When I first began to write, it was on this site. Later, as my business began to morph, this site was repurposed to supporting our leads group and my writing focus was redirected to Adaptive Business Services. Well, I’m mixing it up again!
Since this is the home for our professional networking group, and as we strongly believe in all forms of networking … I wanted to start a new educational series toward maximizing those goals. At the same time, these articles will become a foundation for training sessions for our current and future members.
I’ve written down 12 steps that I feel are important and that will become the topic of individual articles. To be honest, I picked the number 12 randomly and primarily because it is a popular number for these types of programs. That and I’m addicted to networking. We might actually end up with 10 steps or maybe even 20.
Today, I wanted to answer the “why” behind the goal of becoming a Master Networker. I started my B2B selling career in 1977 and our program was pretty simple … make 30 face-to-face cold calls every day. I did that, knocking on the doors of Los Angeles businesses while selling commercial grade calculating equipment.
Well, I’m here to tell you … making cold calls in the heat of summer in a three-piece wool suit and a tie, day in and day out … ain’t much fun. It worked but, not that well. Still, back then … whatcha’ gonna’ do? At least today we have options.
The obvious biggest difference is that today we have the internet and smart tools. Mind you, social networking should be a part of your overall networking efforts but, it should never be 100% of said efforts. You still need to get nose-to-nose and toes-to-toes.
My first experience with professional networking actually happened in the early 90’s when I investigated a national networking group’s local opportunity. I left that informational meeting with much interest but, my interest was focused on creating a group on my own that would not be tied to any national organization.
As luck would have it, I met two local gals at that meeting, we struck up a friendship, and the three of us then went about and created a group. I’ve been a consistent networker since that day. This group, NetWorks! Boise, opened in 2007.
Networking groups have fed me consistently throughout the years and they have yielded several million dollars in sales as a direct result of referrals and that is the magic word. Pays for a lot of dues. Would you rather make cold calls or follow-up on a referral? Even a warm call beats a cold call any day.
Let’s finish up this article with a story. Actually, more of an epiphany. 2006 was an interesting year for me. I had left my last management job in 2005 and had taken some time off to get some personal issues under control.
In 2006 I was ready to go back to work but, I had no interest in management. I wanted to sell and I wanted to do so as an independent contractor on a commission only basis. No expenses, no benefits, no draw. I did so with a local electric sign company. This was my background albeit in ownership and management positions.
I canvassed the city in search of opportunities. I had no strict territory but, I also had no accounts and I was not taking any company leads. In a few weeks I turned around and I had over 500 possibilities. I would next have to contact each one and qualify the opportunity. Instead … I shredded the list. True story. I really hate cold calling.
I joined a leads group (it sucked but, I made it work) and then began a formalized program of developing power partners. We’ll talk about these later. The long and the short is that I never made a cold call for the next five years and I was as busy as a one-legged man in an ass kicking contest. My close ratio exceeded 80%. Substantially.
Over the past several years, my appreciation and understanding of networking has certainly evolved and matured. Please stay tuned as I will be sharing one step each month and each will have actionable steps for you to take. Of course, whether or not you choose to do any of this is entirely up to you. #momoney
