Networking vs. Cold-Calling Part 2

My friends at ReferralKey.com commented on The Major Difference Between Cold-Calling and Networking:

I don't think you could get better results from cold calling; at least if you're networking properly.
Good point! It does raise the question of what it takes to be "networking properly." To me, you'll get better results from networking after you've spent a couple of years consistently attending events where you see your target market. You'll need to encourage and reward referrals, and you'll need to have given more than you expected to get.

At point, I think you'll find that networking "suddenly" becomes one of your most valuable business tools.

Getting Back What You Give Part 2

A couple of my friends on Facebook had very nice comments to add to my post of two days ago (Getting Back What You Give). They suggested that perhaps I didn't feel like I was diminished by giving because I give things that come easy to me, but that aren't so simple for the other person.

I'm sure they're right. I think about things that people do for me that make life much simpler for me because it would have been difficult or time-consuming for me to try it. I've felt such gratitude for their help and yet to them, it was knowledge or abilities that they were very comfortable with.

So think about the next time you give to someone and they seem more grateful than you expected. You probably just helped them with something that would have been tough for them to do, but was easy for you.

A Major Difference Between Cold Calling & Networking

Thank you to my new friends from the Fresno County Employer Advisory Council for giving me great feedback after my presentation this morning.

We came up with another terrific reason why networking is much preferable to cold-calling. What if, for example, 4 hours of cold-calling and 4 hours of networking provided the same results as far as prospective customers? Or let's even say that you get marginally better results from the cold-calling.

Which activity makes you feel better when you're done? Making call after call where you are rejected time after time? Searching though a list until you get someone willing to at least listen? Or would you rather spend time networking, making new contacts, discovering unexpected commonalities with people, and having positive interactions?

Which one would make you feel uplifted, energized, and positive? Wouldn't you rather do more of that?

Getting Back What You Give

Some days I feel like I get so much back from all my amazing friends and contacts, that surely there's no way I could have given them that much.

Maybe there's a couple different things happening here. Perhaps the things that I give to my friends and contacts are things I have in so much abundance, that I don't really feel like I'm diminished at all. Is that the sign that you are truly giving?

Either that, or I'm going to owe people big time in the future!

New Study on Selling Via Social Media Says "Have a Clear Purpose"

Well, the study doesn't really say this.



The research by ES Research Group is summarized on the Referral Key Small Business Blog. Simply put, the results imply that social networking sites don't help close sales.

Will this be a controversial study or will it be discredited and then completely ignored after a couple days?
  • Some people in social media are going to disagree because they are using it very successfully, although not necessarily as a sales tool.
  • Some people are going to be disappointed that social media isn't the answer to all their sales and marketing problems.
  • And some people will ignore it because they are having waaayyy too much fun with the new media to care what anyone else thinks.
Paul Greenberg of ZD Net has a number of problems with the study, not the least of which is that social media really isn't a sales tool. He says that the survey is asking the wrong questions. It's worth a trip to his post to be reminded of the reasons you're using social media. Take the time to view his slideshow at the end.

I admit, the study really doesn't say "have a clear purpose." I say it. This survey and the reaction from other technology bloggers such as Jessica Tsai remind me to emphasize to you that social networking is still very much like in-person networking:
It's not about selling, it's about developing relationships. And if you're not clear about your purpose for networking, it's going to be a big waste of time.