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Sales Training on Networking
Networking is Like Farming
I had lunch with a new member of the networking organization I belong to, B.N.I. (Business Network International). Joe, an Electrician by trade, had several concerns after being a member of this group for 6 months. "I'm showing up at these meeting every week, I try to think of something different to talk about and I've only gotten a few small jobs…I just don't see how it's worth it ", Joe says. Joe is like many Entrepreneurs who go into business playing the part of technician, sales person, marketing person, accountant, etc...(all talked about in detail by Michael E. Gerber in his book, the E-Myth
). What many Entrepreneurs experience is
they gravitate to what they're good at and don't invest much time in
the areas where they are not naturally gifted.
Networking and business development are usually areas where technician-minded individuals have a challenging time. There are activities and detailed methods outside of the weekly networking meetings that my network group teaches and I always make sure anyone new to the organization realizes this.
Probably one of the most significant things I've realized
over the years is that networking is very much like farming. A
farmer wouldn't plant his seeds then expect an abundance of
fully grown vegetables and fruits in just a few days. The farmer has to
have a reasonable expectation (learned through experience and
education) of how long it will take for these newly planted seeds to
take to the soil and grow. The farmer must water the seeds and take
great care of them to make sure he gives them every opportunity to
grow and produce the way they are suppose to.
One of the biggest misconceptions in networking is that we show up to a meeting once per week, speak for a couple of minutes and the phone will begin ringing off the hook. It's critical that we establish relationships, build on them, continue to educate the people in those relationships and create a solid foundation of trust. Don't quit or give up on networking; instead have patience and a commitment toward being better at it.
I had lunch with a new member of the networking organization I belong to, B.N.I. (Business Network International). Joe, an Electrician by trade, had several concerns after being a member of this group for 6 months. "I'm showing up at these meeting every week, I try to think of something different to talk about and I've only gotten a few small jobs…I just don't see how it's worth it ", Joe says. Joe is like many Entrepreneurs who go into business playing the part of technician, sales person, marketing person, accountant, etc...(all talked about in detail by Michael E. Gerber in his book, the E-Myth
). What many Entrepreneurs experience is
they gravitate to what they're good at and don't invest much time in
the areas where they are not naturally gifted.Networking and business development are usually areas where technician-minded individuals have a challenging time. There are activities and detailed methods outside of the weekly networking meetings that my network group teaches and I always make sure anyone new to the organization realizes this.
Probably one of the most significant things I've realized
over the years is that networking is very much like farming. A
farmer wouldn't plant his seeds then expect an abundance of
fully grown vegetables and fruits in just a few days. The farmer has to
have a reasonable expectation (learned through experience and
education) of how long it will take for these newly planted seeds to
take to the soil and grow. The farmer must water the seeds and take
great care of them to make sure he gives them every opportunity to
grow and produce the way they are suppose to.One of the biggest misconceptions in networking is that we show up to a meeting once per week, speak for a couple of minutes and the phone will begin ringing off the hook. It's critical that we establish relationships, build on them, continue to educate the people in those relationships and create a solid foundation of trust. Don't quit or give up on networking; instead have patience and a commitment toward being better at it.
Have
the patience to be a better "farmer" when it comes to networking and
you'll reap the rewards year after year after year.
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