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Why network?

HI,

 

 

 

I attended a networking event earlier this week.  While I actually haven’t attended many lately, it is something that I have done on a regular basis in the past and will continue to do.  Let’s be perfectly clear, the reason to network is the same with anyone who attends these functions.  It is ultimately to get more business.  These are after all business networking events.  No one is under any illusion otherwise. 

 

 

 

But, many people show up solely with the intention of getting business, and don’t care about relationships, new ideas or even new friendships.  That is where they go wrong.  You see, the simple fact is that most people won’t recommend you or use your services if they don’t have a relationship with you.  Just telling them about what you do doesn’t cut it.  If I don’t know you, or have a recommendation for your services, the chances aren’t good that you will get my business over someone who has made an effort to find out more about who I am, what I do and prove their worth to me.  I get it.  It’s human nature.

 

 

 

That is why I don’t bounce from person to person like so many “networkers” do.  Sometimes there is someone who really impresses me and I want to know more.  Sometimes I learn something new.  Building a relationship is the way to improving business.  I have found that I have received more referrals through happenstance and doing the right thing, or even being in the right place at the right time.

 

 

 

A specific example popped into my head this morning that spurred me to write this.  I haven't thought about this in years.  I don’t remember what brought it up, but it’s there.  Almost 30 years ago, I owned a landscaping company in Philadelphia with my brother (he still owns it – Eden Landscaping, Feasterville, PA).  One day, after we had completed our work and were on the way home, we took a short cut through a train station parking lot, (very common at that station to avoid a tricky intersection and 2 RR xings).  The station was empty, except for an elderly woman, who seemed a little upset.  We pulled over to see if she was OK.  I don’t remember whether she arrived early or the exact situation, but keep in mind this is before cell phones were in everybody’s pocket.  She was to visit her daughter and her family, and didn’t have a phone number to call, but did have an address.  It was a few miles in the opposite direction, but we took her to her daughter’s house.  It was just the right thing to do.  We didn’t have to stop or even help, but we did.  We didn’t do it for business, but to make sure she was safe.  It ends up that the daughter needed some landscaping done for their nice suburban home.  She ended up contacting us shortly thereafter to take a look.  We earning the business on our own merits, but doing the right thing in the first place put us in a position to earn the business.  The same goes for networking.  Don’t look at it solely for business but as an opportunity learn and help.  The rest will come.

 

 

 

Here’s one more example.  I run a small non profit charity that was started by my son when he was only 9 years old.  I think it is clear that, at 9 years old, he wasn’t doing it for the attention.  He just wanted to help others.  Over the years, his work has resulted in numerous people nominating him for awards and media attention.  It would be a lie if I said he didn’t enjoy that attention, but he always comments that the bigger benefit is that more people would find out about the charity and therefore he could do more good. (Jordan’s Jungle, Inc provides stuffed animals to hospitalized children in the Phoenix metro area- www.jordansjungle.org) 

 

 

 

So, if you are networking, do it for the right reasons.  Be yourself.  Let people know what you do, but also let them know why you do it.  More importantly, listen to what they do, ask questions and get to know them as well.   The rest will come.

 

 

 

Make it a great day!

 

 

 

Adam Tarr PC

 

Citywide Real Estate

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