Along my personal development journey I learned the value of defining terms. I use my personal story to illustrate the value of defining terms both personally and professionally.
I spent most of my life talking about how "hard" things were. And they were hard! I was a single mother at 22, survived a near fatal auto accident that left me with a handicap at 23, not to mention the other life stuff that goes on every day when you are working hard to make a living and raise a family.
An amazing thing happened when I redefined the word hard. It's curious...when I asked myself if my life was truly hard I had to admit, others had it much rougher than I did. What I discovered in truth is that I had some "challenges". There were some activities that were "difficult" for me. I did have to exert a littte more effort to get things done...but I could do them.
In that discovery I had an "Aha" moment...I could work with challenges and difficulty but hard things were just plain hard...and my speaking it made things even harder. So, I changed my vocabulary. When I would have habitually described a situation as "hard", I began replacing the word with a true statement. My attitude changed and, I swear, life got easier.
When it comes to doing business, I believe defining terms has been instrumental in building a profitable growing consulting practice, serving my clients, and creating business development curriculums.
For example, early on in my career I redefined selling.
Old definition: Selling is convincing someone to buy something they didn't need.
New definition: Selling is serving customers by discovering and matching a true need with a valuable solution.
When I quit trying to "sell" my customers and instead focused on serving, exchanging valuable information and connecting them to resources my sales increased immediately. Of course, I had to complete the sales process by creating an opportunity to purchase but that wasn't the end game...just part of serving.
Same thing with networking.
Old , old definition: Networking is schmoozing and positioning.
Old, new definition: Networking is relationship building, connecting people to people, and perfect elevator pitches.
New definition: Networking is a strategic marketing activity intended to increase exposure, build credibility, and create opportunities in addition to generating leads.
What I began to view my networking in light of the bigger picture, my sales increased exponentially. As a matter of fact I doubled my sales in one year using this new definition. Achieving this led me to clearly see and define another type of valuable networking activity; networking to build professional relationships or strategic partnerships.
Check this for yourself. How do you define these terms? Is it working for you?
Watch for an upcoming post on our definition of packaging, pricing, and target marketing.
Happy Networking!
Showing posts with label Working Hard. Show all posts
Showing posts with label Working Hard. Show all posts
Thursday, May 29, 2008
Tuesday, June 19, 2007
The Evolution of Networking, Part II
Are You a Super Connector?
100% of my clients want networking to be easier. Me too. It seems to come so naturally for some and still others seem to navigate at a higher level. If you've attended more than a few networking events, you've probably crossed paths with them. These are the Super Connectors!
A natural connector sees connections where others may not. They love putting people together, sharing ideas to help others build their business, gain knowledge or connecting them to resources. They share freely with out expecting to get anything back because their joy comes from the connecting process.
If you are a natural connector you are motivated to continuously improve the process. More connections equal more joy and fulfillment. If this sounds like you, you’re on your way to Enlightened Networking. You are a natural born Super Connector.
My personal journey to becoming a Super Connector has included both natural ability and conscious evolution. In every position I’ve ever held, I gravitated toward matching people with people and resources. When I ventured into sales and discovered networking as a business development vehicle, I began as a “Neanderthal” or more gently, a networking newbie. It was all about me and what I was getting. I didn’t see the correlation of tapping into my strength as a Connector and the exponential power of purposefully building a network of mutually beneficial relationships until I joined a leads group in the mid 90’s. While that worked well, I found myself continuing to invest a lot of energy in others to generate the leads I needed to meet my goals.
I had an AHA! moment the year I doubled my sales (kind of like discovering fire) and my paradigm shifted. When I looked back after that experience, I knew I would never work as hard as I did to tap into the abundance of opportunities that could be gained through being a Super Connector.
The Super Connector phenomenon comes about in two ways; either by intentional evolution or by a natural state of being. You probably know people like those we just described. Those who come by their connecting ability so naturally it appears effortless. This may not be you. No matter where you are in the evolutionary process of building a network of relationships that are mutually beneficial, you can move into the benefits of enlightened networking. You moved yourself this far through the process with a hit or miss approach. Now, moving through the evolutionary process to becoming a Super Connector may simply involve doing more of what you are already doing with purpose and focus.
Here is what I have learned about networking over the years:
1. Networking is NOT selling.
2. Not everyone is my customer.
3. Not everyone who could refer business to me will.
4. Not everyone I could refer business to will earn that business.
5. Networking is a strategic marketing tactic that increases visibility, credibility and opportunity.
6. Effective networking is about building mutually beneficial relationships.
7. Networking done on purpose can be the most powerful tool to set you apart from the competition in any marketplace.
8. Networking done with a plan taps into people, resources, and opportunities your competition may never discover and yields amazing results.
9. Relationships built through networking can last a lifetime.
10. You take your network with you no matter where you go.
When I launched Connectworks I began to test all I knew about networking at a higher level. I would not be where I am if I’d followed the traditional, safe sales and marketing route. Connectworks is moving into a national presence in the marketplace. We evolved from a coaching and training company into an executive consulting and strategic business development firm. We apply the principles we teach to every aspect of our own business planning and development. We coach clients to apply the principles we teach in the same way. Connectworks is now licensing other consultants and companies to offer the Networking for Busy People model to their clients and employees. We are well known in our local market and are now expanding our reach in the western region. We are on our way to fulfilling our vision of having the Busy People principles in practice in every state in the US. It is a big dream and the only way I could make it happen was to build a SUPER network of those who could derive mutual benefit from our shared growth.
My question for you is, “What dreams do you have for your business? If your business could be all you want it to be, what would it look like?” Now, start to think about how you can build and tap into your network to make that happen.
100% of my clients want networking to be easier. Me too. It seems to come so naturally for some and still others seem to navigate at a higher level. If you've attended more than a few networking events, you've probably crossed paths with them. These are the Super Connectors!
A natural connector sees connections where others may not. They love putting people together, sharing ideas to help others build their business, gain knowledge or connecting them to resources. They share freely with out expecting to get anything back because their joy comes from the connecting process.
If you are a natural connector you are motivated to continuously improve the process. More connections equal more joy and fulfillment. If this sounds like you, you’re on your way to Enlightened Networking. You are a natural born Super Connector.
My personal journey to becoming a Super Connector has included both natural ability and conscious evolution. In every position I’ve ever held, I gravitated toward matching people with people and resources. When I ventured into sales and discovered networking as a business development vehicle, I began as a “Neanderthal” or more gently, a networking newbie. It was all about me and what I was getting. I didn’t see the correlation of tapping into my strength as a Connector and the exponential power of purposefully building a network of mutually beneficial relationships until I joined a leads group in the mid 90’s. While that worked well, I found myself continuing to invest a lot of energy in others to generate the leads I needed to meet my goals.
I had an AHA! moment the year I doubled my sales (kind of like discovering fire) and my paradigm shifted. When I looked back after that experience, I knew I would never work as hard as I did to tap into the abundance of opportunities that could be gained through being a Super Connector.
The Super Connector phenomenon comes about in two ways; either by intentional evolution or by a natural state of being. You probably know people like those we just described. Those who come by their connecting ability so naturally it appears effortless. This may not be you. No matter where you are in the evolutionary process of building a network of relationships that are mutually beneficial, you can move into the benefits of enlightened networking. You moved yourself this far through the process with a hit or miss approach. Now, moving through the evolutionary process to becoming a Super Connector may simply involve doing more of what you are already doing with purpose and focus.
Here is what I have learned about networking over the years:
1. Networking is NOT selling.
2. Not everyone is my customer.
3. Not everyone who could refer business to me will.
4. Not everyone I could refer business to will earn that business.
5. Networking is a strategic marketing tactic that increases visibility, credibility and opportunity.
6. Effective networking is about building mutually beneficial relationships.
7. Networking done on purpose can be the most powerful tool to set you apart from the competition in any marketplace.
8. Networking done with a plan taps into people, resources, and opportunities your competition may never discover and yields amazing results.
9. Relationships built through networking can last a lifetime.
10. You take your network with you no matter where you go.
When I launched Connectworks I began to test all I knew about networking at a higher level. I would not be where I am if I’d followed the traditional, safe sales and marketing route. Connectworks is moving into a national presence in the marketplace. We evolved from a coaching and training company into an executive consulting and strategic business development firm. We apply the principles we teach to every aspect of our own business planning and development. We coach clients to apply the principles we teach in the same way. Connectworks is now licensing other consultants and companies to offer the Networking for Busy People model to their clients and employees. We are well known in our local market and are now expanding our reach in the western region. We are on our way to fulfilling our vision of having the Busy People principles in practice in every state in the US. It is a big dream and the only way I could make it happen was to build a SUPER network of those who could derive mutual benefit from our shared growth.
My question for you is, “What dreams do you have for your business? If your business could be all you want it to be, what would it look like?” Now, start to think about how you can build and tap into your network to make that happen.
Ready to evolve? Let’s talk about the fundamental principles of the Super Connector. We’ve packaged them in the Power Principles for Busy People™:
- Principle 1: Get Clear – Know your business. Busy People who get results know who they are and what they really do for their customers, employees, and community. They also know what they need whether it’s more customers, more partners, more visibility, more resources, or more feedback. And they know how to ask for it.
- Principle 2: Get Focused – Know your target market. Busy People who get results have a clear picture of their bull’s eye target audience. Not only do they know where they live, work, and play they know what motivates them to make buying decisions.
- Principle 3: Get Partners – Know who shares your target market. Busy People who get results know two things. One, they know who complements the services they provide. Two, they tap into their prospects rolodex to access a less obvious network of service providers and more. They connect with those other services providers through added value, opportunities, and resources.
- Principle 4: Get Connected – Super Connectors know where their target market shows up and they put themselves in those places. Busy People who get results are connected. They are visible and credible in the arenas where their prospects and partners inhabit.
In order to evolve to the next level, you have to know where you’re starting point. Where are you in the evolutionary cycle?
The Neanderthal Networker or “Survival of the Fittest”Are you focused on your basic needs? That means SALES. If sales is your only focus you are missing a world of opportunities. Begin to take advantage of the opportunities around you by tapping into resources, partners, and events.
The Medieval Networker or “Man Discovers Tools”Are you using referral sources and organizations yet frustrated because you are giving more than you get in return? Apply the Power Principles above to gain clarity and focus. These tools equip you to craft the right message for the right markets, add the best partners and direct you where to connect for the highest, long-term returns!
The Enlightened Networker or “The Super Connector”Are you already well known within your business community and beyond? Have you positioned yourself as a value-added resource? Fantastic!
Regardless of where you are in the evolutionary cycle, ask yourself these questions to further define your problem areas and what you need to do to move forward:
- Am I working too hard to get the sales I need?
- Am I working with people who understand the value of reciprocity?
- Am I asking for what I want and need? Opportunities, resources, and feedback?
- Am I getting what I need from the key players in my network? If not, is it them or is it me?
- What needs to change to improve results? Change in players, shift in my own communication, a more focused approach? Fine tune my systems?
Becoming a Super Connector doesn’t happen overnight. Creating the business of your dreams takes planning and focus. Be thoughtful, intelligent and strategic. It’s just smart! When you use your time wisely in the workplace, you have more for yourself and those important to you!
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