Networking When You Don't Like to Network

On one of my recent shows, I had the pleasure of interviewing Mark McKenzie , who, along with his brothers, owns Docqmax Digital Printing . One of our topics of discussion was networking. To everyone who knows him, and even those who know him only by reputation, Mark is known as an outstanding networker.

You might expect someone with this reputation to be extroverted and delighted to be in a crowded room of business owners. That’s not the case with Mark.?

During our conversation, he called networking “a job,” one that he doesn’t like, and that if he had his druthers, he’d sit at home and read at book.

So how do you become known for being a superb networker when you don’t like to network??

You make it about other people.

Networking with a Wing Person

Mark’s secret to networking is to always have a wing person. When he goes to an event, he invites others in his network to attend the event with him.

This act alone, he said, helps build relationships. It allows him to reach out to clients and prospects to invite them, and whether they agree to join him or not, that invitation alone is an opportunity to deepen the relationship.

When he’s secured his wing person, he learns in advance the connections they want to make and who might be a good referral for them. Naturally, the wing person wants to return the favor, so they ask the same of Mark.

He might even have several people he’s invited, all of whom are at the event together. As each person in this small group that Mark organized works for one another while at the event, the effect grows.

After the event, Mark follows up with those he invited to ask how the event worked for them, who they met, and what value they gained from being there. What also gets discussed in the follow-up, organically and naturally, is who they might have met that Mark should meet as well.

Approaching networking events in this way, Mark says, helps keep him accountable. Because of his invitations, he’s motivated not just to go but to be early, be sharp, and be ready to help others.

As Mark said, all of us have to feed our businesses and our families. We have to earn revenue. But there’s more to it than just that:

"It’s not always about where the dollar ends up. It's about making relationships that matter, helping others develop relationships, and connecting others with opportunities. Whether it be opportunities for friendship, opportunities for charities, or opportunities for revenue, networking is a big part.

"And if you refer me to somebody, I am using your chips in that game. . . by you providing an introduction for me, you're actually helping the other individual, and you're helping me. So you're connecting two quality people with quality opportunities.

"At the end of the day, as their relationship develops and grows, both of those people will remember you. That's the important part of networking: the giving. Having an open heart, be a giver, and that full circle will come around to you. It might be the dollars, the knowledge, or the friendship. In any case, it comes back, and it’s a blessing."

Building a Business with The Generosity Mindset?

Mark had much more to say in the interview about networking, giving back, and building a business by serving others. I encourage you to check it out. (To listen to the full interview, “Business Success, Networking, and Giving Back,” you can follow this link, or alternatively, search for the episode on your favorite podcast app.)

Mark is a walking example of how you can build your business by making it all about other people. In my book, I call it The Generosity Mindset. Call it whatever you will: serving others, helping them get what they want, helps you get what you want.

And if you're an introvert and the thought of a crowded room of people you don't know makes your skin crawl, you might turn something you dread into a source of joy.

Mark McKenzie certainly has.

An Invitation to Metro Atlanta-area Friends

On Thursday, February 1st, 2024, I'll be the speaker at the Greater North Fulton Chamber of Commerce Small Business Success Series. The title of the seminar is "Raise Your Confidence, Your Value, and Your Prices Using The Generosity Mindset Method?."

During this session, we'll discuss:

• The mindsets that inhibit your ability to price effectively relative to the value you offer clients
• How adopting The Generosity Mindset overcomes and replaces those self-limiting beliefs
• Why the value your clients see in your services is always greater than what you see
• How that realization redirects and bolsters your confidence in the value you offer
• Pricing with The Generosity Mindset
• The basic elements of better client proposals
• and more . . .

This seminar is based on my recently released book, ?????? ???????????????????? ??????????????: ?? ?????????????? ???? ???????????????? ?????????????? ???? ?????????????? ???????? ????????????????????, ??????????, ?????? ????????????. If you attend and find value in what you hear, I'll have copies of the book available for purchase. If you already have the book and want it signed, please bring it!

This session will be held at the GNFCC offices at 10000 Avalon Blvd., Suite 100, Alpharetta, GA 30009

A big shout-out and thanks to CB Smith & Associates, PC and to Eclipse Networks, Inc. for their sponsorship of this event.

GNFCC member registration is $25, and non-member registration is $40. Lunch will be provided by Chick-fil-A Avalon.

For more information and to register, go to https://lnkd.in/gZbpUQrK.

#networking #relationships #entrepreneurship #thegenerositymindset #pricevaluejourney

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John Ray advises solopreneurs and small professional services firms on their two most frustrating problems: pricing and business development. John is passionate about how changes in mindset, positioning, and pricing change the trajectory of a business and the lifestyle choices of a business owner. His clients are professionals who are selling their expertise, such as consultants, coaches, attorneys, CPAs, accountants and bookkeepers, marketing professionals, and other professional services practitioners.

John is the author of The Generosity Mindset: A Journey to Business Success by Raising Your Confidence, Value, and Prices. The book covers topics like value and adopting a mindset of value, pricing your services more effectively, proposals, and essential elements of growing your business. To learn more about the book and how to buy it, follow this link.