Tag Archives: LinkedIn

Networking – Part II: How LinkedIn Fits In

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I’m not convinced that it does.

HandshakeIn the first part of this series, I summarized my views on good, old-fashioned networking and why I’m such a strong believer in it.

In this article, I’ll explain how I see LinkedIn, a professional social networking service, fit into my idea of networking.

LinkedIn

One of the biggest social networks for professionals is LinkedIn. The idea is that you set up an account and provide resume-like profile information. You then “connect” with other LinkedIn members, who become part of your direct network. Through them, you are indirectly connected to other people and can, supposedly, ask for introductions to make any of those people part of your direct network.

View Maria Langer's profile on LinkedInI’ve been a member for about two years now. As of this morning, I have 63 direct connections, 3200+ “two-degree” connections and a whopping 271,000+ “third degree” connections. Yet in the two years I’ve been a member with all these relationships, I have yet to get any leads — solid or otherwise — for work.

I’m not the only one. This is evidently a major complaint among members. Yet they all stick to it, trying to work the system.

Why LinkedIn Isn’t Working For Me

I have three theories on why LinkedIn is not working — at least not for me:

  • Linked in, being an Internet-based network, appeals primarily to technology people. So the user base is deeply skewed toward technology-related fields. I’m a writer who writes about using computers, so I’m on the fringe of this network. I think that people more heavily involved in technology may find LinkedIn more valuable. But I’m extremely disappointed with the number of aviation-related professionals on LinkedIn. Of the three that I’m directly connected to, I brought all of them into the system and two of them only have one direct connection: me.
  • Members have either the “what’s in it for me” or lack of confidence problem I discussed above. As a result, they’re not very likely to highly recommend contacts. To be fair, however, I have had no requests for recommendations in the past two years. In other words, no one has come to me and asked for information about any of my contacts, which include freelancers that do layout, indexing, writing, and all kinds of publishing-related work.
  • Members simply aren’t working the system.

You Gotta Work the System

A few months ago, when a LinkedIn contact asked me whether I’d ever gotten any work because of my LinkedIn membership, after admitting that I hadn’t and discovering that he hadn’t, I offered to ask a friend of mine who I consider a professional networking expert. She’s also a member of LinkedIn and she’s the one who’d pulled me on board. When I asked her the question, she admitted that she hadn’t gotten any work either.

“But I’m not trying very hard,” she added.

I knew immediately what she meant. You can’t simply put your name in a hat and wait for someone to call you with work. You need to work your connections. You need to make sure everyone remembers you and thinks about you when they have a need. You need recommendations. You need to build new connections through the ones you already have.

In other words, you need to network the old fashioned way.

And that’s where LinkedIn falls short of people’s expectations. Yes, you can use it to track down contact information for former classmates and colleagues and clients. But unless you actively keep in touch with these people, you may as well keep an address book in your desk drawer. LinkedIn only puts out what you put into it.

Full Circle

Which brings me back to my original example. Suppose I add Adam to my list of LinkedIn contacts. (The big challenge, of course, is getting him to sign up if he isn’t already a member — non-tech people are extremely cautious about signing up for any online service, even if it’s free.) And suppose Pete (remember him?) is also a member of LinkedIn and gets John to join. Pete refers John to me via LinkedIn. John sees my resume and is impressed. He asks Pete for an introduction. Pete uses LinkedIn to introduce me to John. John becomes part of my network and I introduce him to Adam.

Seems like a long, roundabout way to get things done, but if all of us were already members of LinkedIn before any of this started, it would go smoothly, like clockwork. And, theoretically, a lot of it would be do-it-yourself stuff, with John finding me through Pete’s contact list. A few clicks and introductions are made. E-mail is exchanged, then phone calls. And relationships are solidified by business transactions.

That’s the idea behind LinkedIn.

Sadly, that’s not what’s happening. Not yet. But I’ll continue to try to build my LinkedIn network and try to make some use of it.

Are You LinkedIn?

If you’re a linked in member, use the comments link or form for this post to share your LinkedIn user ID with the rest of us.

If you’re not, check it out. You might benefit from it.

Either way, I’d love to hear experiences of LinkedIn users. Use the comments link or form for this post to share them.

Networking – Part I: Doing It the Old Fashioned Way

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When it works…and doesn’t work.

HandshakeI’m a strong believer in networking as a way to build strong relationships with clients, customers, and colleagues. I’ve had some success with it, which is probably why I think it’s such a good thing.

But as times change, so do business techniques. The internet’s social networking features are grabbing hold and changing the way we network. Is it for the better? In this multi-part series, I’ll explore some networking concepts and services as I see them.

Real Networking in Action

For example, suppose I fly for an aerial photographer named Adam. Adam is working for Charlie’s company and has hired me to fly him around while he takes aerial photos of Charlie’s housing development under construction. During the flight, I’m impressed by Adam’s equipment, ability to give me clear instructions, and obvious know-how. He’s a professional, someone I feel privileged to work with. At the conclusion of the flight, I see some of his shots and they’re really good. I observe the way he works with Charlie and Charlie’s response. Everything I see is positive.

Three months later, I get a call from John who is interested in getting some aerial photos of a local mall where his company’s about to build a multistory parking structure. He’s been referred to me by Pete, a past client, and wants to know if I have a photographer on staff. I don’t, I tell him, but I know a photographer who’s experienced in this kind of work. I offer him Adam’s contact information, then, after hanging up the phone, send Adam a quick e-mail message to let him know that John might call.

The hope, of course, is that Adam appreciates the lead and uses my company for the flight. If I’ve done my flying job right, he’s recognized me as a professional who is capable of getting the job done. So perhaps Adam might recommend my company to another client who needs an air-taxi from Scottdale to Sedona. Or a gift certificate for a tour of the Phoenix area.

The result of my networking activities is that Adam and I both get additional business.

When Networking Goes Bad

Too often, these days, people have the “what’s in it for me” attitude. If they were in my shoes, they’d expect some kind of cash compensation — a sort of commission — from Adam if he got the job with John. They don’t realize that Adam might be working too close to cost to be able to cut them in on the action on such a small job. So Adam doesn’t take the job and they both lose.

Or there’s a confidence problem. Instead of offering Adam’s contact info to John, they’d try to broker a deal to keep themselves in the middle. They’d be worried that Adam might prefer using a different helicopter operator and that they’d lose John to someone else. But John may prefer to speak directly to the photographer to make sure the photographer meets his needs. When he can’t get in direct contact with him, he looks for his own photographer who might just have his own favorite helicopter operator. Again, they both lose.

I don’t have these problems. I’m not greedy and I have enough confidence to know that I can do the job satisfactorily. I pride myself on having a good relationship with all of my clients. I get a lot of repeat business to confirm that I’m doing something right.

How a Commissions Structure Fits In

I do need to make a few quick comments about commissions. I don’t want you to think that I’m completely opposed to paying commissions for leads. On the contrary: I work with several outside individuals and organizations who refer customers to Flying M Air in return for monetary compensation.

For example, I work with hotel concierges and pay them a 10% cash commission for hotel guest they book on one of my flights. (With tours starting at $795 in the Phoenix area, that’s not a bad take for making a phone call.) I also work with an individual at an aviation-related business who refers potential clients to me when her company cannot meet their needs. I send her a gift card purchased locally for each call that turns into a flight.

The main thing to remember here is that these people and organizations are not colleagues or clients. They do not have a business relationship with me other than as commissioned referrers. I think of them as a marketing arm of my company. This isn’t networking. It’s marketing and sales.

Next Week

That’s all I have to say — at least for now — about networking the old fashioned way.

Next week, I’ll start my discussion on Web 2.0’s social networking features with a look at LinkedIn and how I see its role in real networking.

In the meantime, why not take a moment or two to share your thoughts about networking. Do you do it? Has a referral really benefited you in the past? Use the comments link or form for this post to share your experiences.

Reach Out and Meet Someone

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I remember what online community is all about.

I got my start in the online world back in 1984, when I bought my first computer. It was an Apple //c and I quickly began visiting bulletin board systems (BBSes) using my 300 baud modem. You could get away with 300 bps in those days — there were no graphics, no big downloads, no Flash or PDF or QuickTime files.

Back in those days I visited BBSes to participate in online discussions on what were called message boards: the precursor to today’s forums and blog comment features. Later, in 1989, when I bought my first Mac, I was quick to start my own BBS, The Electronic Pen. I kept it up and running for years, until the Web made BBSes archaic. Then I hopped on board Web 1.0 with a Web site — back in 1995 or so? — and have been a Web publisher ever since.

It Was about Meeting People

In exchanging comments and ideas on BBSes, I met a lot of people:

  • There was Tim, who ran a BBS out of the same office where he sold tombstones. (Really!) Tim was my age and a Mac user and he’s part of what made me so enthusiastic about Macs. He introduced me to Mark, a legally blind albino guy who worked as a graphic designer. (Really!) Mark couldn’t drive, so we’d take him out to dinner once in a while. He had all this high-tech computer equipment that he’d show off to us: things like CD-ROM writers, 20″ monitors, and high-end graphic software. (Remember, this was in the early 90s.) Although I lost touch with Mark, I still exchange e-mail with Tim, who married his high school sweetheart, fathered three boys, and got a job as an IT guy for some medical information company.
  • There was May, who ran a BBS for writers. She wanted to become a writer, but she couldn’t seem to get her foot in the door with any publisher. She even quit her day job to devote all her energy to writing. She wound up broke and depressed. She went back to work. Years later, she finally got some stories published. I don’t know what she’s doing now. She once called me an “overachiever,” which is something I’ll never forget. It made me feel as if I should be ashamed of my success.
  • There was Art, a computer programmer who knew everything — or thought he did. At thirty-something, he still lived at home with his parents. When I met him in person, I was very surprised to see that he was only about 4’10” tall. He bitched a lot about his employer and I wasn’t too surprised when he got canned. When he got 18 months pay in his severance package, I encouraged him to travel around a bit before getting back to work. He visited his brother in Seattle. “There’s snow on the Rockies,” he told me after his trip. “Art,” I replied, “there’s always snow on the Rockies.” Some people really need to get out more. We lost touch just a few years ago.
  • There was Bill, a copywriter. Here was a middle-aged man who wrote for a living. And he made a good living. He offered me advice (when I asked for it) and was amazed when I told him that I thought something I’d written “sounded good.” “That’s the point,” he said, obviously excited that I’d made the comment. “Good writing should sound good when it’s read out loud.” I learned a lot from him, but ironically, we lost touch soon after my first book was published.
  • There was Martin, a computer geek like me, but with an arty streak. He did design work and computer training for a local computer store. If my memory serves me right, he helped me get my foot in the door there and I worked for them for some time. I went to his wedding and, when I moved out to Arizona, he, his wife, and their new baby spent a day with us. When he set up his own consulting firm, he sent me a full complement of his high-class giveaways. I still use the logo-embroidered throw blanket when I sit on the sofa to watch television some evenings. I haven’t seen him in years, but he’s one of my LinkedIn contacts.

These are just some of the people who entered my world through the world of online communication. (And no, these aren’t their real names.) They were friends, despite our mutual shortcomings, and we socialized both online and off. In fact, I was better friends with these people than my college classmates.

What Changed

Somewhere along the line, things changed. I think it had something to do with switching from the two-way communication of BBSes to the one-sided Web sites of Web 1.0. Although I remained friends with this handful of people for some time, I didn’t meet anyone new.

And I didn’t miss meeting people.

After all, I was busy with work — writing books and articles, teaching computer courses for two different companies, writing course material. And then we moved to Arizona and I was busy with my new home, learning to fly, and exploring my surroundings. As my old BBS friendships faded away, new ones didn’t replace them. But I didn’t even notice the gap in my life.

Social Networking

Until yesterday, I never realized the value of social networking sites like LinkedIn, MyBlogLog, and Twitter. You see, I wasn’t in the market for new friends. I didn’t need any. I have friends around here, I have friends elsewhere.

The trouble is, our friends around here are either 20 to 30 years older than we are (remember, Wickenburg is a retirement community) or, if they’re younger, they’re transient, passing through Wickenburg on their way to someplace where they’re not always the youngest person in a restaurant or supermarket. (Okay, so that’s an exaggeration. There are usually a few people younger than me in the supermarket, and some of them are even customers.) We lost two friends our age just last month when he got a better job in Michigan and they just packed up and left. Other friends have been bailing out regularly: one couple to Colorado, one to San Diego, one to New Mexico.

Mike and I aren’t movers. We like to stay in one place a good, long time. But with the way things in Wickenburg are going, I’m ready to bail out. We’ve been here 10 years — that’s longer than most of our friends (in any age group).

So I’m starting to think about new friends who live someplace other than Wickenburg.

Yesterday, I read “How to Use MyBlogLog to Succesfully Build Massive Blog or Website Traffic.” I’d signed up for MyBlogLog back in January, but never did anything with my membership. I had some time, so I went through the instructions in the article. And I started finding blogs for people who write about the same kinds of things I write about. People with similar thoughts and ideas and concerns. And I began to realize that I could make friends online again. Perhaps even good friends.

Now if you’re reading this and actively participate in social networking sites, you’re probably thinking that I must be some kind of moron. Of course that’s what social networking sites are for.

Hoof PickWell, have you ever seen a hoof pick? There’s a picture of one right here. You use it to scrape horse poop and mud and rocks from the bottom of a horse’s foot. It’s standard equipment for everyone who rides a horse — a responsible rider wouldn’t even consider getting into the saddle unless the horse’s feet had been checked and scraped. But if I didn’t tell you this and you’d never needed one and someone handed one to you, would you know what it was for?

That was me with social networking Web sites. I couldn’t understand the purpose.

Now I do.

(Duh.)

Build Community Through Participation

Yesterday, I also realized that what’s holding back my blog from reaching the next level (whatever that is) is the sporadic participation of visitors.

Sometimes I’ll write a post, hundreds of people will read it, and a bunch of people will post comments with other viewpoints about what I’ve said. This adds substance to the blog and makes it more valuable not only to visitors, but to me. I learn by starting a conversation and reading what others add to it. (I love to learn.)

Most times, however, I’ll write a post and even though many people will read it, no one will post comments to it. Which makes me wonder whether I “got it right” or if anyone cared about what I said. Are these posts a waste of time? Are they useless bandwidth suckers? Why did Post A get a lot of response while Post B, with a similar topic, generate “dead air”?

I may never know.

But the one thing I do know is that I want more participation here. And since I want it here, I’m sure other bloggers want it on their sites. So I’m actively trying to add something to a comment string — sometimes even starting a comment string — when I have something to add. Even if what I have to say is just a quick note to thank the blogger or give him/her my support on that issue. (Whatever that’s worth.)

Twitter Really Is More than Just a Waste of Time

Yesterday was also the day that I realized that Twitter is a lot more interesting if you’re monitoring the tweets of people you know and/or care about. I realized this as I started adding “friends” to my Twitter account — the same people whose blogs I was beginning to monitor. When you follow the tweets of a select group of people, you learn more about them and the things they do. Like me, some of these people publish tweets about the major work-related things they do throughout the day. Or about ideas that have just gone through their heads. Or about life’s frustrations.

And I think that Twitter can be a great way to help decide whether I want to take another step toward a real friendship with someone. A person’s tweets reveal not only what he/she is doing or thinking, but his/her personality. I could never pursue a friendship with someone who composed tweets like AOL chat room IMs. Or a person who took him/herself too seriously. Or someone who used Twitter solely to market a product or service.

So I’m going to be more active in the blogging world, both in my blog and on other people’s it will be interesting to see what new friends I can make.