One of the skills not included in the “Word of Mouth Magic” e-book is personal networking.
The reason it is missing is that neither Michael nor I used it in growing our businesses. We didn’t use it, so we didn’t teach it.
However, in the years since I have had reason to learn proper networking.
I was reminded of how “unnatural” the process of successful networking is when I received an email from someone who is a big-earner in network marketing, but also a prolific networker, a guy by the name of Jordan Adler.
Now let’s all be clear. Network marketing is NOT networking.
Networking is about building personal contacts and connections.
The reality of network marketing is that most people who get involved are, by definition, woefully inexperienced.
That’s fine. They are meant to be educating and developing their skills, but they are just as bad as most other business people when it comes to networking, as Jordan’s email laments…
I was at a 3 day training seminar this weekend in Chicago with a few of our distributors. There were over 1000 people there. Roughly 50% were already involved in Network Marketing with other companies. Of course all of them attended with hopes of recruiting each other.
What I’m going to describe to you applies in all networking situations and it’s EXTREMELY simple. Yet only about 1% of all networkers ever get this, because it’s not logical.
It’s a night and day distinction that will set you apart from ALL of the others in a positive way. In fact it will make the difference as to whether someone wants to talk to you again or not. You may have learned this before, but most likely, you don’t do it. The reason I know this, is because I probably met over 200 networkers personally this weekend and virtually ALL of them, in my opinion blew it.
[Note: the seminar included a "speed networking event" that helped Jordan rack up such incredible numbers.]
I know this sounds harsh, and I don’t discount that some of them may be successful at what they do. Many of them are good people and have some great skills, but as far as networking goes I was blown away at how ineffective they were.
We’ve all heard the phrase that “People don’t care how much you know until they know how much you care!” Yet few actually really know what it means. Here’s my suggestion (again, be prepared, because its not really logical!)
–> Don’t talk about what you do. <–
If you are asked, give a very brief short answer and then go back to expressing interest in them and what they do. Ask them questions. Be inquisitive. Be curious. Get to know their background. Be interested in them and their business. As soon as you start talking about what you do the energy shifts. Even if they say they want to know more, stay focused on them! Get their details and tell them that you will be in touch with them!
You must earn the right to tell them about what you do by showing sincere interest in them!
All weekend long I experienced one person after another trying to shove their product, comp plan or opportunity down my throat. If they don’t know anything about me, how can they possibly know that what they have would be good for me!
It was really obnoxious.
Jordan Adler’s new book “Beach Money” goes into more of what he has learned over his years of becoming successful…
Online or offline, formal or informal, learn it or don’t… Jordan has nailed down THE skill for all successful networking.
Where are you going to apply this skill first?
Just make sure the next time you hear the phrase “People don’t care how much you know until they know how much you care!”, that you have already experienced the power of this “illogical” networking for yourself.
-Martin Russell
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