My wife, Beth, and I were in South Africa recently on safari at Camp Jabulani in the Kapama Reserve. Camp Jabulani has a beautiful suspension bridge between the main lodge and the guest suites. If you’ve ever walked over a suspension bridge, you know the feeling of the springiness under your feet as you walk. It was almost like wearing those Moon Boots I got for Christmas as a boy!
As we made our way over the suspension bridge, we noticed pretty quickly that when we did not walk in sync, the bridge’s flexing and bending jarred both of us as we tried to walk across. When we walked in sync, it was much easier to walk in a way that didn’t make us look like drunken sailors!
This started me thinking about networking relationships and the importance of being in sync with our referral and networking partners.
When I think about walking in sync with other businesspeople, I think of collaboration, cooperation, and maintaining a focus on how we can help each other (what I call Givers Gain). These three elements are critical for successful relationship marketing.
In order to build the kinds of mutually beneficial relationships you desire, it’s important to keep in mind what I call the proximity effect–networking is a contact sport. You must stay in contact with each other in order to benefit from a collaborative relationship. Profiting from a business relationship without staying in contact with one another is like getting a haircut over the phone—I have never seen that done!
Staying in touch can include holding one-on-one meetings with each other to learn more about each other’s business and referral needs, and to ask, “How can I help you?” Having a Givers Gain focus is the most effective way of supporting your referral partners.
We all need to make a commitment to maintain a focus on how we can help each other in business. This is a new thought pattern for most business owners. We aren’t schooled or trained in thinking “How can I help you?” when it comes to those with whom we are in a particular business community. More often than not, we think, “What can I get out of this relationship?” If you do business with a Givers Gain mentality, you will turn that thought pattern on its head.
Relationship networking is a good way to get business; it’s an even better way to do business. As you walk in this rhythm, you will find others getting in step with you, and everyone will do better business as a result.