Читать книгу Knockout Networking for Financial Advisors and Other Sales Producers - Michael Goldberg - Страница 26

Many times, people think they can't network. They say to me, “Okay, speaker boy, we know you can get up there and put a word or two together. Networking probably comes easily for you. I'm more of an introvert, kind of shy, introspective, analytical. This networking thing isn't for me.” I get what they're saying. It might come across better from someone who's a bit more outgoing, but many of the people I know who are brilliant networkers are also analytical, introspective, and introverted. You don't need to be the life of the party to be a good networker. You just need to know where to go, what to say, and with whom.

Being introverted or analytical often becomes an excuse. I'm not saying networking is easy. Yes, starting conversations with complete strangers may be easier for someone who's outgoing. But it doesn't make them a good networker per se. It actually could make them bad networkers. Outgoing people can chit‐chat, have a good time, and socialize. But are they paying attention to the strategic aspect of what networking is? Are they trying to help people? That's an important distinction. I find that analytical people are better at parlaying an initial conversation into an ongoing process – following up, staying in touch, and ultimately generating business, a job, or whatever.

At a CPA event I spoke at recently, I talked about how a lot of people think they can't network. I wanted to address this because I knew that it was on many of their minds – many CPAs are introverted and analytical, left‐brained rather than right‐brained. I knew if I didn't speak about that right up front, that is what they would be wondering. And they might be discounting what I was saying because they couldn't get past that: “We know you can do this, but it's not for me. I'm a debit and credit guy.” Just learn the process, find your style, get busy, get good, and get confident. Yes, it can be that easy!