Subversive tip – How to avoid networking
Have you ever attended a conference and noticed that there are always a few people working the floor afterwards, insincere smiles plastered all over their faces, approaching people with cards and trying to get cards in return. Most people avoid them at any cost. If you become a victim of them, you are sure to get proposals of little benefit to you.
You, the insightful reader of Subversive Tips, surely want to avoid being a sleazy “networker” like that. At the same time you want to build real networks and valuable relationships. Read on to find out more about doing this.
Firstly, the “networking” that occurs in such “networking” situations (which is also the basis of MLM) is exploitative. There is no value for the person being approached. That is why they need to be approached – otherwise people would naturally seek them out for opportunities. The people who so relentlessly “network” are attempting to extract something from the person being approached, generally a one-off sale. But this doesn’t work for sales, why would it connect you with the heavy hitters?
The elite networks that everyone wants to belong to have their value because of their exclusivity. The best contacts, the inside deals and the access to right people come from these networks.
You don’t just ask any guy on the street into your house, why would the elite allow any person who has not proven themselves into their trusted networks? The network would be over-run by people like the ones you meet trying to “network” and wasting time trying to push their nefarious schemes. The elite are very selective because their time is short, they need to protect their reputations by not associating with anyone who is untrusted and they don’t like to be conned.
The elite don’t use the sales model, you don’t sell to them, they choose to deal with those who are in their inner circle, as an equal. Your role is not to be a salesman. You are to offer value and communicate what you are doing. By being a part of the network, you will be offered opportunities naturally, without having to ask.
How do you join these networks? They are by invitation only. You need to identify the entry points. You need to be prepared to spend money and establish your reputation first. Entry points are professionals such as lawyers and accountants. They know the elite, and can provide introductions. They will do this for those who are valuable clients – who put cash down as a retainer and show themselves to be serious and have a trusted reputation. If you are cheap, you won’t get access.
Once you are introduced, you join the network by demonstrating something valuable, not by immediately launching into the worn out sales paradigm. For example, when you talk to someone, you may be able to identify that you have some information or a contact that can help them, so you pass on that help. Is the motive to then close a sale? No, you provide help because reciprocity is part of human relationships and because you want that relationship with them.
Opportunities come from just being part of the network. Once you start asking for help, your value is severely tarnished. The elite want to deal with equals in their own networks, they already have employees. No-one wants to say no to someone on the inside – it introduces uncomfortable feelings and puts you back on the outside – another person asking for access – rather than on the inside.
So if you were uncomfortable with “networking”, now you know why. It is artificial, ineffective and exploitative. You can play effortlessly at a higher level by being introduced to valuable networks, and having something of value to offer yourself and maintaining relationships that are of mutual benefit – a far more sustainable (and profitable) approach.
Please give me your comments and feedback!
Tags: networking, subversive
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