CharlieKenny.me

“When does a network stop working? Asked Chris.

It’s when … when, I don’t get referrals, Charlie.

After all, it’s the only reason I show up … I’m here for the business. What about you?”

I sat down with Chris and one or two right after the regular meeting when Chris asked me the above ‘leading’ question.

I thought it was one of those ‘trick questions’ at first. You know the one, the set-up before the fall?

I couldn’t help but smile when it occurred to me that I must be neglecting some parts of the audience. “My messages aren’t getting through.” I said to myself. Not everyone listens; we know that, some are too busy concentrating on their own presentation, their ‘ask.’

I offered an answer to Chris’s self-replied question anyway.

Yes, I do turn up with business in mind Chris at the same time offering an introduction to the schedule on the day. Besides, business usually materialises after the meeting – or beforehand for the early bird.

I’ve never seen you offered a referral, Charlie. How come? I’m coming along now for almost two years and I’m regularly picking up business, until today.“

Not everyone attends for orders Chris. 50% of our group are seeking affinity and knowledge as they bolster the books with an order. The best, most effect groups work with a high level of trust and a healthy diversity in the room.

Besides, my business is not the commercial offer that your office supplies may be, Chris … 

“Charlie, today was the first day in months that I’ve not had any firm business. I’m worried now that I’ve ‘run the course’ here.”

Chris, there are hunters, and there are farmers. You remember that story?

I’ve heard you mention it Charlie … most everyone here knows what you are saying.

OK, you understand then … as a serious business, your ledger needs orders for the future as much as it does today? You, I, and everyone else cultivate the business of the future each time we attend our meeting. We’re sowing the seeds through presence, developing trust with messages of support. 

‘Next season?’ We look forward to the results of our time spent delivering messages over a given period. 

Let me ask you, Chris … 

Are you prepared to walk away from your connections? Those potential clients you’ve shared time with these past months … all for the sake of a dry spell of orders?

“Well, no … I’m hungry, that’s all.”

Hungry is good Chris. Let’s think about the broader picture. Think reputation, word of mouth. The messages you deliver conjure the picture of when, how and to whom we may refer you.

“Whom?” Chris replied.

Chris, think further than this group, much bigger. With every person in the room each knowing several people, who in turn know several more … it’s important to remember leverage. People like to refer those who offer support, who they know and trust.

The net works for the people-person, for the supporter Chris. The net works for the cultivator as opposed to the hunter.

Work with your connections Chris. Not everyone is in need of your product and services all of the time, although if they like you, trust you, then they may know someone who does.

The net stops working when you do.