The main difference between selling and networking is that in a sales process the goal of the interaction between two people is the sale of a product or service. When networking, this sale could be the consequence of a contact that is built with respect and care. So it is clear that the sale is not the goal of networking, but a nice and in many cases a logical consequence.
The comparison in the table (below) goes into the details of the difference between selling and networking. The table shows several elements of “negative networking” by hard sellers on the one hand and “real networking” on the other hand.
To make it even more clear, I have a small example for you.
Situation: a salesman of fire extinguishers meets the manager of a local affiliate of a bank at a reception of the Chamber of Commerce.
Hard Selling
The salesman does his sales magic to convince the manager to buy fire extinguishers for his office. He is a good salesman and he manages to sell 5 fire extinguishers.
The evening of the salesman is a success.
Networking
The salesman is interested in the manager as a person. Amongst other things he learns that the manager is a passionate sailor and that he is looking for a new boat. The salesman remembers that a friend of his has a boat for sale. He not only passes this on to the manager, but also provides them with each other’s contact details the following day. A week later the boat has a new owner.
Four months later the salesman receives a phone call from the manager. The manager asks him to deliver new fire extinguishers for the office and for the facilities of the sailing club where the manager recently became chairman. Moreover the manager proposes to write a letter to all the members of the sailing club with a recommendation for the fire extinguishers of the salesman.
The year of the salesman is a success.
What about you? Are you more of a hard seller than a networker? You don’t have to be a salesperson to be a seller. Everybody has to sell continuously. You have to “sell” the next project to your management team, you have to “sell” to your partner to go to the movies instead of spending an evening at home, you have to “sell” to your children that they keep their room clean, … Everybody is a seller in one way or the other.
Let me repeat my question. What about you? Are you more a hard seller or more a networker?
Golden triangle of networking
Networking is one of the most important skills in business life. But how do we maintain our relationships? The Golden Triangle of Networking is a very easy and profound method to do this.5 steps of networking at an event
Most of us go to networking events to make new contacts and to maintain our existing relationships. Both are equally important. These are the 5 steps of attending a network event that can help attendants to networking events make the most of it: preparing, making contact, having a conversation, ending the conversation and following up.It IS a small world: the “6 degrees of proximity”
Do you remember the last time you were on a holiday and met another compatriot? Ten to one, one of you made the remark: “It is a small world, isnt’t it?”. This is what the “6 degrees of separation” are about. Nowadays business networking websites like LinkedIn and Xing show you these degrees. What is the value of this insight for me? That we can deal with each other in a different way on events, receptions, online networks and other networking functions. No hard selling, but helping each other.