The secret to networking successfully is knowing TWO things:
– what people have to offer
– what people need.
OK be honest. How often have you thought about finding out what others have to offer first – before jumping in on that second, more self serving question? How would you start THAT conversation?
This focus – their strengths – is the opposite of the old FORM, isn’t it? It’s not about figuring out what they need (leading with their family, occupation, recreation or money) so you can sell them something.
This is about what they do well, something they might be able to help you (or others with). Now there’s a switch in ‘relationship marketing’ which is often so self-serving.
Oh – and here’s Ben’s take on “the most important question to ask when networking” (yes, click here…)
Networking is a skill that needs to be developed. I’m amazed at how much there is to be learned about networking effectively.
In opinion, the most important aspect with networking is to view it as a long-term activity. The worst thing a network marketer can do is call an old high-school friend, pretend you’re trying to catch up on things, and then hit them up for the business. The only thing that comes out of this kind of behavior is the person on the other end of the phone feeling used.
Why not connect with old friends without bringing up anything about the business? Heck, maybe in a year you can talk to them about all the success you’re having and see if they’re interested. But until then, enjoy re-connecting and the relationship you have.
Another advantage to taking the long term approach is it takes tremendous pressure off of you. Let’s say you want to hit up a cashier at Wal-mart. You could bring up the business right away, or you could just be nice and ask a few questions. Maybe you do this one or two times before letting them know you have something to share.
Or, maybe you don’t every hit them up with the business. Because you quickly learn that networking for the sake of networking and building relationships for the sake of building relationships is it’s own reward.
And that’s what I’ve learned.
Network marketing has helped me increase the number of people I connect with. And a good number of them may not ever hear about the company I market for.
For those interested in learning more about networking, I recommend the following two books:
“Never Eat Alone,” by Keith Ferrazi.
“Masters of Networking,” by Ivan Misner.
(Links go to Amazon.com)
Walter
I agree, Walter, with your recommendation of Ivan Misner’s book. As many know, his basic tenet is “Givers Gain” — help someone else with their endeavors before you look to see if they can help you with yours.
We use Zig Ziglar’s advice to mean we can help others by offering them our stellar (of course) business opportunity. But sometimes we can best help them get what they want in life by supporting them in the activities they were already doing before we happened along.
Since the relationship is what we profess to be going for anyway, letting go of our own agenda may move that along so much more smoothly. The return — whether an order, a business partner, a referral source, or ‘just’ a friend — is not necessarily engineerable, nor should it be, right?
Dianne
Kim – I appreciate the link and the continuation of the discussion…