How to Build a Strong Network

February 1 - 5 is International Networking Week.

They say that Millionaires have the largest Rolodex or in today’s terms, databases.
 

Would you agree that most of the time when you go to a networking event and/or meet someone new that you exchange business cards and exchange information about your respective businesses?

What happens next?

Afterwards do you sit around and wait for your phone to ring from someone who wants to do business with you?

Lets examine how to take those meetings and collected business cards build a Network so that the Phone will start ringing.

It’s all about building relationships.

Here some things that will help with building strong relationships.

If you are a member of BNI you know what VCP means.

Visibility + Credibility = Profitability

The philosophy of BNI is

“Givers Gain”

The 10 points below are based on these two key points.

The first five are about Visibility which all help to build your creditability

1. Be Visible - Show up – Now that seems kind of obvious, right? How many times have you heard someone say, “Well I went to that network meeting and handed out my cards and I didn’t get one single lead.”

Do you know it takes people seeing and hearing you 7 to 8 times before they remember you and what you do?

In Advertising and Marketing it’s called ‘Spaced Repetition Education.’ Why do you think they run the same ads over and over again on TV? Because most of us don’t remember them. The same applies with meeting new people.

Think about when you join a networking group. Most want you to commit to at least 90 days.

When you run an ad, they want you to commit to running that ad a minimum of 3 to 6 times. Why? People have to see you and hear you 7 to 8 times before they remember you, must less what you sell or the service you offer.

So Find the Networking groups that work for you and go on a regular and consistent basis.

2. Brand Yourself – By Name, By Business Name, Tag Line, or Appearance, etc. This will make you memorable.

Examples of branding - What companies do you think about when you see -

I meet people all the time. A lot of people know me as “The Painted Lady” even though they don’t know my name. Or when I give them my business card they will comment, 'Where have I seen that before?' So I know my branding works.

Part of branding yourself and your business is being consistent in all your marketing material. And have a memorable business card. Because when they look at those cards later, you want yours to stand out. If someone doesn’t comment on your business card after handing out about 5 to 10 times, you need to redesign and get new business cards.

3. Your Elevator speech – Be able to tell someone in 30 seconds what you do that peeks their interest and makes them ask questions and want to hear more.

Know your USP – Unique selling proposition. Be able to tell someone what makes you and your business unique. Different from everyone else’s. And don’t say “Because I give great customer service.” Everyone says that.

Example: I have a friend and business associate that is certified to sell luxury homes. I thought that was pretty unique.

Practice your 30 second infomercial until it feels natural and make sure it is in terms your audience will understand.

4. Volunteer – Give back. Going back to the BNI philosophy of “Givers Gain.”

a. Within your networking groups – Offer to help

b. Chamber – Be an ambassador

c. Community groups – Charities, whatever is your favorite cause.

One of the best positions to volunteer for is the sign in table for meetings and events and/or membership chair. These are two key positions that will get you visibility.

This is giving you Visibility and building your Credibility

5. Be Reliable – Say what you do and do what you say. Building a relationship is about building trust. Being a person that can be depended on and to get the job done. Also part of being reliable is showing up on time or better yet - show up early. By being early you are more visible and you have the opportunity to meet more people.

6. The Fortune’s in the Follow up - How many times have you heard that?

a. Follow up if at all possible within 24 to 48 hours. Strike while the iron is hot. While you are still memorable

b. And - Keep in touch with people – Phone call, Email, Drop by, Send a card with a personal note by Snail mail, Just Because, birthday, anniversary, Congratulations, etc. Why? Because that makes you different. It shows you do go the extra mile. It shows you want to build the relationship. Any good real estate agent is taught to ‘touch’ their warm market at least 10 times per year – why – because Everyone knows somebody that will be buying or selling real estate. This same principal can be applied to any business.

c. Also, follow up with the person who gave you the referral. Say thank you and let them know you followed through, because that person has put their trust in you and they are depending on you to follow through.

7. Take the Initiative – Go beyond the follow up. Ask questions. Find out how you can help them be successful. Let them know you have an interest in them.

Call someone and invite them for coffee or lunch. One of the best ways to get someone to agree to meet you for coffee or lunch is to say “Gail, your business sounds fascinating. I would love to meet you for coffee and learn more so that I can be a good referral source for you.”

Now do you think Gail is going to turn me down.

An even better way to build that trust and relationship is to arrange an introduction. And all three of you meet. Now that shows trust and confidence.

Everyone has a Circle of Influence of about 250 to 300 people. You want to know who is in their circle of influence, but they have to trust you first to give out that information.

8. Be the ‘Go to Person’ - Be a referral source. We all know someone we trust and that knows everyone and when we need a product or service, we call that person. Be that person. Be a source for information.

Zip Ziglar says that if you help enough people get what they want, you’ll get what you want.

9. Offer something of Value – Do you have a website? A blog? Newsletter?

a. Offer tips, ideas, information, etc. Don't always be trying to make the sale.

I have a Facebook Group that is dedicated to “Networking Opportunities” in my local area. Why do you think I maintain this website? It offers people a source of information and something of value. I also help host an all women networking group. Again it’s a way to help others and especially women.

10. Say Thank You. “Silent Gratitude is of Little Value”

a. Honor and thank all those that lend a helping hand. Show your appreciation to your referral partners, clients, and anyone that has reached out and helped you in any small way. A simple Thank You card goes a long way

68% of clients go somewhere else due to perceived indifference.

In closing John F. Kennedy said in his inaugural address: “Ask not what your country can do for you, but ask what you can do for your country.”

Let’s give that a new twist – “Ask not what your Network can do for you, but what you can do for your Network.”

Networking is the most effective form of marketing and the most cost effective. But in order for networking to work, you have to work it. And I believe that by working to build long term strong relationships you will be rewarded ten fold.

Happy Networking,

Annette

Painted Lady Enterprises

"Helping You and Your Business Look Good"

The Quick Connection – Effective Connecting for Effective Results

I was talking with a friend and business colleague last week. We were attending a networking meeting. She said that she had recently talked with someone who said that their business was so bad that they were now having to get out and network. We both agreed that if the person had been doing some effective networking all along, that their business would not be suffering.

One of the most effective networkers I know is Bonnie Ross-Parker, CEO and Founder of The Joy of Connecting. Here is a recent article she wrote on being an effective networker. She gives three strategies that will help to establish rapport and build a solid relationship.

The Quick Connection – Effective Connecting for Effective Results

By Bonnie Ross-Parker

Maybe you’re a veteran of the networking arena and agree you could be more effective. Or, perhaps, you’re just getting started and would like to better understand how to network productively. “The Quick Connection” is a reference tool to help you effectively impact others and increase your success.

Here’s the familiar scenario: Show up. Shake as many hands as possible. Give out and get as many business cards as you can. Tell everyone, “I’ll call you” or expect the people you meet to actually call you. Now, consider another approach that over time will get you better results.

“The Quick Connection” can be implemented any time and in any networking arena. The plan is based on three components: Differentiate, Be Memorable and Make A Difference. If you focus on attending any business environment with all three or any one of the strategies, your success will increase significantly.

Strategy # 1 – Differentiate. Being unique distinguishes you from others, especially those that are in the same industry. Remember when you were young and fitting in meant doing the same thing as everyone else in the crowd? Being the same was a way of establishing acceptance. In the business world, the opposite is true. You will have an advantage when you differentiate. For example, initiate conversations with people you don’t know. Ask how he/she got into the industry they are in, what trends they anticipate or what they did before their current career. Ask what they find to be their biggest challenge. If you’re wondering why this line of questioning, it’s because most business people are more eager to share what they do then to engage in building rapport with some one else. Find out what a good lead is for the individual you’d like to assist. If you want to get to know another business person, consider extending an invitation to an upcoming networking event as your guest. When you implement strategy #1, the emphasis is off of you and focused elsewhere. This is not typical in networking situations.

Strategy #2 – Be Memorable. There are two ways to be memorable – appearance and behavior. In one’s appearance consider branding yourself. For example, men can wear unusual ties, different lapel pins or colors unlike every other man. Women have an easier time? Jewelry can easily help a woman be memorable. Barbara Bush wears her infamous pearls and Larry King is known for his suspenders. They have branded themselves. I always wear cowboy boots. Every day – 365 days a year. While I may not be as well known as Barbara or Larry, having a unique style makes me memorable. People may not remember my name, however, they do remember the lady who always wears cowboy boots. Having a signature style has advantages – especially when you are recognizable!

The second way to be memorable is in your behavior. You must focus on being remembered for the right reason – generosity, punctuality, follow through, integrity and resourcefulness are examples. Being remembered means leaving positive imprints in everything you say and do. People are watching and will choose to do business with individuals that display consistency and integrity.

Strategy # 3 – Make A Difference. You never know who you will meet and the difference you can make in someone else’s life or the difference that encounter will make in your life. Replace a simple thank you with “I appreciate you”. Go out of your way to make a newcomer feel comfortable at a networking event. Over time, you’ll be amazed how differentiating yourself, being memorable and making a difference will impact your success. Like anything new, being conscientious and consistent will take time. Let’s face it, the marketplace is crowded. Everyone is scurrying for their share of business. Find out for yourself if the effort involved in applying strategies of “The Quick Connection” will be worth the results. Get Up! Get Out! and Get Going!

For more ideas on being an effective networker I recommend the book "42 Rules for Effective Connections." This book is by Bonnie Ross-Parker and Cindy Elsberry. The author provides a broad range of strategies that make the difference between networking that is ‘hit and miss’ versus networking that hits the bull’s eye.

Happy Networking,
Annette
Painted Lady Enterprises
"Helping You and Your Business Look Good"