Connections that Work for You

By:  Dann Lies (pronounced Lees)

Anyone in business should be familiar with the term "networking."  Those in sales should also be familiar with what it means to "prospect" for new clients.  The following is a typical example of how one person uses these prospecting and networking opportunities to create more business for his company.  After a brief review of the usual protocol, a challenge will be presented for you to "think and operate outside the box" to create business connections that will work for you!

Joe, a member of the business community, is running late for his monthly Chamber of Commerce meeting.  One reason he attends an event such as this is to network, prospect, or do both. Like most who attend these meetings, he has made sure he has plenty of business cards.  When meeting a new prospect, he cannot wait to share everything there is to know about his business and how they would benefit from using his company's services. He finishes the conversation by saying, "If there is anything you need, just give me a call."  Then, he promptly turns around to look for his next prospect.  My question is this, "How effective has Joe truly been in creating more business for his company?"

In a recent magazine article entitled, "Master the Sales Mindset," the author reinforces this mentality by saying, "It's important that we begin establishing new conversations with people who may not be interested at first. It's our responsibility to introduce them to who we are, what we do and explain to them what's in it for them if they listen to us and ultimately how they will benefit." This method is great in theory and may have worked at one time, but is it really working in today's marketplace?  How many people do you know that will stand there and listen to what someone has to say if they have not earned the right to be heard?

With the right mindset, motives and manner of conduct, connections made with others will benefit your business.  Zig Ziglar, a renowned expert on sales, leadership, and human potential, has said this: "You can have everything in life you want if you will just help enough other people get what they want." Albert Einstein once said, "It is high time the ideal of success should be replaced with ideal of service... Only a life lived for others is a life worthwhile."  Even Jesus told His disciples, "I have not come to be served, but too serve." Knowing how to create connections that will work for you is based upon putting the interests of others first.   

So, my challenge to you is this:  The next time you attend a Chamber of Commerce, Rotary Club, or any other professional meeting, don't hand out a single business card!  Instead, seek out people you don't know and ask sincere questions about their business.  Take their business cards and begin to help them connect with other reputable businesses and clients that you know. As you position yourself to assist others, these connections will begin to work for you.   When you begin to help connect people to other business opportunities, they will help connect people to yours.  So go ahead and try it, what do you have to lose?