March 24, 2011
OPEN Forum Message
Affordably Build Your Brand
FedEx Global Brand Management Director Monica Skipper shares a cost-effective way to build a bigger brand for your small business.
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The other day I spoke at the Positive Thinkers Network luncheon about Attraction Networking. The premise of my talk was that there are three types of people that everyone wants to meet. They are: the Listener, the Connector and the Resource.
The Listener
This one reminds me of Dale Carnegie. In his book How To Win Friends And Influence People he tells stories about how being a good listener prompted people to see him as a great conversationalist.
One mistake that people make when networking is to think they are supposed to talk about their business. The opposite is actually true. You should get the other person talking about their business. People love to talk about themselves. When you let them, and you really listen to what they say, they will put you in a higher category than the person who is always selling.
Notice I said you have to be listening attentively. You can’t fake it. When you are present and paying close attention to others, you help them to feel valued. Moreover, you learn a lot about them. This is the beginning of what could be a beautiful relationship. If people do business with people they know, like and trust, this is a great way to become someone people like. The first step is now behind you.
One of the most valuable aspects of being a good listener is that it helps you identify those people who YOU should be building a relationship with. Getting to know them helps you select those you should be continuing the relationship building process with and those you shouldn’t. Talk about a time saver!
Want to read more from Diane Helbig? Check these out:
The Connector
Everyone loves the Connector. This is the person who, because she gets to know people, and because she actively listens, can connect people to resources, prospects and networking partners.
The Connector is someone who is always thinking about who they know and how they can help others. When the Connector is talking to someone she is thinking about who that person should meet. She then suggests making the introduction. She never assumes that it is okay—she ALWAYS asks for permission. The connecting becomes an unconscious act, a natural aspect of her behavior.
The Resource
This person is very similar to the Connector. The Resource is someone who has been networking for a while and has developed a toolbox of people he knows and trusts. This doesn’t happen overnight. The Resource has been networking for a while, listening intently, and identifying those people whom he trusts. Only then do they make it into his toolbox. Other people identify him as a resource so when they have a need, he is the person they call. He becomes invaluable to his clients and colleagues because they know he can help them solve a problem.
While Connectors are in action networking while at events, Resources are people who can be called upon at any time or place for assistance. Look at it this way—someone can move from a Connector to a Resource when people start contacting them for an introduction.
The Connector reaches out. The Resource is called upon. Make sense? Good.
Can you see why you want to be one (or more) of these people? How can you stand out from the noise? Become a Listener, a Connector, or a Resource. Then it becomes less about what you sell and more about how you help. Remember, people like people who are interested in them and who are helpful. Giving is where your business growth starts. Being one of these three people is a great way to give first and get later.
Once you become one of these people and others want to be around you, they will either become clients or talk about you with their contact base. You will be able to grow your business this way. And isn’t that what it’s all about?
Check your balance, review recent transactions and pay your bill on the go.
