April 2010 ~ Building Your Network Through Gravitational Pull
View Youtube By Andrea Costantine
Have you ever felt that building your network is a struggle and takes a lot of energy and hard work? Well, it’s quite possible that you’ve been using shear force, pushing, and paddling upstream. This is the exact opposite of building your network through gravitational pull which is all about serving and taking a genuine interest in others, rather than “convincing” them about your greatness.
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Bob Burg, author of Endless Referrals, The Go-Giver and Go-Givers Sell More explains the difference between pushing vs pulling like this: “pushing is telling people what you want; pulling is finding out what they want. “ Pushing on people doesn’t move them closer to you. As Burg writes, “…ask them about themselves, find out what their interests are, put their interests ahead of your own, and you can “pull” people from vast distances. The influence created by pushing does not carry far. The influence created through pulling is limitless.”
Push strategies are me-centered, when you are talking, selling and thinking of your own interests and agenda. Pull strategies take the focus off of you and your sales and include genuinely taking an interest in others, connecting people to leads and resources, building relationships and giving in ways thatmeet the needs of others.
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Burg also writes “The secret to developing a vast and thriving sales business is the impact you have on the people you havenot yet met.” Think of the times when someone knows of you before you’ve even met them. This is your influence preceding you. So consider how you can impact, influence and grow your network using “pull” strategies. Be the person who genuinely helps and gives to others and you will find that people naturally gravitate towards you and the opportunities you have to draw great people into your network multiply significantly.
Now let’s consider how to incorporate pull strategies into your networking. To some, networking is a disguised version of “tit for tat” as Burg writes. In a dog-eat-dog world, it’s all too easy to consider “what have you done for me lately?” Doing good deeds and being a Go-Giver isn’t about keeping score. Recognize that when you give and do for others, the returns may not come back directly from the people you serve. You will receive gifts back in a variety of ways… an old client hiring you back for an upcoming project, new business coming from the referral of a raving fan, a lead coming from a “competitor” with whom you’ve developed a respectful relationship.
Have a positive influence on others and make networking about giving and serving others. Being a Go-Giver is about doing things for others, taking a genuine interest in them, and ultimately serving the best interest of those around you. Whether you see a direct return from a particular person or not, it simply doesn’t matter, because the truth is that Go-Givers do indeed sell more.
To learn more about Bob Burg and his upcoming appearance in Denver on May 7, 2010, visit www.bit.ly/9H9JsF.
Related 5-Minute Forums of Education:
March 2010 ~ The #1 Way To Grow Business = Sensational Service
March 2009 ~ Networking & the Art of Connecting
February 2009 ~ 5 Keys To Authentic Marketing
(c) 2010 Andrea Costantine. All Rights Reserved.
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Andrea Costantine is BTM's Denver Event Host, on BTM's Power Panel of Advisors, but more importantly, she is the ConsciousPreneur Connection Specialist, helping conscious-minded business owners shift from selling to soulful service by integrating whole person and spiritual marketing strategies. Visit her website for your free ConsciousPreneur Kit today!www.andreacostantine.com.
