Networking Skills

This maybe a comparison of apples and oranges -- I don't know JW's definiton of networking and I've already said that in my definition it's the sales model or asking people if they need, want and can afford what you have that works in so called networking situations.

BNI uses "networking" in a uinque situation - likewise, networking as in hanging out with Chanber members at a TGIF is unique - likewise network marketing is uinque - so to say this or that is a far cry misses the point.

What are you trying to say, Houston?

Mike -MitchM

Actually the topic was about Networking Skills, not about whether networking is a worthwhile pursuit. The only one that addressed the topic was Colleen in her articles. If anybody is not clear on what networking is, I think her articles do a good job of describing the skills, which, in turn, could help form a working defintion.

Kudos to Colleen for the informative and instructional articles. -Gary Boye

I wasn't trying to say anything more than what I posted Mike. Yes, this may be a comparision of apples and oranges. -Houston

Some people say that over 80% of ALL jobs are obtained through networking. ;om -Liberty

That's the kind of networking that I'm talking about. When you recommend a restaurant to a friend you are networking. -Houston

When Mitch says he does “Network Marketing,” he is using industry jargon to describe what is primarily face-to-face prospecting and recruiting. Please note that he is one of the exceptional successes in an industry where less than three percent of the “distributors” (more industry jargon) earn more than the legal minimum wage.

If you have been a member of a Networking Group for more than six months, you may have noticed that there is a group of regulars that shows up for most meetings. Then, there are many more who drop out after a few months or seldom show up.

You may have also noticed that those that show up a lot tend to be talkative, assertive and socially adept. They genuinely enjoy Networking.

If you were to ask each member how many hours per year they invest in Networking and how many dollars of income they received for that time, assuming what they tell you is factual, most of them would be earning around the legal minimum wage or less. However, if they just keep on Networking ...

Hope and Optimism are not viable strategies.

You might want to know why I believe all of this. It is because my company has trained hundreds of ex-Networkers to prospect and sell efficiently, effectively and enjoyably. And, they don’t go back to Networking.

No, I do not have valid statistics to back up my belief.
Yes, of course, my opiniom is biased. -JacquesWerth

I am sure that a high percentage of job are obtained through networking. I doubt that it is actually that high.

If your are a skilled salesperson you should be able to get several good job offers, within a couple of months, using your prospecting and selling skills.

If you can find my web site, there is an article titled "Finding the Sales Job That You Want." It is in the Free Articles section. -JacquesWerth

I think there is much validity to that. But I don't think that it occurs that often as an act of volition. All of us are in networks of one form or another, often by default. It's part of a cultural structure. That doesn't mean necessarily that those structures are formed by proactively networking.

For instance, there are a lot of stockbrokers that became successful because of their networks derived from family, social status, schooling, and the environment they were born into. That doesn't mean they actively networked. They used what they had, and these networks have a tendency to evolve exponentially. -Gary Boye

Ask the experts on the subject and I am confident most of them will agree that "Networking" is about "Mutually Beneficial Relationships".

Research the top business people throughout history and I am confident you will discover that most of them are/were very well "Connected".

If your net isn't working don't blame it on "Networking". ;wi -Agent Smith

I would recommend reading "Networking Magic" by Rick Frishman and Jill Lubin. -MagicMan

Jacques is correct about the 3% in network marketing who earn most of the income [above minumum wage as he put it] and our company is no exception to that. Our CEO talks about being in the 5% who earn the incomes and that many people join a company like ours for other reasons than earning a five+ figure income.

He's also correct that network marketing is typically face-to-face prospecting though many today buy leads lists, advertise in the classifieds and run radio ads - we've done all of that and it's been investing money in these things that has helped us build a business. When I first met Jacques on another forum I was intrigued by some of the things he had to say about selling and as I began to do some of the things he suggested no only did my business improve buy so did my confidence.
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"I think there is much validity to that. But I don't think that it occurs that often as an act of volition. All of us are in networks of one form or another, often by default. It's part of a cultural structure. That doesn't mean necessarily that those structures are formed by proactively networking.

For instance, there are a lot of stockbrokers that became successful because of their networks derived from family, social status, schooling, and the environment they were born into. That doesn't mean they actively networked. They used what they had, and these networks have a tendency to evolve exponentially." -- Gary

I have little experience in this arena of networking - rather, my social, family, schooling networks have been sparsely populated mostly by choice - I'm a loner mostly and not into networking as in lots of association activity or Chamber kinds of events. BUT what I've tried to understand and see around me confirms what Gary says to my limited experience and observations. That is, the people I watch network into exponentially potent business organizations and ventures are the kind of people who don't necessarily network as a stragegy but rather take advantage of their networks that have evolved "naturally" rather than contrived. -MitchM

Mitch, networking is much more than "association activity" or "chamber events". Networking is establishing and maintaining mutually beneficial relationships. These relationships can start while sitting next to someone in an airplane, being introduced to someone at a wedding, being referred to by an associate, or as you mentioned... an association activity or chamber event. -Liberty

I understand that, liberty - half of my business has come that way. My post was in reference to another post's definitions of networking - being a good listener and communicator and being interested in people has all kinds of advantages and value in life. I've also seen what's been termed "relationshipping" to be highly over rated and actually a negative in sales growth - also, it can be deceptive.

MitchM -MitchM

What is "relationshipping"? -Liberty

Relationshipping is creating a relationship with the intention of using it for a business purpose - it's face-to-face prospecting only often disguised as getting to know someone and finding out things that can later be used for the business purpose. Often there's an insincerity in this like the car salesman who tries to be your best friend and family joker in five minutes.

I met a woman hiking a couple of months ago - she was taking care of the grounds of a local university and I stopped with the intention of telling her what I do - and it turned out her mom has a health concern, we got in touch, and Mom began using our products. That could be called a form of relationshipping.

It's not an efficient use of time but some people - rare though they are - are very good at face-to-face prospecting - call it a form of networking or relationshipping.

I have no other experience in sales as a profession so what I know is my own definitions from a combination of personal experiences and study.

MitchM -MitchM

Quote:

Networking is establishing and maintaining

That is the key to networking... mutually beneficial relationships. -Agent Smith

I took the car in for a tire check, started a conversation with a guy wearing Harley gear about bikes, told him about all the mopeds in Malaysia and why I went there, he asked about our nutritional products, I told him our story, he said he and his wife have arthritis [and she has migraines] and he wants to know more about it since they both have arthritis and she gets migraines, I gave him a business card and he gave me mine saying they'd call us, I told him we'd call in a day or so if we haven't heard and he said that would be fine because they are "open and looking."

I heard Zig Ziglar say that sales is starting a conversation with a destination and that's what I did.

Maybe I should spend every day drinking so-so coffee and reading magazines in all the car dealorships and repair shops around town, huh?

Mike -MitchM

How would that relate to Networking? :hu -Agent Smith

I call it networking - I also call it prospecting.

Mike -MitchM

Mike, as a former teacher can you see how your use of "my own definitions" can be a source of misunderstanding when communicating with others? -Houston

Hi Houston - I know what you're saying - I've read dozens of networking, prospecting, marketing definitions - so what to do?

MitchM -MitchM

Sales is a "communication" business people. ;tmt -Calvin

Get agreement on the meaning of words being used in the conversation. To continue to talk about "orange" as if it were "red" in a conversation about "red" is less than desirable. -Houston

You're right, Houston - forum posts and emails are the worse ways to get that agreement which is why I continually instruct our network of distributors to get on the phone and talk, clarify, listen and probe and clarify more.

What I've found on these forums are lots of people with agendas they either want to forward or dispositions that are less inclined toward agreement in terms and more inclined toward proving a point, one upping someone, and disparaging others for the sake of their argument.

Forums are funny places.

MitchM -MitchM

Word-only communications like forum posts and emails are easy to misconstrue. -Houston

Very easy to misconstrue. Also, I've found many people who love a heated debate or argumentative conversation - once upon a time I enjoyed that but not today - no time for that.

I'm not looking for agreement but a conversation that is moving toward clarity and mutuality void of the "heated debate" or argumentative elements is what I have time for today.

The best to you, Houston.

MitchM -MitchM

I'm in the same boat. The best to you Mike. ;sm -Houston

"Endless Referrals: Network Your Everyday Contacts Into Sales" by Bob Burg is recommended reading.

I've spoken with Bob recently and he has agreed to let us post a few of his articles on the topic. When Bob's articles become available they will be posted in the SalesPractice.com Articles Directory. -Jeff Blackwell

Someone recently posted a couple of links to business networking organizations and I investigated these links. Ultimately, I called the regional representative of one of these organizations and had a lengthy discussion with him about the value of his organization to my business. He offered me one gem of networking that I will share with you.

Networking is a trust relationship and trust builds with consistent cultivation over time. This organization requires weekly attendance at its meetings and members can be dropped for failing to maintain required attendance. They believe that in order for networking to work, they must meet their network members regularly and this particular organization maintains its strong record in this field by establishing this requirement in organizational policy. -rlabston