Most people are familiar with the saying, Give and you shall receive.
Many have seen this principle operating in their lives. Its simply one manifestation
of the Law of Cause and Effect.
Sometimes this law proves itself almost immediately; other times, it takes years. Sometimes the result comes directly from the cause, and other times indirectly. Some people seem to experience the results of this law more tangibly and in ways easier to understand than do others. But we all know intuitively that this law works.
Why does this law work? Why do we receive so abundantly when we give?
Give More in Value
In his 1910 book, The Science of Getting Rich, Wallace D. Wattles set down certain rules that will help you become prosperous if you follow them. When he talks about being rich, hes talking specifically about financial riches, not the many other excellent interpretations, such as personal fulfillment, happiness, health and so forth. But he also makes the point (which I heartily subscribe to) that if you become wealthy the right way, then those other important aspects of your life will become just as healthy as your finances.
Here is one of Mr. Wattless rules to becoming rich:
Always give more in use value than what you take in cash value. You cannot give a person more in cash value than you take from them, but you can give them more in use value than the cash value of the thing you take from them.
What does this mean? On the surface, hes saying that when you sell a
product or service, although youd go broke if your product or service
cost you more than you took in financially, you can actually provide a product
or service that adds more value to those customers lives than the cash
value they paid for it, while making a profit at the same time.
He describes this in terms of his own book (which back in 1910 must have sold for a fraction of todays $12 price tag):
The paper, ink and other material in this book may not be worth the money you paid for it. But, if the ideas in this book bring you thousands of dollars, you have not been wronged by those who sold it to you. They have given you a great use value for a small cash value.
Wattles was discussing this principle in terms of a direct sale. However, were talking about the value you give, not in selling your products or services, but simply in the relationship youre beginning with a new networking partner. Given that, lets take a deeper look at what Mr. Wattles wrote.
Give People Increase
Taking the passage above that says, You cannot give a person more in cash value than you take from them, but you can give them more in use value than the cash value of the thing you take from them, lets rephrase and condense it:
Give someone more in use value than what you take from them.
This simply means, always do your best to add to the other persons
life and success, without concernespecially at the beginningfor
what you are receiving from the relationship.
Theres an excellent reason why this attitude will help you accomplish much and reach great financial heights. Again, according to Mr. Wattles:
People are built with a desire for increase in their lives.
His statement makes perfect sense. After all, human technology has advanced
considerably since the beginning of recorded history. This is so because human
beings desire increase, whether in their health, wealth, convenience, artistic
sense, spiritual lives, or in any other way imaginable.
This is why, when you have a product, service, or skill that can help people increase an aspect of their lives, you can make a lot of money.
A few quick examples: Percy L. Spencer, the inventor of the microwave oven, satisfied the desire for more convenience. Debbi Fields, founder of Mrs. Fields Cookies, tapped into peoples desire for more pleasure, as did a man by the name of Candido Jacuzzi. There are many, many more examples on a local levelfrom the person who helps people satisfy their desire for an increase in their financial security by helping them invest in the right financial growth products, to the computer troubleshooter who helps his customers satisfy their desire for increase in the work they can accomplish on their computers.
When people sense that just by being associated with you, their lives will experience significant increase, they will naturally want to advance the relationship. And they will do so by doing their best to give back to you.
To me, this passage from near the end of Mr. Wattless book is one of the most profound statements of all time; it is also key to understanding the way of the successful networker:
No matter what your profession, if you can give increase of life to others and make them sensible [i.e., aware] of this gift, they will be attracted to you, and you will get rich .
This article, the first of a series of four, is adapted from
Endless Referrals: Network Your Everyday Contacts into Sales, 3rd Edition.
BOB BURG is a faculty member of Networking University,
and is the author of the newly revised and expanded
Endless Referrals: Network Your Everyday Contacts into Sales,
which has sold over 150,000 copies. He is also a frequent speaker at
network marketing conferences and conventions.