Jeff Nischwitz, the Founder and Chief Question Officer of ThinkAgainCoaching.com, discusses the three fundamentals for networking and building relationships that will grow your law practice.
Networking is about meeting people and looking for relationships. Through relationships you can build referral networks and they’ll help you with your personal life and practice.
Relationships are not about business or personal, according to Jeff, they are about helping.
Here are 3 core things you can thing about in achieving value.
1. Be committed to giving and helping. How can I help this person without any expectation of anything in return? If your brain is thinking results you can’t be committed to helping.
2. Be interested in other people – LISTEN and be interested in others.
3. According to Jeff, when you’re networking, th dumbest question to ask is “what do you do?”. Do you really care what that person does? No! Do you really want to understand what their business is all about? Or who they are as a person? Yes. Ask “what do you like to do when you’re not working” … act like a person when you’re networking.
Listen to Jeff’s video now…
Contact Jeff at (216) 373-7610 or firstname.lastname@example.org
Jeff Nischwitz is an entrepreneur, business builder, leader and lawyer. He has a knack for different thinking.
Jeff talks about a recent experience and his thoughts about business relationship building…
Recently, I had an experience (unfortunately not too uncommon) that confirmed to me that the business world is still not on track in terms of its approach to business development and sales. I was on my way to a meeting and was initially pleasantly surprised that a woman sitting in the waiting/reception area looked up and said hello and asked my name. Unfortunately, this is conversation that followed:
Woman: “What do you do?”
Jeff: “I’m a coach, speaker, and trainer works with businesses and individuals on relationship building. I help people and organizations learn how to build genuine and authentic relationships whether it’s with their clients, among team members within an organization or in the sales process. What’s your story?”
Woman: “I’m an agent with [not to be named Insurance].”
Jeff: “I know a few people at [not to be named Insurance].”
Woman: “Are you represented by an [not to be named Insurance] agent?”
Jeff: “No; I have an agent at another company.”
Woman: “Why don’t you work with [not to be named Insurance]? Our insurance products are the best products out there.”
And so on…
A while back I wrote an article titled Have You Earned the Right, which discusses the need to earn the right through relationship building, which includes earning the right to make a sales pitch. Clearly, this woman had not earned the right, but rather felt compelled to within thirty seconds ask her qualifying questions, some positioning statements and then the direct ask. Can you guess how this approach made me feel? Did it make me want to learn more about her and the insurance company or less? What did this conversation tell me about this woman’s approach to business development and sales? What did this conversation tell me about the insurance company? I think you all know the answers.
This is why the old model of selling simply doesn’t work. In fact, I’m not sure it ever did work, other than being a pure numbers game.
Do you know anyone that would enjoy being subjected to this direct and pushy sales approach? I wonder if the world ever really want to be treated this way and was this merely a part of an aggressive sales process and approach that has nothing to do with relationships?
This woman didn’t know me, and she certainly didn’t know my financial needs, yet she was compelled to immediately begin touting her company’s insurance’s products as the “best” available and even questioning me as to why I was not working with this insurance already. This woman had not earned the right, and I became more convinced that we not only need to shift to a relationship-building approach to business development and sales, but we actually need to create a relationship revolution.
It has been said that positive and great change only comes in the midst of hardship, turmoil and through some form of revolution. It appears that it’s going to take a relationship revolution to bring about the fundamental shift that’s needed not only to allow each of us to be free from aggressive and intrusive sales tactics, but to allow people and organizations to achieve the results they want. Every day I see more and more proof that transactional selling is not only intrusive, but it does not really work. Years ago sales was all about building relationships, and it’s time to make that fundamental shift back to a relationship-based approach to doing business.
Do you agree? Tell us what you think? Do you want to sell like this woman or be part of the relationship revolution?
Jeff Nischwitz, the Founder and Chief Question Officer of Think Again Coaching.com, discusses three fundamentals for building relationships that will grow your business.
According to Jeff, there are three core things to build relationships.
1. Be committed to helping…be a giver.
2. Be interested and not interesting. Ask questions, listen to the answers. Be interested in others and find out how you can help them.
3. Don’t tell people what you do – and don’t ask them what they do. Most people don’t even care -even though they ask. Ask different questions “what do you like to do when you’re not working”? Relax people, get to know them. Act like a person when you’re networking. When people ask you what you do…change the question in your head and let them know what you do for your customers.
Jeff Nischwitz, the Founder and Chief Question Officer of Think Again Coaching.com. Contact Jeff at (216) 373-7610 or email@example.com.
Ben Neiberger of Neiberger Law discusses growing your legal practice through networking and the use of contact-management software.
In this interview Attorney Ben Neiberger was asked:
what can you do to grow your legal business?
how is the business changing?
what do small firms need to do today?
One of the best ways in today’s economy to do your marketing and get business in, according to Attorney Neiberger, is networking. Some great ways to meet a lot of attorneys & network are…
1. volunteer for public speaking through CLE events.
2. local BAR events and regular social events
He does say lawyers should not “advertise” themselves, but rather tell other lawyers what you do and let people get to know and like you on a personal level. Ben cautions: It takes 6-9 months for networking to see results and “don’t expect the rain to start falling”. It does take some time, he says.
To learn what contact-management software Ben uses you can listen to the video and learn more. This YouTube video was provided by The Illinois Institute for Continuing Legal Education IICLE, which is the leading accredited provider of continuing legal education in the state of Illinois – www.IICLE.com.
Thanks to Ben Neiberger and the IICLE video for this helpful information!