Keys to Social Networking #2

“How to create Raving Fans and Core Advocates”

The Law of Reciprocity as an over arching philosophy and paradigm to networking.

  1. Our philosophy on the purpose of networking
  2. 2 Deep.  Not everyone is an ideal client but they know your ideal client.
  3. How to create trust and loyalty
  4. Acres of Diamonds in your own backyard.
  5. The methods may change but the philosophy and paradigm need to remain the same.
  6. How does my effort turn into reward?

 

Our philosophy on the purpose of networking-The purpose of networking is to reach out into the vast space of your reachable outer circle and effectively earn, attract and sustain a strong group in your inner circle and an engaged group in your outer circle.  The inner circle will be those that are raving fans and core advocates.  For these individuals, you wisely allocate a portion of your precious time to roll out the red carpet.

“The world is changing, advertising is changing, marketing is changing and perception is changing.  The new currency is Genuine, authentic likeability and trust that is validated by public peer confirmation.”

It is of critical importance that we are constantly becoming the individual and company that the above paragraph describes.

Although it is possible and certainly welcome when it happens, the purpose of networking is not to sell to the person you are trying to connect with.  If that becomes our primary focus, our self-interest will construct a barrier between us and the connection and they become a wounded avoider.  We will then experience the all too familiar process of not getting our emails, texts and calls answered.  This drives people away from our inner circle and sometimes even out of the outer circle.

2 Deep.  Not everyone is an ideal client but they know your ideal client-If you connect properly with the person in front of you, you receive the best of both worlds.  If they are a potential client you won them over.  If they are not a potential client, you earned a warm introduction to their sphere of influence.  Adversely, if you do not connect well with the person in front of you because you were looking to meet your needs to close a sale, they certainly will not become a client and they definitely will not recommend you to their sphere of influence.  Even if you manage to earn some amount of business by tactics, pressure and the traditional sales process, you most likely will not have a raving fan and a core advocate.

How to create trust and loyalty

  1. At the very moment that you are in front of someone, there isn’t anyone or anything more important than the person in front of you.  Be in the moment.  Keep your thoughts in the moment.  Don’t worry about where the conversation goes.  Listen intently to hear what is being said and what is not being said.  Give every minute to the other person in the hopes that you will uncover common ground.  This begins the process of trust.  Do not move on to step 2 until and unless they have given you genuine and honest permission.
  2. Briefly tell your story as it relates and applies to them.  Discuss 1 or 2 points that they mentioned that you could relate to.  At this point, you can tell if they care or do not care about listening to you.  If they care and they give you permission again, move on and extend to them your sincere desire to add value to them.  Make it clear to them that you would like to get together over coffee or ?? and get to know them better.  If step 1 &2 went well, this is an automatic 100% yes.  If they were not showing interest and intent to listen, do not make empty promises to get together or to further the communication.  Let them know that you enjoyed learning about them and ask them to contact you if there is ever anything you can do for them.  Absolutely do not talk about your business because they did not give you permission to.  “I can feel some of you cringing : )”
  3. If you were given permission to go to step 3, now you can tell them how some of your solutions might help with some of their pain.  The key in step 1 is to allow them the floor to feel comfortable about discussing their pain.

Acres of Diamonds in your own backyard-We all need to understand that changing groups, programs and environments is not always the answer.  To truly build success in networking, we have to take responsibility for the network.  We have to grow and mine opportunities through participation.  Strategically align with the right groups and take ownership by growing the group, being positive and branding yourself effectively.

The methods may change but the philosophy and paradigm need to remain the same-The methods may change in different environments, such as live events, facebook, twitter, linked in and one on one meet and greets.  The philosophy and paradigm stays the same.  People will buy from whom they like, trust and can depend on.  We have to remain congruent all across the board.  Our thoughts, words, actions and vision absolutely must line up for us to have influence and that needs to be evident in all areas.

How does my effort turn into reward?-Through our application of the Law of Reciprocity and our commitment to give first, give big and give consistently to those we have connected with, we will create raving fans and core advocates.  If at any point, we begin to ask the question, “When is this going to return to me?” we need to be reminded that it will return when we remove the question as to the validity of the law.  True belief is knowing without a doubt that if I drop a pen it will fall to the next hard surface because I believe in the Law of Gravity.  Such is the Law of Reciprocity that if I truly care about others first, I do not need to wonder or hope for my return, I just know that the law is at work and it will deliver at a minimum, Appropriate Proportionate Exchange.  My inner circle of raving fans and core advocates have my back and I have theirs.

Brett Audio File on Keys to Networking

**I want to also give a special thanks to Amy Compton from Alpine Mortgage Planning for stepping up to the plate and delivering tremendous value on the subject as well.

 

Keys to Networking #1

The Power is in the Seed not the Sower.

The sower does not change the potential and purpose of the seed.  The sower determines what seeds to plant, how many seeds to plant and how they will be nurtured.  The sower does not grow the seed.  We have to be obedient to the sowing in order for the seeds of our life to grow and produce.  We also have to have purpose and vision in order to appropriately choose the seeds we plant.

When we start to understand that the power is in the seed, we can embrace humility closer and get off of our own back as to whether we are adequate or not. Everyone and anyone can plant and change the results of their harvest.  It does not take much skill to plant in the context that we are talking about.  It does take an understanding of what seeds need to be planted to create the desired harvest.

Networking is often treated as part of the sales process.  In my opinion, it is far from that.  I believe the purpose of networking is to connect with your outer circle and earn relationships that move to your inner circle.  If networking is treated as part of the sales process, most attempts will be futile.  The other party will put up their walls and become a wounded avoider to a degree.

In order to gain the incredible benefits of networking, we have to understand and embrace the right seeds to plant and the purpose of those seeds.  I believe that there are three over-arching categories that we need to focus on when networking.

  1. Many hands make lite work-We often approach an event as an attendee.  The larger the group, the more available opportunities.  Each attendee should pick the events they will go to and make a strong effort to increase the attendance to the events.  With many hands on the project, the results become dynamic and enthusiastic.  It is vital we adopt the mentality of being others-focused and not self-focused.
  2. Be a connector of People-It is more important that you take the time and energy at an event to introduce and edify people to others.  In order to do this properly, you really need to know the positive attributes of the person you are introducing, which is step 3.  The group will begin to respect and appreciate you.  This also begins the process of trust and we can all agree that trust is a key ingredient to earning clients.
  3. Connect…Connect…Connect with People-Everything rises and falls on Leadership.  Leadership is influence.  Influence comes from connecting.  Connecting is ALL about the other person.  Connecting requires attentive listening, hearing and understanding.  It requires a strong desire to find common ground without forcing common ground.  It will usually require several questions on our part with a genuine desire to hear the answers.  **CODE RED-It is not wise to move on to discuss anything about me or my business until I have connected with the individual and they have genuinely granted me permission.  Any move to do so prior will be an irritant at best because they will be forced to be courteous and they will feel like they are missing an opportunity to meet someone interesting in the room.

This is a very brief outline of a vast and important training on the Keys to Networking.  We will be teaching on this subject at our June Seminar and June Networking Event.  Each event will go deeper into the philosophies and benefits of building a Power Network.  You can register for the events on our Calendar.

 

What We learned about the Law of Reciprocity

In October of 2011, We made a very bold move to buck the traditional sales process.  We legitimately put our self interest to the bottom of our priority list to evoke the true laws of success.  In that move, Local Impact Zone powered by the Law of Reciprocity was formed and is now expanding nationally and soon internationally.  We offer it 100% free to our members and they are experiencing rewards of revenue, education and branding.  Many are experiencing tremendous personal and business growth.  We are truly grateful for our members and what they represent.  They are proving….

  • It is better to give than to receive but receiving is necessary in order for someone else to have the opportunity to give.
  • We can do more together as a team than any person can do alone.  The concept of The Power Network.
  • That Giving First does empower the Law of Reciprocity.
  • That Giving Big proves that you are all in and committed to the Law.
  • That Giving Consistently proves that you have staying power and that others are truly important.  Now I can trust you.  Now I can let you in.
  • It is impossible to truly build trust without listening and hearing and investing my time.
  • Humanity is willing to follow an example of servant hood in business and still achieve their goals and dreams.
  • It is okay for our peers to make a profit because we want them to be okay with us making a profit.
  • People change slowly but change is necessary.  It requires daily dedication and adds up over a long period of time.  The key is to start and stay started.  Never quit the process of personal growth.
  • Failure is not the opposite of Success, quit is the opposite of success.  We also know that we need to have an Over-Arching Life Vision NOW!!  This allows us to know if what we are doing is the right thing and if not, we need to have the courage to change.
  • In order to receive a quantum exponential effect to your business and life from a Power Network, you have to embrace the perspective, needs and philosophies of THE POWER NETWORK.  It will not work if everyone takes and no one gives.

In summary, we were right!  The world desperately needs accountability from its inhabitants.  There is no quick fix and no free ride.  We need to develop our character and have a burning desire to be better.  We all need to, without exception, develop an Over Arching Life Vision for our time here and from that Vision make our thoughts, words and actions completely align with it.  Being congruent allows us to shed confusion and inconsistency and adopt accountability which leads to better self esteem.  Ultimately self esteem is keeping many of us from our potential.  We need to all adopt the reality that lack of money, lack of time and lack of knowledge are only sufficient excuses if you are willing to part with your hearts desires.  Be for others what you want to see others being for you.