4 Tips to Balancing Work and Networking Blog Feature
Steve Bookbinder

By: Steve Bookbinder on March 12th, 2013

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4 Tips to Balancing Work and Networking

Sales Tips | networking | network | marketing | Digital Media Landscape | Sales Training

by Steve BookBinder, CEO, Digital Media Training

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You have probably heard the phrase, “it’s not what you know, it’s who you know” but in today’s business world it’s all about balancing your work, your knowledge and your business contacts. But how do we know if we have the right balance? There are 4 tips you should consider: meet the maximum number of people, get involved, spend time to get to know the right people and suggest business deals.

1. Meet the Maximum Number of People

Most people don’t have the right balance between work and networking. Two things could happen. They’re either under-networking or they’re spending so much time networking that they don’t have time for their real jobs. If you’re under-networking, when you finally connect with a relevant professional colleague, you will see the true value of networking. On the other hand, if you’re spending so much time networking that you don’t have time for your real job, you need to find the right balance. This balance includes meeting the most people in terms of sheer numbers. To do this, try to get involved in the right kind of groups and activities, which will lead you to more people to meet.

2. Get Involved

Rather than simply being a so-called card carrying member of a group, consider being actively involved. If you actually “rub elbows” with someone in a group or during an activity that you’re both involved with, then you’ll get to interact with this person on a quasi-business social level. This type of interaction and environment will give you a different insight into the type of person you’re dealing with. But remember, they will also be getting insight into you, so make sure you do a great job. 


3. Spend Time Getting to Know the Right People

What I mean by spending time to get to know the right people is that it is absolutely worth having an early breakfast meeting, late dinner meeting or meeting on the weekend if it involves getting to know people who can ultimately help you in a beneficial way for both parties. You might be giving them leads or they’re giving you leads and you’re working together in some way that’s beneficial to both of you. But remember, if you’re spending a lot of time with people who aren’t relevant within your business or don’t see a potential for opportunity, consider rethinking the way that you’re spending your time.

4. Suggest Business Deals

Often times, we expect the other party to suggest a plan of action as to how we can work together. But consider your business offer from their point-of-view. We are the experts in what we do and they are the experts in what they do. They might make a suggestion that’s not quite feasible on our end, but then we can make a counter-suggestion that may not have occurred to them. From this, you could get a real reaction that will help you determine, very quickly, if in fact there is a potential business future between the two of you.

So the next time you hear, “it’s not what you know, it’s who you know” remember these 4 networking tips to stay balanced:  meet the maximum number of people, get involved, spend time to get to know the right people and suggest business deals.


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About Steve Bookbinder

Steve Bookbinder is the CEO and sales expert at DMTraining. He has delivered more than 5,000 workshops and speeches to clients all over the world and has trained, coached, and managed more than 50,000 salespeople and managers. Steve continuously refreshes his training content to reflect his latest first-hand observations of salespeople across industries and regions. Through him, participants in his workshops and coaching sessions learn the best practices of today’s most successful sellers and managers across industries. Steve understands that sales is a competitive game. To outperform competitors and our own personal best results, we need to out-prospect, out-qualify, out-present and out-negotiate everyone else, not merely know how to sell. Through his specialty programs in Pipeline Management, Personal Marketing, Great First Meetings, 2nd-level Questioning, Sales Negotiating, and Sales Coaching, Steve trains sales teams to master the skills they need to overcome the challenges they face in today’s world… and keep improving results year over year.

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