The Game of NetWorking:  Vultures vs. Victims, Part III

OK...I know what you’re thinking...

For the past three months you’ve been talking about this subject.  First month, “vultures”...second month, “victims”...just where are you going with this for your third month?  Aren’t you beating a dead horse?

Good questions...and I’m glad you asked them!  As it turns out, I would be remiss as “King of Business NetWorking” if I just spent the last two months suggesting personality traits you might NOT wish to emulate and not suggest personality traits which you might CHOOSE TO ASPIRE.

Then again, of course, you don’t have to believe anything I say...

...but if you would like to join the growing ranks of NetWorking ROYALTY, please read on.

So, you might be asking yourself, “why would I want to become NetWorking Royalty?”

I choose to answer that question with another question...what makes professional athletes considered most valuable players (MVPs), All-Stars or just “celebrities”?

The answer is that, even though professional athletes are already a part of a somewhat elite world of people who get paid to play their favorite sport, there are a fewer amount who rise to the head of the pack because of their accomplishments.  They have gone above and beyond the average expectations.

So how do effective NetWorkers exceed average expectations?  What’s the secret?

There is no secret and as usual...it’s right in front of our faces.  It’s easy in concept, yet often forgotten throughout the regular course of the day.  It’s common sense, but not always commonly practiced.  I call it, “Unleashing your inner-CEO”.  Let’s take a look at this a bit closer.

I can’t tell you how many times I meet those (especially in the small business world) who have gone into business for themselves, yet refuse to recognize what I consider to be key concepts:

1. Effective CEOs think “outside the box” – while I am loathe to use such a widely-used term, it works here
2. Effective CEOs are effective leaders – most experts today agree that effective leadership involves empowering others by getting on their agenda
3. Effective CEOs are effective sales people – not only are they sales people, they are the top sales producers for their company.  Every day, they must sell their products or services as well as their vision and values.  In larger companies there is the extra challenge of doing this through others
4. Effective CEOs measure their own success – otherwise, how will they know if they’re being effective or not?

So what does it look like when we put it all together?

Imagine a world where there are NetWorking events every day at all times, for your convenience.  Imagine walking into an event and seeing people you’ve never met before...complete strangers.  You smile as you take in a deep breath and slowly begin to unleash your inner CEO.

You are now on a mission to find opportunities, not just for yourself, but for your fellow members of NetWorking Royalty, other notable CEOs with whom you’ve developed mutual business referral relationships.  As a result, you feel responsible to represent them as well, which gives you an even better feeling because you realize that you’re the CEO of a larger conglomerate.  Before you were just the mere CEO of a world-renown insurance agency, but now you can offer services like accounting, chiropractic, lawn service and residential realty.  You can offer products like nutritional supplements, gift baskets, cards and promotional products...why?  Because you can and you know that makes you the MVP of your NetWork.  The more business you find others, the more they want to do the same for you.

You find someone who seems to be standing off by themselves.  You sense that they’re somewhat uncomfortable with the current surroundings.  You approach them with a friendly smile, right hand extended as you introduce yourself and ask for their name.  After a few short questions, you determine that they’re a Type I Victim (see Part II, June, 2006).  No problem...they’re new in business and would like to be introduced to your friend, who can help them set up a merchant account.  Additionally...as if by amazing coincidence, they’re telling you that they want to do business with medical offices as you suddenly spot an old friend who sells durable medical equipment...these two should have a lot in common.  It couldn’t be easier...you introduce them and as you turn to “walk into the sunset” and find other opportunities you overhear that they actually live in the same neighborhood!  It’s good to know that even if you make no other contacts today or ran into every vulture, victim or even NetWorking royalty, you have already made a difference.

Shortly after, another friend introduces you to an acquaintance that is not satisfied with their current provider.  You are happy to assist, but are careful not to come across like a Type I Vulture (see Part I, May, 2006), and ask some preliminary questions.  After getting all “green lights”, you set an appointment with your new prospect to ask more in-depth questions and truly qualify them outside of the crowded room.  Again, you walk away knowing that the goal you set to get at least one appointment has been accomplished...anything else is just “icing on the cake”.  It’s truly been a fantastic event and an excellent day!

OK...after reading the above...to which of these do you most relate?

1. This sounds too good to be true.  What’s next...sitting around the campfire in a drum circle and singing “Kumbaya”?  Do people really do this?, or
2. This imagined fantasy world is neither “imagined” nor a “fantasy” (talk amongst yourselves...), but a reality.  I do my best to live this everyday and I wish more people would do the same.

With your answer in mind, consider these questions...

• To which of the above do vultures most relate?
• Victims?
• NetWorking Royalty?
• Are you happy with your answers?
• If not, what would it take for you to be happy with them?

Happy NetWorking and see you next month!

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