For a lot of people, the word “networking” is an evil word. That feeling of meeting people and selling yourself sounds hideous. Haunted by negative self-talk like “they aren’t going to want to hear about me”, or “it’s all so fake”, or “I’m just not smart enough”, many run for the door as soon as networking is mentioned.
The reality is, that nowadays, there is no job in the world, that doesn’t require you to sell your business. Building relationships is vital to any career, or business because people work with people they know, like and trust.
Networking doesn’t have to be an uncomfortable experience and the whole concept of building relationships is shrouded with myths.
Let’s bust through a few:
Myth 1: Networking is only done at events and meetings
When you say “networking” to someone the immediate picture is standing in a group of people at an event awkwardly trying to work out when to introduce yourself.
Yes, networking events are important, but you can “network” in your own way, space and time as well. You can arrange to meet people for coffee. You can meet people through Linkedin. And in fact you are networking all the time. The people that you work with right now, will possibly be your boss one day, or they’ll go to a great new job and may recommend you.
One thing that helps is understanding what type of communicator you are as you can then play to your strengths. Take this iMA Strategies quiz to discover how you can be better at networking: http://katecocker-ima.com
Myth 2: Networking only counts if you are meeting new people
When I started both my Presenter Coach Business and Kate Cocker Studio (where I sold my artwork and paintings) I realised that actually where the connections start, are with the people you know. Friends would be the first to buy my paintings, and I still get Presenter Coach work through people I play netball with.
Start with who you know, make a list. Then see who they know. And make sure your friends and family, know what it is you actually do so that they can employ you or recommend you.
Myth 3: Networking means talking about myself or the business constantly, and I am not good at that
This is the greatest pressure people put on themselves when they think about networking. But you can take the pressure off right now as here is the secret to being a good networker:
All you have to do is listen.
Think about the people you know that you consider to be good listeners. Do you dislike them? No. Do you respect them? Yes. Do you trust them? Yes.
Listening is key to building relationships and business development. Finding out what are the challenges for their business, gives you the opportunity to help them. You can’t help without listening, being interested and asking questions about the things they are talking about.
Take the light off you, and make sure you shine the light on them.
Sometimes we can build up myths that protect us. Our assumptions protect us from taking risks, feeling uncomfortable and bursting out the comfort zone. Sometimes we don’t have to jump in 2 footed and terrify ourselves, sometimes we can stretch our comfort zone and slowly build confidence that we know what we are doing.
So network to your strengths, start with who you already know, and listen so that you can work out how what you do can help the person you are talking to.
There is one more element to networking that will help you get that new gig, or client. I will reveal all in my next blog.
In the alternative music stations I worked at, it wasn’t the “done thing” to admit this – but if you’ve ever been to a Coldplay gig, you’ll just know. In fact on New Year’s Eve my husband and I found ourselves glued to their gig on the telly recounting just how good they were when we went to see them in Manchester the year before.
Why do I like Coldplay?
Well because they “speak to me”… (no really)
Take the lyrics to “Fix You” :
“If you try your best, and you don’t succeeeeeed”
Well, actually, yes I have tried my best a million times and I haven’t succeeded! How did they know I failed at so many things?
“If you get what you want, but not what you neeeeeed”
Well, actually, yes I know what this is. I remember the time Mr C and I decided that he should work away from home because it was a great opportunity and we wanted him to do it, but then it played havoc with the needs of our relationship… How did Coldplay know I felt like that?!
Coldplay songs use language the same way that politicians and horoscopes use language. It’s “Chunked Up”.
The power of chunked up language is that the people listening to it can add their own conclusion. When Trump promised to “Make America Great Again” those followers can add their own opinions to that. When Obama said “Yes We Can” those followers could will whatever change they believed in.
In short, using language in this way is highly influential and powerful.
The language may appeal to many but the source is in the personal. When you feel something, or think something, or observe something human you can almost guarantee that there is a universal emotion or experience in it.
For example: like when I put a pair of socks in the washing machine, no matter how many times I think I’ve nailed it: only one comes out! Where does it go??
In presenting to a group of people I might say: “You know that moment you can’t find the other sock?!” – this is open enough for them to engage their own experience but it is based in my one experience.
You can keep chunking up though until you reach: “If you try your best, but you don’t succeed” 🙂
So you can use this sort of language to engage people on a larger level and to create your powerful message. However, when you are in a one to one situation and you are listening in an interview, or coaching, situation these chunked up lines are the ones to challenge.
They may come out like this: “Everyone thinks that Brexit is a bad idea”
The reply question might be “Who is ‘everyone’?”
Or “Research says that people cannot survive in this environment”
The reply might be “what research is that?” Or “what is it about that environment specifically?”
Or when your boss says: “We need to own the patch”
The reply might be “what does that look or sound like?”
The coolest thing ever about chunking up is that in a disagreement if you keep chunking up the ideas and the intent (not just the language) you will find that quite often you agree with each other. Then it is about finding the way to work out the route to getting the results you want.
So, use chunking up, and listen out for it, as it will help you gain clarity and followers! And also, Coldplay, yes?
At some point in history, someone told you that you were erm-ing too much. Someone did. Or maybe something happened to convince you that it was a bad thing. Or do we just know instinctively, because ERM is the word most people are afraid of?
Let’s get one thing clear: To “erm” is human. To “erm” repeatedly when you are trying to make a point, can become distracting.
As with all vocal or physical gestures, once you start repeating them THAT’s when they become annoying.
Remember how you saw that guy talking about podcasting at an event and he said “yeh so the audience got so big that I make a living out of this now” and your brain goes: “ooooh maybe I could make a living out of this”… so you make your podcast, you do the work, you put it out there and you wait…
How do you attract listeners? How do you grow your audience? And how on earth do you earn a living out of it?
Over the summer I launched “Everyday Positivity” on Amazon Echo. It’s daily audio, up to 2 minutes, of me doing a piece that breathes positivity into your day with tips, techniques, pep talks, stories. (If you are a radio person it’s basically a “link” every day). I like to think of it a bit like a modern-day “Thought for the Day” with a Life Hack vibe to it.
For the last 4 months, it’s only been available as a Flash Briefing, on the Amazon Echo. As I write this we have just launched as a podcast on “your podcast provider”. I wanted to capture and share with you the audience growth learnings so far from being in this unique, quality controlled space.
To grow audience then:
Get in the space early / Be unique
I jumped on the opportunity to put Everyday Positivity on to Amazon Echo as there’s not much on there at the moment. It reminds me of podcasting about 5 years ago, when the mutterings were that podcasts were good but you know “who’s gonna listen”? Hindsight is a wonderful thing.
I am hopeful that by owning some of that original space I can grow a tribe of people who feel like they are part of the movement, and I love them dearly.
I’ve watched many podcasts grow from nothing because they have the benefit of original space. Eggchasers (Mr Cs podcast) was the first Rugby Podcast like it 5 years ago. He treated it like it was a job, and 5 years later he is surrounded by similar podcasts, with big-name presenters, and his podcast is holding strong.
But what do you do if you missed the original space already? My advice would be to just start.
Be unique: Everyday Positivity is short form, and could only be done by me because I use my personal experiences and loves.
Be consistent with your delivery: eg every Monday or monthly, or daily. And commit to a period of time.
Be consistent with your value to your listener: work out your why/mission and stick to it.
2. Get boosts: use influencers and influential platforms
In terms of the growth graph what you should generally see (as long as you are consistent, of value to your listener and you are marketing through the normal channels) is a steady climb. But then there are some things that give you an audience boost, and the climb should then continue again at the same steady rate.
To make “Everyday Positivity” I work with Volley, and they also have a Flash Briefing called “Word of the Day” – it has a huge audience. When I guest on Word of the Day we get a lovely boost in audience. Then we maintain the same growth rate we did before.
Influencers also have an impact. I worked on the weekly Love Island podcast “Undercover Lover” over the summer. We were seeing good listenership until one week it went a bit bonkers. An Instagrammer with a large following had locked themselves out of their house and on their Insta story said they were sat on their doorstep listening to “Undercover Lover”.
Not only did the podcast see the growth that week, but it also impacted on Everyday Positivity too as the presenter of Undercover Lover had Instagrammed about that!
As an aside this “boost and steady” growth is consistent with other platforms. When you look at the graph of BBC Radio 6 Music listenership over the years there is a steady climb, then the station was threatened with shut down, and the listenership got a huge boost. The PR from the outraged listeners was unexpected but saved the station, and then some. They haven’t had a boost like it since, but the steady climb has continued and it’s consistently one of the UK’s top DAB Radio Stations in terms of audience.
3. Get reviews
Launching a podcast is hard work, and the temptation to get in the charts means that you are good at asking for reviews at the start but it tails off. It also feels weird asking for reviews, a little pushy.
The thing is reviews, and 5 star at that, make you more findable*, especially in the Amazon world. So you need to be clear about what you want the audience to do, and why.
I’ve seen success around regularly asking, being honest “you reviews mean that more people can find this Flash Briefing and we can spread positivity far and wide” and being instructional “click on the link and leave a 5 star review – it’s quick and easy”. As always clarity on why and how rules.
I’ll say it time and time again, these tricks work, but consistent growth comes from the consistent performance: delivery and quality. Volley and I work hardest at making sure that Everyday Positivity is there every day when you wake up, and I try to make it so that every episode is fresh and adds value to the audience. Plus, I just really love it. I love the listeners, and I feel like together we can change the world for the better. That’s a pretty good “why” right?
One word has the power to undermine your authority.
The presenter on the radio is telling a story about how he came out of his house to find someone had sprayed hummus over his car. “Hummus?” He said “That’s a very Waitrose style vandalisation! I have arrived” He let it hang… then said the one word that makes me scream at the radio…
I screamed at the radio.
As a presenter, you are an authority.
When you say “Anywaaayy” you are undermining yourself.
It’s one thing to be self-deprecating, or to lose track, but when you are telling your story the word “Anywayyy” gets right in the way.
The solution: just pause and move on to the next thing. Use something else to get you out – some audio, some music, or if you are presenting on stage a new slide.
It often transpires that the presenter hasn’t fully thought the story through, or they didn’t quite believe the story or what they are saying. Have confidence in your content. Make sure you do the prep. And remember just cos you can’t hear them laughing doesn’t mean they aren’t (and that goes for if you can see your audience or not).
When I start many of my video calls I am met with a face of fear as the mic their end isn’t working and they can’t hear me. Then there is a lot of flapping while I am mouthing the instructions at them. Then sometimes people call for the resident tech person and there is more flapping as I watch them blush their way through explaining what they need. Then they find the one button I had been trying to tell them to use and it all of a sudden works, and we are all very relieved.
I see this all the time. Like when I watch people try to present in meeting rooms. You are guaranteed that the console NEVER works when you need it to. You get your laptop out, find the lead you think it is, and you plug it in. “It worked yesterday,” you say to the team. But this time it doesn’t work. So you flap because this is the start of the meeting and you need to get on and you have NO IDEA what to do. You call the resident tech person who sorts it in 2 easy clicks of a button, and everyone is relieved.
Whatever situation you are in, when you speak in public there will be technology to deal with. But for a lot of people, this is a real barrier. Panicking when you see a sound desk in a radio studio can stop you from achieving your dream to be a broadcaster. Not knowing what to do with the PowerPoint set up can add to your nerves before your presentation. And not knowing how to set up your camera can mean that YouTube Channel is never going to happen.
Here is your 4 step guide to becoming a tech whiz;
1. Be Positive and Roll With It
Online Business Guru, Marie Forleo says that when it comes to technology it’s all about “Attitude Not Aptitude”.
Often we tell ourselves we are no good at technology because when it goes wrong we don’t know what to do. More often than not it then goes wrong. Let’s get real though: Tech is bound to go wrong, it’s probably not all your fault, but the solution isn’t coming any quicker if you panic! Just roll with it.
I remember when I was sat upstairs at BBC Radio 6 Music and a pre-recorded show misfired the news. We ran downstairs and started troubleshooting. The best thing for us to do was let the Emergency CD kick in. We all stood there calmly as the silence played for long enough for the CD to kick in. Those few seconds felt like an age! I remember feeling a surge of calm control as the music kicked in and we were able to then work out what to do next.
Before you knew it we were back on air and all was well again. The listeners barely noticed.
It taught me that staying calm and not flapping is the most productive state you can be in, in that situation.
2. Have a Plan B
So the slides stop working in your presentation, or the audio won’t play. Use it as an excuse to tell another story while it’s being sorted. Or go and grab a drink. Or have a line ready for you to get back on track. As part of your prep beforehand, have a plan B for what happens if something falters. Remember if you are comfortable, then the audience is comfortable.
Make sure you always have your presentation on a memory stick, audio on your phone, a Bluetooth speaker, spare batteries – whatever it is that means you can cover for the fact that the tech in the location isn’t working.
3. Keep Checking
If you are filming or recording a podcast with a guest, never leave without checking the audio has recorded. I have had presenters go and record the interviews of their life,
notably with Madonna and with Arctic Monkeys. They return to the station to find they pressed stop instead of record! Keep checking throughout that you are recording and at the end check it’s recorded and sounds OK before you leave the building.
4. Learn It
Take some time to get familiar with the equipment around you. We rely so much on the settings being right and hoping that the tech will just work. Get your resident engineer or tech expert to show you how to do it once and for all. Draw pictures, ask questions. Gather an understanding of inputs and outputs and you’ll find you can troubleshoot a lot of situations.
Also, know your cables. Last week I got a projector with an Ethernet cable plugged into it as if it was an input. I couldn’t get it out! It was in the wrong hole!
And knowing the difference between a phono and a jack will mean you can get the engineer to help you – because you then know some of their language!
Tech is easier than you think, and a bit of training on the fundamentals can really help you in the future.
On that note: If you are a podcaster or budding radio producer/presenter who wants to get a really good grounding in sound, AND get your audio to sound high quality then check out Tech Train 2.0 that I am putting on with Broadcast Engineer Ann Charles in December in Manchester.
It’s for women in radio/podcasting who want to feel like they know what they are doing, and it will help you become completely unflappable. Find out more and get your tickets here.