Networking Skills

MitchM

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.

Liberty

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.

MitchM

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

Liberty

What is "relationshipping"?

MitchM

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

Agent Smith

MitchM

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

Agent Smith

How would that relate to Networking?

MitchM

I call it networking - I also call it prospecting.

Mike

Houston

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?