These individuals also have over inflated egos. “Who me, ask someone for help, and what pay for it. Oh, no I’m sure my way is right way. People just don’t appreciate my great product (service or fill in blank). I’m just as good, if not better than he/she is.”

It would never occur to them to pay someone to show them what is wrong. Or take a class, or purchase a book that might help. Nope, they say, it’s not that, it must be something else. It’s always some one else’s’ fault or some things’ fault, never theirs.

Unfortunately, impetus for this behavior was fostered starting back in 80’s when home based businesses were just starting to come into their own. Many of magazines and publications of 80’s (and now Internet) fostered idea that ANYONE can run a home based business. Remember those magazines that had little kits for Word Processing businesses, basket making, medical records, etc. People bought them, followed them. Some did well, but others couldn’t figure out why they didn’t succeed.

They didn’t succeed for several reasons. First, none of them did basics, grunt work. Checking first to ascertain whether or not this business was even a viable one in their area. If it was, checking out competition, making up a business plan, a mission statement. Setting up goals for themselves for daily, weekly, monthly, short and long term. Setting up a publicity campaign, working with different media, setting up a marketing plan, networking.

All of things that those of us that have been in business did so that we can stay in business. We were not “penny wise and pound foolish! “ We succeeded, through a great deal of hard work, effort and hard knocks that we plan to get compensated for. We are not going to give it away for “free”.

Copyright 2003 DeFiore Enterprises

7. Look for partners. Specifically, look for other businesses that complement what you do and might be a good source of referrals. Again, those of us in lease purchasing have it easy. We have a ton of people to work with. For those of you in other businesses, think of who would complement your business. If you are a travel agent, how about hotels, spas; a flower shop, what about bridal shops, catering services, party planners... you get idea.

8. Don't look at networking as a sales opportunity. Instead, look at it as a reconnaissance mission—a chance for you to learn something and enjoy scenery. There is a proper time and place for sales calls. This is a very important point. Read it over and over again. Networking is not sales.

9. Make a habit of being patient, polite and friendly to people, whether or not you're in an "orchestrated" setting. This is just good business behavior. If you are going to run a business, at least a successful one, these are just some of characteristics and behavior you will need to employ.

10. Finally, do something constructive with names and information you've gathered. Stay in touch with most meaningful contacts. Again, those of us in lease purchasing know importance of following up and have numerous ways to do so. For those of you in other types of business, develop a few types of follow-up methods; such as phone, fax, newsletter, brochure, card and letter.

Referrals, introductions and contacts that simply come by chance are like gifts. Be sure to thank anyone who helps you network, and when appropriate pay a nice referral fee. Your ability to be seen as a giver rather than a taker will spread word that you are someone with whom people want to do business.

Copyright 2001 DeFiore Enterprises