Business Networking and Sex - Ivan Misner [73]
CHAPTER 6
What Steers Male and Female Networking Inertia?
The Survey Says ...
Perceived Strengths
Figure 6.1 on page 156 shows that more women than men believe their skills in connecting with others and developing quality relationships are strong. Women led the way in perceiving their strength at meeting new people, though only slightly more than men. The men’s answers revealed their perceived strength in completing the cycle of networking by converting social connections into professional ones and ultimately, business opportunities.
These responses reflect the female tendency to focus on and develop the social much more than the transactional opportunities in networking. They also demonstrate the male tendency to jump more quickly into converting networking connections into transactions, and their focus on following up.
FIGURE 6.1—Perceived Greatest Strengths in Networking
He Says ...
Interestingly, both men and women rated their greatest strength within networking as developing relationships. Does this mean thatjust because men and women put an equal value on developing relationships that we view networking relationships the same? Think again!
Though we do both find them important, we don’t define networking relationships in the same way. Noting that men and women have different motivators for developing business relationships is important in understanding each group.
Men have been goal-oriented to the end means of problem solving as hunters and providers through time. The survival skill and added drive for quick and easy, efficient and effective, has remained over time. A perfect analogy to show how men move through a networking cycle is the cycle of purchasing goods or services. Initially there is a problem that needs to be solved, which is ultimately resolved by the emotional influence of what we hope to achieve with our purchase.
She Comments . . .
Anyone who has ever watched a guy troll the aisles of Home Depot has seen this theory in action. Make some popcorn and pull up a chair, ladies!
He Responds . . .
The same emotional motivator—carving out a status position—drives purchasing and networking. We men are always jockeying for the alpha position within our tribe. One of the most powerful ways to do this is by building and massaging relationships. The forming and maintaining of relationships is the most powerful tool I can use to create a position of status for myself in both my business and personal life.
Behind every successful business professional there is a history of teamwork and a social structure that supported, funded, or afforded his or her climb to the top. Because I am constantly aware of how these structures control my success, I will always make use of the “tools” at my disposal to update and elevate my male status position.
There are several ways I can form relationships that will contribute to my success.
STRATEGIC CATEGORIES
• Efficient, streamlined strategy. I am always evaluating the most efficient way to operate within my primary, secondary, and tertiary relationships to elevate my status. I’d like to accomplish this as quickly and effortlessly as possible.
• Relationship development. If I take my current relationships to a higher level, they will be more productive to my success.
• X-factor relationships. These pleasant surprises are those relationships that by accident occur and become trusted, strong bonds that support my success.
Once these strategies are identified as tools to dominate the tribe with, we males get our action plan ready and head out for the hunt.
If I don’t keep adjusting my hunting methods to the most efficient methods at my disposal, I’ll be wandering around forever, just looking for my