Conflicting Questions

Having recently been in contact with Referral Institute founder Ivan Misner, and following one of my recent Referral Institute classes A Roomful Of Gems – and how to network with them (image from the event below being hosted by our very own Jill Green) I was reminded of one of the conflicting questions that a business owner or salesperson faces every day: How can I tend to my existing clients while at the same time be out networking for new business? and, Should I place higher value on my current clients or on new clients? The word networking has become so overused that some business professionals can no longer define it.

GEMS Jill Green

We’ve found that businesspeople tend to fall into one of two groups when it comes to their views of networking. For many, the current mind-set is that networking is a passive business strategy, not a proactive marketing tool. This attitude results in a scattered, often ineffective networking approach that consequently wastes the business owner’s time and money. Not surprisingly, when people feel they’ve been wasting their time and money on something, they’re understandably not going to continue that activity.

On the other hand, some proprietors do consider networking a proactive marketing tool for their business. How can you tell? They make it a significant part of their marketing and business plans. They have networking goals. They may even have a budget line item for networking. Most importantly, they practice it and live it every day.

For some real insights into the true essence and meaning of networking, you won’t do better than to check out Ivan Misner’s latest book – The 29% Solution.

29 pc solution

(post by Alan Bell )


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