Networking means business right? Sure networking can lead to business but it does not mean business, a common misconception.
Let’s look at this…
Attending meetings = networking
Attending networking events/functions = networking
FaceBook = Networking
Linked In = Networking
Twitter = Networking
Relationships/People = Business
Is the above accurate?
Do you attend any of the above or post on the social networks?
It is important to do both but not confuse networking with referrals.
The success comes from building your network using all the identified options above, but then taking the time to sort out who can be a referral partner and start nurturing that relationship. Meet, find the common ground and then you will be able to develop a rewarding relationship.
So CONTACTS become RELATIONSHIPS that lead to REFERRALS that leads to BUSINESS
Happy Networking
Thursday, March 10, 2011
Tuesday, December 7, 2010
Dress to Impress
Dress to Impress
So how should you address when attending a BNI meeting, Chamber Mixer or any other type of networking event? What is appropriate?
I was involved in a discussion on this very question over the weekend. It took on many views and opinions and I guess it comes down to the individual’s opinion.
Three examples given in this discussion so let’s share them now and you decide what is best for you.
1 A plumber turns up every week dressed like he has just come off the job, dirty clothes muddy looking boots. Does he look like a plumber? Yes. I f he turns up in jeans and a jacket does he look like a plumber? Maybe
2 A builder who goes everywhere in a tie and coat minimum and a suit where appropriate. He says that he is a business owner and not a builder, so dresses as a business owner.
3 An event service owner who wears jeans, over shirts and always look like he needs a shave. He is having trouble receiving referrals to the corporate hotel and convention centre chains he desires for his business.
So what do the three examples say? Should you dress for how you feel? What you do as a business person?
Is your BNI meeting or any other work related meeting a business meeting? The answer is YES so you must dress as a business person.
There are people who won’t refer you because of the way you dress or present yourself. If I introduce you to a good friend or client are you going to turn up looking like you do for a business meeting? This is real and will be costing you business.
So dress to impress? Yes treat every meeting as a business meeting and dress that way.
Does it mean a suit? Maybe for some, but at least smart trousers/jeans, shirt and shoes is a minimum.
What does it mean for women? Revealing clothing? Casual wear versus smart business clothing?
So how do you DRESS to IMPRESS?
Happy Networking
Glenn
So how should you address when attending a BNI meeting, Chamber Mixer or any other type of networking event? What is appropriate?
I was involved in a discussion on this very question over the weekend. It took on many views and opinions and I guess it comes down to the individual’s opinion.
Three examples given in this discussion so let’s share them now and you decide what is best for you.
1 A plumber turns up every week dressed like he has just come off the job, dirty clothes muddy looking boots. Does he look like a plumber? Yes. I f he turns up in jeans and a jacket does he look like a plumber? Maybe
2 A builder who goes everywhere in a tie and coat minimum and a suit where appropriate. He says that he is a business owner and not a builder, so dresses as a business owner.
3 An event service owner who wears jeans, over shirts and always look like he needs a shave. He is having trouble receiving referrals to the corporate hotel and convention centre chains he desires for his business.
So what do the three examples say? Should you dress for how you feel? What you do as a business person?
Is your BNI meeting or any other work related meeting a business meeting? The answer is YES so you must dress as a business person.
There are people who won’t refer you because of the way you dress or present yourself. If I introduce you to a good friend or client are you going to turn up looking like you do for a business meeting? This is real and will be costing you business.
So dress to impress? Yes treat every meeting as a business meeting and dress that way.
Does it mean a suit? Maybe for some, but at least smart trousers/jeans, shirt and shoes is a minimum.
What does it mean for women? Revealing clothing? Casual wear versus smart business clothing?
So how do you DRESS to IMPRESS?
Happy Networking
Glenn
Saturday, November 20, 2010
Award Recogintion for Referral Results
One of our BNI chapters, BNI Baulkham Hills has been recognised with an award for consistent business growth and helping each other to achieve over $700,000.00 closed business for two years in a row.
I presented the award on Tuesday 7th September evening at the groups "Spring into Action Business Dinner" held at the Jin Yang Asian in the Castle Hill RSL with 62 local business people.
There are over 5400 chapters internationally in 43 countries who are eligible for these awards annually, and we get one here in the Hills, how exciting and what a tribute to local business here. It shows the power of relationships and structured referral marketing.
With a mindset of abundance there is plenty to go around for others, it is worth checking out said current President Brooke Fogarty.
I presented the award on Tuesday 7th September evening at the groups "Spring into Action Business Dinner" held at the Jin Yang Asian in the Castle Hill RSL with 62 local business people.
There are over 5400 chapters internationally in 43 countries who are eligible for these awards annually, and we get one here in the Hills, how exciting and what a tribute to local business here. It shows the power of relationships and structured referral marketing.
With a mindset of abundance there is plenty to go around for others, it is worth checking out said current President Brooke Fogarty.
Friday, September 17, 2010
Eat Meet Succeed
If we look at cultures and history we see often that having a meal with some one or groups of people is a common theme in relationships. Why? I guess because whilst you are having a meal you are talking and getting to know each,and sharing ideas and seeking advice.
So with relationship building with the purpose of helping each other achieve results, meeting regularly is essential. Over a meal or even a coffee will enhance results.
Let’s look at the two points in the above paragraph.
• Meeting regularly means just that, if you want to network and build relationships you can’t do it on a casual or part time basis. You need to meet and communicate regularly. So attending a monthly after 5 or a social mixer is really only the first step, yet people rely on this for results.
• Over a meal or coffee enhances results because you share and build trust with that sort of intimacy. Trust is the key to results in referrals by relationship and this is not gained lightly.
In Business Network International (BNI) we meet weekly and over breakfast, brunch or lunch. We also meet 1 to 1 outside the meeting regularly, with a purpose so that relationships can be firmed with integrity and trust, and then contacts open up between parties.
Of course all this takes time, and like any thing worthwhile you need to invest. We are investing time here to build futures together, yes that whole farming not hunting thing again but it is so true.
Remember "Givers Gain" and if you “row someone across a river you get there yourself” so invest in your relationships, over a meal, (put it in your diary) regularly and reap the harvest.
Happy Networking
Glenn
So with relationship building with the purpose of helping each other achieve results, meeting regularly is essential. Over a meal or even a coffee will enhance results.
Let’s look at the two points in the above paragraph.
• Meeting regularly means just that, if you want to network and build relationships you can’t do it on a casual or part time basis. You need to meet and communicate regularly. So attending a monthly after 5 or a social mixer is really only the first step, yet people rely on this for results.
• Over a meal or coffee enhances results because you share and build trust with that sort of intimacy. Trust is the key to results in referrals by relationship and this is not gained lightly.
In Business Network International (BNI) we meet weekly and over breakfast, brunch or lunch. We also meet 1 to 1 outside the meeting regularly, with a purpose so that relationships can be firmed with integrity and trust, and then contacts open up between parties.
Of course all this takes time, and like any thing worthwhile you need to invest. We are investing time here to build futures together, yes that whole farming not hunting thing again but it is so true.
Remember "Givers Gain" and if you “row someone across a river you get there yourself” so invest in your relationships, over a meal, (put it in your diary) regularly and reap the harvest.
Happy Networking
Glenn
Tuesday, August 17, 2010
Networking VS Referral Marketing.
Networking is about meeting people. Referral marketing is about relationships. We need to turn our contacts into relationships.
So let’s look at Referral Marketing here.
Dr Ivan Misner, offers the following, and my experience is, this is right on the money.
A referral marketing plan involves relationships of many different kinds. Among the most important are those with your referral sources, with prospects these referral sources bring you and with customers you recruit from the prospects. These relationships don’t just spring up full-grown; they must be nurtured. As they grow, fed by mutual trust and shared benefits, they evolve through three phases: visibility, credibility and profitability.
We call this evolution the VCP Process.
Any successful relationship, whether a personal or a business relationship, is unique to every pair of individuals, and it evolves over time. It starts out tentative, fragile, full of unfulfilled possibilities and expectations. It grows stronger with experience and familiarity.
It matures into trust and commitment. The VCP Process describes the process of creation, growth and strengthening of business, professional and personal relationships; it is useful for assessing the status of a relationship and where it fits in the process of getting referrals. It can be used to nurture the growth of an effective and rewarding relationship with a prospective friend, client, co-worker, vendor, colleague or family member.
When fully realized, such a relationship is mutually rewarding and, thus, self-perpetuating.
This simple concept has made a bigger difference in more people’s networking efforts than any other single idea discussed by Dr Ivan Misner.
So what are you doing to work on mutually rewarding relationships? Are you nurturing or still waiting for things just to happen?
Next we will look at the V part of VCP
Happy Networking.
Glenn
So let’s look at Referral Marketing here.
Dr Ivan Misner, offers the following, and my experience is, this is right on the money.
A referral marketing plan involves relationships of many different kinds. Among the most important are those with your referral sources, with prospects these referral sources bring you and with customers you recruit from the prospects. These relationships don’t just spring up full-grown; they must be nurtured. As they grow, fed by mutual trust and shared benefits, they evolve through three phases: visibility, credibility and profitability.
We call this evolution the VCP Process.
Any successful relationship, whether a personal or a business relationship, is unique to every pair of individuals, and it evolves over time. It starts out tentative, fragile, full of unfulfilled possibilities and expectations. It grows stronger with experience and familiarity.
It matures into trust and commitment. The VCP Process describes the process of creation, growth and strengthening of business, professional and personal relationships; it is useful for assessing the status of a relationship and where it fits in the process of getting referrals. It can be used to nurture the growth of an effective and rewarding relationship with a prospective friend, client, co-worker, vendor, colleague or family member.
When fully realized, such a relationship is mutually rewarding and, thus, self-perpetuating.
This simple concept has made a bigger difference in more people’s networking efforts than any other single idea discussed by Dr Ivan Misner.
So what are you doing to work on mutually rewarding relationships? Are you nurturing or still waiting for things just to happen?
Next we will look at the V part of VCP
Happy Networking.
Glenn
Wednesday, June 23, 2010
Networking or "premature solicitation"
Recently when starting a new chapter of BNI, one of the core members had feedback to say that “business networking was a thing of the past” and social/internet networking was where it was at.
I was flawed when I heard this, because relationships are the proven way to build a business from referrals.
This week Dr Ivan Misner (Founder of BNI and known as the Father of Networking) has publicly stated in the UK this week the following.
Too many people are now being tapped up for business by people they did not really know or trust. "It comes from people who either practice premature solicitation or receive it and are frustrated," he said. "They think hitting on people to do business is networking. And people don't like it. There is this backlash against bad networking."
Dr Misner, who is in the UK this week to mark his network's 25th anniversary, believes social media sites can be as effective in drumming up business as local chambers of commerce or rotary clubs. But he warned that the web exposes the amateur networker mercilessly: "I say absolutely do social media. It substantially builds the visibility side of your business. But everything is faster online. If you are a really bad at networking you are bad at light speed.
"There's still a lot of misunderstanding with networking. Most people think that it's walking around, handing out cards. Networking is more about farming than it is about hunting. It's about cultivating business relationships."
He is supporting a protest campaign set up on Facebook called "Facebook Users Who are Tired of Premature Solicitation".
The message is clear…. Relationships are still the way to build trust for the referrals we all need.
Happy Networking
Glenn
I was flawed when I heard this, because relationships are the proven way to build a business from referrals.
This week Dr Ivan Misner (Founder of BNI and known as the Father of Networking) has publicly stated in the UK this week the following.
Too many people are now being tapped up for business by people they did not really know or trust. "It comes from people who either practice premature solicitation or receive it and are frustrated," he said. "They think hitting on people to do business is networking. And people don't like it. There is this backlash against bad networking."
Dr Misner, who is in the UK this week to mark his network's 25th anniversary, believes social media sites can be as effective in drumming up business as local chambers of commerce or rotary clubs. But he warned that the web exposes the amateur networker mercilessly: "I say absolutely do social media. It substantially builds the visibility side of your business. But everything is faster online. If you are a really bad at networking you are bad at light speed.
"There's still a lot of misunderstanding with networking. Most people think that it's walking around, handing out cards. Networking is more about farming than it is about hunting. It's about cultivating business relationships."
He is supporting a protest campaign set up on Facebook called "Facebook Users Who are Tired of Premature Solicitation".
The message is clear…. Relationships are still the way to build trust for the referrals we all need.
Happy Networking
Glenn
Sunday, May 30, 2010
Networking- Easy isn't it?
So networking, easy isn’t it?
You just turn up to a mixer or any event and it all comes naturally.. easy right?
So you don’t agree? Feel clueless at times? OK lets deal with this because you are in the majority.
Having read Dr Ivan Misner’s book “Masters of Networking “ again recently to prepare for a presentation the chapter listening and being heard offers the following standard techniques that will help you get your message across and provide a positive response.
1. Get the person’s attention. Show interest by asking questions: “How are you?” “Where are you from?” “What do you do?” “Have you heard about? . . .” “Did you know? . . .”
2. Add interest. Respond to the answer but don’t move the conversation to you; elicit more information from the other person.
3. Involve. Use the “feel, felt, found” formula (”I know how you feel, I felt the same way, and this is what I found”) to involve yourself in the other person’s message before you deliver your own.
4. Network. Tie it all together by connecting one person’s needs or goals with the resources, needs, or goals of another person. For example: “I felt the same way until I met John Jones. He really helped me accomplish my goals. Why don’t I have him give you a call? Is tomorrow evening convenient?”
The book goes on to say this is networking at its best. I have to agree and encourage you to think and plan your method for the next mixer or after 5 you attend.
Why not join me this coming Wednesday evening starting 6pm at the Blacktown Workers Club for the Blacktown Business Network and give some of this a go.
Happy Networking
Glenn
You just turn up to a mixer or any event and it all comes naturally.. easy right?
So you don’t agree? Feel clueless at times? OK lets deal with this because you are in the majority.
Having read Dr Ivan Misner’s book “Masters of Networking “ again recently to prepare for a presentation the chapter listening and being heard offers the following standard techniques that will help you get your message across and provide a positive response.
1. Get the person’s attention. Show interest by asking questions: “How are you?” “Where are you from?” “What do you do?” “Have you heard about? . . .” “Did you know? . . .”
2. Add interest. Respond to the answer but don’t move the conversation to you; elicit more information from the other person.
3. Involve. Use the “feel, felt, found” formula (”I know how you feel, I felt the same way, and this is what I found”) to involve yourself in the other person’s message before you deliver your own.
4. Network. Tie it all together by connecting one person’s needs or goals with the resources, needs, or goals of another person. For example: “I felt the same way until I met John Jones. He really helped me accomplish my goals. Why don’t I have him give you a call? Is tomorrow evening convenient?”
The book goes on to say this is networking at its best. I have to agree and encourage you to think and plan your method for the next mixer or after 5 you attend.
Why not join me this coming Wednesday evening starting 6pm at the Blacktown Workers Club for the Blacktown Business Network and give some of this a go.
Happy Networking
Glenn
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