25Feb

Networking Is Both a Mindset And a Skillset

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Networking is just as much a mindset as it is a skillset. Skillsets include learning how to teach others what kinds of referrals you are looking for and how to ASK for referrals from your clientele. The “mindset” is an entirely different way of thinking that you must be equally well-versed in for your networking to be as successful and dynamic. Let’s take an up-close look at some of the areas where “mindset” is critical to networking for success:
1. The Law of Reciprocity or Givers Gain Approach:
The Law of Reciprocity sets in motion in-kind responses of individuals towards the actions of others. What comes around goes around–you’ve heard it all before, but have you tried applying it to your networking?
The Law of Reciprocity is not transactional. That is to say, you cannot approach thinking, “I did this for you, now what are you going to do for me?” The return might not even come from the individual you gave to, but the return will come, of this you are assured.
2. Diversity in networking:
Look for groups that don’t target people just like you. Choose groups to participate in which are varied in their focus. Be in a casual contact network, a strong contact network, a service organization and a social organization. This way you are coming in contact with a wide variety of folks, many of which will be either your target market, or complimentary professions that make up your own contact sphere.
3. Farming Mentality:
In order for networking to yield extraordinary success, your mentality must be that of the farmer. He prepares the soil sometimes for months before ever planting the seeds! He tends the seedlings with care, feeding and watering them regularly. It is a long, drawn-out process to go from seeding a field to harvesting the crops. There’s no “quick return.”
It’s the master networker who turns her attention to developing the relationships with the professionals she intends to refer to her clientele, friends and family and would like to have referring her to theirs.
Now let’s examine a few of the skillsets you will want to have as you develop a strong word-of-mouth based business.
1. The VCP ProcessTM:
VCP stands for Visibility, Credibility and Profitability. Things like participating in the monthly mixers offered by your local chamber of commerce, writing a regular column in your local newspaper and sponsoring the Little League team are things that make you VISIBLE. As you become more and more visible in your business community, you will develop a greater credibility. So take a look around you for the opportunities you have to make yourself more visible to others. Think out of the box; be creative.
2. Sharpshoot, Don’t Shotgun:
I encourage you to focus on your top two of three areas of expertise. Keep in mind that you are not marketing to your referral sources! You are, in effect, training a sales force. Your networking team is there to keep an eye out for your potential clients.
If you break your business down into its lowest common denominators (LCD’s), you will find that you become much more effective in training your sales force. They will learn more about each thing you do and be able to recognize when they are in front of someone who really does need your product.
3. Hold One-on-Ones:
When you are conducting a one on one, it’s almost like doing an interview, except that you both get to ask questions of each other! The GAINS exchange is an acronym that stands for Goals, Achievements, Interests, Networks, and Successes. The idea is to bounce back and forth and share something in each category with your referral source.
I hope that by now you can see what I mean about networking being as much a mindset as it is a skillset. Clearly there are many things to DO that will make your networking attempts successful, but there are also a good many things to BE that are equally, if not more, important to this art.
Called the “Father of Modern Networking” by CNN and the “Networking Guru” by Entrepreneur magazine, Dr. Misner is considered one of the world’s leading experts on business networking and has been a keynote speaker for major corporations and associations throughout the world.
Right now you can learn the tips and techniques networking leaders use themselves and have proven to bring results. It’s all about working smarter, not harder.
About the Author:
Dr. Ivan Misner: When you buy Networking Like a Pro from Amazon via our special offer: http://ivanmisner.com/amazonbookbonus.html our exclusive bonus offer includes a 6-month free Premium Subscription to Networking Pro, the leading online networking resource that contains free training, e-books, audio podcasts and more! Offer good Feb 1-4 in honor of International Networking Week.