Don’t feel guilty; it’s totally natural. It’s also counterproductive. While you shouldn’t apologise for being a product of your baser (and selfish) instincts, you need to be aware of them when networking for new business.
So, are you destined to be a self-centred, one-way, “What’s In It For Me” sponge? No! Here is some advice on how to manage it: Be Self-Aware, then Selfless, then Selfish:
Never walk into an event or enter into a business relationship without knowing what you want from it.
Does that sound cold and impersonal? It’s not. It’s smart because you need a plan. Although most people think this way, not all will.
Admit it, this is something you need to know before leaving the office. You really need to think about and fully understand what your specific target market actually is.
Does the person you’re speaking to represent your target market or at least have the ability to connect you with those people?
This is what our dear parents taught us growing up. Now that you’ve determined what it will take to grow your business, it’s time to motivate your potential referral source to think of you when they hear of someone with a need for your products and services.
The only way this will happen is if you absolutely lose yourself in your new friend. Have you ever had a conversation with someone who hung on every word you said while making spectacular eye contact? Then every time you met them later, they did it again?
Some of you were probably getting a little anxious, but now you can relax and be a little selfish.
Have you ever given a lot of business to someone and received nothing in return? Now, if it’s your parent or a close personal friend, you can forgive that transgression.
For all others, you’ve earned the right to have the favour returned. So, if you know what you want from that relationship and you’ve made a lot of deposits into it, examine the reasons why they’re not reciprocating.
Perhaps you haven’t taken the time to properly educate them. Do they understand what kind of referrals you’d like, of what quality, how many, and how you’d like to be introduced? You’ve earned the right, but not given them the knowledge required to help you.
You’ve not trained your referral partner and that my friend is all your fault. So, arrange a time to meet with them and arm them with the information they need to start sending business your way.
There is a rhythm and a science to the relationship process. Are you willing to make that investment? Are you willing to Be Self-Aware, Be Selfless, and then Be Selfish? Allow me to share a secret: the middle is definitely the hardest part! Why put forth the effort?
Called the “father of modern networking” by CNN, Dr Ivan Misner is a New York Times bestselling author. He is the founder and chief visionary officer of BNI, the world’s largest business networking organisation. Dr Misner is also the senior partner for the Referral Institute, an international referral training company.