Value in your networks.....
Let's look at strengthening our weak ties so that those second connections can become strong ties in our networks. Second connections offer a new frontier of opportunities that can change your business forever. Imagine a never ending line of business referrals from your networks without you having to lift a finger.
Remember the example from Adam Grant in his book "Give and Take" that when professionals were looking for a new job 17% heard about it from a strong tie, while surprisingly (to some) 28% heard about it from a weak tie.
Understanding the different value of the "strong" tie and the "weak" tie is demonstrated daily on social media. Having a large network of "weak" ties (or followers on social media) can become more valuable than having a small group of "strong" ties. However is you have a strong tie with an influencer one word from them can change your business dramatically. Imagine an influencer like Oprah Winfrey for example recommending your service or product.
When I researched the 10 top influences and their reach Forbes Magazine states "Some are professional interior designers with a knack for Pin interest. Others are DIY crafter with home-spun blogs that inspire millions......The 10 top influences have on Instagram 3,275,067, Twitter 889,018, Facebook likes 1,397,480 and Youtube subscribers 1,024,143 with a total reach of 7,370,000
Maybe you just want to run your business not become an influencer on social media so how do you get value from your networks (both strong & weak ties) and get a never ending stream of business referrals?
If you ask Alvin Cooney of Asentiv it is as simple as starting a new business habit. In fact Adam Grant talks about a similar thing in his book (Give & Take) Tim Smith (a foreign exchange broker - in my network) demonstrates it via a networking/event email system that he sends out to his network weekly recommending networking events. It may come in many different forms but it is the "The Law of Reciprocity" Ask yourself what you can offer others rather than what they can do for you. This is important to understand both online and offline.
As Tim Smith has demonstrated with his networking-event email's.....will Alvin Cooney's words, or Adam Grants book hold more credibility for you because a third party has recommended it to you?
I will start with Alvin's More Money Money's email I received this week. (Big thank you Alvin)
Hi Sandy.......A New Business Habit!
Do you ever feel that generating referrals for everyone in your network is overwhelming? We agree! However, what if people came directly to you and asked you who they could be referred to?
Becoming valuable in your network is actually very simple. We have a phrase, which if you choose to begin using it with every new client as well as informing your current clients, you will create a new habit in your business that will generate referrals for your network. Plus, there is an added bonus for you. It will also keep your clients closer to you increasing your client retention!
The phrase is: “As an added service to all my clients, I am highly networked in the local community OR I belong to a referral organisation. I would like to be more than just your (fill in your profession here) computer person. If you and your family need any other services, I am positive I have a wonderful local business professional that I can refer you to. Just call the office and I will help you!”
It’s as simple as that to get your clients trained to call YOU when they need other services in their life. Start using this phrase today and watch as giving referrals to your network just got easy!
Your contacts in your network need to know and understand what you do.....Yes we are all in business to make money otherwise we are a charity. However avoid SELLING to them rather be curious around their needs and help them first. I have always been very successful in sales and the reason being is that I never sold anything to anyone that they did not need. Offer a solution to those with a problem.....and never assume your solution will solve a problem without being curious first!
Rather than spending money looking for new clients tap into your networks and discover a new frontier of business opportunities. Have you looked lately?.....as they have always been there!
A REMINDER HERE TO TAKE ACTION:
“Do. Or do not. There is no try.” Yoda - The Empire Strikes Back
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National Membership Manager
7 年Great words of wisdom yet again Sandy Colombo. I meet many people networking. Some think of it as a way to grow their business only which is sad for them. In 2017 I joined the British Chamber of Commerce and met a travel specialist who, upon realising early in our 'coffee chat' realised I didn't have a need for 50+ staff travel needs, was looking at the door and couldn't get out of the cafe quick enough. What he didn't take the time to understand was the network of strong and weak ties that I could have introduced him to that would lead to such business, but only if he demonstrated a desire to help others as much, if not more, than himself. I get absolute satisfaction in introducing people who can work together for the greater good of Australian and international businesses and trust that down the track when the time is right they will remember who looked after them if they met someone I might be able to help/work with.