Joining me on this episode of Accelerate! is my guest David “DFish” J.P. Fisher, a sales expert, professional keynote speaker, and best-selling author of the Networking in the 21st Century series of books. David is also the Founder of Hyper-Connected Selling. Among the topics that David and I discuss are how his early experience selling Cutco products influenced his career in sales and sales training, the reasons why networking is an investment in relationship building (and not a sales call), and the secret to being the most interesting person in the room.
[:53] David goes by “DFish” from his band days. He paid for college by selling Cutco Knives.
[3:44] DFish used his networking experiences from building his business as the basis of his Networking in the 21st Century book series.
[5:29] Are humans natural networkers?
[11:00] Why networking is more than just knowing who all the people are who are involved in the buying process.
[12:27] DFish gives his definition: Networking is building a web of relationships with others, for mutual support in finding business solutions.
[15:17] DFish asks people about their significant life events. Then he asks: Who connected or introduced you to that, or helped you to create that? Those connections are networking!
[15:59] Andy recommends The Go-Giver, by Bob Burg, and Influence, by Robert B. Cialdini, to learn more about the influence of the reciprocity instinct in sales.
[18:00] In building relationships, you have to have something to give. That requires intentionality. It doesn’t have to be spectacular or amazing.
[20:30] When you meet somebody, as you network, ask: What are you working on now that’s really important to you? Listen, and then follow up with: What can I do to help you?
[22:43] Weak (or loose) connections, once they know something about you, are more likely to refer somebody to you.
[26:15] Social savvy includes dress and grooming, body language, smalltalk, sense of humor, and listening. DFish shares his views about perceptions and human relationships.
[31:21] DFish talks about networking virtually, stressing that on the other end of the device you will find another human being. Do your research before the interaction.