Business Networking and Sex - Ivan Misner [84]
As men, we believe that if there is opportunity for business and we are serious about providing for our family or tribe, we must check out all of the hunting options available to us. Besides, variety is the spice of life, right? Even though we explore many options, we will not stay with any network for very long that doesn’t show that it’s contributing to our success. Why? Mostly because we don’t have much of an attention span and need to keep our very simplistic minds occupied with the straightforward actions that will lead us to our goals.
Some of the networks I belong to I love, others, not so much. My fondness for the groups I belong to adds to the enjoyment of networking, and that’s all very nice, but ultimately, I do what I have to do to keep generating business for myself. It is as simple as the men hunting to provide for their families only in areas where they know they’ll bring home dinner. Why hunt where there’s no action?
I want to be successful and I don’t want to have to work hard. I’d rather work smart. I am not looking to build a relationship with the hunting grounds or geographical venues I use to hunt; rather, I just want to hunt and bring home bounty by using the area.
Male networking success is largely controlled by two tools: the variety of organizations we choose to belong to and the development of our own networking skills. That seems pretty simple, doesn’t it? How difficult is it, really? I just go to a variety of events, talk to people, find out who they are and what they do, and then determine whether or not there is a match. If there’s a match, I continue the relationship. If not, I don’t. It’s pretty black and white. This is what we men do. I’m sure you can see where I’m going with this: Yes. I’ll reiterate once again that we men are idiots!
You men might be thinking, “Wait a minute, Frank, don’t tell me this doesn’t work. I have been in business and networking for years and have closed a lot of deals without wasting a lot of time.”
I am sure you have, fellas. The question is, how many more could you have closed? If we are not continually educating and developing ourselves, we may become more experienced at networking, but it doesn’t mean we are becoming more effective. In order to become better at something we must focus on three areas: our actions, beliefs, and knowledge.
Our Actions
These are the physical activities we do on a daily basis, e.g., making calls, emails, going to networking events, balancing our checkbooks.
Our Beliefs
This is the internal dialogue that we have with ourselves that tells us who we are. Do I feel confident? Am I being too pushy? What is the right thing to do or say? Is my product or service great or could it use improvement? Am I charging too much? I am sure you can remember many of the other questions that run through your head on a typical day and determine what you do next.
Our Knowledge
This is the intellectual understanding that we have of specific activities and topics. If you are trying to be an effective networker or salesperson, you should be asking yourself if you know about all of the current theories and methods of effective networking, such as The VCP Process®, The Strategic Revenue Cycle, Upfront Expectations Management, Strategic Alliance Teams, and Tier 1,2, and 3 Referrals, to name only several. If these terms don’t sound familiar to you, then it is likely that you need to increase your knowledge base.
An example of how those three facets come together to help achieve goals is demonstrated below in a “becoming a tennis player” scenario. It begins when I decide that I want to play tennis. I have never played before. I wonder: What is it that I have to do to become proficient at it? Then I set up the plan.
KNOWLEDGE
I need to study the game in all of its facets including the different types of strokes and shots, techniques for scoring points, and winning strategies.
ACTION
I need to take lessons and practice.