How to Use Social Chemistry to Create and Close More Opportunities, with Marissa King

By Mo Bunnell

Mo asks Marissa King: How can high-end experts create more opportunities to close more business that feels authentic and leverages the idea of a powerful network?

  • One of the most powerful things about networks is that we can use them to think about our relationships in general. You can grow your book of business by matching whatever you’re trying to sell with network thinking.
  • If your product or service is hard to evaluate from the outset, one of the best things you can be is embedded in a network that can vouch for you, like a Convening network. The repeated exposure in this sort of network is critical to selling such a service.
  • If your business involves either keeping people apart or putting them together, one of the key traits you need to cultivate is empathy and the perception of being empathetic. This overcomes the tendency of people to doubt your motives.
  • The takeaway from Expanisionsts is to stay in touch with people in the network on a regular basis, especially if your product or service is easy to understand and purchase.
  • The ability to close deals almost always boils down to trust. High-quality interactions with people in your network, no matter what kind of network it is, are how you build that trust.
  • People want to help you. The power of networks is that when you put individuals together into groups you get outsized gains. By investing in your network and creating value for them, that value comes back multifold to you.
  • When you don’t ask someone for help, you are denying them the ability to be helpful. By asking for help you are actually strengthening the relationship, as well as giving the other person a sense of mastery. People like people who ask for help.

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