'Making Connections That Matter'
Jan. 8, 2013
Entrepreneurs can make more sales and create more opportunities when they build their network with quality, not quantity, business communications experts Melissa G. Wilson and Larry Mohl write in "Networking Is Dead: Making Connections That Matter," a Wall Street Journal best-selling book.
"While many consider networking to be the gold standard in connectivity, the truth is that those connections are flimsy because they lack support," they said. "Those relationships are often one-sided, transactional versus relational, opportunity limiting versus opportunity expansive. One particular situation binds you together, and as soon as this situation disintegrates or disappears, there's nothing left of the relationship to keep it strong enough to survive."
"Making connections that matter, on the other hand, starts when you connect authentically with others with the intention of fully engaging with those meet and then finding out what matters most to them," said Mohl, a nationally recognized thought leader, author, speaker, chief learning officer for Fortune 100 companies, and entrepreneur. "The reason why you want to connect is more important that what you want out of the connection."
Instead of "networking" people should be "Networlding," said Wilson, one of the world's leading experts on the development of online business communities as a means of accelerating brand growth, sales, and innovation inside and outside of organizations.
"People should focus on creating mutually beneficial exchanges with like-minded and like-valued people, that I call 'Networlding.' The great thing about Networlding partnerships is that they are fun and get results three to five times as fast as traditional business relationships," she said.
"Be open to these new opportunities because it really is about your relationships first, opportunities second. In other words, ask yourself, would you rather work on a good opportunity with a great person or a great opportunity with people with whom you have no synergy? Make your motto 'anything is possible when you create great connections,' " she said.
"This book makes social media marketing and business development easy and enjoyable. The authors understand that connecting with others who share your values and principles is more important than connecting with people who are simply in fields similar to yours. As business changes at an ever faster pace, it's important to build a strong network--not only so you can thrive, but also so that others can thrive through you," said Ken Blanchard, co-author of "The One Minute Manager(R)" and "Great Leaders Grow."
Entrepreneurs, sales professionals, managers and anyone who wants to know how to move up the corporate ladder and get a better job will learn how to deepen existing relationships while establishing new ones, connect across their own company to strengthen their business, find people with similar values, and leverage connections instead of being overwhelmed by them.
The book answers such networking questions as:
-- Which social media outlets are best for building a great network?
-- What is one thing you would do differently today when building your
-- What's the first step for someone who thinks they don't know anyone?
Among the ground-breaking tactics unveiled in the book are:
1. Become a Networlder. A Networlder has 10 or fewer key people they consider partners and spend 80 percent of the relationship building time with them. These partners are participants in regular exchanges of emotional support, information, knowledge, promotional support, as well as leads and referrals for new business or career opportunities. This is called "The Support Exchange."
2. Become a Networlding Influencer. Peoplecan more quickly climb to the top of their fields by connecting people. Here they can become top influencers and create many opportunities for themselves and others
About the Authors
Melissa G. Wilson is one of the top 10 LinkedIn strategists and trainers. For more than a decade, Wilson and her team at Networlding have provided exceptional relationship selling, marketing, and management programs for organizations such as Motorola, AT&T, CNA, American Express, and Disney. Wilson's Networlding program has been licensed by universities such as Yale and corporate universities such as Motorola University.
Larry Mohl is the Chief Innovation Officer and a founding partner of Performance Inspired, Inc., a research-based learning and consultancy firm specializing in assisting organizations to increase workplace and marketplace performance by activating the proven "Drivers of Inspiration."
Source: Copyright PRNewswire 2013