‘Why People Resist Networking’ Series: Part IV–Lack of Understanding

In this fourth and final installment of the “Why People Resist Networking” Video Series, I discuss a fourth reason why people likely shy away from networking–Lack of Understanding.

Unfortunately, many people simply don’t understand what networking is and, in addition, they don’t understand the benefits of networking. In this video, I put some common misconceptions to rest about what networking is and I explain why, no matter what business you’re in, it’s best to “take off your bib and put on your apron” if you want networking to work for you.

After watching the video, please leave your feedback, thoughts, and/or comments in the comment forum below.  I would love to hear your feedback on the ideas in the video, as well as any additional ideas you may have about why people may resist networking.  Also, if you haven’t watched Part I, Part II, and Part III of the Series, be sure to check them out. Thanks!

‘Why People Resist Networking’ Series: Part III–Impatience Resulting in Early Failure


In this third installment of the “Why People Resist Networking” Video Series, I discuss another popular theme surrounding why people tend to resist networking – impatience.  If new networkers don’t see immediate payoff from their efforts, they become impatient, inevitably resulting in failure early on in the networking process.

Quite often, people simply don’t understand the value of taking time to build fruitful relationships and, like it or not, fruitful relationships are the cornerstone of effective networking.

In this short video, I show a Power Point slide which offers eye-opening proof of the payoff that comes from being patient and consistently putting in the necessary time each week to diligently and strategically build networking relationships. 

I highly encourage you to watch the video to find out why you owe it to yourself (not to mention the business you’ve put so much hard work into) to adopt a systematic and patient approach to networking.  Remember, when you approach networking like a long distance marathon runner, you will reap sweet rewards; if you approach it like a sprinter, simply trying to reach the end as quickly as possible, chances are you’ll end up breaking your ankle (so to speak) and you will have failed before you ever have a chance to even reach the finish line–needless to say, there’s no prize in that.

After watching the video, I’d love for you to leave your feedback, thoughts, and/or comments in the comment forum below. I would particularly like to hear your networking success stories (e.g., connections you never thought you’d be able to make yet achieved through your diligent networking efforts, business growth statistics attesting to the positive impact your networking efforts have made on your business, etc.). Thanks!

‘Why People Resist Networking’ Series: Part II–Too Busy to Network

In this second installment of the “Why People Resist Networking” Video Series, I discuss another commonly held idea behind why people most likely resist networking–they claim they are much too busy to network.

The bottom line is that though people may feel they “don’t have the time” or that they’re “too busy to network,” in reality they’re simply not making the effort to take the time because they don’t realize two extremely important facts about the benefits of networking and the power it has to significantly build their business.

I highly encourage you to watch this video to find out why the “I’m too busy to network” mentality is something you definitely need to overcome if your goal is to grow your business as efficiently and effectively as possible.

After watching the video, I’d love for you to leave your feedback, thoughts, and/or comments in the comment forum below.  In addition to leaving any feedback you might have, I’m specifically interested in hearing your ideas/tactics for combating the “I’m too busy . . .” mentality.  Thanks!

‘Why People Resist Networking’ Series: Part I–Lack of Confidence

 

In this first video in the “Why People Resist Networking Series,” I list four ideas about why people most likely resist networking and then delve more deeply into detail about the very first idea–Lack of Confidence.

I offer insight into three different reasons why people lack confidence when it comes to networking and then give explanations & solutions (solutions which have helped me in my own networking efforts, I might add) to combat this reasoning which too often prevents people from reaping the benefits of networking for their business.

After watching the video, please leave your feedback, thoughts, and/or comments in the comment forum below.  I would love to hear your feedback as well as your own ideas about why people may lack confidence in regard to networking. Thanks!

Networking Faux Pas: Not Following Up

In this fourth installment of the Networking Faux Pas Series, I talk about the faux pas which I see happen most out of the faux pas topics I’ve discussed thus far.  It also happens to be the faux pas which frustrates me the most (Seriously–it drives me crazy!)–it’s when you give a networking partner a referral and they drop the ball and don’t follow up on it.

Remember, if you aren’t following up when your referral partners call you and/or aren’t following up on the referrals you’re given, you’re not just losing business . . . you’re also losing your credibility and that’s something which is extremely difficult to earn back.

Have you had an experience where you gave a referral to someone and they didn’t follow up on it?  If so, will you continue to give that person referrals?  Or, have you dropped the ball on following up on a referral before?  If the answer is yes, did you learn a lesson from it?  Please share your experiences in the comment forum below.  Thanks!

Networking Faux Pas: Confusing Networking with Direct Selling

In this third installment of the Networking Faux Pas Series, I discuss the danger of confusing networking with direct selling–it is often this specific point of confusion which really causes networking to go all wrong.

If your idea of networking is walking around, shaking hands, and closing deals, you owe it to yourself to watch this quick video explaining what networking is really all about and how to make sure you’re not going about it the wrong way.

If you’ve had experiences with people trying to immediately sell you on their product or service at a networking event, please tell us about it in the comment forum below.  Where were you and what happened?  What was your reaction to the person who was trying to close a deal with you before putting in any effort to get to know you? . . .

Networking Faux Pas Video Series: Abusing the Relationship

This is the first post of a series of video blogs I’ll be doing on networking faux pas.  The faux pas I talk about in this video is what I call “abusing the relationship.”  I tell the story of a woman who used her relationship with another networker in a way that was very wrong and even somewhat deceptive.

Over the next couple of months, I’m going to do videos from time to time on some of the most egregious faux pas I’ve seen over the years when it comes to networking.

I’d love to hear your reaction to this first faux pas–how would you handle it if someone from your networking group invited you into a similar situation?  Would you feel comfortable referring them to others in your network in the future after the incident?   Please share your thoughts in the comment forum below. Thanks!

 

 

 

 

Authenticity Is the ‘New’ Audacity

TR Garland (pictured with me in the photo below) is a friend of mine and co-author of one of my most recent #1 best-selling books called “Building The Ultimate Network.”  He’s also considered a top trainer for the Referral Institute. 

For some time now, we’ve both observed a need to drill down on one of the most important and foundational concepts to networking – The VCP Process®.  Ten months ago, we started a much-anticipated 12-part monthly series of blog posts which addresses this and contains some very timely information for networkers across the globe.  In the past, we’ve co-authored the articles.  Today, I’m proud to share with you Part 10 of the series – which is written entirely by TR as a Guest Blogger.  Please comment below and let us know what you think.

 

AUTHENTICITY IS THE ‘NEW’ AUDACITY

(Part 10 of 12 of the “Navigating The VCP Process® To Networking” Series)

Have you ever heard the following phrase: “It’s nothing personal, it’s just business”? 

I have.  And every time I hear it, it still disappoints me.  Today, business is personal and people do business with ME because of ME, and they should do business with YOU because of YOU – not because you perfected some PowerPoint presentation or recently attended a Sales seminar on how to overcome a prospect’s objections.

Nowadays the consumer marketplace that fuels the economy sets the criteria on how they wish to be treated.   Consequently, to society today the term ‘overcoming objections’ sounds a lot more like the following descriptive words:

  • Persuade
  • Manipulate
  • Convince
  • Coax

When it comes to buying, purchasing, or investing criteria, I don’t know about you, but the concept of being ‘closed’ and the terminology used in the Traditional Sales Model doesn’t translate that well with me – and probably society overall for that matter.  I don’t want to be ‘convinced’ of anything and my guess is that you don’t either.  If you’re interested in creating a long-term client/customer relationship, it’s my presumption that it’s probably not in your best interest to start off by persuading, manipulating, or convincing your potential client to do business with you.  Don’t you agree?

Yet the sad truth is that, today, it’s probably a safe bet that we could go to Amazon.com and search books on the topic of Sales.  It’s also probably a safe bet that we’d find hundreds (and potentially even thousands) of Sales books with their title including the words ‘Persuasion Techniques’, ‘How To Close The Sale’, and even ‘How To Overcome Objections.’  Yes, people who employ these tactics will get results.  I’ll concede that point.  But these tactics continue to reinforce the lifestyle of a HUNTER – behaviors that are long gone as conduct that small business owners and entrepreneurs idolize.

Remember, Business Networking is more about ‘farming’ than it is about ‘hunting’.  It takes time to cultivate relationships.  But once you dedicate the effort, these relationships ultimately allow you to ‘harvest’ referrals for a lifetime.  Today, people choose to do business with other people because of:

  1. Who they are
  2. What they stand for and
  3. The lessons that life has taught them through their own personal experiences that uniquely qualify them to offer the marketplace a product or service in a way that only they could deliver.

If you seek Client relationships, today’s customers aren’t just buying what you sell. They’re buying who you are.   If you seek Strategic Partner relationships, people refer other people – NOT the product or service they offer or the actual company that they represent.

When networking and getting to know other professionals, if you shy away from who you are, what you stand for, and what personal experiences life has revealed to you, then your message most likely will not resonate today and you may not get the results that you expect.  Don’t make a mess of your message by trying to recite the ‘About Us’ Section of your company’s website when you first meet people.  What is captivating to other professionals these days is congruency with how you communicate that you are a real person through your attitude, behavior, and actions.

The definition of Audacity according to Wikipedia is to be BOLD, COURAGEOUS, or have CHUTZPAH.  I say that it’s pretty bold to be yourself with all your wonderful flaws (nobody’s perfect) because it proves your authenticity and attracts connection.  Everybody has relationships, yet few people relate.  Strive to be one of the few.  If you truly act like yourself all the time and not just in your personal life, then people will be able to relate.  This builds trust, credibility, and camaraderie.  If your behavior is different depending on whether you’re in a personal or professional environment, then you may be attracting people who are attracted to who you’re pretending to be.  And, it’s my belief that this is not the recipe for a long term professional relationship that’ll provide a steady stream of referrals.

In the grand scheme of things, you devote your time networking at the local Chamber of Commerce, Association Mixers, and even weekly BNI meetings to receive a return on your investment (ROI) in the form of regular referrals.  Navigating the VCP Process® to networking from Visibility to Credibility all the way to Profitability would most likely then be your goal.  Based on the marketplace’s value on authenticity today, I personally believe that your easiest path to Profitability is to start by simply being yourself.  Isn’t that a sigh of relief? 🙂

In closing, a successful small business owner’s mission is not solely to take the action to network.  It’s about taking the actions to ensure that you connect and relate with others when you network that really counts.   I thank you for reading today’s post and extend an invitation to be on the lookout for next month’s contribution to this series – Part 11 called “Don’t Make a Mess of Your Message.”

The Fine Line Between Comedy and Competency

TR Garland (pictured with me in the photo below) is a friend of mine and co-author of one of my most recent #1 best-selling books called “Building The Ultimate Network.”  He’s also considered a top trainer for the Referral Institute. 

For some time now, we’ve both observed a need to drill down on one of the most important and foundational concepts to networking – The VCP Process®.  Nine months ago, we started a much-anticipated 12-part monthly series of blog posts which addresses this and contains some very timely information for networkers across the globe.  Today, we’re proud to share with you Part 9 of the series.  Enjoy.

THE FINE LINE BETWEEN COMEDY AND COMPETENCY

(Part 9 of 12 of the “Navigating The VCP Process® To Networking” Series)

In Part 1, Part 2, Part 3 , Part 4, and Part 5 of this series, we introduced and re-introduced the concept and steps of The VCP Process® to Networking for our readers through brief anecdotes, relevant comparisons, and sometimes even humorous situations.  For Parts 6 and 7 we even shared with you video trainings from the both of us.

Last month in Part 8, we suggested some behaviors that you can use on a weekly basis to increase the number of referrals you receive.  And, as a result, we got a couple phone calls complimenting us about how last month’s blog post clearly outlined what type of behaviors a successful networker should be practicing on a weekly and monthly basis – and we were asked to provide more.

Exactly three weeks ago, I posted in this very blog about The Ten Commandments of Networking a Mixer.  I’ve been talking about these specific 10 guidelines for years that I recommend people follow when attending Chamber functions, Association meetings, and various business mixers.  I’ve been interviewed on radio and television before and many times I bring up these same 10 guidelines.  And I’m so committed that they should be a part of a successful networker’s toolbox that these same 10 guidelines are taught in-depth in Referral Institute regions all across the globe.

After reading my recent blog post about the Ten Commandments of Networking a Mixer, TR came to me with a smirk on his face and began some mischievous questioning.  He started by mentioning Harvey Mackay’s “take” on the same exact topic.  Now, Harvey is a friend of mine and I’ve even invited him to speak to my networking organization before (of course the audience absolutely loved him).  So, I proceeded to ask TR where he was going with his questioning.

TR replied, “In Chapter 71 [Yes, Harvey’s books have that many chapters] of “Dig Your Well Before You’re Thirsty”, Harvey writes about The Ten Commandments of Networking as wellAnd, according to him, Commandment #2 is:

~I will NOT confuse visibility with credibility – mine or anyone else’s~

Ivan, I believe that’s a pretty powerful guideline that successful networkers should follow.  Why is this Commandment not included in YOUR list?

After a very long pause, I proceeded to explain that it’s okay for different people to have different viewpoints.  And this led into a very productive conversation about how one person’s viewpoint isn’t correct, and one person’s viewpoint isn’t incorrect – they are just different.  And, this leads us to the relevance of the above story into today’s blog post in which we fulfill our blog readers’ request to provide MORE DETAILS on exactly what type of behaviors a successful networker should be practicing on a monthly basis.

In an effort to move their network (or audience) through the VCP Process to Networking®, many business professionals who are members of Strong Contact Networks like BNI meet on a weekly basis.  And, each week they are given an opportunity to say something about themselves or their business – usually about 1 to 2 minutes.  Every week, these professionals each make a choice on which topic, messaging, and subsequent behavior to display or exhibit while they are addressing the entire group or meeting.

Today, we’d like to bring attention to 2 options one could choose from:

  1. Displaying behaviors to be perceived as LIKEABLE
  2. Displaying behaviors to be perceived as COMPETENT

Which is right?  Which is wrong?  Which is right for you?  Which is wrong for you?

These are all good questions to ask and this leads us back to what my response to TR was earlier which is:  One person’s viewpoint isn’t correct, and one person’s viewpoint isn’t incorrect – they are just different.  And, let me add – choose wisely.

Therefore, someone who week in and week out chooses to use their 1 to 2 minutes to display behaviors to encourage people to like them is most certainly entitled to do so.  Some examples of these types of behaviors are:

  • Delivering jokes
  • Performing attention-getting skits
  • Rhyming
  • Reciting a poem

However, if you choose these behaviors we kindly ask that you not lose sight of the goal which is to move your network through the VCP Process® from Visibility to Credibility all the way to Profitability.  And, if people only know you for your jokes, they may surely like you and remember you (i.e. Visibility) but you may risk not ever providing them with enough information that proves you are good at what you do – which ultimately increases your chance of getting referrals from them (i.e. Credibility).

On the other hand, someone who chooses to use their 1 to 2 minutes to display behaviors to impress people and prove they are good at what they do is certainly entitled to do so.  Some examples of these types of behaviors are:

  • Sharing client testimonials
  • Announcing achievements
  • Explaining why they are “better” than their competition

However, if your network only hears sound bites of your successes and don’t ever really get the chance to truly know you as a person (i.e. the likability factor), you may risk alienating yourself as someone only focused on work.  Or worse yet, they may consider you boring.

Therein explains the fine line between comedy and competency that today’s business networkers face.  And, some may even consider it a challenge.   When moving your network through the VCP Process®, it’s recommended that you first get someone to LIKE you through various Visibility behaviors.  But, it cannot stop there.  It’s encouraged that you then commit to displaying various Credibility-building behaviors so that they believe you have the COMPETENCY in your profession to handle their referrals.  Then, you will you increase your chances of consistently pulling your network all the way to Profitability and receiving a steady stream of referrals.

In closing, today’s focus has been simply to expand your thought process on exactly what options you have available to you when it comes to which behaviors you can choose to display to your network on a weekly or monthly basis.  Displaying behaviors that allow you to be perceived as both LIKEABLE and COMPETENT is our recommended solution.  Combine them together and interchange them back and forth when relevant to make sure your network truly likes you and also believes you will take great care of their referrals.  One without the other or used too infrequently may not deliver you the results you expect from your networking efforts.

We thank you for reading today’s post and extend an invitation to be on the lookout for next month’s contribution to this series – Part 10 called “Authenticity is the ‘New’ Audacity.”

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