Unlike its stereotype, Networking is not based on hitting up every new person you meet with some clever line about how great your product or service is while slapping a business card into their hand.
I often define Networking as, “The cultivating of mutually beneficial, give and take, win/win relationships.” The focus is on the “give” part. When doing this correctly, with a genuine caring about the other person, with a focus on their needs, their wants, their desires…and when following a proven system of application, you can truly accelerate both your direct and referral business.
That leads to what I call the “Golden Rule of Networking”, and that is, “All things being equal, people will do business with, and refer business to, those people they know, like and trust.”
This is — in my opinion — the essence of networking. In fact, if you were to keep only that one sentence in mind whenever meeting or transacting with anyone, you’ll be nine steps ahead in the game…in a ten-step game.
“All things being equal, people will do business with and
refer business to, those people they know, like and trust.”
In other words, if two or more sellers have a product, price, know-how, or any other determining factor which might come into play that is pretty much the same, or equal, it’s that man or woman who has successfully created the “know, like and trust” relationship with the prospect or referral source who will obtain that sale or referral.
Successful selling has become more relationship-oriented; more relational than transactional. People want to do business that way, and who can blame them? After all, the trust factor between human beings (and especially as it relates to business) is probably at an all-time low. Prospects are worried about being schemed, scammed, taken advantage of, or just not treated right. They want to do business with someone they know, like and trust.
So, obviously, as you know, either from this article or if you’ve ever read any of my books or seen me speak in person, I put a lot of stock in the “Know, like and trust factor.”
However, with that in mind, let me ask you this? Do you think “Know, like and trust is everything? Is there ever a time when it’s not enough?
We’ll explore this in our next article.