Networking Matters

working relationships

Step 3: Involve (solicitation)

Solicitation is a moment on the journey. Provided you have rated and screened your contacts in the research phase and have cultivated your relationships in the cultivation phase, asking for the business (solicitation) will feel like a natural progression, but you must ask! You can't assume the business will come without you asking. We call this the TBQ (the brutal question) and it must occur ‘face-to-face’.

The solicitation meeting is part art, part science. As a general rule "listen the business" by bringing your full attention to the person you are speaking with. Focus on their needs not yours. When the time is right, ask for what you want and then stay quiet - remember - the next person to speak looses the business. Also be ready to deal with objections and don't be afraid to ask incisive questions. You have a relationship with this person, they will be happy to tell you why they don't wish to proceed, but you must ask. 

Step 4: evolve >>

Assumptions

Networking is not an event but a process in which you contact, connect, involve and evolve a relationship over time.

Networking is not about your personality. Certain personality types are better at selling. All personality types can have good and bad relationships.

Networking is not about what you know or who you know but is about who knows you and what they think of you.

Networking is not about your ability to compete competing but is about your ability to listen.

Networking is about knowing the extent of your capacity to network (see Dunbar's 150)

Networking is also about knowing The value of weak connections.

Networking is also easier for those with more Social capital as it acts a measure of trust and reciprocity in your network.

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Contact

Research

Doing Research (identifying who to contact). What is research? What role does it play in the relationship process? How do you measure its success? What does it mean to ‘rate and screen’ prospects by their ‘capacity’ and ‘propensity’ to do business with you?

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Connect

Cultivation

Doing Cultivation (making the connection). What is cultivation? What role does it play in the relationships process? How do you measure its success? How do you take your prospects on a cultivation journey? What kind of cultivation initiatives can you take?

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Involve

solicitation

Doing Solicitation (asking for the business)? What is solicitation? What role does it play in the relationship process? How do you measure its success? What does it mean to ask for the business? When do you know you are ready and how do you ask?

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evolve

stewardship

Doing Stewardship (evolving the relationship).What is stewardship? What role does it play in the relationship process? How do you measure its success? How important is it in moving from a “transactional” to a “relationship” mindset? Who makes the first move?

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