Ivan Misner, Guest Author
Do not confuse direct selling with networking. Of course, there is always someone out there who says, “But, Ivan, I’ve made sales before by attending a networking event.” I’m not saying it doesn’t ever happen, but it occurs about as often as a solar eclipse. You’re crazy if you think the odds are in your favor to “sell” at a networking event.
Sometimes you go to increase your visibility and to connect with people you have never met. Sometimes you go to establish further credibility with people you know. And sometimes you may go to meet a long-time referral partner and do some business.
In any case, the true master networkers know that networking events are about moving through the relationship process and not just about closing deals.
Visibility leads to credibility which, with time and effort, leads to profitability.
“Networking is never about selling your stuff at networking events. Savvy networkers know that to begin receiving quality referrals (a great side benefit) only comes after other networkers begin to like you and trust you. That only happens once people have a close business relationship with you. Networking in only and always about building long-lasting relationships. That takes time! There is seldom any instant gratification when networking unless you count meeting someone with which to begin building a new relationship. Networking will teach you patience!” ~ Larry James
Copyright © 2013 – Ivan Misner. Called the father of modern networking, Dr. Ivan Misner is the Founder of BNI and the senior partner for the Referral Institute. He has written nine books, including his New York Times best seller, Truth or Delusion? Busting Networking’s Biggest Myths.
Larry James presents networking seminars nationally and offers Networking coaching; one-on-one or for your Networking Group! Invite Larry James to speak to your group! His latest book is, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”
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