May 2021: The Art of Networking
Contents
Editorial: The Lost Art of Listening
Dr. Nancy Ellen Miller, editor of The Buzz and PIC’s director of communications, illustrates the forgotten art of networking — better listening.
Three on three: On Networking
Sue Horner, PIC's director of social media, collects the tips of the trade from PIC members on how to network like a pro in a pandemic.
Member news
From bylines in the Toronto Star to Gold Quill and OVATION awards, PIC members are receiving some of the recognition they deserve. Check out the news of a few of our luminaries.
The independent view: Quick tips on virtual networking
Nkiru Asika, PIC’s chair, shares some quick tips on how to work the virtual Zoom room and make lasting connections — without any awkward sales and promotion.
1.
Editorial: The lost art of listening
Illustrations and text by Dr. Nancy Ellen Miller
"Attention is the rarest form of generosity." — Simone Weil
“Listening, more than any other activity, plugs you into life.” — Kate Murphy
Few "how to" manuals for writing have turned me on quite like Brenda Ueland's If You Want to Write: A Book About Art, Independence and Spirit. Reading it as a teenager, it transformed the way I write. She frames the art of writing as an art of listening. The title of her first chapter, for example, is: "Everybody is Talented, Original and Has Something Important to Say."
When most of us network, whether online, in Zoom rooms or at in-person events, we focus on cultivating the art of talking. We perfect our elevator pitches and "unique value propositions." Few of us ask: "How am I going to be a better listener?"
Mind you, in one of the best-selling business "how to" books of all time—How to Win Friends and Influence People, Dale Carnegie offers a manual for old-fashioned, well-mannered, character-driven executives. He argues that if you want to do business well, you ought to "be a good listener," become "genuinely interested in other people," and "encourage other people to talk about themselves."
Perhaps tellingly, Ueland and Carnegie both published their celebrated "how to" books in the 1930s, an era defined not only by a global economic crisis but by the jazz of Louis Armstrong, the movies of Charlie Chaplin and the musicals of Judy Garland. It was a time of uncertainty and class warfare. But it was also an era defined by elegance and graciousness. Women wore gloves for day and evening wear. A man wouldn't be caught dead travelling without a fedora.
Like the world in the 1930s, we've endured a widespread economic crisis. We're living in a state of global uncertainty. A lot of us might benefit from a return to the art of listening, to those old-fashioned habits steeped in graciousness.
Two books have come out recently as a testament to the resurgence of listening as a class act. Qualitative researcher Ximena Vengoechea's 2021 Listen Like You Mean It: Reclaiming the Art of True Connection and journalist Kate Murphy's 2020 You're Not Listening: What You're Missing and Why It Matters.
Both Murphy and Vengoechea listen for a living. If you're a member of the International Association of Business Communicators (IABC), chances are, you do too. But even professional listeners need to work on their art, up their game and cultivate their skills of taking in another's perspective and asking intelligent, open-ended questions.
So, if you're out (or in) for a night of networking, here are a few sage reminders and timeless tips to keep your ears, and mind, wide open.
- Don’t look at your phone or around the room when someone is speaking to you. (You'd think this is a no brainer, but you'd be surprised how much it happens!)
- Avoid “diagnosing” another’s problems or challenges. Don't say: "You just need to focus on your life/work balance more." "You don't understand the language of this field; you should go back to your previous line of work." "I'm going to tell you why you're wrong."
- Don’t ask leading questions, like: "Don't you just love it when...?" Using strong, emotionally charged verbs lead a listener towards an answer.
- Don’t fish for answers you want to hear.
- Use encouraging phrases: “Tell me more.” “Say more about why that is meaningful to you…”
- Ask open-ended, exploratory questions like “How do you feel about that?” "What would you do if...?" “What kind of impact would you like to make?”
In fMRI scans, neuroscientist Uri Hasson found that the greater overlap between the speaker’s brain activity and the listener’s brain activity, the better the communication. That means that the more you listen to someone, and the more that person listens to you, the more likely you will be of like minds.
This is a stellar issue, focused on our members — a community of like minds — and their tips, achievements, and recognitions. As always, if you want to be heard, valued and listened to, why not share an idea or a piece for The Buzz? We're all ears.
2.
Three on three: On networking
By Sue Horner
To bring the voices of more PIC members into The Buzz, we're asking three questions of three people. To start, we’re looking at networking, something our members consistently recommend as a business essential. But how do you network during a pandemic? We talked to Krystyna Lagowski, automotive writer; Florencia (Flo) Panizza, strategic marketing and communications consultant; and Ilan Sivapathasundaram, visual designer.
(Photos in order of appearance: Krystyna, Ilan, Flo)
Buzz: How is networking important to your business?
Krystyna: Networking is crucial! It’s one thing to cold call people, but word of mouth is always the most effective way to get business. You also pick up great advice through networking. For instance, editors used to say: “Don’t pitch me on Twitter,” but now that’s totally the thing to do.
Flo: Networking expands your contacts. I’m still relatively new to being an indie, about three years, and also new to Canada — I came from the U.S. about four years ago. So I don’t have a long history or a lot of professional connections here. All my new clients in the past year have come through networking.
Ilan: I’ve been using my time lately to learn new skills, like motion design and animation, and networking is an important way for me to let people know the new things I can do. It’s also a way to connect with others, exchange ideas and ask questions. That often leads to collaboration with others whose work complements what I do.
Buzz: How has networking changed during the pandemic?
Krystyna: Since we can’t get together like we used to, we’ve become more dependent on connections we make online. I’ve spent more time online than ever in the past year. It keeps me sane and it gets me work.
Flo: Before, you would suggest going for coffee and it would be a welcome break; mentally, you’re in a different place. Now, with people on Zoom all day, it may be harder to find the time for another on-screen call when you really need to go outside instead. Also, a virtual coffee isn’t as organic as meeting in person — it feels like you need more of an agenda. But it’s important to make an effort.
Ilan: In the past, I would have met people in person. Meeting face to face allows for more of a human connection and you can read body language. Going virtual takes away some of that connection and can be a little awkward.
Buzz: What have you found to be the most effective networking activities?
Krystyna:
- Joining writing groups. You find out who is looking for pitches or just meet new people. I also learned about a temporary COVID relief grant for women writers and was able to get one.
- Taking workshops and writing courses. You can never get enough professional development!
- Following new connections on social media. Participants in groups and workshops all followed each other and the instructors on social media, and that led to work when a connection turned out to be an editor at the Toronto Star. The secret to getting a gig on Twitter is knowing someone well enough to be able to DM them.
- Having a website. Mine needs updating, but it still led to a Zoom call and new business.
Flo:
- LinkedIn. I’ve reached out to people I’ve worked with to suggest a virtual coffee, just to catch up on their lives and what they’re doing. I’m sometimes hesitant about reaching out just to say hello, but try to remember how nice it is when someone says, “I was thinking of you.”
- Volunteering. My latest client came after I offered to help with communications for the local chapter of a cause meaningful to me, the Society for Ecological Restoration. That led to doing PR for the global conference of the parent organization and making new connections. My background is in financial services so this is helping me gain experience in a new sector where I’d like to be.
Ilan:
- Social media has been most effective. I’ve looked for people on Instagram who specialize in motion design and animation and connected with them. That has led to some collaboration opportunities.
- Find creative solutions to connect with people. One of my favourite activities has been a biweekly virtual Toastmaster-like event with friends on Zoom. We have improvised speeches and debates, which helps me polish my skills, and I also enjoy time with friends.
How has networking changed for you during the pandemic? Share your thoughts with us on social media, or message Buzz editor Nancy Ellen Miller at hello@insighted.ca.
3.
Member news
Krystyna Lagowski says it was “a treat” to see her byline in the Toronto Star on May 2. Her article featured George Dyke, who owns 14 Citroën cars. The article came about thanks to a connection made on Twitter.
PIC members Cathy Ledden, RGD, Cyrus Mavalwala, ABC, MC, and Nathalie Noël are all taking home a 2021 OVATION award for excellence in communications, and Cyrus a 2021 Gold Quill as well. Cathy and Nathalie partnered on a rebrand for Shepherd Village, which earned an Award of Excellence in the Marketing, Advertising and Brand Communication category. Cyrus and Advantis Communications earned an OVATION Award of Excellence and a Gold Quill Award of Merit, both in the Audio/Visual category, with the City of Markham.
Priya Bates, ABC, MC, SCMP, IABC Fellow, is pleased that her agency, Inner Strength Communication, is now certified as a Canadian minority-owned business enterprise. The recognition comes from the Canadian Aboriginal and Minority Supplier Council, which links corporate buyers to Indigenous- and minority-owned suppliers across Canada. “If, as part of your diversity strategy, you are looking to partner with minority-owned and diverse businesses, look for this certification and consult their list of suppliers,” she says.
4.
The independent view: Quick tips on virtual networking
By Nkiru Asika
We all miss in-person gatherings, but virtual networking has its advantages too. No “walking into a room of strangers” phobia, no travel and no geographic limitation. Here are a few tips on making the most of it:
Be intentional
Know who you want to meet and why. Confirm that the events you attend will attract those kinds of people. Think about what you want to get out of each meeting. Stick to one key goal (e.g., to find collaborators in your field or potential clients to interview about their needs and wants). Have real conversations, i.e. ditch the sales pitch.
Be Social
Look presentable, even if only from the waist up. Keep your camera on. Engage in chit-chat, ask people about themselves before diving into business. Be friendly. Ask people about themselves.
Be Clear
Drop the lengthy backstory and craft a clear 15-second message that introduces you, your business and something memorable (e.g., a fun fact about yourself or what you hope to get out of the event).
Be Helpful
Somebody asks a question in the chat that you can answer? Go for it. Someone in a break-out room needs help with something that you can deliver? Do so.
Want to be the King or Queen of Helpfulness? Be that person who takes notes on the presentation and offers to share them after the event. (I am never that person, but I appreciate those who are!) Or copy and paste the chat into a Google doc and share it with other participants.
Be reachable
Share your LinkedIn profile in the chat and invite people to connect. Set up a virtual coffee with anyone you would like to know better. Use a booking tool like calendly to avoid the back and forth of finding a meeting time.
I hope as many of you as possible will join us for perhaps our final virtual-only event (fingers crossed!) on June 24.
As always, if you have any ideas for professional development topics, possible speakers (including yourself) or any questions, concerns or ideas about PIC, please don’t hesitate to reach me at toronto-sig@iabc.toronto.
Onwards and upwards,
Nkiru Asika
Chair, PIC; VP, Special Interest Groups, IABC/Toronto
See you on social media!
Build and strengthen your connections, advance your business and network with other PIC members on social media. In case you missed them, recent posts include tips for raising your networking game on Zoom; ideas for networking during a pandemic, like sending a handwritten note; and how to avoid getting Zoomed out.
Who we are
Professional Independent Communicators (PIC) is a special interest group of IABC/Toronto. PIC's mission is to support independent IABC/Toronto communicators through professional development, networking and marketing. IABC connects communicators from around the world with the insights, resources and people they need to drive their careers and their professions forward.
The Buzz informs members about upcoming events, shares professional development tips from past meetings and keeps us connected.
Editor and Designer: Nancy Miller
Want to suggest a topic or contribute to The Buzz? Contact Nancy Miller at hello@insighted.ca
Executive team
Chair: Nkiru Asika | Communications: Nancy Miller | Membership: Kathy Lim | Programming: Judy Irwin, Sharon McMillan | Social Media: Sue Horner |