I’ve been a member of a local Toastmasters club since 1998. Although I don’t attend as frequently as I’d like, I used to make every meeting and was a very committed member. For years, in the minds of my fellow Toastmasters, I was “the security guy”. I received calls several times a year that sounded something like “Hi Chris. My company wants to install a security system and I told my boss that I’d call you. Please call me back – I think this is a good opportunity for you.” For the record, Vector Firm doesn’t install security systems. Even before I started Vector in 2010, I was VP of Sales for a manufacturer, not an installer or integration company. Another valid point: Toastmasters is not a networking organization and we hold ourselves accountable to not allowing our speeches to become commercials. However, I was still “the security guy”. Why?
It’s pretty simple. Of the 60 or so members, I was the only one in the electronic security industry. I never made a big deal about it because we’re not allowed to promote our companies, but we don’t keep our jobs a secret either. Eventually, people figure it out. Think about this dynamic for a minute. I never promoted my business, never reached out to sell my services to other members, but I was still receiving several leads a year. I had this phrase memorized: “I really appreciate you thinking about me, but that’s not what I do. I’m a strategic sales consultant and sales trainer for security companies. I can refer you to someone if you’d like.”
If you’re going to join an association and one of your primary goals is to network, then join a non-industry organization. It doesn’t have to be Toastmasters. Rotary, Kiwanis, the local Chamber of Commerce, or any group where business leaders assemble and get to know each other is perfect. I’m not suggesting you cancel your ASIS, SIA or other security association membership, but make sure your purpose in these groups is education. If your goal is to find customers through networking in these organizations, good luck. How will you stick out as “the security lady” in a room full of security professionals?
