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.
“Self-preservation has a tendency to lead to poverty.” — 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 marketing.” Following is a list of five of the 10 myths about business networking (myths 6-10). How many did you once agree with?
- “You have the “gift of gab” so you are a natural networker.” Nothing could be further from the truth. The ability to listen actively to identify wants and needs and to determine the impact of not resolving issues, is far more critical to effective networking and relationship building.
- “One should never have to cold call again once he learns how to network.” This statement could not be further from the truth. Business networking is an art that takes time to master. But, even master networkers know that networking does not replace selling. If anything, networking is a form of marketing and should enhance selling. A good rule of thumb for a champion salesperson is to spend 60% of your time networking and 40% selling.
- “Collecting business cards to create a huge contact database is networking.” Business networking is much more about focusing on building relationships rather than a database of names, addresses and phone numbers. Acquiring a database of diverse people with diverse products and services that have agreed to share referrals is true networking.
- “Once you have a well written 60-second product or service introduction, you are ready to begin networking.” Having a well-written 60-second product or service introduction or even a great elevator speech are important components of networking. However, networking is more about asking the right questions at the right time to begin building rapport and trust, listening for issues, wants and needs and tying the issues, wants and needs to the services of network associates who can help a prospective referral.
- “Since self-preservation is a key to survival, it is impossible to focus mainly on helping or contributing to another person’s interests.” It is true that most people primarily think about their own problems and concerns. However, it is not impossible to learn to primarily focus on helping others. In fact, when we do we find that we are much closer to attaining our own goals. This is true because people are more apt to be interested in helping us when we demonstrate that we are interested in helping them.
Find out more about Fearless Networking at http://www.fearlessnetworkers.com