The Game of NetWorking:  Vultures vs. Victims, Part I

One of the biggest complaints I hear from my clients, associates and friends who regularly attend NetWorking events is about the attendee who just doesn’t “get it” and forces the hard-sell of their services upon innocent, unsuspecting NetWorkers who are just there for a casual meet-and-greet.  Let’s face it...we’ve all been there...often even playing the roles of both “vulture” and “victim” (yes, even I made a few mistakes myself...back when I was just the “Knave” of Business NetWorking).

To understand the truth about the “vulture vs. victim scenario”, we need to understand both sides of the coin, and why they do what they do and say what they say.  From a clearly objective point of view, it is hard to find the professional NetWorker (one who’s livelihood depends upon NetWorking) that actively seeks to ruin their reputation by offending others or to become offended easily.  That being said, let’s gain some deeper insight of the two sides – this month, we’ll take a closer look at the vulture.

Vultures are called so because they actively look to sell their own products or services as quickly as possible...at any cost.  They come in two flavors:

The Type 1 Vulture
“Type 1” vultures are the kind of people one might associate (classically) with checkered sports coats, used cars, vacuum cleaners and encyclopedias.  They tend to be smooth and always have a deal.  Their weapon of choice is the “hard sell”;  they’ve made a commitment to sell ten widgets before the night is through and you look like you could use twelve...would you like to pay by check, cash or credit card?

The Type 2 Vulture
When I think about a “Type 2” vulture, I am reminded “Gil” on the animated TV show, The Simpsons.  Gil’s character is a middle-aged man who seems to have a new job with each episode in which he makes an appearance.  Gil is always looking for his big chance to prove himself and make a sale, although it is clear to the viewer that he is doomed from the start, because he comes across as desperate.  Type 2 vultures are desperately seeking your business and will let you know how hungry they are for it...whether you like it or not.

What’s Really Going On
While NetWorking and sales are often described as “two different sports”, they go together and often what goes for sales goes for NetWorking as well.  In this case both types have forgotten that the key is to make your prospect’s agenda your own agenda.  How do you do that?  Ask questions.  It shows that you care...it’s genuine and honest...two things that sell real well in this day and age.

Furthermore, effective NetWorking makes sales easier.  It’s important to understand that the only sale to be made at a NetWorking event is oneself, not one’s product or service.  Often, by selling others on yourself, you earn the right to a meeting, and just about any salesperson understands the value of a meeting with a qualified prospect.

Lastly, for those Type 2’s out there, if all else fails, the “fake it ‘till you make it” strategy has served many effective NetWorkers to this very day.

So the next time you’re “bird watching” at NetWorking event and spot a flock of vultures, understand where they’re coming from.  If you feel daring enough, let them know that they’re vultures (you earn extra points if you properly identify and call them out by their type) and tell them to slow down - relationships that lead to healthy streams of referrals don’t happen overnight!

One last message for all the vultures out there;  if you call or email, hear me speak at an event or meet me while NetWorking, please identify yourselves as such, it would help me a lot!

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