Why are you networking and what's your value proposition? - by Ron Bates

A two part question:

Why are you networking and what's your value proposition?

Part 1: Why are you networking?

a) Are you networking to gain access to information/knowledge?
b) Are you networking to gain access to a source of funds?
c) Are you networking to gain access to someone with a problem you can solve?
d) Are you networking to gain access to someone with access to any of the above?
e) None of the above.

Key Phrase: "…to gain access to…"

From a professional networking perspective, if you aren't trying "to gain access to" (or facilitate access to) something or someone, it is more likely you are actually engaged in selling and not networking. Networking can be a part of any sales process. Just don't confuse networking with selling.

Part 2: What's your value proposition?

Have you ever asked anyone the following questions?

What kind of people are important for you to gain access to and interact with given what you do?

What challenges do you typically face in gaining access to those people?

How does it impact you if you have difficulty gaining access to those people in a timely manner?

How would it help you if someone was able to facilitate interaction with people you might have difficulty gaining access to?

Key Phrase: "…to gain access to…"

As a "networker" the basis of your value proposition had better be - your ability to network - which goes way beyond (if not altogether completely separate from) your ability to socialize. If this basis doesn't exist, then you risk having those you are trying to -network- with perceive you as simply someone trying to sell them something.

Don't unconsciously attempt to disguise trying to sell something as networking. Networking is a means to an end goal. Selling focuses on the end goal. Being conscious of when you are doing one versus the other will make you better at both.

Happy Networking!

Ron Bates
Managing Principal
Executive Advantage Group
rbates@executive-advantage.com

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