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Tuesday, January 25, 2011

BEING THERE WHEN IT COUNTS: The Cheetah and the Spider

Being There When It Counts with Rick Itzkowich

How do you monetize LinkedIn? This is probably the question I answer most often during my LinkedIn presentations and seminars. The answer is simple – you build relationships. This is a simple concept, yet it is not particularly easy to do.

Networking is all about relationships. This is true whether you network online or offline. It is definitely more similar to farming than hunting.

The problem is that most of us are in a hurry to get results. We want to have people purchase our products and/or services. And, we want them to do it sooner rather than later. So rather than build relationships, we soon turn to selling (hunting). We’re like cheetahs.

Cheetahs hunt in order to survive. Several years back when I visited the Serengeti in Tanzania, I had a unique opportunity to watch a cheetah successfully hunt a gazelle. Our knowledgeable guide informed us that cheetahs are successful in their hunts only 25% of the time. So we were lucky to witness this.

What impressed me the most about the hunt was that it was a well orchestrated dance. Both the cheetah and the gazelles knew their roles. Once the cheetah decided it was going to hunt, she announced her presence to the herd of gazelles. Interestingly, at first the gazelles pretty much ignored her. They all knew there was a cheetah nearby, but they continued grazing as if nothing had changed. Our guide explained that gazelles know that as long as the cheetah is at a certain distance they are safe and relaxed. However, once that distance gets reduced, they go on high alert and get very nervous.

We observed this behavior several times. Finally the cheetah was ready to attack. You could feel the tension in the air. When she finally made a run and started chasing one of the gazelles, two hours had elapsed. Interestingly enough, as soon as the cheetah killed the gazelle, all the other gazelles went back to a state of relaxation. They knew the danger was now over.

This scenario is very similar to what often happens at networking events or online communities. There are people who act like cheetahs. They are stalking their prey. While some of these folks succeed in selling every now and then, most of the time they fail.

Compare this scenario to a spider.

Spiders eat by attracting their prey. They build a web and patiently wait until their food arrives. Successful networkers are very similar to spiders. They first build a strong network. They intentionally attract the people they want to attract. They are patient and their success rate is very high.

So, when you are networking, start thinking more like a spider and less like a cheetah.

This month's QuoteAction is by author Leo Tolstoy.

"The two most powerful warriors are patience and time."

Your action is to see if you are just about to give up on something and instead give it more time.

Enjoy an Extraordinary Month!

Click *here* to find out more about QuoteActions and some of the other innovative products and services offered by THE NATIONAL NETWORKER.

Rick Itzkowich
The LinkedIn Guy

As the creator of
QuoteActions, a unique relationship building system, Rick Itzkowich finds his articles, podcasts and blog messages regarding keeping your brand "top of mind" in high demand.

His, latest product
LinkedIn Power Success System , is a must for those people wanting to earn money using LinkedIn.

Rick is also the Co-founder of
Productive Learning & Leisure, a personal development training company for corporations and individuals.

Rick can be reached at

For more information, please visit Rick's TNNWC Bio.

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The Emergence of The Relationship Economy

The Emergence of The Relationship Economy
The Emergence of the Relationship Economy features TNNWC Founder, Adam J. Kovitz as a contributing author and contains some of his early work on The Laws of Relationship Capital. The book is available in hardcopy and e-book formats. With a forward written by Doc Searls (of Cluetrain Manifesto fame), it is considered a "must read" for anyone responsible for the strategic direction of their business. If you would like to purchase your own copy, please click the image above.


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