Julia Palmer is a respected Relational Strategist and best known for leading the face-to-face revolution!
Her expertise includes 20 years of practice and research combined with Advanced Certifications in Neuro-linguistics, Emotional Intelligence (MSCEIT), Performance Consulting, Training and Assessment. By age 25 Julia was the General Manager of a Multi-Million dollar global organisation, she has built her career by organising and attending thousands of networking events across all industries internationally. Now as CEO of Relatus, Julia helps you position yourself in professional networks and build your relational capabilities to maximise the human advantage.
Julia has dedicated her career to “cleaning up the negative connotation to networking”
Has grown up surrounded by engineers
Realises that networking is a learned skill, that it is not taught
She is seeing a real growing trend that is pushing towards a relationship and communication focus in businesses
Since the GFC, when the phones stopped ringing, businesses started focusing on relationships & communication within their business
Think Strategically when Networking
Realise there is a difference between your Network and the activity of Networking
Networking is the act of socially interacting but to be successful you MUST be strategic. Do not be adhoc in your approach.
“Unless you have a purpose to (networking), you’re not going to really understand why you’re doing it, and you’re definitely not going to get the value out of it.”
The time spent at networking functions SHOULD be incorporated into your career progression.
There is so much wasted opportunity to progress your career using networking – all the time wasted and money spent in various membership fees, all these should be looked at as ways to strategically enhance or progress your career “If you’re gonna do it, do it properly. If you’re not going to do it properly, don’t do it at all!”
Think about – what is the purpose of you going to a networking event in the first place? Be Strategic. When you’re planning to go to an event, research and identify the people that you should be talking to.
See the attending of networking events as an opportunity to represent yourself and your organisation
Be holistic in viewing your Network
Network is the result of your networking activity
Your network is the existing relationships you have
The activity (i.e. networking) needs to lead to the result (i.e. your network), that’s how you need to become more strategic with networking
“for most people they go through their whole careers never considering the value of their network”
Everyone is talking about CX (Customer eXperience). But “when you’re an individual, your network is a lot broader than just the customer”. You’ve got to realise that your network includes your community and that the act of growing your network isn’t restricted to official work functions – it can be your own social activities.
You need to look at it very holistically. Only then will you realise the proper representation of the influence and impact you have to do your job.
It is so important to be genuine and be yourself, because you couldn’t possibly be anyone but yourself 24/7. And since every contact you have with other people could potentially enhance your network, being yourself is vital to successfully building your network.
Bonds of Familiarity – “The better you get to know people, the more bonds you create. And the more bonds you have in common….. they connect us and strengthen that relationship.”
Need to come back to the human aspect of what networking is all about. Because once you connect with others at that human level, you will experience the benefits in your career.
Technology is so prevalent, but it has gotten in the way of building true relationships.
There are some conversations that only come about once you’re face-to-face.
The use of technology is getting in the way of how we build our networks.
“The easier road is the email, but the more effective road is the phone call. People don’t pick up the phone anymore”
Too many people rely on email as they feel it’s safer. But they aren’t building a relationship, they are just mitigating risk
“Chose the communication method that suits the outcome you want. Don’t just rely on the way you have always done it and what’s easier for you. Think about the outcome..”
Be mindful of cultural differences when reading the literature from networking books. Australians have their own unique culture which can cause some issues – an example is the giving of cards.
American’s tend to treat networking as very transactional. Australians are very protective of personal space and who we are.
Do not, ever, never start your conversation with “what do you do?”. Ask something neutral and discuss something that you both share – such as about the event or venue you are at.
Really think about the impact of your question on the people you are meeting.
“The relationship should be the focus when you’re networking”
Silly Season Preparation
Start considering the invitations that are currently arriving. Be strategic
“Busy is not an excuse not to network”
In Australia, holding a drink is imperative to making people feel comfortable 🍻
You don’t have to work the room. You must be strategic in identifying why you’re there and formulate your goals accordingly.
Leaving a conversation shouldn’t be stressed about. You do need to leave, you can’t dominate another person’s time. Keep the reason you’re at the event in the first place as that should drive the focus
Don’t meet everyone. Aim to meeting 3 – 5 people.
Note, there’s a whole different etiquette if you’re hosting.
The Follow Up
71% of people don’t follow up!
After going through all the angst and worry with networking at an event, the effort is wasted if there is no follow up.
By being strategic, the plan must include the follow up activity.
Pick up the phone. LinkedIn or email can be fine if you’re unsure of the relationship. But the best result will come from phone call or a face to face.
Julia presents at functions and conferences around the world. She has authored two books ‘Schmoozing the Globe’ and ‘BUZZ’ and appears regularly in TV, Radio and Print Media promoting the growing importance of networking relationships in business today.