If you are like me, networking is probably not your favorite way of advertising and marketing your business. However, there are thousands of successful business owners who’ll tell you that networking is their number one source of referrals and new business. Some entrepreneurs invest solely on networking. Would you believe that?
Well, after reading Bob Burg’s book titled, Endless Referrals, I have to agree that you can build an empire of solid, loyal customers if you network properly and consistently.
One of the many lessons that I’ve learned from Bob Burg is that networking is all about giving, it’s not about receiving (at least not initially). Wow! It goes along with the popular saying “It’s better to give than to receive”. Mmhh. Very interesting.
Networking is about building relationships so that people can know you, like you and trust you.
As you network, remember to ask these important questions:
a) How did you get your start in the widget business?
b) What do you enjoy most about your profession?
c) What separates you and your company from competition?
d) What advice would you give someone just starting in the widget business?
e) What one thing would you do with your business if you knew you couldn’t fail?
f) What significant changes have you seen take place in your profession through the years?
g) What do you see as the coming trends in the widget business?
h) Describe the strangest or funniest thing that you’ve experienced in your business?
i) What ways have you found to be the most effective in promoting your business?
j) What one sentence would like people to use in describing the way you do business?
People love talking about themselves, their families and what they do. So not only will you be breaking the ice, you will find yourself engaging in very interesting conversations. Be an active listener, interact and ask questions. Be interested. Remember, it’s all about them. It’s not about you.
Here’s the psychology behind it… People are naturally attracted to people who notice them, who pay attention and listen to them. When you are genuinely interested in a person, they begin to have warm and positive feelings towards you and then they begin to like you and then trust you.
Always remember to ask this million dollar question before you end your conversation… How can I know if someone I am speaking to is a good prospect for you? I will bet you that they will never forget you. Why? Because you are proactively seeking ways to send them referrals without them asking you. And that’s the whole point. You want people to remember you, know you, like you and trust you.
People only do business with people they know, like and trust. This is a fact.
With that said, go out of your way to refer customers to those you network with. They will by default want to reciprocate by sending you referrals. It’s human nature. We all want to do good to those who do good to us. Isn’t that amazing?
Let’s make this year, a year of intentionally networking and developing business relationships by applying Bob Burg’s networking principles.
Let me know how it works out for you. I’ll be sure to update you too!