Small Business Success Through Networking with Michelle Borders

Have you wondered how networking can transform your small business? Meet Michelle Borders, co-founder of Naples Network Services, as she reveals the secrets to successful business networking. She shares her experience and practical advice on forging meaningful connections, whether you’re new to the business scene or a seasoned entrepreneur.

Michelle emphasizes the impact of timely follow-ups, leveraging LinkedIn for partnerships, and how small gestures like handwritten thank-you notes can create lasting impressions. Learn why human connection should come before monetary gains as Michelle discusses navigating an unfamiliar industry with the support of her networking skills.

Hear about the importance of referrals for building credibility and the power of making others feel special. This episode is packed with actionable tips, from modern tools for managing business cards to strategies for maintaining long-term relationships. Don’t miss this chance to gain insights that could take your business to the next level.

Visit us at jenniferannjohnson.com and learn how Jennifer can help you build the life you dream of with her online academy, blog, one-on-one coaching, and a variety of other resources!

Transcript

Jennifer Johnson: 0:37

Today, we welcome into the studio Michelle Borders. She is the co-founder of Naples Network Services. Hello Michelle, hi Jen, and I got to say this topic that we are talking about today. When I think of this topic, I think of you immediately. Networker. You are a connector in every sense of the word.

Michelle Borders: 1:01

And that's part of my company name too, but really nothing related, I know, but it's so.

Jennifer Johnson: 1:07

you have invited me to so many things and so many groups and so many different things and everybody. You go, show up at the group and they're like well, how did you hear about it, Michelle? How did you hear about it, Michelle? You connect everyone and you do a phenomenal job at it. Whether or not you're setting out to do that, you just do it out of the kindness of your heart, because that is who you are.

Michelle Borders: 1:32

I just feel like it's fun when I'm passionate about something to share with others, and I'm always genuine and sharing what I really like. So Toastmasters, for instance you joined Toastmasters, I think, based on something I put on LinkedIn. I did, but it changed my life and I feel like our group has really grown and they told two friends and so on and so on.

Jennifer Johnson: 1:55

It's just it's great, it's pretty phenomenal, and what I want to talk about today is networking and small business success, because they do go hand in hand. You know you think about, for example, your business right Network services. So you're dealing with IT. I say IT stuff because it's stuff that I am so not good at and that is it's word of mouth. You know they have a great experience and they share. That's networking too. Well, and I feel like.

Michelle Borders: 2:24

You don't even have to know I'm personally not the tech person, but it's really based on relationships and when you go to these networking events you're building relationships. Whether you're starting in your business or you're established for 10 or even 20 years, you never know. I actually made a new connection at a luncheon for the chamber and it was the greatest connection ever and you would think most people that go to those are brand new businesses trying to grow their business and meet people. But every once in a while you're going to meet that person that you're like wow, sue, who joined?

Jennifer Johnson: 3:03

our Toastmasters group.

Michelle Borders: 3:04

And we just clicked and had so much in common and if I hadn't attended that lunch, that, oh, I'm not in business. I really need to go, I wouldn't have met her. So I just think it's great and I was able to connect her to some people in the community that I thought would be a good fit and I just think it's fun to think of. Oh, who would be a good connection?

Jennifer Johnson: 3:24

Right, absolutely, and it is instrumental to small business success, in my opinion. Why do you, do you see it that way that it's instrumental in the growth of small business, and why?

Michelle Borders: 3:37

Because you can. Let's say you're having an issue in your business. You can talk to other professionals, even in the same field, that may have already experienced that they can give you some advice. I'm just saying on my end at being established for 20 years in my business. But also you can partner up with people. Let's say you have the same values but I send all my residential to a few different people, or someone needs software. I don't do software. I have a partner that I literally met at a Naples Chamber event years and years ago and they cover for us when we go on vacation. I send them the bigger jobs. You need partners in your field. At least that's the way we work it Right.

Jennifer Johnson: 4:22

And I couldn't agree more. That makes complete sense, because if you know you can't serve that customer, you're going to build the confidence that that person has in your business by referring someone else, right? Oh well, they didn't think they could do it, or we couldn't. You know it wasn't for them, they couldn't provide the services I needed, but they were kind enough to tell me somebody else who could, right, it speaks volumes.

Michelle Borders: 4:49

And it's good to have more than one person like that, because what if they're on vacation? And they can't do it, you never have to say no, and then in turn, if it's a official partnership, you can make a commission if it ends up working out Exactly and what are some of the best ways, as small businesses, that we can do that networking.

Michelle Borders: 5:09

So you can do it in person at events, you can do it on social media, you can after you meet them. I always make it a point to email after 24 hours, if at all possible. Then once we connect that way, then I'll send them a LinkedIn message and say please consider connecting here as well.

Michelle Borders: 5:28

I don't think one person has said no yet, but I asked them to consider it because we're not that close to want to connect and I figured LinkedIn is the most professional. But also, once you're feeling friendly, then you can be friends on Facebook and, rather than just liking their things, say something and then it gives you something to talk about the next time you see them. So that's a good way.

Jennifer Johnson: 5:51

So you kind of have a system it sounds like you know to check all those boxes. I'm like how does she do all this? How does she know what to do? Because I see you everywhere.

Michelle Borders: 6:02

And you know Well, I learned from the beginning that you always put your name tag on the right side. I don't know why.

Jennifer Johnson: 6:08

I was doing my left forever until someone said I don't think it's right.

Michelle Borders: 6:12

Yeah, that's the rule, the right-hand side, and just to make it all about them, don't be too salesy. I thought, oh, my first one. Oh, I'm going to go here, I'm going to get all these customers, I'm going to pass out all these cards. No, no, it's not what you do. You make it all Because the more you make them feel special, they'll always remember that. And you dress appropriately. Make sure you're not too flashy, but you want to be comfortable and it's just. It's fun. It can be fun. It doesn't need to be nerve wracking, even if you don't know anyone.

Jennifer Johnson: 6:49

And you know what's interesting? I know you said you do have a system, but it never comes across like you do. Do you know what's interesting? Like I know you said you do have a system, but it never comes across like you do. Do you know what I mean? Like some people, you get these emails or these messages on LinkedIn or wherever, all the time and you're like, oh, I feel like I'm in their funnel, right.

Michelle Borders: 7:04

Or saying the same thing to the same person. Sometimes you could take notes and try to reference something that you discussed, and you don't have to meet every person in the room. Some quality connections are better than a hundred. Hi, how are you doing? Here's my card, moving on.

Jennifer Johnson: 7:20

Exactly. You know like I find, going to the bigger events, it's harder to do the one-on-one for 10 minutes, right? So how do you work that room? How do you do that when?

Michelle Borders: 7:31

I try not to be distracted when I'm talking to someone. I want them to feel like they're the only person in the room and I don't want to be like, oh, I have to say hi to that person, which is really hard. It is, but you get better at it as time goes on, because you realize that's the polite thing to do.

Jennifer Johnson: 7:48

Right, and that's what it's about. You're not there just for a number or a dollar sign. You're there for that relationship. Right, absolutely.

Michelle Borders: 7:55

And I also. I made a list of my favorite groups, so to speak. So if you're brand new to town, I say I have a list of all my favorites. I love that it's like, and people always like that.

Jennifer Johnson: 8:07

And I say why?

Michelle Borders: 8:08

I like this group, I belong to this group and, even though it's only one per category, maybe someday and yeah.

Jennifer Johnson: 8:16

So do you share with that with people, like in an email, or you just talk?

Michelle Borders: 8:21

to them and see if they're interested. You know I don't share it with everyone, but I'll do anything I like to connect you with someone that I think might be good for your business or just. You're the same kind of people, especially the new people at town. They, you know, they're looking for anything.

Jennifer Johnson: 8:40

Do you carry a notebook to write all this stuff down? Because my gosh like, how are you? I do have a notebook.

Michelle Borders: 8:46

I got away from paper for a while. I was paperless, but you know what, sometimes you just need to write things down, even if you go to your car and hurry up and write it down after.

Jennifer Johnson: 9:00

Right, I'm a paper person myself, because even my you're going to laugh.

Michelle Borders: 9:02

but my planner. I think you actually said that to me once. I know I saw it, you really?

Jennifer Johnson: 9:04

have. Yeah, I can't live without it. You could I? Know, I could, but I choose not to. It's like reading a book. I'd rather read a tangible book than listen to something on you know, on whatever that's called.

Michelle Borders: 9:19

I used to have a wild calendar. I've had it on the wild calendar and on my outlook and I got rid of that during COVID, I think. But still taking notes is good, I think, and to each his own whatever works for you.

Jennifer Johnson: 9:32

Just whatever can jog your memory about that person, and even making notes. I've heard of people making notes in their phone under the person's contact information. That will oh yeah, that's right. I know I'm seeing so-and-so today and you can be. You know, whatever you have is in your phone because you're always going to have your phone Always right.

Michelle Borders: 9:52

And I have another good suggestion is setting up coffee dates with people, the ones you really connect with, because you can't be going to coffee every single day but just certain ones, you'll know.

Michelle Borders: 10:06

So coffee dates, I think, are good, and I never go to coffee in the morning or in the afternoon. I go at the end of the day because personally for me that's better time to leave my office. So I go to coffee at four, but I usually people are willing to do it. Yeah, just know when your time is and I can still drink that coffee and sleep. In case you were worried, I was wondering about that.

Jennifer Johnson: 10:27

Michelle does this wonderful speech on sleep and I've heard it and it's great, it's funny and it's engaging and it's absolutely wonderful.

Michelle Borders: 10:38

So thanks, you know, everyone loves it.

Jennifer Johnson: 10:41

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Michelle Borders: 11:29

Thanks.

Jennifer Johnson: 11:31

So, talking about social media, how can we use social media as a tool like LinkedIn, for example, even though LinkedIn maybe, I guess it's still considered social media? How can we use something like that as a tool to network with people?

Michelle Borders: 11:48

Well, I, think it's important to pay attention to what's going on because you'll always have something to talk about. That's a big deal to me and I was out with someone last night and they mentioned that someone was in the hospital. I said I missed one day. I know I try to do it a little bit before bed just to like catch up if I've been busy all day, but you really do need to catch up?

Jennifer Johnson: 12:13

Do you find obviously business-to-business is better on LinkedIn, right, and keep like you had mentioned, and then I become friends with them and then we become friends on Facebook kind of thing Do you think you should start out at LinkedIn if you're working on a business-to-business relationship?

Michelle Borders: 12:28

That's absolutely where I always start on LinkedIn and I even found, growing our Toastmasters group that I got better response on LinkedIn because people are thinking about business and Toastmasters is increasing your confidence and the way you present yourself and getting rid of your ums and uhs. Oh exactly right. So that's a professional thing, right? So I think definitely.

Jennifer Johnson: 12:55

And I had just talked with you a little bit ago about how you do you keep a notebook, that kind of thing. But how can we follow up with people? Now? I know you have a system, but how early is too early to oh? I met with this person. I met them at an event last night. I think you said 24 hours is what you do.

Michelle Borders: 13:15

You should, you really should, because then you remember what you discussed. And the longer time goes on, as soon as you can, I think you really should follow up. And I was just thinking about another thing business cards. Do you keep all of them?

Jennifer Johnson: 13:30

No.

Michelle Borders: 13:31

Do you? I used to, and that gets out of control. It does so. During COVID I went through all the business cards, but that was good because it was okay. But you know what? Still, after the flood, after I was like, okay, I lost a lot of stuff. And so now what I do is I connect with the people on email with their business card, then I connect on LinkedIn and then I don't keep them anymore. How many would you have?

Jennifer Johnson: 14:01

Right, I know that there are some handy, dandy little new things that have come out. Oh, you can scan them, yeah, with your phone, or I can pull up an app on my phone and basically connect with you on your phone. So it's completely paperless kind of thing.

Jennifer Johnson: 14:16

I don't remember what it's called, but I somebody, actually I had done it and I'm like, oh, that's kind of neat. Oh, instead of giving you a business card, okay Right. And then there's another thing that actually has a I don't know, it's a tangible like a metal plate Maybe it's not metal, maybe it's plastic and you'd bring that with and they scan it and then connect with you that way and they automatically go into your contacts. I think is what it is. I think I've heard of that too.

Michelle Borders: 14:42

I don't remember the names of these things, but but still, I don't know, sometimes old fashioned, just no.

Jennifer Johnson: 14:48

I agree, I totally agree. And I mean are there any other tips that you have for networking?

Michelle Borders: 14:56

you know, business to business, I say respond to people, because I have two piles of the business cards after an event and the ones I hear back from. I connect with the ones I never hear back from just garbage, that's it. So why are you there Exactly? Why are you there? You're wasting your money for paying for the event. You're wasting your time. You have to follow up and you have to consistently follow up. Let's say, one time I went on a trip and I had this stack of 15, 20 cards from some big event. One time I went on a trip and I had this stack of 15, 20 cards from some big event and I couldn't follow up for, let's say, a week.

Jennifer Johnson: 15:31

But I still did because I don't want to waste your time, exactly, but I think a lot of people do waste their time because they don't Look at all of the contacts that you could harness by Just reaching out to them once, starting that dialogue, starting that conversation right.

Michelle Borders: 15:50

Also, sometimes you go to events. They'll give you a list of okay, here's the 30 people that attended, but I don't bother with that, because I'm only going to connect with the ones I connected with. What am I going to say hi to? Hey, I didn't meet you.

Jennifer Johnson: 16:05

It doesn't make sense. Not to me, but some people email the whole list Right, because they're looking at it from a make sense. Not to me. But some people email the whole list, right, because they're looking at it from a different lens. They're looking at it from ka-ching, ka-ching, ka-ching. How much money can I make here? They came about it all the wrong reasons, right? They didn't look at it as a human connection or relationship. They looked at it as a quick dollar, maybe.

Michelle Borders: 16:24

And it's okay not to connect to all those people. It's okay, but you have to get to that mindset.

Jennifer Johnson: 16:30

Exactly. What do you think about sending thank you cards or note cards?

Michelle Borders: 16:35

Oh, my gosh, that's so good.

Jennifer Johnson: 16:36

Whenever?

Michelle Borders: 16:37

I get something, a hard thank you card. I'll never forget it. I save it, right, and that's just so uncommon these days. But I would only do it, for I'm not going to send one to all 30 people, right. I would only do it for special, otherwise it's not going to be special, right? But yeah, huge.

Jennifer Johnson: 16:55

Do you remember when in your life I mean, have you always done this, have you always been a connector or did you just something, one day go? You know what?

Michelle Borders: 17:04

No. Once I started working with my husband in this IT business that I know nothing about, I thought, oh my gosh, computers, it's so boring, how am I going to do this? I don't get it. Then, once I came to the people, like I cared about them and friends, the world came to me. And it's just treating people the way you want to be treated.

Jennifer Johnson: 17:34

It's the golden rule and that works so much better it does, and I'm a testament to that. I would not be in half the things if it were not for you. You brought me to so many different groups to meet so many different people and I treasure that. I think that is amazing.

Michelle Borders: 17:53

If it were not for Michelle, well, if anyone wants my list of favorite groups, let me know and I'm always happy to make an introduction or anything.

Jennifer Johnson: 18:01

Yeah, you are my go-to. If I'm like I need this, I need this, do you know someone? I always know that you'll probably know someone, or know somebody who will know someone. Oh, that's awesome. So that's important because, as small business owners and as individuals, we need to know that we're there to make that human connection Right.

Michelle Borders: 18:24

And if the business doesn't come now, someday? And when people say, and how can I help you?

Jennifer Johnson: 18:29

I always say someday you might be able to help me. At the end of the day, it's all about that relationship. Absolutely, totally agree with that. Well, I loved our conversation. If our listeners want to get in touch with you, michelle, how do they do so?

Michelle Borders: 18:42

I would say the best way is by email mborders at naplesnetworksservicescom. You can find me on Facebook or LinkedIn. I'm happy to connect and I'm happy to introduce you to anyone I can Fabulous. Thank you so much, michelle. Thank you.