Always go to any networking event with a plan. Ask yourself these questions. Who am I looking to be introduced to? What new businesses have I been working this month? What professions often send me referrals? Also are you there to get referrals just for yourself or for others. I will often bring 3 business cards of one member of my BNI chapter and work to specially get them referrals that day. Using these questions should help you produce your list of at least 6 to 12 names or categories of people.
Furthermore, remember that your BNI Social is a great place to invite potential guest to your chapters. It is easy to invite people to a social and it’s also a great way to introduce them to the power of BNI and more importantly, your chapters' network.
Your plan also has to take into account how long the meeting is. For every 10 minutes of meeting time, you can effectively talk to at least 1 person. In 1 hour time, that's 6 people, in two hours time, you could have at least 12 names. It is possible to talk to a lot more especially if you are talking to small groups of people at a time.
Make sure you bring plenty of business cards, at least 50 for big events. Also, bring a pen and a pocket notepad. These are all important business tools. If you’re in BNI also bring your business card file. This could be a great opportunity to find referrals. I usually bring two big stacks of my business cards.
Always ask to be introduced to the people on your list "after" you ask them about who are they looking for first. Remember giver gain. Make sure you also ask them who they are looking for or about their business first.
Once you have your list, decide what you want to say as your 30 second presentation. Don't ask for too many categories or people. Ask for no more than 3 at a time. If you get to meet your first 3 you can start on another three. In my 30 second presentation, I usually say something like; "tell me about your business (or who are you looking to be introduce to) and then listen. When it’s my turn, I say something like I'm on a mission to be introduced to these 3 people (or categories). After that most people will try to introduce you if they can.
If you’re looking to get referrals for someone else, remember my 3 card trick. Select a member of your BNI chapter who you have decided to help. Ask everyone you meet this. I have a friend who has helped me out a lot this month, and I want to repay their kindness. Who do you know here who is _____ and fill in the blank with the people your referral partner is looking to be introduce to! Obviously, you have to know who they need. Use this technique at every networking event you attend, and you will always have referrals for you BNI meetings.
Now when attending the event, focus on your list, don't be distracted, stay on task... Don't drink or eat too much. You’re there to market your business, (or get referrals for others) and meet very specific categories’ of people.
With your list of who you want to meet, start working the room from right to left and go through each section of the room until the entire room has been covered, then start over again. In two hours, you should be able to go through the room twice.
Make sure every person you talk to knows who you’re looking to be introduced to. Furthermore, let them know that you would appreciate that they mention it to their referral partners as well.
At the end of this event you should have about 12 names to follow up on. This is not the best place to try and sell somebody your product or service, especially if they don't know you. Take the time to get to know them and build trust through 1-2-1 meetings.
Use these tips at your next networking event and get more business. If you have any suggestions, different ideas or comments, they are welcome. Click on the link below and let us know what you think.
That’s my opinion, I want to hear yours.
Hector Cisneros is a writer, has been an entrepreneur for more than 30 years, is a veteran of BNI for 19 years and was a BNI director for over five years. He is still an active BNI member and follows the philosophy of Givers Gain. He is the owner of several businesses in Jacksonville, Florida. He actively coaches business owners in the fine art of Online advertising, Business Networking and Word of Mouth marketing. He is the president of Website Know How, Inc. a holding company for his business ventures that include online advertising, word of mouth marketing, real estate holdings, non-profit training/support, book publishing, health and wellness product sales and Adventure sports. Hector's new book 60 Seconds to success, teaches business owners how to get the most from word of mouth marketing by using great 60 second introductions. To learn more about Hector Cisneros, Social Media, Online Marketing or Word of Mouth Marketing visit the Networkers Apprentice workshop http://networkersapprentice.com or my book website at http://www.60SecondsToSuccess.com
Hector
ReplyDeleteThis is one of the best networking articles I have read. I like the idea about taking three cards from a friend and promoting them at an event