MARSH MANTRAS TO BUILD A NETWORK AND A LIFE
By Ken Marsh
Ken Marsh is a Price of Business Show Contributor for Business Networking. He is an authority on this subject and author of the book Fearless Networking.
“Asking is the beginning of receiving. Make sure you don’t go to the ocean with a teaspoon. At least take a bucket so the kids won’t laugh at you.” — Excerpted from “The Treasury of Quotes” by Jim Rohn
Although many will say that most of their business comes through networking. Just as many will have false assumptions about business networking that could be hampering their effort at increasing their business through “word of mouth advertising.” Following is a list of five of the 10 myths about business networking. How many did you once agree with?
- It takes longer to build your business through business networking than it does through sales. This appears to be one of the prevailing myths that could hamper your new business development efforts. When executed properly, the process of making a connection through breaking the ice, building rapport and trust will result in receiving a hot referral or developing a personal contract to do business after 2-3 contacts as opposed to the 5 to 7 contacts it takes to make a sale.
- Business networking is really the same as relationship selling. This statement could not be further from the truth. The premise of business networking is to build a relationship with the intent of sharing referrals (Give and Take). The premise of relationship selling on the other hand is to build a relationship with the intent of getting the prospect to buy your services and to continue to do so as a result of a trusting relationship based upon consistently meeting or exceeding customer requirements.
- Speed networking is the best way to get quick results through business networking. This statement is an oxymoron. To use speed and networking in the same sentence is diametrically opposed to the premise of business networking. Building relationships does not have a speed component. Those that feel they’re getting good results through speed networking are not speed networking but speed selling.
- It is not necessary for a novice networker to join a networking group to be an effective business networker. Unless you participate, in a business networking seminar like Fearless Networking or purchase a book or CD/DVD like Fearless Networking and apply the techniques provided; joining a networking group is the only other way to learn how to network effectively.
- Networking is easy because the techniques come natural to most people. This is totally untrue. Effective listening, a prerequisite to being an effective networker or relationship builder is a skill that is not taught in school like the proverbial 3 R’s. Most people are selective listeners at best and therefore poor communicators. Thus, once the networking skills are learned one could truthfully say that the rules of networking are simple but not easy, because they don’t come natural.
Find out more about Fearless Networking at http://www.fearlessnetworkers.com