What Is Value-Based Networking?
Value-based networking What is value-based networking? What makes it different from traditional networking? In this article, I want to share with you the essential difference between the two.
Traditional networking Traditional networking is based on the idea that your business matters most.
When you meet someone new, your goal is to find out what their needs are and then to explain how your business can help them.
Of course, this means that there is a certain amount of give and take.
You can't expect someone to listen to you talking about your business without extending a similar courtesy.
But, that's all it is.
It's rarely because you're actually interested in what they do.
Your goal is to get business directly from them, and so the expectation is that you'll listen only long enough to identify a solution that you can provide.
What is value? Before you can understand what I mean by the term value-based networking, I need to explain briefly what I mean by value.
Value refers to worth; not so much as money or anything else that is tangible, but rather to what is intangible.
It isn't specific to one thing or another; rather it's more of a feeling or a perception.
You can't put your finger on it exactly, but you know it when you see it.
Equal exchange Value-based networking involves an equal exchange of worth; and the key is that, from your perspective, the worth you receive is equal to what you give.
Similarly, the person with whom you're giving that worth also feels that what he or she gives is equal what he or she receives from you.
In other words, the belief by both people is that there is parity in the exchange.
It's equal.
One person is not getting more value at the another's expense, as is the case in traditional networking.
Think of the guy who works a room.
His interest is only in telling others what he does.
His idea of a successful networking event is that he get to give out more business cards than anyone else.
Some people play the opposite game by trying to accumulate the most cards.
Either way, building a relationship is the last thing on his mind.
The essential difference is that traditional networking is all about me, while value-based networking is about us.
Like all relationships, it takes two to tango.
Traditional networking Traditional networking is based on the idea that your business matters most.
When you meet someone new, your goal is to find out what their needs are and then to explain how your business can help them.
Of course, this means that there is a certain amount of give and take.
You can't expect someone to listen to you talking about your business without extending a similar courtesy.
But, that's all it is.
It's rarely because you're actually interested in what they do.
Your goal is to get business directly from them, and so the expectation is that you'll listen only long enough to identify a solution that you can provide.
What is value? Before you can understand what I mean by the term value-based networking, I need to explain briefly what I mean by value.
Value refers to worth; not so much as money or anything else that is tangible, but rather to what is intangible.
It isn't specific to one thing or another; rather it's more of a feeling or a perception.
You can't put your finger on it exactly, but you know it when you see it.
Equal exchange Value-based networking involves an equal exchange of worth; and the key is that, from your perspective, the worth you receive is equal to what you give.
Similarly, the person with whom you're giving that worth also feels that what he or she gives is equal what he or she receives from you.
In other words, the belief by both people is that there is parity in the exchange.
It's equal.
One person is not getting more value at the another's expense, as is the case in traditional networking.
Think of the guy who works a room.
His interest is only in telling others what he does.
His idea of a successful networking event is that he get to give out more business cards than anyone else.
Some people play the opposite game by trying to accumulate the most cards.
Either way, building a relationship is the last thing on his mind.
The essential difference is that traditional networking is all about me, while value-based networking is about us.
Like all relationships, it takes two to tango.
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