In Myth # 1, we uncovered the difficulty in approaching someone new. Today, we will explore how some people feel networking is “icky.” Why is that?
The feeling that networking always feels icky may be a big one for some of you. But if you think networking is icky,” you’re doing it wrong.
I want you to reframe your mindset. Not everyone you meet sees dollar signs and thinks of you as a transactional consumer instead of a relationship connector. Let’s explore.
"Those who win in networking give first, give generously, and give often."
I don’t know the author of this quote, but it answers the question of why networking works for some and not others.
The people most successful at making solid connections and getting new business networking are not pitching their products or services to every person they first meet. That’s where it feels icky.
It should never be about me, me, me, and what you can do for me. People who talk only about themselves and what they need are selfish and will never succeed in long-term networking.
I’ve always said people do business with people they know, like, and trust. If you re-engineer that statement, the simple truth is that people can’t trust you until they like you, and they can’t like you until they know you. It’s that simple.
Successful networking involves conversations, building rapport over time, and establishing trusting relationships with people who want to refer you. This is the magic: when they fall in like with you and trust you, they will talk about you because they know you.
They will talk about how great you are to work with and recommend you to their peers and contacts who need your services or products.
Some may never buy from you. Their help will usually come in the form of a referral. These are your raving fans, and a personal referral is the BEST marketing strategy for any business; it is priceless, and no amount of money can buy its powerful magic!
This positive mindset takes the pressure off you -you are not selling – and takes the pressure off the other person. Neither of you sees the other as a dollar sign.
One more theory is the “give-to-get.” This is best described as, “If I give you this, what will you give me?” Or, “If I do this for you, what will you do for me?” Ugh! Again, this is when pitching and selling becomes icky.
Be of a service mentality.
When you give, do it graciously with no expectations, and in doing so, you leave a positive emotional imprint. That tells others you value them and makes a lasting impression.
I have built my reputation on giving, which has returned a thousandfold. Something as simple as, “Do you know someone who can help me …?” I happily go into my contacts and share, no questions asked or expectations either. That is me as a connector.
Networking is about building relationships over time. It’s about the personal connection, not card collecting. It’s not what you know. It’s who you know, who they know, and how you can build rapport and help each other.
Serve, not sell. That is where the magic is.
MYTH #3: “Networking follow-up is time consuming.”
The greatest mistake in networking is not having an easy follow-up plan. Why leave it to chance?
WATCH FOR FINAL PART THREE IN JUNE: THE MYTHS, THE MYSTERY, AND MAGIC OF NETWORKING
