Maggie was one of two directors of a small business. The directors knew that business networking was an important part of their strategy for growing the business, but only Andy actually did any.
As a business, they needed more clients, and they needed their services to be more widely known in the local community. They both recognised that Maggie should network with other businesses.
It quickly became apparent that Maggie was highly resistant to the idea. She agreed she should do it. Deep down, she wanted to do it. But the idea of walking into a room full of people she didn’t know filled her with little short of terror.
As Maggie and I talked about what her reservations were, and how realistic they were, she was identifying the problems that many people have when it comes to business networking.
We had quite a long chat, during which we uncovered that her real reservations were not those on the surface.
As I’ll show later, when we want to change our behaviour in any part of our lives, we need to change the beliefs and feelings we have about that behaviour. If we don’t change those beliefs and feelings, it’s not really surprising that the old behaviour persists.