subject: Give it Away Networking is Amazing [print this page] Give it Away Networking is Amazing Give it Away Networking is Amazing
From Zero to Awesome with Two Simple Rules
Rule #1: Give a little Rule #2: Give a lot
What does Giving to Receive Really Mean?
In terms of networking, giving to receive means finding a business need and filling it. You may agree with Napoleon Hill who says, "It is literally true that you can succeed best and quickest by helping others to succeed." Zig Ziglar puts it his way, "You can have everything in life that you want if you will just help enough other people get what they want. " Do you see the inherent danger here? You are only a fist full of dollars away from attempting to buy loyalty or out-gift the competition. The gamesmanship of gift giving with sports tickets, specialty gifts, luxury items and even expensive holidays can completely lose sight of the achieving mutual, interactive business goals.
Heroes vs. Villains: Networking Roles Are Not Black and White
In the survivor mentality in business today and it`s easy to throw money to get the easy answer. What successful networkers realize is that it takes a lot of preparation, investigation and follow-up to target the prospects that will actually help you to grow your business. The best synergy may have nothing to do with the corporate gifts and free giveaways. Having said that, the better you know your goals and discover the priorities of your prospective clients there indeed may be mutually beneficial discounts that can be shared. The whole point of giving to receive moves beyond the speedy, greedy grab to a sustainable relationship.
REFERRALS - THE BEST (NO COST) GIFT OF ALL
Here are two great quotes that sum up the giving referral philosophy.
"You give but little when you give of possessions. It's when you give of yourself that you truly give." Kahlil Gibran
"If you want great referrals, learn how to give great referrals" - Darlene Williams
As little children our teachers, mentors and parents encouraged us to learn that when we give we always end up receiving far more. Hopefully, we learned the value of the intangibles: respect, friendship, and generosity. Even on the playground we learned the opposite truth, "Greedy, greedy never gets." It all boils down to motivation. Motivation that comes from the heart not the wallet. The networking hall of famers is the ones who develop their knowledge and abilities and then enthusiastically promote other people's business. What a paradox!
WHAT MAKES REFERRAL NETWORKING 70% MORE EFFECTIVE?
The main success of referral networking arises from the fact that less only 15% of sales people are generating quality referrals. It follows therefore, that, if you become very adept at generating quality referrals you will not only be teaching by example but you will become the recipient. People are happy to refer people they know, trust and receive from.
You will be able to think of examples from your own experience. When someone you know and trust points you toward a product, person or service you are already pre-sold on the credibility. This goes way beyond receiving a cold call because you are already sharing the goodwill that comes from the referring person to the referred company. It works when you do the referring too! You are perceived differently than the aggressive salesperson. The playing field is level and friendlier. The possibility and probability of closing a successful business deal is much higher. As if that isn't enough, the referral pipeline also moves much faster than the traditional sales pipeline and has a higher likelihood of evolving into future business opportunities.
CAN REFERRALS REALLY BE NO COST?
It can't be said often enough that Referral Networking runs on giving your prospect or client something that they perceive as valuable beyond the business relationship. When you inspire a response that lifts the experience of doing business beyond the humdrum or fearful, you've inspired others to take note, talk about you and, yes, give you referrals. Here are four simple ways to stand out in the crowd:
* Say what you mean and mean what you say.
* Show up on time. It's the little details that make the big difference.
* Do more than is required. The extra effort is more than the sum of its parts.
* Be a great listener. Zealously find the way to solve a problem or celebrate a victory.
These are just a start and you will find many more when you put your mind to it. With a positive attitude, you will continually seek ways to brighten someone else's day by giving them your best. Make a memory. Be remembered. Be referred!
A GREAT REFERRAL CLOSING
Whether it's in business or in life, the real gift of giving is what Sparky Anderson told his teams: "The trick is remembering after you've given your best, there's nothing more to give."
