And the elephants and frogs thing…?
Nature shows clear examples of 2 separate strategies for survival. The Elephants use high investment, high nurture models. In terms of networking, this means having a few, strong, regular connections / customers. The Frogs use low investment, low nurture models, meaning lots of connections / customers, with little time for each. Nature has shown us both models can survive: For example, in many sectors, leads typically come from our “weak ties”. In selling, we have to figure out which model is closest to our needs. Sometimes a hybrid approach can help.
During the B2B Digital Selling Programme, we help participants decide how to best build and use their personal networks on-line and face to face.