NETWORKING
Whether you're an introvert or an extrovert, feel like you have the gift of gab or just don't know how to make small talk, learning how to network is very important for network marketing success. There is a commonality in business that, I believe, most of us subscribe to that says all things being equal, people will do business with and refer business to those they know, like and trust. The key here is obviously being able to develop relationships. This idea defeats the typical impression of networking, you know, that you have to be a ‘salesperson’. When in reality, this is more-so a ‘referral’ business, something we all do on a regular basis.
Approach Your Plan of Network Marketing Success With The Belief of Cultivating Mutually Beneficial, Win-Win Relationships. In order to be win-win, there must be GIVE and take (notice the emphasis on give). Networking shouldn't be seen as events where you go to sell your business. When effective networking is taking place, the parties involved actively share information, goals, resources, etc.
Ok, so networking is one of the most cost-effective lead generation activities when used wisely, appropriately and professionally. But, maybe that seems easier said than done. Here's a seven step plan with networking tips to get your networking experience off to a positive generating start.
1.
Increase Your Inner Circle and Connect With Others Who Have Great Chemistry and Perceived Value. Check out some groups that interest you and share like interests. Most networking groups will allow you to come and visit at least a couple of times before you have to join. Go and ask around to find out why others have joined and what value they get out of belonging.
Resist the urge to just go join the Chamber of Commerce simply because everyone tells you that's what you need to do. If that's not where your target group can be found, then you might just be wasting a considerable amount of time (and money).
Whatever you decide, be clear about your objectives from joining this or any other group. If it's to find prospective clients or referral sources, then you need to be networking where those resources can be found.
2.
When You Find a Group or Two That Interests You, Compare the Differences and Benefits. Gather all the information you can and make an informed decision. Don’t join and expect things to happen just because you’re a member. You have to be active and keep in mind that building mutually beneficial; win-win relationships can take some time.
The contacts you make need to constantly see or hear your message. Continual connecting with others over time will open up opportunities for you to go deeper and learn more about each other’s thoughts, ideas and capabilities in regards to your respective businesses.
Trust and camaraderie generally only happen over time. Being persistent will pay off.
3.
Rise Up and Get Involved - Do as much as you can to make yourself more visible within the organization. Volunteer to help with meetings, be on committees, or become a leader or board member.
Being involved does a couple of things for you and your business. First, you'll get more opportunities to establish connections and get to know some of the contacts you've made even better. Secondly, the higher the visibility you have in the group, the less you'll have to work to make new connections. Instead, as new people come into the group, they will likely seek you out because they view you as a leader within the organization.
4.
Keep Referring Back and Stay in Touch With Your Contacts. Don't just assume that running in to someone once a month (or even once a week) will cause them to start doing business with you or sending it your way. Keep sharing information when you have something beneficial to offer and keep members of your team or group well informed of announcements, promotional events and specials.
Congratulate and give recognition while sharing knowledge and success stories. Send out emails or letters to share big news or stories, especially anything of relevance to them or those in their networks of contacts. If you believe that you have valuable ideas, information and resources to share with others, then doesn't this just make sense?
5.
Work at GIVING referrals and sharing valuable information. That's right, you need to be willing to GIVE before you get. That means you need to get to know other members and what interests them so you know what is most beneficial to help them achieve their goals. What’s useful for them specifically?
You may initially think you don't have much value to share with others (besides your business and what you provide). Part of the key to getting good at “giving” is to NOT make assumptions. For example, don't assume that some basic resource (e.g., a web site) that you're aware of is familiar to someone you might be talking to just because they are the expert in that field. Be willing to ask if they know about the resource and be ready to share if they don't.
Want to get better at actually giving referrals? Here's a simple question to ask yourself when connecting, “Who do I know and what can I offer to be of help?”
Just the fact that you are willing to explore giving will increase your own knowledge, like and trust factor.
6.
Focus on Quality, not Quantity, Quantity, Quantity. It's not necessarily about the number of connections you make, or the number of people you bring into your business, but about the quality of the ones you do. Are they mutually beneficial, win-win relationships?
Quality connections will be identifiable because all involved parties will be actively sharing ideas, information, and resources. Yes, it is true that you need to spend some time and effort getting to know the other person(s) and what's important to them. But, through the process, you also need to remember what your initial objectives were when you clearly defined them in the beginning.
Staying in touch with and following up with a smaller number of quality relationships you have will generally be much more productive than trying to follow up with a larger number of superficial contacts that don’t have much interest in what you are doing.
7.
P & P – Persistence and Patients - The goal in creating networking marketing success shouldn't necessarily be to come away with prospects every time you go out, but to come away with great connections. Generally just by connecting with someone you might not have normally, you will walk away with a greater appreciation of what really interests them and your new found relationship. Networking can take time to develop and nurture.
Don't approach networking with fear or the common idea that suggesting a benefit (for both parties) is a necessary evil ‘illusion’ of a successful network marketing business. Take the pressure off yourself and stay focused on what you have to offer as well as why you got involved in the business in the first place. Remember, it’s your belief that will carry you on so stay solid, knowing you have something of great value to offer, even though others may not see it- yet.
Think about how you might be able to connect with someone you meet, outside of your business. Focus on them first and look for ways to help. As you become known as a connector you'll eventually be ready to reap what you sow.
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