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Take it to the Bank

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Patience and perseverance have a magical effect before which difficulties disappear and obstacles vanish. A little knowledge that acts is worth infinitely more than much knowledge that is idle.” ~~John Quincy Adams

Close your eyes for a moment and imagine a pipeline you have built where qualified prospects flow to you in predictable ways.  You can turn the valve open or closed whenever you like in order to vary the timing, frequency, and volume to meet both your current capacity and need.

This is exactly what you have in place with your effective word-of-mouth network and it all starts with relationships.

I’ll give you two analogies to consider.  The first is fishing.  Ineffective word-of-mouth marketing is like fishing with dynamite.  You set the charge and then react to the results.  Maybe nothing comes up—you were in the wrong place or it is the wrong time.  Maybe lots of fish bubble up and you are beyond your limit so opportunities go drifting by un-served.  Further, are these the best fish or just the current ones?

If instead you knew which fish were where, why, and when you could selectively work with the ones you want.

Here is where the fishing analogy frays a little so let’s consider forestry and selecting the right materials for construction.  For some projects you need pine, for others oak, and for others yew trees are exactly the type you need.  If your friend has a forest and you walk through together identifying the trees that are the right type and size you can harvest them later as needed.

Abraham Lincoln said, “Give me six hours to chop down a tree and I will spend the first four sharpening the axe.”

This process is not for everyone you know.  It is developed by establishing and nurturing productive relationships with selective strategic partners.  However, they will never show you the “good wood” until they know, like, and trust you.  So sharpen the saw by getting to know your business partners better and demonstrate your ability to take good care of every introduction you are granted.

© 2013 by Stephen Hand of Triangle BNI.
All rights reserved. No part of this document may be reproduced or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without prior written permission of Stephen Hand of Triangle BNI.


Written by bniguy

January 13, 2013 at 6:11 am

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