Featured Image Credit: israel palacio on Unsplash
Self-preservation and survival are the deepest of human traits. Throughout time our ability to continue our bloodline lies within this ability.
Humans learned to hunt to eat and sustain life.
Much of our beliefs today stem from those needs. Our scarcity mindset is one. As many tribes came upon food shortages, there was uncertainty.
Sharing with others was out of the question when famines hit.
In our abundance, we will share without trepidation.
You see this example most notably involving money. When people have no money, they don’t share it with others. Why would they?
But when many people who lack money become wealthy, they share. Sometimes they share in excess. They believe the money will always come.
When the droughts and figurative famines surface, suddenly, they are no longer in the giving mood.
You don’t have to have much to feel fulfilled by giving. Giving isn’t about giving money, gifts, or goods.
You can be a giver by connecting groups, people, and organizations. Networking.
The biggest mistake people make when they network is trying to find what is in it for them. Most people at the event are doing it this way.
To separate yourself, you instead focus on connecting those people to others.
Once you become the person who gives, you get that same feeling without worrying about scarcity.
Here are some ways to become a great connector.
Be a Giver of Information
Find out about others. Discover their interests. Determine insights into their business and their outlook for the future. Then do your research.
Once you find out what, you can send them information about it.
If you meet someone interested in snowboarding, send them articles about it. They may also be in sales; send them articles on that.
The beauty is you can automate the search process. Using Google Alerts, you set up searches for specific topics.
As you find things you feel would pertain to a specific person, you send them.
No ultimatums and no motives. You don’t attempt to sell them something they don’t need. Instead, you become a resource. A person willing to help them grow.
Be a Sounding Board
Be an advocate for a person. Without attempting to gain financially, offer insights. Suppose you are a consultant for a specific industry. You meet someone in that industry and have a conversation.
Rather than outright sell your service, offer some input unless they have an immediate need.
To get there, you must ask questions. Ask about their job, what they believe about the industry—their outlook.
Continually get their input. Ask the person if they are having any issues. If they offer up something, offer your insight.
Tell them a story of something similar and how they worked through it. Break it down into a few steps they can implement.
Before people buy a service, they want to know if it works. People get nervous about ordering certain things online. The reason being you never know what you’ll get.
Show them upfront what they’d get in a valuable way. Show your value rather than tell them about it.
Follow Up, Stay in Touch
In Sales, most of the sales come after contacting a prospect at least five times. Most people quit after two or three.
I can’t tell you how often I’ve seen it in the last four months. I’ve called people to offer them money for their service.
They never follow up. Others I asked about their service and didn’t call back. They didn’t follow up either, and I eventually went to the most convenient person.
One person who I bought from before left a business card. I have since lost it and have no way to reach him. Easy money lost.
Sending information helps to keep you in touch. If you don’t have anything to send, send a hello email. Ask if they’re finding your articles helpful.
Keep a Customer Relationship Management database of people you’ve connected with and keep it consistent.
What’s Next?
Self-preservation and scarcity lead to short-term success. Long-term success comes from being valuable to people for more than one thing.
It is fantastic to get a sale or to get a quick boost. The biggest success stories come from people who get quality repeat business. You get repeat business when you become valuable to people.
Freely give information. With automation tools, this practice takes no time. Don’t send nonsense, always ensure quality.
Be honest with people and give quality advice where appropriate. Don’t put yourself where you don’t belong. Demonstrate your value through actions.
Follow up with people consistently. Continue to reach out, if only to say hello. Don’t follow up once and quit.
The more you give, the more you receive. It may take longer, but it can pay big when it does pay off. Be valuable, and you will always be in demand.