm gonna say the field of networking, but how. We've talked about how your, your approach has changed, but have you seen any changes in the way that businesses Interact with each other over the course of your career, whether it be through different technologies or just a shift in attitudes. I'm just kind of, I'm always curious of the evolution of things and especially when it comes to networking.

0:14:28 - (B): Like I said, you know, There's a very 1950s attitude, go get that sale. But I, you know, it's evolved into something different. And I'm curious what kind of evolution you've seen in it.

0:14:38 - (Jason Harris): Yeah, yeah, the old Glengarry. Glenn Ross, you know, abc always be closing. Yeah, yeah, that's a great point there. There has been an evolution. I think some of it has moved to social media, some of it has moved to online. Whether it's. You're part of. So there's actually online networking groups, there's organizations, there's associations you can join where you can keep up and follow online. But I also think that there has been a growth into individual and specific industry associations and organizations you can join.

0:15:11 - (Jason Harris): That's the one thing I learned. You know, seeing that I do a lot of 401ks for different industries, I. I get invited to some of these associations and I've learned that there is literally an association for every single job and industry out there. So I think people have spent, have kind of attracted or moved in that direction where they're spending more time within their associations rather than maybe something that's a little bigger or more general.

0:15:41 - (Jason Harris): They're trying to focus there because they, they can relate and network with people that are in their same industry that maybe have the same challenges or face the same things they do. And they're able to bounce ideas off each other and share successes and, you know, find out what else, what other opportunities are out there for them to grow and develop.

0:16:01 - (B): I know we've talked about how to do this when you are short on time, but one idea that I'll bounce off you see what you think is that if you're going to go to an event, budget maybe another half hour after that event so that you don't feel like you have to run away right out of it. The reason I say that is a realization or just something that's kind of popped into my head over the last year or so here at the Chamber is we have a lot of people after events who stick around.

0:16:30 - (B): One that I always feel good about that I feel like maybe the Chamber event landed if people want to stick around and aren't bolting for the door. But I feel like that's where those actual connections are being formed. Sure, the program is great and Educational, and we hope everybody gets a lot from it. But those conversations before and after, that's actually really where you're developing that bond with a potential sale down the road, a potential lead down the road, a potential employee down the road.

0:16:55 - (B): But you got to. You can't bolt for the door. You need to talk with someone who is at your table or something like that.

0:17:01 - (Jason Harris): Yeah, I'm a huge proponent of, of blocking your calendar. And I always, and I learned this from, from Fresh Fruit Business is, you know, I need to block off that half hour after that's over just for networking, because to your point, there'll always be somebody I spark a conversation with. And that's another great tip for networking is when you show up to an event like Fresh Fruit Business and you see a table, don't immediately go rush to the table where you know a bunch of people, move yourself outside your comfort zone and maybe sit at a table where, you know, numb no, nobody and strike up a conversation and get to know those people.

0:17:39 - (Jason Harris): That's really something I had to work on early on too, was pushing myself to. Into the uncomfortable and. And sit down at a table where I knew nobody and strike up a conversation. You'd be amazed at who you meet and who you might connect or what mutual connections you may have.

0:17:56 - (B): Jason, it's a lot of great information. If people would want to sit down with you, talk a little bit more about how you go about networking or if they would like some advice through Equitable Advisors. I don't know why I'm struggling with that today. It could be the three or four cups of coffee, but if they want to have a conversation with you, what's the best way to do that?

0:18:15 - (Jason Harris): Yeah. Thank you. My. They can connect with me either on LinkedIn or social media. They can call me at 419-705-6580 or they can connect. Connect with me at a chamber event. Love to see them.

0:18:30 - (Doug Jenkins): Absolutely.

0:18:30 - (B): Well, Jason, we appreciate your time on this.

0:18:32 - (Doug Jenkins): With this 0 second time on the.

0:18:33 - (B): Podcast, you're a reoccurring expert now, if that's the case.

0:18:39 - (Jason Harris): A guru. Yeah.

0:18:41 - (B): Thank you for your time. We always appreciate having you on.

0:18:44 - (Jason Harris): Yeah, thank you, Doug. I appreciate the opportunity.

0:18:47 - (Doug Jenkins): So again, one important thing to remember about networking doesn't have to be gross. It can actually be a lot of fun. And it's important to have people familiar with you. But if you're just having conversations with people, you're going to develop that network. Now, again, the trade off is that you don't get that immediate sale, but I don't know that the approach of I'm going to go get that immediate sale is as effective as it used to be.

0:19:09 - (Doug Jenkins): The other thing to highlight here is networking cannot be an I'll get around to it thing. Again, having people familiar with you in markets the size of Findlay and Hancock county, it's worth its weight in gold just to have people have some cursory familiarity with you so that they're comfortable having that conversation with you about whatever it is. But then when you get into what you do for work and what it is that you're either trying to sell or whatever service you provide, what is it?

0:19:36 - (Doug Jenkins): They're more familiar with you. They trust you. It works a lot better that way. So thanks again for Jason for joining in today. Remember, we are on Tuesdays going forward, so look forward to that next Tuesday. Chamber Amplified is a free podcast for the community, thanks to the investment of members in the Findlay Hancock County Chamber of Commerce. Because of our robust membership, we're able to focus on providing timely information to the Findlay and Hancock county business community, run leadership programs for adults and teenagers, and be an advocate for the area, all while providing tools to help local businesses succeed.

0:20:10 - (Doug Jenkins): And if that sounds like something you'd like to be a part of, just let me know and we can talk about how an investment in the Chamber not only strengthens your business, but the community as a whole. That'll do it for this week's episode. If you have any ideas for topics that we should cover on future episodes, just send me an email. Djenkinsinlahancockchamber.com thanks again for listening. We'll see you next time on Chamber Amplified from the Findlay Hancock County Chamber of Commerce.