Journey of a Serial Entrepreneur

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How to get from where you are to where you want to be

5 Tips for Better Networking

“It’s not what you know but who you know that makes the difference.” Anonymous

As an entrepreneur, networking has been an essential part of my journey and growth. However, even if you are not an entrepreneur, networking is something each one of us should be doing at some level. Networking provides us with the opportunity to reach out to individuals from all walks of life with whom we share similar passions or interests. We also meet individuals with whom we have very little in common. Either way, through this interaction we grow as individuals and start to see the world from a multi-faceted view point, rather than just our own. To some of us networking and conversing with strangers is easier than it is for others. However we must all make an effort to put ourselves out there and see what develops. Listed below are a couple of tips which have helped me become a more effective networker:

1. First Impressions: These are formed quickly, we need therefore to be vigilant about how we present ourself, and our attitude and overall body language. When meeting individuals for the first time, take an active interest in what they do, see if there is potentially anything you could do to assist them. It is important that we do not come across as pushy or just wanting to get the other person’s name card and move on. Will we always get the right impression across? Probably not, however, we have to do all we can to make sure that the signals we are sending are well aligned with the impression we want to create. To learn more about creating the right first impression please click here.

2. Business Cards: These are a vital component of effective networking. They have the ability to form a link between two strangers and potentially help that link grow into a mutually beneficial relationship. One needs to pay a lot of attention to the design of business cards and make sure that all the information is legible and well presented. Always carry an ample stock of your business cards and give them out liberally. When exchanging business cards, if required, ask politely for potential referrals. Lastly, business cards are essential, if you are not associated with any company, have personal name cards printed for yourself. To learn more about the importance of business cards please click here.

3. Following Up: This is a critical aspect of effective networking. Exchanging business cards is only the creation of link, it is our responsibility to convert that link into something greater. Three tips for following up more effectively include the 48 hour rule, which is essentially making sure that you follow up with a contact within the specified period to keep the link alive. Secondly, make it a point to follow up in context to the conversation that you had with the individual. Lastly, periodically follow up with individuals on your contact list whom you have had limited contact. To learn about each tip in greater detail please click here.

4. Building Online Networks: Online business networking is skyrocketing these days. With a plethora of websites being added almost daily, one is able to connect to just about anyone from around the world. Three ways to plug into the world on online networking is, joining Linkedin a leading professional networking site, creating a twitter account to connect with people in your niche and lastly, begin blogging to get the attention of your target audience. It is essential for today’s entrepreneurs to be plugged into the online networking cloud. To learn more about each of the services outlined above please click here.

5. Building Offline Networks: I believe developing a strong offline network is just as important as building an online one. Through these activities one is able to connect with a host of individuals around a common point of interest. It also helps bring balance to our busy lives, specially since more often than not our professional lives seem to completely take over. Join groups and events related to the business that you are in, or join social work projects that may be of interest to you or a group to play sports or social games together. These activities help increase your business networks as well as help you grow personally as an individual. To learn more on how to develop offline networks please click here.

Networking effectively, takes a lot of patience and time. We have to work on developing our networks every day by reaching out to people we have connections with as well as adding new connections. There is a need to add value to the people whom you know for those actions to be reciprocated. I would really like to get to know the readers of my blog and find ways we can help each other grow. You can find links to connect with me below.

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Building Offline Networks

“More business decisions occur over lunch and dinner than at any other time, yet no MBA courses are given on the subject.” Peter Drucker

I discussed online networks in some detail yesterday. Today I will cover the importance of developing offline networks. These networks require us to put ourselves out there to find opportunities through which we can grow professionally as well as personally. When I mean offline networks, I am not restricting them to only business mixers or rotary functions. To me, offline networking involves a host of shared activities with individuals who share the same passions and interests as I do. I believe developing a strong offline network is just as important as building an online one. Through these activities one is able to connect with a host of individuals around a common point of interest. It also helps bring balance to our busy lives, specially since more often than not our professional lives seem to completely take over. Some segments to look into to develop offline networks are listed below:

1. Business: Having set up one of the largest network of entrepreneurs in Far East Asia, I have witnessed first hand how effective joining an entrepreneurial club or society can be. The ability and opportunity to actually meet a host of people enables one to create stronger connections a lot faster than developing them online. I recommend entrepreneurs look into entrepreneurial clubs and societies as I believe they can be a most beneficial. Other than this,  keep a look out for networking events in your industry where you have the opportunity to meet a host of different individuals. I was introduced to most of my mentors through such events.

2. Social Work:
If there is a cause which is close to your heart or an organization you think is doing great work, I recommend joining them to see if there is anything you can do to assist them. The entire aspect of social entrepreneurship is an area in which many individuals are doing excellent work to ensure a better tomorrow. Joining such efforts adds breadth to your network and opens up avenues usually unavailable through traditional routes.

3. Sports & Games:
Before my ventures completely absorbed me I used to be a regular cycling enthusiast. Along with a friend, I set up the cycling club at my university and we would cycle regularly over the weekends. It was great to get outdoors and get some exercise, it also helped clear the mind and once again meet some very interesting people. I learned a lot about team work, perseverance and even leadership through this activity. If not a sport, there are a host of other activities such as chess, bridge or poker where one can both network and have a good time.

Developing offline networks is an important aspect of the overall development of one’s personality. Even though at times it feels that there are just too many things to do, don’t let these activities take a backseat, find time for them. I feel having strong offline networks is specially important in Asia since there is greater emphasis on meeting face to face. Thus for an entrepreneur in this region, a balance needs to be formed between online and offline networking activities.

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Business Networking Online

“During the past year, the total North American audience of social networkers has grown 9 percent compared to a much larger 25 percent growth for the world at large. The Middle East-Africa region (up 66 percent), Europe (up 35 percent), and Latin America (up 33 percent) have each grown at well-above average rates.” Comscore

Online business networking is skyrocketing these days. With a plethora of destinations being added almost daily, one is able to connect to just about anyone from around the world. For someone new to online networking it can be a bit intimidating. With all these tools out there, deciding which one to select and build upon can be a tricky decision. Prior to 2008 I used to rely a lot more on offline networks than online ones. This was primarily because I miscalculated the effectiveness of online networks. Ever since I started blogging earlier this year my eyes have truly been opened in discovering the true potential of online networks. Through these networks I have made some great friends, been introduced to some amazing companies, have been referred business and been able to raise funding for some of my projects. Listed below are some of the tools I use:

1. LinkedIn: This is the web’s leading professional networking destination and it is witnessing tremendous growth. I use linkedin primarily to do reference searches due to the nature of my work and have started using it to develop leads for business development. I have even started using it to identify talent to facilitate the recruitment process. I strongly recommend entrepreneurs to join this network as I believe it can greatly facilitate the development of your business. If you would like to connect with me on Linkedin please click on the link found below.

2. Twitter: This is a micro blogging tool which facilitates short communications between individuals, a group of people or the public as a whole. Essentially twitter users, post short messages detailing information in reference to their line of work or life generally. These messages can either be public or private. Other users are given permission to follow the updates of specific individuals, so as to be constantly updated about their activities. As I write this, it seems like a pretty silly concept and that is what I thought at first. However since becoming a more active user I have seen how these updates can be a source of great information, at the same time it gives you potential access to people whom you normally would not br accesing. I suggest joining it and seeing whether it is something which appeals to you or not. With its explosive growth these days, twitter is quickly becoming the destination to be online. To follow me on twitter please click on the badge below.

3. Blogging: When I started this blog I was unaware of how I could use it as a networking tool. However as time went by I was contacted by a host of very interesting individuals from all walks of life. Over the course of these last ten months of blogging I have made a host of close friends through blogging and actively reading other blogs in the same niche. In the world we live in today, blogging is very quickly becoming an instrumental tool through which one can attract like minded individuals. This can be a great source to find potential partners, employees, investors and even mentors. To begin blogging I recommend selecting a niche and then writing relatively regularly to build a following.

The deal with all of the tools I have listed above is that for them to create opportunities we need to work very hard to constantly build upon them. An empty linkedin profile will not attract anyone, twitter without relevant and interesting updates will not create any meaningful interaction and a blog which is not regularly updated will not become a hub of activity. We have to make a commitment to build our profile online, this is not something which is developed overnight. Like the real world one needs to build a reputation which is trusted and eventually become an authority who is constantly being referred to. I would really like to connect with the readers of this blog and see how we can assist each other in either a professional or personal capacity.

View Usman Sheikh's profile on LinkedIn

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Following Up

“Success comes from taking the initiative and following up… persisting…What simple action could you take today to produce a new momentum toward success in your life?” Anthony Robbins

In my previous post I spoke about the power of the business card. The truth of the matter is a business card  essentially gives you the ability to get the business card of another individual. There is much however that needs to translate this exchange and convert this link into a source of business or referrals for your business or yourself. I have known many power networkers who have a great ability to work an entire room and possibly get everyone’s business card. However most of them usually spend very little time with the person to find out more about them, and following up becomes a challenging task. When networking take time to find out more about the person. Be it their goals, aspirations, business or just  whatever they are willing to talk about and something you can bring when following up with them. This helps creates a better first impression and a stronger bond to assist in following up with the person.

Listed below are a couple of tips I hope can improve your follow up process:

1. 48 Hour Rule: Whenever I meet someone for the first time and we exchange information, I make sure that I follow it up with an email or call within 48 hours. If I do not send it out within this time frame, chances are that I will forget about the individual and reconnecting later is much more challenging compared to when both sides still remember the occasion they met at. I usually send an email to the individual as soon as I enter it into my personal database.

2. Context: It is important that whenever you are following up with a new contact that there is a specific context. If I shoot off an email which simply said “It was great meeting at the networking event, lets keep in touch.” chances are slim this person would be more than just another name in your rolodex. During the event or right after the event right a small note on either the name card or on your phone regarding the individual and something specific which you spoke about which you can follow up regarding. This adds a lot more weight to your email and increases the chances of possibly getting some business or referrals from the individual.

3. Rolodex Dipping: I got this tip from Christine Comaford and it has really improved my ability to leverage my network more effectively. Rolodex dipping is simply the act of randomly picking up someone from your Rolodex which you may not have contacted for a while and re-connect with them. It could be an informal email or call where I inquire about them or their business. I do this activity 3 times a week and it has kept my connection to long lost clients, partners, colleagues and friends alive. I would highly recommend integrating this activity in your weekly schedule.

Following up is a critical aspect of effective networking. Through these activities I have been able to sustain and grow my personal and professional networks while maintaining a strong foundation. It is only through the process of consistent following up can we convert a contact into someone a lot more valuable. Even though this is a very simple and straight forward process many people have not developed the discipline to methodically follow-up, this impact’s their business development activities .

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Can I have your business card?

“The way of the world is meeting people through other people.” Robert Kerrigan

Business cards are a vital component of effective networking. They have the ability to form a link between two strangers and potentially grow that link into a mutually beneficial relationship. The first time I really needed a business card was at one of my first networking sessions in college. Being relatively new to the networking scene at that point, I wondered how so many students were going about exchanging name cards. Eventually I got a hold of some them and was surprised at the information presented on these small bits of paper. They ranged from mini size resumes, information regarding student organizations they were part of, and more traditional name cards with information about their organizations. It was at this time a close friend of mine and I set up Synaptic Creations, my first company, in which I started out assisting students design and print name cards on an affordable basis on campus.

Coming back to the importance of business cards. There are a few tips and etiquettes I have picked up over the years, they have helped me during networking, I am sharing them with everyone:

1. Design: It is important that one chooses the paper, design and font carefully for business cards. One’s business card is an advertisement for the product/services you provide. It is important to maximize the space you have on the card and at the same time not to make it too cluttered. Choosing a very small text to display contact information should be avoided. If needed use both sides of the business card to convey your message.

2. Ready Stock: As an entrepreneur we should always be equipped with an ample number of name cards at all times. This applies especially for networking sessions, a place we are bound to pass out many name cards. Countless times I have spoken to individuals at networking sessions who apologize for not having name cards, or hoard them to give to the “right people”. This sends wrong signals  and should be avoided at all costs.

3. Presenting: In Asia name cards are presented and received with two hands. This is a sign of respect and the best part about such an exchange is that it provides an opportunity to look at the name card closely. Either way even if name cards are exchanged with one hand, we should take the time to look at the other persons card carefully as a sign of respect as also to see if there is anything of interest we could discuss further with them. One needs to make people feel important so that they share the same attitude towards you.

4. Referrals: Whenever you exchange name cards with someone who may not be in your line of work or industry, but has shown an interest in what you do, make it a point to ask politely for referrals. It is important to emphasise the politeness aspect. I have across many individuals who just go on and on badgering for referrals. This usually makes the other person feel uncomfortable and forces them to close up as they infer one is only wanting to take advantage of their network. Depending on the situation choose an appropriate manner and time on how to bring up the discussion.

Exchanging business cards is just the beginning of the relationship. It is as important to follow up with the individual and add their name to a rolodex or online depository. For management of my name cards I use a service called Highrise. It is a simple and neat tool which allows me to easily add data and provides access to my network from just about anywhere through my phone. It is hence essential to have a methodical way of managing one’s name cards.

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First Impressions

“You never get a second chance to make a first impression” W. Triesthof 

A couple of years ago, two individuals from my university came to my partner and I for initial seed funding for a project they wanted to start. It was in the service industry, in a sector which was growing relatively fast. The first meeting involved the pitch, which was well done. However,  during the Q&A session when we  actually started interacting with each other, I felt something was off. Being relatively new to seed funding at the time, I got convinced with the figures and disregarded the seeds of doubt which I had. As it turned out my first impressions were right, I learned a very important lesson, at a cost. The purpose of the story was to show just how important first impressions are, whether you are networking, pitching to an investor or securing a customer. When meeting someone for the first time, a couple of things I always looking out for are listed below:

1. Attitude: There are some people who start off talking about themselves, and just do not let the other person into the conversation. Their primary and total objective is to figure out how to get something out of networking with you. This approach is short sighted, and often results in the inability to make an actual connection. The better attitude is to make the other person the focus of the conversation. See if you can possibly assist them in any possible way through your network. This attitude will in turn create a wealth of opportunities for you and will continue to do so over time. It is therefore essential to constantly assess the signals you are giving out and the manner in which they come across to the other person.

2. Listening: There will often be people who whilst engaged in a conversation with you, will not really be there. They are constantly distracted with what is happening around them, have a tendency to suddenly change subjects, and generally give out vibes that they really do not care. When I notice someone acting this way, red flags go up instantly, and making an extra effort to push any sort of working relationship forward is greatly decreased. We also have to be constantly aware of whether we are actively listening ourselves. To learn more about active listening please click here to read more about it.

3. Appearance: The way an individual dresses and carries his/her self says a lot about them. It is always better to be over dressed than to be under dressed for an occasion. Find out what the appropriate attire for the occasion is before going. My grandfather used to tell me that there was much learn to lot about a person from his hair, nails and shoes. Even though times and attire has drastically changed since his days, the advice still holds true today.

Since first impressions are formed quickly, one has to remain vigilant about how to present oneself, one’s attitude and overall body language. It is much more challenging to change initial impressions, it is hence essential to do all we can to ensure we get it right the first time. Will we always get the right impression across? Probably not, however, we have to do all we can to make sure that the signals we are sending are well aligned with the impression we want to create.

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Do you Network?

“I like to define networking as cultivating mutually beneficial, give-and-take, win-win relationships… The end result may be to develop a large and diverse group of people who will gladly and continually refer a lot of business to us, while we do the same for them.” Bob Burg

Effective networking is often the difference between the success or failure of a business. As entrepreneurs, if we wait for someone to come buy or check out our products or services, we will not gain much traction. We have to continuously put ourselves out there, and find people who could benefit through our product/service or who could benefit us. The important aspect here is, there needs to be a mutually beneficial exchange. If we remain self centric and just talk about “me,me,me”, building long lasting relationships is going to be very challenging.

As stated in some of my earlier blogs, networking was and still is to an extent, something I am not completely comfortable with. This is quite common for a lot of individuals who are relatively introverted, and do better in smaller groups or on a one to one basis. Many books have been written about how to be better networkers, somehow I always felt they slowed me down instead of accelerating the process. What I have learnt the hard way is, there is absolutely no replacement for experience. We have to continuously place ourselves outside our comfort zone and make an effort. I think the tipping point for me was during a sales training course I was participating in. The group was instructed to go and collect as many business cards from strangers in 30 minutes. To make it difficult it was 8pm at night, and people were tired and hurrying back home. Eventually I gathered up the courage to go up to some people and make my case.

I got a lot of nasty comments and rude looks, but eventually, I found some people who cooperated. Ever since that day my whole mindset towards networking has changed. I have begun to truly understand how critical networking is and how the benefits far outweigh the awkwardness one may have to face doing it. During the course of this week I will be covering five factors, which I believe have made me a more effective networker. These have greatly helped me in both my personal and professional life.

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5 steps to find out who you are

You are now at a crossroads. This is your opportunity to make the most important decision you will ever make. Forget your past. Who are you now? Who have you decided you really are now? Don’t think about who you have been. Who are you now? Who have you decided to become? Make this decision consciously. Make it carefully. Make it powerfully. Anthony Robbins

“Who are you?” was the question which was tackled this week. By no means is this an easy question to answer and in most cases not too many ask themselves this question till it is too late. For you to be able to succeed at anything in life you need to realize what it is that you are good at and, not good at. Simply plugging along and hoping for the best isn’t an optimal strategy. Being an entrepreneur, identifying your strengths and weaknesses and those of your team mates are essential in creating winning teams.

1. How do you energize yourself?: Some people draw their energy from the outside world with constant interaction with friends, co-workers or teammates. This constant interaction energizes them to be more productive and efficient. Some people draw their energy from the inner world. They need time-out to gather their thoughts and feelings to energize themselves. How do you energize yourself? To read more please click here.

2. How do you process information?: Do you work best with facts and figures or do you rely a lot on your gut feelings? Some individuals find it a lot easier to process information when they can use their 5 senses to verify information. They prefer information to be provided in a step by step manner. Others look a lot deeper than the senses, they are able to perceive and infer a lot of things which may not be clearly apparent. They are constantly moving from one thought to the next. How do you process information? To read more click here.

3. How do you make decisions?: Are you the type who requires all the facts and then likes to make logical decisions, or do you take into account the implication of your decision on those it may affect and then make a decision? People who prefer to go with the facts and reach practical decisions may appear to be cold, however their reasoning has sound fundamentals and may be the correct decisions. Others who take into account the implication of their decision before taking it may appear to be weak, however their reasoning is based on maintaining harmony in the group or team. How do you usually decide? To read more click here.

4. How do you structure your life?: Is your routine strict and regimented or do you have more of a carefree attitude and prefer to keep your options open? People who prefer structure in their daily routines tend to follow a day to day task list to help them prioritize. Making decisions as soon as possible to remove ambiguity is something they prefer. On the other hand people who prefer a more autonomous structure in life like to keep their options open all the time. They work best in situations where there are no strict deadlines to meet. How do you prefer to structure your life? To read more click here.

5. Put it all together: Once you have decided on all your preferences you you should click here and follow the instructions. You will arrive at a 4 character personality type which will highlight some common characteristics of that type. See if it sounds like you and how you prefer to operate.

What type are you?

I hope this process will help you see your preferences with greater clarity. This is by no means a definitive guide to identifying your personality. It is just an indicator of your stated preferences. It helps you to understand yourself better and also how your team mates prefer to operate. If this is done as a team exercise it boosts internal communication and increases productivity as team members now realize how a certain person processes information and ultimately reaches a decision. For an indepth analysis please email enquire@innovogs.com to schedule a JTi test.

I can hardly believe 4 weeks have already gone by. Thank you again for your support and continued readership. Major changes to the blog are underway so if there is anything that you want to see on this blog and don’t see yet please email me or leave a comment and I will do my best to incorporate it into the blog.

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