I’m reading an excellent, best selling book called “INFLUENCE-the psychology of persuasion” by Robert B Cialdini PH.D and in it, amongst other topics, he talks about ‘The Reciprocity Rule’.
He examines how by doing something, freely, for another, people naturally feel obligated to repay the favour. He gives examples of ‘how human societies derive a truly significant competitive advantage from the reciprocity rule, and consequently they make sure their members are trained to comply with and believe in it’
Essentially, he shows that by doing an uninvited favour for another, it triggers a feeling of indebtedness. People feel indebted and feel a sense of obligation to repay the favour.
His studies, then, totally support the value of business networking in our society, and he provides numerous examples by way of evidence.
Unless you’ve got huge budgets available for media advertising, business networking is an important skill to master for customer acquisition and revenue generation.
In my opinion, until 2008, to be good at business networking and to be able to uncover and engage with new business opportunities, it served business professionals well to invest in my services, and to learn about, and how to manage, the tactical, interpersonal skills required to building profitable relationships, in face to face environments. This is still true today, but after the banking crash, and by halfway through 2009, an awareness of online business networking began to seep into the consciousness of business people on both sides of the Atlantic.
Now, in addition to the interpersonal networking skills, one also needs to be conversant with the online networking skills. For the business world this means knowing how to use LinkedIn. For those resistant to engaging with LinkedIn they still need to realise that its strategic value surpasses the need for technical mastery (for a short video click here)
The old model of the corporate world is one of an environment that is highly structured, hierarchical, very controlling, highly judgemental and selective. The new model of social media interaction is much more open and random. (To see the article by Thomas Power, Chairman of Ecademy, click here)
It is this paradigm shift that I find has caused a significant push-back, or resistance, amongst mostly the over 35’s, to the adoption of LinkedIn.
When I’m out there training, though I do still find a few pockets of executives who cannot move forward to embrace this new medium, my greatest joy comes from grey haired execs who come and shake my hand, at the end of my training, in relief, and tell me they’ve ‘got it!’
At What Next Event 2011 in March, Cardiff (for information click here) I’ll be simply explaining why you need to be on LinkedIn and how, by involving yourself, on a regular basis, in various ways, you can find your perfect, new-business prospect, engage with people whose interests and experience are just like yours and how you can showcase your expertise and raise your visibility amongst key decision makers who need your products and services, right now.
The old adage … ‘survival of the fittest’ no longer holds true!
In today’s fast paced and permanently changing business environment survival is only guaranteed to those who can adapt to change most quickly.
I’m sure you already recognise and understand that the outcome of good networking, a natural by-product of being good at this vital activity, is new business.
I look forward to helping you to understand the value, for your business, of LinkedIn (click here). Alongside my fellow speakers at What’s Next Event 2011, I’m keen to help you to adapt to the latest changes and trends, and to be more successful in your businesses, in 2011
Book now, here.
Places are limited.