Are you a hunter or a fisherman?
Hunting prey makes it run away, but fish come to the fisherman. But, wait—what does this have to do with networking and entrepreneurship? The answer lies in how you act around your potential clients — do you serve others, or yourself?
Here in The Mentee Podcast, we are launching an episode all about living your good life, networking, and creating the wow factor in your life — and those of your clients. Joe Sweeney, a passionate entrepreneur and networking expert, will explain his strategies on how to network and serve others. The secret to good networking isn’t what most people think it is!
Here are some power takeaways from today’s conversation:
- Life can bring you to many places and heights
- Networking is a place to give and not to get
- Be a fisherman, not a hunter
- The best networkers are good listeners, not talkers
- Serve others to wow them
- Be a calculated risk-taker
Episode Highlights:
[03:41] Joe’s Journey
After finishing his MBA, Joe Sweeney bought four manufacturing companies. He later sold them as he felt reassured knowing he had the money for his children’s education. After, he oversaw the Wisconsin Sports Authority for four years.
He returned to buying and selling companies after his time at the sports commission. Joe landed 23 clients, including his biggest client Brett Favre. Joe had a very long journey in his career, but he emphasizes the importance of networking and connecting with other big or small entrepreneurs.
[09:08] Reframing Networking: Serve Others
Networking is a place to give and not to get. Joe doesn’t like what networking represents because most networkers act like hunters, running clients down at gatherings. It’s better to be a fisherman: a hunter makes clients run while chasing them, but a fisherman brings in clients and waits for them. The secret of networking is learning that its purpose is to serve others.
[11:20] Asking the Right Questions
Joe shares that the great networkers are good talkers, but the best networkers are listeners. They ask great questions, sit back, and listen to their prospects. Networking is about giving people what they want; you won’t learn about your clients if you’re talking all the time.
He shares that a good place to start is to talk about the prospects’ personal life and their children. It’s critical to choose the questions you ask with care. What you talk about with your client will create an “anchor” in their head. It’s better to form positive anchors, so talk about what makes your clients excited!
[16:47] Creating Wow Factors in People’s Lives
Joe takes a mental inventory of the people he meets and sets aside money every month to buy things for people. The key to wowing someone is to give them something personal and do something memorable. Serve others and let them feel you care.
When you show up to a prospect, they ask three questions: Do they really care for me? Can they help me? Can I trust them? You have to show up and prepare for these questions with your words and actions. Small acts of kindness and service can go a long way!
[28:36] Helping Joe and Taking Risks
Joe says that what he needs help with right now is spreading the word. His number one passion is helping people do what they never thought they would have done.
Joe shares how people will not regret what they did on the death bed, but they will regret the things they did not do. The best thing to do is to get comfortable with risk. It’s difficult, but ask yourself: “What’s the worst that could possibly happen?”
Resources Mentioned:
https://www.youtube.com/watch?v=PEpL0XGhnzY
https://www.amazon.com/Moving-Needle-Clear-Career-Business/dp/1118944089
