Keith Ferrazzi Crashes Servers With Business Relationship Mastery Program

I had the pleasure this week to attend an almost 2-hour free webinar hosted by Keith Ferrazzi on his “Networking Secrets for Thriving in Totally Screwed-Up Times!”

As always, Keith over delivered. So much in fact….that his over 5,000 attendees were literally crashing his servers (so much actually that he offered a few special “deals” to make up for the crashing).

When Keith Ferrazzi starts giving out networking secrets, people from around the world sit up and listen. Keith is well-known for his books “Never Eat Alone” and “Who’s Got Your Back.” And, he’s known for hosting his networking dinners where participants share intimate stories about their lives and careers and their journey to better business success.

This week, Keith unveiled his Business Relationship Mastery Program where he discussed 7 missions in the program. Some of the topics he touched on really hit a chord…..especially when he started out his webinar by quoting an IBM study that found that basically for every contact you had on LinkedIn should add an additional $948 in income to your business. Without getting into the details of the study, the basis of this study is to show you the importance of social media to your business.

Keith’s 7 Missions:

1. Write down one professional goal and then 3 people that can help you attain that goal.
2. Manage your targets: Prioritize those three people above and focus attention where it counts. Measure the intimacy strength of each relationship.
3. Expand your currency: Do your homework  on the three people and prepare a way you can help them.
4. Accelerate every interaction. Find a way to care. “A good networker does research on companies…a great networker does research on people.”
5. Build lifetime relationships: build lifelong relationships from these people. Find yourself mentors and ambassadors.
6. Build your personal brand: use social media to market your brand.
7. Reach out and Ping someone: Make contact with people, have coffee, lunch, dinner, call them, write them a letter.

Business Networking Is Like Growing Cotton…Really!

I know some of my readers now think I have completely lost my mind: how is business networking even similar to growing and picking cotton. And, then there are those of you who REALLY think I’ve lost my mind because you have no concept about process of picking cotton…you’ve probably never even seen a cotton field!

Time To Harvest the Cotton In Alabama

I live in southern Tennessee and my businesses are all located in northern Alabama…the heart of cotton land. And, it’s cotton picking time. When I drive throughout the region visiting various networking groups, much of the territory I am travelling through is now radiant with  acres and acres of beautiful white cotton. A true sight to behold in case you’ve never experienced this. And now is the time for the harvest of the fields.

So exactly how is business networking even similar to picking cotton?

Successful Business Networking Traits

When you join a networking organization like the Chamber of Commerce, The Rotary Club, or BNI you will notice that successful members focus their efforts on getting to know a few select people. These successful members understand that the referral business is all about relationships. And, it takes time to gain the trust of others so they feel comfortable referring business to you. Remember, every time you give a referral to someone you are actually giving a piece of YOU away. That’s right…every time you give someone a referral YOUR reputation goes on the line. And, that’s why the successful networkers are selective with whom they network and spend their time with. They are spending he majority of their time at networking events getting to know people instead of hopping from one networking attendee to another passing out their business cards.

So, the question remains…how does networking compare to growing cotton?

Cultivating Fields of Cotton or Relationships…It’s All The Same

Farmers understand that raising successful crops requires patience and hard work–the two most important attributes of a successful farmer.

Courtland Alabama Cotton Field

Early in the year, the cotton fields are plowed, the dirt is cleared of any weeds, and then the seeds are planted. Throughout the year, as the seedlings begin to grow into tiny cotton plants, the farmers become caretakers for the fields. They will fertilize the fields and keep them properly hydrated so that each plant can grow strong. And, throughout the spring and summer, they will have to constantly weed the fields…removing the weeds is essential because they zap the energy from the healthy plants and will overtake the field. In the late fall, if the farmer has done his job correctly (and with a little help from the heavens), all of the hard work the farmer has put into his fields will begin to pay off. It’s now time to harvest the cotton. It’s cotton pickin’ time. And, now the farmer reaps the rewards from his year long attention to his fields of cotton. He takes the cotton to the cotton gin and has the cotton cleaned and processed and then, and only then,  he gets to take home his payoff for his year long efforts–his paycheck.

Ivan Misner, founder of BNI, the world’s largest referral organization, talks about how networking is like farming. He points out that networking is all about taking the time to build relationships with the correct people and fostering those relationships so that you can have mutual trust with each other. Then, and only then, will networkers begin to pass each other quality referrals.

Building trust takes time…much like growing cotton. But, if you are willing to invest the time and energy to build and gain each other’s trust, you will be able to harvest your referrals each and every year from high quality referral partners.