Take a Leadership Role: Build Priceless Business Relationships

Jan 15

Dean LIndsay came to speak at my Winning the Game Lunch in Plano, TX last Friday.  His talk not only gave me a different framework for talking about the importance of relationship networking, but also reminded me how important it is to you and yours to take a leadership role as a networker.  In this article, Dean provides a 4 step process to becoming a great networker.  These are also great tips for how to succeed in any environment that requires service, collaboration and trust.

Dean has a new book coming out this spring that talks more about “Six Ps of Progress.”   I am looking forward to it, and I’ll post out here when it comes out.

Remember to join Miriam and me at Land Your Dream Job: 8 Strategies for Outrageous Success in 2009 on Thursdays at 5:30CST/6:30EST in January and February.

Peace and Prosperity,

Carolann

Building Priceless Business Relationships by Cracking the Networking CODE
by Dean Lindsay – Progress Agent

There is this unassuming little word you often find in the biographies
of famous people. The word is met: William R. Hewlett met David Packard.
Dean Martin met Jerry Lewis. Sid met Nancy. Siegfried met Roy.

We meet people all the time. Meeting people is part of life. Meeting
people is one of the fundamental steps to building priceless business
relationships. But it is not the only step.

There is a big difference between meeting someone and building a
priceless business relationship with them. There is a long way from ‘Met
to Net’, and because people misjudge this distance, the term
“networking” has gotten a bum rap.

I consistently ask professionals who come to workshops and speeches
based on my book, Cracking the Networking CODE, to share with me what
they think of when they hear the word networking. Far too often, they
say it conjures up images of manipulative, self-serving, insincere and
predatory individuals who are on the prowl for someone they can pounce
on, try to sell something to, or solicit an unearned favor from. I wish
I could say this style of networking wasn’t out there, but it is, and it
is a waste of time for ineffective networkers and the unfortunate people
they corner. True networking is not about arm-twisting. It is not about
trying to get someone to do something that does not make sense for them
to do. It is not about scary old backslapping sales shenanigans.

So, how do you build priceless business relationships through
networking? This is an important question to consider because, to a
large degree, who you know and associate with determines who you become
in life. The most successful, well-rounded and happy people are most
often the ones who are best connected to other successful, well-rounded
and happy people. When these people need support or information, they
know who to call.

How well-connected you are determines your access to those with the most
money, the best contacts, the real power and influence (not to mention
the best seats at sporting events). Being connected to the right people
opens up opportunities for you and your company.

If you will be looking for a new career path, deep down in your blood
pumper you already know that you need to get out there and connect with
people. Sure, in a perfect world, your track record and past successes
would speak for themselves, but without professional and personal
contacts, your spiffy two-page résumé on off-white professional-grade
paper is likely just going to take up space in a pile on a hiring
manager’s over stimulated desk. You are going to have to log off
Monster.com, move away from the keyboard and find a room to work.

Become a Progress Agent

To build great relationships, you need to help others be successful. You
need to help them progress. Everyone connects with others with the goal
of progressing in some way.

Everything we do, consciously or subconsciously, is because we believe
the perceived consequences of those actions will bring us what I label

the “Six Ps of Progress.” Pleasure, Peace of Mind, Profit, Prestige,
Pain Avoidance and Power.

This goes for eating, shopping, exercising, hugging, crying, working,
going to the movies—whatever. Each of us makes decisions as to what to
read, who to talk to, what to buy, where to eat, what to eat, who to
take phone calls from and who to help, based on whether we think these
acts will bring us these Six Ps of Progress.

At each moment, we make decisions based on what we think will bring
these benefits—short-term or long-term. At a mostly subconscious level,
we continuously think to ourselves:

Is taking this action (e.g., talking with this person) helping me move
toward pleasure, peace of mind, profit, prestige, power, or helping me
to avoid pain? Is this action progress, or is it simply change?

The people we meet must view being around us as progress, not change. It
is natural to resist change, but we embrace progress. Building a
relationship with us must be viewed as progress if we hope others will
choose to alter their lives to include us.

Think of networking as a creative process: You are creating ways to
serve and to help people progress. To build priceless business
relationships and become a truly effective networker, you constantly
need to search out ways to help others progress. You must position
yourself in their minds as a catalyst in their progress, as an agent in
their progress, as a Progress Agent.

The CODE Revealed
The four letters that make up the word CODE stand for the four steps
consistently taken by the most effective networkers to build truly
priceless business relationships and be progress-effective networkers:

C: Create personal curb appeal

Effective networkers feel successful and display a genuine desire to
help others progress. They are Progress Agents. They look and act the
part of someone you would want to have in your corner. They don’t go to
networking events looking for success; they take success with them to
the events.

O: Open face-to-face relationships

Effective networkers connect with new people everywhere they go. They
also research the various networking event options and commit to a
networking strategy. They get out and about and reach out. They
proactively open relationships. Be aware that it’s possible to go to a
networking event and not have any “networking moments.” It is not just
about showering and showing up. It’s about connecting with people and
finding ways to help them progress.

D: Deliver solid first impressions
Effective networkers know their first impression sets the foundation for
all future impressions, and they make sure it’s progress-based.
Effective networkers strive to stand out in a positive way in the minds
of people with whom they want future contact. Effective networkers focus
on being interested, rather than interesting. They turn people on to
them by tuning in to others.

E: Earn trust

My definition of trust is the promise of progress. Effective networkers
follow up and keep in touch. They get to know and stay involved with the
people they meet and earn their trust through a series of progress based
impressions. They continually find ways to help—to “be progress” for
those in their network. This is where most ineffective networkers drop
the ball. Even if your Blackberry or ACT database system is bursting
with names, numbers and email addresses, it will not do you a bit of
good unless you BUILD the relationships.

Sure, being in business is challenging. Sure, it’s nerve-racking to look
for a new job. Sure, sales can be tough to come by. Sure, marketing is a
moving bull’s-eye. Sure, people are often pressed for time.

But here is something else I know for sure: People do business with, as
well as help, share information with, brainstorm with and give referrals
to people they trust and value. They trust and value people who
genuinely care about them and provide progress for their lives. They
trust and value people who offer the promise of progress.

Be Progress.

Popular Business Speaker and Author, Dean Lindsay’s latest book is
Cracking the Networking CODE: 4 Steps to Priceless Business
Relationships. For more information, log onto: www.DeanLindsay.com or
call 214-457-5656

Tags: Action Coach, Brain-based Coaching, business coach, Career Management, Carolann Jacobs, coach, Extraordinary Results, facilitation, Inimitable Leadership, Inspired Workplace, Leadership, Legacy Leadership, Marketing, Neuroleadership, neuroscience, Plasticity, Relationship Networking, Sales