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Will You Add? - The Nature Of Sales Networking
Acting is one of the most rewarding and exciting things a person can do. A good actor can become anything he or she wants to be. Did you ever think about what it would be like being president of the United States of America or a homeless person begging for spare change? You can have the experience of being both, and still go home to your normal life. What other kind of career can offer that?There is nothing that compares to the feeling of being on stage, or the butterflies in your stomach right before you walk out. It's an amazing feeling knowing
Along with openly offering any possible help and support, the effect networker does not operate as a one-way helper or super person/white knight/angel coming to the rescue of everyone else, but never personally in need of assistance. He or she also talks realistically about personal goals, tasks, challenges, problems and general issues, and acknowledges feeling vulnerable in not being able to do everything single-handedly. Being open means being receptive to help when it is offered and, on occasions, asking networking contacts if they can suggest ideas, strategies or approaches that could assist you.
Two-Way
For most of us, the start of a new year is a time of reflection. A review of the year gone by and an opportunity to set goals for the year ahead. Intentions are good and motivation is high.The challenge lies in the predictable loss of steam that ensues as we move past the holiday season and back into our workaday lives.Make no mistake. Setting goals is easy. Following through is the hard part. To assist you in seeing those New Year’s goals and resolutions come to life, Bywater Consulting Group presents you with:Liz Bywater’s Strategies f
Armed with this knowledge, we can now look at how the process of good sales networking actually works in practice.
The first thing to realise about networking is that everyone you meet is a useful prospective network contact. This seemingly simple fact is often overlooked, as people engage in their own private screening process before they will talk to anyone.
There is obviously a line to be drawn between talking to anyone and everyone in the street and talking to almost no one. However, if you want to network more and to do so successfully, there are many situations that qualify as “the right opportunity”.
Taking An Interest in Anybody & Everybody
It is often the case that we don’t really know very much about even close people around us (let alone distant contacts). Even if we do know a little, we are less likely to know how far or deep their skill, knowledge or resources extend. If this is true of your knowledge of others, how much do they really know about you?
Herein lays the basic secret of networking success:
• You have to become interested in anybody and everybody
• You have to share more about yourself than you may have done in the past
It is out this mutual exchange of knowledge that network contacts will connect and start to offer support, help, advice, favours, referrals and other benefits on a regular basis.
Core Processes
Developing a conscious understanding of this giving and sharing strategy can take some time and some practice.
In her book ‘How to master networking’, Robyn Henderson calls this process earning the right to ask a favour of another person, or giving without hooks. Both of these statements imply two processes that operate pretty much at the same time (and neither of them necessarily out first reaction).
The two processes in earning the right to ask a favour are:
• Giving away information (to be helpful)
• Being open for any help you may need
Let’s look at these two processes in turn.
Giving Away Information
Whether it is accidental or planned, formal or informal, random or structured, in discussion with other people the effective networker offers his or her knowledge, skills, ideas, resources, guidance or data freely – without any ‘hooks’ or expectations that repayment is due in any form. In fact, the only immediate benefit may be the pleasure to be derived from assisting someone with information that was of value to them.
Whilst the giver expects nothing in return, the receiver has a very positive experience and memory of you upon which they can act (if they so choose) in the future. If they do, either directly or indirectly, at some indeterminate time, you may receive some reciprocal benefit.
Along with openly offering any possible help and support, the effect networker does not operate as a one-way helper or super person/white knight/angel coming to the rescue of everyone else, but never personally in need of assistance. He or she also talks realistically about personal goals, tasks, challenges, problems and general issues, and acknowledges feeling vulnerable in not being able to do everything single-handedly. Being open means being receptive to help when it is offered and, on occasions, asking networking contacts if they can suggest ideas, strategies or approaches that could assist you.
Two-Way
Are you staring at an empty page, trying to write the next cover letter? Or postponing the grip and grin meeting you’ve scheduled? Have lethargy and laziness set in? Has your get up and go taken a permanent vacation?Well, my friend, you are not alone.Staying motivated during a prolonged job search is more challenging than actually
going on an interview.Here are some tips to keep you motivated:Keep busy by lending a hand - do volunteer work or help a
neighbor
in need. It will raise your
Taking An Interest in Anybody & Everybody
It is often the case that we don’t really know very much about even close people around us (let alone distant contacts). Even if we do know a little, we are less likely to know how far or deep their skill, knowledge or resources extend. If this is true of your knowledge of others, how much do they really know about you?
Herein lays the basic secret of networking success:
• You have to become interested in anybody and everybody
• You have to share more about yourself than you may have done in the past
It is out this mutual exchange of knowledge that network contacts will connect and start to offer support, help, advice, favours, referrals and other benefits on a regular basis.
Core Processes
Developing a conscious understanding of this giving and sharing strategy can take some time and some practice.
In her book ‘How to master networking’, Robyn Henderson calls this process earning the right to ask a favour of another person, or giving without hooks. Both of these statements imply two processes that operate pretty much at the same time (and neither of them necessarily out first reaction).
The two processes in earning the right to ask a favour are:
• Giving away information (to be helpful)
• Being open for any help you may need
Let’s look at these two processes in turn.
Giving Away Information
Whether it is accidental or planned, formal or informal, random or structured, in discussion with other people the effective networker offers his or her knowledge, skills, ideas, resources, guidance or data freely – without any ‘hooks’ or expectations that repayment is due in any form. In fact, the only immediate benefit may be the pleasure to be derived from assisting someone with information that was of value to them.
Whilst the giver expects nothing in return, the receiver has a very positive experience and memory of you upon which they can act (if they so choose) in the future. If they do, either directly or indirectly, at some indeterminate time, you may receive some reciprocal benefit.
Along with openly offering any possible help and support, the effect networker does not operate as a one-way helper or super person/white knight/angel coming to the rescue of everyone else, but never personally in need of assistance. He or she also talks realistically about personal goals, tasks, challenges, problems and general issues, and acknowledges feeling vulnerable in not being able to do everything single-handedly. Being open means being receptive to help when it is offered and, on occasions, asking networking contacts if they can suggest ideas, strategies or approaches that could assist you.
Two-Way
The future of robotics in security surveillance, geo-monitoring, commercial applications and military is growing at an aggressive rate. Currently many smaller companies are formulating strategies, gathering venture capital, investment bankers and investing in research and development to have the new thing in robotic technology. But no other robotic sector in robotic unmanned vehicles is growing quite like the Unmanned Aerial Vehicle or UAV sector.Now then what is the best way for a UAV start up company to approach the market with a new technology? Wel
Core Processes
Developing a conscious understanding of this giving and sharing strategy can take some time and some practice.
In her book ‘How to master networking’, Robyn Henderson calls this process earning the right to ask a favour of another person, or giving without hooks. Both of these statements imply two processes that operate pretty much at the same time (and neither of them necessarily out first reaction).
The two processes in earning the right to ask a favour are:
• Giving away information (to be helpful)
• Being open for any help you may need
Let’s look at these two processes in turn.
Giving Away Information
Whether it is accidental or planned, formal or informal, random or structured, in discussion with other people the effective networker offers his or her knowledge, skills, ideas, resources, guidance or data freely – without any ‘hooks’ or expectations that repayment is due in any form. In fact, the only immediate benefit may be the pleasure to be derived from assisting someone with information that was of value to them.
Whilst the giver expects nothing in return, the receiver has a very positive experience and memory of you upon which they can act (if they so choose) in the future. If they do, either directly or indirectly, at some indeterminate time, you may receive some reciprocal benefit.
Along with openly offering any possible help and support, the effect networker does not operate as a one-way helper or super person/white knight/angel coming to the rescue of everyone else, but never personally in need of assistance. He or she also talks realistically about personal goals, tasks, challenges, problems and general issues, and acknowledges feeling vulnerable in not being able to do everything single-handedly. Being open means being receptive to help when it is offered and, on occasions, asking networking contacts if they can suggest ideas, strategies or approaches that could assist you.
Two-Way
The importance of immediate, massive, daily action has been written about many times already but it is so important that it is worth writing about again and again. The examples in this article come from the world of business but they could apply to any other walk of life as well.Marketing is the life blood of business but sometimes businessmen will wait until they have written the perfect advertisement or sales message before they send out even one ad. They also spend weeks making sure their website is beautifully designed with all the latest refineme
Let’s look at these two processes in turn.
Giving Away Information
Whether it is accidental or planned, formal or informal, random or structured, in discussion with other people the effective networker offers his or her knowledge, skills, ideas, resources, guidance or data freely – without any ‘hooks’ or expectations that repayment is due in any form. In fact, the only immediate benefit may be the pleasure to be derived from assisting someone with information that was of value to them.
Whilst the giver expects nothing in return, the receiver has a very positive experience and memory of you upon which they can act (if they so choose) in the future. If they do, either directly or indirectly, at some indeterminate time, you may receive some reciprocal benefit.
Along with openly offering any possible help and support, the effect networker does not operate as a one-way helper or super person/white knight/angel coming to the rescue of everyone else, but never personally in need of assistance. He or she also talks realistically about personal goals, tasks, challenges, problems and general issues, and acknowledges feeling vulnerable in not being able to do everything single-handedly. Being open means being receptive to help when it is offered and, on occasions, asking networking contacts if they can suggest ideas, strategies or approaches that could assist you.
Two-Way
Looking for a new job?I'm about to reveal one of the most powerful cover letter tips you'll ever discover. This little-known secret can dramatically increase your job interview requests all by itself.Here's a 'not-so-subtle' hint for you:P.S. -- This tip works like a charm and commands the attention of every reader!Did you catch that hint? It's true, by adding a simple P.S. -- or Post Script -- after your signature, at the bottom of your cover letter you can literally grab the undivided attention of any person reading it. And, if
Along with openly offering any possible help and support, the effect networker does not operate as a one-way helper or super person/white knight/angel coming to the rescue of everyone else, but never personally in need of assistance. He or she also talks realistically about personal goals, tasks, challenges, problems and general issues, and acknowledges feeling vulnerable in not being able to do everything single-handedly. Being open means being receptive to help when it is offered and, on occasions, asking networking contacts if they can suggest ideas, strategies or approaches that could assist you.
Two-Way Process
These two processes operate at the same time and together to create a cycle through which ‘favours’ are continually offered to all who participate. These favours are both offered and taken in order to keep the network strong and capable of growing to include more and more people.
This process is called ‘reciprocity’. It simply means that effective networking is a coin with two sides rather than just one. You can’t have one without the other.
Successful networking is therefore about:
• Giving and receiving
• Contributing and accepting support
• Offering and requesting
• Promoting other’s needs and promoting your own needs
• Trust and persistence
Copyright © 2006 Jonathan Farrington. All rights reserved
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