Giving Value

by Beth Bridges

Two conversations within a few hours of each other that have the same networking focus means I’ve got to pass it on to you. Both conversations were with sales people. The first one is new, but on his way to success because he is willing to learn. He said he’s “not a very good salesman” but he’s a great “giverawayman.” He says he gives away more than he sells.

The other salesman is very successful at what he does and is well liked by his customer. He sells advertising for different organizations, sometimes going to the same companies several times a year. It’s hard to avoid making people feel like you’re always going to them and asking for money, but he is able to do it.

One association leader looked at a large order and said, “How did you get them to buy?” They always receive great value first from the organization, so it’s not a hard sales job by the time he talks with them.

They may be selling, but before they go for the sale, they have been networking. By the time they get to the selling part, they are a trusted resource. They get the sale because they’ve given value first.

It’s a hard concept to sometimes wrap your head around. “Uh, how do I make any money if I’m giving stuff away?!” You’ve got to give to get. You have to invest before you receive dividends. You have to water the tomato seeds before you get any fruit. It’s a natural law that works in sales too.

So the big question becomes how can you give value (without giving away the store)? What do you have that is valuable to others? What can you give that is renewable so that you feel comfortable giving it?

Right now you’re reading one example. Start looking for ways that others are giving you value and you’ll soon have an idea or two for yourself.

For more on this topic:

• Give to Build Your Belief
• Give to Prove Your Value

Questions? Suggestions or ideas for other people? Drop me an email
at beth@bethbridges.com or post on The Networking Motivator Facebook page so you can tap into the collective wisdom of the many great networkers who visit there.

Beth Bridges has attended over 2,000 networking events in the last 7 years as the Membership Director and Chief Networking Officer of a large west coast chamber of commerce.

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