by Sabrina Risley
You may have a large network. You may know a lot of people. They may know a lot of people. It seems that this alone would be the perfect formula for creating a networking goldmine, but as you may have noticed, a network alone won’t necessarily bring you endless referrals and a steady stream of new clients. But there is one thing that will…
Adding VALUE and helping those within your network!
A concentration on adding value and service as an important facet of your business growth strategy will have a tremendous effect on what you attract.
So what does adding value and helping others really mean? It’s like paying it forward. It’s doing good for the sake of doing good, not for the sake of what you think you might receive in return. It’s about serving without attachment to an outcome or expectation. One of my favorite quotes from Bob Burg‘s Go-Givers Sell More reads “The task here is not to create value in order to create a sale or “in order to” anything. It’s to create value, period.”
Adding value could look like any number of things:
- Making a phone call instead of sending an email
- Sending a handwritten note or thank you card
- Remembering birthdays, anniversaries or other important dates
- Making an introduction or connecting someone to another person of high-value to them
- Recommending valuable resources and sharing information
- Offering a free report, success tips, or valuable information that solves your target market’s problems
- Following up with a client, contact or prospect to be sure they are satisfied
- Thinking ahead to what your client might need, suggesting other products and services
- Sending referrals
- Saving a client money… and the list can go on and on.
Here are a few specific examples that might help you translate things for your own business:
- A massage therapist or hair stylist might call their client a few days after delivering service to see how they are doing.
- An insurance agent might call their client to let them know about new changes in their policy, how that will impact them, and offer suggestions.
- Thinking outside the box… a professional on the networking circuit might focus on connecting at least two people from every event with someone who could be a good strategic alliance or power partner.
With this quote in mind, you’ll notice what did not make my list of what adding value looks like…
- Giving away your services and products for free
- Discounting your services and products
- Over-giving to a paying customer because they demand it
These are not examples of adding value. In fact, much of the time, free or discounting decreases its perceived value. Think of what you treasure more… something for which you paid full price or the item you found on sale? Well, happening upon a great sale can be exhilarating, however consider an article of clothing costing $100. When the item goes on sale for $50, doesn’t it make you wonder whether the item was ever worth the original $100?
To really be of service and to add value to your network and clients, your giving must contribute in some manner. Here are a few questions to consider when determining how to add greater value in your business.
- Is this something that will directly impact the other person?
- Would this help them solve a problem or overcome an obstacle?
- Could this support them in learning something new?
- Am I giving this without being attached to getting something back in return? (giving from the heart versus giving to buy approval)
- Can I freely give this, without it taking away from my energy, causing resentment, or it being a disservice to myself or other clients?
These are all for your consideration when looking for ways to add value. Remember, it’s about being of service and giving, but it’s not about giving away your services and products for free, offering discounts, depleting your energy, and devaluing your time and worth.
Focus on adding value for others and you’ll soon see your business grow in value.
“Right now, your total job is to focus on one thing and one thing only; providing value to other people. If you do that well, sales – and money – will find you.” ~Go-Givers Sell More
(c) 2012 Behind The Moon, Inc. All Rights Reserved.
Feel free to share this article in its entirety and include the Bio information for Sabrina Risley below along with live link back to this blog post. Thank you.
Sabrina Risley founded Behind The Moon, Inc.® in 2003, a Colorado-based networking organization that sets itself apart with its motto “grow your business by helping others grow theirs.” Behind The Moon offers several networking events across Colorado’s Front Range that attract professionals who network to give rather than get. You will find Sabrina speaking to audiences about effective networking techniques, the power of partnerships, and principles of service and giving as a means to grow a business. Sign up for Sabrina’s free report, Networking For Success at http://www.behindthemooninc.com/index.php/free-report.
Latest posts by Sabrina Risley (see all)
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- Initiate and End Networking Conversations With Ease - March 1, 2017