Networking Secrets: Turn 'No' into 'Yes'

In business, engaging in a Google search of attendees slated for a meeting to familiarize yourself with who will be in the room and what may be important to them is a fundamental skill developed by discerning professionals. However, this is just the initial step of establishing meaningful connections. How can you transition from being liked to being impressive? How can you turn “no” into “yes”?  

My parents' 50th wedding anniversary celebration was approaching, and I found myself at a crossroads regarding a fitting gift for their monumental occasion. For two decades, this goal remained pinned on my corkboard: the establishment of a scholarship fund in honor of my parents. I thought it would have been achieved by then as I envisioned myself amassing substantial wealth as a television talk show host, producer, and spokesperson at Paramount. However, the reality that I wasn’t going to reach the level of Oprah necessitated an alternative route.

At that time, I was serving on an advisory board of a community foundation that supported individuals inclined to establish a charitable foundation without the complexities of founding a nonprofit which propelled me to move forward on my idea. The initial free event attracted 300 people and successfully raised $10,000. But the grander 5-year target of $100,000 presented a daunting challenge.

I crafted a meticulous strategic blueprint for the initiative, coupled with seeking counsel from fundraising gurus, which yielded positive responses that culminated in a list of endorsed contacts. This got my foot in the door of corporations. Yet, despite securing meetings with pivotal corporate decision-makers and receiving accolades for a compelling brand narrative and plan, initial success, and securing a notable keynote speaker (60 Minutes' Correspondent Byron Pitts), my fundraising pursuits faced repeated “no” citing for prior financial obligations. Particularly, securing corporate sponsorships was a critical hurdle.

I revisited my brand pillars of likability, marketability, and credibility. A key realization emerged - credibility was the missing link in the equation.

I leveraged my professional network of internal influencers. These influencers were champions who would attest to my work ethic and results-driven ethos; thereby, accelerating momentum. They were individuals willing to lend their brand equity to my cause.

Witnessing an influx of support, a media sponsorship ensued, expanding our corporate sponsors' roster, including esteemed entities such as M&T Bank, Walmart, and Delmarva Power, amassing vital resources and fostering greater community engagement.

The success of multiple Inspired to Be Smith Legacy Dinners bore fruit in scholarships awarded and the establishment of an endowment at my Delaware State University, illuminating the transformative power of collaboration and strategic networking.

There are three foundational tenets to embrace to support you as you pursue your goals by leveraging your network:

·      Clear Articulation of Needs: Articulate your needs clearly and concisely, ensuring your request is well-defined and easily comprehensible. When desired outcomes are included, it facilitates meaningful engagements and streamlines the support mechanisms necessary for success.

·      Strategic Alliance Establishment: Target individuals in your network who exhibit a vested interest in the challenges you're confronting, maximizing the potential for meaningful support. This heightens the probability of securing steadfast backing, reinforcing the foundation for sustained progress.

·      Balance Confidence with Humility: Approach your requests with confidence while maintaining humility, recognizing that seeking help signifies a position of strength when aligned with your goals and other’s interests. Exuding confidence tempered with grace engenders trust and fosters collaborative environments conducive to achievement.

Copyright © 2024 All rights reserved. S. Renee Smith is a bestselling author and CEO of Leaders Career Accelerator, an online development hub for mid-to-senior leaders. If you are an individual or HR partner looking for executive coaching, online development programs, or customized training, DM S. Renee. If you want to know how to Reinvent Yourself: Build a Brand That Gets Results Click the link to register for the FREE webinar.