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Hi, welcome back to the 30 Second Success Podcast.
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I'm Laura Templeton, your host for today.
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If you've ever left a networking event with a stack of business cards or LinkedIn account full of new connections and wondered, yeah, what?
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If you've ever realized you're really good at meeting people, but not really good at staying connected, or if the only time someone hears from you is when you need something, this episode is for you.
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Because networking isn't really about how many people you know, it's about what you do with the relationships after you meet.
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And today we're talking about relationship marketing, staying top of mind, building trust, and using LinkedIn to create connections that actually mean something.
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But first, if you're someone who knows you're meant for more, but you've been second guessing yourself, overthinking your message, or struggling clearly to communicate your value, I'd love to invite you to check out the brand success hub.
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The hub was created for purpose-driven individuals who want practical support in building confidence, strengthening communication, clarifying their message, and creating more meaningful connections.
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Inside, you'll find the trainings, visibility strategies, AI-powered communication support, leadership insights, and many trainings from incredible experts and guests like the one joining us today.
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You can learn more at 30secondsuccess.com slash hub.
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Now, let's jump into today's conversation.
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Today's guest is Janice Porter, founder of Janice Porter and Associates.
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For Janice Business really is all about relationships.
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She helps business owners, entrepreneurs, and sales professionals use LinkedIn relationship marketing, networking, and intentional follow-up to build stronger connections that lead to clients, referrals, strategic partners, and opportunities.
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But what I especially like and appreciate about Janice's full philosophy is the question she brings into new relationships.
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How many, how may I support you?
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Because that changes the entire conversation from what can I get to how can I serve?
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Janice, welcome to the show.
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Tell us a little bit about you and what you're currently working on.
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Thanks, Laura.
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It's my pleasure to be here.
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It's been a long time and uh I love the work that you do because we are so aligned in that um relationship first philosophy that um that I appreciate it.
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Um what am I working on now?
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Um more of the same.
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Um I basically love to spread the word about the power of LinkedIn and um and how it's not it's underutilized as a networking tool because that's really what I use it as.
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Um it's an informative tool in the sense that if I do meet somebody new, I can go look for them on LinkedIn and see if they're there and what do they look like there?
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Because believe it or not, that's the first impression, really, especially if I'm meeting somebody in a in a breakout room uh on a Zoom call.
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And so I don't really get to see much, but I definitely get a good first or bad first impression by looking at their LinkedIn profile.
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And then um I also have a podcast, as you know, and so I interview many people who believe, as I do, that relationships first.
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So yeah.
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Beautiful.
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And you're absolutely right.
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I think that's that it's so key to remember how powerful the relationships first piece is.
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Um, but and you and I both spend a lot of time talking about relationships.
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So, what do you think people misunderstand most about networking?
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Oh my goodness, I think I don't think that's ever changed.
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People who either aren't comfortable networking or don't know really the power of it in itself for what it can be are so busy talking about themselves, they think that they're there to uh well.
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Can I tell you a story?
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Um, sure.
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This is this is years ago.
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I went to a an in-person networking event with a friend of mine at the Chamber of Commerce, and she wanted me to go with her because she was quite uncomfortable with it.
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And we talked about it, and she had this new collateral that she had spent lots of money on business cards and and brochures because she was an um uh an interior designer.
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And I let her, you know, I said, you know, just relax, just you know, talk to people as you will.
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And all she could do because she was so nervous was hand out this collateral.
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And it was like such a waste of time because what do most of us do with that stuff when we leave?
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It goes right into the garbage or the trash because it doesn't mean anything when you don't know the person.
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So my philosophy is always when you're networking, there's five people you should meet in a networking event.
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One is the person that's that's uh at the registration at the desk because they know who everybody is usually that's coming.
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Two, it's the the host or the person that's organized it because they also know everybody.
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Three, um through the speaker if there is one, because that's a good person to get to know.
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And the other two are what I call hubs.
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Hubs are people who know people at the event.
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So if you're looking to find somebody who is a certain, you know, um uh profession, then they would know and you can ask for an introduction.
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So, but really the best the best piece of advice is when you some you finish talking to somebody and they say, that was a great conversation, thanks so much, and you haven't said anything, then you've done your job.
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You ask them a question, let them talk.
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That's what networking is all about, finding out about the other person.
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Yeah, and you know, you talk about the hubs, right?
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That's we, you know, I refer to them as the movers and shakers, right?
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The movers and shakers.
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You can literally walk into the room and see who the movers and shakers are because they're the ones that people are gathering around.
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That's right.
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They know people and they're happy to make introductions for you.
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And I think that's really powerful.
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You're absolutely right.
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There are specific people that you need to align yourself with when you are at networking events, and again, making it about the other person by asking great questions is beautiful.
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Thank you for sharing that.
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So, your approach, um, you know, when you approach new connections, you like to ask them, how may I support you?
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And you know, so how does that change the dynamic?
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Well, it allows them to talk about themselves and what they do, is really what it does.
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Um, I find though that I do most of my networking really on LinkedIn now and and have for the since since COVID really, and um never really changed after that.
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And um what I notice is that if you can pay attention and look for the sort of quiet little things on their profile that can be good icebreakers, then they know you've paid attention to what's on their profile and it gives you a starting off point.
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So somebody might have gone to school at UCLA or something, and uh um I went there when I was, I didn't go to school there, but I remember I live in Canada and I remember going down to UCLA as a teenager because everything about UCLA was like amazing for me.
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I wanted to go to Pauli Pavilion and I wanted to get the the gear and stuff from their store.
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I don't know why, but probably watch too much television.
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But anyway, so if I found someone who went there, that's a starting point of a conversation for me.
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Or maybe somewhere down in their the depths of their profile, it says that they coach basketball to their for their kids.
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My husband coached for 35 years.
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I have something to start a conversation that's completely non-work related, and that gets them, you know, talking and and feeling more comfortable before we start talking, and then we can talk about business.
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So for me, that's really important.
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I love that you you talk about, you know, really you know, taking time to look at people's profiles and a lot of people, and and I know that's something that we're going to dive into a little bit here, but one of my biggest questions is for someone who has a lot of connections in LinkedIn, it's almost overwhelming to go, okay, how do I stay connected with everybody that I'm connected with?
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Right.
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Yeah.
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So you know, you know, is there do you have a strategy for someone like me who has thousands of connections on on LinkedIn?
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Well, you could create a system.
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Um, first of all, I'll put you on the spot.
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When was the last time you um exported your contacts from LinkedIn?
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It's probably been at least a year.
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Okay.
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So um you've probably had a lot more connections since then.
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However, when you do export them, are you just exporting them just so you got them because just in case the God forbids happen and LinkedIn shuts down or you shuts you down or whatever because it happens?
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Or could you take that however many thousand of connections uh on LinkedIn?
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They're on a CSV file, put make them a spreadsheet and color code them and just go through, get rid of the ones you don't want anymore, or just focus on the ones you do by highlighting them a certain color, and then do a rotation each month of connecting with a certain number of them, whether it's just an um a LinkedIn um message or a greeting card or an uh text message, however you want to do it, because it doesn't have to be a lot, it just needs to be, hey, how are you doing?
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It's been a while, right?
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So um that's one way to do it is to color code them.
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I love color coding so that you know, and just bring out the ones that you want.
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There's people that are in there that unfortunately aren't with us anymore, or they're not doing what they were doing when you were connected with them.
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So you can eliminate people that way and just focus on the ones that make the most sense.
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Yeah.
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That's beautiful because one of the things that um I run into a lot is a lot of the connections that I have, they're marketers, they're trying to sell me something, and now they're they're in my connections, and I'm like, I'm probably not the right fit for them.
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Some of them I've actually you know had uh you know taken the time to have good interactions with them and have really great conversations, and you know it's been a really good fit, but again, it does take time to look at their profile to figure that out.
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So you know, I don't always just negate it because it's a marketer, but for sure, you know, sometimes but when they got there in the first place, that's the first thing.
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Like, do you realize or do you know your audience realize that that you don't have to accept when somebody comes to your inbox?
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You can ignore it, it doesn't matter, right?
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So be honest with yourself, yeah.
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Yes, ignoring is important.
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Yes.
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Um, so you help people stay connected with past clients and prospects.
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Why do so many of us drop the ball after the initial conversation?
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Well, when you if they're past clients, then we're making a mistake, because a big mistake, because where's the best place new clients come from?
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Referrals, right?
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And so um I think it's important to stay top of mind with people that have been in your world because they're the ones that are going to meet the people that they say, oh, you're looking for that.
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Janice can help you with that, or Laura can help you with that.
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Let me introduce you.
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So I think that's one area where we fall down again because we're not organized or we haven't, you know, put our list in in a you know preferential order, but um, that's why it's important.
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It's important because it can mean so much to um to your business.
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Yeah, and and you talk about the tangible touch.
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What does that mean?
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So um I've been with a company for 18, 19 years now that sends um real cards in the mail, and that's what I mean by the tangible touch.
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And the difference between sending an email or a text message to somebody and saying, hey, thinking about you, is that when they get a card in the mail, they open that card, and by the way, 100% open rate compared to emails for sure.
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Um, and it takes them from their head to their heart because it just does that.
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It's just that, you know, that real piece of, you know, it's I've probably got 14 of them sitting here, you know, like this.
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Here's one that I got not long ago.
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Always classy, sassy and a bit badassy.
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It's a birthday card I got from somebody.
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But um, but the point is that when you open a card, it does, it takes you from your head to your heart.
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There's just no way around it.
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And um and and like you just showed us, a lot of people hold on to them too.
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Yeah, that's and you also get thrown out.
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So if you use a um custom card like I can for net no extra cost, and it you put their photo on the front of the card, they never throw it away.
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I've had people say to me, Janice, I still have your card, and they'll put hold it up.
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It's been on my desk for four years.
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I swear to god, they do that.
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So it's because there are pictures on it.
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Right.
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Yeah.
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I have a few.
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I have a few of those.
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Yeah.
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That's right.
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So, yeah, so it's important.
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Yeah.
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I think that, you know, I think that it really is.
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It is really, you know, we talk about the different ways we can touch, you know, like the whether it's an email, a phone call, a text message, you know, a card in the mail.
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You're absolutely right, but I like the idea of a tangible touch.
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And I think that's something that we hold on to, you know.
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A quick note, I've sent articles to people that they appreciate it, like ripped them out of a magazine and said, Oh, I thought you might like this.
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Yeah.
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And the only ones that don't like it are my children when I send them to them.
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Right?
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Yeah.
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Oh, yeah.
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So, so tell me a little bit.
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I, you know, how has experience changed the way you communicate your value?
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Oh, that's a good question.
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Um, I guess I'm more um grounded about it, like it means more because um I'm not just talking the talk, I actually mean it.
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I mean, I I'm not one who would ever send 500 emails out to you know get five people to respond.
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Like it it doesn't, it's not about the numbers game for me.
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It's always about the people.
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So the more I have built my reputation on that, I think is why it it still is so important.
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Yeah, it's really, and I think there's one piece in there that to answer that question, okay.
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Just say that question one more time.
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How has experience changed the way you communicate your value?
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Okay, so one of the things that I really hold dear to me is my network.
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And it has gotten so that if somebody wants an introduction to somebody in my network, and it might be someone I've just met not a long time ago or whatever, I'm never going to just do that.
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I'm going to make sure that the people in my network, the person they're asking to meet is agreeable to that before I make that connection.
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So much more important now than it ever was before, because my connect, my network is really important to me.
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So that's that's one of the things.
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Great example.
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I love that.
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And I think that is so strong when you protect your network, when you protect the people that you've you've claimed.
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I know this is gonna sound well, no, you'll understand that you've claimed as part of your your ethos, ecosystem, right?
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That you've they've become part of you, they've become part of your business.
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You want to protect that relationship.
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Right.
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So you don't just introduce them to somebody that you don't really know yet, and you know, it could be an issue unless they're open to it.
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You just don't, you know, you just got to get their permission.
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So and I think sometimes it's a matter of, hey, you know, this person asked me for an introduction.
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I really don't know them very well.
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Um, but I wanted to check with you first before I just go ahead and make the introduction.
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Right.
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Here's why you might be interested in meeting them.
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Like take the extra step to figure out why they might be interested and then let them decide yes or no.
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I think it's beautiful.
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You know, again, you're protecting those relationships and people value that.
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Yes, they do.
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And that's what's important because your reputation is on the line.
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Absolutely.
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So, and if this conversation is resonating with you, make sure you like, subscribe, and share the podcast with someone who may need this reminder today, because your network isn't a collection of names, email addresses, or LinkedIn connections.
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There are actual humans on the other side of those profiles.
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And when we stop collecting contacts and start cultivating relationships, business begins to look very different.
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And that's exactly why we have these conversations here on the 30 Second Success Podcast.
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So, Janice, let's talk a little bit about LinkedIn.
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You believe every business professional needs a magnetic LinkedIn profile.
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So, what makes a profile magnetic?
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Well, that's the term I probably used a long time ago, I think, but I would say optimized more importantly and up to date, okay?
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Because it's the first impression.
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Quite often, if you meet somebody new at a networking event, for example, they'll go home and they'll Google you.
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And if you don't have a really strong profile or sorry, a strong website, it will bring up LinkedIn um higher up in the in the results than it will your website.
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And that they're gonna see your profile.
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So first impressions count.
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I used to say that it was important that the above the fold was the first thing they see, and a lot of people today don't understand that that um reference.
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So now I say it's above the scroll because really it's the first impression that they see.
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So uh it's your headshot, it's your head uh headline, and it's your banner.
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And even sometimes, depending on the size of the screen, it's the uh beginning of your about section.
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And so first impressions mean a lot.
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And do I want to click the see more button?
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Do I want to continue the scroll and see what this person's really about?
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So that's why it's important that it's up to date and it's optimized.
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You know, and I I think these banners are so important, and I it's funny because I see a lot of people who don't even have a banner.
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I know it it's just as simple as putting some, you know, a banner with some text on there, you know, or a really great statement.
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So, you know, you know, we're we're missing out.
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It that's like a billboard on the highway.
00:19:25.440 --> 00:19:25.839
Exactly.
00:19:26.240 --> 00:19:26.960
It really is.
00:19:27.279 --> 00:19:28.480
So two things about that.
00:19:28.640 --> 00:19:33.519
One, it's advertising space you shouldn't um you should shouldn't ignore.
00:19:33.680 --> 00:19:38.400
And second, it is like a billboard that you go by and in three seconds you're gone.
00:19:38.559 --> 00:19:41.920
So don't make it this very small writing that people can't see.
00:19:42.079 --> 00:19:42.319
Okay.
00:19:42.720 --> 00:19:43.039
Yeah.
00:19:43.279 --> 00:19:50.240
Give it a statement, as you mentioned, like a positioning statement or a benefit statement for somebody to work with you.
00:19:51.759 --> 00:19:57.839
So, what should someone understand about us within the first few seconds of visiting our profile?
00:19:58.079 --> 00:19:59.119
What are your thoughts on that?
00:19:59.440 --> 00:20:02.480
Who we help and how we can help and how we help them.
00:20:02.799 --> 00:20:03.440
Perfect.
00:20:03.680 --> 00:20:04.160
Perfect.
00:20:04.799 --> 00:20:06.240
It's all about communication, right?
00:20:06.319 --> 00:20:09.200
That's that's the clarity who who we help and how we help them.
00:20:09.839 --> 00:20:17.119
And and so many people spend so much time on getting overly wordy, and it can really muddy the waters.
00:20:17.279 --> 00:20:19.519
I think it's really powerful to just simplify it.
00:20:19.839 --> 00:20:30.160
Well, I also think that the um quite often people think that it's all about it's supposed to be about them, all about them.
00:20:30.480 --> 00:20:47.920
And there are certainly segments on that profile that are there for you to put your accolades, your your um uh degrees, your certifications, the volunteer work you do, the organizations you belong to, um, and so on.
00:20:48.400 --> 00:20:55.519
But the main show is about who you serve and how you solve their problems.
00:20:55.680 --> 00:21:02.400
And if people see that that works for them, that they're the per you're the person they need to talk to.
00:21:02.799 --> 00:21:24.720
Um I had a um a new client recently that just um called me actually, and that doesn't happen very often, but I love it when that happens, and uh that they actually phoned me and uh I got chatting with him, he's looking for some LinkedIn training, and he didn't say that actually.
00:21:24.799 --> 00:21:28.559
At first, he said marketing training, and I wasn't sure if I was the right person for him.
00:21:28.640 --> 00:21:39.200
So when I talked to him, oh, because he messaged me first, um, because I couldn't talk to him when he first called, and then when I did talk to him, he said, No, LinkedIn training, he said, and I said, How did you find me?
00:21:39.359 --> 00:21:49.200
And he said, on LinkedIn, he said, when I read the first part of your um profile, meaning my about section, you were speaking to me.
00:21:49.519 --> 00:21:53.839
My first sentence was speaking to him, and that's what you want to have happen.
00:21:54.000 --> 00:21:54.720
That's what you want.
00:21:54.880 --> 00:21:57.759
You want people to say, Oh my god, it's me they're talking to.
00:21:58.240 --> 00:22:01.119
So that that's yeah, so that's That's really important.
00:22:02.000 --> 00:22:02.880
I love it.
00:22:03.200 --> 00:22:07.200
Um, so you said something very interesting about becoming more confident.
00:22:07.279 --> 00:22:10.160
And I just want to move into that sales conversation piece.
00:22:10.240 --> 00:22:16.079
So learning to ask for sales and at the same time becoming less attached to the outcome.
00:22:16.480 --> 00:22:19.759
How do those two things work together?
00:22:21.039 --> 00:22:22.559
Yeah, that's interesting.
00:22:22.799 --> 00:22:49.440
Um well, I think that, you know, as I became more confident in my values around relationships, I make it very clear when I'm talking to somebody about working with me that it's important that they know that my way of teaching is around helping you build relate or open up to relationships.
00:22:49.599 --> 00:22:53.039
It's not about how many emails or messages you can send out.
00:22:53.119 --> 00:23:03.039
It's about who do you want to uh connect with, know why, and then let's look at a way to do it in a in a relational kind of way.
00:23:03.519 --> 00:23:12.079
And so if they're not aligned with me, I'm not gonna be um upset to not work with them because it's not gonna work in in both cases, right?
00:23:12.160 --> 00:23:16.960
In their in their case, and they're not getting what they want, and I'm certainly not giving them what they want.
00:23:17.119 --> 00:23:20.880
So we they need to be this have the same values as me.
00:23:21.200 --> 00:23:22.400
Does that answer your question?
00:23:22.480 --> 00:23:23.519
I'm not sure.
00:23:24.160 --> 00:23:29.279
Does um it, you know, and I think the biggest thing, really thinking about the alignment, right?
00:23:29.359 --> 00:23:34.480
And when we talk about sales and and being in alignment with the people that we want to work with, right?
00:23:34.559 --> 00:23:48.960
Because, you know, and not being attached to the, you know, when we when we do put an offer out there, being attached to the outcome, you know, whether they accept it or not, yeah, sometimes we get really excited because we want to work with someone in particular, and the answer is no.
00:23:49.279 --> 00:23:55.599
So um, you know, we don't always, we don't always have that connection piece.
00:23:55.680 --> 00:24:02.960
And I think it's really important to remember that we shouldn't be attached to the outcome because we're not meant to work with everyone.
00:24:03.200 --> 00:24:03.599
That's right.
00:24:03.839 --> 00:24:08.559
And I think that it's beautiful, it's a beautiful connection piece that you that you're sharing there.
00:24:08.799 --> 00:24:18.240
So, how has um becoming less attached to the outcome help you be a communicator, a better um relationship builder?
00:24:20.559 --> 00:24:45.200
Well, that's something I had to learn, definitely, and more in my um in my network marketing um experience of that side of my business, because uh all you can do is you know, you can only share what you know and what you believe in, and and it's not up to you what whether they decide to work with you or not.
00:24:45.279 --> 00:24:46.079
It just isn't.
00:24:46.319 --> 00:24:51.200
So you can't be you can't be um attached to the outcome.
00:24:51.440 --> 00:24:53.759
It's move on, you know?
00:24:54.640 --> 00:25:04.079
Yeah, yeah, it really is, you know, and I think that's one of the biggest things is when we learn to just be okay with that, it makes makes life a lot easier, right?
00:25:04.240 --> 00:25:09.920
It just, you know, like hey, I'm just gonna keep doing my thing and you know, the right people will come along.
00:25:10.319 --> 00:25:12.079
Whoever it's for, it's it's meant for them.
00:25:12.559 --> 00:25:13.599
Sifting and sorting, right?
00:25:13.680 --> 00:25:15.440
It's sifting and sorting, yeah.
00:25:15.680 --> 00:25:18.640
Sifting and sorting and being okay with that.
00:25:18.880 --> 00:25:19.200
Yeah.
00:25:19.359 --> 00:25:19.519
Yeah.
00:25:19.599 --> 00:25:25.759
And I'm sure you do a lot of that work with your clients when you're talking about LinkedIn and making connections and how to connect on LinkedIn.
00:25:25.920 --> 00:25:32.079
And it's not always about a sales pitch, but at some point in time, there may be you may put an offer forth.
00:25:32.240 --> 00:25:37.519
And again, being able to not be attached to the outcome, trust the process.
00:25:37.680 --> 00:25:42.000
And if it doesn't work out, it doesn't work out, but at least you you made the attempt.
00:25:42.240 --> 00:25:44.720
And I think that's part of the training that you do.
00:25:45.119 --> 00:25:55.119
I think you have to be clear with people, and they need to be clear as well about, you know, what are they looking to make um to do some work with me?
00:25:55.359 --> 00:25:57.839
And it's not that I'm gonna jump on it, right?
00:25:57.920 --> 00:26:02.319
I want to make sure people are comfortable with like I'm comfortable with somebody and they're comfortable with me.
00:26:02.480 --> 00:26:07.359
And that's why I look for that um that point of connection.
00:26:07.519 --> 00:26:08.240
It was funny.
00:26:08.319 --> 00:26:10.160
I had a conversation with someone the other day.
00:26:10.240 --> 00:26:12.000
I'm just trying to think what it was.
00:26:12.240 --> 00:26:19.039
He said something, and it took me back and made me think of something crazy.
00:26:19.920 --> 00:26:27.359
And I shared, I can't remember what it was now, and I shared it with him, and it would just, it was able to break the ice so much faster.
00:26:27.599 --> 00:26:37.200
And um I think that's so important to find those common bonds, then people feel more or people who are common bonds with you, right?
00:26:37.359 --> 00:26:39.759
To make them trust you sooner.
00:26:40.000 --> 00:26:43.279
And like, have you ever experienced this?
00:26:43.440 --> 00:26:54.880
Like, my husband plays golf, and he will go out on the golf course, and he came home one day and he said, Um, played with this really nice Australian couple today, my partner and I.
00:26:54.960 --> 00:26:56.000
He said, and they were really nice.
00:26:56.400 --> 00:26:57.519
Oh, where were they from?
00:26:57.680 --> 00:26:58.400
What did they do?
00:26:58.559 --> 00:26:59.119
How many kids?
00:26:59.359 --> 00:27:00.400
I was asking him all these questions.
00:27:00.480 --> 00:27:02.960
Janice, he said, we just played golf together.
00:27:03.119 --> 00:27:05.519
Yeah, but you were together for four hours.
00:27:05.680 --> 00:27:08.799
You know, you must have had something to say to each other.
00:27:09.039 --> 00:27:13.519
I can talk to someone at a networking event for five minutes and know their life history.
00:27:13.680 --> 00:27:20.960
So it's just it's a thing, you know, that some people have that it's easy to talk to people and find that that way.
00:27:21.039 --> 00:27:22.400
So you can develop it though.
00:27:22.480 --> 00:27:24.000
It's a skill that you can do.
00:27:25.039 --> 00:27:26.160
You're absolutely right.
00:27:26.400 --> 00:27:32.480
And I think that's really powerful to, you know, know those things that you want when you want that curiosity.
00:27:32.720 --> 00:27:33.200
There it is.
00:27:33.359 --> 00:27:47.200
Yeah, you know, we really dive into those curiosity questions and we're able to it when you are very curious, especially in a networking setting, or even one-on-one with someone, you ask a lot of really good questions, you get them talking about themselves, you both relax, right?
00:27:47.279 --> 00:27:50.559
It becomes more relaxing, becomes a better conversation.
00:27:50.799 --> 00:28:01.519
More importantly, it is remembering what they shared with you and being able to, like, you know, cut a month or two down the road, hey, I remember you said this at our last networking event.
00:28:01.599 --> 00:28:02.400
How's that going?
00:28:02.640 --> 00:28:02.960
Right.
00:28:03.119 --> 00:28:10.079
I people are surprised by that when you remember the things that they shared with you, or then I think that's a child or whatever.
00:28:10.240 --> 00:28:10.559
Yep.
00:28:10.799 --> 00:28:12.160
Yes, yes.
00:28:12.400 --> 00:28:14.319
And I think it's beautiful that you do that.
00:28:14.400 --> 00:28:18.000
And that, you know, obviously, you know, we are kindred spirits in that respect.
00:28:18.079 --> 00:28:18.880
So I know.
00:28:19.039 --> 00:28:20.559
Yeah, I know you do too.
00:28:20.720 --> 00:28:21.200
Yeah.
00:28:21.680 --> 00:28:27.440
So we can we uh, you know, so I one of the things that I really just want to touch on real briefly is automation.
00:28:27.519 --> 00:28:35.440
And I know that can be something that can be tricky when it becomes, you know, in that networking, and how much do we want to allow to be automated?
00:28:35.519 --> 00:28:39.839
So we can automate more of our networking and follow-up than ever before.
00:28:40.000 --> 00:28:45.519
Where do you think automation helps and where can it hurt the relationship?
00:28:47.839 --> 00:28:55.759
Well, uh, the only place I I'm a bit of a uh control freak, I think, in a way too.
00:28:55.839 --> 00:28:59.519
And I also don't like uh automating a lot of things myself.
00:28:59.680 --> 00:29:01.759
But I okay, two things come to mind.
00:29:01.920 --> 00:29:20.720
One is years ago, when I used to go to in-person networking and I used to teach networking, and I used to tell people that when you're at a networking event and you come home, you've got 24 hours, that's it, 24 hours to do your first follow-up and make sure you because nobody will do it, nobody else does it, so you need to be that person.
00:29:21.200 --> 00:29:26.000
So you start with that, and then you can send a card that'll get there next week or whatever.
00:29:26.319 --> 00:29:35.680
So the first thing I would do when I got home from networking was I would do what I said I told everybody else to do, and it would take me an hour or something to go through that and do it.
00:29:35.839 --> 00:29:43.440
But I don't do that now because I don't go to as many networking events, but I do send something out immediately after I've talked to somebody.
00:29:43.759 --> 00:30:01.440
But um I don't know, I'm not an automated person when it comes to connections, when it comes to I can see, like in our um in my um greeting card system, I can create a template card and I can send it to 50 people at the same time.
00:30:01.759 --> 00:30:07.039
And I don't even do that without personalizing some of the cards.
00:30:07.119 --> 00:30:16.640
So I'm the wrong person to ask about that really because I don't like automating um that kind of I need it to have that personal touch, right?
00:30:17.519 --> 00:30:22.640
And especially because I'm not handwriting the card myself, I'm doing it through the system.
00:30:22.799 --> 00:30:26.880
I want it to the message to be personalized, not just, you know.
00:30:27.039 --> 00:30:34.400
And I mean, I do a newsletter, and that's my probably my only automation in the sense that it goes to my list every week.
00:30:34.720 --> 00:30:46.480
Um I think you can automate processes that um that aren't actually going to the end user.
00:30:46.559 --> 00:30:47.440
I don't know.
00:30:48.640 --> 00:30:55.599
You know, and I think that's where and my last question actually then becomes more of a statement, and I and I think you'll agree with this.
00:30:55.680 --> 00:31:04.880
So as A B as AI becomes more prevalent, do you think genuinely genuinely personal touches will become even more valuable?
00:31:05.200 --> 00:31:05.920
Absolutely.
00:31:06.079 --> 00:31:15.759
And don't get me wrong, I use AI every day, I love it, and it helps me with my podcast organization and questions and things like that.
00:31:15.920 --> 00:31:28.880
You mentioned that as well to me offline, and and there's things that it helps me with, absolutely, but we cannot lose sight of that personal touch and that person-to-person.
00:31:29.519 --> 00:31:32.960
It just is it's now more important than ever.
00:31:34.000 --> 00:31:34.880
Beautiful.
00:31:35.279 --> 00:31:40.720
Well said, Janice, before we wrap up, I'd love to give you the opportunity to share something directly with our audience.
00:31:40.880 --> 00:31:47.359
Um, I know you have your real connection system and resources around LinkedIn and relationship marketing.
00:31:47.440 --> 00:31:55.519
Um, whether it's one of those, something you're currently working on, or simply one last piece of advice you'd love for our listeners to carry with them.
00:31:55.599 --> 00:31:57.119
What would you like to share?
00:31:57.599 --> 00:31:59.119
Well, that's kind of thank you.
00:31:59.279 --> 00:32:06.000
Well, I think I would like to mention the real connection system because that's the basis on which I train these days.
00:32:06.160 --> 00:32:15.920
And uh real stands for refresh your presence, engage with purpose, appreciate meaningfully, and leverage your relationships.
00:32:16.160 --> 00:32:25.039
And I have that in a ebook, in an ebook, um, the the essence of that in an ebook that people are welcome to download from my website.
00:32:25.200 --> 00:32:38.480
And uh basically it's just janusporter.com slash uh um octothore hashtag in the number sign, number sign, uh real R-E-A-L.
00:32:38.799 --> 00:32:43.359
So uh Janusporter.com hashtag real, I guess that's the way you would say it.
00:32:43.599 --> 00:32:53.119
And um yeah, and that sort of is a uh a breakdown of the things that and with some practical um ideas for you to make that happen.
00:32:53.279 --> 00:32:53.920
So thank you.
00:32:54.079 --> 00:32:54.960
Thank you for that.
00:32:55.279 --> 00:32:55.680
Beautiful.
00:32:55.839 --> 00:32:58.480
We'll make sure that the link is in the show notes for you.
00:32:58.559 --> 00:33:00.720
So um for those of you who are listening.
00:33:00.799 --> 00:33:06.720
And Janice, where's the is the your website is the best place to reach you, Janiceporter.com or LinkedIn?
00:33:07.279 --> 00:33:08.079
Either place, yeah.
00:33:08.240 --> 00:33:10.480
You can find me easily on on LinkedIn as well.
00:33:10.640 --> 00:33:16.640
So just if you do, let me know that Laura that you heard us on on uh Laura's um podcast for sure.
00:33:16.960 --> 00:33:17.920
Beautiful.
00:33:18.319 --> 00:33:25.359
Janice, one thing I really appreciate about this conversation is a reminder that relationships don't grow simply because we make the connection.
00:33:25.599 --> 00:33:27.119
They grow because we nurture it.
00:33:27.279 --> 00:33:32.480
We remember people, we check in, we follow through, we look for opportunities to serve.
00:33:32.640 --> 00:33:38.319
And perhaps more importantly, we show people that they matter even when we don't need anything from them.
00:33:38.640 --> 00:33:49.440
Because when we approach networking with genuine curiosity and ask, how may I support you, instead of what can you do for me, we're not just building a better network, we're building better relationships.
00:33:49.519 --> 00:33:53.440
And ultimately, that's what great business is built on.
00:33:53.920 --> 00:34:04.799
So if today's conversation reminded you that your greatest business opportunities may already be sitting inside the relationships you've built, I hope you'll do something with that today.
00:34:05.039 --> 00:34:15.280
Reach out to someone, send the message, make the introduction, check in with a client you haven't spoken with lately, not because you need something, but because relationships are worth nurturing.
00:34:15.440 --> 00:34:25.920
And if you're ready to strengthen your communications, clarify your message and build confidence in your voice and connect more authentically in business and in life, I'd love to invite you to join us in the brand success hub.
00:34:26.079 --> 00:34:39.599
The hub was designed for entrepreneurs, professionals, leaders, and communicators who are done second guessing themselves and ready to communicate with clarity, confidence, and compassion while learning practical strategies that actually work in the real world.
00:34:39.760 --> 00:34:44.639
You can learn more at the Brand Success at 30secondsuccess.com slash hub.
00:34:44.880 --> 00:34:56.320
And before you go, don't forget to subscribe, leave a review, and share this episode with someone who needs the reminder that staying connected matters just as much as making the connection in the first place.
00:34:56.800 --> 00:35:05.280
Until next time, stand in your brand, trust your voice, and remember success is just 30 seconds away.
00:00:02.640 --> 00:00:05.280
Hi, welcome back to the 30 Second Success Podcast.
00:00:05.360 --> 00:00:07.679
I'm Laura Templeton, your host for today.
00:00:07.919 --> 00:00:15.279
If you've ever left a networking event with a stack of business cards or LinkedIn account full of new connections and wondered, yeah, what?
00:00:15.519 --> 00:00:26.079
If you've ever realized you're really good at meeting people, but not really good at staying connected, or if the only time someone hears from you is when you need something, this episode is for you.
00:00:26.320 --> 00:00:34.719
Because networking isn't really about how many people you know, it's about what you do with the relationships after you meet.
00:00:34.960 --> 00:00:44.399
And today we're talking about relationship marketing, staying top of mind, building trust, and using LinkedIn to create connections that actually mean something.
00:00:44.640 --> 00:00:58.079
But first, if you're someone who knows you're meant for more, but you've been second guessing yourself, overthinking your message, or struggling clearly to communicate your value, I'd love to invite you to check out the brand success hub.
00:00:58.159 --> 00:01:07.920
The hub was created for purpose-driven individuals who want practical support in building confidence, strengthening communication, clarifying their message, and creating more meaningful connections.
00:01:08.159 --> 00:01:21.359
Inside, you'll find the trainings, visibility strategies, AI-powered communication support, leadership insights, and many trainings from incredible experts and guests like the one joining us today.
00:01:21.599 --> 00:01:25.840
You can learn more at 30secondsuccess.com slash hub.
00:01:26.000 --> 00:01:28.480
Now, let's jump into today's conversation.
00:01:28.719 --> 00:01:32.719
Today's guest is Janice Porter, founder of Janice Porter and Associates.
00:01:32.959 --> 00:01:35.519
For Janice Business really is all about relationships.
00:01:35.680 --> 00:01:50.000
She helps business owners, entrepreneurs, and sales professionals use LinkedIn relationship marketing, networking, and intentional follow-up to build stronger connections that lead to clients, referrals, strategic partners, and opportunities.
00:01:50.319 --> 00:01:59.920
But what I especially like and appreciate about Janice's full philosophy is the question she brings into new relationships.
00:02:00.159 --> 00:02:02.719
How many, how may I support you?
00:02:02.959 --> 00:02:09.680
Because that changes the entire conversation from what can I get to how can I serve?
00:02:10.240 --> 00:02:11.919
Janice, welcome to the show.
00:02:12.080 --> 00:02:15.840
Tell us a little bit about you and what you're currently working on.
00:02:16.560 --> 00:02:17.439
Thanks, Laura.
00:02:17.520 --> 00:02:18.560
It's my pleasure to be here.
00:02:18.639 --> 00:02:28.800
It's been a long time and uh I love the work that you do because we are so aligned in that um relationship first philosophy that um that I appreciate it.
00:02:28.960 --> 00:02:30.879
Um what am I working on now?
00:02:31.039 --> 00:02:32.960
Um more of the same.
00:02:33.039 --> 00:02:47.439
Um I basically love to spread the word about the power of LinkedIn and um and how it's not it's underutilized as a networking tool because that's really what I use it as.
00:02:47.599 --> 00:02:56.800
Um it's an informative tool in the sense that if I do meet somebody new, I can go look for them on LinkedIn and see if they're there and what do they look like there?
00:02:56.960 --> 00:03:05.680
Because believe it or not, that's the first impression, really, especially if I'm meeting somebody in a in a breakout room uh on a Zoom call.
00:03:05.840 --> 00:03:13.840
And so I don't really get to see much, but I definitely get a good first or bad first impression by looking at their LinkedIn profile.
00:03:14.080 --> 00:03:21.520
And then um I also have a podcast, as you know, and so I interview many people who believe, as I do, that relationships first.
00:03:21.919 --> 00:03:23.199
So yeah.
00:03:23.840 --> 00:03:24.560
Beautiful.
00:03:24.879 --> 00:03:25.840
And you're absolutely right.
00:03:26.000 --> 00:03:31.599
I think that's that it's so key to remember how powerful the relationships first piece is.
00:03:31.759 --> 00:03:35.680
Um, but and you and I both spend a lot of time talking about relationships.
00:03:35.840 --> 00:03:40.639
So, what do you think people misunderstand most about networking?
00:03:41.120 --> 00:03:44.400
Oh my goodness, I think I don't think that's ever changed.
00:03:44.639 --> 00:03:59.520
People who either aren't comfortable networking or don't know really the power of it in itself for what it can be are so busy talking about themselves, they think that they're there to uh well.
00:03:59.680 --> 00:04:00.960
Can I tell you a story?
00:04:01.120 --> 00:04:01.599
Um, sure.
00:04:01.840 --> 00:04:03.039
This is this is years ago.
00:04:03.120 --> 00:04:12.080
I went to a an in-person networking event with a friend of mine at the Chamber of Commerce, and she wanted me to go with her because she was quite uncomfortable with it.
00:04:12.159 --> 00:04:22.160
And we talked about it, and she had this new collateral that she had spent lots of money on business cards and and brochures because she was an um uh an interior designer.
00:04:22.480 --> 00:04:29.759
And I let her, you know, I said, you know, just relax, just you know, talk to people as you will.
00:04:29.839 --> 00:04:34.399
And all she could do because she was so nervous was hand out this collateral.
00:04:34.879 --> 00:04:39.439
And it was like such a waste of time because what do most of us do with that stuff when we leave?
00:04:39.519 --> 00:04:46.160
It goes right into the garbage or the trash because it doesn't mean anything when you don't know the person.
00:04:46.480 --> 00:04:54.079
So my philosophy is always when you're networking, there's five people you should meet in a networking event.
00:04:54.240 --> 00:05:01.759
One is the person that's that's uh at the registration at the desk because they know who everybody is usually that's coming.
00:05:01.920 --> 00:05:06.560
Two, it's the the host or the person that's organized it because they also know everybody.
00:05:06.800 --> 00:05:12.879
Three, um through the speaker if there is one, because that's a good person to get to know.
00:05:13.040 --> 00:05:15.120
And the other two are what I call hubs.
00:05:15.279 --> 00:05:18.079
Hubs are people who know people at the event.
00:05:18.160 --> 00:05:28.160
So if you're looking to find somebody who is a certain, you know, um uh profession, then they would know and you can ask for an introduction.
00:05:28.399 --> 00:05:40.560
So, but really the best the best piece of advice is when you some you finish talking to somebody and they say, that was a great conversation, thanks so much, and you haven't said anything, then you've done your job.
00:05:40.720 --> 00:05:42.879
You ask them a question, let them talk.
00:05:43.120 --> 00:05:46.639
That's what networking is all about, finding out about the other person.
00:05:47.120 --> 00:05:49.199
Yeah, and you know, you talk about the hubs, right?
00:05:49.279 --> 00:05:52.240
That's we, you know, I refer to them as the movers and shakers, right?
00:05:52.319 --> 00:05:53.279
The movers and shakers.
00:05:53.600 --> 00:05:58.959
You can literally walk into the room and see who the movers and shakers are because they're the ones that people are gathering around.
00:05:59.040 --> 00:05:59.279
That's right.
00:05:59.519 --> 00:06:02.639
They know people and they're happy to make introductions for you.
00:06:02.720 --> 00:06:04.240
And I think that's really powerful.
00:06:04.319 --> 00:06:05.360
You're absolutely right.
00:06:05.519 --> 00:06:15.519
There are specific people that you need to align yourself with when you are at networking events, and again, making it about the other person by asking great questions is beautiful.
00:06:15.680 --> 00:06:16.879
Thank you for sharing that.
00:06:17.120 --> 00:06:24.000
So, your approach, um, you know, when you approach new connections, you like to ask them, how may I support you?
00:06:24.160 --> 00:06:27.279
And you know, so how does that change the dynamic?
00:06:27.680 --> 00:06:32.800
Well, it allows them to talk about themselves and what they do, is really what it does.
00:06:33.040 --> 00:06:44.240
Um, I find though that I do most of my networking really on LinkedIn now and and have for the since since COVID really, and um never really changed after that.
00:06:44.480 --> 00:07:07.040
And um what I notice is that if you can pay attention and look for the sort of quiet little things on their profile that can be good icebreakers, then they know you've paid attention to what's on their profile and it gives you a starting off point.
00:07:07.199 --> 00:07:24.480
So somebody might have gone to school at UCLA or something, and uh um I went there when I was, I didn't go to school there, but I remember I live in Canada and I remember going down to UCLA as a teenager because everything about UCLA was like amazing for me.
00:07:24.560 --> 00:07:30.399
I wanted to go to Pauli Pavilion and I wanted to get the the gear and stuff from their store.
00:07:30.560 --> 00:07:33.199
I don't know why, but probably watch too much television.
00:07:33.360 --> 00:07:40.160
But anyway, so if I found someone who went there, that's a starting point of a conversation for me.
00:07:40.399 --> 00:07:47.279
Or maybe somewhere down in their the depths of their profile, it says that they coach basketball to their for their kids.
00:07:47.439 --> 00:07:49.680
My husband coached for 35 years.
00:07:49.920 --> 00:08:04.079
I have something to start a conversation that's completely non-work related, and that gets them, you know, talking and and feeling more comfortable before we start talking, and then we can talk about business.
00:08:04.639 --> 00:08:06.560
So for me, that's really important.
00:08:07.279 --> 00:08:28.560
I love that you you talk about, you know, really you know, taking time to look at people's profiles and a lot of people, and and I know that's something that we're going to dive into a little bit here, but one of my biggest questions is for someone who has a lot of connections in LinkedIn, it's almost overwhelming to go, okay, how do I stay connected with everybody that I'm connected with?
00:08:28.720 --> 00:08:28.959
Right.
00:08:29.120 --> 00:08:29.199
Yeah.
00:08:29.519 --> 00:08:40.159
So you know, you know, is there do you have a strategy for someone like me who has thousands of connections on on LinkedIn?
00:08:40.480 --> 00:08:42.720
Well, you could create a system.
00:08:42.960 --> 00:08:45.600
Um, first of all, I'll put you on the spot.
00:08:45.679 --> 00:08:50.639
When was the last time you um exported your contacts from LinkedIn?
00:08:51.279 --> 00:08:52.879
It's probably been at least a year.
00:08:53.200 --> 00:08:53.519
Okay.
00:08:54.000 --> 00:08:58.480
So um you've probably had a lot more connections since then.
00:08:58.639 --> 00:09:10.320
However, when you do export them, are you just exporting them just so you got them because just in case the God forbids happen and LinkedIn shuts down or you shuts you down or whatever because it happens?
00:09:10.559 --> 00:09:16.240
Or could you take that however many thousand of connections uh on LinkedIn?
00:09:16.399 --> 00:09:47.120
They're on a CSV file, put make them a spreadsheet and color code them and just go through, get rid of the ones you don't want anymore, or just focus on the ones you do by highlighting them a certain color, and then do a rotation each month of connecting with a certain number of them, whether it's just an um a LinkedIn um message or a greeting card or an uh text message, however you want to do it, because it doesn't have to be a lot, it just needs to be, hey, how are you doing?
00:09:47.200 --> 00:09:48.720
It's been a while, right?
00:09:49.279 --> 00:09:55.200
So um that's one way to do it is to color code them.
00:09:55.279 --> 00:09:59.120
I love color coding so that you know, and just bring out the ones that you want.
00:09:59.279 --> 00:10:08.159
There's people that are in there that unfortunately aren't with us anymore, or they're not doing what they were doing when you were connected with them.
00:10:08.320 --> 00:10:14.320
So you can eliminate people that way and just focus on the ones that make the most sense.
00:10:14.639 --> 00:10:15.120
Yeah.
00:10:16.000 --> 00:10:29.840
That's beautiful because one of the things that um I run into a lot is a lot of the connections that I have, they're marketers, they're trying to sell me something, and now they're they're in my connections, and I'm like, I'm probably not the right fit for them.
00:10:30.080 --> 00:10:42.879
Some of them I've actually you know had uh you know taken the time to have good interactions with them and have really great conversations, and you know it's been a really good fit, but again, it does take time to look at their profile to figure that out.
00:10:42.960 --> 00:10:52.240
So you know, I don't always just negate it because it's a marketer, but for sure, you know, sometimes but when they got there in the first place, that's the first thing.
00:10:52.320 --> 00:10:59.679
Like, do you realize or do you know your audience realize that that you don't have to accept when somebody comes to your inbox?
00:10:59.759 --> 00:11:01.840
You can ignore it, it doesn't matter, right?
00:11:02.000 --> 00:11:04.799
So be honest with yourself, yeah.
00:11:05.759 --> 00:11:07.519
Yes, ignoring is important.
00:11:07.919 --> 00:11:08.320
Yes.
00:11:08.559 --> 00:11:12.480
Um, so you help people stay connected with past clients and prospects.
00:11:12.720 --> 00:11:17.279
Why do so many of us drop the ball after the initial conversation?
00:11:19.120 --> 00:11:28.480
Well, when you if they're past clients, then we're making a mistake, because a big mistake, because where's the best place new clients come from?
00:11:28.720 --> 00:11:30.080
Referrals, right?
00:11:30.240 --> 00:11:42.799
And so um I think it's important to stay top of mind with people that have been in your world because they're the ones that are going to meet the people that they say, oh, you're looking for that.
00:11:43.039 --> 00:11:45.600
Janice can help you with that, or Laura can help you with that.
00:11:45.759 --> 00:11:46.879
Let me introduce you.
00:11:47.039 --> 00:11:59.279
So I think that's one area where we fall down again because we're not organized or we haven't, you know, put our list in in a you know preferential order, but um, that's why it's important.
00:11:59.360 --> 00:12:05.360
It's important because it can mean so much to um to your business.
00:12:06.559 --> 00:12:09.360
Yeah, and and you talk about the tangible touch.
00:12:09.519 --> 00:12:10.799
What does that mean?
00:12:11.120 --> 00:12:21.519
So um I've been with a company for 18, 19 years now that sends um real cards in the mail, and that's what I mean by the tangible touch.
00:12:21.600 --> 00:12:41.519
And the difference between sending an email or a text message to somebody and saying, hey, thinking about you, is that when they get a card in the mail, they open that card, and by the way, 100% open rate compared to emails for sure.
00:12:41.759 --> 00:12:46.480
Um, and it takes them from their head to their heart because it just does that.
00:12:46.559 --> 00:12:55.440
It's just that, you know, that real piece of, you know, it's I've probably got 14 of them sitting here, you know, like this.
00:12:55.519 --> 00:12:57.679
Here's one that I got not long ago.
00:12:57.840 --> 00:13:00.879
Always classy, sassy and a bit badassy.
00:13:01.039 --> 00:13:03.120
It's a birthday card I got from somebody.
00:13:03.360 --> 00:13:07.919
But um, but the point is that when you open a card, it does, it takes you from your head to your heart.
00:13:08.000 --> 00:13:09.600
There's just no way around it.
00:13:09.840 --> 00:13:13.679
And um and and like you just showed us, a lot of people hold on to them too.
00:13:13.919 --> 00:13:16.799
Yeah, that's and you also get thrown out.
00:13:16.960 --> 00:13:29.519
So if you use a um custom card like I can for net no extra cost, and it you put their photo on the front of the card, they never throw it away.
00:13:29.759 --> 00:13:34.080
I've had people say to me, Janice, I still have your card, and they'll put hold it up.
00:13:34.159 --> 00:13:35.840
It's been on my desk for four years.
00:13:36.000 --> 00:13:37.679
I swear to god, they do that.
00:13:37.919 --> 00:13:40.240
So it's because there are pictures on it.
00:13:40.559 --> 00:13:41.120
Right.
00:13:41.440 --> 00:13:41.759
Yeah.
00:13:42.639 --> 00:13:43.360
I have a few.
00:13:43.440 --> 00:13:44.960
I have a few of those.
00:13:46.000 --> 00:13:46.639
Yeah.
00:13:47.759 --> 00:13:48.879
That's right.
00:13:49.200 --> 00:13:51.679
So, yeah, so it's important.
00:13:51.840 --> 00:13:52.159
Yeah.
00:13:52.399 --> 00:13:54.639
I think that, you know, I think that it really is.
00:13:54.799 --> 00:14:03.840
It is really, you know, we talk about the different ways we can touch, you know, like the whether it's an email, a phone call, a text message, you know, a card in the mail.
00:14:04.080 --> 00:14:07.679
You're absolutely right, but I like the idea of a tangible touch.
00:14:07.840 --> 00:14:10.080
And I think that's something that we hold on to, you know.
00:14:10.159 --> 00:14:16.320
A quick note, I've sent articles to people that they appreciate it, like ripped them out of a magazine and said, Oh, I thought you might like this.
00:14:16.480 --> 00:14:16.720
Yeah.
00:14:16.799 --> 00:14:20.639
And the only ones that don't like it are my children when I send them to them.
00:14:22.480 --> 00:14:22.799
Right?
00:14:25.679 --> 00:14:26.320
Yeah.
00:14:27.840 --> 00:14:28.879
Oh, yeah.
00:14:28.960 --> 00:14:30.639
So, so tell me a little bit.
00:14:30.720 --> 00:14:36.320
I, you know, how has experience changed the way you communicate your value?
00:14:38.320 --> 00:14:39.919
Oh, that's a good question.
00:14:40.159 --> 00:14:53.600
Um, I guess I'm more um grounded about it, like it means more because um I'm not just talking the talk, I actually mean it.
00:14:53.759 --> 00:15:02.320
I mean, I I'm not one who would ever send 500 emails out to you know get five people to respond.
00:15:02.559 --> 00:15:05.919
Like it it doesn't, it's not about the numbers game for me.
00:15:06.000 --> 00:15:07.519
It's always about the people.
00:15:07.840 --> 00:15:16.720
So the more I have built my reputation on that, I think is why it it still is so important.
00:15:16.879 --> 00:15:22.480
Yeah, it's really, and I think there's one piece in there that to answer that question, okay.
00:15:22.559 --> 00:15:24.240
Just say that question one more time.
00:15:24.960 --> 00:15:29.200
How has experience changed the way you communicate your value?
00:15:30.000 --> 00:15:36.159
Okay, so one of the things that I really hold dear to me is my network.
00:15:36.480 --> 00:15:50.639
And it has gotten so that if somebody wants an introduction to somebody in my network, and it might be someone I've just met not a long time ago or whatever, I'm never going to just do that.
00:15:50.799 --> 00:15:58.960
I'm going to make sure that the people in my network, the person they're asking to meet is agreeable to that before I make that connection.
00:15:59.200 --> 00:16:05.039
So much more important now than it ever was before, because my connect, my network is really important to me.
00:16:05.360 --> 00:16:07.679
So that's that's one of the things.
00:16:07.919 --> 00:16:08.639
Great example.
00:16:09.039 --> 00:16:09.440
I love that.
00:16:09.519 --> 00:16:16.399
And I think that is so strong when you protect your network, when you protect the people that you've you've claimed.
00:16:16.879 --> 00:16:24.720
I know this is gonna sound well, no, you'll understand that you've claimed as part of your your ethos, ecosystem, right?
00:16:24.799 --> 00:16:28.000
That you've they've become part of you, they've become part of your business.
00:16:28.159 --> 00:16:30.000
You want to protect that relationship.
00:16:30.240 --> 00:16:30.480
Right.
00:16:30.559 --> 00:16:37.360
So you don't just introduce them to somebody that you don't really know yet, and you know, it could be an issue unless they're open to it.
00:16:37.519 --> 00:16:40.000
You just don't, you know, you just got to get their permission.
00:16:40.080 --> 00:16:44.879
So and I think sometimes it's a matter of, hey, you know, this person asked me for an introduction.
00:16:45.039 --> 00:16:47.039
I really don't know them very well.
00:16:47.360 --> 00:16:52.240
Um, but I wanted to check with you first before I just go ahead and make the introduction.
00:16:52.639 --> 00:16:53.039
Right.
00:16:53.279 --> 00:16:55.519
Here's why you might be interested in meeting them.
00:16:55.679 --> 00:17:00.879
Like take the extra step to figure out why they might be interested and then let them decide yes or no.
00:17:01.039 --> 00:17:02.080
I think it's beautiful.
00:17:02.240 --> 00:17:06.319
You know, again, you're protecting those relationships and people value that.
00:17:07.119 --> 00:17:08.240
Yes, they do.
00:17:08.400 --> 00:17:11.519
And that's what's important because your reputation is on the line.
00:17:11.839 --> 00:17:12.960
Absolutely.
00:17:13.279 --> 00:17:25.519
So, and if this conversation is resonating with you, make sure you like, subscribe, and share the podcast with someone who may need this reminder today, because your network isn't a collection of names, email addresses, or LinkedIn connections.
00:17:25.680 --> 00:17:29.119
There are actual humans on the other side of those profiles.
00:17:29.359 --> 00:17:35.279
And when we stop collecting contacts and start cultivating relationships, business begins to look very different.
00:17:35.440 --> 00:17:40.960
And that's exactly why we have these conversations here on the 30 Second Success Podcast.
00:17:41.440 --> 00:17:43.920
So, Janice, let's talk a little bit about LinkedIn.
00:17:44.079 --> 00:17:48.480
You believe every business professional needs a magnetic LinkedIn profile.
00:17:48.559 --> 00:17:51.039
So, what makes a profile magnetic?
00:17:51.759 --> 00:17:59.599
Well, that's the term I probably used a long time ago, I think, but I would say optimized more importantly and up to date, okay?
00:17:59.839 --> 00:18:01.599
Because it's the first impression.
00:18:01.759 --> 00:18:08.400
Quite often, if you meet somebody new at a networking event, for example, they'll go home and they'll Google you.
00:18:08.559 --> 00:18:20.640
And if you don't have a really strong profile or sorry, a strong website, it will bring up LinkedIn um higher up in the in the results than it will your website.
00:18:20.960 --> 00:18:24.319
And that they're gonna see your profile.
00:18:24.400 --> 00:18:25.839
So first impressions count.
00:18:26.000 --> 00:18:34.880
I used to say that it was important that the above the fold was the first thing they see, and a lot of people today don't understand that that um reference.
00:18:35.119 --> 00:18:40.160
So now I say it's above the scroll because really it's the first impression that they see.
00:18:40.400 --> 00:18:45.279
So uh it's your headshot, it's your head uh headline, and it's your banner.
00:18:45.519 --> 00:18:51.839
And even sometimes, depending on the size of the screen, it's the uh beginning of your about section.
00:18:51.920 --> 00:18:54.720
And so first impressions mean a lot.
00:18:54.880 --> 00:18:57.599
And do I want to click the see more button?
00:18:57.759 --> 00:19:01.839
Do I want to continue the scroll and see what this person's really about?
00:19:02.000 --> 00:19:06.400
So that's why it's important that it's up to date and it's optimized.
00:19:07.200 --> 00:19:12.799
You know, and I I think these banners are so important, and I it's funny because I see a lot of people who don't even have a banner.
00:19:13.039 --> 00:19:20.799
I know it it's just as simple as putting some, you know, a banner with some text on there, you know, or a really great statement.
00:19:20.960 --> 00:19:23.440
So, you know, you know, we're we're missing out.
00:19:23.519 --> 00:19:25.200
It that's like a billboard on the highway.
00:19:25.440 --> 00:19:25.839
Exactly.
00:19:26.240 --> 00:19:26.960
It really is.
00:19:27.279 --> 00:19:28.480
So two things about that.
00:19:28.640 --> 00:19:33.519
One, it's advertising space you shouldn't um you should shouldn't ignore.
00:19:33.680 --> 00:19:38.400
And second, it is like a billboard that you go by and in three seconds you're gone.
00:19:38.559 --> 00:19:41.920
So don't make it this very small writing that people can't see.
00:19:42.079 --> 00:19:42.319
Okay.
00:19:42.720 --> 00:19:43.039
Yeah.
00:19:43.279 --> 00:19:50.240
Give it a statement, as you mentioned, like a positioning statement or a benefit statement for somebody to work with you.
00:19:51.759 --> 00:19:57.839
So, what should someone understand about us within the first few seconds of visiting our profile?
00:19:58.079 --> 00:19:59.119
What are your thoughts on that?
00:19:59.440 --> 00:20:02.480
Who we help and how we can help and how we help them.
00:20:02.799 --> 00:20:03.440
Perfect.
00:20:03.680 --> 00:20:04.160
Perfect.
00:20:04.799 --> 00:20:06.240
It's all about communication, right?
00:20:06.319 --> 00:20:09.200
That's that's the clarity who who we help and how we help them.
00:20:09.839 --> 00:20:17.119
And and so many people spend so much time on getting overly wordy, and it can really muddy the waters.
00:20:17.279 --> 00:20:19.519
I think it's really powerful to just simplify it.
00:20:19.839 --> 00:20:30.160
Well, I also think that the um quite often people think that it's all about it's supposed to be about them, all about them.
00:20:30.480 --> 00:20:47.920
And there are certainly segments on that profile that are there for you to put your accolades, your your um uh degrees, your certifications, the volunteer work you do, the organizations you belong to, um, and so on.
00:20:48.400 --> 00:20:55.519
But the main show is about who you serve and how you solve their problems.
00:20:55.680 --> 00:21:02.400
And if people see that that works for them, that they're the per you're the person they need to talk to.
00:21:02.799 --> 00:21:24.720
Um I had a um a new client recently that just um called me actually, and that doesn't happen very often, but I love it when that happens, and uh that they actually phoned me and uh I got chatting with him, he's looking for some LinkedIn training, and he didn't say that actually.
00:21:24.799 --> 00:21:28.559
At first, he said marketing training, and I wasn't sure if I was the right person for him.
00:21:28.640 --> 00:21:39.200
So when I talked to him, oh, because he messaged me first, um, because I couldn't talk to him when he first called, and then when I did talk to him, he said, No, LinkedIn training, he said, and I said, How did you find me?
00:21:39.359 --> 00:21:49.200
And he said, on LinkedIn, he said, when I read the first part of your um profile, meaning my about section, you were speaking to me.
00:21:49.519 --> 00:21:53.839
My first sentence was speaking to him, and that's what you want to have happen.
00:21:54.000 --> 00:21:54.720
That's what you want.
00:21:54.880 --> 00:21:57.759
You want people to say, Oh my god, it's me they're talking to.
00:21:58.240 --> 00:22:01.119
So that that's yeah, so that's That's really important.
00:22:02.000 --> 00:22:02.880
I love it.
00:22:03.200 --> 00:22:07.200
Um, so you said something very interesting about becoming more confident.
00:22:07.279 --> 00:22:10.160
And I just want to move into that sales conversation piece.
00:22:10.240 --> 00:22:16.079
So learning to ask for sales and at the same time becoming less attached to the outcome.
00:22:16.480 --> 00:22:19.759
How do those two things work together?
00:22:21.039 --> 00:22:22.559
Yeah, that's interesting.
00:22:22.799 --> 00:22:49.440
Um well, I think that, you know, as I became more confident in my values around relationships, I make it very clear when I'm talking to somebody about working with me that it's important that they know that my way of teaching is around helping you build relate or open up to relationships.
00:22:49.599 --> 00:22:53.039
It's not about how many emails or messages you can send out.
00:22:53.119 --> 00:23:03.039
It's about who do you want to uh connect with, know why, and then let's look at a way to do it in a in a relational kind of way.
00:23:03.519 --> 00:23:12.079
And so if they're not aligned with me, I'm not gonna be um upset to not work with them because it's not gonna work in in both cases, right?
00:23:12.160 --> 00:23:16.960
In their in their case, and they're not getting what they want, and I'm certainly not giving them what they want.
00:23:17.119 --> 00:23:20.880
So we they need to be this have the same values as me.
00:23:21.200 --> 00:23:22.400
Does that answer your question?
00:23:22.480 --> 00:23:23.519
I'm not sure.
00:23:24.160 --> 00:23:29.279
Does um it, you know, and I think the biggest thing, really thinking about the alignment, right?
00:23:29.359 --> 00:23:34.480
And when we talk about sales and and being in alignment with the people that we want to work with, right?
00:23:34.559 --> 00:23:48.960
Because, you know, and not being attached to the, you know, when we when we do put an offer out there, being attached to the outcome, you know, whether they accept it or not, yeah, sometimes we get really excited because we want to work with someone in particular, and the answer is no.
00:23:49.279 --> 00:23:55.599
So um, you know, we don't always, we don't always have that connection piece.
00:23:55.680 --> 00:24:02.960
And I think it's really important to remember that we shouldn't be attached to the outcome because we're not meant to work with everyone.
00:24:03.200 --> 00:24:03.599
That's right.
00:24:03.839 --> 00:24:08.559
And I think that it's beautiful, it's a beautiful connection piece that you that you're sharing there.
00:24:08.799 --> 00:24:18.240
So, how has um becoming less attached to the outcome help you be a communicator, a better um relationship builder?
00:24:20.559 --> 00:24:45.200
Well, that's something I had to learn, definitely, and more in my um in my network marketing um experience of that side of my business, because uh all you can do is you know, you can only share what you know and what you believe in, and and it's not up to you what whether they decide to work with you or not.
00:24:45.279 --> 00:24:46.079
It just isn't.
00:24:46.319 --> 00:24:51.200
So you can't be you can't be um attached to the outcome.
00:24:51.440 --> 00:24:53.759
It's move on, you know?
00:24:54.640 --> 00:25:04.079
Yeah, yeah, it really is, you know, and I think that's one of the biggest things is when we learn to just be okay with that, it makes makes life a lot easier, right?
00:25:04.240 --> 00:25:09.920
It just, you know, like hey, I'm just gonna keep doing my thing and you know, the right people will come along.
00:25:10.319 --> 00:25:12.079
Whoever it's for, it's it's meant for them.
00:25:12.559 --> 00:25:13.599
Sifting and sorting, right?
00:25:13.680 --> 00:25:15.440
It's sifting and sorting, yeah.
00:25:15.680 --> 00:25:18.640
Sifting and sorting and being okay with that.
00:25:18.880 --> 00:25:19.200
Yeah.
00:25:19.359 --> 00:25:19.519
Yeah.
00:25:19.599 --> 00:25:25.759
And I'm sure you do a lot of that work with your clients when you're talking about LinkedIn and making connections and how to connect on LinkedIn.
00:25:25.920 --> 00:25:32.079
And it's not always about a sales pitch, but at some point in time, there may be you may put an offer forth.
00:25:32.240 --> 00:25:37.519
And again, being able to not be attached to the outcome, trust the process.
00:25:37.680 --> 00:25:42.000
And if it doesn't work out, it doesn't work out, but at least you you made the attempt.
00:25:42.240 --> 00:25:44.720
And I think that's part of the training that you do.
00:25:45.119 --> 00:25:55.119
I think you have to be clear with people, and they need to be clear as well about, you know, what are they looking to make um to do some work with me?
00:25:55.359 --> 00:25:57.839
And it's not that I'm gonna jump on it, right?
00:25:57.920 --> 00:26:02.319
I want to make sure people are comfortable with like I'm comfortable with somebody and they're comfortable with me.
00:26:02.480 --> 00:26:07.359
And that's why I look for that um that point of connection.
00:26:07.519 --> 00:26:08.240
It was funny.
00:26:08.319 --> 00:26:10.160
I had a conversation with someone the other day.
00:26:10.240 --> 00:26:12.000
I'm just trying to think what it was.
00:26:12.240 --> 00:26:19.039
He said something, and it took me back and made me think of something crazy.
00:26:19.920 --> 00:26:27.359
And I shared, I can't remember what it was now, and I shared it with him, and it would just, it was able to break the ice so much faster.
00:26:27.599 --> 00:26:37.200
And um I think that's so important to find those common bonds, then people feel more or people who are common bonds with you, right?
00:26:37.359 --> 00:26:39.759
To make them trust you sooner.
00:26:40.000 --> 00:26:43.279
And like, have you ever experienced this?
00:26:43.440 --> 00:26:54.880
Like, my husband plays golf, and he will go out on the golf course, and he came home one day and he said, Um, played with this really nice Australian couple today, my partner and I.
00:26:54.960 --> 00:26:56.000
He said, and they were really nice.
00:26:56.400 --> 00:26:57.519
Oh, where were they from?
00:26:57.680 --> 00:26:58.400
What did they do?
00:26:58.559 --> 00:26:59.119
How many kids?
00:26:59.359 --> 00:27:00.400
I was asking him all these questions.
00:27:00.480 --> 00:27:02.960
Janice, he said, we just played golf together.
00:27:03.119 --> 00:27:05.519
Yeah, but you were together for four hours.
00:27:05.680 --> 00:27:08.799
You know, you must have had something to say to each other.
00:27:09.039 --> 00:27:13.519
I can talk to someone at a networking event for five minutes and know their life history.
00:27:13.680 --> 00:27:20.960
So it's just it's a thing, you know, that some people have that it's easy to talk to people and find that that way.
00:27:21.039 --> 00:27:22.400
So you can develop it though.
00:27:22.480 --> 00:27:24.000
It's a skill that you can do.
00:27:25.039 --> 00:27:26.160
You're absolutely right.
00:27:26.400 --> 00:27:32.480
And I think that's really powerful to, you know, know those things that you want when you want that curiosity.
00:27:32.720 --> 00:27:33.200
There it is.
00:27:33.359 --> 00:27:47.200
Yeah, you know, we really dive into those curiosity questions and we're able to it when you are very curious, especially in a networking setting, or even one-on-one with someone, you ask a lot of really good questions, you get them talking about themselves, you both relax, right?
00:27:47.279 --> 00:27:50.559
It becomes more relaxing, becomes a better conversation.
00:27:50.799 --> 00:28:01.519
More importantly, it is remembering what they shared with you and being able to, like, you know, cut a month or two down the road, hey, I remember you said this at our last networking event.
00:28:01.599 --> 00:28:02.400
How's that going?
00:28:02.640 --> 00:28:02.960
Right.
00:28:03.119 --> 00:28:10.079
I people are surprised by that when you remember the things that they shared with you, or then I think that's a child or whatever.
00:28:10.240 --> 00:28:10.559
Yep.
00:28:10.799 --> 00:28:12.160
Yes, yes.
00:28:12.400 --> 00:28:14.319
And I think it's beautiful that you do that.
00:28:14.400 --> 00:28:18.000
And that, you know, obviously, you know, we are kindred spirits in that respect.
00:28:18.079 --> 00:28:18.880
So I know.
00:28:19.039 --> 00:28:20.559
Yeah, I know you do too.
00:28:20.720 --> 00:28:21.200
Yeah.
00:28:21.680 --> 00:28:27.440
So we can we uh, you know, so I one of the things that I really just want to touch on real briefly is automation.
00:28:27.519 --> 00:28:35.440
And I know that can be something that can be tricky when it becomes, you know, in that networking, and how much do we want to allow to be automated?
00:28:35.519 --> 00:28:39.839
So we can automate more of our networking and follow-up than ever before.
00:28:40.000 --> 00:28:45.519
Where do you think automation helps and where can it hurt the relationship?
00:28:47.839 --> 00:28:55.759
Well, uh, the only place I I'm a bit of a uh control freak, I think, in a way too.
00:28:55.839 --> 00:28:59.519
And I also don't like uh automating a lot of things myself.
00:28:59.680 --> 00:29:01.759
But I okay, two things come to mind.
00:29:01.920 --> 00:29:20.720
One is years ago, when I used to go to in-person networking and I used to teach networking, and I used to tell people that when you're at a networking event and you come home, you've got 24 hours, that's it, 24 hours to do your first follow-up and make sure you because nobody will do it, nobody else does it, so you need to be that person.
00:29:21.200 --> 00:29:26.000
So you start with that, and then you can send a card that'll get there next week or whatever.
00:29:26.319 --> 00:29:35.680
So the first thing I would do when I got home from networking was I would do what I said I told everybody else to do, and it would take me an hour or something to go through that and do it.
00:29:35.839 --> 00:29:43.440
But I don't do that now because I don't go to as many networking events, but I do send something out immediately after I've talked to somebody.
00:29:43.759 --> 00:30:01.440
But um I don't know, I'm not an automated person when it comes to connections, when it comes to I can see, like in our um in my um greeting card system, I can create a template card and I can send it to 50 people at the same time.
00:30:01.759 --> 00:30:07.039
And I don't even do that without personalizing some of the cards.
00:30:07.119 --> 00:30:16.640
So I'm the wrong person to ask about that really because I don't like automating um that kind of I need it to have that personal touch, right?
00:30:17.519 --> 00:30:22.640
And especially because I'm not handwriting the card myself, I'm doing it through the system.
00:30:22.799 --> 00:30:26.880
I want it to the message to be personalized, not just, you know.
00:30:27.039 --> 00:30:34.400
And I mean, I do a newsletter, and that's my probably my only automation in the sense that it goes to my list every week.
00:30:34.720 --> 00:30:46.480
Um I think you can automate processes that um that aren't actually going to the end user.
00:30:46.559 --> 00:30:47.440
I don't know.
00:30:48.640 --> 00:30:55.599
You know, and I think that's where and my last question actually then becomes more of a statement, and I and I think you'll agree with this.
00:30:55.680 --> 00:31:04.880
So as A B as AI becomes more prevalent, do you think genuinely genuinely personal touches will become even more valuable?
00:31:05.200 --> 00:31:05.920
Absolutely.
00:31:06.079 --> 00:31:15.759
And don't get me wrong, I use AI every day, I love it, and it helps me with my podcast organization and questions and things like that.
00:31:15.920 --> 00:31:28.880
You mentioned that as well to me offline, and and there's things that it helps me with, absolutely, but we cannot lose sight of that personal touch and that person-to-person.
00:31:29.519 --> 00:31:32.960
It just is it's now more important than ever.
00:31:34.000 --> 00:31:34.880
Beautiful.
00:31:35.279 --> 00:31:40.720
Well said, Janice, before we wrap up, I'd love to give you the opportunity to share something directly with our audience.
00:31:40.880 --> 00:31:47.359
Um, I know you have your real connection system and resources around LinkedIn and relationship marketing.
00:31:47.440 --> 00:31:55.519
Um, whether it's one of those, something you're currently working on, or simply one last piece of advice you'd love for our listeners to carry with them.
00:31:55.599 --> 00:31:57.119
What would you like to share?
00:31:57.599 --> 00:31:59.119
Well, that's kind of thank you.
00:31:59.279 --> 00:32:06.000
Well, I think I would like to mention the real connection system because that's the basis on which I train these days.
00:32:06.160 --> 00:32:15.920
And uh real stands for refresh your presence, engage with purpose, appreciate meaningfully, and leverage your relationships.
00:32:16.160 --> 00:32:25.039
And I have that in a ebook, in an ebook, um, the the essence of that in an ebook that people are welcome to download from my website.
00:32:25.200 --> 00:32:38.480
And uh basically it's just janusporter.com slash uh um octothore hashtag in the number sign, number sign, uh real R-E-A-L.
00:32:38.799 --> 00:32:43.359
So uh Janusporter.com hashtag real, I guess that's the way you would say it.
00:32:43.599 --> 00:32:53.119
And um yeah, and that sort of is a uh a breakdown of the things that and with some practical um ideas for you to make that happen.
00:32:53.279 --> 00:32:53.920
So thank you.
00:32:54.079 --> 00:32:54.960
Thank you for that.
00:32:55.279 --> 00:32:55.680
Beautiful.
00:32:55.839 --> 00:32:58.480
We'll make sure that the link is in the show notes for you.
00:32:58.559 --> 00:33:00.720
So um for those of you who are listening.
00:33:00.799 --> 00:33:06.720
And Janice, where's the is the your website is the best place to reach you, Janiceporter.com or LinkedIn?
00:33:07.279 --> 00:33:08.079
Either place, yeah.
00:33:08.240 --> 00:33:10.480
You can find me easily on on LinkedIn as well.
00:33:10.640 --> 00:33:16.640
So just if you do, let me know that Laura that you heard us on on uh Laura's um podcast for sure.
00:33:16.960 --> 00:33:17.920
Beautiful.
00:33:18.319 --> 00:33:25.359
Janice, one thing I really appreciate about this conversation is a reminder that relationships don't grow simply because we make the connection.
00:33:25.599 --> 00:33:27.119
They grow because we nurture it.
00:33:27.279 --> 00:33:32.480
We remember people, we check in, we follow through, we look for opportunities to serve.
00:33:32.640 --> 00:33:38.319
And perhaps more importantly, we show people that they matter even when we don't need anything from them.
00:33:38.640 --> 00:33:49.440
Because when we approach networking with genuine curiosity and ask, how may I support you, instead of what can you do for me, we're not just building a better network, we're building better relationships.
00:33:49.519 --> 00:33:53.440
And ultimately, that's what great business is built on.
00:33:53.920 --> 00:34:04.799
So if today's conversation reminded you that your greatest business opportunities may already be sitting inside the relationships you've built, I hope you'll do something with that today.
00:34:05.039 --> 00:34:15.280
Reach out to someone, send the message, make the introduction, check in with a client you haven't spoken with lately, not because you need something, but because relationships are worth nurturing.
00:34:15.440 --> 00:34:25.920
And if you're ready to strengthen your communications, clarify your message and build confidence in your voice and connect more authentically in business and in life, I'd love to invite you to join us in the brand success hub.
00:34:26.079 --> 00:34:39.599
The hub was designed for entrepreneurs, professionals, leaders, and communicators who are done second guessing themselves and ready to communicate with clarity, confidence, and compassion while learning practical strategies that actually work in the real world.
00:34:39.760 --> 00:34:44.639
You can learn more at the Brand Success at 30secondsuccess.com slash hub.
00:34:44.880 --> 00:34:56.320
And before you go, don't forget to subscribe, leave a review, and share this episode with someone who needs the reminder that staying connected matters just as much as making the connection in the first place.
00:34:56.800 --> 00:35:05.280
Until next time, stand in your brand, trust your voice, and remember success is just 30 seconds away.
