subject: Why Most People Suck At Networking by:Robert Schneider [print this page] It's a fact that most people getting into a network marketing business fail. It's a bummer because the business model is one of the best. Plus, most people join because they have spark of a dream. And then only to fail...well, that messes people up.
But there's really one major reason why people don't make it in network marketing. They don't network! It's the same with every every sales profession.
That's right. Deceptively simple. And you may want to stop reading because it's so obvious. Bear with me for a couple minutes. Networking is not what you think.
Most people talk about networking as a thing you do to build personal relationships. You focus on building your personal network. You use tools like Facebook and LinkedIn. You attend networking groups and events. You build your database.
None of those are networking. And none will make you successful. Because they are all about you. If you want to be successful with people, you need to be about them. Sure, everything is eventually selfish. But you need to benefit others while you are being selfish.
Here's what real networking is: finding a need in Person A and matching that with a solution from Person B. Let me give you an example. You meet John at a function. And through conversation find out that he needs help with a new website. You just so happen to know Bill, a crack web designer. You match the two. Networking accomplished!
That's the definition, but how can that help you grow your business? Think about it. If you try to manage both relationships independently, with Bill and John, you will be limited. But when you put them together in a valuable way, they build their own relationship. And you are still a part of it. They will remember that you brought them together. Because you added value to them, they will want to pay you back. You've improved both relationships with little work.
How can this apply to sales or network marketing? Well, it's partly how you see your role. Are you out there trying to find your next deal? Or are you trying to match people with opportunities?
I used to think my focus was building my team. What I didn't realize that some people are just not the right fit for my business. But I'd still fight for them. And I ended up making them mad! Instead, I should have looked for people in need and found the right solution to that need.
If a prospect was not right for my product, I just ditched him. Left him in the dust! What a waste. I didn't understand the value of referrals or timing. A non-prospect now is a prospect later. I should have maintained that relationship and sought solutions for him, even outside my business. Eventually, when he realizes that I am focused on adding value to his life, not only my own, he may buy into my product.
Networking is not about you. Get over it. Don't focus on building your own network. Help others build their network. Create introductions, bring people together, build value into everything you do.
It's not easy. No success is. It's simple. But it requires work. You're an entrepreneur. You're not afraid of work. You just need to work smart.
Build a simple sequence of actions that you perform with every new person you meet. I call it a Milestone Map. Draw out the 3, 5, 10 steps to building a solid relationship. A few steps can be about your product or service. Several of the steps should be totally about the prospect though. Track each relationship through the Milestone Map.
Make it a goal to build solid relationships. The money will follow. It always does.
Learn more about Milestone Maps and get great ideas to sell better at www.accidentalselling.com. Get access to my complete ebook titled, "Accidental Selling."
About the author
I'm passionate about sales, marketing, and business strategy. Nothing thrills me more than seeing people and businesses thrive. I spend a lot of time thinking, observing, and writing about my experiences in the trenches of the entrepreneurial battlefield. Hopefully, some of the stuff I've learned can help you!
