Doing Business With People You Know, Like and Trust
Some people wonder why certain businesses are barely hanging on by a thread while other businesses are prospering. It’s all about the relationships you create that will help you build your business and the commitment to those relationships will help your business excel even during economic turmoil.
You hear it all the time, “I don’t have time to join that networking group” or “The Chamber never seems to work for me” or better yet “That’s just another social club wanting money.”
Madison, Alabama BNI Networkers
Being involved in networking organizations will help you build your base of contacts, but it will never turn those contacts into contracts without you making the effort to build on the relationships you encounter at the networking events. Networking events provide you with the arena to get to know, like and trust fellow networkers.
What does it take to build a relationship? How about your personal relationship…..have you ever been in a personal relationship and you showed up when you felt like it, brought nothing to the relationship, just showed up for a free meal, or better yet made the date but then had nothing to contribute to the conversation? And how did that work out for you?
Building profitable relationships in networking is much like building a personal relationship. You must be willing to be honest, caring, and giving and have no expectations for a return on your investment. Once people realize you are participating with no agenda, they will begin to build trust with you. They will be open to your ideas and your purpose for the relationship.
Participating in a Chamber of Commerce networking event most definitely does work, but you have to realize that you can’t go to the event with the intention of “getting business.” If you are honest with yourself and go to the Chamber event to build relationships and get some visibility for yourself and your business, the people will begin to like you. It will become evident that you are there to help others, not take from them. The more people see you, they more they being to trust you…..especially if you are seen with people they already trust.
Once you have created an opportunity for event participants to like you and trust you, they will begin to want to do business with you. Why? People want to do business with people they know, like and trust. It’s really just a common sense practice if you think about it. Why would you ever go to the internet to google a carpet cleaner when you have began to build a relationship with the local carpet cleaner that attends many of the same networking events that you do? You wouldn’t!
Now that you have seen the carpet cleaner on several occasions and been introduced to them by a mutual friend, and had the opportunity to get to know them in a “non-sales environment” you have been afforded the opportunity to begin building a relationship that will build your trust for them and their business.
Networking creates opportunities to begin fostering business relationships. And, that’s why you need to attend them…..not to hand out hundreds of business cards and beg for their business. But remember, building a relationship takes time, so don’t attend expectation immediate results or you will leave saying, “Those Chamber events never work.”
So, the next time you think that attending a networking event is not worth your time, think about the potential business relationships that you are about to cheat yourself from. And then, go ahead, go home and google a stranger to do business with!
Once again, how’s that working out for you?
BNIConnect: Changing The Way The World Does Business
Just a little over a year ago, BNIConnect was an action plan, and now, it’s a plan in action.
In March 2009, the United Arab Emirates was the first region in the world to roll out the BNIConnect project. And, now as regions, one by one, begin to launch the project, we are in essence just in the countdown phase of BNI’s entire organization operating under one roof….all with the same tools and all teaching the same consistent message……exemplifying the true meaning of “Givers Gain” in referral based marketing. Once again, an example of how BNI is truly changing the way the world does business!
“My marching orders to directors around the world this year are to focus on the fundamentals. Get back to basics. Do what BNI does well and do it better than we have ever done it before. We are committed to making BNI an even better organization in 2009.”
It was almost a year ago that Dr. Ivan Misner delivered these words to his team of BNI members and directors in Orlando, Florida at the 2008 National Director’s Conference. Dr. Misner pointed out that it was focusing on the “basics” of networking that has driven BNI to become the world’s powerhouse in referral-based marketing. And, now…..we’re “Raising The Bar in 2009.”
Beth Anderson, project manager for BNIConnect, is working closely with Dr. Misner and his team to ensure that all BNI members have the opportunity to experience the grassroots essence of participating in a worldwide networking organization. Even though regions may be separated by vast miles, various business scopes and even speak different languages, BNIConnect will allow a more solid infrastructure for the franchise owners of BNI as well as for it’s members globally.
Dr. Ivan Misner & Beth M. Anderson
“With just over 110,000 members, BNIConnect will now be able to bring its members onto a new plateau for referral marketing,” Anderson said. “Members can modify directory listings and interact with other members around the world. From podcasts, to blogs to focus groups, BNIConnect will allow BNI’s members to equally participate and network, no matter where you are located in the world. This project will exemplify that we really are a worldwide organization with its member’s best interest in hand.”
If you’re a member of Linked In, Facebook or any other social media organization, you have probably experienced how easy it is to keep in touch with people that you haven’t seen or heard from in years. From old friends you went to high school with, to family members you almost forgot you had, these social venues are allowing relationships to rekindle with the touch of a keypad. And now, BNIConnect is going to allow you to revisit old friendships and build new relationships around the world in a business environment!
Bijay Shah, National Director for the Middle East and Executive Director for the United Arab Emirates said, “We’re certainly very excited! The UAE is considered to be highly technologically advanced in all aspects of business and global trade – it fits in perfectly well with this trend. Our members have been waiting for this for a very long time. We’ve delivered and are getting great feedback already!”
Unlike most social networks, which is open to anyone who wants to join, BNIConnect will bring together tens of thousands of active BNI members who all agree to and abide by the BNI Code of Ethics and who understand and practice the fruits of Givers Gain…..making your membership even more valuable. BNIConnect is a tool by which you can pass referrals not only across the room…..but across the world!
“Most of our members are savvy when it comes to online networking. They see this as a fantastic tool to connect with BNI members globally. They already use Ecademy, Linked-in, Xing, Facebook and Twitter and they see BNIConnect making the common connection across the board when it comes to BNI focused online networking,” Shah pointed out. “Furthermore, 100% of our members are nationals of other countries (as are 90% of the residents of the UAE) and they tend to travel frequently. The ability to connect with BNI members through BNIConnect will encourage them more to visit BNI Chapters in other parts of the world. Popular BNI regions are the United Kingdom, Germany, USA, Canada, Australia, New Zealand, India and South Africa. There is plenty of 2-way traffic between these countries – we receive at least 1-2 visitors weekly from these countries who are BNI members and visiting the UAE,” Shah continued.
BNIConnect will allow members to build a team of like-minded professionals and create a “group” (online Power Team) within BNI’s web-based system. Imagine what it will be like to be a florist in Huntsville, Alabama (like I am) and having the opportunity to join other florists from BNI chapters around the world to discuss industry trends or how we are making our membership in BNI more successful. On the other side of the coin, a member that receives an engagement ring can soon join the “Wedding Mafia Group” on BNIConnect and gather ideas and suggestions from some of the best wedding professionals globally. Would this make your membership even more valuable? Having an international focus group at your fingertips is priceless.
“We’re taking the four walls of your chapter meeting down by showing the world that there’s more to BNI than the BNI chapter,” Anderson said. “Potential applicants will now be able to access an application online to expedite the application process. Interest parties for core groups will soon be able to view videos, sign up to receive email alerts, gather chapter information, and search category availabilities for any chapter in the world.”
Dr. Misner points out that BNIConnect is not taking the place of BNI’s weekly, face-to-face meetings, but yet, it is complimenting the meeting with an opportunity to connect to members outside of the meeting which will enhance the benefits of cross-chapter relationships.
Get connected with BNIConnect. Coming to your BNI region soon!
Three Deadly Mistakes To Avoid At A Networking Event
Rarely a week goes by that I don’t receive an invitation to attend a networking event. No matter what city I’m working in, it always seems that something is going on in the networking world…..too great to be missed!
Visibility is one of the first steps in building a concrete relationship for growing your business. But, you must take every effort to ensure that the visibility you are receiving is positive. From your body language, to your personal actions, you are being judged from people throughout the room. Some of the people you may not need to know today, but tomorrow they may be the decision maker on a proposal you are hoping to land!
Without the proper visibility techniques, you will never be able to make it to the credibility phase of developing a relationship. Dr. Ivan Misner, founder of BNI, teaches that you must first create visibility and then establish credibility to eventually experience profitability. And, we all know, that profitability is the ultimate goal of us attending any networking event…..right?
So, I’d like to point out three deadly mistakes you should always avoid when attending a networking event if you want positive visibility and credibility.
Be Selective Of The Company You Keep
Brian Tracy, renowned author, tells us that you are the average of the five people you are associated with the most.
I’d like to suggest that you are careful of whom you associate with when you are at a networking event. A person may be a lot of fun at the corner pub, but can be detrimental to your success at a networking event. I’m not advocating giving anyone the “cold shoulder,” but you should always be conscious of the drama that tends to follow certain people and avoid spending an extended amount of time with them.
Remember, the goal to attending a networking event is to build relationships not destroy them.
Watch Your Liquor Consumption…..Name Your Poison
Recently, a local networker was seen at a community networking event with “a drink in both hands.” Wow, wouldn’t you love to be the one that everyone notices with “a drink in both hands?” What were they thinking? Was it last call or something?
Social drinking is obviously acceptable, but you must, you must, you MUST know when to say WHEN. Once again, you are networking to building relationships, not poison them.
Even if you’ve had a rough day or even a rough week, you can’t turn to the local networking event to numb your personal problems. If your week has been that bad……GO HOME! Remember, you will never get to the credibility phase with others if your visibility is sloshed!
Avoid Gossip At All Costs
I say to avoid gossip at all costs because that’s exactly what it will be…..it will cost you business in the end. You must realize that even though most networking events are loud and noisy, people still overhear conversations. If someone hears you gossiping about someone else, they will first feel uncomfortable and not want to be in the circle with you and secondly, they will usually distance themselves from you at future events.
Remember, that the only people who are interested in your gossip are those who are helping you spread it. Everyone else sees gossip for exactly what it is…..an act to destroy relationships and build animosity.
So, the next time you’re at an event, take a look around and notice the groups of people networking. Notice how their body language is expressing a positive action to build visibility. Take note at who they are networking with…..and realize how quickly they are building credibility among their peers.
And then, notice those who are obviously there to partake in libations and gossip and talk about how people don’t treat them fairly.
Is it any wonder those networkers never make it to profitability?
Learn To NETwork The Room With A “Cordial Smile”
We’ve all heard the saying “actions speak louder than words.” And, most of know it’s really the truth, but why don’t more of us spend time trying to learn the meanings behind “actions.”
A great outlet to market your business is attending networking events. But, you need to know how to get the best out of one of these events for it to be worth your while. Learning how to read the actions of fellow networkers could mean the difference in you landing that big deal you’ve been working on…..or losing it! And, just as important, is the message your body language is projecting to everyone at the event.
In a previous article I spoke about the importance of possessing a genuine smile while networking. Let’s take a look at another type of smile you may encounter from time to time. I like to call this the “cordial smile.” This is the smile that you put on when you are “on stage.” Just as if you were to paint it on like putting on stage make-up, you know exactly when to put this smile on and when you can safely take it off. Putting on the cordial smile is no different than putting on your best suit when preparing for a social event. You want to look your best and give the best impression you can…..and your cordial smile is just part of the uniform for the event.
The cordial smile usually will not involve the eyes as much as the “genuine smile” does and it rarely creates the “crow’s feet” wrinkles at the eyes as the genuine smile. Usually the person will only slightly be showing their teeth in the smile as well. The message being given is that you are approachable. And, more importantly, you want to approach others and the smile is asking for their permission to enter their space. The genuine smile shows more confidence in you; the cordial smile is a bit more reserved, but just as meaningful.
What I find important about the cordial smile is actually the lack of it. That’s right. The lack of your cordial smile is what you should be aware of when meeting someone in a networking or social environment. If you want to entice more referrals for marketing your book, you must understand that it’s your smile that first attracts attention to you.
It is of the utmost importance to be on your best behavior when you are attending a networking event. After all, what’s the point of networking if you aren’t going to be making the best impression you possibly can make. We all have experienced bad days, have had a headache, or just received a speeding ticket on the way to an event. But one thing I have found is that half of the people you meet don’t care about your troubles of the day, and the other half are just glad your day was worse than theirs!
You should be aware that many impressions you make are made from a distance. The brain actually records and deciphers a smile from afar before any other form of body language. You may only meet 10 or 15 people at your next networking event, but that doesn’t mean that 30, 40 or even 50 people aren’t noticing you as you work the room…..especially if you have your “cordial smile” on for the evening.
If you are lacking either the genuine smile or the cordial smile, then you are sending the message to everyone that you really are not approachable. Even if you make the first move to meet someone, they probably won’t be very receptive to you because of the lack of a friendly face. When you smile, you are sending a message that you are happy, that life is good. And, when you are not smiling, your body language is telling everyone that you have other things on your mind. No one enjoys being around unhappy people. So, they tend to avoid networkers who lack a smile.
So the next time you are getting ready to attend your special event, take a brief moment before you get out of your car…..look in the rear view mirror, paint that smile on your face and say to yourself, “wow I look good.” And, you will!
Give The Gift Of A Genuine Smile While Networking
At the next networking event you attend, I’d like to challenge you to give a gift to as many people as you possibly can while in attendance. It doesn’t have to be wrapped in fancy paper or even have a pretty bow. All you need is to offer each person you meet the gift of your “genuine” smile.
Many studies have been written regarding our smiles, but how powerful will it be when you consider your smile as a small gift to everyone you come into contact with at your next networking event. And, more importantly, they will realize it was a gift as well.
We’ve all been in situations where we were looking at someone while attending a meeting, or even walking down the street. When they made eye contact with us, we would immediately look away, right? We didn’t want them knowing we were looking at them. Why not?
Next time you make eye contact with someone, even if you don’t know them, offer them the gift of a genuine smile and see what their reaction is. I’m willing to bet, they will return the gift! If the situation is right, that small gesture usually creates an opportunity for you to introduce yourself. After all, isn’t that why you are attending networking events…..to meet people you don’t already know?
I’d like to offer you a few tips to ensure that you are sending the “right” message, however. The smile is one of the easiest forms of body language to interpret. So, be fully aware that your smile MUST be genuine.
Actually, think about some of the smiles that you have received lately. When someone flashes a quick smile, the message they are sending is that they are acknowledging you, but they are too busy to offer a genuine smile because that may lead into a conversation. So, if someone flashes you the quick smile…..smile back and keep moving. They probably aren’t open to having a conversation at the moment.
Then, there is a more genuine smile that takes a second or two to be communicated. Watch the eyes…..first they will raise their eyebrows. After they begin the smile with their eyes, their lips will follow the eyebrows and turn upward as well. A genuine smile is an invitation to say “hello.” Now, you can smile back and offer a handshake.
The first step in communication is in the eyes. The handshake is the first step to building a relationship.
