b'Making the Most ofRYAN FLOYDVirtual Networking ALBERTA TERRITORY MANAGER, NEXEEDrfloyd@nexeed.canexeed.caDO YOU KNOW the proper social etiquette for virtual networking? @NexeedIncDo you know how to network in the virtual world without feel-ing awkward or inadequate, so you come across as confident and charming?Neither do I. Service Quality and This whole virtual networking business is new to most of us. The majority of us have never lived through a pandemic.Machine Longevity are a Networking in person used to be the rulenow its the exception.Ive taken part in and helped organize some recent virtualWinning Combinationnetworking events and gleaned a few insights that you might find helpful. These are quick chats, like speed datingnot businessI RECENTLY HAD a phone call with a customer who meetings. The idea is to get to know others, just like at a real-lifesaid they had changed out three parts on their networking event. Cimbria Delta air screen in an 18-year span.If you remember the following, Im confident youll have anFor nearly two decades, this piece of equip-easier and more comfortable time of it. ment had been humming along in a seed plant No one there is any more experienced than you. Like Idoing its job and barely needed any attention at said, were all new at this. Virtual networking can be as awkwardall in that time. as in-person networking. There can be awkward silences, just likeModern colour sorters and related equipment in the real world. Part of the fun is learning together. Theresdont require a lot of upkeep, partly due to the nothing wrong with saying, You know, Ive never done thisfact the technology is evolving rapidly. Its more before. Chances are the person youre talking to will say the sameuser-friendly which cuts down on the kind of thing in response! mistakes that result in more wear-and-tear. Temper your expectations. Dont expect every conversationIts also a result of the fact that customers are to result in a business transaction. Thats not the idea. If the con- getting better at using that equipment. When we versation is going well you can reach out and message them or setsell a piece of equipment, that sale comes with up a private meeting to have a more in-depth conversation, justtraining. We show the customer not just how to like you would in person. operate it but explain how the equipment works. Make an effort. You might not want to put the same amountThose are two different things.of effort into virtual networking as you would real networking.Knowing how to work a colour sorter is one It can take conscious effort to make the most of it. At an in-personthing. Understanding the concept behind why event someone might walk by and see you and spark up a con- it works opens up a whole new dimension to versation. In the virtual world you cant do thatyou have tothe operator, allowing them to recognize when consciously jump in. theres a problem and why theres a problem. Become familiar with the technologyThey become stewards of the equipment, which the event is using. Dont assume its overresults in less downtime and a machine that Zoom. It could be a different platformstands the test of time with minimal maintenance altogether. Log on early and get usedor repairs required.to using the software. Think of it likeThat also means fewer service calls. If ser-arriving early to an in-person event. Invice is needed, we are able to connect with the the virtual world it usually doesnt paymachine remotely, often helping to eliminate the to be fashionably late. need for an on-site visit.Seed cleaning is really only a small part of running a seed plant, when you think about it. MICHELLE KLIEGER You have to schedule loading and unloading, deal with weather complications, the list goes on. CLIENT SERVICES DIRECTOR,Cutting down on service and increasing longev-CREATE BY ISSUES INK ity of the machine means you can focus more mklieger@issuesink.com on growing your business and less on worrying@MichelleKlieger about whether your seed is coming out right.issuesink.com28GERMINATION.CANOVEMBER 2020'