Experience 30-minute Issue Coaching session
business coaching

Growing Business Is Not Always About Expansion

My coaching practice keeps me current with community business issues. One in particular is networking. It’s like a mania here in Scottsdale, Arizona. A person could attend events all day here and never run out of meetings to attend. (Weight gain is a networking hazard.) In fact, some attendees are like groupies. There are seminar “junkies” who travel around the city to these events. That’s terrific for the speakers.

So here’s my challenging thought: how are these people using all the contacts they are making?

The power of networking is grounded in first impressions. Trust comes much later. It must be earned. However, many untrained, insensitive people confuse networking with sales.

I marvel at the in-your-face marketers who obtain a business card and use it like a meal ticket! Naughty, naughty. That gives everyone in marketing and sales a bad name. So, maybe it’s time for insight on networking vs. expansion.

What do I mean by that?

Networking is an opportunity for engagement, not sales. It is time to establish a connection with someone who may or may not be a useful “sales tool” for you. Coach Cubas recommends that when you are at a networking event, you don’t treat it like a political rally. The best result I look for is an invitation. Yes, someone actually asks me to call them, because they are intrigued by what I am about. That’s not ego fodder. That’s a connection based on curiosity; someone wants more.

Public speakers know that lesson well. That’s why back-of-the-room sales are part of a speaker’s experience. If successful, the attendees want to take the speaker home with them. They learned something, heard a sound, thought differently as a result of their attendance; now, they want to chew on it.

Remember, adult learners (in a setting for learning like a class) retain less than 30% of what they hear. That’s why CD’s, tapes, DVD’s, anything that is portable makes learning a pastime, not school anymore. It reminds them of how good they felt when they heard their morsel. It’s really not about the sales; it’s about the impact of the message. And, the participant wants more.

Successful networkers understand the power of curiosity. They make it about WIFU (What’s In It 4 U) rather than WIFM (What’s In It For Me). Here’s a clue—Something about you promotes the idea that I’ll be better off knowing you. That’s what you want to promote, not your business. Powerful leaders understand this well.

When asked by many, “What do you do?”, I gleefully found out that the Dalai Lama and I shared the identical answer. We don’t do anything. I’m too busy being, not doing. That fascinates people.

Find something about yourself that is intriguing to know. This is not bragging. It’s a nugget to drop into a “cold conversation situation” like a networking meeting. Is it the tone of your voice, the way you hold eye contact, the way you extend your hand? Focus on something and make it artful. You will rejoice in the power of the magnetic forces, generated by curiosity, which will deliver interest to your door.

Expand your business? We’re all trying too hard. Play with this idea, and please send me your stories.
If you would like to be published in my upcoming book regarding this topic, please express that you are giving me permission to use your story, your name or initials, company, etc.

Get curious about life and you will awaken with wonder. Just think about all the people you are about attract! Good luck.

Your coach,
Michelle Cubas



As a credentialed business coach and analyst, one of my primary functions is to work with individuals and company managers to clarify where they are presently, where they would like to advance, and what tools they have and need to achieve their desired outcome.

I use a variety of tools to assess perceptions including Platinum Rule instruments, my experience and training in assessing behavior. My preferred tool is the EQ-i®, emotional intelligence inventory. I have specialized training on the EQ-i® and DISC Inventories and access to multiple other sources including a company culture index. I prefer the EQ-i® because it is the least judgmental instrument I have found. It focuses on strengths and areas of development related to the goals set by the individual. For example, people are more likely to apply the EQ-i®’s information rather than label themselves by the Myers-Briggs categories.

Leave a Reply

Your email address will not be published. Required fields are marked *

This site uses Akismet to reduce spam. Learn how your comment data is processed.

Privacy Settings
We use cookies to enhance your experience while using our website. If you are using our Services via a browser you can restrict, block or remove cookies through your web browser settings. We also use content and scripts from third parties that may use tracking technologies. You can selectively provide your consent below to allow such third party embeds. For complete information about the cookies we use, data we collect and how we process them, please check our Privacy Policy
Consent to display content from - Youtube
Consent to display content from - Vimeo
Google Maps
Consent to display content from - Google
Consent to display content from - Spotify
Sound Cloud
Consent to display content from - Sound