Jacky Sherman

The Consultant's Consultant

07970 638857


I Don't Need Training, I Know How To Network!

There's always room for improvement ...

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Last Friday, I spent the day with my Asentiv colleagues from around the UK. We meet every quarter to work on our own personal development and it is a time to refresh, learn something new and unlearn unproductive habits that inevitably creep in ...

No matter how good you are, there's always room for improvement!

No matter how good you are, there's always room for improvement!

copyright: boggy22 / 123rf stock photo

As often happens with these types of days, I got one little nugget over coffee that really resonated with me. And it wasn't something earth-shatteringly new, it was a simple explanation of what value we offer experienced networkers that I had forgotten.

"A thank you to my colleague Dave Verburg from Liverpool for the reminder!"

Dave told me a story of how he responded to a member of his BNI network group who couldn't see why he should undertake more training in referral marketing when he was already getting referrals through his networking.

Dave's response was to compare his networking with a professional tennis player. After competing in a match, whether he won or lost, a professional player will analyse his game with his coach.

They notice that he wasn't winning a high percentage of his second serves. So that week, they spend a lot of their time working on perfecting his second serve technique. Then, at the next match, he puts that improved technique into practice and wins more points on his second serve.

It is inconceivable that Roger Federer or Andy Murray would even think "I know how to play tennis so I don't need to practice in between matches. I have nothing new to learn!"

Translating that metaphor to referral marketing works like this:

If you get your best business by introductions then think of your networking time as the match and the time you spend with your referral marketing coach as where you shift your skills up a level and start scoring on your second serve.

If you really want to get into the A-list and master your networking, you can read more in this blog post or contact me on 07970 638857 to discover how I can help you improve your game.

Until next time ...


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07970 638857